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accelerate the sale

Create a ‘Thunderstruck’ Sales Moment

Logic makes you think. Emotions make you act. You’ve read that here on many occasions. Now, let me give you another way of creating emotions so that you can create win-win relationships with your customers. Retailing is a sensory experience. The sights, sounds, smells, textures and yes, even tastes found in a motorcycle dealership can

Four More Ways to To Make Your Customer Communication Stand Out

Last time, I proclaimed that few skills are as essential to successful sales than effective communication. And I provided three ways you can become a communication rock star. Now, here are four more tips to improve your customer response rates. 1. Public commitment One of the most powerful persuasion principles is that of public commitment.

Make the Buying Process More Enjoyable for Your Buyer

Involve your buyer as much as possible in the sales discussion. This is just plain common sense; conventional wisdom holds that while people hate to be sold, they love to buy. Ask your buyer questions to make him enjoy the act of buying more. Here are some examples: “On a scale of one to ten

My Holiday Selling Advice? Keep It Clean

As the holiday shopping season kicks into high gear, retail professionals will be busier than ever, and your job is to persuade shoppers to buy what you’re selling. My advice during this critically important but potentially lucrative and exciting time? Don’t be one of those brands, companies or individuals that skate the fine line between ethical

When Selling, Feel Free to Take a Little Literary License

Everybody embellishes stories, at least a little bit. Like that time you told your colleagues who weren’t at the trade show that everyone gave you a standing ovation after your presentation. I’m here to tell you it’s okay to use literary license in the persuasive sales stories you tell your prospects. Slight exaggerations, the blending