If your offer is based only on price, there is a good chance that someone else will have a lower price than you; and you are prone to becoming involved in a bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goals for your prospects, instead of just saving them money. By doing this you will set yourself apart from the rest of the salespeople who base their offers on price alone.
Anyone can step up to the plate with a lower price. But not …

Today I am honored to have a guest blogger on my blog, his name is Neil Jain and he empowers people to make confident financial decisions. Here is his article:
In keeping with Alen’s current theme about Trigger Events, I can confirm that in my business identifying trigger events has been a key aspect of the sales process.
Importance of Trigger Events
In my business, we offer financial education workshops and, if you think about it, it’s hard to get excited about being more responsible with money unless there is some sort of …

A Blog (short for web log) provides commentary or news on a particular subject such as food, politics, or local news. A blog can be private, as in most cases, or it can be for business purposes. Blogs, either used internally to enhance the communication and culture in a corporation or externally for marketing, branding or PR purposes are called corporate blogs. The ability for readers to leave comments in an interactive format is an important part of many blogs.
Several blog search engines are used to search blog contents (also …

Imagine that you will be having a baby in two weeks. While turning around in your home, what will you see? You are missing the crib, blankets, diapers and everything else that is needed for the new addition to your family. Won’t you need everything right away? You have an immediate need and must take care of it. This is a trigger event.
If we transfer this to a business environment, you will understand what trigger events means for any existing business. A trigger is a need to buy, an event …

Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are looking for event that can trigger the sales for you.
It could be something internal or inside the company, like a new direction from management, a merger or an acquisition, rapid growth, or maybe a new product …

In my previous article I was talking how If you live by price – you will die by price.
Let’s talk further about how to close the deal without discounting.
If you base your offer on your price only, there is a good chance that someone will have lower price than you, or you can end up in the bidding war that distracts from solutions. To avoid that, base your proposal in achieving more goals for your prospects, not just to save money, because every other salesperson will say exactly the same.
Customer …

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 …

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person.
The main description of your position inside the company is to create the value, not just to show your price list. Teaching and educating customers is no longer enough, giving them information about your products or services is no longer necessary. They can get them by themselves, without ever talking to you or your company, …

This is one of those videos, that makes you think.

Years it took to reach a market audience of 50 million:

Radio — 38 years
TV — 13 years
Internet — 4 years
iPod — 3 years
Facebook — 2 years

It is estimated that a week’s worth of the New York Times contains more information than a person was likely to come across in a lifetime in the 18th century (I’ve used this info in my book “Trigger events” in 2007!)
There are 31 Billion searches on Google every month. In 2006, this number was 2.7 Billion. …

You’re a sales genius. They love you; they trust you; and some of them keep on coming back for more. However, you can very suddenly go from Hero to Zero if you don’t keep your sales figures up to scratch. As a sales genius, you’ll be working hard to have deals lined up for weeks in advance so that you’re not enslaved by what has been referred to as “the Curse of a Sales Job”.
Working month to month, just treading water in the hopes of staying afloat, does not make …