What is the difference maker that helps customers make the decision sooner than later? What is the best way to help understand where a customer is coming from so you know what will help them find what they want in the time they need it and make the sale? For decades hundreds of the greatest sales trainers in the world have created a variety of different approached to solving this issue. Many have had success but all seem to approach it from the same side. What can the salesmen do or say to increase or create urgency?

Within the ValueMatch sales training philosophy we believe that the secret to discovering and utilizing urgency to make a sale and help a customer relies less on what the sales person can say or do but instead on the ability of that sales person to listen and understand to the values of the prospects and customers with whom they visit.

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When done the ValueMatch way, it's truly about connecting in a whole new way that is customer focused. We listen, understand values, help the customer prioritize those values and deliver a solution that is not only what they deeply want and desire but what they can fall in love with and refer to others around them. Urgency is simply about understanding the "what was it that happened recently that has caused you to come her today?" question.

We at ValueMatch want to encourage you and your team members to start to help your customers answer this question in each visit. We know if you do, you will not only increase your sales and closing ratios but your customer satisfaction and referral rate as well.

Good Luck,

The ValueMatch Team

Blame, Blame, Blame. How often do we hear of our sales people blaming the lack of success in today's economy on the market, the amount of fear people have and the changes that have taken place over the last few years? As a sales veteran of almost 30 years and owning my own sales training business and visiting 1,000's of sales professionals every year I have come to find out that it is not a bailout of the economy and main street that we need as much as a bailout of sale people.

When was the last time you as a sales person went to buy something of larger value and really felt listined to? When was the last time you were about to close on something you were buying and said to yourself, "I have no buyers remorse because I felt the sales person truly understood what I wanted, showed me they offered it and asked me for the close to help me obtain it.

We as sales people must know that if we can manage to listen and understand to the customer from the beginning that closing is a step that helps the customer obtain what they want and need. So . . . ask yourself next time you engage a prospect, "Am I listening more than talking?" and if so . . ASK FOR THE CLOSE because they want you to.

It is often difficult for any professional sales person to not only communicate with a prospect effectively but communicate in a way that is conducive to an satisfying and prompt close. In this video Will talks about the challenges that he faced as a carpet salesmen while in college and relates some experiences he had that helped him learn how to not only communicate effectively with customers but communicate in a way that creates a platform for a prompt and promising close.

What is the secret to making the sale? Is it the close, the way you look when you are first seen by the prospect or maybe the pattern you present. In over 20 years experience in the industry I have found that while all of those things can and do certainly help they all fail to address the core reason people buy. It's the connection. In all my years experience, I have found that the success of sales starts with a values connection between the prospect and the sales person. In this video I speak about how to make sure you start that connection on the right foot and the keys to maintaining trust and empathy while learning what it will take to deliver the right offering to the prospect and close the sale.