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 […]
TOP PROFESSIONALS USE THE “BY THE WAY” LINK OFTEN
July 12, 2021
TOP PROFESSIONALS USE THE “BY THE WAY” LINK OFTEN Many communicators will agree that the most powerful phrase known to professionals is the phrase, “By the way.” A phrase that can be used as a Key Courtesy Phrase and also as a Key Phrase to change the direction of the conversation. They use this often […]
JUST LOVING YOUR JOB IS NOT ENOUGH
July 12, 2021
JUST LOVING YOUR JOB IS NOT ENOUGH Loving Your Job Is Not The Most Important factor in getting the job done well in the first place. There are many people who love their job for all sorts of reasons. Some love their job because it’s the only one they feel comfortable in. Some love their […]
TOP PROFESSIONALS KNOW THE IMPORTANCE OF EMPATHY
July 12, 2021
TOP PROFESSIONALS KNOW THE IMPORTANCE OF EMPATHY Professionals know that “Empathy” is like putting yourself into the prospect’s shoes and seeing the problem from their point of view, whereas “Sympathy” may be best described as seeing the other persons point of view from ones own understanding. Another school of thought suggests Empathy is supposed to […]
PROFESSIONALS PUT THEMSELVES IN THEIR PROSPECT’S POSITION
July 12, 2021
PROFESSIONALS PUT THEMSELVES IN THEIR PROSPECT’S POSITION 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. They do this […]
TOP PROFESSIONALS DO THEIR HOMEWORK BEFORE THE CALL
July 12, 2021
TOP 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. sHere are a few areas they’ll probably work on: Their company database. This can be full of interesting […]
ANY EXPOSURE CAN HAVE SELLING OPPORTUNITIES
July 12, 2021
ANY EXPOSURE CAN HAVE SELLING OPPORTUNITIES Supersellers take every opportunity to put themselves in front of their prospective clients as often as they can. In many cases this will keep them active outside their normal working hours either doing breakfast or evening calls or weekend calls. Here are a few things professionals would consider: They […]
ONLY A FEW CONSULTANTS PUT THIS INTO PRACTICE
July 12, 2021
ONLY A FEW CONSULTANTS PUT THIS INTO PRACTICE Here now is one of the true secrets to sales success and only a few of todays consultants put this into practice regularly. The ones that understand this are rare indeed, but they are also at the very highest level income in their field. They have the […]
PROFESSIONALS ALWAYS HAVE AN OVER-FULL DIARY
July 12, 2021
PROFESSIONALS ALWAYS HAVE AN OVER-FULL DIARY Superstar sellers seem to have a full diary more often than not. Their diary never seems to be empty. They know it’s much better to have clients waiting in line for their services than to be looking for work during quiet times. They know that some will complain and […]
DO IT NOW – DON’T LEAVE IT UNTIL TOMORROW
July 11, 2021
DO IT NOW – DON’T LEAVE IT UNTIL TOMORROW Famous American author and business tycoon, W. Clement Stone, the man who single-handedly built Combined Insurance Company of America, an insurance empire worth in excess of a billion dollars in assets (in 1979), would make all his employees recite the phrase, “Do it now” again and […]
TOP PROFESSIONALS UNDERSTAND THE POWER OF SOLUTIONS AND USE IT WELL
July 11, 2021
TOP PROFESSIONALS UNDERSTAND THE POWER OF SOLUTIONS AND USE IT WELL Top professionals understand their responsibilities and work at becoming part of the solution. They understand that if they make others realise why they are being asked to do something they are much more likely to do it and to co-operate with the salesperson to […]
RESULTS ARE EVERYTHING, THEY NEVER LIE
July 11, 2021
RESULTS ARE EVERYTHING, THEY NEVER LIE “Results are everything” has been a catch-cry in my management style since the late 70’s when I led a State Sales Team that grew the Yellow Pages Telephone Directory at just under 40% each year for a period of three years. Whenever the figures would stall, we all adopted […]
EXCELLENCE COMES AT A PRICE – NO MATTER WHAT YOU DO
July 11, 2021
EXCELLENCE COMES AT A PRICE – NO MATTER WHAT YOU DO Because of the experience I’ve just detailed, anyone that tells me they love their job and aren’t great at it, I’ll avoid them at all cost. In my opinion they can’t love their job. They may love the position, the hours, the money or […]
TOP SALESPEOPLE ARE AN INVALUABLE ASSET
July 11, 2021
TOP SALESPEOPLE ARE AN INVALUABLE ASSET Every salesperson controls their own income and security – whether they are on a salary, with or without commission, or on straight commission only. We should also be mindful of the fact that a good salesperson is always in demand and can create revenue streams fro what ever product […]
SUPERSELLERS APPLY THE BASICS AS A PLATFORM FOR SUCCESS
July 11, 2021
SUPERSELLERS APPLY THE BASICS AS A PLATFORM FOR SUCCESS Todays professional sales superstars are the same ones that say and do things that, in so many cases, are radically different from what the “average” and “run of the mill sellers” do. Yet, they are the same ones that will be quick to tell everyone they […]
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? […]
Selling is an Evolutionary Process – Learn and Update
July 7, 2021
Selling is an Evolutionary Process – Learn and Update The subject I want to share with you is, Selling is an Evolutionary Process – Learn and Update, and that’s a fact. Over the years I have often quoted this one paragraph, especially when training salespeople – especially when more mature salespeople were present. By that […]
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 […]
Never Entertain Good Intentions Without Knowledge
July 7, 2021
Never Entertain Good Intentions Without Knowledge The subject I want to share with you is, Never Entertain Good Intentions Without Knowledge, and that is an extremely valuable piece of advice if ever I heard a valuable piece of advice. It is often said that today’s business environment is not only fast moving, but often changes […]
