by Ben Lai | Feb 8, 2017 | Sales Mindset
We live in a world of instant gratification. Hungry? Grab some fast food. Want to read the news? Check it on your smartphone. Want to make more sales?… Aah, here’s where the allure of quick fixes kicks in. We are so conditioned to expect instant results that the...
by Ben Lai | Feb 2, 2017 | Customer Service and Referrals
Relationship selling is one of the sales buzz words of today’s selling environment. Sales consultants have been told that in order to sell, they have to build relationships with their clients… But just what does this mean? Some have taken it to mean becoming best...
by Ben Lai | Jan 26, 2017 | Sales Mindset
A young man and woman meet at a fancy restaurant for a date. The bachelor begins the conversation by saying “So, do you like the restaurant? I just earned a ton of commissions so I thought I’d go somewhere nice. Did you know that won employee of the month? How do you...
by Ben Lai | Jan 19, 2017 | Sales Mindset
“It’s not what you say, it’s what people hear” – Frank Luntz. This is an interesting variation on the traditional “It’s not what you said, it’s how you said it.” Luntz highlights the importance of considering our audience’s perspective when speaking. Even when we are...
by Ben Lai | Jan 12, 2017 | Sales Presentations
With everyone claiming they have the best product & services, it is becoming increasingly difficult for sales consultants to truly differentiate their offering. When buyers can’t tell the difference, they often resort to buying from the company with the lowest...
