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 »

Any sales call or presentation generates a certain amount of tension in both you and the potential client. When entering someone else’s home or office, be aware that they see you as a stranger. They don’t know for sure if you are what you say you are, or if you’ll just end up wasting their time.

Your first job when meeting someone new is to put them at ease. Here are several simple sales strategies that work. Read More »

Years ago, UCLA conducted a little survey and asked people who did not make purchases why they didn’t go ahead with whatever it was they were offered. Interestingly enough, the most common answer was that they were never asked.

The prospects were contacted, a product or service was demonstrated to them, and their questions were answered. In some cases, they were convinced of the value of the offering and probably would have gone ahead, but nothing happened. The salespeople didn’t ask the prospects to make a commitment or to part with their money, so they didn’t.

Don’t ever let the fact that you didn’t ask someone to make a buying decision be the reason a prospect doesn’t go along with you. Read More »

It’s amazing how few truly great salespeople can tell you exactly what they do differently than others who aren’t so successful. But, when you watch, listen and learn what they’re doing, you’ll be able to pick up on the clues they use whether they realize it or not.

Most of the top people I know in selling have learned to listen for specific clues as to how to best present information to new potential clients. Read More »

Most people think that in order to persuade others, you have to be a real good talker. You have to have “the gift of gab,” “a silver tongue,” or be a “natural born salesperson.” The truth is just the opposite.

The true professionals—the successful people in sales are great listeners. What are they listening to? Their potential clients telling them their wants, wishes, needs and fears…and what they want to own. Read More »

Before you can help a potential client make a decision about owning your product or service, you must have certain knowledge. This knowledge will give you power in the selling situation because knowledge is power when properly applied.

So, what knowledge is it that you need? Read More »