Salespeople should bring a sales call to a close with authority. So show authority to close a sales call effectively. We don’t think about it, but the reason why we assent to a doctor’s prognosis and diagnosis is because we believe him to have authority to do both. So much so that even quacks get
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One of the biggest sales mistakes you can make is assume your problem is in closing the sale. This mistake could easily top a top 5 sales mistakes list. First, though, imagine, the restaurant manager in a hotel complaining, “We are not closing our walk-in guests. They come, sit down, but somehow after ordering they
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Sales presentations are the road along which you move to sales closes. Effective sales presentations smoothen that road, accelerating your movement along it and therefore letting you close more, faster. So if you are wondering how you can improve your sales presentations, buckle up. There are many effective sales presentation methods and ideas. However, doing
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There are many lessons in prospecting from political campaigning, but I will confine myself to three. First though, prospecting is the never ending quest for qualified people to buy what you are selling. In the case of the politician, it’s seeking your vote. And for the politician, a classic case of prospecting in personal selling,
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Use giveaways wisely to boost your sales, not shoot them down. To facilitate, not frustrate your sale. Now then. Giveaways or freebies include marketing merchandise (brochures or pens, for instance). Or, demonstrations (Sampling a new food or soap, for instance). Or free use of a product or service (use of a room at a hotel
How to handle objections in sales in an indispensable skill to successful selling. Seeing it as rejection, others call it converting a no to a yes. An objection is a statement made by a prospective buyer (prospect) that casts aspersions about your product or service; it could be a cry for more information, or it
Why sales’ reporting is important is because it benefits both the organization and the sales person. Unfortunately though, most sales reports are Oscar Award winning works of fiction. Further, it doesn’t help that most are not read. A tweep captured this when he tweeted thus: “…in my fledgling days in sales we had a sales
Remarkable, isn’t it? The sales lessons you can learn from street vendors. Remarkable because we don’t see them in the same light we do formal sellers, whom we call professional, organized. I’d already shared a similar post here, but an experience from last weekend informs this article. In fact, it informed not just sales, but
Successful salespeople don’t follow the rules. This is what makes them succeed. Paradoxically, following rules is what makes average sales people, well, remain average. Here are three attributes of becoming a successful salesperson, by breaking the rules. Focus on result not process Your sales rule book or standard operating procedure (SOP) likely outlines number of
How do you market yourself if you are a sales person? Do you even market yourself? Have you even thought that you need to? If your answer is (likely) no, then you are in good company. Most sales people don’t think of that. They assume marketing is for ‘the company’ to do not them. It