Sales Training on Your Customer’s Backstory: It Comes Down to Your Questioning Skills

Every customer has a backstory, but most salespeople don’t bother to find out what it is. They fret about what the customer is moving to rather than what the customer is coming from. That line of questioning won’t get you far because you haven’t learned a thing about your customer’s backstory. You don’t understand the context around their decision to walk into your showroom in the first place.

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Closing Mindset – A Tale of Two Wine Tastings

Why do most salespeople avoid the final closing question? Is it fear of rejection? Maybe it’s fear of being too pushy. Inviting your customer to purchase may give them the confidence to change their world and live in the right home. It’s your responsibility as a sales professional to ensure this invitation is shared.

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