Dr. Robert Ciadini’s book, Influence: The Psychology of Persuasion is an enjoyable read with colorful examples throughout.  The book focuses on six “Weapons of Influence.”

The first, Read More...

Jay Abraham is a world renowned sales guru…some might even refer to him as a selling god.  His program, 93 Extraordinary Referral Systems is a must have sales training program for any sales person, sales manager or marketer.

In this program you will discover the ease of selling to referred customers.  It is considered to be the most important weapon in any marketing arsenal. Why work hard when you Read More...

The last two days we have been talking about the system to answering objections. First you validate the objection, and then you clarify the objection. Before we continue with the third step, which is isolating the primary objection, it is very important to understand a principle that applies to any system.

Whether you are using a system to answer objection or to remember names, you need to follow the steps of the system much like following a recipe to bake a pie. When you have recipe, it gives you specific instructions on how to prepare specific ingredients to get a desired result. If you begin to modify the instructions or the ingredients or the amount it changes the results.

Sometimes Read More...

Yesterday we broke down the power of having a system to use for answering sales objections. Then we talked about the first step to answering objections which is to validate what the person has said.

Today we are going to talk about the second step in the system for answer objections which is to clarify the objection. Once our prospect or client knows that we are listening to them by validating their objection, we must figure out what they are truly objecting to.

The dictionary defines “clarify” as: to make clear, easier to understand, to clear up confusion or uncertainly. This is exactly what must be accomplished because many objections are ambiguous or a wondering generality. Read More...

The best sale people understand that answering objections is a natural part of the sales process. The best way to answer an objection is before it is brought up by the prospect. Realize objections are actually healthy communication and that, when the client verbalizes an objection, a process to handle that objection is more effective than a razor-sharp response. 

This three part series is going to discuss that simple process to handle any objection:  Step 1 – Clarify, Step 2 – Validate, Step 3 – Isolate the Primary Objection.  

To begin, let us make sure that we are all on the same page as to how we perceive objection. Most of us, are in agreement that the majority of Read More...

Close the Deal presents you with a revolutionary, yet remarkably simple, 7-Step System for regaining control, removing pressure, and ultimately closing more sales and generating more profit than you ever will by using those tired old-school techniques.

The Sandler 7-Step System is based on the Read More...

Is asking for the sale hard for you? Would it help if you could get your clients to simply say, “I’ll take it!” Sure it would. What’s the key? Focus your selling energy on the front part of your sales process, and the back end will take care of itself.

Selling is simply influencing another person to take action. That action will take the form of a purchase of your product or service. Remember that people always act in their own self-interest.

Essentially, you must convince them of two things:

1. You are a credible resource – they must like you, trust you, and feel Read More...

Asking for referrals is a fundamental selling tactic. But it the reason given most often on why people don’t get referrals, they simply don’t ask.

Without new prospects to convert into customers, your business cannot survive. When you gain new prospects through referrals you will find that those prospects are both easier to work with, and tend to be more profitable.

The key to getting referrals is to ask.

1. The Direct Method

You simply ask your contact, directly, “Who do you know that would benefit from my product, and would appreciate the kind of service I provide?” You can prime the pump by making suggestions like, “Who Read More...

If you are in sales, you absolutely can take control of your selling career. You can motivate yourself, create a system, and track your numbers. Once you have those numbers, you can use them to coach yourself.

Coaching has two parts. First you diagnose your condition. Second you prescribe your treatment.

The danger in being your own doctor, of course, is that you can get caught up in the emotions of it. To prevent this from happening focus on your numbers.

Numbers don’t lie and they don’t fudge. They are what they are, and if you have the mental toughness to look at them truthfully and without spin, you will be able to determine what challenges you Read More...

One of the most important questions people ask when they are focused on improving their quantity and quality of business is: “What is my competitive advantage? What makes me unique, memorable, special… what truly sets me apart from the rest?”

While there are no definitively right answers to that question, most people come to some conclusion that customer service is a critical component of your competitive advantage. For most businesses, the service they offer can vary from exceptional to not so hot, depending upon circumstances.

Why is that? Why does the same company, and even the same people within that company provide world class service some of the time, and Read More...