Why Doesn’t a Qualified Prospect Buy Now? It is not uncommon for a thoroughly qualified prospect to stall on making a buying decision after he has heard a perfectly delivered feature, advantage and benefit presentation on a correctly priced product/service that is exactly what he wants/needs.  Read on and find out why? Often after a prospect has heard a presentation and has been asked to buy, he puts up some resistance to buying at that time.  Very often what he says has a tendency to cause the salesperson to lose momentum and ultimately bring the sales process to a halt.  I ...

Zig Ziglar, one of the most well known sales authorities of all time defined selling.  Zig said, “Selling is the transference of feelings.  If I can get my prospect to feel about my product or service the way I feel about my product or service, he will not only want it … he will demand it.”  To persuade someone, it is not nearly enough to get them to think as we think, it is imperative that we get them to feel as we feel.  Getting a person to feel the way we want them to feel is the purpose of drama. In this lesson we will describe five great sales techniques for persuading a ...

Once we have found our prospect, it is important to understand why and how to qualify him to determine his level of interest.  What are the different levels of interest?  Does this prospect Require (need) a product/service like ours?  For example, if the prospect is a nurse, he or she would need a watch with a highly visible way to see the seconds in order to take a patient’s pulse.  Does this prospect Desire (want but not need) a product/service like ours?  For example, if the prospect has a watch that is old and wants a new one.  Does this prospect Admire (wishes for but it is ...

Often we as salespersons become disheartened due to the number, frequency and sort of objections we receive from prospects.  Some salespersons may even begin to feel a form of personal rejection.  In an attempt to help clarify what is really happening when a salesperson is given an objection, I would like to begin by getting rid of the cancer of personal rejection. I was fortunate to learn at a very early point in my sales career exactly why I should never take an objection as a personal rejection.  As a professional salesperson, dressed and groomed appropriately, armed with proper ...

A professional Doctor believes very strongly in the medicines and the treatments they prescribe.  They are so confident in their actions that they take the Hippocratic Oath.   This oath, in just a few words, says “Do NO harm.”  A professional Salesperson believes very strongly in the products and services that they sell.  They are so confident in their actions that they take the Salespersons’ Oath.  This oath, in just a few words, says “Do NO harm.”  The Professional Doctor is committed to the practice of only prescribing medications and treatments that are always in the best ...