Sales
If You Want to Close Me, Show Me!
04/12/12 at 06:23 PMA sales professional can beef-up their sales presentation with an actual product demonstration. Anything you can come up with that is tangible, physical representation of your product quality is extremely valuable to demonstrate why your product is the best solution for the prospect's problem.
Solve the Problem - Go for the Close
04/04/12 at 03:06 PMSolving the Satisfaction Gap is the heart of your sales presentation. In this step you will present the quality and service your company provides. You will essentially outline your competitive advantages and superior quality and service.
Marcus Gets a Swift Kick in the Pants
03/26/12 at 05:04 PMDuring a very, shall we say, focused and intense day with the sales team I had the opportunity to have a little “Come to Jesus” chat with a member of the team I’ll call “Marcus” (which makes perfect sense, as Marcus is his real name).
Sales Success Can Take Some Getting Used To
03/13/12 at 01:42 PMIn sales you must take responsibility for your success. Now while that might seem easy it sometimes takes more effort than you think. It’s especially difficult if your box is full of limiting beliefs that have festered for many years.
Find the Satisfaction Gap and Sell More
02/27/12 at 05:53 PMThe most basic definition of marketing is to find a need and satisfy it. It’s the same thing in sales, and while sometimes the process seems complicated, it isn’t. It’s a simple process of “Identifying the Satisfaction Gap” and offering a solution to your prospect that fills the gap.
Closing Does Not Have to Create Conflict
02/15/12 at 02:17 PMZig Ziglar once wrote that if you can’t close, you are just a brilliant conversationalist. I would add to that if you can’t close, you are just an unpaid consultant.
Sales Success is all About Personal Responsibility
02/08/12 at 02:41 PMBad things happen to good people. That’s the bad news.
Focus on the PROCESS of Sales
01/30/12 at 07:11 PMPretty much everything in life can be broken down into one of two parts: It’s either part of the process or part of the results.
How Risk Impacts Your Sales Success
01/28/12 at 04:07 PMThere are many things buyers evaluate when making a purchasing decision, but none of them is more important than risk. When you understand the impact of risk, you can tailor your sales process to minimize or even eliminate it and help drive yours sales through the roof.
The Problem with Closing Sales
01/24/12 at 03:40 PMIf you were consistently doing the things you already know you should be doing, your income and career would already be exceptional. But little things seem to get in your way, and although you temporality make some changes for the better, after a short time you find yourself falling back into your old routine. You can’t seem to make the changes stick.
Sales is about Attitude
01/18/12 at 07:35 AMYour emotions and actions are reflections of your thoughts - even if the thoughts are wrong or inaccurate. The emotion that follows is real even if the thought was fake or artificial or completely fabricated. And because the emotion is real, the actions and results are likewise real.
A Sales Strategy Can Improve Your Sales Results
01/11/12 at 05:20 AMIf you find that your sales results are all over the place consider this: Consistent sales actions produce consistent sales results and random sales actions produce random sales results. If you want to see predictable results in your sales career, stick to a proven process or system.
Closing Sequence
12/16/11 at 08:46 AMHaving a clear, precise plan to follow when closing can help keep you on track as the natural tension grows between you and your prospect. The tension isn’t necessarily a bad thing or a bad sign. It’s just a natural part of the sales process when money and commitment are on the line.
Closing the Sale
12/10/11 at 06:04 AMI think the reason most presentations end without a formal close is because most closes are so cheesy and come across as sneaky or underhanded. For example, saying, "Press hard... there are three copies" as the sales professional slides the contract over with the pen resting on top is the classic image many of us have of cheese ball sales people.
Three Steps to Closing the Sale
11/10/11 at 06:45 PMMany sales professionals do a fantastic job of building rapport and earning trust with their customers. Unfortunately, when it comes to the all important skill of closing the sale, some sales professionals lack the same level of confidence when it matters most. As Zig Ziglar famously said, “If you can’t close the deal, you’re going to have skinny kids!”
Closing the the sale doesn’t have to be a struggle. In fact, with a little planning and practice, closing can come as natural as building rapport and trust.
