August 13, 2018
PROFESSIONALISM IN SALES, SELLING AND CLOSING When it comes to Sales Professionals, very little is generally ever said about these, the ELITE of selling, mainly because they are in the top 1% of money earners in any country and their “secrets” are hard to get hold of. Yet, I have not found this to be […]
September 11, 2017
If you believe you are creating value for your prospects/customers I have a crucially vital question for you. And that question is, are you really creating value (in the way you sell) for your customers, or just claiming that you are creating value based on your personal opinion of what constitutes value?
August 30, 2017
This is a process that works equally as well whether your verifying information, or obtaining more vital information, or working at closing the sale. But when this technique is being applied, it is of extreme importance you tell your prospects the benefits of answering your questions.
August 27, 2017
There are eight conversational ways I would suggest for you handle this issue of asking for the “Yes” in a 21st Century way, and even with these eight examples there are 20 closing questions within the body content of the information provided
August 23, 2017
Here’s a fact many in the sales field may not want to hear. The less the salesperson knows either about the product or the basics of selling, the more they talk. Unfortunately they also close far less than those who talk less. The professional spends his or her energy planning and structuring a good presentation, probing for the prospects needs and wants, and confirming customer benefits and working through the appropriate trail closes to confirm that they have their prospects best interests at heart.
August 9, 2017
This is a process that works equally as well whether your verifying information, or obtaining more vital information, or working at closing the sale. But when this technique is being applied, it is of extreme importance you tell your prospects the benefits of answering your questions. The technique used here is simple, you simply ask, “Do you mind if I ask you a few questions?”
August 8, 2017
In all forms of sales, starting with a killer sales and marketing strategy is your key to success. On the other hand, having the wrong strategy or (worse still), no strategy can be both heart breaking and devastating. Before you look to do anything, make sure you have a clear sales strategy that aligns with your goals. Why, because it’s extremely difficult to sell at a constantly high level without a strategy. And even though you have many ideas to move your sales forward, nothing will beat a clear, well thought out strategy for increasing sales.
April 3, 2017
All salespeople believe a good sales presentation is pivotal to getting the prospect on side and to making a sale based on the presentation is perceived and received by the prospect. A well structured sales presentation is pivotal whenever the salesperson undertakes to meet with the prospect, or prospects, at a prearranged time and day.
January 22, 2017
To excel in any selling situation, you must have a combination of vision and confidence, and confidence comes primarily from knowing what you are selling. You also have to know and understand yourself and your goals. You have to recognize and accept your special talents as well as your weaknesses. To do this will require a kind of personal honesty and discipline that not everyone is capable of. Then in addition to knowing yourself well, you must continue learning about yourself as well as other people. You must also be caring, forgiving and laudatory with others and with yourself. In any sales situation, you must accept other people as they are and for who they are, and not as you would like for them to be.
June 20, 2016
For those that want vital and workable information, Peter Collins has written a number of books with information that can be used immediately. Some may be short in volume, but with every book and with each point shared, the information is both workable and easily understood.
At this point there are 15 downloadable FREE e-books for business readers – and many more if you download the FREE Christian e-books on this site. Enjoy them all.
June 20, 2016
Peter plans to release a greater variety of titles shortly as well as make available a project he has been working on for over 10 years and will make available what he has worked on in his 51 years in the selling arena. But for now, the stable of books that are being made available on this and other websites, together with the mountain of free articles already on the site, with more in preparation that have not yet been mounted on the site.
June 19, 2016
Although Peter has built a reputation as an Internationally Published author since the 1980’s and has to his credit, he is mainly known for one book based on the Audio Tape series of the same name, entitled Over 50 Ways of Closing the Sale. He is also the creator of 7 Audio Tape Sets, 5 licensed Corporate Seminars, 5 licensed Small Business Seminars, and over 50 Flexible Sales Modules. In addition, he has had over 400 articles published in Newspapers, Magazines and Circulars; appeared on Television, Radio and Video; and has worked as a Seminar Presenter, Corporate Trainer and Key-Note Speaker since 1977. He has also spoken in the Great Hall, Parliament House, Canberra, Australia, and Parliament House of New South Wales, Australia, on a number of occasions.
