Which came first, the salesperson or the egg? This is the enigma (or should I say the eneggma) of the evolution of the right salesperson. The mystery of finding, interviewing, hiring, growing, and retaining great sales people is critical to your success. Where do they come from? How do you hire the best one? How do you get them to …
Glenn Turner Changes People’s Minds… For the Better.
Authors note: If you didn’t read last week’s article (here’s the link). Glenn is my sales hero, guru, and champion all in one. In 1972 through his tapes, movies and books, Glenn Turner taught me how to sell, and the principles of achieving and maintaining a positive mental attitude. The following article is the second part of an interview compiled …
When You Answer a Prospect’s Question, Avoid Two Words…
When a prospect asks me a “yes” or “no” question, I never answer yes or no. When a prospect asks me any question, I try to answer in the form of a question or ask a question at the end of my answer. This establishes the two central objectives of selling… I’m in control of the presentation. I might be …
How do Company Newsletters Make Big Sales
Easy. If you do it right. Does your company have a newsletter? Most companies do these days. If yours is a bunch of inside talk, photos of employee bowling parties, and birth announcements shame on you. The objective of a newsletter is to inform employees, vendors, and customers alike what’s really going on and feature vital information that affects the …
21.5 Early Warning Signals That The Prospect is Ready to Buy
Question: When is the buyer ready to buy? Answer: He’ll tell you if you just pay attention. The link between the presentation and the close are buying signals. Recognizing signals to buy is one of the “art” areas in the science of selling. Listen to the buyer. He or she will give you signals. As you give your presentation, the …
You Can’t Get the Sale ‘Til You Ask for It.
Seems too simple. Just ask. In most cases to get the sale — at some point you must ask for it. “Yes, Jeffrey,” you say, “but when do you ask? What’s the perfect time to ask?” How do I know? No one knows that except you. I can only tell you it’s a delicate combination of the prospect’s buying signals …
Wanted – One Great Salesperson. Where is She?
The question of the century: Where do you find great salespeople? (The key to growing your business.) Answer: The great salespeople are working. They may not be happy, they may not be satisfied with their situation, they may be looking to change but they’re working. OK, so how do you let them know you’ve got the opportunity of a lifetime …