SALES RESOURCES - SELLING TECHNIQUES, SALES TOOLS, SALES TIPS ...

5 Tools To Advance Your Sales Income

To become a high achieving sales professional, you must first become an expert communicator. Ask any sales person if they would like to make $250,000 a year and they universally say "yes." But then look at the tool kit they use to pursue clients, and more than likely you will find that the sales tools are dull. After 19 years of working with sales organizations in general, and high achieving sales professionals specifically, Ive found that there are many tools that are prerequisite to advancing your income. These five that I will cover here are words and phrases that will create an environment with your prospect where they are telling you the truth. And since your most precious commodity is time, you cant afford to waste it with people who lie to you. 1. "What would you like to accomplish today?" I get called on by many sales organizations (some of them household names) and rarely, if ever, does a sales person start a meeting with, "What would you like to accomplish to

Discover Your Inner Child In Negotiations

We were treated pretty well back when we were in diapers. We made our wishes known, and the world as we knew it listened. When we wanted to be fed, we were fed. No waiting around for the dinner to get done or the waiter to notice us jumping up and down and waiving our arms. When we were feeling a little damp, we just vocalized our concern and whammo, it was all taken care of. Ah, the good old days. And the lessons from those early days can serve us well as adults, says Herb Cohen, the Grand Master of Negotiation. Herbs book You Can Negotiate Anything was on the New York Times bestseller list for nearly a year and is considered one of the greatest negotiation books of all time. I recently talked to my good friend Herb, and Im passing along some of his negotiating tips that really make a lot of sense. Herb said: "If you think about it, who, in this society, are among the most successful negotiators? In other words, who are people who seem to get what they want? I woul

Handling Price Objections Should Not Mean Price Reduction

"Your price is too high." Every sales person has heard this line at least one time in his or her careers (if you have not then you are the Superman of selling), and what is the typical reaction? "Oh, well maybe I can discount the price for you." Red flag! While it may seem like the best option at the time, reducing the products price for the customer can have negative results. A customer may assume that what youre selling does not have as high of a value as your competitor, or you may land the prospect but you will most likely never meet your bottom-line and your sales will not progress. In his article "Does Volume Make Up for Low Price," Mark Hunter explained, "Your ability as a salesperson is not in how much you sell, but in how much you earn for your company. Its the bottom-line profit that counts, and anytime you reduce your price, youre slashing your profit." Handling price objections requires confidence and sales know-how. Instead of jumping immedia

How Percy The Persistent Pigeon Finally Got To "yes, Ill Buy"

I have never contemplated the fact that I might be even slightly voyeuristic, but now I am not so sure. You see, for the past month, from the comfort of my study, I have sporadically been witnessing the exploits of a very resilient pigeon, who I have affectionately named "Percy" - and yes, my choice of name may have a deeper Freudian meaning, after all wasnt it Freud who said "Anatomy is destiny?" but lets not go there for now. Percy the pigeon, and his flighty female companion Prudence - yet again, a name chosen after careful observation - first came to my attention after what I perceived to be a minor high-wire altercation, at least that was my first somewhat naive perception. Pru was clearly making her feelings known, and Percy made a pretty swift exit - well as swift an exit as a pigeon can make, which actually is not really very swift at all. Ten minutes later he was back. Obviously he had made a quick flight around the block, summoned up his courage once more, and was re

Principles Of Persuasion

Whether you are conducting a one-on-one interview, motivating your sales team or delivering a keynote address, your success as a leader is defined by your ability to persuade with clarity and passion. In fact, you might say that leadership is synonymous with effective communication. According to Harvey MacKay, author of the book Swim With the Sharks, "The No. 1 skill most lacking in business today is public speaking - the ability to present oneself." If you want to stand out from the crowd, get promoted or develop an award winning sales team you need to polish your communication and persuasion skills. Throughout history, our most admired leaders are remembered primarily for their ability to instill courage and inspire confidence. Just think how different this world might be without the calming reassurance of FDRs fireside chats or Churchills defiant eloquence. President Kennedy once remarked that Winston Churchill had the ability to take the English language to war. Churchill cle