sales tips

Orchestration – What Mozart Can Teach You About Sales

As any true sales professional knows, a “sale” does not just happen. It requires skillful planning, coordination, and precise orchestration to insure that several moving parts work together. In fact, I have often drawn the parallel to a play or a musical piece. They all have a structure, a path from beginning to conclusion, and …

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How to Sell Cars – The Secret Sauce

Hundreds of books have been written on the “road to the sale” and how to sell cars with techniques and wordtracks to move your prospect closer to the sale. A cottage industry of sales trainers and consultants has developed to teach and motivate sales teams in the fine art of closing. Never has so much …

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Did You Make an Offer to Your Customer?

The traditional mantra of Sales is that you should Always Be Closing but in order to close the sale, you need an Offer that is Accepted. Now, you can encourage the customer to make an offer but in order to close more sales and hold gross, you, as the salesperson, should be making the offer. …

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Suggestive Selling – The Art of Planting Seeds

Before the sale takes place (but during the sales process), we always talk about “planting seeds” (throughout our interaction with the prospect) which will be “harvested” later by pre-conditioning the prospect to accept your idea or suggestion as his own. Use Discovery to uncover the “issues” that are causing the customer to seek out a solution …

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