Business and Money Tips

As we know, a good salesperson does not sell, he merely creates the conditions for customers to buy by themselves.  As what Sun Tzu said in the Art of War, the highest strategy is to win the war without fighting, so in sales the highest strategy is to sell without selling.  There are 5 ways to create the conditions for customers to buy: Sell then Tell .  Before you tell people anything, sell them the idea why they must listen to you.  You can do this with the phrase, "Why I am telling you all these?..." Pull then Push .  You must attract people to what you are selling and if they still don't bulge, you have to push them to make a decision.  Attract people to buy not with what you sell, but with the benefits of what they will gain and the loss they will make if they don't buy .  Pushing is not to push people to buy so that you can close the sale but to push them to achieve what they want to achieve .  People want to achieve different things, b...

Limitless Selling seminar in April 2014 We all know that questions are among the best tools in your sales presentation. This is because when you ask, they answer, and people will always believe more in what they themselves say than what you say. The professional salesperson knows that to keep the prospect's attention, you must ask more than you tell. Not just any questions, but skillful questioning that draws prospects out and leads them to a buying decision. But here's where the normal salesperson miss out: it's not just about asking questions. There are lots of salespeople out there who have learnt the techniques of asking questions, but they come off as 'canned' and not really sincere because they're not interested in the reply. You ask a question to know a person better because you're really interested, not just to find a hole in their defenses to ram your product through. You ask because so that you can serve them. In short, you ask because you'...

Successful salespeople use a very effective sales tactic that win business over easily. This tactic is actually a process that sells without selling.  It is said that a good salesperson never sells anything, he simply creates the conditions for buyers to buy by themselves.  This is because selling is defined as professionally helping other people to buy.  The oldest and most effective tactic is Asking Questions.  You see, when you ask questions you are not selling.  You're helping the buyer to solve problems . Asking questions helps you to find out what are the real needs of your customer to determine how much they are willing to pay for a solution. But you cannot just ask a few questions and expect a sale. You need to ask the RIGHT Questions in the RIGHT ORDER .  Other than that, you also need to use questions to overcome sales objections.  It is said that the real job of a salesperson is in overcoming sales objections.  For if ...

As we know, one of the most important job of a salesperson is to bring in new business, that is new customers.  Since the market is fixed (there are hardly any new customers newly set-up), new business often means getting business from other competitors .  How to break into existing vendor relationships?  How to make people switch their existing vendor to you? Never ask the stupid question of "What do you like about your existing vendor?"  This is because such a question is simply opening the door for your prospect to start valuing his current vendor and undermine your efforts to break into this prospect.  Instead, ask questions that focus your prospect uses in selecting a vendor .  This is really 'Customer Focused Selling' as we are focusing on solving problems for the prospect. There are 6 Questions that a Salesperson Can Ask to Get People to Change Their Existing Vendor: Would you share with me the ideal qualities you look for in a vendor? How d...