« Back Home
Articles from: April
April 29, 2012 at 1:23pm Tags: closing, focus, Worry
Do I Have To Be Perfect?
One of the things I like bet about baseball is the possibility of a pitcher throwing a perfect game. No other sport offers such a finite example of doing the job right. Is it possible is sales to be perfect? Selling your services to possible clients is another matter. Although one can draw parallels between sports and sales there are some differences. Do you have to be perfect to be able to execute a sale? Thank goodness that you in fact don’t have to be perfect to get someone to purchase from you. With that in mind, let’s go over what it takes to perform at the highest level in a quest to attain perfection.
Share This Article| Rating:
April 22, 2012 at 12:56pm Tags: closing, Price, timing
Did I Make a Good Presentation?
This is the question that many in the service contracting trades ask themselves after each opportunity. There are many who don’t even make a presentaion a particular event in the service business. Most simply mumble out all the facts during the course of their diagnosis and drizzle out the features and benefits early in the call as they “talk out loud” to their potential customers and then stick a price at the end of this segment.
Share This Article| Rating:
April 15, 2012 at 11:21am Tags: compete, Sales Skills
The Turn-Around
One of my favorite techniques is called the “Turn-Around.” In short, this is a term that I use that means to get your prospect to reveal the logical and emotional reason they are wanting to buy your solution. In effect “turning around” the sales situation so that the buyer sells YOU on wanting to get the work done instead of you selling THEM. Many times buyers provide a false reason so they don’t reveal too much about their situation thinking that you may use it against them to close the deal.
Share This Article| Rating:
April 08, 2012 at 5:59pm Tags: closing, Differentiate, Sales Skills, timing
Do You Have a Policy Too?
How many times have you heard your prospect tell you that they have a “rule” or “policy” when they purchase? You know something like, “We have a rule, we never make a purchase on the first visit from a sales person.” Sometimes the rules that buyers have are dysfunctional and make little sense for you or them.
Also, the rules are often broken when they meet the right sales person with the right solution. So then the rules are only often enforced when they either don’t like the sales person or their solution.
Share This Article| Rating:
