Sales Articles and Ezines

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201. 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

202. 5 WAYS TO REVIVE A DYING PRESENTATION 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

203. 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

204. 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

205. 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

206. 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

207. 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

208. 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

209. 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

210. 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

211. JUST LOVING YOUR JOB IS NOT ENOUGH 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

212. 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

213. 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

214. 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

215. 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

216. 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

217. 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

218. 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

219. 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

220. 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

221. Do You Invent Excuses when you Don't Do as Well as Expected? December 05, 2015 The excuses made by sellers as to why they don't sell can at times be as inventive, while at other times it can be considered to be ludicrous. I'm continually told that, "Friday is not a good selling day," "You can't make calls before a holiday," "Seasons make a difference to results," "Larger companies only see people on Mondays," and so on. Each time I hear anything of this nature quoted, I simply ask "Why?" So allow me the indulgence to pass on a story of two shoe salesmen sent out on a special assignment to Papua New Guinea, just after the Second World War. After a week the f... (read more) Author: Peter Collins

222. Change Your Presentation and Close More December 05, 2015 In today’s modern selling world far too many processes the salesperson is encourage to follow are designed in a way that is “mean to suit everyone” in the vast majority of situations they may need to sell to. In other words, ideal presentations that have been put together as a joint venture between two department heads, probably the sales manager and the marketing manager. It goes without saying that both are highly skilled, possibly highly qualified and generally very skilled in managing people. However, they may have been well versed and “street smart” while they were “out there” on... (read more) Author: Peter Collins

223. Enthusiasm December 05, 2015 Enthusiasm Professional salespeople are generally saddened that so many of their peers in sales need others (in fact - in the main- are dependant on others) to arouse and supply the enthusiasm that they need in order to be able to sell successfully. They depend on their Companies, their Sales Managers, other Salespeople and even their Friends and Families to propel them out of their doldrums into varying heights of enthusiasm. What they don't understand, is that you can't sell successfully unless that enthusiasm is directed from within. External enthusiasm is only temporary and is ... (read more) Author: Peter Collins

224. Do You React or Do You Respond? December 04, 2015 In every area of life and in every situation we are left with one of two choices. We can either react - or we can respond. Where each one of us is today is a direct result of the choices we had made in times past. It is a known fact that life is structured in such a way that each of us is then given the opportunity to live out those choices. And at that opportunity we can again either react or respond. So let us now analyse those two choices:- Most would agree that when one reacts, he or she doesn't weigh up the facts, acts entirely on emotion without taking into account the conse... (read more) Author: Peter Collins

225. Ten Powerful Sales Tips you can Use Immediately December 04, 2015 Sales tips and techniques can be powerful selling tool, but the salesperson should make sure they are used in both an ethical manner and in the spirit of good helpful business practice. 1. Treat others the way you would like to be treated. As we read this, it seems to the ethical salesperson like a proclamation of the obvious. But it’s more than that because far too often too many sellers for some reason tend to ignore this fundamental principle. At least in this instance, this headline is crucial and should not be treated as lip-service alone. Prospects will immediately fell ... (read more) Author: Peter Collins

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