As a salesperson, it is your mission to discover exactly what your customer requires by asking the necessary, most pertinent questions.
The process of discovery is of paramount importance in your selling career and learning to ask the correct questions is a very necessary skill to acquire. Only when you have discovered what it is that your customers require can you begin to present them with the appropriate solution. Cold-calling can become a thing of the past if you become adept at learning as much as possible about your potential customers …

Consider the following letter by an active head of one of the largest software company in America:
“Results are the only things that count. We are perfectly willing to pay a salesperson $100,000 a year if they deliver the goods; we are willing to pay $750,000 a year if that person delivers, and a person’s earnings from $7500 a month up to almost anything is in their own hands.”
The heads of ninety-nine out of every hundred companies employing salespeople reflects that sentiment. Often the main limit to the salesperson’s earning power …

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in the equation of success, but it should be only part of your expertise.
Consequently, through unorganized, hit-or-miss methods, his cost of selling is high simply because his methods are not as efficient as they should be.
This does not mean you shouldn’t use …

Certain objections exist to every proposition in the world. What would a soccer, football or basketball game be like without the blocking of shots? And what your proposition is determines what the objections are.
Call on a thousand average people to whom your proposition is salable. You’ll find the self-same objections on the lips of the majority of them. And these objections, boiled down and standardized, resolve themselves into a very small number.
For instance, in the paint business the standard objections are:
(a) “Too much money tied up in present stock to …

If you want to be a successful sales person and to close the deal, very important part is to be in front of your customers at the exact time when they are on the market for goods or services. You can find companies they are on the market now, or you can put them in the market.
The only thing you can accomplish is to lose a precious time chasing prospects who are not interested for your product, or they are not a fit for your products or services at all.
Many …

You have arranged the meeting with your customer, and you got his attention. Next step is to secure his interest in your products or services.
Interest is usually lacking for one of two reasons — either you have not secured your customer’s attention, or your argument or selling pitch or presentation is not the best.
If you believe your argument or selling talk is failing to arouse interest, you must investigate the cause.
This could be one of the following:

Your proposition actually has no interest for the customer and for good reasons can …

My new webinar is scheduled for April 2nd: Find Buyers Who Are Ready to Buy…Now!
Learn to Identify the Trigger Events
That Motivate Prospects to Buy
“I have lot of business in my pipeline, but very few deals are closing.” Adding prospects to a sales pipeline is easy … but if they aren’t ready to buy, you’ll waste precious time that could be better spent pursuing accounts that are ready to sign. Although the economy is in strife, people are still buying. The key is to identify which prospects are ready to buy …

Going back to basics and having focus on what made you successful in the start of your career (learning, learning, and learning) becomes vital in selling in these difficult days for the sales profession. In fact, one of the rewards of a successful sales career is the stimulating learning process – it’s never dull unless that’s how you make it.
The cry of “hard times” is heard at all times, and not just in these recession days and that is where you should refresh your knowledge of how to handle objections …