Archives for March 2018

ADD-ON SELLING IS REAL PROFESSIONAL SELLING General Electric Corporation wanted to increase its over-the-counter sales of Mazda lamps. Their marketing plan was to get retailers to ask everyone who stopped to look at the lamp to buy a carton of eight bulbs. That was all, they just had to ask them to buy. The bottom […]

Professionals Agree Then Move On And Sell

March 30, 2018

PROFESSIONALS AGREE THEN MOVE ON AND SELL A Top Professional Always “Goes the Extra Mile.” In sales we all have prospects (and even customers) who will occasionally say, “I can’t afford it.” When that happens we will mostly either trot out an assortment of pre-rehearsed ‘come-back’ lines, and when they don’t work, we can resort […]

Everything Will Change – Even Traditional Sales Processes

March 30, 2018

EVERYTHING WILL CHANGE – EVEN TRADITIONAL SALES PROCESSES For some reason the one thing all of us find hard to do is to be 100% honest with ourselves is that change is inevitable. And that fact seems to remain the same whether we have just started in sales or are a veteran seller with decades […]

Negative Self-Talk will Kill a Sale Stone Dead … In No Time Flat

March 30, 2018

NEGATIVE SELF-TALK WILL KILL A SALE STONE DEAD IN NO TIME FLAT This is the biggest turn-off of all the turn-offs in sales. Negativity brings with it – doubt. And doubters aren’t buyers. The professional seller is fully aware of power one or two ill chosen words can have on the outcome of any call […]

Tell The Truth – And You Won’t Need a Great Memory

March 30, 2018

TELL THE TRUTH – AND YOU WONT NEED A GREAT MEMORY As long as most of us can remember, phrases such as “If you tell the truth, you won’t need a great memory,” “I avoid telling lies, because I don’t have the best of memories,” or “Its OK to stretch the truth as long as […]

The Negative Close is a Powerful Way to Get Attention

March 29, 2018

THE NEGATIVE CLOSE IS A POWERFUL WAY TO GET ATTENTION The Negative Close is an interesting closing style because the salesperson has two separate considerations to bring to the prospects attention. It’s a closing style where the salesperson needs to get the message across to the prospect that is they do nothing, their problem will […]

Good and Positive Questions Stimulate Their Imagination

March 29, 2018

GOOD AND POSITIVE QUESTIONS STIMULATE THEIR IMAGINATION When you ask good questions, or positive type questions, you stimulate your imagination. And imagination constantly dwelled upon becomes a new vision if you allow it tp. This usually happens when you see something that impresses you, and you ask yourself whether you can be that way, or […]

Test Closing During a Presentation or Formal Close

March 29, 2018

TEST CLOSING DURING A PRESENTATION OR FORMAL CLOSE Test Closing does not ask for a decision, but simply asks for an opinion. If you ask for a decision, you are simply asking for a YES or NO, a disguised way of asking if your customer is NOW ready to buy or not. But if an […]

The Right Way verses the Wrong Way to Sell

March 28, 2018

THE “RIGHT WAY” VERSES THE “WRONG WAY” TO SELL I was encouraged to present this article by a comment Hermilo Novelo Quiroga made on one of my Facebook groups, below one of my Sales Tips, that simply said … “A great way to make the sale is to get the prospect so engrossed in the […]

Appreciating the Accomplishments in Your Life

March 28, 2018

APPRECIATING THE ACCOMPLISHMENTS IN YOUR LIFE … The word accomplishment means that something is done admirably and creditably. Others claim this to be the principle of God’s blessing, prosperity, SUCCESS, multiplication, triumph, love, favour and is the one factor that will generally move the “Hand of God” over our lives faster than any other. Many […]

3 Ways to Get Out of a Sales Slump - Fast

3 (Three) Ways to Get Out of a Sales Slump – Fast

March 28, 2018

3 (THREE) WAYS TO GET OUT OF A SALES SLUMP – FAST This is an extract from the entire chapter (Chapter 2) from the book ‘ SPOTLIGHT ON YOUR SALES SUCCESS,’ by Peter Collins and is subject to the International Laws of Copyright THREE WAYS TO GET OUT OF A SALES SLUMP – FAST All […]

Best In Business

March 28, 2018

BEST IN BUSINESS Each year, literally tens of thousands of man hours and millions of dollars are spent studying the most successful people in our society. They’re interviewed exhaustively, as are their associates, managers and co-workers. Subsequently, these days we know more about what it takes to be one of the best in the business, […]

God Can Restore Anything

March 28, 2018

GOD CAN RESTORE ANYTHING No matter what has been taken away from you, no matter what losses you’ve experienced, if you give it over to God, He will return to you more than you could ask or imagine. He’ll make things right and give you more than what was lost or stolen. When you put […]

Button Up the Sale Before You Leave

March 28, 2018

Button Up the Sale Before You Leave I’ve been selling for more than 53 years, and I’ve learnt a lot about closing and negotiation techniques but I’ve not heard too much about button up techniques in that time. Yet in my opinion, being able to button up has to be as important as making the […]

Good and Positive Questions Stimulate Their Imagination

March 28, 2018

Every Problem Has An Answer

March 28, 2018

EVERY PROBLEM HAS AN ANSWER Every Sunday afternoon, after the morning service at their church, the Pastor and his 11-year-old son would go out into their town and hand out Gospel tracts. This particular Sunday afternoon, as it came time for the Pastor and his son to go to the streets with their tracts, it […]

Endure Patiently

March 28, 2018

ENDURE PATIENTLY Through the sacrifice of Jesus, you have access to all the Lord’s amazing promises. Just begin to thank Him daily for His promises of wisdom and victory, and you will experience His glorious blessing in every area of life! Time is the most valuable assets God has given us. There are only 24 […]

Closed Ended Questions Ask the Prospect to Take a Position

March 28, 2018

Closed Ended Questions Ask the Prospect to Take a Position This is Peter Collins with another sales tip for the professional salesperson. I want to talk about Closed Ended Questions for a minute. Why, because a Closed Ended Question generally forces the prospect to take an immediate position on whatever subject is presented to them. […]

Be a Blessing

March 28, 2018