Archive for April, 2010

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Not qualified

April 30, 2010

I spent about an hour knocking on doors this evening. The only interested parties were two retired woman in separate homes. One had a daughter, who makes all the decisions, but wasn’t home; the other had has two children, who make the decisions, but, also were not home. I left my card .

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Follow Me

April 28, 2010

Out  of sales for two years. Learning a lot about social media. Now back in sales. I mean direct sales, the big money. Follow my successes  and tribulations. You take a great salesperson as if they were new to sales, and lets see how to master the necessary skills to succeed.

After two months of getting my feet wet and getting my pitch book in where it makes some sense in telling my story, I’m knocking on doors, every night from 6:30 PM – 7PM to either sell my solar panels or to make appointments. I’ve reset one appointment three times , but I’m so confident, that I will succeed. Follow me.

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Death Of A Salesman ( Part Two)

April 15, 2010

    OK. We’re going to go into the tricky part of the sale which will distinguish the true salesperson from the imposter. We’ve established rapport, credibility, benefits and all the other good stuff. They’ve even agreed to the price. So it looks like we have a sale, right?  Wrong!                    

   Start out by getting  a commitment regarding all that they have agreed to at this point.  Fasten up your seatbelts , because now is when the real sales begins. All their major objections which they’ve been saving up for the opportune time will be coming fast and furious. Relax. Show them how they will pay for it, cash or financing. Assume they will finance it. If they decide to pay cash they will let you know it. When they object, bring them back to their commitment that they firmly established with you. Close after every objection. Keep these points in mind. Happy Selling.

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How Much Is It?

April 4, 2010

    Generally speaking, this is the point in the sale where the customer wants you out of there. Needless to say, this is a critical part in the sales process.  They know that once given the price, your services are no longer needed. Care must be taken whenever the price is asked. When asked early in the presentation, your best response would be  to let them know first, that they need to know what they are paying for. If that isn’t successful, let them know  that there are several options that you need to offer, to see  which one is best suited for them.

    When asked for the price after you have given your presentation,  is also a critical point in the sale, which must be handled with caution. By asking the price, the customer has control of the conversation. In order to proceed, you must once again gain control.  You must ask your client, if the price was affordable, are they prepared to follow through with the sale now. Show your price and payment options, assume the close, and begin asking minor questions to close the deal.

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My Accountant Wants To

April 2, 2010

You expend all your energy on giving the perfect pitch only to be told that they  want  their accountant, lawyer, or Aunt Mary to look over the proposal, before they sign. Although this usually is not the true objection, this scenario could have all been avoided up front. Before beginning your presentation, simply ask them if there is anyone else who will be involved in making the decision to invest in your proposition.

If they are solely responsible for the decision, and this objection does come up, you need to remind them that they told you that no one else needed to be involved. If that doesn’t work, as a compromise, write  the order and add an addendum, (conditional upon accountant’s approval).

If on the other hand they tell you that, so and so, will also need to approve the deal, either reset the meeting so all interested parties can attend or politely excuse yourself as you don’t want to waste your time on a losing proposition.