Why are most sales presentations based on the wrong thing?
Mainly because we are under the false assumption that to sell we have to find the needs of our customer and then work up a presentation that will demonstrate how we can help fill those needs. Here is the problem with finding needs; we are looking for Read More »
We all want the same things when we make a purchase. We want quality products and good service at a low investment. That’s the bottom line.
Is that what you provide? If so, shout it from the rooftops! Few companies can provide all three. Do you provide all three? If not, you will need to learn how to Read More »
What’s one thing that drives every sales person nuts?
It’s when a qualified customer is at the point of making a purchase and they come up with an objection. After all your hard work to get them to the point of purchase – the sale gets side-tracked.
Have you ever had a customer tell you any of these deal-killers: Read More »
You know you’re onto something when your ideas are showing up in Scott Adams’ “Dilbert” comic strips.
For years I’ve been preaching that the telephone is a more effective way of selling than face-to-face meetings. Now my ideas are Read More »
What’s the “easy” way to make a living as a salesperson? How can I make lots of money without having to call on people? How can I get people to call me, so I don’t have to call them?
These are the types of questions Read More »
Seventy-eight percent of all sales people fail because they lack what skill? When asking that question to a group of sales people the answers are all over the board. Closing usually comes out as number one, objections are number two, after that it’s a toss up between making presentations, getting people’s attention, follow up and asking questions.
The reason 78% of all sales people fail, or fail to reach their sales objective is due to Read More »
There is no such thing as a natural born salesperson. No woman in the delivery room looked at her newborn child and said, “We’ve got a 
Champion salesperson here!”
Everyone starts out with pretty much the same abilities. Where you go from there depends on Read More »
Sharon said she was ‘great’ when she’s in front of a customer – who is usually a referral. Her presentations were wonderful.
But if she were trying to reach that same person as a cold call by phone for the first time, her call would be a big-time bust, and she probably wouldn’t get the appointment. Her wonderful opportunity would be lost.
“What makes you so good in person?” I asked. Read More »
Do prospects ever object to your prices?
In this economy people are having second thoughts about spending. What’s the simple secret to overcoming their objections and help them get what they want and buy from you? How can you avoid losing the sale, overcome objections to price and see your profits grow? » (Read More)
![Reblog this post [with Zemanta]](http://img.zemanta.com/reblog_e.png?x-id=b7b3a09c-0bee-4de9-8b6b-c31cfbee7dbb)
“What is your closing ratio?” is a question I ask of almost everybody I speak with. Nine out of every ten people I ask the question to say they don’t know. And the one person who does answer says something like:
* My closing ratios are 20 percent. or,
* My closing ratios are 40 percent. or,
* I close 80 percent of all my opportunities.
“What kind of statistical records do you keep?” I ask.
“I don’t keep any detailed records.” Is the usual reply.
“So how do you ‘really’ know Read More »
