Sales Articles and Ezines

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226. Closed Ended Questions December 04, 2015 A close-ended question is a question that obliges a prospect to take a position during the course of sale and allows the seller to get specific answers that help move a step closer toward closing the sale. Questions such as, ? "Do you like what I'm showing you?" ? "Does this make sense to you, so far?" ? "Is it something you’d like to get started on right away?" These are the type of questions you would use when you want to get clear answers and bring the sales process to a close. Start your close-ended questions with a Verb: Close-ended questions allow the salesp... (read more) Author: Peter Collins

227. Don't Just Fall in Love with your Idea - Follow it Through December 04, 2015 Don’t Just Fall in Love with your Idea – Follow it Through The trouble with so many people today, is that they catch onto an idea, any idea that seems good at the time, then run with it without proper consideration or planning. This relates to all people in every walk of life. It doesn't matter whether you're a salesperson with a new idea to build your existing territory; a successful executive planning for your retirement years; a home-maker with a new way of bringing up your children; a mechanic with a more streamlined concept for fuel-injection; a budding writer with the script... (read more) Author: Peter Collins

228. Everything You Do Should be Professional December 04, 2015 A professional is a total professional in everything they do. In fact, the way they walk, sit, talk, and act has an immediate impact on prospects and peers alike. However, what they do is simple. The majority of others know the rules but don't apply them. So here are some hints to follow: 1. The professional ensures that what he or she projects is total professionalism, to do this, he or she:- • Are relaxed • Act with total confidence • Talk as if they are successful. (even when they are having a bad day) and the talk is always about success. • Always sit up s... (read more) Author: Peter Collins

229. Do You Sell Without Written Goals or Lists? December 04, 2015 Have you ever watched a hen after its head had been cut off? If not it's a sight to behold. Even though its brain had been dismembered from the body, the nerve ends take over, and this hen will run aimlessly around the back yard for many minutes before it falls over lifeless. Sometime ago, when this thought returned to me, my initial thought was that it had been over 30 years since I last witnessed this event. But then, I realised it had only been a matter of days since I had the misfortune of seeing it again. This time, not with a hen, but with a live human being masquerading as someone ... (read more) Author: Peter Collins

230. Are You Really Making Money in Direct Sales? December 04, 2015 Estimates suggest that there would far more than two million people actively involved in sales, either directly or indirectly, in Australia – that is either directly or indirectly in a country 24 million people. Unfortunately, unless they are drawing a weekly wage, many of those who work on commission only survive by sheer persistence – and few of those consistently earn at the income levels promised during recruitment events. So what are they doing wrong that keeps them at that level? Too many rely on Personality. More often than not too many who take up sales are encouraged by well meani... (read more) Author: Peter Collins

231. Ensure You Always Listen - Especially if they Lower Their Voice December 04, 2015 I’ve yet to meet a salesperson that doesn’t want an easier way to sell. Most want to be in on sales “secrets” as well. In fact, most people I have ever trained in seminars hang out for these “secrets” and the reason I know that, is because these are the things they ask for the most. So when someone whispers some information in your ear? You pay close attention don’t you? The same applies when you are selling. You need to be particularly aware of what the prospect or customer say’s to you - especially when they lower their voice, or whisper so as to not be heard by others close by. ... (read more) Author: Peter Collins

232. Break Down Their Defence Barriers December 04, 2015 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. The only way to accomplish th... (read more) Author: Peter Collins

233. Grow, Change, Duplicate and Reinvent Yourself December 04, 2015 Isn't that what life's all about anyway? To grow, change, duplicate and re-invent, doesn't mean you should rethink your life and change a great idea. But it does mean you can improve it with the resources and technology around you, as well as the other resources available to you. To grow is to have a defined dream, a vision and a realistic goal. Until you grow, you won't change. And until you change you won't duplicate yourself. And then, until you duplicate yourself, you won't be able to re-invent yourself, because you won't have a template from which to work from. Here are... (read more) Author: Peter Collins

234. Do You Discount or do You Negotiate? December 04, 2015 The true art of Salesmanship is not to haggle on price, but to sell on quality. Another factor is discounts have no place in professional selling and never will have. 1. Professionals Give Top Service Would you trust a doctor who discounts to get your business be it for his/her services, or major or minor operations? Of course not, professionals charge competitive rates and don't give discounts. In place of a rock bottom price a professional gives what his prospect wants above all - top quality service. And you'll never buy top quality service at a cut price. 2. Professionals... (read more) Author: Peter Collins

