In a previous post, we addressed buying signals in general. Now we look more specifically at the kind of buying signals you might encounter once you're actually face-to-face with the Prospect.
Category Archives: Selling skills for new business start-ups
Buying signals: what they are, and what to be alert for
Buying signals are clues that the mood has shifted and the other
person is now ready to agree . . . or at least to be open to what you
propose.
To clarify, a "buying signal" doesn't just mean
readiness to purchase; it also includes readiness or openness to take
interim steps along the way—such as to hear you out, to hear more, or
to take the next step.
Continue reading Buying signals: what they are, and what to be alert for
Why it’s usually not a good idea to begin with the purchasing department
Purchasing managers, you might assumed, are the folks who decide what to
buy.
But that assumption is usually wrong. In reality, the
purchasing manager will be more of an obstacle than a help . . .
provided that is, that you are selling anything other than commodities.
Continue reading Why it’s usually not a good idea to begin with the purchasing department
Consultative selling: selling by asking the questions that reveal the prospect’s need for what you offer
What is consultative selling? Basically, it's the sales approach you're introduced to in this website/blog, and our books.
Consultative selling, is marked by three factors:
“Opportunity” entrepreneur or “necessity” entrepreneur?
Sunday's New York Times (August 23, 2009) ran an article apropos to this blog, and I thought you might want to check it out. The title is "Unemployment can lead to entrepreneurship," with a secondary title of "On to Plan B: Starting a Business."
Continue reading “Opportunity” entrepreneur or “necessity” entrepreneur?