Archive for Sales’ Category

“It is too expensive”
Feb

22

2018

“It is too expensive”

Ever heard that objection? Only once or twice... A day! When you get the “It is too expensive” objection what is the customer thinking? I know that sounds obvious but give it some thought.  He may be thinking "I have not got the money" but in fact that is not very likely. It would be more common for the customer to be thinking any of...

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Do Sweat the Small Stuff
Feb

21

2018

Do Sweat the Small Stuff

There is a classic book still on the shelves called “Don’t sweat the small stuff”. In quality it is different. Do sweat the small stuff! It is the little things that matter in quality. Think of any quality product, it is the little things that give you that warm fuzzy feeling of quality. Mercedes for instance. When you buy a Mercedes it is the small...

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Referrals – 4 Tips
Feb

20

2018

Referrals – 4 Tips

We talked before about the importance of getting referrals. A referral is not just a new prospect, a referral is a friend of a friend, and if you treat them in this way a referral can easily be converted into a customer. The real thing to consider here is that every one of your customers knows somebody you could be doing business with but are...

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Referrals and the Five Card Trick
Feb

19

2018

Referrals and the Five Card Trick

When I ask people “How do you get new customers?” at my seminars,  referrals always comes on the list somewhere near the top with advertising and cold calling. If I was to ask a direct question like “How many referred customers have you got this week?” There is always a long silence. One or two people may come up with one or two referred customers...

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There are hundreds of ways to close a sale – Part 3
Jan

24

2018

There are hundreds of ways to close a sale – Part 3

In part one and two of this post I talked about the following close types - The Direct Question Close - The Alternative Close (The most likely to get the 'Yes' you are looking for) - The Order Form Close - The Compliment Close - The Advantage List Close - The Secondary Question Close - The Similar Situation Close There are many other types of...

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There are hundreds of ways to close a sale – Part 2
Jan

23

2018

There are hundreds of ways to close a sale – Part 2

In part one of this post I talked about the following close types - The Direct Question Close - The Alternative Close (The most likely to get the 'Yes' you are looking for) - The Order Form Close - The Compliment Close   There are many other types of close you may like to consider: The Advantage List Close This is used for customers who...

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There are hundreds of ways to close a sale – Part 1
Jan

22

2018

There are hundreds of ways to close a sale – Part 1

Every customer is different, every industry is different and all sales people are different, so it is very hard to say this is the best way to close a sale when there are so many different situations. There are a few options here, however, and sales people tend to stick to what they know. The most common close is the direct question close. The Direct...

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Don’t ask the prospect if he has time to speak
Jan

19

2018

Don’t ask the prospect if he has time to speak

I was reading an old sales training book some time ago, in which the writer made the comment that it is only polite to ask the person you are ringing if they have time to speak at the moment. This is a mistake. I was sharing this with a friend and he told me that this was the way he was trained! Please don’t fall...

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Getting That Appointment
Jan

18

2018

Getting That Appointment

When you are using the telephone to make an appointment please remember you are only selling the appointment. If you give them too much information about the product or service you are giving them too much to object to. There is a very good script that I picked up about 15 years ago that will help you to sell the appointment. It is not my...

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Three Steps to Closing any Sales
Jan

17

2018

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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