Sales Articles and Ezines

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151. This is what a Professional Seller would do December 08, 2015 This is what a Professional Seller would do 1. Preparation Professionals prepare their presentations and submissions outside of working hours wherever possible. Evenings and weekends are a good time for this. 2. Never Say No If you take the problem away, analyse it and think it through, there may be another way you can sell your product or service rather than rejecting the prospects count often out right. 3. Meet Your Customer Requirements At times you may need to fight for the prospect, which could mean you may need to plough through some of your own companies bureaucrac... (read more) Author: Peter Collins

152. Top Salespeople are an Invaluable Asset December 08, 2015 Every salesperson controls their own income and security – whether they are on a salary, with or without commission, or on straight commission only. We should also be mindful of the fact that a good salesperson is always in demand and can create revenue streams fro what ever product or service they engage themselves in. On the other hand, a great salesperson is always in a position to choose where he/she decides to park themselves – in the same manner as a valued free agent in any kind of well paying professional sport, or any variety of respected professional service or industry... (read more) Author: Peter Collins

153. Successful Selling is a Great Skill to Learn December 08, 2015 Successful selling is a skill, and despite what you may have been told by other, or family, or friends, professional salespeople are made, not born – and perhaps always will be. Moreover, the majority of today’s largely successful salespeople were at one time considered by their peers to be shy, insecure, and clumsy when it comes to selling anything. But they became great salespeople through commitment, perseverance and by diligently learning and practicing the essential skills of selling – and that includes how to competently close sales. The best part is. Anyone who has the will can... (read more) Author: Peter Collins

154. Some Basics Every Salesperson should Always be Aware of December 08, 2015 Every one l know who work as professional salespeople find themselves under so much external pressure from time to time that it is so easy to overlook the ‘obvious’. In fact, those ‘obvious’ things may be staring us in the face, we tend to either miss them, overlook them or at times even dismiss them outright. Then over the passage of time, those seemingly ‘obvious’ things that are pushed aside by us can so easily become the ‘thorn in the side’ for even the best of the sellers around today. When that happens there is generally no seemingly easy way to turn things around, and get things ... (read more) Author: Peter Collins

155. See the Sale through the Prospects Eyes December 08, 2015 Remember this. Not one prospect cares about what you think; your opinions and any ideas you may have, or what you want. Their only interest (and rightfully so) is what you and your product can do for them. Phrases such as "I need 10 minutes of your time", "I'd like to explain to you" or "I have just the thing you need", are amongst some of the biggest turn-offs in selling. The salesperson has to learn to discontinue the word "I" from all of his or her vocabulary if they want to improve their chances of closing the sales. To do so will take time and practice, but in the process the sa... (read more) Author: Peter Collins

156. Sales Self Analysis December 08, 2015 key to their success, allowing them to develop and grow toward achieving the next stage of their goal. Every call needs to be analysed. In the majority of cases, so does every statement, prospect reaction and counter statement. This should be done whether the call is unsuccessful or successful. In fact, many true achievers would tell you they spend more time analysing successful calls - that way they capitalise on their strengths rather than their weaknesses. It has been said often that one should build from his or her successes and learn from failures. It follows, if you dispro... (read more) Author: Peter Collins

157. Seven Ways to Kill the Price Issue - Before the Prospect Kills the Sale December 08, 2015 I wish I had a dollar every time I heard someone tell me they didn't sell because, the prospect couldn't afford it, they needed to discuss the price with someone else first, or they'd buy it if only it wasn't so expensive, and so on. To a high income professional the solution is simple, they usually don't get these type of responses because their presentation has been written and delivered in a manner which eliminates this one problem. To them price is never an issue. And ever since I learned of this one point (and worked out how to apply it to my presentations0, I too was rarely bother... (read more) Author: Peter Collins

158. Why Selling on Price Isn't Really Selling at all December 08, 2015 In selling, you want to help your customer base their buying decision on value, (that’s what they perceive to be good value), and not on price. Does that mean it’s wrong to offer the lowest price occasionally? No. Not really. But it does mean that it will be much tougher to create any long-term customer loyalty when the purchase decision is based on the lowest price alone. And that (unfortunately) is what so many retailers today believe is the best way to handle price issues. It’s also true, that from a competitive standpoint, price can be the toughest position to defend. And tha... (read more) Author: Peter Collins

159. 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

160. 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

161. 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

162. 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

163. 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

164. 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

165. 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

166. 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

167. 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

168. 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

169. 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

170. 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

171. 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

172. 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

173. 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

174. 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

175. 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

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