Sales Concepts Selling e-Tips

Think Position!

Have you ever considered how powerful your words can be? Words create action. They also might create reaction. That can be good or bad. When you are delivering news, whether it is good or bad, consider how best to position your statement.

Let Them Eat Worms.

You wouldn't fish with a strawberry would you?

"I Have To Think About It."

What do you do when the customer puts you off?

"Your Price Is Too High!"

What do you do when the price isn't quite right?

Handling Objections

What do you do when the customer says... "No. Not yet."

Make It Interesting

Eight things you can do now to make your sales presentations more interesting.

Cost Per Order Dollar

Is it worth your time? You have a prospect that has indicated that they may consider buying from you if you do x, y, and z. Well x, y, and z take a lot of time on your part. Do you do it as an investment for future business, or do you write it off as not worth it? The difference between good and great sales people is that great sales people know when and how to say no to a prospect without wasting their time chasing orders that provide little return on their time. Decide by using a proven method called CPOD or cost per order dollar.

Active Listening

Ask well-thought, open-ended and meaningful questions to acquire an understanding of what your prospect truly needs. Well that is all a great waste of time and effort if… you don't stick around to listen to and fully comprehend the answers.

Clean Sheet Marketing

When a new sales opportunity comes along, many sales people make the mistake of telling and not asking

Why accept "No" from someone who can't say "Yes"?

All too many times however we do! Why? There are a number of reasons. The biggest is that we just may not ever know who the true decision maker is.

Is The Prospect Legitimate?

Wouldn't it be great if legitimate prospects wore buttons that said "I'm The Man!" (or Woman). Or maybe a button even more to the point, as our President would say, "I'm The Decider!" Of course, selling is not that simple and the challenge of identifying the legitimate prospect is part of the fun and excitement of selling.

Why Do People Buy?

Have you ever considered why your customers or prospects buy your products or services? It seems only natural to consider why a company is considering buying from you, but odds are you rarely think about it.

Communications - The Values of Each Type.

Communicating with prospects and customers is not an event. It is a process. This process should be continuous and on-going. How many times should a sales person contact a prospect or customer? How should they be contacted?

Aspirations - You get what you expect.

There is no better way to improve your selling or negotiating ability than to improve your attitude and your beliefs. Pessimistic sales people seldom set sales records.

Face to Face - Make a great first impression and set yourself apart.

When preparing to meet a potential prospect face to face for the first time there are a myriad of factors to consider. Remember your time is short and you need to make an intriguing impression early.

What do your messages say about you?

Most sales people make a favorable impression in person. Have you considered what kind of impression you make on voice mail and email?

How much elevator do you need?

An elevator pitch is the short version of why a prospect should do business with you and your company. How does yours sound?

A letter from a prospect

"It wasn't your fault. You did nothing wrong."

Questions: A sales person's best friend.

As a whole, why don't sales people ask enough questions? How can we improve?

High definition provides the best picture possible.

The more vivid your examples and the more you involve the prospect, the stronger the point you make.

An apple is better than an orange!

Sell benefits, not features. Convert features to benefits by answering the question so what?

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