When you start out in sales you copy what your sales manager or trainer taught you. You end up making sales and after some time you start to notice what is working and what is not.
At this point you start to charge things which sometimes has its consequences and sometimes has it rewards. Since this is how you earn your living and the better you get the money you can make with less effort.
This is when people tend to start studying the selling process and psychology behind it all. Most people tend to lean toward closing because that is where the objects start surfacing and as most people we go where the problem is. What if I told that is not where the problem is.
The problem is never where it is the problem or objection is a cause the effect happened much earlier.
I read an article on this site titled "Opening Is Where All The Money Is" Well presenting is also a big over looked element in the selling process.
I recently read a blog post from Tim Sales the outstanding sales trainer.
http://www.brilliantexchange.com/blog/?p=112
Max Power
www.TimelessPrincipals.com
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