During our recent TeleSeminar on Handling the (Dreaded) Price Objection, I was asked a really good question by one of the attendees — How do you handle situations where your main competitor is always undercutting you by 20 percent or more? It was a dynamite question and one that might be asked by many salespeople…
DetailsHow do you measure up? Are you as good as you could be? Do you even know how good you could be? Here’s a way to find out. Research studies on self?monitoring show that people who monitor what they do often become better at it. I don’t know why it works, but research shows that…
DetailsI don’t know about you, but I sometimes find it fascinating to listen in on other people’s telephone conversations, at least the half of the conversation I can hear. I was sitting idly in the office recently when my partner took a phone call from a salesperson. I knew it was a salesperson because after…
DetailsMost salespeople don’t know when to quit. They don’t know when to quit talking… when to quit selling… and when to quit trying. They talk too much, sell too long and give up too soon. What’s worse, not only do some salespeople give up too soon, they often don’t even get started! In a survey…
DetailsIt’s a shame but a lot of salespeople are losing sales before they even have a chance to get them. That’s right, they’re reaching into their holsters, pulling out their pistols and shooting themselves in the foot before they even have a chance to talk to the prospect. Slow Off the Mark How? By being…
DetailsLet’s face it; everyone likes to get something for nothing, particularly if that something is valuable. What could be more valuable to a salesperson than receiving professional sales training? I mean sales training is something that can impact your wallet for the rest of your selling career. And to get it for free! Does it…
DetailsProspects today are busy, busy, busy and their voice mailboxes are constantly being filled with messages from people they don’t know, people who they don’t want to know, and people who give no reason to call them back. Don’t be one of those people. Avoiding Voice-mail Hell In the past, salespeople had to find a…
DetailsMost salespeople understand the concept of the sales funnel. It works just like an ordinary funnel that you might use to transfer liquid from one container to another. We all know that if you stop pouring the liquid into the top of the funnel, fluid stops coming out the bottom. We also know that if…
DetailsReferrals are an excellent source of new business but most salespeople don’t deserve to get them! Yes, you heard me right. Why do I feel they don’t deserve them? Because they do nothing to earn them. Too many salespeople are like waiters. You know the ones. They show up at your table to take your…
DetailsAny marketing person will tell you that sex sells. Well, I’m here to tell you that sex doesn’t sell; sex simply gets your attention. After your attention has been aroused, it’s one of the other two primary motivators, or dominant buying motives, that drives you to buy. Those two dominant buying motives are desire for…
DetailsYou only get one chance to make a good first impression and what you wear has a lot to do with the impression you create. In this day and age of excessive casualness, it’s easy to cross the line and lose a sale, all because of what you’re wearing. Here’s an example. The salesperson was…
DetailsWe’ve all had them — the prospect that isn’t going to buy from you no matter what. It might be because he doesn’t need or want whatever it is you’re selling or perhaps you’ve rubbed him the wrong way and he simply doesn’t want to buy from you. The only problem is, he won’t tell…
DetailsYou’re probably sitting there thinking, “Why would I want to be my own worst enemy?” And the answer, of course, is that you certainly don’t want to be. But it happens, and it could happen to you. I’ve seen salespeople with the potential to be top performers fall short because they either didn’t know what…
DetailsNo, I’m not referring to a prospect that buys long-distance telephone services. This is about the buyer who is out of reach, the one you can’t contact directly because he or she is too distant. Sometimes this distance is due to geography — the key decision maker is located in some other city or country.…
DetailsYou answer the telephone and hear the words, “My boss has asked me to get information and pricing on (whatever it is you sell)” and your heart sinks. It sinks because you know that dealing with information seekers is an even greater challenge than dealing with gatekeepers. You know that whatever price you quote will…
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