Posted by Ray Collis
4. Listen, Before Talking
11,2010
Listening is essential in sales. When sales deals turn sour it is usually because the salespeople involved were not listening to what the buyers were telling them or they were misinterpreting what the buyer was saying. Your primary goal as a salesperson should be to listen carefully, to learn about and understand the prospect’s problems [...]
Posted by Ray Collis
3. Have Conversations, Not Presentations
11,2010
It is time to ban sales pitches and presentations from early stage meetings. Here is why…
Posted by Ray Collis
During The Meeting
10,2009
The reality is the most buyers are poorly rewarded for the time they spend with sales people, listening to sales pitches, or viewing sales presentations. With that in mind how are you going to pay the buyer for his or her time in meeting with you? Just what will the reward be? What is Your [...]
