Archives for June 2021
IF ONLY THINKING AFFECTS MOST SALESFORCES
June 30, 2021
IF ONLY THINKING AFFECTS MOST SALESFORCES A while ago, while I was working as the National Sales for the Commercial Division of a multi-national, a challenge was set by the Managing Director between Commercial Division and the Domestic Division. The occasion was a national sales conference in Sydney. The National Sales Manager of the Domestic […]
MY FIRST BIG LESSON IN SELLING
June 30, 2021
MY FIRST BIG LESSON IN SELLING Perhaps the best lesson I ever had about professional selling techniques was, ironically, my very first lesson – a lesson about the inherent problems of compromise. It was during the summer of 1964, that I, at the ripe old age of 17, decided to change careers. Having left school […]
LOW SALES MAY BE CAUSED BY FACTORS OUT OF YOUR CONTROL
June 30, 2021
LOW SALES MAY BE CAUSED BY FACTORS OUT OF YOUR CONTROL Here’s another thing to consider, a salesperson’s low sales might be caused by a variety of outside factors, including economic conditions, world events, new competitor product lines or even a variety of internal factors including lack of training, low motivation, low stamina, poor people […]
MODERN SALESPEOPLE JUST WANT THE EASIEST WAY TO SELL
June 30, 2021
MODERN SALESPEOPLE JUST WANT THE EASIEST WAY TO SELL I quickly learned that modern salespeople, the ones that are being spoon-fed by their employers, who also provided them with books, CD’s, training and external seminars, were the same ones that were anxious to learn the latest selling concepts or the newest closing techniques, so they […]
Cost Verses Investment
June 28, 2021
Cost Verses Investment It is a known fact, that even before you get to your appointment there have been quite a number of costs incurred. And it doesn’t matter whether those costs are paid by the salesperson, or whether those costs are paid by your company, there is an investment cost. These may include a […]
ACCEPTING A DRINK WHILE ON A SALES CALL
June 28, 2021
ACCEPTING A DRINK WHILE ON A SALES CALL Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1997, 2002, 2007, 2011, 2015, 2017 all rights reserved. Accepting a drink while on a sales call brings out far more emotions […]
Attitude and Crisis can Be Controlled
June 28, 2021
Attitude and Crisis can Be Controlled Whether you succeed or fail in selling purely depends upon your attitude and not what you are told or what others are doing – and this is never more apparent than when you are in those challenging times. Now here is a great thing for all salespeople to remember. […]
ADDRESS THESE FACTORS EARLY IN THE PRESENTATION
June 28, 2021
ADDRESS THESE FACTORS EARLY IN THE PRESENTATION Here’s is an idea that’s really effective whenever you need to address any issues relating to a prospects needs, or their wants. At times like this, it’s best to begin with asking a few key questions about them, then, ask what objectives they’d like to achieve, and, simply […]
NOT PAYING ENOUGH ATTENTION TO DETAIL OR CLIENT REQUIREMENTS
June 28, 2021
NOT PAYING ENOUGH ATTENTION TO DETAIL OR CLIENT REQUIREMENTS One of the things that really got under my skin as a Sales Manager, are the salespeople who thought it was OK not to pay attention to detail. Their note taking was lousy, record keeping almost non-existent and follow-up was a thing they had to do […]
PRESENTATIONS RELY ON THE SALESPERSONS IMAGINATION
June 28, 2021
PRESENTATIONS RELY ON THE SALESPERSONS IMAGINATION The biggest challenge for most salespeople when they have set up a presentation is the way their imaginations start to operate. All sorts of thoughts can begin to take over. This is why we need to have a carefully structured plan and check list to ensure things run smoothly. […]
Professionals do their Homework before the Call
June 28, 2021
Professionals do their Homework before the Call It doesn’t matter to them whether they’re working on a new client or just visiting an existing one, prior to the call, top professionals will do some basic homework. Here are a few areas they’ll probably work on: Their company database. This can be full of interesting and […]
Sell Yourself Through the Prospects Eyes
June 27, 2021
Sell Yourself Through the Prospects Eyes Remember this. Not one prospect cares about what you think; your opinions and any ideas you may have, or what you want. Their only interest (and rightfully so) is what you and your product can do for them. Phrases such as “I need 10 minutes of your time”, “I’d […]
THE MORE I FOCUSED ON SELLING – THE MORE IT CHANGED MY LIFE
June 26, 2021
THE MORE I FOCUSED ON SELLING – THE MORE IT CHANGED MY LIFE As a teenager I picked up a “motivational” book for the very first time. I was told this one book, “Think and Grow Rich”, by Napoleon Hill, would change my life in the same way it had focused “millions before me”. But, […]
You are Measured by Transactions Not Income
June 26, 2021
You are Measured by Transactions Not Income I was once told, that unless you’re a celebrity or rock star, you won’t get rich by being paid an income. A little while ago I read the same thing, which prompted me to think it through more carefully. In reality, most people only get rich or increase […]
HOW TO BUILD A COMPELLING VALUE PROPOSITION
June 26, 2021
HOW TO BUILD A COMPELLING VALUE PROPOSITION As a professional salesperson, I enjoy interacting with my prospects and/or customers about their planned future ventures with the possibility of helping them explore their propositions with the idea that I may value-add wherever possible. For it is this ability to recognise where I may add value that […]
ADD-ON SELLING IS REAL PROFESSIONAL SELLING
June 26, 2021
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 […]
Denzel Washington’s Life Advice Will Leave You SPEECHLESS – LISTEN THIS EVERYDAY AND CHANGE YOUR LIFE
June 14, 2021
Denzel Washington’s Life Advice Will Leave You SPEECHLESS – LISTEN THIS EVERYDAY AND CHANGE YOUR LIFE
What is Self Motivation Skills – Why is Self Motivation Important – Shaun Fox
June 14, 2021
What is Self Motivation Skills – Why is Self Motivation Important – Shaun Fox
How To Motivate Yourself – The Psychology Of Self-Motivation – Dan Lok
June 14, 2021
How To Motivate Yourself – The Psychology Of Self-Motivation – Dan Lok
The Quality Introduction – Top Hopkins Sales Prosperity Tip
June 14, 2021
The Quality Introduction – Top Hopkins Sales Prosperity Tip
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