Last Build Date: Tue, 27 Sep 2016 20:45:32 -0400
Tue, 26 Jul 2016 00:00:00 -0400Last week, in Top Characteristic Number Two, I introduced the concept of scripting out the very best responses to the selling situations and objections you get into 80 to 90% of the time. I urged you to practice, drill and rehearse these responses until they become automatic. As soon as you can, find a way to record and download your recordings for playback and critique. The sooner you do, the sooner you'll leapfrog over your competition!
Tue, 12 Jul 2016 00:00:00 -0400Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that graduate degree and avoided sales altogether. Try using the techniques and scripts above during your upcoming week of pitching your product or sale. You'll be amazed by how much easier your sale becomes - and how many more deals you'll get.
Sat, 02 Jul 2016 00:00:00 -0400Last week, I wrote an article on the first characteristic of making a commitment to do whatever it takes to be a top sales producer. For those of you who are committed, you'll find your sales and confidence will instantly go up when you practice the next characteristic...
Sat, 02 Jul 2016 00:00:00 -0400If you're reading this article right now, then chances are you want to perform better in your sales career. It shows that you're willing to take the time to search out tips and techniques that will give you an edge over your competition. That's a good thing. If you will commit this one characteristic, then you will be able to live, have, enjoy and do the things that most sales people will never be able to have, enjoy and do.
Fri, 01 Jul 2016 00:00:00 -0400If youave been in the field of sales or marketing for any amount of time, youave likely heard the phrase aSell the sizzle, not the steak.a But what does it really mean? It means sell according to the thoughts & requirements of the client by assuming that this is what motivates him to purchase & benefits his business.
Mon, 20 Jun 2016 00:00:00 -0400Last week I gave you the first Three Proven Techniques to help you increase your chances of getting your calls returned. Now let's look at the final two: Proven Technique Number Four: Combine your voice mails with an email campaign for maximum effectiveness. The number one law in all marketing is repetition. That's why Coke-a-Cola still buys millions of dollars of ads every year.
Thu, 16 Jun 2016 00:00:00 -0400The point of all these tips is that you have to connect with your "C" level exec and meet them on their level. You can't just go into your pitch at your own speed and expect them to politely listen. They won't. But if you follow these techniques, you'll have the best chance of actually connecting with them and having a chance to get your value statement across.
Tue, 24 May 2016 00:00:00 -0400Everyone loves to be heard; loves to be listened to. Most sales people are distrusted and disliked because they are pushy and make it seem as if it's all about them. You can immediately reverse this by becoming a great listener. That's right, remaining silent after asking a qualifying question or using a tie down or a trial close, or - and this is especially difficult for most sales reps - when the prospect gives an objection (because a prospect will often explain his or her reasoning), and so remaining silent at these moments actually is your most powerful tool.
Sat, 14 May 2016 00:00:00 -0400Many inside sales reps (outside reps, too!) struggle when trying to describe their company, products and services, in a succinct and compelling way that engages a prospect and makes them want to hear more. An "elevator pitch" is designed to inform and grab interest in a prospect during the time you're in an elevator together. Read this article and try working with the examples suggested.
Tue, 03 May 2016 00:00:00 -0400If you're truly committed to becoming one of the best producers in your company or industry, then commit to using the secrets listed. I guarantee that if you do, your career and your life will change in exciting and fulfilling ways. I coach a lot of sales professionals, one on one, in individual sessions every week. Sales managers, business owners and also individual sales reps who are committed to moving into the top 20% or op 5% of their profession.
Sat, 09 Apr 2016 00:00:00 -0400Someone sent in a request asking me how to deal with the, "We are used to the status quo and don't want to make waves" objection. The point of these rebuttals is to bypass this resistance so you can get in front of a qualified lead and pitch your product or service. Obviously, once they agree to do a demo with you, you'll want to ask other qualifying questions.
Sat, 09 Apr 2016 00:00:00 -0400The key to any sale is getting your prospect to tell you how to sell them. If you can do that, you'll make your job much, much easier.
Mon, 04 Apr 2016 00:00:00 -0400Many sales reps get thrown off their pitch when a prospect objects to something early on during the close. The point here is not to get thrown off early in your pitch just because a prospect objects to the price. Instead, you want to maintain control, build value and get buy in during the close. And you can do this by using one of the rebuttals in this article to soften the objection.
Thu, 22 Sep 2011 00:00:00 -0400A lot of companies struggle with having a structured way of selling products to their customers. This is usually because there is a lack of understanding on what is needed and how a normal sales process works. It becomes even more evident when implementing a Sales Software of some kind in the organisation. How should you and your co-workers make use of the new system the best possible way? This article brings up, in a simple way, how the sales process works and what to think about on the way.
