Wednesday, January 06, 2010
How to achieve a frictionless sale every time
If you know your audience well, accurately qualify new sales opportunities, and follow a sales process that mirrors how your customers want to buy, every sale should be frictionless.
Doesn’t mean there won’t be objections to overcome, hard questions to answer, or negotiations over price and terms. Those aren’t going anywhere.
But if you’re meeting a market need, the right buyers for your business want what you’re selling. They may even need it. It’s critical to them achieving their own goals, objectives and/or success.
In that context, selling is never convincing. It’s not pushy, high-pressure or aggressive. You communicate value, connect on benefits, and let the buyer buy.
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