The BIGGEST LIE in SALES is ........... "THE CUSTOMER IS KING"
ALL BUYERS LIE ALL OF THE TIME ...and if their lips are moving they're probably lying!
Buyers lie to sellers because most people who sell make buyers uncomfortable because they're trying to sell, not help. Selfish selling stinks and buyers smell it a mile away.
Discover why buyers don't buy and why, what you've learned to do when selling, actually hurts you by lengthening the sales, preventing trust, encouraging objections, stalls and resistance.
0830-1100 Tuesday 7th May
Bring tissues and warn us at the start if you have a heart condition! This is probably going to be the most uncomfortable 2+ hours of your selling career. Realising how much your current approach is costing you will leave you sobbing.
Never sell using features and benefits
Never handle objections
Never close at the end ... have the buyer surrender at the start instead
Not every prospects qualifies for a presentation
The best presentation you ever do your prospect will never see
Never write unilateral proposals
Never make unilateral concessions
Everything you traditionally believe about selling is wrong. No prospect REALLY cares WHAT or HOW you fix their problems. They do care if you can fix them and if they're important for the to fix.