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Sales Articles and Ezines

Sales

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Showing 126 to 150 of 500 Articles in Sales.
Pages: << Prev | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | Next >>

126. When Seeking Advice Talk to Someone Who Already has the Runs on the Board
December 08, 2015


No matter what field of selling you may find yourself in, there will always be an assortment of undeniable factors that will set you above the others and allow you stand out from the crowd. Understanding the following three points will go a long way to achieving just that end. Fact No.1 - Average salespeople tend to seek out other average salespeople and seek their opinion on a given subject. Above average salespeople tend to seek out professionals and experts and ask for facts. Fact No.2 - Average salespeople feel uncomfortable asking for an opinion from an expert, because experts... (read more)

Author: Peter Collins

127. You are Measured by Transactions Not Income
December 08, 2015


I was once told, that unless you're a celebrity or rock star, you won't get rich by being paid an income. A little while ago I read the same thing, which prompted me to think it through more carefully. In reality, most people only get rich or increase their wealth through an equity portfolio. I recently analysed the 2013 BRW (Business Review Weekly) Australia's Rich 200 list and found of the 93 who had amassed fortunes exceeding $100 Million, 52 seem to have made their money solely from property development. It would be fair to say that all 93 have substantial property holdings and ... (read more)

Author: Peter Collins

128. Your Self Image May Need Tweaking
December 08, 2015


When you have a good self image about yourself - it should be worthwhile noting that others can see it as well as you can. One of the points psychologists are still studying in depth is why when one makes those mental affirmations about themselves, their behaviour actually changes to suit those mental affirmations. In fact, all of us act and look in ways which are consistent with the positive image we have about ourselves. Everything we do. How we look, how we dress, how we behave and how we respond to others comes out in the way we feel about ourselves. But most importantly,... (read more)

Author: Peter Collins

129. Use Easily Answered Questions
December 08, 2015


Over the years I have met so many people in sales who worry that they get their prospects to, what they refer to as, “The Formal Close,” and then get worried that their prospects won’t buy, or stall things, or want to think about it, or even tell them that they will call them back. Whatever the reason, so many rookie or timid sellers fear this point. Now remember when you fear something, your prospects will also generally feel that there is something wrong and this may be the reason that they bring up those feared ‘stall tactics.’ For this reason I have added this example. The next tim... (read more)

Author: Peter Collins

130. Yes Set Close and Yes Set Selling
December 08, 2015


Whenever the salesperson asks the prospect a series of carefully crafted questions where the answer is simply a 'yes', we have the start of the Yes Set Close. To continue on the salesperson should then tag on the question again towards the very end to which the answer really needs to be a 'yes'. The minimum set is usually three questions that end up with a yes, but statistically the salesperson should work at phrasing more questions that will bring about a ‘yes’ answer seven to nine times. Research suggests at eight yeses are needed to ensure a smooth final close. However, the salespe... (read more)

Author: Peter Collins

131. Work Security
December 08, 2015


I first started out in Management over 40 years ago, and from many people the cry then (as it is now) is "What security can you offer me if I work for you." And in all of that time my stock standard answer has been - "do you want security or opportunity?" In today’s environment (at least in my opinion) we tend to hear too much about job security. I don't believe there is such a thing. You are only as secure as your work output and ability to do the job profitably. Otherwise why would the employer want to hold onto that person, if that person is not performing to a pre-arranged standa... (read more)

Author: Peter Collins

132. Traditional Selling verses Modern Selling Styles
December 08, 2015


Many of the readers would be aware that I’ve personally been in sales for over 50 years, and have friends who also confess to being in sales for 30 and 40 years. To say that we have experienced change would have to be an understatement. We’ve not only been a part of the change, but in many way’s we have helped pioneer much of the change over the decades. It is for this reason, those like myself are somewhat passionate about this issue, and that passion I am sure will be reflected in this writing. The role of the modern salesperson is very different, really different from what we common... (read more)

Author: Peter Collins

133. The Question/Question Close
December 08, 2015


The Question/Question Close is a unique closing style that allows you to ask questions, but when the prospect asks a question of the salesperson, the prospect is asked a further question as a substitute for the answer asked for. In other words, whenever your prospect asks you a question, don't answer the question with an answer, but answer the question with a question instead. If asked, "Do you package?" Answer with, "How would you like it packaged?" If the prospect answers with specifics on how it should be packaged, follow through - then complete the details and Close t... (read more)

