Business and Money Tips

In our Sales Power and How to Close Every Sale courses, people often asked if there are some techniques that can be applied to all industries, all products and all levels of salespeople.  There are actually 27 common sales techniques, but today let's look at 7 first: Never Sell, but put Service to Others as Your Highest Purpose .  This means taking care of the customer's interest more than your own, like you would rather lose the sale than push the customer to buy something that is not suitable for him. Sales Manager's Close . Here the 'Sales Manager' would help the Sales Executive by highlighting to the customer that the whole process is very simple.  All the customer needs to do is to just sign on the form and everything will be settled Choices of Three , and put the choice you want them to take in the middle.  This is because most people like to take the middle Take the customer's 'No' as 'Need to Know more' and not 'No Opportu...

If you are now selling base on price, do not read further. We teach people how to sell on value, not price.  Sell the sizzle, not the steak, and you can close every sale and sell ice to the Eskimos.   Even if your selling price is higher than your competitors, you will still be able to sell if you know how to add value to the customer .  There are 21 ways to add value: Better Service - comes in many forms including delivery, convenience, internet assistance, telephone answering, administration support, longer operating hours, and customer service Better Technical Support Longer Credit Terms or Higher Credit Limit Unique packaging or limited edition versions that add value to your product or service Salesperson Serving the Customer - fast prompt response, entertainment, listening, patience, problem solving, courteous service and go extra mile service Top Management Serving the Customer - imagine if the Prime Minister of Singapore serves you, price is no longer a...

As I learnt from James Pickens, 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 buy?"  If the customer says, "Nothing" you say, "Why?"  The customer then answers, and you overcome the objection and closes the sale If the customer says he can't make a decision, you suddenly ask him if he wants more coffee . Whatever answer the customer gives, you just say, "Don't tell me you can't make a decision; you just did." "Let me tell you something I've learned.  When you don't know which road to take in life, any road that looks good to you will do.  Isn't this proposal I showed you look good?" "Mr customer, if I give you this product free of charge, you would take it, wouldn't you?  So we're only talking about money, right?" "Mr customer, anyone can say no, because that's easy....

In our previous blog , we talk about how to use our eyes to close every sale.  Over 84 techniques were shared in our courses   How to Close Every Sale and Sales Power , today we will dwell on one tactic: Using Emptiness . When your prospect gives you an objection and he did so in a negative manner, like being sarcastic or critical, most salespeople will act in one way - react. If you understand the concept of 'no self', you will know that everyone is empty by itself.  Your prospect does not have any self-nature - no nature of his own.  There is no nature coming from his own side, what we see in him are just our perceptions of him.   He is empty, and we must be careful not to take away his emptiness and fill him with our own views of him, which will be negative because he gave us an objection .  'No self' means that whatever you see in him is just coming from you, not him.  He is empty, but that doesn't mean that he does not exist, or for us to pre...

To sell is human and everyone is a salesperson, because selling is about not selling but moving people. Most people are in non-sales selling, that is, they are not defined as salesperson but their job involves communicating, influencing and persuading people. We call these Moving People. Moving People is not about getting your way with others but helping others to get their way. And when others get their way, you'll get your way too. Moving people is not about how much conviction you have but about conveying your conviction to people. Moving people depends more on the creative, heuristic, problem-finding skills than the reductive, algorithmic, problem-solving skills. From Caveat Emptor to Caveat Venditor. We've moved from a world of cavet emptor (buyer beware) to caveat venditor (vendor beware). This is because of the information age we're living right now, buyers have more information than vendors and thus buyers will mislead vendors more often than the other ...