Amp Up Your Sales

CHAPTER 17

Delivering Value with Peak/End Selling

What are you doing to create peak events and make your selling memorable? How can you create a Value Gap with each sales interaction? To answer these questions, let’s look back at some of the important sales topics we have covered so far.

Creating a positive first perception. It doesn’t matter what form your first contact with the customer takes. It could be a cold call, a meeting at a networking event, responding to a sales lead, or a referral from another customer or mutual acquaintance. Always be prepared to make a first impression that will create a positive perception of you, your product, and your company. I once worked with a salesperson, John, who reliably created a positive perception ...