28th January 2009
You created interest with your prospect by making a big promise, and stated a feature to back up your promise.
You gave them a logical and emotional benefit, and backed everything up with evidence.
Finally, you asked their permission to ask question...
26th January 2009
You’re sitting in front of your prospect. You’ve spent time building a deep level of rapport, trust, and making them your best friend. They’re smiling and very at ease with you.
So what’s next?
What’s taught in most books, courses, and by ...
23rd January 2009
Graduate ProspectsImage via WikipediaIt’s another day at the office, and you’re waiting for a potential customer to call or walk in.
How different would your business be if your current customers were enthusiastically seeking out prospective custom...
17th January 2009
When it comes to qualifying a prospect it’s important to understand the reasons why people do things, and ultimately, why they will or will not buy your product or service. You see, people will buy your product or service to satisfy one of two main need...
07th January 2009
If your not using this powerful selling technique, you're making sales more difficult and losing a lot of sales you shouldn't.
Do you find you're constantly telling prospects how great you are and they're thinking, that's what all the salespeople say...
07th January 2009
I'm sure you'll agree, building rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust.
Have you ever had an experience ...
07th January 2009
Cold call prospecting may not be one of the best ways to generate leads or to make appointments with prospects, however, it beats sitting around the office waiting for the phone to ring and it can help you learn some valuable sales skills.
When I sta...
06th January 2009
Getting past call reluctance is one of the keys to successful cold calling. Understand what's causing the reluctance and work on a solution. The three main causes of cold calling reluctance are lack of a plan, attitude and fear of rejection.
Cold Cal...
28th December 2008
Direct mail is still the number one marketing strategy used by many successful sales companies. With direct mail, you have total control over the presentation of your message. Direct mail is a unique blend of advertising and sales. While good advertising ...
19th December 2008
Dividing your time equally between soliciting (or marketing), selling and servicing is a time management skill that once mastered will return great benefits. During the day there are many things that come up and all of them seem urgent. You feel like yo...
17th December 2008
A time management technique that many books have been written about is planning. Planning comes in many different forms, however, spending five, fifteen, thirty minutes planning will save you hours in execution. It's time well spent. If you're not takin...
17th December 2008
Mastering the necessary sales presentation skills will increase your results and boost your sales.
A sales presentation doesn't begin when you are telling and showing the prospect how you'll solve their problems. It begins before you walk in the door t...
15th December 2008
Marketing Tip #1: Are you trying to be all things to all people?
Target marketing is one of the keys to a successful sales marketing program. Starting your marketing efforts without first identifying your target market is like trying to hit a target wi...
15th December 2008
Are you tired of excuses? Looking for a persuasion technique to get people to take immediate action?
Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'l...
14th December 2008
Use these sales presentation tips to get your prospect emotionally involved in your product or service and you'll boost your sales.
Sales Presentation Tip #1 - Practice and Customize Your Presentation
Take time to practice your presentation many tim...
