Posted in Advertising Sales, Business Owner, Goal Setting, Handling Objections, Insurance Sales, Real Estate Sales, Sales Closing, Sales Success, Sales Technique, Sales Training, Self Improvement on April 11th, 2007 No Comments »
by Anita Sirianni
When you encounter road construction while driving and there is a roadblock, do you turn around and go home? No! You take the detour! When many salespeople are faced with “road blocks” in their selling efforts they often give up! A better solution to handling objections and customer resistance is to set up […]
Posted in Advertising Sales, Insurance Sales, Persuasive Skills, Real Estate Sales, Relationship Building, Sales Prospecting, Sales Success, Sales Technique, Sales Training, Self Improvement on April 10th, 2007 No Comments »
by Colleen Francis
In my line of work, I tend to hear a lot of opening statements.
Some I listen to during training or coaching sessions with clients. Others come from unsuspecting sales people who call me at work or at home to sell me something.
Sadly, the vast majority of opening statements I hear seemed designed to […]
by Dirk Zeller
If you don’t plan for it, after-the-sale service won’t happen. You’ll get so consumed with the next deal and with the task of earning the next commission check that you’ll overlook the opportunity to create long-term revenue through your past clients.
An after-the-sale service program is like most things in […]
by Sam O’Rear and Gunter Wessels
If you’ve invested more than a few weeks in your career as a sales professional, you have had to stand there in horror at least once. It’s a gut wrenching scene that you see in slow motion. There is your promising, diligently worked and professionally approached prospect holding your best […]
By C. J. Hayden, MCC
You know how critical it is to follow up your initial contacts or mailings with a personal phone call, but somehow your list of calls to make always seems to get longer instead of shorter. Days or even weeks go by before you place important calls, and there always seems to […]
by John Boe
Top salespeople and the most successful managers recognize the importance of nonverbal communication in the selling process and have learned to “listen with their eyes”. They understand that one of the easiest and most effective ways to close sales is to be aware of their prospect’s “buy signals”.
Are you aware that your body […]
Posted in Advertising Sales, Business Owner, Handling Objections, Insurance Sales, Real Estate Sales, Referral Sales, Sales Closing, Sales Management, Sales Success, Sales Technique, Sales Training, Self Improvement on April 4th, 2007 No Comments »
by Keith Rosen
When clients ask for help in closing more sales, I’d ask them to list the objections they are hearing that prevented the sale. It’s when they start stumbling over their response that I ask, “Are these the objections you are hearing directly from your prospects or what you’re assuming as the reason why […]
