Failed Salespeople Share Similar Traits
We are each responsible for our own success - or failure. Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process. If you find yourself saying "I'm not cut out for sales,"
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Sales Discipline: Five Steps To Recover From A Lost Sale
Ever lost a sale? Of course you have, we all have. The difference between the average salesperson and the great salesperson is how quickly you recover from the lost sale. When you lose a sale that you thought you should have won, it is often tempting to take it personally
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Emotions That Sell, Part 2
In the last article, we looked at three emotions (besides fear and greed) that you can use to connect with your prospects and enrich your marketing campaigns. This time, we're digging a little deeper into the sales psyche. See if you can "connect" with these
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The Choice between Yes and Yes: A Psychological Revelation
Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain."Do you want to brush with the red or blue toothpaste?" her dad asked gently."Blue," she says, glad to be given the opportunity to make a decision.Ten minutes later, Kara was
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You Dont Need Health Insurance!
Seems almost every situation in our lives is centered on communication. Good or bad, the way we express our thoughts, wants, and needs to each other determines how we live, love, and learn together.As a guy who is a regular on the seminar circuit, does a live radio show, an
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Sales 101: Asking for the Order
"Ask, and you shall receive", a biblical principal that offers some of the best sales advice for beginning salespeople and experienced sales professionals alike. The best sales presentation imaginable generally will not yield the desired results unless the
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Increase Your Selling Confidence
1. Be on time. In fact, arrive a few minutes early, so you can mentally prepare for your sales presentation. When you arrive on time, your professionalism shows your prospects that you value their time as well as your own.2. Ask specific questions. Find out exactly what the
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Three Ways To Get A Prospect To Say Yes To Your Offer
Here are three proven ways that will increase your sales:1. Implement A Risk-Reversal StrategyBefore a prospect becomes a client, they want to be 100% sure that your product or service will work for them. They want to know that you will deliver on your promises. The
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Focus On The Customer: The Only Secret To Closing
People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer.Focus on the customer goes far beyond the words coming out of
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Bite Your Tongue
Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week.The customer started describing his situation and after a few moments he
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Do You Fold Like A Taco?
Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer.It's not pretty.The customer may not even be asking
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Successful Selling in 21 Steps
1. Dependability was chosen as the most important.2. Integrity was next. With this trait the salesman is incapable either of being false to the trust his company places in him or to the real interests of his customer.3. Knowledge of product is one of the three fundamentals
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Selling Yourself - Its Not About You
I recently found myself suffering from a lousy cold; all the coughing, snuffling and sneezing symptoms which send other people running for cover.I also found myself apologising to people I'd come into contact with - "You must excuse me, I'm suffering from the cold" would be
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Customers - Always be Focused on Them
I was looking at some promotional literature and web sites the other day and it was interesting to note the number of times the words - "We" and "Our" was used in this material.Lots of statements such as: "We are a leading supplier of__" "Our products do__" "We research__"
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Its All in the Questions
Contrary to many of the books on how to be an effective salesperson, selling in today's market place is just the same as yesterday's. Goods and services are still being bought and sold. Success is still measured by how many sales you close and the profitability within each
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