Yes I said it. But only because this will be one of the most important tips I post on the PSS site. SHUT UP! You are probably wondering: how can I sell if I am not talking? Well the truth is - most, if not all selling - is done when you aren’t talking. Fast Food Consulting Imagine you walked…
Read MoreWhat influences a customer's buying decision: emotion or information? This is the question of an interesting debate going on at the PSS LinkedIn group. I thought I would extend the debate here on the blog and throw in my two cents. Let's break down the question and see why one may trump the other in influencing a buying decision. Prior…
Read MoreHearing no is one of the most difficult experiences to get over as a new sales rep. But little do you realize, no is the greatest opportunity of all. Hearing no is better than hearing nothing at all and it provides you with an opportunity to find out about the prospect's objection. A no is usually never as direct as…
Read MoreWhen creating a relationship with a potential client you will want to perform a needs assessment with them prior to pitching them on a customized solution. A needs assessment is an initial meeting where you identify exactly what the customer hopes to achieve with your product or service, and to highlight what your product or service can do for them.…
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