Good Qualifying Really Enhances Your Selling
July 12, 2021
Good Qualifying Really Enhances Your Selling Qualifying the prospect is a necessary process more than once during the selling process. Many of us have learned to qualify on a ‘needs basis’ at either the beginning of the presentation, or prior to the presentation. However, I know many salespeople who will qualify the prospect further into […]
Professionals Understand “Different”
July 7, 2021
Professionals Understand “Different” I have been often asked what sets the supersellers apart from the above average and average salespeople, and mostly I answer that question this way. If I could show you a way you could bridge that gap within days or weeks without learning new sales or closing techniques, what would you say? […]
Professional Salespeople Never resort to Outdated Methods
July 7, 2021
Professional Salespeople Never resort to Outdated Methods The subject I want to share with you is, Professional Salespeople Never resort to Outdated Methods, and that’s a fact I once wrote the following quote as a part of an article on a specific area of the selling process, and this is my direct quote from that […]
Professionalism and Integrity are Paramount
July 7, 2021
Professionalism and Integrity are Paramount The subject I want to share with you is, Professionalism and Integrity are Paramount, a subject that in itself is paramount. All my life I have been a fan of the sales heroes that have give us so much knowledge in the things that have shaped the way we conduct […]
FEAR DESTROYS A HEALTHY SELF-IMAGE
July 4, 2021
FEAR DESTROYS A HEALTHY SELF-IMAGE This one FEAR symptom (call reluctance) I’ve been told is attributed to more executive burn-out than just about any other. It has no boundaries in a working environment, and is credited with being able to creep up on the most enthusiastic individual, without even those close to them being able […]
FEAR THE BIGGEST STUMBLING BLOCK TO PROFESSIONAL SELLING
July 4, 2021
FEAR THE BIGGEST STUMBLING BLOCK TO PROFESSIONAL SELLING I remember tearing a page out of a magazine somewhere because of the article, but I’m unable to give the author credit for his or her work, and because of the laws of copyright I have had to alter the contents slightly. I want to use some […]
THE DESIRE TO WIN
July 4, 2021
THE DESIRE TO WIN One of the most admirable traits in a human is the desire to win. However, this should never become such an issue that it overrides everything else to the point, where the individual becomes so fanatical about winning that all else gets shut out. We see this trait in one off […]
HELD BACK BY NEGATIVITY?
July 3, 2021
HELD BACK BY NEGATIVITY? HOW TO UNDERSTAND HOW THE NEGATIVE WORLD OF OUR IMAGINATION HOLDS US BACK Our subconscious mind is so powerful that, any world we construct in our imagination, creates a world that’s so real it becomes one that we are forced to live in. Those who dwell on the negative do just […]
Do You Discount or Do You Negotiate?
July 3, 2021
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 it […]
Close ended Questions in Communications
July 3, 2021
Close ended Questions in Communications A close-ended question is a question that obliges a prospect to take a position during the course of sale and allows the seller to get specific answers that help move a step closer toward closing the sale. Questions such as, • “Do you like what I’m showing you?” • “Does […]
Make your Closing Look Smooth and Easy
July 2, 2021
Make your Closing Look Smooth and Easy One of the things on the salespersons wish-list is a simple template type of process they can follow with ease no matter what they are selling around 90% of the time. This may be the one to do it. Design a State of Agreement As the seller initially […]
Button Up the Sale Before You Leave
July 1, 2021
Button Up the Sale Before You Leave I’ve been selling for more than 50 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 […]
Benefit Selling
July 1, 2021
Benefit Selling A mentor of mine once told me you either learn to sell solutions or you’ll learn to sell problems. I heard it, but didn’t fully understand until I learned the hard way. I might add that its the customer that buys solutions. And, if you try to sell on any other basis, you […]
5 Sales Tips to Sell More
July 1, 2021
5 Sales Tips to Sell More Over the years I have been asked countless questions, from what seems to be as many salespeople, some good, others who were thorough professionals, and still others that I felt somewhat inferior to be in their presence. Of all of the questions I have been asked to answer over […]
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 […]
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. […]
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