by Lesley Roberts | Oct 14, 2015 | Intelligent Selling
We work with lots of sales people who genuinely believe that they have done everything with a customer that they possibly could have, and cannot put their finger on why a customer didn’t buy. We know that one of the reasons that people who can buy don’t buy is because...
by Lesley Roberts | Oct 14, 2015 | Intelligent Selling
Every customer who you come into contact with is visiting your site for a reason. They have usually been drawn by the marketing spend which has to have a return on investment. Taking their details from the beginning is imperative as this information tells us why they...
by Lesley Roberts | Oct 13, 2015 | Intelligent Selling
Buying a home is a highly emotional event and if the customer has not been able to rationalise their understanding of the home you are presenting to them to buy, they will be less able to allow their emotions to be maximised. You need the customer’s desire for the...
by Lesley Roberts | Oct 6, 2015 | Intelligent Selling
We work with lots of sales people who genuinely believe that they have done everything with a customer that they possibly could have and cannot put their finger on what a customer who could by just didn’t. We know that one of the reasons that people who can buy don’t...
by Lesley Roberts | Sep 29, 2015 | Intelligent Selling
This week we focus on how to build the relationship with the customer. The beginning of the relationship is critical for all sorts of reasons: Within a very short time both of you will form opinions of each other Customers will vary according to how ready they are to...
by Lesley Roberts | Sep 23, 2015 | Intelligent Selling
This week I want you to ask yourself how you would score if you were ‘mystery shopped’. Imagine the customer walking through the door, and measuring you on the quality of the questions you ask. These determine the quality of information you gain from your customers. ...
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