Freedom Personal Development Blog » selling http://www.deliverfreedom.com:/blog Personal Development for the Professional Mon, 06 Feb 2012 19:52:51 +0000 http://wordpress.org/?v=2.9.2 en hourly 1 To Win the Sale, Engage 3 Key Decision Makers http://www.deliverfreedom.com:/blog/to-win-the-sale-engage-3-key-decision-makers/ http://www.deliverfreedom.com:/blog/to-win-the-sale-engage-3-key-decision-makers/#comments Wed, 29 Jul 2009 10:00:29 +0000 Freedom Personal Development http://www.deliverfreedom.com:/blog/?p=2346 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.
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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...

]]> 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...

]]> http://www.deliverfreedom.com:/blog/to-win-the-sale-engage-3-key-decision-makers/feed/ 2 Everyone’s Favorite Subject – 3 Tips on How to Become a Better Communicator http://www.deliverfreedom.com:/blog/everyones-favorite-subject-3-tips-on-to-become-a-better-communicator/ http://www.deliverfreedom.com:/blog/everyones-favorite-subject-3-tips-on-to-become-a-better-communicator/#comments Thu, 25 Jun 2009 11:00:35 +0000 Roger Seip http://www.deliverfreedom.com:/blog/?p=2196 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...

]]> 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...

]]> http://www.deliverfreedom.com:/blog/everyones-favorite-subject-3-tips-on-to-become-a-better-communicator/feed/ 0 Book Review – Influence – The Psychology of Persuasion http://www.deliverfreedom.com:/blog/book-review-influence-the-psychology-of-persuasion/ http://www.deliverfreedom.com:/blog/book-review-influence-the-psychology-of-persuasion/#comments Wed, 22 Oct 2008 11:00:56 +0000 Freedom Personal Development http://www.deliverfreedom.com:/blog/?p=743 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...

]]> 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...

]]> http://www.deliverfreedom.com:/blog/book-review-influence-the-psychology-of-persuasion/feed/ 3 93 Extraordinary Referral Systems http://www.deliverfreedom.com:/blog/93-extraordinary-referral-systems/ http://www.deliverfreedom.com:/blog/93-extraordinary-referral-systems/#comments Wed, 24 Sep 2008 11:00:31 +0000 Freedom Personal Development http://www.deliverfreedom.com:/blog/?p=618 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...

]]> 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...

]]> http://www.deliverfreedom.com:/blog/93-extraordinary-referral-systems/feed/ 0 7 Step System to Close the Deal http://www.deliverfreedom.com:/blog/7-step-system-to-close-the-deal/ http://www.deliverfreedom.com:/blog/7-step-system-to-close-the-deal/#comments Tue, 26 Aug 2008 13:15:33 +0000 Freedom Personal Development http://www.deliverfreedom.com:/blog/?p=468

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...

]]>

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...

]]> http://www.deliverfreedom.com:/blog/7-step-system-to-close-the-deal/feed/ 1 Selling Without Closing http://www.deliverfreedom.com:/blog/selling-without-closing/ http://www.deliverfreedom.com:/blog/selling-without-closing/#comments Mon, 04 Aug 2008 11:00:25 +0000 Freedom Personal Development http://www.deliverfreedom.com:/blog/?p=322 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...

    ]]> 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...

      ]]> http://www.deliverfreedom.com:/blog/selling-without-closing/feed/ 1 The Fundamentals of Increasing Your Sales Income http://www.deliverfreedom.com:/blog/the-fundamentals-of-increasing-your-sales-income/ http://www.deliverfreedom.com:/blog/the-fundamentals-of-increasing-your-sales-income/#comments Wed, 19 Mar 2008 11:00:58 +0000 Freedom Personal Development http://www.deliverfreedom.com/blog/the-fundamentals-of-increasing-your-sales-income/ David DenisToday 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...

      ]]>       David DenisToday 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...

      ]]>       http://www.deliverfreedom.com:/blog/the-fundamentals-of-increasing-your-sales-income/feed/ 2