Basic Selling Skills from A to Z^℠ Series

This technique will help set you apart from the crowd and get your call off on the right foot.

Understanding the difference between a feature and a benefit is a crucial step on the sales process ladder.

Exactly what is a closing question and why it is so important?

In many cases, discipline can be the difference between barely getting by and being very successful.

Jerry was a master sales trainer. Learn why confirming negative statements should be avoided.

This technique will help set you apart from the crowd and get your call off on the right foot.

Highlights the proven habit of leaving your workplace prepared for immediate productivity the next morning.

Prospects tend to buy from people they like. Humor is an excellent rapport builder and is an important tool for everyone.

Overusing the word “I” is a common faux pas. Focus on what your prospect needs and wants. Discuss the topic they find most important: Them!

Jerry was a master sales trainer. Learn why confirming negative statements should be avoided.

Your objective is defined as “knowing what you plan to achieve if this call is successful.” Objectives are a cornerstone of selling.

A simple word that signifies that you and your customer are on the same side of the table and ready to cooperate.

Covers the value of appropriately using your customer’s name to help build rapport.

Asking insightful and intelligent questions helps to establish rapport and demonstrates an honest curiosity about the prospects needs and situation.

Details the importance of avoiding one word answers in any sales or service situation.

Explains the importance of always answering a customer’s question in a positive and upbeat manner.

A tactful and effective technique to help learn who else is included in the buying process.

Rejection comes with any sales position. What does rejection mean and how can you avoid letting it get you down?

No matter if it’s in person or on a call, a smile signals friendliness to the prospect.

Short questions at the end of a statement that ask for agreement from the prospect.

The selling process is nearly impossible if you don’t clearly understand a prospect’s needs.

It’s common to use the same response over and over again, without realizing it. It’s also an annoying and amateur mistake.

Explores a number of common words and phrases which reduce the effectiveness of your conviction and confidence.

Explores a number of common words and phrases which reduce the effectiveness of your conviction and confidence.

Did you accept the prospect’s excuse? Or did they order? Someone is going to close the sale.

Imagination and creativity are important factors in sales success. Thinking outside the box will help to build relationships and close more business.