Author: Peter Collins

134. What do you Expect when Asking Questions?
December 08, 2015


As salespeople the challenge we face when dealing with our prospects and existing clients alike, is that we are always looking out for better ways to better engage them and then to get them to openly think about what their real wants and needs are. In fact the more we can get them to open up, the more likely they are to share vital information with us. I’ve been selling for more than 50 years now and over the past 20 years or more, our prospects are becoming more savvy about the selling process and in many cases are on guard unless they feel that they can get some free advice from us th... (read more)

Author: Peter Collins

135. OUR NEGATIVE IMAGINATION IS HOLDING US BACK
December 08, 2015


Our subconscious mind is so powerful that, any world we construct in our imagination, creates a world that’s so real it becomes one that we are forced to live in. Those who dwell on the negative do just that, their subconscious mind is so powerful that the negative world they construct in their imagination creates a world that’s so real it becomes one that they are forced to live in. LET’S CONSIDER JOHNS WORK ISSUES AND THE TERRITORY HE HAS BEEN ALLOCATED John is a salesperson that has been selling for over 10 years, yet he will be the first to admit he should have done far better l... (read more)

Author: Peter Collins

136. TWO PHRASES THAT CLOSE MORE SALES
December 08, 2015


TWO PHRASES THAT CLOSE MORE SALES The first has only SIX WORDS What if you were able to use a phrase that could increase sales by 10-20-50 or even 100%? And what If that phrase could be used by anyone in sales with great results – anyone from a stark rookie to a top flight professional superseller. What if you could say something that could cause your prospect to voluntarily surrender his or her dominant buying motive the majority of times this one phrase is used. And what if (in the process) you could find a phrase that would automatically allow you to develop excellent rappo... (read more)

Author: Peter Collins

137. Temperature Testing using Closed Questions
December 08, 2015


Once the salesperson has resolved it’s a practical time to close the sale, and has determined to apply a Closed Question, it will serve one of two purposes – to either Close the Sale or to Temperature Test the position of the prospect. Whichever of these the salesperson chooses, it should work as a Win/Win scenario where neither the seller nor the prospect end up worse off. Here is all you need to do: • “If I can arrange for delivery by Wednesday, can we finalise the paperwork today?” • “If I can arrange for the same model in black, can we arrange for the deposit to be paid tod... (read more)

Author: Peter Collins

138. Two Ears and One Mouth Selling
December 08, 2015


Selling as an interesting occupation and seems to attract many people from all walks of life from their late twenties to their fifties that a looking for something out of life that have not been able to achieve previously. And far too many are encouraged to take up selling because they are good talkers, have a loud voice or an out-going character. Yet this should not be the reason to take up selling – at any stage in one’s life or career focus. Once they get into sales, usually after many tries in different fields because someone was kind enough to “give them a chance” in the sales fiel... (read more)

Author: Peter Collins

139. The Awesome Power of Focus
December 08, 2015


The Awesome Power of Focus More than one hundred years ago, the famous American inventor, Thomas Alva Edison often said in his public speeches that the first prerequisite of success was the ability to concentrate on a single problem. And that’s exactly what he did. In fact everything he worked on he took notes, and it was in those notes and his attention to detail his ability to focus came through. As an example, when he began working on developing the electric light-bulb, his notes showed that he attempted to get the invention going at least 10,000 times before he achieved success... (read more)

Author: Peter Collins

140. The Two Factors that Cannot be Separated
December 08, 2015


No matter what business you're in, there are two factors that can never be used individually, nor can they be separated. They are “accountability” and “responsibility,” neither can be separated, because you can't have responsibility without accountability, nor can you have accountability without responsibility. The minute you separate the two, you make both ineffective. Understanding this one point will go a long way towards the establishment of integrity within (and/or throughout) your organisation. Another reason to understand this point is, those that take responsibility invariable... (read more)

Author: Peter Collins

141. Professionals Put Themselves in their Prospects Shoes
December 08, 2015


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 groundwork because they know it will give them an edge, and more importantly, they also understand that generally key people aren't going to talk to them simply because they dialled the phone. Professional salespeople go out of their way to put themselves in their prospect’s position (shoes), on the understanding that bus... (read more)

Author: Peter Collins

142. The Things you NEED TO DO when Creating Sales Proposals
December 08, 2015


I have been in Sales, Sales Management, Sales Training Seminars, Mentoring, Business Consulting and Key-Note Speaking in one form or another, for more than 50 years now. During that time I have either learned, analysed, dissected or written many hundreds of sales proposals, perhaps maybe in the thousands – some were exceptional, many were extraordinary, others I would rate as good and many others were (to put things simply and in context) really ordinary. – in fact, so ordinary, they mostly complied with or just fitted a simple framework and little else. The reason I have written abo... (read more)

