The Three R’s of Influence
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Before you can sell you need to respect your prospect, build rapport, and understand the rules of how your prospect makes decisions. You can choose to ignore these three points but you will not be as effective as you could be.
1. Respect: All people want to feel that on some level they are […]
What To Do When Customers States They Should Buy
Often if the sales process has been effective a buyer could say that they think they “should” buy your product or service.
Is This A Buying Signal - Or Not?
Should is a very general word. When someone says that they SHOULD buy something, it might mean that they understand the logic or reasons to make a […]
Implications, Emotion In Marketing and Sales
People don’t buy until they are in touch with their emotions. Emotion and motivation are closely linked. You can have a buyer that knows they need your product or service, but if they are not motivated to solve the problem, they won’t buy!
Any major purchase (excluding bubble gum or a cheap watch, etc.) is an […]
