Selling Virtually from Your Home Office

SELLING VIRTUALLY FROM YOUR HOME OFFICE 
 
Selling, whether it’s home furnishings or a multimillion-dollar project, is inherently an emotional experience.  The decision to buy is based on whether the product or service will alleviate what is often described as the prospect’s pain.  Unfortunately, too many salespeople lose sight of this fundamental truth, and default to features and benefits selling and providing free consulting to prospects who have no intention to buy.

Sandler Trainer Greg Nanigian's book "Why People Buy" provides tools to identify the powerful buyer emotions that advance sales discussions.  The book teaches salespeople a system for better, deeper conversations with prospects about their compelling emotional reason to do business.  Readers will discover how they can shorten the selling cycle, save time by disqualifying prospects who aren’t going to buy, and improve their closing ratio dramatically. 

“The single most effective way to get a prospect emotionally involved is to have a meaningful conversation in which the prospect reveals pain and discusses it with the salesperson directly,” says Nanigian.