by Ben Lai | Sep 7, 2017 | Negotiating and Closing the Sale
Are you selling products that are higher priced than your competitors? Chances are good that your prospects will say “your price is too high,” “I can’t afford it,” or “that’s a lot of money.” If you have ever heard these questions, I’d like to share a story of why...
by Ben Lai | Aug 31, 2017 | Sales Consulting
While travelling in the poorer parts of Asia, I couldn’t help but notice the living conditions of some of its residents. I saw mud and straw huts… With satellite dishes on the roof, and wide-screen TVs on the wall… It seemed to me that these people were buying what...
by Ben Lai | Aug 24, 2017 | Sales Consulting
There are actually many magic words in the wonderful world of selling. The one I will share with you today will help you close more sales without applying any pressure to your buyers. As if by magic, using the word will cause you to be perceived as more professional,...
by Ben Lai | Aug 16, 2017 | Emotional Intelligence
Whether you call it grit, perseverance, or resilience, we all need to be able to bounce back from difficulties to be successful in sales. Our ability to keep working in spite of setbacks will largely determine our performance. Rather than suggesting that you develop...
by Ben Lai | Aug 10, 2017 | Sales Mindset
There’s a nice little story called The Mexican Fisherman making its way through the Internet. It teaches about the importance of enjoying life and the irony of materialism. While it bears a good message, there are some very dangerous underlying concepts. If...
