This article was recently in the Workplace Issues section of Monster.com and thought it would be of interest to all of the sales superstars that read our blog. I would love to hear how this technique works for everyone.
***********************************************
Many sales reps think that somewhere inside their customer’s headquarters is a single decision maker. But today, even CEOs reach consensus with their direct reports before making important decisions, according to Neil Rackham, author of SPIN Selling.
Meet the Decision Makers
In a recent Selling Power magazine article, Rackham observes that decision making for the purchase of any significant product Read More...
I believe that everyone reading this understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales, or any other profession, we are all in the PEOPLE BUSINESS. It’s been said that fully 85% of your success in life is directly related to your ability to effectively work with people. So I wanted to pass on a little tip that will make all your dealings with clients or co-workers much more effective.
It is laid out extremely well in Dale Carnegie’s all time best selling book How to Read More...
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...
Referral cycle? What is that?
It is similar to a sales cycle in that you walk your clients through a system, from introduction to close, in a systematic process that completes the sale both physically and psychologically.
It has been proven time and time again that top producers get the result they do because they have a system in place to make sales. To be a top producer, and generate most of your business through referrals, you also have to have a system to generate those referrals.
Your referral cycle can be compared to a farmer and his crop. First, a farmer will till the field to ready it for planting. When it comes to referrals, till your field and look 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...
Have you ever wondered why you need to keep track of your work stats? Or why your goals need to be measurable? Every single week I get the distinct privilege of walking into a sales office and seeing a chart tracking how many “units” were sold.
Why is this so important? I’ll tell you why.
It’s because numbers don’t lie! Unfortunately, most people don’t track their numbers because they find it too tedious or time-consuming. Other times they just don’t understand why it is so important. (Hint: you may be losing thousands of dollars!) Let’s explore a few reasons why you will want to keep track of your 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:
- You are a credible resource – they must like you, trust you, and feel Read More...
Today I am going to discuss the fundamentals of increasing your sales income. This income depends on two factors:
1 – your commission, and
2 – your sales volume.
You have no control over your commission, but you can control your sales volume. Sales volume is the direct result of two factors: your closing rate and your average sale size. Let’s look at these two factors more closely.
Your closing percentage is how many presentations you make, divided by the number of presentations you close. Ten demonstrations and 3 sales make a 30% closing rate. To increase your closings you make more demonstrations. It doesn’t matter what business you are in; showing more Read More...
