Selling to Committees

Selling to Committees

Selling to Committees All buyers want to have options, and they want a simple way to compare those options. An example is the Mutual Fund industry. Most brokerages have tools that allow buyers to compare funds side-by-side, helping them to make an informed decision. Yet Matthew Morey of New York’s Pace University, found that it was not necessarily the performance metrics that motivated the purchase … Read more

Objections in Sales Presentations

Objections in Sales Presentations

Objections in Sales Presentations Overcoming objections is an important step in the sales process, but it’s one of the most dreaded parts of sales. No one likes handling objections, but when they come out of left field they can throw off your game – and your sales forecast. I’m going to make the argument that if you are getting regular objections and stalls from buyers, … Read more

BEST PRACTICES FROM TOP S.E.'S FOR TECHNICAL DEMO'S AND PRESENTATIONS

Best Practices from Top S.E.’s for Technical Demo’s and Presentations

Best Practices from Top S.E.’s for Technical Demo’s and Presentations We naturally focus on facts, not emotions It is natural to use facts and figures to convince prospects to buy. But stories make communication more effective. Ground-breaking work done at Princeton University by Associate Professor of Psychology, Dr. Uri Hasson, Ph.D. has shown that the brain of an individual listening to a story synchronizes with … Read more

A Feature Too Far

A very good salesperson called me and said, “Steve, I just blew it.”