Rushing the Close

A common mistake that a lot of salespeople make is to rush the sale. There are a few reasons I can think of that would make a salesperson rush a sale and none of them are good. A sale has timing. As you get more familiar with your business, the sales process, and typical lead… Continue reading Rushing the Close

Why Pain Should Be a Salesperson’s Best Friend

“So why doesn’t that prospect buy from me?” Short answer: It’s too comfortable for them not to. There’s always a temptation to stick to what you know. The same breakfast, the same holiday destination, the same terrible broadband supplier. For many prospects, whatever their experience with an unreliable incumbent or an ageing product, they have… Continue reading Why Pain Should Be a Salesperson’s Best Friend