Skip Anderson's (skipand) Blog

Can assumptive language really influence a prospect? I say "yes!" http://blog.sellingtoconsumers.com/2009/11/assumptive-language-helps-the-sale-move-forward.htmla

Every salesperson knows that customers buy to meet needs. But customer needs are not a simple matter. They occur on several different levels.The overarching need, what I call the "Super-Macro" need, is buying to feel good. Every discretionary purchase by every customer was made because it made th...

Sales training for real estate professionals is often conducted by sales trainers without expertise in selling to consumers. For many real estate salespeople, there is little use for sales training that focuses on getting past gatekeepers, how to deal with corporate structure, or other typical B2...