Posts from — November 2005

Steps – it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don’t end after a single phone call. If you’re selling a complex product or service you won’t get the order after a single face-to-face sales call.

There are a number of steps involved in making a sale. If you want to make more sales, more quickly, more profitably, and do it more often you need your own personalized selling model.  Read more...

Why People Buy
Fully 84 percent of sales in America take place as the result of word-of-mouth advertising. Some of the most important sales promotion sales activities are those that take place between customers and prospects, between friends and colleagues, in the form of advice and recommendations on what to buy, or not buy, and who to buy from.

Join the Top 10%
The only way that you can be among the top ten percent of salespeople in your industry is by having your existing customers selling for you on every occasion. Because of the importance of mega-credibility in selling, your customers must be happy to open doors to new customers for you wherever they go.  Read more...

One disadvantage of selling by telephone is the lack of face to face contact.

When you are sitting with a prospect it is much easier to read there body language. You can see the look on their face when they are confused about something you said. You can see the delight when you hit a hot button for them. You can read the shifts in their body as they respond to your every word. All of this non verbal communication is missing when you are selling by phone.  Read more...

When it comes to effective selling, one simple fact never changes: Selling is a relationship business. You already know all about your company’s products and services – and you’ve learned the fundamental aspects of the sales cycle.

But have you ever asked yourself … What helps one salesperson develop immediate rapport with prospects, and not others? What is he or she doing that is leading to long-term client relationships? How can I learn to do the same thing?  Read more...

How many sales opportunities have you lost to competitors who seemed to have the inside track? It’s likely your prospect purchased from their emotional favorite.

Selling goes beyond communicating the value of your products and services. Selling is about communicating the value of doing business with you. It is about connecting with your customer and becoming their ‘Emotional Favorite’.

Success in sales requires three things:

1) A viable product that addresses a need

2) Credibility

3) Timing.

Some in sales claim in sales timing is everything; experienced sales professionals know timing is the ONLY thing.  Read more...