Archive for category OFF-LINE RAMBLINGS

Its Scary, But This Is Still Going On

Posted by Rick Pranitis in OFF-LINE RAMBLINGS on July 31, 2012

Sales trainers over the years have suggested that sales people phrase their questioning so their prospects and customers develop the habit of saying yes during a sales conversation. In today’s sales environment this type of approach can be highly offensive and condescending.

Today’s buyers are intelligent and informed. Using leading questions does little to gain respect or earn a prospective customer’s trust – the real path to “yes”.

 

I’m interested in hearing what your opinion is on this.  I welcome your feedback.

 

 

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There’s Good Deals and There’s Bad Deals

Posted by Rick Pranitis in OFF-LINE RAMBLINGS on July 17, 2012

There seems to be this unwritten rule which says sales people must to sell to everyone. The truth is we don’t. Just because someone might want to buy, doesn’t mean we have to sell to them.  Deals don’t always make sense, the margins can be too thin (or non-existent), the customer too demanding (see margins), or the chance to be successful too small.

Not all deals are created equal. Separating good deals from bad deals early is key. Don’t waste time on deals which aren’t good for you or your company. Learn to recognize the good ones and chase them.

 

As always I’m interested in your perspective.  I welcome your  comments.

 

 

 

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