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Sales Articles and Ezines

Sales

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

152. 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

153. 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

154. 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

155. 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

156. 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

157. 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

158. 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

159. 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

160. 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

161. 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

162. 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

163. 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

164. 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

165. 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

166. 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

167. IF YOU RELY ON WORD OF MOUTH ALONE YOU WON'T ACHIEVE MUCH
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

168. 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

169. 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

170. 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

171. OVERCOMING THE FEAR OF REJECTION
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

172. 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

173. 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

174. 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

175. 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



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