Words and Phrases that Sell
To persuade, motivate and influence you need to use the right words in your presentation and your presentation materials. To maximize your impact, try adding these words the next time you have a presentation.
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Why Should I Buy From You?
Here’s one of the great truths of selling — if prospects can’t tell the difference between your product or service and your competitor’s product or service, they’ll make their buying decision on price. Now, this isn’t the only reason for the price objection coming up but it’s a major one. It’s absolutely amazing how many…
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The Telephone — Sales Tool or Club
Often when I suggest to salespeople that they do some telephone selling, a panicky look comes over their faces and you’d think that I’d suggested they pick up a hot poker and put it to their ear! Part of this fear and disdain comes from exposure to extremely poor telemarketers who are blight on professional…
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The Secret to Handling Objections
In my early years of selling, whenever I got an objection, my heart would sink, my stomach would go into turmoil, and my mind would shift into overdrive trying to figure out how to deal with it. All my early sales training and all the sales books I’d ever read made a big deal about…
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The Loneliest Job in the World
This article is for those of you who have been in sales for some time. Those of you for whom the glow of the job is beginning to dim a bit. Some non-salespeople think that salespeople lead an incredibly busy social life, full of free meals and days on the golf course. That we get…
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The Key to Success in Sales
That’s it! If it’s that simple, why aren’t more people successful in sales? Once again, the answer is relatively simple: They either don’t fully understand or know how to apply the basic fundamentals. So, just what are these mystical basic fundamentals of selling that seem to elude so many people? Well, before we explore some…
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The Changing Face of Selling
The winds of change are impacting the sales profession. These changes are being brought about, for the most part, by the changes that are occurring in the buying arena. Unlike selling which is a full-contact sport, buying has moved to being a non-contact sport for many things. The Internet and other media have replaced the…
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Taking Your Prospect’s Temperature
Why in the world would you want to take your prospect’s temperature? You’re not a doctor. Well, it’s not your prospect’s body temperature I’m suggesting you take. It’s your prospect’s buying temperature. Testing the Water Just like you might test the water before you jump into a swimming pool to see if the water temperature…
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Stop Watering Dead Plants
There is absolutely no doubt that persistence is a key element for sales success. But where does persistence stop and being a pest begin, and when is being persistent just plain dumb? This is not a problem for most salespeople because, as a general rule, they give up far too soon in the selling process.…
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Stop Talking to PWOTs
If you’re going to sell anything, you must deal with real prospects. Your challenge as a salesperson is to separate the real prospects from the unreal ones. That’s what qualifying a prospect is all about. Finding real prospects is not difficult but too few salespeople do it and end up wasting their time trying to…
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Show the World You’re a Sales Professional
It’s been almost ten years since I last went on a rant about the sales “profession” and what we can do to make it even more professional. So, here I go again! First off, I want to say that I’ve been in sales for over thirty years and I’ve been proud to call myself a…
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Setting Price Expectations
No one likes sticker shock, not you and certainly not your prospect. The last thing you want when you mention your final price is for the prospect to gasp, clutch his heart and keel over. That’s why it’s wise to prepare your prospect for what’s to come in terms of the financial investment he will…
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Selling the Sizzle
Remember the old saying, Sell the sizzle, not the steak? Well, it’s still alive and well but not used by many salespeople. Most of them are still trying to only sell the steak. How boring! “Sell the sizzle” is just another way of suggesting you use a bit of showmanship in your selling. Mind you,…
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Selling in Slow Times
Every salesperson eventually falls upon slow times. Whether it’s a regular seasonal slump, marketplace readjustment, or economic downturn, it happens to all of us. What salespeople do during these slow selling times is what separates the wheat from the chaff, the good from the bad, and the professional from the amateur. Slow Time Blues In…
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Remove the Doubt and Make the Sale
Here’s the scene. You want to buy a service from someone but you’re not quite sure if he or she is going to do the job to your satisfaction. What do you do? This isn’t an unusual situation. You’re about to deal with someone or a company you’ve never dealt with before. Maybe it’s time…
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