by Maryspeaks | Feb 20, 2017 | Blog, Copier Leases, Sales Training
If your customer leases, here are a few ways to distinguish you from the regular sales people. Many sales organizations assume that as soon as equipment is delivered the job is complete. The service organization takes over. Sales must wait for the next equipment...
by Maryspeaks | Feb 14, 2017 | Blog, Negotiation, Sales Training
Many sales professionals believe their biggest selling roadblock is that they “Don’t Ask for the Order.” When sales managers review their team’s progress, they ask, how many times did you attempt to close the sale? An old sales myth is that you must hear NO! 10 times...
by Maryspeaks | Feb 6, 2017 | Blog, Body Language, Sales Training
During every step of the sales process, it is important to observe your buyer’s body language. As you lay out your proposal, be sure to watch for certain movements, positions, and other facets of body language. If you are able to understand the clues listed...
by Maryspeaks | Jan 23, 2017 | Blog, Customer Service, Negotiation, Sales Training
Recently, a Pennsylvania commercial printer, we’ll call Mike, called me for help. He heard that I specialize in equipment lease negotiations. Mike was at the end of a three-year lease on two digital copiers. He wanted to buy the equipment. As I live by the rule...
by Maryspeaks | Jan 16, 2017 | Blog, Change, Sales Training
National, State or Local political outcomes may not be what you had hoped for. Or you’ve received your invitation to the inauguration ceremony, swearing in or oath taking and are tickled pink about it. What some referred to for the past 4-8 years as the New Normal...
by Maryspeaks | Jan 9, 2017 | Blog, Body Language, Sales Training
People say, “I know when someone is lying.” Others relate that they get a gut feeling when in the presence of a prevaricator. Some believe liars won’t look you in the eyes. Those folks never faced off with those big brown liquid-filled eyes of a 3-year old who said,...
