A sales rep is talking to a prospect.

When A Prospect Says Your Competition's Prices Are Better, What Do You Do?

Competition is fierce, and it always will be.?It separates the good from the best, the strong from the weak.?

While some may think competition is wrong, it's not.?

People need to stop whining and complaining and take steps to find workable solutions.?

We all want choices in everything we do – whether buying a car, choosing someone to make home improvements, or buying the latest and greatest computer. As a salesperson, one of your goals is to get your prospect or client to understand how you are better than your competition.?

And it doesn't mean that we have to be the cheapest.?

Is Your Likeability Factor As High As You Think?

Likeability.?

Saying that you are an introvert or extrovert is not the determining factor when discussing whether you are likable. Instead, it's something completely different. It's who YOU are that will significantly impact whether others like you or not.

People know you by who you are. It comes through, sometimes without a word being spoken. People pick up on the signals you give them silently, as much as they do when you open your mouth and speak.

The point where likeability joins your social life and your business life is ultimately the secret to your having a successful and profitable personal and business life.

Think First Impressions Don't Matter? Think Again!

We are all guilty of it. We meet someone new and immediately form an impression of this person in our minds. It stems from their attitude, confidence, appearance, and overall demeanor. Unfortunately, it can't be helped.?

IMPRESSIONS MATTER. As a salesperson, you must never forget that you are the person who is imprinting on the client's mind whether you are a company worth listening to or not.?

THIS RESPONSIBILITY SHOULD NEVER BE TAKEN LIGHTLY.

A magic opening line does not exist that will apply to every client and every situation. So how then do you start that first conversation and gain the customer's respect?

Marco Giunta

Sales Executive

A Sales Strategy and Business Development consultant with over 30 years of successful Senior Sales and Sales Management experience. Hard-charging leader for Fortune 500 clients Morgan Stanley, Staples, JPMC, MetLife, Goldman Sachs, JPMC, Bank of America, Wachovia, and Ross. Consistently earned top ranks in sales performance in every position by bringing revenues, profits, and market share to new heights. Thrives on developing new business, revitalizing non-performing sales programs, and increasing company market share.