Fear,The Greatest Enemy of a Closed Sale
Fear is the greatest enemy you’ll ever encounter as a professional salesperson. Your fear, the prospect’s fear, market and trend fears and so on. What do we fear? As salespeople, we fear saying or...
View ArticleYou Won’t Overcome Every Sales Objection
In the business of selling products and services, you’re bound to hear objections or concerns that interfere with or slow down the sales process. When it comes right down to it, most objections or...
View ArticleWhen Buyers Hesitate
You’ve just invested the last 30 minutes of your day with someone who truly needs your product or service. You feel like you’re on a roll. That your product is truly good for them and they can afford...
View ArticleOvercoming the “It costs too much” Sales Objection
If you’ve been in business longer than a week, you’ve probably heard this objection from at least one potential new client: “It just costs too much.” Or, you might have heard it in this way, “I’m...
View ArticleOvercome the “I want to shop around” Objection
Have you ever heard this from a potential client: “Okay. Well, thanks for the information. I want to shop around and will get back to you if this is really what I want.” Unless you’ve only been in...
View ArticleUncover Other Options Early
When you’re with a potential new client, it’s wise to know where they’re coming from. Do your best to uncover any other companies or products they’ve investigated before talking with you. Hopefully,...
View ArticleObjections as Hurdles
Objections are not meant to stop you in your tracks. While you may envision them as brick walls, learn to see yourself hurdling over them. When you really want what’s on the other side (like a closed...
View ArticleOvercoming the Word “No”
Everyone sells, one way or another. As parents, we sell our children on our belief systems and our values. In courtship, we sell ourselves to our prospective partners. At work, we sell ourselves every...
View ArticleDealing with the Competition
We are in some very competitive times. People are hesitant to make buying decisions so businesses are making previously unheard of offers to get whatever slice of the market pie they can. If any of...
View ArticleReal Estate Concerns: “We wanted another bedroom.”
What do you say when you hear this one? “The home is very nice, but we really wanted another bedroom.” When they say this, what does it really tell you? They don’t need that extra room. They were...
View ArticleWiping the Slate Clean in Sales
As part of the sales process, you might need to resort to a strategy of wiping the slate clean with your potential clients. Much of the decision process is based on past buying experiences. If your...
View ArticleHearing No is Part of Getting to Yes
Follow Champion sales people understand that hearing no is part of getting to yes. Average sales people let every nuance of the word no strike them like arrows and deflate the rest of their sales...
View ArticleGet Buyers to Answer Their Own Concerns
Follow The most important “do” of addressing concerns is: Get the other person to answer his own objection. That advice may sound tricky to follow, but here’s why it’s so important: You’re trying to...
View Article7 Ways to Re-Think No / Selling Skills
Follow A big part of your job in sales is to be the person in the company who gets the “no’s.” My job as your sales coach is to provide you with ways to re-think no. In the English language, the word...
View ArticleSelling Value vs Price
Follow As a sales professional, please realize the difference in selling value vs price. If you are selling a value-based product against a price-based product, trying to compete on price is a recipe...
View ArticleThe Triplicate of Choice for Money
Follow I’m often asked how to eliminate money objections. The single best strategy I have is the triplicate of choice for money strategy. Here’s how it goes: You suggest three different ranges of...
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How to Multiply Time
Time is as precious a commodity as money. Let’s explore how to multiply time so you can get more sales productivity out of the time you have to invest in your sales career. Everyone knows you can make...
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Four Time Traps that Kill Sales
Managing time really means, we manage ourselves. That includes avoiding the time traps that plague salespeople. Sadly, many of us are keeping ourselves from achieving the success of our dreams because...
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Working with Hostile Buyers
It’s inevitable that you’ll eventually find yourself working with hostile buyers. Confronted by a buyer who has suddenly turned hostile, average salespeople get anxious about their own dignity. If it...
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Setting Realistic, Achievable Goals
When it comes to setting realistic, achievable goals, there’s definitely a system involved. Once I gained a clear understanding of how goals should be set and what they could do for me, I studied...
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