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 […]
Research Shows Closing is Easy
May 6, 2018
RESEARCH SHOWS CLOSING IS EASY It is important to understand that statistically 80% of all Sales are made by 20% of the Salesforce. Brian Tracy – author of “Psychology of Selling” – tells us “those people in the Top 20% earn 16 times the average of those in the Bottom 80%.” Jonathan Evetts – author […]
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 […]
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 […]
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 […]
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
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 […]
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. […]
I want to Think it Over – Updated and Modernised
March 28, 2018
“I WANT TO THINK IT OVER” Updated and Modernised After selling for over 53 years, I have personally learned to love the sentence “I want to think it over!” Often the “I want to think it over!” sentence is considered by many to be an ‘objection,’ or ‘stalling tactic,’ or more often than not, many […]
The Value Added Sales Process
March 27, 2018
THE VALUE ADDED SALES PROCESS Many of the issues that far too many salespeople encounter mostly come from a short-term, and a primarily “transaction-oriented” sales mentality. This transactional approach means that they go from presentation to presentation and from order to order with far too little regard for the prospect and/or client. In fact, in […]
Ask Them a Confrontational Question or Two
February 20, 2018
ASK THEM A CONFRONTATIONAL QUESTION OR TWO The work I do on a regular basis gives me access to a wide variety of subjects I would most likely never get access to as a member of the general public. The following illustration is one of those stories that I have no way of knowing […]
Asking for the Order is Simple, Top Professionals Turn it into an Artform
February 20, 2018
ASKING FOR THE ORDER IS SIMPLE, TOP PROFESSIONALS TURN IT INTO AN ARTFORM Now let’s put some energy into asking for the order. The fact is, to get the sale, at some point the salesperson must ask for it. Now I can hear your response to that statement LOUD AND CLEAR. I bet you’re […]
Do You Discount or Do You Negotiate?
February 20, 2018
DO YOU DISCOUNT OR DO YOU NEGOTIATE? The true art of Salesmanship is not to haggle on price, but to sell on quality. Another factor is discounts have no place in professional selling and never will have. 1. Professionals Give Top Service Would you trust a doctor who discounts to get your business be […]
Become a Sales Star Performer
February 20, 2018
BECOME A STAR SALES PERFORMER Here are some of the ways I believe any salesperson can take control of his/her territory and make a real go of – no matter how large or how small the territory may be. With this series of hints they truly will appreciate that they are in control of […]
How to Expose the Final Objection and Close the Sale
February 19, 2018
HOW TO EXPOSE THE FINAL OBJECTION AND CLOSE THE SALE Over many decades now much has been shared about Handling Objections, but little has been shared about transferring the Final Objection into a Sale. So how do you known that you have just encountered the possible Final Objection, is in most cases as simple […]
Being Quick to Assume You Have the Sale – Before Taking Control
February 19, 2018
BEING QUICK TO ASSUME YOU HAVE A SALE – BEFORE TAKING CONTROL Here’s one of the most common Sales Killers around today and very few know that it even exists. It’s probably the one sales killer that is so common in the industry and so well accepted by the majority of sellers today, and […]
Buying Signal Test Closing Through the Interview
February 18, 2018
BUYING SIGNAL TEST-CLOSING THROUGH THE INTERVIEW Let’s go back to basics for a few minutes and explore two selling factor concepts in order to qualify what you may conceive to be any number of Buying Signals though the application of a Test (Trial) Close at any time during the presentation. This is how it’s […]
You Can’t Create Value Without Knowing About Your Prospects’
February 17, 2018
YOU CAN’T CREATE VALUE WITHOUT KNOWING ABOUT YOUR PROSPECTS’ It is so often said that you can’t add value unless, and until, you understand your customers on an individual basis. That in the main is true and when it comes to relational selling it is vital that the seller gets to know the buyer and […]
3 (three) Ways to Get out of a Sales Slump Fast
February 17, 2018
3 (three) WAYS TO GET OUT OF A SALES SLUMP – FAST All salespeople have sales slumps at one time or another. Some of us have slumps on a regular basis whereas others have slumps after certain events in either selling events and others due to a life cycle. Whatever the reason for your […]
Learning Sales and Closing the Hard Way
February 17, 2018
LEARNING SALES AND CLOSING THE HARD WAY My interest in a sales career began at the age of 11. I wanted to get into sales because at the time the man in my parents bungalow (a backyard granny flat) got into sales and I saw it turn his life around financially. Within months of […]
