Posts from — January 2007

When you’re speaking to someone about your services do you sometimes feel as if a barrier is coming up for them? The person may resist listening to you, they may resist opening up to you and they possibly might not trust you right from the beginning. These are all signs of sales resistance. Sales resistance is virtually an automatic reaction we all have. To understand this, put yourself in their shoes.  Read more...

Without proper training and application, it can be uncomfortable to ask people for their money. Too many sales people put their offering out there and wait.

If a prospect doesn’t quickly see the value and jump right in to own it or participate in some way, the salesperson may start to lose confidence in their abilities or in the value of their product. And this wavering of confidence weakens their desire to close the sale. In other words, the salesperson doesn’t ask for the order, call for a decision, or otherwise try to get a commitment from the prospect.  Read more...