Some may say empathy and sales go together like Peanut Butter and Jelly. In many cases this is quite true. In fact, an empathetic sales person can develop fast relationships with your clients. However, my daughter is allergic to peanut butter and it could kill her, just like too much empathy could kill your sale.…
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Conversational Sales is not a new concept, however it is one that few are employing effectively. Customers come to business seeking information and ideas by way of conversation, not just for someone to recite a product spec sheet to them. Conversational sales is all about education. The most important part to remember is that you…
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Recently, I was having a conversation with a sales manager about apologies and we began discussing a strategy for managing this. Quite often, sales people call a prospect and start by saying “sorry” and then do exactly what they just apologized for. Rather than offering up apologies that carry little weight, try relating to them.…
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