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Tips to Become a Super Salesman
It’s age of marketing. What is the use of a quality products if you are unable to sell it? Moreover, there is so much competition in market that you can’t even sell a quality product easily. The world of business is changing fast. Unless you are ab...
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rating : 0.00, 0 votes. Author : Anandrahi JS
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Sales Leads – All Referrals are NOT Created Equal!
No matter what business you are in, one of the best (and most overlooked) sources of quality sales leads is referrals. Just to be sure we are on the same page, let’s define a referral as an introduction to a potential prospect that is made by someo...
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rating : 0.00, 0 votes. Author : Alan Rigg
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30 Client Referrals or More -- How to Get Them
Do you get all of the referrals you want?
Most professionals don't because they're afraid. Afraid they'll hurt their client relationships. Afraid they won't cultivate any new business. Or afraid they'll appear cheap or salesy.
It's an imagined psyc...
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rating : 0.00, 0 votes. Author : Daryl Logullo
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Clever Sales Questions You Can Ask
Let's start with the definition of "Clever" I'm using. It means being skillful in doing something - in this case asking questions. It's more ingenious than it's shrewd.
Do you have any procrastinators hiding out in your pending file? Remember, y...
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rating : 0.00, 0 votes. Author : Jim Meisenheimer
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More Simple Truths About Personal Selling Success
Here are a few "Meisenheimerisms" that can perk up any selling day. These little gems have helped me grow my business and it's my hope they'll help you grow yours.
Here they are:
Note - one of the keys to closing the sale is opening the dialogue, ...
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rating : 0.00, 0 votes. Author : Jim Meisenheimer
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The Sales Training Series: The Right Way To Sell
How Will This Buying Decision Be Made?
Three-quarters of the secret to professional, strategic selling boils down to asking the Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucia...
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rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Stopping Objections Before They Start
"Your price is too high." "We're loyal to our current supplier." "I prefer your competitor's product."
Classic objections such as those are very hard to overcome when they pop up near the end of your sales call after you have presented your compa...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Selling With Leverage Questions
Turn Up The Heat
If he had a long enough lever and a place to put the fulcrum, the Greek mathematician Archimedes said, he could move the world. "Leverage questions" offer that kind of power to salespeople. These are open-ended questions designed...
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rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Selling With A Better Strategy
Prospecting Woes? Get A Better Strategy
In prospecting, your objective most often is to persuade a new customer to agree to meet with you face-to-face. To gain that commitment, you must convince the prospect that you are someone worth meeting. Ev...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Sell Yourself Before You Sell Your Company
Research has proven that customers make five major buying decisions in the course of any major purchase. These decisions are always made in the same order. The first is whether to “buy” the salesperson—you. The second is whether to “buy” your co...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Sell With TFBRs
You have asked great questions, you’ve uncovered at least three important customer needs that your offerings can address, and you’re ready to begin your product presentation. Know what you’re going to do now? If you’re like most salespeople, you’...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Listen to the Customer
Shut Up And Listen!
Blessed with the "gift of gab" are you? That's nice. But true sales professionals know that before they start gabbing to customers about their product features or anything else, they need to listen to what the customer has to ...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Know What You’re Selling
No, You Don't Know What You Are Selling - Yet!
You know your product, its features and its benefits. You have a well-rounded presentation that explains all of this, complete with visual aids. So why waste a prospect's time with chitchat? Shouldn...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Keep Selling Your Company
“I didn’t know that!”
If you hear those words from an existing customer who likes and trusts you but who just bought something from one of your competitors, you have no one but yourself to blame. It was you who blew the opportunity and left the doo...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Keep Replaying The Sales Call
To Keep Growing, Replay The Call – Every Time
Most salespeople continue to make the same mistakes over and over, never recognizing their errors. Therefore, beyond a certain point, they never really get much better at what they do. How can you avo...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: How To Sell Solutions
Salespeople are commonly told to sell “solutions” and “value” rather than just product features. But when the time comes to present their products, they fall back on generic scripts with no direct connection to any specific needs the customer has ...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: How To Develop A Strong Sales Culture
In every other business function (accounting, engineering, operations) there are documented processes, common cultures, and established vocabularies with terms that are clearly understood—everywhere except in sales.
It is a rare company that has a ...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Five Buying Decisions
Have you ever had a customer that seemed to reject nearly everything that you were presenting? We all have. Research on the customer's buying decisions has revealed that a customer's resistance may not be caused by what you present. It could be ...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Document Your Best Sales Practices
What Works Best For Your Company?
Experience is a wonderful teacher, but only if you pay attention and draw the right lessons from your experience. It pays to document certain portions of your company’s sales process—and the most successful practi...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Dealing With Sales Objections and Stalls
Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about i...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Buying The Salesperson
In any major sale, a prospect makes a predictable series of buying decisions that lead up to the final purchasing decision. The first and most important of these is: "Do I 'buy' the salesperson?" This decision is always made before the prospect w...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Ask For A Commitment Every Time
Salespeople are called upon to perform many duties, from customer training to market analysis. But we must never forget the primary value we bring to our organizations, the real reason we remain on the payroll: We are excellent at gaining commitme...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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The Sales Training Series: Sell By Agreeing On At Least 3 Needs
Salespeople know that they’re supposed to sell to the customer’s needs. Here is the classic—and tragically wrong—way they usually learn to do it: Uncover the first need. Begin a product presentation, covering features and benefits, and then attemp...
0 reviews,
rating : 0.00, 0 votes. Author : Duane Sparks
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How to Unlock Sales Person Competency
To begin understanding sales competency, you have to begin with the ultimate assumptions about professional selling. Can we all agree that professional selling is ultimately:
1 - Grounded to a buyer(s) behavior and decision process?
2 - Focused on ...
0 reviews,
rating : 0.00, 0 votes. Author : Brian Lambert
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Sales Philosophy: What You Believe Determines How Well You Sell
I have a simple sales philosophy: provide value first and make a friend at all costs.
Now, what’s YOURS? Do you believe every word of it? You should, if you want to be a great salesperson.
EVERY salesperson should have a sales philosophy that the...
0 reviews,
rating : 0.00, 0 votes. Author : Tom Richard
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