Are you ready to learn how to close the sale? Let me make a few comments before we begin this section on closing the sale. Some of the authors out there, actually many of them; they say that if you’re unsuccessful during a close, if you don’t make the sale, well that’s not really a measure of your worth. Well,…
Also, a little known information source are the states in which you do business. State Agencies require permits for a myriad of things. Normally, permits are filed by the company anticipating a project well before the bidding process begins to supply the contracts for the project. A review of this public information will give you insight into what types of…
Okay, I’m back. Now did you hear any empathy on the part of the salesman? Well no. Did you hear the prospect attempting to feel comfortable about the investment? To feel comfortable about the pending purchase? Well, what actually happened, this conversation went on for some time with no improvement. A senior manager of the company contacted this prospect, a…
This segment is on confidence. Let’s be confident. Let’s talk about confidence. Confidence is my personal favorite. It is no less important than enthusiasm or empathy as an element of the star seller’s persona; however, confidence has a wonderful ancillary benefit, an ancillary benefit that I have experienced day after day, year after year, and it’s a significant and major…
Hello and welcome. This may or may not be your first course or self-help tape. The others normally have music in this spot however we’ve saved the space for the good stuff. As you place this tape in your tape player you and I will enter into a business relationship and, as in any business relationship, we each assume responsibilities…
1. Attention-Getting AdsHow many ads do you see and hear every day? Consumers are bombarded with ads on the internet, in magazines, newspapers, on TV, radio billboards, and more. Out of all the ads that you see, how many of them stand out from the crowd? Some do. Most don’t. So, how do you make your ads stand out? Here…
If you use the power of the “Best Buyer Concept”, you can double your sales within the next 12 months. The concept is easy to understand, and very powerful. There’s always a smaller number of ideal buyers, compared to all the possible buyers, so ideal buyers are cheaper to market to and yet bring greater rewards. A magazine used this…
If you are in sales, then you’ve probably heard the saying- “I could sell ice cubes to an Eskimo.” First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, because I believe that is a difficult task to accomplish. You have to be one hell of a salesperson to accomplish this, but why…