Blog What we think

Jan

17

2018
Three Steps to Closing any Sales

Three Steps to Closing any Sales

Each product and service is different, each situation is different and each customer is different, so each close is going to be different. There are some guidelines however, that will be of assistance in the process of closing. The basic close comprises of three separate steps: • Watch for buying signals • Summarise the benefits • Ask for the business Let’s look at them one...

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Jan

16

2018
Buyers Tricks

Buyers Tricks

There are a number of techniques that buyers use to get a better deal for themselves. These are mostly tricks and the salesperson must avoid falling for them. I have listed a few of these “tricks” below so that you can be prepared. What do you do when the buyer says your product is no good? Have a number of testimonials about your product. Other...

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Jan

12

2018
Handling Price Objections

Handling Price Objections

You will get price objections. Until you are able to demonstrate the difference between your product and that of your competitors the customer will have little else to go on. It will be your job to handle those price objections and you should do this by demonstrating the value of your product or service. For instance the customer may say “Your wheel bearings are too...

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Jan

11

2018
The First Person to Talk Loses

The First Person to Talk Loses

There are 3 steps to closing any sale. - Look for Buying Signals - Summarise the Benefits - Ask for the Business Once you 'Pop the Question' or ask for the business there is only one thing to do.   Shut Up    Learn more about this online course here Say nothing. Let the silence weigh heavy in the air. The first person to speak...

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Jan

10

2018
If you don’t close you are working for the opposition!

If you don’t close you are working for the opposition!

You fire up the customer with your product, tell him about all the advantages of owning one and he’s hooked. He demonstrates all the buying signals but you ignore them and fail to close the sale. The next day, another salesperson comes along from a competitor company and asks for the business and it’s gone. If you don’t close the sale, you are working for...

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Jan

9

2018
Telephone Selling is Dead – Long Live Telephone Selling

Telephone Selling is Dead – Long Live Telephone Selling

I have just put down the telephone after another unskilled, low paid, unenthusiastic telesales person has tried to sell me something by reading a poorly designed script at me. It is such a pity to waste sales opportunities in this way and this article is all about how to revive the telesales call. Telephone selling has been around as long as the telephone but the...

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Jan

8

2018
Indifferent Objections

Indifferent Objections

Most objections on the phone are indifferent objections where the customer says that they do not have a need for the product or service you are offering. “We are happy with our current company and we are not looking to change.” This is the type of objection that cuts off the sales person leaving them with very few options. Your prospect probably has a good...

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Mar

7

2017
The Itch

The Itch

What happens after 7 years of marriage? It didn’t happen to me of course but they say that after you have been married for 7 years you get the 'Seven-year itch'. You apparently get bored with what you have and start looking around for something else. You get an itch that has to be scratched. What has this got to do with selling I hear...

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Jan

24

2017
Getting published in Magazines and Papers

Getting published in Magazines and Papers

Magazines and Papers are always looking for stories that their audience would be interested in reading. Getting your article published is not all that difficult if you start with your local paper or free magazine. Publishers are always looking for good articles and you are already writing your blog so similar articles may be appropriate for them as well. Newspapers and magazines love to run stories...

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Jan

24

2017
Try a PechaKucha

Try a PechaKucha

I have recently attempted the challenging task of presenting a PechaKucha and I can tell you it was one of the hardest things I have done. 20 slides and 20 seconds per slide. Sounds easy enough but I have seen well paid, professional speakers fail to get it right, while amateurs often succeed. The challenge is that we are no longer in charge of the…

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