Business and Money Tips

Master sales closers ask one minute, one liner closing statements that close the sale instantly.  The top 7 such questions are: "What could I do to help you to go ahead?"   If the customer says, "Nothing" you say, "Why?"  The customer then answers, and you overcome the objection and close the sale "Do you see yourself getting into this?" If he asks you how to get into this, you give him the details and close the sale.  " Would it be okay if I outline what we need to do to get that under-way? "   This is the most direct way, you simply give him the details and close the sale. "Which choice fits in best with what you had in mind?"   Whatever choice the customer chooses you got the sale "If I could show you a way that will address your concern, you would go ahead, wouldn't you?"   This direct method addresses their concern. "How does that fit in with what you had in mind?"   This question forces h

What is the main reason for business problems? If you were to analyse the reasons, you will come up with one common reason - lack of sales. What then causes the lack of sales? Is it the economy? Product? Pricing? I say that at the end of the day, it can boil down to one cause: the salesperson did not close the sale. How important is closing the sale? Well, if you are not closing sales for your own company, you are closing sales for your competitor . For the prospect will simply go to whoever that closes on him, even though he may not be close to him. Sales Closing is defined as Moving the Sale forward . Throughout the different steps in the sales process, the salesperson has to close the sale and move the sales process forward, not backward. Many salespeople know that selling is just about 4 steps: you first have to find the prospect, you need to present to the prospect, you have to answer the prospect’s questions and you follow-up with the prospect until close. At every ste

* Registration for Effective Sales Tactics course on 10 Oct 2014 Fri 9 am is now closed *  We know positive techniques work, but sometimes people like to be defiant.  So don't be surprised to know that negative techniques sometimes work better than positive ones!  If you don't believe me, ask yourself this question: do you tend to disagree more than agree with what your salesperson said?  There are 7 popular negative techniques that you too can use today in your sales and marketing: Take Away , that is, show them that they should not buy, because the price is beyond their reach.  Buyers like to show off to you that they can afford, that's why this tactic works! Doubt What They Say .  Since buyers say negative things more than positive things, when you doubt them, double negatives will equal to positive.  Like when they say they cannot afford it, you doubt them, that means you believe that they can afford it.  Scarcity , make things scarce, and people will fight to g

Many companies like the sales trainer to teach them how to look for new prospect s and close every sale .  Sales managers love to equip their sales force with many techniques to overcome sales objections .  Some bosses demand that sales trainers must impart skills that can be applied immediately so as to reap the rewards overnight.  They want their sales team to get motivated and be inspired to take action .  Without any of the above, sales training would become another of those 'ra-ra' type, i.e. all hype and no result.  To us, all sales training would cover all of the above and many more. For the specific 9 things that sales training must cover, please refer to this article  here .  (To avoid wasting money in sales training, read  here ).   (Note: PIC now pays 60% cash for your training in 3 months).  Actually the most important element in Sales Training is not any of the above but one and only one thing - Compel the salespeople to perform .  To do that, the trainer

You see this all the time: the salesperson does his job well in the sales presentation.  The prospect too showed much interest in what he has.   Everything seems to be smooth, until the prospect said "No" and the salesperson simply freeze.  This is the Frozen moment . Fret not, because an objection is not the end of the world.  Unknown to many, a sales objection is simply an indication that the prospect has interest in what you have. Otherwise, why would he want to object you?  It is also a sales negotiation process, and you need to win it over with tact. The way to handle the sales objection is to take it easy, using our EASE method: E mpathy, A sk Questions to clarify, Serve the S olution and E xcite them of the rewards of going forward. Empathize with their objection and never argue with them . Empathize means that you feel what they are feeling now.  If they say it is expensive, you can say, "I understand how you feel, most people felt the same way too, un

By the way, we are all in sales, regardless of whether we do selling as a career or not. For sales is not just about selling products and services but more of selling ideas.  For example, if you need your colleague to help you out in your work, you need to sell him the idea that helping you is good for him.  If you can convince him, you have made the sale. The most and often overlooked secret in sales is to be in front of a qualified prospect when he is ready to buy, not when you need to make a sale. You see when you are desperate to make the sale, you will be selfish and only look at your own interest. You will ignore or downplay the prospect's interest.  And your prospect will notice this, and he will not buy from you because he sees that you are just a sale pusher, not a problem solver. A salesperson can only succeed if he is seen as a problem solver.  For all prospects have 3 problems, money, happiness and time.  Everyone in this world wants more money, more happiness a

Ambitious people tend to give people the impression that they are too focused on their own success and will manipulate others to achieve their own goals.  Many such people, including some poor salespeople, tend to look upon every transaction as an opportunity to make a sale and get out. On the other hand, Empathy people are those that have a long term perspective. They always think of others before thinking of themselves. They do not think of closing the sale as much as they think of opening long-term customer relationships. A good salesperson balances between ambition and empathy.  Because he knows that if he is too ambitious, he will frighten away customers; if he is too empathetic, he will not be assertive enough to ask for the sale. There are 5 ways that good salespeople balances between ambition and empathy: Ask Questions and Never Make Any Assumptions .  When you ask questions and listen to the answer, you put yourself into the other person's shoes.  One can never

Every salesperson (including those not selling but are in management) wants to know the fastest and easiest way to make the sale. One day I asked an audience of insurance salespeople, "How many of you would like it if I gave you a list of people who wanted to buy insurance now? Everyone raised their hand. Hint: There is no such list. The one-word meaning of sales is "WORK". The 2-word meaning of sales is "WORK HARD".  How Do I Make a Cold Call? There answer is, "Don't". Don't make a cold call. Make a warm call. Warm up the cold call and you'll get your results improved by 27%. Guaranteed. Instead of calling people and look for "Mr Andy", tell the other side that "I've been asked to give Andy a call". If they asked you "What's it regarding?" You don't answer it. You just say, "I don't know. I have been asked to give Mr Andy a call. Is he in?" Using this script wi