Archive for July, 2009

Sales Tip

Thursday, July 23rd, 2009

If a customer says “I am thinking of buying a product” OR they say “I am going to buy the product.” shows you two completely different meanings.
The first statement is implied and the second statement is explicit.
A top salesperson must be able to identify these differences because the questions to ask afterward differ dramatically.
If you [...]

TWO TYPES OF SALES

Saturday, July 11th, 2009

Neil Rackham’s manuscript Spin Selling covers the difference connecting Major Sales and Minor Sales in intense detail. Whether your organization is making Minor or Major Sales will determine how you make up your marketing and advertising strategy.
It shouldn’t turn up as a bolt from the blue that the techniques which bring about so well at [...]