by Ben Lai | Oct 26, 2016 | Sales Prospecting
In my article “The Three Keys to Persuasion,” I wrote that credibility is the most important factor your prospects will consider before buying from you. How do you increase your credibility? While there are numerous factors that people will subconsciously consider,...
by Ben Lai | Oct 20, 2016 | Negotiating and Closing the Sale
We’ve all been through it. We ask for the sale, and the prospect replies “Let me think about it…” We know in our hearts that this thinking period often means a slow but certain death to the sale, but how can you create urgency without being just another pushy...
by Ben Lai | Oct 12, 2016 | Sales Presentations
We all have concerns when making a purchase decision. To salespeople, these are often referred to as “objections,” which has a rather harsh association with arguing court lawyers. Whatever we call them, objections are simply reasons that will prevent our prospects...
by Ben Lai | Oct 6, 2016 | Sales Presentations
We love stories about underdogs. There’s something inspiring about fighting against all odds to emerge battered, bruised, and victorious. This heroism was demonstrated by the Western Bulldogs seizing the AFL Grand Final this week. When starting a new business, one of...
by Ben Lai | Sep 20, 2016 | Sales Management Training
In my article “Considerations for Entrepreneurs when Hiring a Salesperson,” I wrote about the importance of self-motivation. In the last few weeks I have heard sales managers dismiss basic sales training in light of their sales staff having many years of experience....
