Simple Technique for Isolating Objections

 
To isolate any objection quickly you can use this effective and powerful sentence - "Aside from "that" is there anything else?" Here's how it works: You're a water softener salesperson, I'm your prospect. In the qualifying steps of the sales process you have identified a few concerns that I've shared with you: 1. Cost 2. Financing 3. Company Credibility Let's review and address these individually You say: "Teri, you mentioned three areas of concern - cost, financing, and company credibility....
 

11 Proven Sales Strategies to Help You Close The Deal

 
First you must understand that before you can assist yourprospect in identifying the advantages of buying yourproducts or services, you must also instruct them of thedisadvantages. Then you and the prospect analyze the items on your listand identify the strengths and advantages while overcomingthe disadvantages. The goal here is for the advantages to outweigh thedisadvantages and close the deal. The take it with them close - This allows the prospect toactually take the product home or try out the product....
 

Survival On The Road! A Resource For The On The Road Sales Professional

 
It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road. You may set up your own flights, cars and lodging, you may have a travel department that does it all for you, or if you are like the vast majority of "rocket roadsters" you drive your own car. The successful sales road trip begins long before the first appointment. Imagine if you have driven or flown all day, made all of your sales calls, and get to your hotel only to find you don't have a reservation, they don't have an ironing board in the room, they don't have a data port on the phone, they don't have high speed Internet....
 

Want to Make More Money? Fish in a Bigger Pond!

 
First, understand you aren't asking for their firstborn child -- you are asking for money in exchange for the service you are offering. Shakti Gawain, author of "Creating True Prosperity", introduced me to the concept of thinking about money as just another form of energy. Just as you put energy into the service you provide, the client puts energy into their field of interest in order to make money to pay you for your service. On the business-to-business side of things, the client's business has clearly made the decision to outsource the service they are discussing with you....
 

Close More Sales With This Very Simple 3 Step Sales Process.

 
As Financial Services Sales Professional you need to build trust and rapport in order to close more sales. By using a simple 3 Step Sales process you will able to close more sales and earn more commissions. Step 1 - Contacting the Lead For most Financial Services Sales Professionals making that phone call to set the appointment is often the hardest part of the sales process. Well it just got easier. You call the prospect and say Hi Mr Prospect wait for Reply My name is Mike Makler and I received your name from a form you filled out on my web site....
 

Sales Performance and Motivation: How to Get Your Edge Back

 
Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day... ... you don't feel as enthusiastic as you used to, or you find yourself missing opportunities during your sales presentations. You start to cut corners and begin to care a little less. After a while you can no longer ignore the thought that tugs at you....
 

Objections Are Buying Signals? Usually!

 
How well do you handle objections? The fact is, most people think they handle objections with ease. The reality paints a different picture. I claim that you could have closed as much as 25% of last year's lost sales by simply understanding why the customer is objecting. Oh? and by keeping your noisy trap closed for a minute or two. "I really don't understand why this upgrade costs extra when Acme doesn't charge for it." Right off the bat you want try to get across to your customer why that is not a valid objection....
 

Why Salespeople Fail

 
Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:- 1. Low confidence and self image 2. A low sense of personal responsibility for their performance, and 3. A low acceptance level of the need to practise selling skills In all top performers, and in sales team this might represent only between 15-20% of the population, these barriers have been overcome, or at the very least compensated for. Where many people make the mistake is in assuming that they can solve their overall sales force performance needs by employing people with the opposite of these characteristics....
 

Resistance Training for Sales People

 
What was the quickest rejection you ever got? 2 minutes into your call? 1 minute? 15 seconds, 3 seconds? Resistance comes in many forms in sales. Buyers may resist from the beginning of the presentation to the very end. And yet by using some simple steps we can reduce this resistance to increase our sales performance. Here's an analogy: many people exercise using resistance training. It's good for you. Encountering resistance during the sales process can also be good for you. It lets you work your sales muscles, enabling you to become a stronger sales person....
 

7 Steps to Selling Artwork

 
Selling arwork is easy when you follow a road map. In this article you learn the step by step guide to marketing art for profits. Now onto the plan! 1. Decide that you want to sell your artwork! Now, I know this sounds ridiculous on the surface but look at it a little deeper. Many artists love just creating art, they have no desire to sell what they make. Selling their work becomes unfortunately a necessary evil. Suffice to say...Supplies, tools, food and housing costs money. If you want to be a full time artist you either have to have money saved up, work another full time job or learn how to sell some of your work....
 
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