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Sales Articles and Ezines


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Showing 151 to 175 of 500 Articles in Sales.
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151. 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

152. 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

153. 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

154. 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

December 07, 2015

IF YOU RELY ON WORD OF MOUTH ALONE YOU WON’T ACHIEVE MUCH . . . NO MATTER WHAT OTHERS TELL YOU Professional salespeople know that if one relies on the spread of word of mouth promotion in either the business or domestic worlds - very little business will be written. And if business does come in from recommendation, this in general can amount to less than one tenth of the real business that should or could be written if the appropriate rules of marketing are followed. This may surprise some people who claim that their business grew entirely by word of mouth. They forget however that t... (read more)

Author: Peter Collins

156. Powerhouse Close
December 07, 2015

The Powerhouse Close is a really effective closing style, when used in the right environment, the Powerhouse Close will encourage the prospect into an prompt decision. But this should only be done when the salesperson is really feeling upbeat, and believes he or she is able to execute the close seamlessly. The Powerhouse Close is best used when the Salesperson needs a solid clamp to close a procrastinating buyer, or the sale could be dying a natural death and control may need to be re-established, or re-build impact during the presentation. At other times this close works when the sa... (read more)

Author: Peter Collins

157. PR Calls Nearly Sold
December 07, 2015

Everyone of us has heard this type of near miss at least 100 times, and probably used it themselves 100 times or more. "You know, I came so close to getting that sale, in fact I almost had them on the dotted line at least 2 or 3 times. You've got no idea how close I came, but I didn't sell. But a lot of good came out of the call, and I'm sure it created a lot of good PR for the company. Besides, I enjoyed the opportunity of getting to meet up with them." What a lot of unnecessary self justification and excuses because professionalism was probably lacking. What commission did... (read more)

Author: Peter Collins

158. Retaining and Upgrading Existing Customers
December 07, 2015

If you have ever wondered how to get customers to buy again and again? Or if you're not getting repeat business, because the same customers never buy from you time and time again, chances are you're working way too hard. As any smart salesperson knows, the real profits come when past customers return to make additional purchases. I have been fortunate enough to work with an organization that believed in upgrading their existing customers as an integral part of their business. Here are some of the things I learned to make sure my customers were on-going return customers, hungry for mor... (read more)

Author: Peter Collins

December 07, 2015

This FEAR (the FEAR OF REJECTION) is perhaps the HARDEST to detect in a salesperson - but by far, the EASIEST to correct. Yet far too many salespeople tend to take rejection personally. This type of (so called) rejection stems from prospect's and can include as diverse a range of easily solved problems as: • "I can't afford it" • "Your price is too high" • "Your product is overpriced" • "Your competitor has a better product" • "I don't think the colour will match" • "I'll pay too much interest" . . . and so on. To any other salesperson, these are normal objections, and are ea... (read more)

Author: Peter Collins

160. Closing at the Levels You Feel Comfortable
December 06, 2015

Let’s get serious about what works when it comes to Closing the Sale, is that the art of closing should never be considered as a separate factor in the selling process. In fact, in my opinion, the professional salesperson begins preparing the prospect for a formal close the minute they walk through the door – and that’s at the first contact with the prospect. That’s right, that’s where the closing starts – right at the beginning of the call. To add more weight to this argument, all of the top professional supersellers I know, will be quick to tell anyone that the salesperson is compell... (read more)

Author: Peter Collins

161. Its Always Time to Upgrade Your Selling
December 06, 2015

In selling it's always time to change or upgrade what you are doing. The old adage of “if it ain’t broke, don’t fix it,” generally doesn’t apply after a year or so, if a new product is released by a competitor or if the market changes and the buyers requirements change. Sales is an evolutionary process. Just like any other professional, a good salesperson is continually learning and updating his or her skills. In order to do the best job for your prospect you'll need to ask the right questions. Some should be routine, and others more personal. Respect the fact that they may decline to... (read more)

Author: Peter Collins

162. Include an Element of Amazement
December 06, 2015

In every area of sales there are things that would amaze the general public - if they only knew. Or more to the point - if someone would only go to the trouble of letting them know about it. Most elements of amazement are 'as plain as the nose on your face, but are usually so close to those most central to the business, most don't readily recognise them. Those close to the people concerned can brush it off as being part of the character; something expected of that person; or because that's the way they are. Others simply take these things for granted. So let me give you some i... (read more)

Author: Peter Collins

163. 6 Sales Tips to Help Sell More
December 06, 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

164. Improve Your Selling - Starting Today
December 06, 2015

As professional salespeople we can live through far too many highs and lows for our own liking. Mostly when that happens we are told to go back to basics, and that is a good idea, but far too often going back to basics alone can become another point of frustration especially if the seller does not get the results they want within a short space of time. So rather than just stating the obvious, I have prepared a series of ideas and suggestions that should get you thinking a little deeper about getting back on track and producing the results that may have been your challenge for a little l... (read more)

