Traditional sales training has led us to believe that we need to convince prospects to buy our products or services. They have also used the word influence prospects into buying. These two words are very negative and will bring you negative sales results. It is time for a non-traditional, results oriented, approach. That approach is engaging customers to buy.

Think about it, do you like to be convinced or influenced? I suspect, neither.

How do you feel after you have been convinced of a service or influenced by a sales approach or even sold on a product?

Does buyer’s remorse set in? Did you make the right decision? Are you happy you made the purchase, or are you concerned about the decision you made?

Whenever we are convinced or influenced to do something, buyer’s remorse and regret will always follow. Is that something you want your prospect to experience with YOU?

   … Continue Reading » »

You must appreciate that sales revenue is the life line to your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The world revolves around sales, but more importantly, it now needs to revolve around buyers. Buyers are everywhere. What are you doing to help them buy?

The economy brought on a shift from selling during the boom times to attracting, engaging and empowering the new economy of buyers to buy.

Traditional and consultative sales methods no longer work. The sales cycle is longer than need be and the margins are dropping.

   … Continue Reading » »