“Small talk”, or “informal chat”. How to use it during an interview with client In many sales manuals and books, you can often read that you should not start a meeting with a client by getting straight to business talk, and that you should…
Four questions that you should ask during a meeting with a B2B client Even though „business-to-business“ sales has a lot in commong with B2C…
Salespeople often overwhelm clients with information. Why is it crucial not to do that? Have you ever had the experience of having a meeting with a prospect who…
Segues that will help you get to the close during a sales meeting If a sales meeting is going as it should, you have made a sufficient needs…
How to overcome fear of rejection by a client Fear of rejection by prospective customers is a fairly common problem for…
Some practical advice on how to increase the success rate of your sales meetings Do you have enough leads and enough meetings, but you aren't happy with…
Silence and pauses: a neglected yet effective sales tool Most people tend to imagine a typical salesperson as someone who is very…
How to avoid the discount spiral and finally sell your product at full price Do you often have to lower your prices in order to close your deals? Are…
Fatal mistakes that you must never make during a business meeting Every business is different and every client is different too. But still,…
How to switch attention from the price of the product to its value during a meeting Putting the price first and foremost is not convenient for any of the…
Wondering why a prospect rejected your offer? Here are four most common reasons The meeting went well, the prospect obviously needed your product, yet did…
Five things you must keep in mind during a sales meeting A sales meeting with a prospect is just one phase of the sales cycle, but…
Stop being a talkative salesperson and start listening to prospects instead There are still too many salespeople who think about what they should say…
