PUT YOURSELF IN YOUR PROSPECTS SHOES
September 3, 2018
Put Yourself in your Prospects Shoes Professional salespeople are aware that their canvassing does not start with an introductory phone call. In so many cases, that introductory phone call may be the last point of contact in a research overview that could have 2, 3, 4, 5 or more steps. That’s why professionals put themselves […]
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 […]
Retaining and Upgrading Existing Customers
August 26, 2018
Retaining and Upgrading Existing Customers If you have ever wondered how to get customers to buy again and again? Or if you’re not getting repeat business, because the same customers never buy from you time and time again, chances are you’re working way too hard. As any smart salesperson knows, the real profits come when […]
NOT ALL PRESENTATIONS BY PROFESSIONAL SELLERS ARE GOOD
August 25, 2018
NOT ALL PRESENTATIONS BY PROFESSIONAL SELLERS ARE GOOD In 1987, my then manager and I spent a week or so following up on a hunch of mine. We simply surveyed all of the prospects which were presented to during the previous financial year but not sold at the time of the call. Unfortunately, I didn’t […]
DO YOU DISCOUNT OR DO YOU NEGOTIATE?
August 15, 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 it […]
WHEN YOU HEAR NO – ASK WHY NOT
August 15, 2018
SALESPEOPLE MUST GET THEIR PRIORITIES STRAIGHT TO BE ABLE TO SELL Over the years I have spoken to many an experienced salesperson who feel that the weak sellers will readily stop at the word “No” and in the process abandon the selling process, whereas an experienced professional will only stop when he or she hears […]
FAR TOO MANY SALES ISSUES ARE THERE BECAUSE OF FEAR
August 14, 2018
FAR TOO MANY SALES ISSUES ARE THERE BECAUSE OF FEAR One of my favouite authors, Zig Ziglar, has a wonderful saying I quote often, it’s, “You can have anything you want in life, provided you give others what they want first.” But it’s just not a great saying, it’s also probably the reason so many […]
Leaders vs. Followers
August 14, 2018
When leaders make a mistake, they say, “I was wrong.” When followers make mistakes, they say, “It wasn’t my fault.” A leader works harder than a follower and has more time; A follower is always “too busy” to do what is necessary. A leader goes through a problem; A follower goes around it and never […]
HOW TO GET OUT OF SALES SLUMP FAST
August 13, 2018
HOW TO GET OUT OF SALES SLUMP FAST Are you Ready for some Sales Basics that Get You Out of a Sales Slump Fast? Every one l know who work as professional salespeople find themselves under so much external pressure from time to time that it is so easy to overlook the ‘obvious’. In fact, […]
DOMINANT BODY LANGUAGE
August 12, 2018
DOMINANT BODY LANGUAGE (This is an extract from my book Body Language for Busy People). When describing Body Language, many experts consider Dominant Body Language to be somewhat related to what is considered to be Aggressive Body Language, however, with far less emotional content. Never-the-less, Dominant Body Language is exactly as the name implies – […]
WHAT IS BODY LANGUAGE?
August 11, 2018
WHAT IS BODY LANGUAGE? (This is an extract from my book Body Language for Busy People). Are you are aware that there is a concept known as Body English? If not, then don’t despair because the phrase is definitely not in every day use, but it is perhaps the best way to get one to […]
ALWAYS PAY ATTENTION TO DETAIL IN SALES
August 11, 2018
ALWAYS PAY ATTENTION TO DETAIL IN SALES One of the things that really got under my skin as a Sales Manager, were 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 rather than […]
The True Art of Professional Selling
May 6, 2018
THE TRUE ART OF PROFESSIONAL SELLING After recently watching a short video by Noel Walsh, a USA based Automotive and Sales Training expert (and personal friend of mine), I wanted to re-share the following article. I am sure that as you watch the points Noel shares in his seminars and live-streams and then read, and […]
Why Avoid Questions they Can Say No To?
May 6, 2018
WHY AVOID QUESTIONS THEY CAN SAY NO TO? I’ve been in sales for over 50 years now. And in my early days, that’s all I was ever taught . . . never ask a question they can say “No” to. However, as my selling improved and I began to mix in higher end selling circles, […]
The Fear of On-going Rejection in Sales
May 6, 2018
The Fear of On-going Rejection in Sales Another reason for Call Reluctance among salespeople is the Fear of On-going Rejection. This generally happens when a salesperson makes phone calls to schedule appointments from a pre-determined contact list, and the seller usually asks a series of questions from a pre-determined, then rehearsed script. Whenever a salesperson […]
The Real Selling Basics
March 30, 2018
THE REAL SELLING BASICS It makes me really worry how differently the genuine sales professionals think and act in their selling approach, skills and principles when compared to the “run of the mill” or “basic” sellers. In all reality they are poles apart. If you disagree, then read through this paragraph, evaluate where you stand […]
Add-On Selling is Real Professional Selling
March 30, 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 […]
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 […]
