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Wednesday, June 18th, 2008My life changed way back in 1972 when my good friend Andrew Smith (APT) sent me on a Dale Carnegie course.
The course was over fourteen weeks one night per week and by half way through I changed my vocation and knew all I wanted to do was sell and work entirely for myself.
I have never […]
Popular Smartphones
Tuesday, June 17th, 2008Do you use a “popular smartphone”?
I guess most salespeople do, however PLEASE do not let it ruin your chances of making major sales. There is a serious problem out there and it is very disturbing.
I was in Melbourne Australia a while back and I was having breakfast at a popular cafe at 7.30 am. Next […]
Responsibility
Thursday, May 29th, 2008If you are a self employed sales person or if you are employed by a company in a sales role you have a responsibility either way.
Any representative sales role in any field normally means a great deal of self discipline. It means organizing your time in an effective way and it also means making the […]
Where Major Sales are made
Thursday, May 22nd, 2008Many people have no idea just how sophisticated Bangkok in Thailand really is. This is a city with stunning shopping centers and wealthy people. The Paragon shopping center is the latest multistory complex to open.
It is in this complex you will find people capable of making major sales. Not only can you buy the latest […]
The Price Driven Sale
Wednesday, May 21st, 2008How many sales calls have you attended that are not about selling “value”?
Most sales people and companies talk about offering “value added services,” “value selling” or they claim to be selling “solutions”.
However, do these sellers really understand what their customers would define as value?
How many sellers can accurately identify what kind of “value” […]
Making Assumptions When Selling
Tuesday, May 20th, 2008Most good sales people know we should always assume a sale has been made when speaking with our customers. However we can make the wrong assumptions sometimes and I sure had my eyes opened on my recent trip to Jordan.
I went there with very little understanding of the country or its people. My lack of […]
The Price Issue
Saturday, May 17th, 2008As I have been traveling and observing people’s selling style, I still see that selling on price is a big issue.
We do know that if you ask people to buy something one person in every four will say yes. This is the law of averages.
I just wonder how many more sales a sales person would […]
Honesty and demonstration
Thursday, April 24th, 2008We have talked so far about customer acceptance and confidence. The top of the list however has to be honesty. Honesty to your company and your customer will pay off in the long run.
If you are in retail tell the customer about your store and it’s reputation for fair dealing. Make absolutely certain you are […]
Establishing Customer Interest
Saturday, March 29th, 2008How do you establish if a prospect or customer is interested in your product or service?
It is quite simple really…….LISTEN!
Never interrupt the customer while they are talking, if the customer interrupts you let them finish. If you do all the talking and the customer says nothing you are talking yourself out of a sale.
Encourage your […]
Selling on Price
Friday, March 28th, 2008Even though selling on price may be easier and faster you always end up the loser. I am dismayed how retailers in certain commodities are price driven.
The Asian market particularly suffers from low margins and many retailers and customers can just talk price.
Many customers however are very reluctant to buy poor quality and many […]