Archive for December, 2007
« Previous EntriesHappy Christmas
Tuesday, December 18th, 2007Happy Christmas everyone. My posts may be a little thin for the next few weeks as I am taking a rest. However if you subscribe to the blog you will be automatically notified of any updates.
I will be posting part two of the interview with Anthony Mosley soon. In the meantime I wish all super […]
Elite Salespeople
Sunday, December 16th, 2007There are very few sales people who really shine in any organization. Research has shown there is a very special behavior required to achieve this status.
Anthony Mosley from Audio Products International in Canada was one of those people. Anthony was a sensational salesperson, he clearly understood the different skills required to make a major sales […]
First Contact
Saturday, December 15th, 2007When a salesperson confronts a prospect for the very first time what should the sales introduction be?
There is a lot of paragraphs written on this particular subject and most seem to be on how you should introduce your product or service. Once again this is telling not selling and in my opinion the sales person […]
Advantages
Thursday, December 13th, 2007When most people sell they are taught to show advantages of their product or service. To make matters worse they confuse these advantages with benefits.
In making a major sale the only way these type of statements are of any value is when a customer expresses a specific need that your product or service can provide.
Advantages […]
Adding Value
Wednesday, December 12th, 2007These days it is extremely difficult for sales companies or even sales individuals to survive, it is also near impossible for either to prosper unless they can add value to a customer. Industries have dramatically changed over the last few years and many sales organizations have just rested on their laurels. Customers have become […]
Nutshell Questions
Tuesday, December 11th, 2007What type of questions should you be asking when you are sitting in front of a customer for the very first time?
Many sales people just talk and have no real idea about the correct type of questions to ask. Many pages have been written on this subject with all sorts of conjecture about […]
What do Industry Leaders Say?
Tuesday, December 11th, 2007In sales there are many different forms of judgment. The number of sales you make, your skill at obtaining referral’s, being number one producer in your organization or field, eliminating your debts, beating your competitors or fellow sales persons on “Making a major sale”. To me the most important judgment is your reputation.
When your industry […]
My Personal Guarantee
Monday, December 10th, 2007I can guarantee more sales are lost by asking poor questions and poor salesmanship than lost to the lowest price.
Social Bookmarking
How to Keep Customers
Sunday, December 9th, 2007Most businesses take their customers for granted. Most sales people do the same. Many companies waffle on about how much their customers love them but do nothing to keep them. In the distribution business it is always “Push Push Push” by the supplier. Being proactive seems very difficult for most people and believe it or […]
A Missed Sale
Saturday, December 8th, 2007Recently I went to a major retailer with the intention of purchasing a new Apple Mac Pro computer. I had a sincere desire to purchase.
I was looking at the various models on show and I suspected the prices advertised were higher than I had seen in most other stores. After a time spent looking I […]