Why Qualifying and Closing Are Interconnected

July 10, 2012 by  | Leave a Comment Filed under: Sales 

We have all been through the experience of buying a car. Much dread the thought of having to replace their car because of what they feel they need to go through. They dislike the experience so much that they hire professionals to do the job. In my case I thought I would do it myself. Research the (read on...)



Selling And The Four Agreements

May 16, 2012 by  | Leave a Comment Filed under: Sales 

Before I get started, if you have never read the best selling book, The Four Agreements by M. Ruiz, I urge you to buy it today and spend the next few days devouring his very wise counsel. To this day out of all of the books I have read this is still one of my favorites. So what do the four (read on...)

The Critical Trait For Enduring Sales Success

April 15, 2012 by  | Leave a Comment Filed under: Sales 

If you have read any sales book or attended any sales training seminar during your career no matter how short or long your career, I’m sure you have learned that there are many elements, traits or skills required for sales success. Over the years I have read all the books, heard many of the (read on...)

Creating Objections – Beware of Knowledge

January 31, 2012 by  | Leave a Comment Filed under: Sales 

In order to increase sales, you must captivate your customers and convince them to buy from you. How many sales do you think you lose because you created most of the objections? Objections come about when customers lack information or have too much information. Your level of experience, curiosity (read on...)

Three Stages of a Failed Sales Pitch

January 19, 2012 by  | Leave a Comment Filed under: Sales 

The best sales people perfect their sales pitch. They do this over time in order to build a system that works. Following the system during your sales pitch means you can apply it over and over to yield positive results. While certain products require complicated sales processes, some basic stages (read on...)

Closing Is a Process, Not a Once Off – Part 2 of 4

October 7, 2011 by  | Leave a Comment Filed under: Sales 

We have looked at why salespeople don’t close successfully (8 points covered in part 1). Now let’s look at the four essentials of closing: 1. Listen for buying signals.Be awake, be aware, be proactive and be a salesperson. You should be so hungry for the sale that if a buying signal (read on...)

Closing Is a Process, Not a Once Off – Part 1 of 4

October 7, 2011 by  | Leave a Comment Filed under: Sales 

Closing is the difference between winning and losing. Closing is the logical conclusion of the persuasive process. How to make it easy to get the customer to say “yes”. Closing is not manipulating the customer. It is the professional conclusion to your visit that both you and they (read on...)

Closing Is a Process, Not a Once Off – Part 4 of 4

October 7, 2011 by  | Leave a Comment Filed under: Sales 

USING THE 9 SECOND CLOSING FORMULA TO START THE CLOSING PROCESS USING THE BENEFIT SUMMARY “Mr. Customer, which delivery date would be best for you, the 15th or the 30th?” 4 seconds. Even if the customer objects now he will have to give you a response to your question. This will allow (read on...)

Ask for the Order, Your Customer Expects It

October 7, 2011 by  | Leave a Comment Filed under: Sales 

A lot of salespeople find all sorts of reasons for not closing. They blame the politics, the economy, the weather, the leads, the product, the customer, the price. But these are not reasons, merely excuses. Most salespeople don’t close because they simply don’t ask for the business. (read on...)

Sales – How To ‘Close’ A Sale

August 20, 2011 by  | Leave a Comment Filed under: Sales 

Sales is an area of business that often drives forward every other facet of the business. For without good sales there is not enough cash coming into the business to pay for all the overheads and support functions that make the business run smoothly and profitably. So sales is important and vital (read on...)

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