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« Previous EntriesPractice Makes Perfect
Tuesday, November 25th, 2008If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!Sales presentations should be in mental modules and we should be able to pull out the module we need to suit the prospect. We must be comfortable with the concept before putting it to the test.
An objection would be [...]
Face to Face
Thursday, November 20th, 2008Prospecting is where raw courage is needed in dealing with rejection. Our skills really come into play when we meet people face to face, the skills in dealing with people, skills in assessing the prospect’s needs and wants, their motivation, as well as skills in taking the complex products we deal with and explaining to [...]
See Who ??
Wednesday, November 12th, 2008All classes of people need our products and services but there are two important considerations to choose the type of people. The first is that as business people, we should be using our time as profitably as possible, means spending our time with clients and prospects who have the greatest needs, the biggest problems and [...]
Hello !
Wednesday, November 5th, 2008Prospecting is where we have the opportunity to really face rejection. Nowhere in the whole sales process does rejection figure as highly as at this point. It is at this stage of the sales cycle that we really pay the price of success. If we have our daily goals, it can help make prospecting into [...]
What’s In a Name ?
Friday, October 31st, 2008The sales cycle begin with a name. There are many ways of prospecting but only two types of prospect. They are the cold prospects and referred prospects. Cold prospects are those with whom we have no credibility at outset. A trust barrier exists and a trust barrier will show itself in all out percentages around [...]
Wheel of Fortune
Tuesday, October 28th, 2008There are no instant stratagems to success, only hard work and a great belief in myself and the benefit to the client of the advice we give. To sell effectively, we must be absolutely convinced that what we are recommending is right for the client. We have to buy ir before we can sell it [...]
Job Description
Monday, October 27th, 2008In this profession, we must always be active and be well prepared overall. A considerable amount of time is spent on each case before we go to the meeting but the preparation work is not done by us. We need to find people who can give the support that is needed. The sales activity that [...]
Setting Goals to Succeed !
Thursday, October 23rd, 2008Growth requires change and it takes courage but it brings opportunity. We have to be able to see the change and the success it brings, we have to use our imagination, to dream a little. From that, we can develop the courage to believe we can perform beyond our proven ability. It takes courage to [...]
The Beginning of a Bigger Business
Wednesday, October 22nd, 2008A business is not a career to experiment with and to be toally committed is the first essential for success. Commitment, for us, is like virginity – either we have it or we do not have. This business is a question of numbers and the activities that we do rules everything. The results of the [...]
To Be a Second Miler
Monday, October 20th, 2008Do you always do more than what is required of you in your job, work, project or service ? Or do you just do the minimum required ?
Well, we should always do more than what we are asked to do if you want to sell yourself successfully. Reach out, stretch out and go all the [...]