Archives for August 2018
Closed Ended Questions Ask the Prospect to Take a Position
August 27, 2018
Closed Ended Questions Ask the Prospect to Take a Position Hello, 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 […]
Benefits Solutions Selling
August 27, 2018
Benefits Solutions Selling This is a common description for a more customer-orientated selling method that is dependent on identifying prospect wants and needs to which appropriate benefits are matched in a formal package or a specified solution. This term is based on the premise that prospects don’t buy products or features or benefits – […]
Benefit Uniqueness Close
August 27, 2018
Benefit Uniqueness Close This usually relates to a function, feature or benefit (and in some cases all three) that is/are peculiar to a product or service or supplier. It may also be that no other competitor can offer it. Uniqueness is usually a much overlooked aspect of selling. The vast majority of sales organizations focus […]
BEST REASON FOR A SALES FOLLOW-UP CALL
August 27, 2018
BEST REASON FOR A SALES FOLLOW-UP CALL Best reason to follow-up, is if you don’t, your customers will believe you’re indifferent about them. So try and get a referral from someone who becomes indifferent about you simple because they believe you’re indifferent about them Peter Collins
RECOGNISING THE DIFFERENCE BETWEEN WINNERS AND LOSERS
August 27, 2018
RECOGNISING THE DIFFERENCE BETWEEN WINNERS AND LOSERS The Winner is always a part of the solution; The Loser is always a part of the problem. The Winner always has a program; The Loser always has an excuse. The Winner says, “Let me do it for you;” The Loser says, “That’s not my job.” The Winner […]
Benefit Uniqueness Close
August 26, 2018
Benefit Uniqueness Close This usually relates to a function, feature or benefit (and in some cases all three) that is/are peculiar to a product or service or supplier. It may also be that no other competitor can offer it. Uniqueness is usually a much overlooked aspect of selling. The vast majority of sales organizations focus […]
Benefits Solutions Selling
August 26, 2018
Benefits Solutions Selling This is a common description for a more customer-orientated selling method that is dependent on identifying prospect wants and needs to which appropriate benefits are matched in a formal package or a specified solution. This term is based on the premise that prospects don’t buy products or features or benefits – but […]
WINNERS AND LOSERS
August 26, 2018
WINNERS AND LOSERS I saw a graphic the other day that was a chart comparing the differences between winners and losers. No, it wasn’t sports-related, it was comparing the mindsets of people who view themselves as successes in life against those who see themselves as failures Here are a few of the comparisons I remember […]
THE REAL DIFFERENCE BETWEEN WINNERS AND LOSERS
August 26, 2018
THE REAL DIFFERENCE BETWEEN WINNERS AND LOSERS Losers aren’t willing to try. They’re afraid of not succeeding, so they don’t take the chance. Losers live in fear of failure, so they hold themselves back. Losers have an “I can’t” attitude. Winners are winners because they try. They don’t always succeed, but they are willing to […]
Benefits Solutions Selling
August 26, 2018
Benefits Solutions Selling This is a common description for a more customer-orientated selling method that is dependent on identifying prospect wants and needs to which appropriate benefits are matched in a formal package or a specified solution. This term is based on the premise that prospects don’t buy products or features or benefits – but […]
THE BUYER IS NOT A STATISTIC – NO MATTER WHO TELLS YOU THAT
August 26, 2018
THE BUYER IS NOT A STATISTIC – NO MATTER WHO TELLS YOU THAT The direct selling game since the year 2000 has (to its credit) managed to somewhat streamline itself and become more professional in the process. That doesn’t mean that the robotic type presentations by inexperienced sellers, created by sales managers trying to impose […]
DARE TO BELIEVE
August 26, 2018
Inspirational/Motivational Blogs
DARE TO BELIEVE EVERYBODY KNOWS . . . You can’t be all things to all people. You can’t do all things at once. You can’t do all things equally well. You can’t do all things better than everyone else. Your humanity is showing just like everyone else’s. SO . . . You have to find […]
HAVE YOU EVER LOST A SALE?
August 26, 2018
HAVE YOU EVER LOST A SALE? Every day (in every organisation that sells) someone talks about the sale they lost. However, if they had never owned it – how can they lose it? The sale is never made until it’s paid for. A deposit is not a payment – but a pending down-payment. The only […]
FEAR HAS BEEN A PET STUDY OF MINE FOR 40 YEARS
August 26, 2018
FEAR HAS BEEN A PET STUDY OF MINE FOR 40 YEARS For the past 40 years I’ve been training salespeople, managing them for over 35 years and studying their craft for about the same period of time. During that time the one thing that has reared its ugly head more than any other, in my […]
Which is Better – Willpower or Imagination?
August 26, 2018
Which is Better – Willpower or Imagination? The more I talk to people the more I hear that one of the most powerful of all the self-motivational tools is WILLPOWER. On the other hand, if your talk to a psychiatrist, you’ll soon realise that IMAGINATION will always hit WILLPOWER for six. In other words, you […]
