The Alternate of Choice is a questioning strategy I teach in every seminar, every book, and audio recording. It’s truly a staple. The reason for that is simple: It works.

Typically, I teach it as a question with two answers. Either answer is a minor agreement leading towards the major agreement, which is a closed sale. The critical element of this question/close is to offer only two answers, both of which move the sale forward.

It’s most often used for things such as getting an agreement for an appointment, the location of your appointment, a color choice, payment options, and delivery dates. It might sound something like this: Read More »

You may do everything else masterfully but if you can’t close the sale, you might as well be a professional product demonstrator instead of a salesperson. The real pros in selling have certain skills and habits that make them stand out above average.

Here’s a Personal Inventory Evaluation. Take it and see how close you are to achieving “pro” sales status. Read More »

You will often encounter people who are just poor decision-makers. Perhaps they’ve never learned some basic life skills and made some bad decisions. Now, they just procrastinate until they can’t wait any longer to make decisions, hence the cycle of making bad decisions continues.

As a professional salesperson, you need to know how to recognize procrastinators and help them learn sound decision-making skills. Read More »

For too many people in business sales prospecting for clients is like fishing with only a string and a pole. They know if they throw something out there, they’ll draw attention. What they don’t understand is that you must first be at the right fishing hole. And, second, that you have to use bait that the fish you’re trying to catch like.

Let’s address the right fishing hole first. Answer this question: Who is your ideal client? You should be able to list at least five criteria of your ideal client without even blinking an eye. Read More »

When you initially meet a potential client, the first thing you must do is establish rapport. The faster you can make this happen, the more sales you’ll make. It’s as simple as that.

The only way to accomplish this is through practice. I teach a learning strategy I call P.D.R.—practice, drill and rehearse. The more you do those three things, the faster these proven strategies will become ingrained in you. So let’s get started. Read More »

You can learn to listen for specific clues as to how to best present information to new potential clients.

By that I mean to listen for them to say, “I see what you mean,” or, “We look for ____ in a supplier” which usually means they relate best in a visual manner. Adjust your demonstration for this person to show them things. Take advantage of product brochures as visual aids as well as the actual products on the floor or demo samples you bring with you. Read More »

It’s essential to keep control of every selling situation. Too many salespeople learn this lesson the hard way—for some it takes more than once. You keep control by asking questions that steer the conversation/presentation in the direction you want it to go.

If a potential client hesitates, stalls or objects to something during your sales process, use these words with sincere concern, “Obviously, you have a reason for saying that, Jim. Would you mind sharing it with me?” You’ll be pleasantly surprised by what you hear next.

Most people will tell you exactly what’s bothering them about making the decision. At the very least, you’ll hear more about their primary objection to your offering. Then, you’ll have something to move forward with whether it’s handling money issues, clarifying a point of knowledge about your product or expanding additional benefits of ownership. Read More »

Achieving sales volume goals for your business is one of the biggest challenges any owner or manager faces. There are so many factors that can affect that final number.

Hopefully, you have a staff of people who are dedicated, professional and motivated to help you achieve your business goals. If you do not, read no further. Instead, read up on how to hire the right people to sell your products and services.

Let’s assume for now, though, that you do have the right people in place. How do you set the sales goals you want and need without being pushy and demanding of your sales team? Read More »

It’s not what you say, but how you say it that counts, right? In business, what you say is just as important. In selling products and services, you must learn to paint mental pictures in the minds of your potential clients.Those pictures show them being smarter, thinner, richer or sexier because of your product. You must strike each person’s buying nerve in a positive way by paying attention to the pictures your words are creating.

While most of what you say is specific to your product or service, there are many words that are commonly used in selling situations. Some bring about positive images. Others don’t. Read More »

The pathway to riches is that opening in the front of your head called a mouth and one of your biggest assets is the telephone. Most appointments are set by telephone and there are certain steps to follow to do it well.

Step 1: Greeting
The greeting sets the tone for the entire telephone call and often for the appointment that follows. Courtesy is always the key. It’s also important to use the person’s formal name right at the beginning. Read More »