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Bogus Belief #7
Bogus Belief #7 Closing the sale happens after the sales presentation. This belief often leads to the false conclusion that some magical closing technique will take care of poor communication skills during the contact and interview portions of the sales process. We believe that the close is the natural end to a well conducted sales …
Sales is about intent.
Bogus Belief #6 Knowing the right words to use will close more sales We often get questions about how to say certain things. For example, the best words to move a client to action or to close the sale. In Sell Naked On The Phone, we quoted Joe’s statement: “It’s not about technique; it’s about …
Bogus Belief #5
Bogus Belief #5 Focusing on your clientʼs unmet needs will help you close more sales. If you have been reading along with our bogus beliefs this may seem like a contradiction as we stated previously that selling is finding a way to help clients solve a problem or fill an unmet need. Understand that the …
Born to Sell?
Bogus Belief #4 Successful sales people are born with a gift for sales. This belief rests on the assumption that success in sales relies on some special talent granted at birth, and it does not fit our experience. It may be true that some people are born with certain talents that make their entry into …
Sales. Is it all Smoke and Mirrors?
Bogus Belief #3 One “magical” approach exists that works for all sales people with all clients. Remember this point – people, not businesses, buy products and services. Every cash exchange, check payment, credit card transaction, and purchase order originates with a person making a decision to buy. This simple fact explains why we built the …
Night of the Living eBay!
Bogus Belief #2 Great techniques and product knowledge will close sales. Sales professionals who embrace this belief become a walking, talking catalog – eBay with feet. Ever meet one these folks at a networking event? A real nightmare. This is someone you canʼt wait to get away from. They are mindless, sales zombies regurgitating products …
Bogus Beliefs Burning Your Bottom Line
Marco sat, bored out of his mind. Would no one step on the car lot today? He tried to sell to a few couples yesterday but they were ʻjust lookingʼ. Jobs are scarce and selling cars is the last thing Marco ever though he would be doing. His manager gave him a nod as a …