235. Check-List Selling Really Works December 04, 2015 Too many salespeople regularly show up unprepared for sales calls to prospects and even existing customers. Some do it constantly and then wonder why their customers avoid them on return calls, while others drop off in their sales volume relative to their prior preparation – yet have no idea why their sales are suffering. them. Being un-prepared, or even under-prepared is an easy trap to fall into. There will always be too many distractions, and way too many interruptions that take them away from their real focus. It’s how the salesperson handles these time consuming issues that can ei... (read more) Author: Peter Collins

236. 30 Thing High Achieving Sales Professionals Usually Do December 04, 2015 30 Thing High Achieving Sales Professionals Usually Do Many salespeople go through their entire sales career without being exposed to what those at the top of the selling profession do that sets those high achievers so far apart in their income and the results they achieve that seem unfathomable to those who sell at average, or just above average income levels. Yet in most cases the difference between the two is generally minimal and that minimal level can be the difference in incomes of 2, 3, 5 or 10 times, or more, of what the average or the above average earn. To explore some of ... (read more) Author: Peter Collins

237. Do People Buy on Needs or Wants? December 04, 2015 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? The answer is simple. Most people only buy what they need when they have been specifically instructed to, or when their life depends on it. For example, a man with a bad back may b... (read more) Author: Peter Collins

238. Buying Signal Close December 04, 2015 The Buying Signal Close relies on the bringing together of two selling factors that expose where the prospect is at, namely the Trial Close or Test Close is used while the seller is aware of certain Buying Signals being made obvious. It’s the one closing style that should be used when the salesperson perceives, observes or hears, (while presenting), that prospect is appearing that he or she wants to buy and it is becoming obvious that the seller should now take advantage and Close. Whenever you use this Closing Style, if you ask a Trial Closing Question and the answer is YES, continue ... (read more) Author: Peter Collins

239. Here are Two Points for you to Ponder December 04, 2015 Here are Two Points for you to Ponder 1. Which is Better – Willpower or Imagination? The more I talk to people the more I hear that one of the most powerful of all the self-motivational tools is WILLPOWER. On the other hand, if your talk to a psychiatrist, you'll soon realise that IMAGINATION will always hit WILLPOWER for six. In other words, you want to canvass more in order to sell more, and earn more, and in the process use every bit of WILLPOWER you can muster, in order to develop the courage you need to get started on that one special project. After an hour or two y... (read more) Author: Peter Collins

240. Dealing With Refusal December 03, 2015 One of the hardest things for a salesperson to come to grips with is a downright flat refusal, which is perhaps one of the major reasons why cold calling is one of the most disliked sales activities. If, however, and on the other hand, if the salesperson can turn a refusal into an interesting and valuable experience, then the sellers job can become much more interesting! Don't take Rejection Personally: It's easy to take a rejection of a product or sales call as a rejection of you as a salesperson, however, personally, it seems as if the people you have presented to don't like you in so... (read more) Author: Peter Collins

241. Change Should Never be a Threat December 03, 2015 To many people, change is often seen as a threat - a threat that seems to “rattle” their self-imposed and personalised comfort zone. Why? Because many people regard change as anything but an opportunity, and not surprisingly, they dislike it, distrust it and will even seek to avoid it. What should become a concern is that these people would welcome the views of Ogden Nash, who once said, "Progress may have been all right once, but now, it's gone on far too long". In deference of change, even our logic tells us that “all change” is both normal and inevitable. Just im... (read more) Author: Peter Collins

242. Benefit Selling December 03, 2015 A mentor of mine once told me you either learn to sell solutions or you'll learn to sell problems. I heard it, but didn't fully understand until I learned the hard way. I might add that its the customer that buys solutions. And, if you try to sell on any other basis, you lose. That's the problem, a problem for the seller and a problem for the prospect. The prospect misses out on the benefits of the product, and the salesperson doesn't get paid. All because the seller didn't sell solutions. Say you're working for a department store and someone enquires about a bed. You go on a... (read more) Author: Peter Collins

