Sales Articles and Ezines

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176. 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

177. 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

178. 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

179. 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

180. 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

181. 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

182. 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

183. 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

184. 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

185. 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

186. 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

187. 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

188. 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

189. 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

190. 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

191. 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

192. 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

193. 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

194. 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

195. 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

196. 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

197. 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

198. 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

199. 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

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