TAG: selling process

Customer Satisfaction Selling

The average “in-home” consumer is “in front” loaded with perceptions regarding the products and services that will be offered by a contractor. Often this includes information as well as misinformation. Frequently, a prospect’s early impression is colored...

You Cannot Know What You Do Not Know

“Whenever an interaction between two or more parties takes place for the purpose of establishing new ideas, exchanging goods or services, or the development of a relationship, some form of selling will occur; and the skills...

Why is “Sell” a four-letter word?

Why do many prospects/customers see salespeople as a threat to their feelings of well-being? Why do those whose job description require them to give estimates or make proposals or do design avoid and resent the title? ...

Seven Steps that Lead to a Sale

Before buying, a customer’s brain goes through seven systematic steps. Failing to address any one of them will short circuit the sale. By auditing your communications – from website to brochure to presentation – for these...

The Sales Presentation Paradox

Take a moment and think about how the typical conversation or meeting flows with a prospect? What does your presentation consist of? What do you talk about? The basics — you may begin by giving some...

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