Wonder what’s going on when a prospect tells you they want to think about it for a bit?

One thing you never want to hear in sales is “Let me think about it.” When a prospects says that, chances are they are hoping that the passing of time will make it easier to say “no thanks” at the end. After all, with a week or two passing, priorities and budgets change, or suddenly the prospect will be unavailable or too busy and tell you to try back in three to six months. They let you down without making themselves

Ever received a quick “yes” from a prospect . . . and the next day received a call hearing them say “nevermind”?

It’s natural to get excited in the world of sales, especially when you feel you are on the verge of closing a sale. On the flipside, you may have felt let down when a buyer contacts you after receiving the contract and they changed their mind altogether.

This is a common mistake that happens when you feel the need to pressure a prospect into closing quickly. You come to an agreement, draw up a contract and

After a conversation ends with a prospect, have you ever found yourself believing things were going in one direction, while the prospect was going another way?

Miscommunication between buyers and the sellers happen all the time and can derail some of the greatest transactions. Here’s an example of how “smoke” between the seller and the buyer can cause such difficulties.

One example, is walking away with different expectations. After shaking hands at the end of a very positive meeting, the salesperson thinks that the next meeting will result in signing a contract. The buyer was enthusiastic, and their

Have you ever given a prospect a dozen reasons why they shouldn’t buy in the first two minutes?

The value of a salesperson’s words goes up over time. Each word you speak displays your ability to give a prospect what they need to solve their problem. Your service or product can solve their problem. If you reveal all of your insight right after shaking their hand, you may be showing the prospect what they don’t want in front of them, or that don’t make any sense yet.

Instead, let them introduce themselves; listen to their woes, and ask thought