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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 |
61. 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 y...
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62. 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 bene...
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63. 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 . ...
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64. 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 t...
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65. 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 combina...
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66. 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 solutio...
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67. 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 com...
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68. 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...
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69. 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 Sal...
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70. 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...
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