Business and Money Tips

Salespeople have to recognize that resistance many customers show is not resistance to what you are selling but resistance to You the salesperson.  Prospects often create objections to cover up for their resistance to you the salesperson. Recognize the following 6 facts and you will be able to sell better: 1. Do You Have High Conviction in What You Are Selling? A salesperson must believe 110% in what he is selling is GOOD FOR THE CUSTOMER.  He cannot have an waver in his conviction.  Note that having conviction is not necessarily having supreme product knowledge 2. Do They See Eye to Eye With You? If two people want to do business together, the details will not stand in the way. On the other hand, if two people do not get along well and do not see eye to eye, no detail will pull it together and make the sale happen 3. Is there a Foundation of Trust and Mutual Agreement? The sales process must be built on a foundation of trust and mutual agreement.  Relat...

Everything in business starts and ends with sales, so all salespeople must be selling or they are simply redundant.  I f you don't make a difference to your customer, you are no different from other salespeople in the market, and customers will not choose you.   Making a Difference (MD, not MAD) is  not about offering the lowest price at the highest quality and the fastest delivery .  Nor is the MD Salesperson providing the best entertainment, for you are not an entertainer.  It is also not about you providing the most service, especially services that are way beyond the core of what you're doing.  This is because a salesperson is NOT a Service Provider, but a Service Provider that Sells.     There are 7 ways that you can make a difference to your customers: Adding Value to Customers Even When They Don't Buy .   Giving Referrals to your Customers Help the Customer to Save Money, Time and Energy  Make the Customer and his...

A salesperson should be proud of his work, he need not hide his title under other 'more glamorous' titles like Advisor, Consultant or Marketer.  This is because all businesses start and end with sales.  Without salespeople, there is no need for any other person in the company.  But understand that not all salespeople are the same, and you must make a difference to the customers, not make a difference just to be different .  There are 7 ways that you can make a difference to your customers: Adding Value to Customers Even When They Don't Buy .   Giving Referrals to your Customers Help the Customer to Save Money, Time and Energy  Make the Customer and his Team Happy, Free of Worry and Delusion Make the Customer a Hero Be There for Him When He Needs You Most, Disappear When He Doesn't Need You Love Him by being kind, joyful, calm and understanding . Remember, if you don't make a difference to your customer, you are no different from other salespeop...

Today we look at a very useful concept that experts use to handle sales objections, it is called QUIET : Q: Begin with a Question U: Understand the objection (with more clarifying questions) I : Identify the reason behind the objection E: Empathize with the prospect's objection T: Test the objection. Q: Questions Our 1-day sales training SALES POWER , is taught 7 times a year. Often participants are given a test at the end of the course on how they can handle the top 10 most common objections. One of the most effective is to turn the prospect's statement into a question.  When the prospect says, "Your price is too high", you simply pause, lower your voice, and respond, "You mean the price (pause) is too high for you ?"  You are now asking further questions to clarify the prospect's objection so as to UNDERSTAND and IDENTIFY the reason behind the reason.  Usually the reason is not they cannot afford it, but they cannot see the value in what...

As a boss or entrepreneur, you could be your company's best salesperson as no one understand better than you what you are selling.  That was what the CEO of Apple, Steve Sculley, thought in 1983 when he promoted the Macintosh computer.  But we know that the Macintosh failed miserably, and by 1997, Microsoft and IBM-compatible computers took over 98% of the market share. It seems that the best salesperson can never be from your company or your industry. Unbelievable but true!  That's right, the best salesperson is actually your customer .  When Steve Jobs re-joined Apple as its interim CEO in 1998, he realized this and focused the entire company's operations to nothing but the customer. Not just focus on the customer, but focus on the customer's experience .  Once he does that, Apple's products, from the Macintosh to Macbooks to i-Pod and later i-Phone and i-Pad, sell like hot cakes.  By 2011, Apple has become the world's most valuable company and remain...