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Saturday, June 21st, 2008At the risk of repeating myself I want to cover “Sales Presentation” or Sales Presentations” again.
Most professional sales people know what a sales presentation is but most sales people prepare one and deliver it before finding the facts about their customer.
If you are in the business of “Making Major Sales” ( a sale that requires […]
More from Dale Carnegie
Thursday, June 19th, 2008If you are in a big sales team and sometimes get a little flack from your fellow salespeople then take heart at what Dale Carnegie had to say:
1. Remember that unjust criticism is often a disguised compliment.
2. Do the very best you can.
3. Analyse your own mistakes and criticise yourself.
4. Ask others for constructive criticism.
If […]
Dale Carnegie
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 […]
The Way Buying has Changed
Saturday, June 14th, 2008Here is an old article from the Sydney Morning Herald back in 2006.
The Title was Brave New World by Owen Thomson
Date: 29/07/2006
This is so true and is a solid reminder today.
The way we buy has changed and the role of the sales professional has evolved as a result, writes Owen Thomson.
Money-making opportunities abound […]
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 […]
Responsibilty for sales
Sunday, May 4th, 2008I am in Egypt on route to Jordan and today I have been observing how business is still the same worldwide despite cultural differences.
Nothing happens until someone sells something. My last eleven years has been spent selling to clients throughout Asia and this is my very first visit to the Middle East since 1971.
Salespeople all […]
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 […]
Customer Relationship
Monday, April 21st, 2008What kind of relationship do you have with the people you are dealing with? I have been thinking about this issue a lot today and have decided this is really quite a big deal if you are are a professional salesperson.
Humans are very strange creatures, we all have different belief systems, we have been conditioned […]