Comments on: How to sell anything to anyone http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/ Advice at the intersection of work and life Thu, 04 Dec 2008 20:39:55 +0000 http://wordpress.org/?v=2.6.5 By: Scott Whitney http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-172908 Scott Whitney Tue, 11 Nov 2008 23:30:46 +0000 http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-172908 Asking "What are the challenges you are facing?" is not going to be productive, if asked in the beginning of the sales conversation. Why? Because you haven't earned the right to ask that question. While most people agree the key to sales is relationships, the real question is, "what is the key to relationships?" And the answer is credibility. If you've haven't taken steps to establish your credibility, that kind of open-ended question will simply kill your credibility and slow the sales process. Asking "What are the challenges you are facing?" is not going to be productive, if asked in the beginning of the sales conversation. Why? Because you haven't earned the right to ask that question. While most people agree the key to sales is relationships, the real question is, "what is the key to relationships?" And the answer is credibility. If you've haven't taken steps to establish your credibility, that kind of open-ended question will simply kill your credibility and slow the sales process.

]]> By: max http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-162546 max Wed, 06 Aug 2008 00:20:05 +0000 http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-162546 The open ended questions are very true. I am in direct sales, and if you leave yourself open for a "no" you'll get it every time. Questions that assume the buy, but are low pressure and inquisitive work the best. Are you going to buy? vs. if you were going to buy, would you feel more comfortable paying all at once or being on a payment plan? Good stuff. The open ended questions are very true. I am in direct sales, and if you leave yourself open for a "no" you'll get it every time. Questions that assume the buy, but are low pressure and inquisitive work the best. Are you going to buy? vs. if you were going to buy, would you feel more comfortable paying all at once or being on a payment plan?

Good stuff.

]]> By: Jill http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-151701 Jill Sun, 13 Jul 2008 17:18:48 +0000 http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-151701 If you are curious what any California State employees are paid, this database can be helpful. http://www.sacbee.com/1098/story/738462.html If you are curious what any California State employees are paid, this database can be helpful.

http://www.sacbee.com/1098/story/738462.html

]]> By: Laurie http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149959 Laurie Mon, 07 Jul 2008 11:11:55 +0000 http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149959 Good advice. I'd add to point #1 not just to ask a good question, but to listen to the answer. Sounds obvious, but I can't count the number of times I've answered a question and didn't feel the sales person heard a word I said. Listening leads to more good open-ended questions, an accurate understanding of the problem, and better solutions. It's also great for building ongoing relationships (return customers and referrals). Good advice. I'd add to point #1 not just to ask a good question, but to listen to the answer. Sounds obvious, but I can't count the number of times I've answered a question and didn't feel the sales person heard a word I said. Listening leads to more good open-ended questions, an accurate understanding of the problem, and better solutions. It's also great for building ongoing relationships (return customers and referrals).

]]> By: Colleen http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149848 Colleen Fri, 04 Jul 2008 06:22:55 +0000 http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149848 great post...I have 50 sales people who indirectly report to me that don't seem to get these simple ideas. I'm going to pass this on to them, maybe some of it will stick! great post…I have 50 sales people who indirectly report to me that don't seem to get these simple ideas. I'm going to pass this on to them, maybe some of it will stick!

]]> By: Dale http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149843 Dale Thu, 03 Jul 2008 20:50:48 +0000 http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149843 One important addition, get and hold the prospect's attention! If you do not get the attention of a prospect, and stimulate interest in you and/or your wares, you never get to first base... the open ended question. They just shut you out cognitively or otherwise. One important addition, get and hold the prospect's attention! If you do not get the attention of a prospect, and stimulate interest in you and/or your wares, you never get to first base… the open ended question. They just shut you out cognitively or otherwise.

]]> By: Financial Planner http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149637 Financial Planner Tue, 01 Jul 2008 15:31:17 +0000 http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149637 The open ended question is by far the best method. It's can create a conversation which will allow someone to trust you. The open ended question is by far the best method. It's can create a conversation which will allow someone to trust you.

]]> By: The Three R’s of Influence | MarketingSafariSeminar.com http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149565 The Three R’s of Influence | MarketingSafariSeminar.com Sun, 29 Jun 2008 20:10:39 +0000 http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149565 [...] How to sell anything to anyone [via Zemanta] [...] [...] How to sell anything to anyone [via Zemanta] [...]

]]> By: etavitom http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149415 etavitom Fri, 27 Jun 2008 04:44:21 +0000 http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149415 great post... definitely got me thinking! great post… definitely got me thinking!

]]> By: marguerite dorn http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149407 marguerite dorn Thu, 26 Jun 2008 21:59:23 +0000 http://blog.penelopetrunk.com/2008/06/25/how-to-sell-anything-to-anyone/#comment-149407 as the co-owner of a recent startup, i found this posting very helpful. i especially appreciate jim c's comment -- you start with identifying what your client/customer needs because, without that connection, you are invisible. keep in mind, however, that this same client/customer just might not know that she "needs" your service/product until you point it out. find the gaps or flaws in your client/customer's business - then rush in to the rescue! as the co-owner of a recent startup, i found this posting very helpful. i especially appreciate jim c's comment — you start with identifying what your client/customer needs because, without that connection, you are invisible. keep in mind, however, that this same client/customer just might not know that she "needs" your service/product until you point it out. find the gaps or flaws in your client/customer's business - then rush in to the rescue!

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