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Sometimes potential customers evaluate your products and services positively after a presentation and still do not buy. Something was missing... assurance. Without assurance there is no sale. Lack of assurance is almost a form of buyer's remorse.
Have you ever wondered why some people buy and some don't? Why you can ‘nail' a presentation and still lose the sale? Why some prospect with obvious needs won't even talk to you? Why some people give a fast "yes" but you end up with a slow "no"? Newsflash- it's not about you. There is really only one entity that determines if and when a sale is made, it's your prospect. These are the 4 steps all prospects go through before they buy anything from anyone.
The best salespeople, like the best poker players, have great instincts. They have the ability to READ people and the wisdom to act on their READs.
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