Never “ever” go blind into a sales call

You’ve finally got the attention of that prospect you’ve been chasing. You can’t believe it. After the 12th attempt, they answered the phone and, whoa, they agreed to an appointment to meet with you! However, as tempting as it may be to get off the phone before they change their mind — stop. Don’t make that silly assumption. You’ve got to plan your call. Never “ever” go in blind to a sales call. Here’s a key question to ask your prospect once they agreed to meet with you…

The key question to help dislodge a competitive vendor relationship

You’re in a conversation with a prospect and you finally pop the question: “What do you like (or dislike) about your current supplier?” The prospect says: “Well, we’re happy with whom we’re using now. But I’m willing to listen to what you have to offer.” Now you’ve got a big problem Because you didn’t get the complete answer you were looking for, you go into your usual “sales spiel.” Ten minutes later, the prospect says: “Well thanks for stopping by. I enjoyed hearing what you have to say, and when, or if, we decide to look at other options, we’ll Read More…

New Book Release | Questions That Sell (Second Edition)

Due to the overwhelming success (and praise) of the initial publishing of Paul Cherry’s first book, Questions That Sell – The Powerful Process for Discovering What Your Customer Really Wants, the second edition is being released. Indispensable Addition to Your “SELLING TOOLKIT” Ask the questions — and get the sale. As a salesperson your product knowledge is extensive, but that’s not enough. If you fail to ask the right questions—the ones that uncover a customer’s real needs—you will never close the deal.  ADVANCED Questioning Techniques Questions that Sell reveals advanced questioning techniques that will help you sell your products or Read More…