Mark Okun is a Sales Success Consultant for Bravo Business Media and President of MOC Performance Group with over 40 years’ experience in sales, marketing, and business management within the furniture, lighting, and decorative plumbing industries. He is a monthly contributor to enLIGHTenment Magazine and conducts sales training programs, webinars, workshops and market seminars for retailers, sales representative agencies, and manufacturers. Contact Mark Okun via email at firstname.lastname@example.org or call 800-425-5139 ext. 626.
It is imperative that our sales teams adopt the mindset of an entrepreneur and develop an ownership mentality; great salespeople already operate as if they are little businesses under the showroom’s roof.
There is an age-old adage in professional selling circles that says, “A customer with no objections is not a buyer.” I think it’s time we modify this saying to make it more 21st Century: “A customer with no objections is not buying.”