The Brooks Group
JUNE 29, 2010
The most powerful word you can learn in any sales negotiation training program is this: "." That’s right! Say nothing. Nada. Zilch. Zero. Silence! When a prospect says, for example, "You’re price is WAAY too high.". Respond with, ".". You might feel awkward. But your prospect will have to say something. And that means they’ll tell you why they think it's too high.
The Brooks Group
JUNE 28, 2010
If you decide to upsell or market another product to people who have already bought something from you, make sure your offering is in alignment with what they actually need. The other day, I opened a fortune cookie and discovered a sales blunder. " Did you remember to order your take out also " failed because I was already sitting on my couch, having just finished my takeout.
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The Brooks Group
JUNE 23, 2010
It turns out that there are a few of you out there who watch our blog, but aren't sure what we do here at The Brooks Group! Please let me fix that! We help organizations improve their sales performance. We do that by providing sales and management assessment, training, and retention tools. The customer-focused sales process we tailor to our clients is called IMPACT Selling ®.
The Brooks Group
JUNE 18, 2010
The other day, I had a great telephone conversation with Anthony Iannarino from The Sales Blog. As an aside, it's a lot of fun to connect with someone offline after getting to know them online - especially given what we talked about. In the interest of full disclosure, he and I have no connection other than that we both manage sales blogs. I will say that, because his content is so interesting, I'm hoping he'll bring a guest post to us here at Sales Evolution.
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The Brooks Group
JUNE 14, 2010
I have been thinking a lot about sales questions lately. Here at The Brooks Group, we teach salespeople how to use nine, different types of sales questions. Here they are: Problem-Resolution Questions. Agitation Questions. Solution- and Feeling-Based Questions. Needs-Based Questions. Feature-Benefit Questions. Objection-Testing Questions. Yes/No Questions.
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