Archive for January, 2010

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Friends First Sales Second

January 27, 2010

   There is no way around it. Unless your customer likes you, they will never buy from you. Spend your time finding out about something they are interested in, or something you have in common.

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Making Sales

January 27, 2010

   You need to tell a story to make a sale. Get the customer to say yes  (agree), to a series of sub plots, each consisting of three selling points regarding your product. Explain your point, than get them to agree. Stop when there is no agreement. Explain in a different way. Ask for agreement. If there is no agreement on the minor details, there is no sale. Walk away.

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Reverse Sale

January 27, 2010

   The job of a salesperson is not to sell your product, rather for you to find out why your customer doesn’t need your product. If you can show them, that they would be better off without your offer, you have done your job. Otherwise , you have a sale.

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Negative Sale

January 18, 2010

    Attitude is key. I actually go into every sale hoping to get out of there as soon as possible. This has the effect to disarm the prospect to the point that they no longer fear me. Now, I offer my product with the ability to overcome any objection.  The rest is clear sailing.

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Sales Ping Pong

January 15, 2010

During the course of a sales presentation, inevitably one of the parties is more interested in buying what you are selling, than the other. It’s time to switch gears and concentrate on the one who is showing less interest. Unless you can revive that party to the same level as the one who is sold, your wasting everyone’s time. Don’t proceed with the sale, if one party does not show interest.

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Price – A Non Factor

January 12, 2010

   The price of the item you are trying to sell has little influence on whether a sale will be made. Sell the value of your product to the point that he must have it in order for him to succeed. Everyone wants the best in life. If your product can offer your prospect something that no one else can offer, they will need your product in order to provide their family with the best possible chance to feed his family, and get some of those other toys they are striving for. How much is it? Does it really matter?  

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Be Selective

January 9, 2010
  •    The salesperson has more control  than they realize. They have the power to not make sales to people or companies deemed unworthy. The product being sold, will improve the prospects company. It will make their company or that person stand out from all the rest. But, what if the customer is rude or doesn’t treat you with respect? You have the power to keep the prospect from realizing their potential by using inferior products or services. A good salesperson
  • can sell his product to almost anybody, so he doesn’t have to sell to everybody.