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Marc Wayshak
Marc Wayshak is the founder of Sales Strategy Academy, best-selling author of Game Plan Selling, and a regular contributor for Fast Company, Entrepreneur Magazine and the Huffington Post Business section. He holds an MBA from the University of Oxford and a BA from Harvard University.
Unless you’re selling Girl Scout cookies to family and friends, your prospects aren’t making purchasing decisions based on how much they like you. High-level prospects are far more concerned with buying from someone they trust and respect.
If you want to be seen as a trusted advisor so you can...
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Nothing motivates your prospects to buy quite like pain does. If your prospects are facing challenges that negatively impact their business, make it difficult to do their jobs well, or cost them lots of money—that’s the pain you want to discover and leverage.
If you can identify your prospects’...
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Are you asking questions in your sales meetings? Probably. But are you asking the right questions? That’s another matter entirely. The right questions build value and guide you along the path to ultimately closing bigger sales.
Read on to discover 10 simple, value-building questions that you should...
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We’ve all heard it before: “People buy from people they like.” No matter how many people believe this, it simply isn’t true. People don’t buy from people they like; they buy from people they trust and respect. If you’re trying to be your prospects’ best friend by automatically saying “yes” to...
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The most successful salespeople all have one thing in common: They’re excellent closers. When a prospect is qualified and the meeting is going well, top salespeople just know they’re going to close that sale.
If your confidence is lacking when it comes to closing any sale, it might be time to...
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C-suite prospects—those decision makers who hold the keys to your biggest sales—are notoriously difficult to get a hold of. Every salesperson knows the frustration of calling a CEO prospect, only to be blocked by an assistant or office manager who demands to “take a message.”
These gatekeepers can...
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The research is clear: Creating urgency when you sell can help dramatically increase the number of sales you close. When prospects don’t feel any sense of urgency to buy your product or service, they’re much more likely to drag their feet. They might even give you the dreaded “I need to think it...
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There are hard ways to close more sales—and then there are easy ways. If you’re looking to make some simple changes to your selling strategy that will have a big impact on your bottom line, it’s time to emulate the most successful salespeople out there.
The following 11 sales tips are quick, easy,...
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Do you ever start out a sales presentation strong, only to lose confidence toward the end of the meeting? Closing the sale is one of the most intimidating parts of the sales process—but it’s also the most important.
If you can’t regularly close sales, you’ll never make a great living as a...
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