November 2008 Blog Posts (2)

Selling for a Change

You can lead a horse to water, but you can’t make him drink. . . Try salting the oats. ~ Anonymous Selling is often more than convincing someone to buy your product or service, but to also change what they already have or what they are doing now. Some customers are already interested in changing to something new and they know they need to buy something—perhaps your product or service. Others need to be made aware that what they have or are doing isn’t working and that something new is av… Continue

Added by Burke Franklin on November 4, 2008 at 11:13am — No Comments

Sales: Engineering the Deal

In many cases the customer is already sold – your job is to engineer the deal. I was visiting a friend in Colorado who really wanted to buy a new BMW. She was ready to trade in her old car, she had the money, good credit—everything. So I suggested that we go look at the cars. The BMW dealer had the perfect car — red, convertible, and loaded. The salesman was very nice, gave us the keys, and told us to enjoy ourselves. After driving around for a while, she obviously didn’t need to be conv… Continue

Added by Burke Franklin on November 4, 2008 at 11:10am — No Comments