“We have no competition. We’re the best”. I’ve heard that hundreds of times. But that isn’t how sales prospects think. And you need to sell with your prospect’s point of view in mind. Go on your top few sales …
“We have no competition. We’re the best”. I’ve heard that hundreds of times. But that isn’t how sales prospects think. And you need to sell with your prospect’s point of view in mind. Go on your top few sales …
“We have no competition. We’re the best”. I’ve heard that hundreds of times. But that isn’t how sales prospects think. And you need to sell with your prospect’s point of view in mind. Go on your top few sales …
When you are in the process of answering questions when selling…I’ve found two words that really help. I like to ask “Would you like to know what’s most popular?” or “Would you like to know the most popular opt…
A short post. As a salesperson, it’s important to always have the sales prospect see you as “in demand”. In other words, they have to see evidence that you are someone that buyers seek out, and that people are trying to buy what…
One aspect of closing sales that is seldom addressed is how you sound as you begin closing. I’ve watched hundreds of sale die because the salesperson changed something when they started closing the sale…asking someone to buy. They ch…
Always accurately describe what you do if you are in sales. A very common mistake new salespeople make is trying to pretend they do something else, rather than sell a product or service. It’s possible that they feel that the sales prospect …
I’ve written several books on selling. One was titled Selling Local Advertising. Today I got a call from a 21 year old rep that sells bundled direct mail advertising packages to local advertisers…mostly small business owners. Te y…
If you’ve been in sales more than a week…or in advertising…or advertising sales..you’ve heard it..or a variation of it…. “It takes five closing attempts before they buy” “You need to run the ad fi…
In response to my last post “It Takes Five Closing Attempts Before You Get A Sale”. Where It Came From, Why It’s A Myth, And When It’s True” I had a particularly intelligent response. This person said that th…
Another consulting call for 60 minutes today. This time a young salesman selling home improvements…windows and doors. He had read my books on Closing Sales and Sales Prospecting, and had a list of questions. A couple of them (a…
I just read Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success by Jordan Belfort If you are in sales right now, you absolutely have to read Jordan Belfort’s new book. I ordered mine in March…
If you have been in sales more than a week, the idea has popped into your brain that you could hire someone to make prospecting calls for you…while you simply make the sales. I’m going to suggest that you call the leads or referrals&nb…
This isn’t in any of my books. I decided to share these methods because I spent the first 20 years of my sales career selling life insurance and then vacuum cleaners….door to door. I had a referral system when selling vacuum cleaners, b…
I was selling vacuum cleaners in people’s homes for several years. The vast majority of my sales came from simply knocking on doors, and making sales presentations to the people who would agree to it. I was making a good, yet steady (read Plat…
This is a summary of a one hour ($500) phone consultation with an insurance salesman that wanted to up his closing ratio. After talking to him for a few minutes, I realized that his problem wasn’t closing better, but talking to better qualifie…
Guys. I did this interview a few days ago with David Duford. He’s a trainer and Guru in the Final Expense life insurance field. Nearly everything in the interview can be applied to any kind of selling, any product, any location. …
When we are selling to new clients, some of us are new to it. Some feel out of place. Some are just introverted. But many of us are nervous. And if you are new at selling, this applies especially to you. Never “Fake it till you make it&…
A related thought to my last blog post…. How Is This To My Advantage? It doesn’t apply to everything that happens. If you get cancer, it won’t apply….. But I remember one winter (in 1977-1978, I think) Everyone in to…
I was being interviewed today about selling techniques…and the subject of price came up.I’m going to shorten this to just give the essentials about pricing experiments I did in the past, and their results. I had an office with about 8 …
This is not about pricing your offer to increase sales of a single offer. It’s about pricing your offer…[I]compared to other offers you have[/I], to stimulate sales of the offer you want them to buy.. Buyers have an unconscious need to…
If you sell one idea, one package, one program, one service, one product….or even just a few offers, this will apply to you. If you sell 1,000 different items, it will not apply to you. This is the single smartest thing I have ever implement…
Guys; I just got off the phone with a guy that is selling consulting services. He was telling me that everything went well in his “interviews” until the prospect would raise a buying objection. He said that almost always that objection w…
Guys….have you ever presented an offer to a customer/client…and they kept saying “Let me think about it”…over and over again? This is the very last close I ever use. If they say anything other than “Yes”…