Media Sales Today

Here’s a challenge: Close a sale in 10 seconds or less. If you think it can’t be done, you may need to think again. Liz Wendling, sales consultant and blogger at Sales Gravy, believes it can be done, as long as you make sure that your first impression is stellar. From your clothes and arm movements to when you say the prospect’s name all affect how the prospect forms an opinion of you and your product or service.

You may agree or disagree with this piece of sales advice: Offer your prospects fewer choices.

Are you asking the right questions? If not, you may be missing great opportunities for new business. Sales professional Mike Brunel uncovers 11 questions that are rarely asked, but should be part of every first sales call or meeting. Common questions aren’t a bad thing, but there are uncommon questions that can help you dig even deeper to discover what the prospect really needs and wants.

There are times when a prospect could use a little push to buy, and sales professional Victor Antonio has some advice on what you can do to give them the nudge.

Asking questions is an effective way to get to know prospects and learn about their businesses, goals, and professional needs. Most importantly, asking questions can bring you closer to closing a sale…that is, unless the questions you ask dampen your chances of winning the prospect over.

Do you have a particular sales style? Xavier Sotelo, sales contractor and consultant, writes that there are three forms of communication in sales, each varying in effectiveness, when it comes to facing objections from a prospect.

Split-second decisions are rare when contemplating purchasing new services or products.