Posts Tagged ‘selling’

For years many have observed human nature. These observations have been written down in the earliest documented writings from Aristotle to Jesus Christ to Benjamin Franklin to Claude Bristol to Dr. Phil. There has and continues to be a consistency in the belief that positive thoughts generate positive outcomes and negative thoughts do exactly the [...]

According to master salesman Tom Hopkins, the fourteen most important words in the art of closing are these: “Whenever you ask a closing questions, shut up. The first person to speak loses.” These words present an impassioned bit of advice: Pause and get used to the discomfort you’ll feel at first when you do so. [...]

One of the most powerful marketing tools you have at your disposal doesn’t cost a penny. I’m talking about testimonials. You see, candid comments from satisfied customers who have used your product or service have credibility that money can’t buy. You can make claims about your product all day long, but your prospects know they’re [...]

There is one sure thing in sales. If you don’t have confidence in yourself and the product or service you are selling, you will not succeed. You must have confidence in your abilities and you must value what you have to offer. Fear, lack of self-confidence, low self-esteem, and not seeing the value in what [...]

The act of sales has metamorphosed over time both in nature and application. Today, sales have taken more of a technical dimension. It involves more of presenting your products and services as recipes and solutions to people’s desires than an act of making money. Selling involves building rapport with the prospect, presenting your offer, qualifying [...]

Throughout my career as a sales person and as a sales trainer, I’ve noticed that the top 10% of professionals in this field all share a passion for what they do. It’s not just that they have a knack for connecting with people and getting them to buy more goods or services more often. They [...]

Have you ever done this? You’re driving down the road with thirty minutes of “downtime.” So you flip through your cell phone contacts-using a hands-free device, of course-looking for someone you should call.  Inevitably you find a name of an old client or prospect you haven’t talked to for a while.  So you dial and [...]

Sales letters are just selling in print. You can use them on-line or through the mail. Any service can be sold using a sales letter and you are using the power of multiplying your efforts to reach many more people than you could if you talked to one at a time personally. Read on to [...]

When do we use Negotiation? When a selling process has not finalised a deal we begin Negotiation.  It is used when all parties can see the benefits of the sale and want to land the business.  A good negotiator will ensure that both parties feel they have come away with a good deal. It is much [...]

It’s not about the money. I still remember the first time I said that to someone. I was talking with a client about how to close a $20,000 sale. He looked at me like I had just grown a second head. “What do you mean it’s not about the money? It’s always about the money,” [...]