Low-Tech Sales Tools Rule
Selling success does not require lots of high-tech gadgetry.
Snazzy spread-sheets, complicated flip
charts, or four-color brochures are not needed.
If you have these tools, by all means use them, as long as
they do not interfere...
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Low-Tech Sales Tools Rule
Selling success does not require lots of high-tech gadgetry.
Snazzy spread-sheets, complicated flip
charts, or four-color brochures are not needed.
If you have these tools, by all means use them, as long as
they do not interfere with why you showed up in the first place-and that is to ask the right questions.
One
of the major keys to being a sales superstar is being a diagnostician, a highly-effective questioner.
Effective diagnostic questioning takes time-it should occupy at least 70 percent of face-to-face sales time.
Effective questioning is designed to peel back the onion and get answers to basic questions like "What
are you trying to accomplish here? What are your overall objectives? Or what problems are you currently
facing?"
A sales superstar uses the gold medal technique of letting prospects tell them what they most desire to
gain, or where their real pain is.
The selling elite give up the need to be presenting their products all the
time, and th
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