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Author: Peter Collins
Company: Profit Maker Sales
Region: Sydney, Australia
Website: profitmakersales.com
Memorable Quote 1: If you think you are right, or you think you are wrong, you are right
Author Comment / Biography: In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring. Peter can be contacted through his website – profitmakersales.com
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Articles by Peter Collins |
11. Your Self Image May Need Tweaking
December 08, 2015
When you have a good self image about yourself - it should be worthwhile noting that others can see it as well as you can.
One of the points psychologists are still studying in depth is why when one makes those mental affirmations about themselves, their behaviour actually changes to suit th...
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12. Use Easily Answered Questions
December 08, 2015
Over the years I have met so many people in sales who worry that they get their prospects to, what they refer to as, “The Formal Close,” and then get worried that their prospects won’t buy, or stall things, or want to think about it, or even tell them that they will call them back. Whatever the rea...
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13. Yes Set Close and Yes Set Selling
December 08, 2015
Whenever the salesperson asks the prospect a series of carefully crafted questions where the answer is simply a 'yes', we have the start of the Yes Set Close. To continue on the salesperson should then tag on the question again towards the very end to which the answer really needs to be a 'yes'. T...
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14. Work Security
December 08, 2015
I first started out in Management over 40 years ago, and from many people the cry then (as it is now) is "What security can you offer me if I work for you." And in all of that time my stock standard answer has been - "do you want security or opportunity?"
In today’s environment (at least in...
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15. Traditional Selling verses Modern Selling Styles
December 08, 2015
Many of the readers would be aware that I’ve personally been in sales for over 50 years, and have friends who also confess to being in sales for 30 and 40 years. To say that we have experienced change would have to be an understatement. We’ve not only been a part of the change, but in many way’s w...
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16. The Question/Question Close
December 08, 2015
The Question/Question Close is a unique closing style that allows you to ask questions, but when the prospect asks a question of the salesperson, the prospect is asked a further question as a substitute for the answer asked for. In other words, whenever your prospect asks you a question, don't answ...
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17. What do you Expect when Asking Questions?
December 08, 2015
As salespeople the challenge we face when dealing with our prospects and existing clients alike, is that we are always looking out for better ways to better engage them and then to get them to openly think about what their real wants and needs are. In fact the more we can get them to open up, the m...
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18. 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 ima...
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19. 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 professio...
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20. 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...
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