Sales Talk
We examine communication styles bias - often a barrier to selling success. Communication style bias occurs when salespeople contact customers whose
Subject: sell
Going the Distance
Consultative-style selling remains a popular approach to the sale of retail and wholesale goods and services. What are the four major parts of a
Subject: sell
Breaking Through
This lesson describes how buyer resistance shows up in almost all sales interviews. What are the common causes of buyer resistance? How do you recognize and overcome the problem?
Subject: sell
Beneath the Surface
The challenge of understanding what makes customers buy is the focus of this episode. What influences a buyer's decision?
Subject: selling
In the Know
Learn why it is important to provide the prospective buyer with specific knowledge needed to make the best possible buying decision.
Subject: sell
Plan of Action
This video explains the importance of pre-planning for a sales presentation and outlines the work involved prior to the actual meeting with the prospect.
Subject: sell
Making Connections
Prospecting is the method by which salespeople can identify potential customers; a process which requires planning.
Subject: sell