June 11, 2016
WILLPOWER can only work effectively through an effort so strong and so constant, that whatever you attempting to do becomes easier. That easier result however is recognised in time as being achieved purely through habit fueled by constant effort. Remember, you need to repeat a task for 21 days for it to become a habit. On the other hand your IMAGINATION will always be working overtime, dreaming up new ideas. Then once you start working on that idea, it can turn against you, unless you firstly resolve that what you need to accomplish is more important than either failing at it, or giving in to it.
June 9, 2016
It does exist and I’ll be sharing it with you in a moment. But first you need to understand some of the fundamentals related to it. No one product can ever be sold purely for the merchandise itself. The product will only be acceptable to the prospect if it does certain things that are of benefit to the prospect. Every product, in fact, has a determined use for the end user. All that is left is to how best to determine the prospects principal or dominant buying motive – and once that is achieved – the rest is relatively simple
June 9, 2016
The Question/Question Close is a unique closing style that allows you to ask questions, but when the prospect asks a question of the salesperson, the prospect is asked a further question as a substitute for the answer asked for. In other words, whenever your prospect asks you a question, don’t answer the question with an answer, but answer the question with a question instead.
June 9, 2016
Do people buy on the basis of needs or do they buy on the basis of wants? Think about it carefully – in your opinion, what motivates people to buy – is it NEEDS or is it WANTS? Now stop trying to work out all kinds of reasoning, logic and the things you have been taught over the years, like people only buy what they can pay for, and just answer the question – do people buy needs or do they buy wants?
June 9, 2016
When you initially meet a potential client, the first thing you must do is establish rapport. The faster you can make this happen, the more sales you’ll make. It’s as simple as that. Now, some of what you read may seem a little awkward at first. That’s OK-it’s because it’s not natural to you…yet. The purpose here is to help you internalize critical sales skills to the point where they just flow out of you when you need them to. In time, you’ll get so you don’t even have to think about how to act and what to say, because it’s become a natural part of you.
June 9, 2016
This is one of the most important factors to understand in any selling or marketing programme. The fact is, no-one will ever want to buy your product or service … they will only buy what your product or service can do for them. People only ever buy the product of the product – but never the product.
June 8, 2016
Allow me to introduce you to why I feel the art of professional closing so vitally needed, especially by today’s better trained and more informed and professional salespeople. These are also the same salespeople who have to deal with the most educated sales prospects in the history of selling, either in Australia, or anywhere else in the world today. I bring up Australia here for a specific reason because it has one of the worlds smallest populations in an extremely vast continent. The cities compared to other major cities around the world are smaller, the country centres even smaller and the smaller country towns further apart than almost anywhere else in the world today. Here, salespeople tend to be younger than anywhere else in the world simply because of the excessive time spent traveling. It is for this reason I am so pleased the selling standards I have encountered in Australia are so high.
June 8, 2016
Timing in any walk of life can be critical and the same applies in all areas of sales. The more I am confronted by salespeople not knowing when it is a good time to start closing, to them I have a really simple answer, the closing starts the minute you meet the prospect, and the formal closing starts the minute you open your mouth. Then we have an additional dilemma, because some of the salespeople who I would have thought should have known better have told me they don’t know exactly when to ask a prospect for their business. In turn they end up waiting too long and invariably miss the opportunity by either creating some sort of doubt or by simply talking the prospect out of buying. To them I would say that it’s true you don’t want to ask too early, but it’s also true you can’t afford to wait too long either. So then, when would you tell them is the right time to close? My answer is anytime is the right time to close. Most times you can never ask too early and you can never ask too late. The biggest mistake you can make during a sales call is not asking for the order – and the problem with most salespeople is not asking too early or too late – it’s simply not asking. Here too I have a suggestion if you ask too early or even ask too often. Use trial closes often to both feel the temperature as well as feel out the prospect’s readiness to buy.