Author: Peter Collins

143. Telling is Not Selling
December 08, 2015


What’s that old saying that we’ve grown up on as salespeople and heard so often it’s next to nauseating? Yes that’s the one, “Telling is not selling,” and it’s not only true, it is engrained into the mind of every professional salesperson I know. And the supersellers I am in contact with almost wear it as a symbol of professional pride. Professional salespeople, in the main, are aware that they only really selling when they are asking questions and giving the prospect the opportunity to tell the seller what they’re looking for, what they want, sometimes they know what they need, and w... (read more)

Author: Peter Collins

144. The Desire to Win
December 08, 2015


One of the most admirable traits in a human is the desire to win. However, this should never become such an issue that it overrides everything else to the point, where the individual becomes so fanatical about winning that all else gets shut out. We see this trait in one off combat situations such as one on one boxing, wrestling and a host of other sports where the superiority of one person needs to show through over another. Remember, the issue here is selling. A situation where everyone should win. The prospect, the salesperson, the team and the company. One needs to appreciate t... (read more)

Author: Peter Collins

145. Selling is an Awesome Responsibility
December 08, 2015


To the man who has carved out a career in one of the professions be it in Law or Accounting, or in Medicine or Dental Surgery, or the Arts or Sciences, selling appears to be a contradiction assuming enormous proportions. A contradiction based on experi¬ence. Each sales professional needs to learn the "Art of Salesmanship" in order to be able to survive and grow in their vocation. Yet what these professionals read about generally contradicts what they see and experience salespeople doing in their day to day lives. What makes it even more bewildering', is that their professions require b... (read more)

Author: Peter Collins

146. Test Closing or Trial Closing
December 08, 2015


Test Closing or Trial Closing does not ask for a decision, but simply asks for an opinion. It’s the knowing how to use a Trial Close or Test Close and how to differentiate the difference between the two that’s important here. Why, because it’s the knowing how and when to use the Trial Close or Test Close that tends to either direct the prospect towards a close without being openly aware of why this may be happening. When used properly, even a well seasoned prospect will tend to go along with proceedings because he or she feels comfortable doing so. However there is an important factor... (read more)

Author: Peter Collins

147. REFERRALS - A Better than a 50/50 Chance to Appoint Them
December 07, 2015


When it comes to referrals, unlike other areas of sales marketing where prospects can be encouraged, persuaded and enticed to contact prospects, your referrals aren’t likely to be seeking you out daily to give you their names and phone numbers as qualified prospects. So how do you get those referral? By simply asking others to give them to you; by earning the right (as I’ve exampled at the end of this article); or to exchange leads with another salesperson, then once you contact their leads and suggest you will be contacting them, they become a referral as well. ARE YOU HAPPY WITH... (read more)

Author: Peter Collins

148. REFERRALS - Your Clients can Make the Appointment for you
December 07, 2015


One of the most overlooked areas by the average seller, but a favourite of the sales professional is the referral. Referrals are one of the most powerful selling tools around today, they have been one of the best forms of on-going sales in the past and will definitely be of immense value to the professional that understand how to use them effectively for decades to come in the future. Professionals even welcome referrals from those that didn’t buy from them. I personally remember at one time, when I was selling against other members of my sales-force while I was employed as a Nation... (read more)

Author: Peter Collins

149. Professionals do their Homework before the Call
December 07, 2015


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. Here are a few areas they’ll probably work on: 1. Their company database. This can be full of interesting and vital information and is usually a good first stop. 2. They will use the web. As simple as it may sound, it works and usually provides more information than can be used on 1, 2 or 3 calls. What you sell determines where you should navigate. The priority being the “About Us” page and the “Mission Statem... (read more)

Author: Peter Collins

150. Right Mental Attitude - R.M.A.
December 07, 2015


Right Mental Attitude – R.M.A. Most of us are aware of the power of knowing about and applying a POSITIVE MENTAL ATTITUDE. And its perhaps one of the most vital tools any individual can possess ..... In other words, if the attitude is right, the results are always good - or at least should be. On the other hand, we are all aware of the traps created by a NEGATIVE MENTAL ATTITUDE. And if your thoughts are geared wrongly, you'll pay the price sooner, rather than later. But there are extremes in both. Say if you cut a finger and its bleeding profusely you don't say to yourself, "Oh it... (read more)

Author: Peter Collins



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