All posts by: Ben Katt

In the previous post, we discussed how to increase your sales by avoiding confusing selling. Here is an explanation of how this salesperson lost a sale with a nonsensical presentation. Confusing selling loses sales What this energetic and passionate young said to us may, in fact, be absolutely correct. The test he gave us may have accurately......
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Increase your sales by avoiding confusing selling. Here is a bad example of how a salesperson lost a sale with a nonsensical presentation. Do buyers understand what you are saying during your presentations? What you say may make sense to you. It may also make sense to your colleagues, who know the industry vocabulary.  Colleagues who have......
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When you express genuine appreciation to your prospective buyers about their accomplishments connects with them on a human level. Many people experience very little appreciation People seldom receive genuine, heartfelt acknowledgment. During the course of your sales appointment, prospects might share noteworthy accomplishments they have achieved in life. Or astute efforts they have made to......
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The best way to respond to questions during inbound sales calls is asking a question of your own… usually. In this series of posts, we have examined your three choices just after answering a prospective buyer’s question. With the exception of during rat-tat-tat questions, the most beneficial way to end your answer to prospective buyers’......
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Underestimating the importance of establishing rapport early in the sales cycle will cost you many sales.   Establishing Rapport leads to more sales Is having a valuable product or service enough to earn you the focus and attention of your prospective buyers? To their detriment, many salespeople think so.  But as they repeatedly experience in lost......
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