Author: Peter Collins

165. Make your Closing Look Smooth and Easy
December 06, 2015

One of the things on the salespersons wish-list is a simple template type of process they can follow with ease no matter what they are selling around 90% of the time. This may be the one to do it. Design a State of Agreement As the seller initially explains the variety of distinctive benefits of the product or service, feedback questions should be asked that encourage the prospects to say yes, (or something similar to yes) each step of the way. Positive responses and agreements are an important selling tool throughout the presentation, as this will add to the atmosphere of the... (read more)

Author: Peter Collins

166. Its Now Time for a Wake up Call
December 06, 2015

I’ve been in sales for over 50 years and many of my friends will confess to being in sales for more than 30 and 40 years, one is in his 80’s and feels he is no longer up to direct selling any longer, but happily mans a booth or desk at a shopping centre five days a week. Why I have brought that up is that the art of selling is not only changing constantly, but over the last 20 years that change has accelerated to the point where many of those that didn’t adapt to change found that the financial rewards kept reducing year after year. Some were slow to wake up, but did wake up and began to lea... (read more)

Author: Peter Collins

167. Here are Some Presentation Hints
December 06, 2015

All salespeople believe a good sales presentation is pivotal to getting the prospect on side and to making a sale based on the presentation is perceived and received by the prospect. A well structured sales presentation is pivotal whenever the salesperson undertakes to meet with the prospect, or prospects, at a prearranged time and day. Here are the five things the salesperson should consider before embarking on any sales presentation, whether it’s a the domestic, commercial, or relational field. 1. Don’t Get Side-Tracked One of the easiest things I find common amongst average ... (read more)

Author: Peter Collins

168. Is Praise from a Prospect Important to you?
December 06, 2015

There are phrases that have been around for so long, that even people outside of sales, are using them in their every-day speech. "You could sell ice to an Eskimo" is one of them. On the other hand, prospects will tell the seller "I really appreciate the time you've spent with me, you're one of the best salesmen I've ever met", or, "Hey, you're first class, you really know how to sell." A few minutes later, the seller leaves the premises, ponders the prospects praise and begins to dwell on the fact that he has just been recognised by the prospect as a top performer - even though he or ... (read more)

Author: Peter Collins

December 06, 2015

It goes without saying that prospects are not all that a seller would like them to be. In fact, most prospects are less than ideal. Much of the time they can be difficult, unreasonable, cantankerous, complex, irrational, unfair, illogical, puzzling, intricate, unjust and perplexing - and I know many a salesperson would agree with every part of that description. But why shouldn't they be? Until they get to know you and trust you, of course they'll put up a barrier of one kind or another. So until you learn how to revive a dying presentation and breathe life back into a dying sale, all... (read more)

Author: Peter Collins

170. It's Time for Some Really Good News
December 06, 2015

Here is the good news. Everybody you meet, and anybody you are likely to meet in the future has bought and will buy again. They will buy a variety of new products and services from someone, and they will buy them at some time not so far from now. The bad news with this is that if they didn't buy those goods or services from you, they will buy them from someone else. Therefore, you must find the way to be around for those buyers when they are ready to part with the cash. At that time, the seller must also be ready to overcome any of the natural, or physical or psychological obstacles... (read more)

Author: Peter Collins

171. Never Underestimate the Power of Focused Preparation
December 06, 2015

Every minute of every day, someone does something that either costs them an order or may even undermine what may have taken months or even years to establish. It could be an order not delivered on time; promises made but not kept; an arrangement made verbally at first, then not confirmed in writing - resulting in anything from a misunderstanding to possible legal litigation. On the other hand, you travel a long distance to a meeting only to find someone has given you the wrong sample, or even put the wrong document in your bag. Perhaps you make a living from commercial sales and can't ... (read more)

Author: Peter Collins

172. If You Want to Increase Your Market Share - Here are a Few Idea's You Could Use
December 06, 2015

The more business owners, sales managers and sales people I either talk to or consult with, the more I hear how much they want to see more sales being made, at higher values with on-going repeat business. When asked what processes have been put in place, the usual response I hear is that there salespeople are not closing as often as they would like them to – in other words, in their mind it’s all about getting more out of their salespeople – and they might be right. But this being the case, how do you get more, and more, and even more from the same salespeople? To me, it might be possi... (read more)

Author: Peter Collins

173. Are you Aware that No-one Wants Your Product?
December 06, 2015

This is one of the most important factors to understand in any selling or marketing programme. The fact is, no-one will ever want to buy your product or service ... they will only buy what your product or service can do for them. People only ever buy the product of the product - but never the product. The sooner your marketing is based on this one concept, the sooner you will sell more of what you want to sell. Prospects only ever buy time savers, energy savers, problem solvers, comfort or luxury - but they never buy a product or a service. Remember, they're not interested in... (read more)

Author: Peter Collins

174. Knowledge is Power and Savvy Sellers USE IT WISELY
December 06, 2015

Just stop and think for a moment about those who live on the third world. Much of what we take for granted as a basic part of our everyday lives, to them is a luxury even beyond many of their dreams. For that one reason (and many others lust like it), that group of people need to be taught better and more cost effective ways of digging wells, building water storage and treatment facilities as well as constructing the network to provide the necessary water supplies to the villages. Those who have this "knowledge" - have "power". Likewise, in every part of our everyday lives those ... (read more)

Author: Peter Collins

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