Wed, 07 Sep 2011 00:00:00 -0400Every business needs consistent attention if it's going to grow. In this article we are concentrating on how make our sale management consistent. Do you want to learn how to bring an old client back into the fold, or breathe new life into an existing business relationship? The solution to re-establishing those valuable connections is a lot simpler than most people realize. Here we are mainly emphasized on customer relationship.
Wed, 07 Sep 2011 00:00:00 -0400Music teaches us valuable lessons we can apply to a sales organization. An accomplished musician will tell you that one of the most important skills they need to have in their profession is the ability to listen to the music. Similarly in sales, professionals need to be able to think beyond the accounts they are responsible for, and to be objective about every aspect of what comprises their pipeline. That's why we as a sales organization, held a review start of every month so that we can easily managed sales organization in efficient way.
Sun, 28 Aug 2011 00:00:00 -0400So many people found a previous article written on this topic helpful that here is another with even more tips on being more persuasive! If you happen to be a regular reader of our site, then you might remember a previous article we wrote on this very same subject: How to Be More Persuasive in Sales. These tips come from Robert Cialdini's book, 50 Scientifically Proven Ways to Be More Persuasive, which you should definitely check out if you're still hungry for more tips after reading this article.
Sun, 28 Aug 2011 00:00:00 -0400If you work in the medical device marketing field or in distribution or sales of medical devices, then you already know how important it is to be persuasive and, in short, to be charming and charismatic in order to catch the eye of the person you are trying to sell to and to get your product purchased. However, there is always room for improvement, and presented below are a few great tips on being more persuasive at work. These foolproof tips come from best-selling author Robert Cialdini's wonderful book 50 Scientifically Proven Ways to Be Persuasive.
Sun, 28 Aug 2011 00:00:00 -0400Mary Pat Whaley is one of the smartest and most knowledgeable people in the medical device industry. She knows lots of tips and tricks for successfully selling devices into primary care and shares some of her vast knowledge regularly with readers of her blog, Manage My Practice. The blog, which can be read at managemypractice, focuses on up to the minute news and other important information for medical practice managers. It also provides a variety of helpful resources for these professionals, including a library, a dictionary, an online store, various helpful tools, and more.
Thu, 25 Aug 2011 00:00:00 -0400Sales is a mindset. Equipment leasing brokers face far greater challenges than ever before. They are used to the sting of disappointment when a transaction is declined, but that familiar sting has turned into laceration infected with negativity. The changes in the marketplace are like a puncture wound to the collective psyche of salespeople and many are reacting like victims. When someone plays the role of victim, they often tell their troubles to anyone who will listen; if no one will listen, or if they decide to stay silent and not complain aloud, they tell their sad story to themselves in their head over and over. They see themselves as someone who's been treated unfairly.
Thu, 25 Aug 2011 00:00:00 -0400Have you ever looked at a list of your approved deals and hoped that at least one of them would fund in the next couple weeks? It seems like some lessees play a game called "String Out The Leasing Company". They avoid calls from both you and the vendor and use every stall tactic imaginable. As a leasing sales rep, your job is to close deals. Most sales people are lousy at this. They fail to ask for a commitment. The vendor is afraid to ask the tough questions and is thrilled when a prospect fills out a credit application.
Wed, 24 Aug 2011 00:00:00 -0400A successful business rests on plenty of factors including manufacturing Targeted Sales Leads. Some of it is dependent on the actual sort of business you are setting up as well as the time you are introducing it. Another significant component involves the way you market it and how focused your campaign actually is. Going for a far-ranging approach may drastically increase your traffic to your website, but may not guarantee a rise in your sales. Your sales do not rest on your internet site traffic alone though it may help in other considerations.
Mon, 18 Jul 2011 00:00:00 -0400The problem is that these days, there is a lot of talk about needing to get video on your website. As a result, those who don't have video testimonials often feel that there is no point in using the text testimonials that they do have. And this is a critical mistake. Why? There is no argument that video testimonials are effective but compared to not using any social proof, using text testimonials is infinitely better.
Mon, 18 Jul 2011 00:00:00 -0400When it comes to collecting testimonials, the same principles apply. Just placing a form on your web site and waiting for clients to arrive will not deliver the results you want. Instead, developing a process for regularly collecting feedback provides a systematic way to gather testimonials. Such a process would include
Fri, 24 Jun 2011 00:00:00 -0400An electrical point of sale system is more than just a store of figures and statistics. It is also a tool with which sound business decisions can be made. Whether it is to identify possible promotions or likely future trends. This article reveals three less obvious ways in which a retail epos system can help to improve business.