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Sales Articles and Ezines


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Showing 176 to 200 of 500 Articles in Sales.
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176. 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

177. 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

178. 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

179. 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

180. 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

181. 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

183. 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

184. 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

185. 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

186. 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

187. 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

188. Helpful Hints on Preparing and Organizing Your Work
December 06, 2015

Unfortunately, when things go wrong, or during the times when things get really hectic, it is easy to lose a little of the original focus and overlook what makes a selling business succeed. One of the most important factors is closely related to TIME MANAGEMENT and deals with WORK PREPARATION AND ORGANISATION. Why it adjoins time management, is that an ill-prepared and disorganised call can take much longer than anticipated. That loss of time in turn has a multitude of side effects which include, Frustration, Anger, Accidents, Tiredness, Exhaustion and a Loss of Control to name a few.... (read more)

Author: Peter Collins

189. Lets Check Out Some REAL Selling Basics
December 06, 2015

It makes me really worry how differently the genuine sales professionals think and act in their selling approach, skills and principles when compared to the “run of the mill” or “basic” sellers. In all reality they are poles apart. If you disagree, then read through this paragraph, evaluate where you stand in the scheme of things, and make up your own mind. I bet the habits of the superseller professionals will win “hands down” each and every time. If we had a Sales Kit Inspection Right Now – Would you Come Close to Passing it? A sale is made up of literally hundreds of little thi... (read more)

Author: Peter Collins

190. Improving Your Selling Skillset
December 06, 2015

No matter where you are in sales, there are always things that can be incorporated into your daily, weekly, monthly, yearly and even your lifetime skillset for that matter. Without this foundational basic, selling can lose its lustre and become somewhat of a drudgery. On the other hand if applied daily with consistency, in most cases you will find your selling ability will keep growing with you no matter what you sell. Try and incorporate these three thinks into everything you do: Set goals for every area of your life and work on them every day. If you want to succeed in an... (read more)

Author: Peter Collins

December 06, 2015

Loving Your Job Is Not The Most Important factor in getting the job done well in the first place. There are many people who love their job for all sorts of reasons. Some love their job because it’s the only one they feel comfortable in. Some love their job because it was the only one they could get after years of layoff. Others love their job because they bought the business from someone else. Yet others love their job because they somehow managed to turn a hobby into a business. In all of the above instances the people concerned love their job. The question is, are they doing a great j... (read more)

Author: Peter Collins

192. Button Up the Sale Before You Leave
December 05, 2015

Submit your articles to AMAZINES.COM ">Button Up the Sale Before You Leave I've been selling for more than 50 years, and I've learnt a lot about closing and negotiation techniques but I've not heard too much about button up techniques in that time. Yet in my opinion, being able to button up has to be as important as making the Sale - and in the hands of most of the Professionals I know, the button up process can take as long as the Sale itself. At other times longer. Yet the button up is perhaps the most neglected process in selling. In simple terms, the button up is the post sel... (read more)

Author: Peter Collins

193. Eight Ways to Improve Listening Skills
December 05, 2015

There is a lot that has been written about listening skills, and rightfully so, yet far too many sellers cannot grasp the whole concept of listening whenever they are in a sales call, or deep into their presentation. They seem to think that the more they talk, the more the prospect will listen. Yet this couldn’t be further from the truth. Prospects want their say, and to the surprise of many sellers, they are more entitled to have their say than is the seller – but that message seems to fall on more deaf ears than any other. 1. Stop Talking A good seller has 2 ears and one mou... (read more)

Author: Peter Collins

194. Get a Clear Picture of Who You Want to be
December 05, 2015

It is important for every salesperson get a clear idea of the person they want to be, the kind of life they want to lead, and career they want to create for themselves. To do this you will need to get a firm understanding of where your future is heading by reading your goal plan as many times a day as you need to and to spend at least a good 10 to 20 minutes once or twice a day visualising yourself after you have achieved your goals. As you visualise on your goals, think of the different ways that you could practice the qualities that you are developing in your personality, your new life... (read more)

Author: Peter Collins

195. Do you Currently Use the "SMART" PLAN?
December 05, 2015

This plan has been used for years by the majority of the executives I know. It stands for Specific, Measurable, Attainable, Realistic and Timely. Is your sales and marketing plan based on that template? If not, why not? If you use it, it will help you fine-tune your thoughts and make your overall objectives both measurable and accountable. This is how it works: (i) Specific. Whatever you set out to do, if you don't have a specific plan based on a series of other specific plans - you won't have a viable or workable plan. (ii) Measurable. You need to be able to measure... (read more)

Author: Peter Collins

196. Business Owners are as Busy as Professional Sellers
December 05, 2015

Have you ever thought that your selling period at the moment has been hard simply because your prospects really busy and preoccupied. It’s really not that they are not interested in selling you, or that they do not want to know about what you have to offer or are they avoiding the enjoyment the benefits your product or service might provide them with. Most times it’s none of these things – because most times they are so overwhelmed with their work they honestly find it difficult to make the time you need to see them available to you. Just think about it for a minute. You have something ... (read more)

Author: Peter Collins

197. Alternative Questioning Close
December 05, 2015

The Alternative Question Close provides the prospect with a choice of either one of two points a buying decision can be made on. As an example, you may ask whether they would like it in Red or prefer it in Blue. When an answer is given, you have a Close, so simply bring the sale to an end . This Close can also be used to sell items that your prospect may not have considered he or she needed. If selling a computer, ask whether your prospect would also like an extended warranty. If they say ,"Yes", ask if he would prefer a 3 year warranty or a 5 year warranty. Ideally, follow on w... (read more)

Author: Peter Collins

198. If It Sounds Too Good to be True . . .
December 05, 2015

One of the biggest hurdles I needed to overcome in my early selling career was that I couldn't work out an effective way to counter the, "It sounds too good to be true" objection. Over time, I became even more of a mess when I read in an article written by a marketing 'expert', stating, "Anything that sounds too good to be true, usually is". This bothered me for quite a time, until a former sales manager and friend of mine, John Abbott, gave me the answer I needed to hear, just after I sold a few machines for his company. He simply told me, I got that objection only because my existin... (read more)

Author: Peter Collins

199. Cost Verses Investment
December 05, 2015

It is a known fact, that even before you get to your appointment there have been quite a number of costs incurred. And it doesn't matter whether those costs are paid by the salesperson, or whether those costs are paid by your company, there is an investment cost. These may include a combination of time, telephone, transportation, advertising, brochures, mail, business cards, out of pocket prospecting expenses and a host of other expenses just keeping the office going. The job of the salesperson is to recoup all of these and a lot more in order to stay on the profit side of the ledg... (read more)

Author: Peter Collins

200. Good Qualifying Really Enhances Your Selling
December 05, 2015

process. Many of us have learned to qualify on a ‘needs basis’ at either the beginning of the presentation, or prior to the presentation. However, I know many salespeople who will qualify the prospect further into the presentation to ensure that the prospect is still willing to commit to a solution to any challenges they may be facing. Whenever a salesperson embarks on a selling process, there are several steps that the seller should undertake before the formal presentation. We have all been in anywhere from a department store, to a little boutique shop where someone has walked ... (read more)

Author: Peter Collins

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