243. Apply the 80/20 Rule to everything you do December 03, 2015 Rule, also known as the Pareto Principle. Pareto noticed that people in society seemed to divide naturally into what he called the "vital few," the top 20 percent in terms of money and influence, and the "trivial many," the bottom 80 percent. For example, this rule says that 20 percent of your activities will account for 80 percent of your results. Twenty percent of your customers will account for 80 percent of your sales. Twenty percent of your products or services will account for 80 percent of your profits. Twenty percent of your tasks will account for 80 percent of the value of wha... (read more) Author: Peter Collins

244. 5 SALES TIPS TO SELL MORE December 03, 2015 Over the years I have been asked countless questions, from what seems to be as many salespeople, some good, others who were thorough professionals, and still others that I felt somewhat inferior to be in their presence. Of all of the questions I have been asked to answer over that time is, “What can I do to ensure that every call I make becomes the one that didn't get away?” There are possibly countless ways this question can be answered, but I suppose I’ve now had decades to think this through I generally try and keep to a similar format every time I answer it – generally the ans... (read more) Author: Peter Collins

245. Attitude and Good Selling December 03, 2015 Good selling requires that you understand the product reasonably and work to appreciate the customer's requirements – some call this needs selling and others prefer to refer to it as wants selling – I prefer to believe that people only buy what they want and rarely buy what they need. But before we move on ahead and beyond all that, I personally believe that the secret of a good salesperson is about what goes on inside their head – being aware of the needs, converting these to wants and then building value in the wants until the order is converted to a product or service the prospect believe ... (read more) Author: Peter Collins

246. BETTER THAN AVERAGE SALES LEAD GENERATORS December 03, 2015 Over the years, I’ve worked with, met, shared techniques, studied with and attend seminars by some of the best salespeople in this country. The fields they worked in were as varied as the people, yet they had one thing in common, they all knew the value of lead generation (and in most cases) personally generated anywhere between 50% and 100% of the leads they worked. Their leads were made up of a combination of referral and self generated leads. Once I learned about the power of referral and self-generated leads, my closing rate improved leaps and bounds - as did the quality of the peo... (read more) Author: Peter Collins

247. WHY IS VALUE-BASED SELLING IMPORTANT? December 03, 2015 In today’s modern world of selling, the process of selling can be best described as gravitating towards definite forms of segmentation based on clearly defined levels of compartmentalisation. Never before has the salesperson been faced with choices as to whether they should sell in retail, which can be anything to a one person store to being part of a team of hundreds in a department store. There are also the specialised traders that deal in selling white goods and electrical appliances that also say they are selling retail. And the hundreds of other alternative stores that dabble anywhe... (read more) Author: Peter Collins

248. WHAT IS VALUE-ADDED SELLING? December 03, 2015 Almost every business claims to have better people, better service, and more technical expertise than all their competitors. The trouble is their competitors often say the same thing. And they all can’t be right. This factor then becomes even more muddied when you ask salespeople what they believe value-added to be. Some claim their customers require more frequent visits, whereas others believe this to be their expertise. However, the one thing that defines value in the customer’s eyes is overlooked my most of those in the selling field, and that is, buyer value can only define... (read more) Author: Peter Collins

249. Buying on Price Alone December 03, 2015 Any Price can be Too High As salespeople we are confronted by prospects, who more often than not, seem to be consumed with getting the best price. However, any price can be too high, and this can include the lowest possible price the majority of the time. Many times this price issue is disguised in a number of overused phrases common to both salespeople and prospective consumers alike. Any of the following statements fall into this category. Here are a just a few that salespeople tend to hear on a regular basis, but until you understand why the prospect relies on using them as of... (read more) Author: Peter Collins

250. Anything Less than 100% Focus is not on December 03, 2015 It has been said many times over the years, and still too many salespeople think that it is OK for them to ignore a prospect once the prospect brings something up that they consider to be a vital issue. In fact, with some of those that I’ve managed or trained over the past years, they openly share that they were taught that way to counter an issue whenever they got into a tight situation, but when they were probed about how often they sold in situations such as this the answer was generally an “I don’t know,” then when they were pressed further mostly they admitted they didn’t sell at all aft... (read more) Author: Peter Collins

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