Psychology of Selling

Do You Have A Fear of Asking Questions During Sales?

March 24, 2015 Brian Forrester Cisco, Cloudera, Customer Relationships, Featured, Professional Development, Project Management, Psychology of Selling, Routing & Switching, Technology, Training in Business

I spend about 80% of my time working with sales professionals to perfect their ability to structure the questions that need to be asked. They all understand the importance of asking questions but need some assistance in creating their own tailored versions. Salesmen often enjoy the exercise of deciphering which questions uncover the compelling reasons[…] Read More

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No mind reading

September 20, 2013 Dave Mattson Cisco, Cloudera, Featured, Professional Development, Project Management, Psychology of Selling, Routing & Switching, Technology, Training in Business

Does this sound familiar to you? Prospect A says, “This looks very good. I think there’s an excellent chance we’ll do business.” The salesperson thinks, “I’ve got one.” Prospect B comments, “Your price is higher than we expected.” The salesperson thinks, “I’ll have to cut the price to close the deal.” Prospect C reveals, “We[…] Read More

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