This Week’s Video Sales Tip

Expertise Concept

Being the expert can cost you sales

I know you are the expert in your field. But you can’t increase sales by telling the prospect out right that you know best. It can come across as arrogant and can cause the prospect to argue with you. You may win the argument … but you run a high risk of losing the sale with that approach. Many salespeople feel they have to demonstrate their expertise to win the sale. They tend to do that with spiffy (love that word) presentations and demos and even with well-crafted leading questions. They try to tell the prospect what needs to be done in no uncertain terms. The real sales pros (I like to call them optimal salespeople) know that the real sales skill is not in selling the prospect on buying from you. But, rather, in having them discover on their own (with some help from you)  that  they should buy what you have. This is done not by being argumentative or using their powers of persuasion. … View the video

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Recent Blog Posts

math_teacher

The Mathematics of Rejection

Brendan Burchard gives great advice in this blog post about rejection. He basically says that for every person who really rejects you there are hundreds and even thousands who don’t reject you. He is one hundred percent accurate in what he says. The problem is that though he is right and most people … [Read More...]

money

How to use your value proposition

Value, much like beauty, is in the eye of the prospect. A value propositions is a valuable tool for a marketing professional. It helps define what a product or service is bringing to the market and how they plan to differentiate their product from others in the marketplace. But salespeople often … [Read More...]

Two reasons not to take technical people on sales calls

It happened twice this week. Two of my clients had nearly identical situations and both nearly made the same mistake. Let’s take Pete (not his real name) for example. He sells a consulting service to the federal government. He had met a high level official at a luncheon event and during the lunch … [Read More...]

Dan Caramanico Interviewed by Core Compass

Recently Dan Caramanico was interviewed by Don Carey President of Core Compass, an online resource for Senior Executives. Dan was interviewed about the 10 biggest mistakes in hiring salespeople. The interview was aired in two parts and offers valuable information for all involved in hiring salespeople ... including those seeking to be hired. Enjoy the two videos below.


Video One



Video Two


Dan Caramanico interviewed on Financial Survival Network

Dan Caramanico was a guest on the Financial Serves Network radio program. The topics covered were how to succeed in sales, interview techniques, and areas to focus your job search on. You can listen to it by clicking on the FSN logo.