Sales Books

I meet many sales people in all fields of “Making Major Sales” and I am still in awe at how very little of these people have ever picked up a book on selling.

I believe anyone who is serious about selling as a profession should be deeply involved with books on how to improve their selling skills. I fact I suggest it is the same as music practice, 30 minutes a day reading about sales training will not only improve your sales but also keep you motivated.

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Are you passionate about selling?

Ask yourself these questions:

Do you love selling?

Do you love your product or service?

Do you love your company or business?

Do you love working with your customers?

These are not silly questions, they are questions that can affect your performance or productivity, including your attitude and income stream. Too many salespeople fail to come to grips with why they stay in their present job.

If you do not love what you do and do not reek of enthusiasm and passion you will do no-one any favors by staying in that chosen field.

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I should have said….

Most sales people come out of a call and say to themselves “I should have said…….”

Well the reality is the real problem does not have anything to do with what you may have said or not said. The problem with nearly all sales people is they just do not listen. The secret to any sales success is being able to clearly understand your customer and be able to identify just what the consequences are to any problem they may have. With a little luck you may have a product or service that can solve that problem.

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The Source for Good Material

I am passionate about selling and am always on the lookout for the best sales training material.

Learning is a never ending process and there has been major advances into understanding of sales techniques. Today there is conclusive proof the skills required for making major sales is at a much higher level than making simple sales. If you have any suggestions or additions you wish to see on this blog please contribute and have your say.

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Selling Real Estate

People usually tend to get into the real estate market, thinking that they can earn loads of money easily. The common perception is that all you need to do is sell a house and maintain a good network, to earn a decent profit. But that is not all, there is more to it. Although, the real estate business may sound very easy, in reality it is quite a difficult task. Even the majority of investors who know the ins-and-outs of the real estate industry, face the same problems and only manage to make an average deal.

The main secret of the business lies in the techniques used to find sellers rather than concentrate on how to buy one. As a real estate investor, you need to attract sellers constantly. Any business that needs to flourish should make use of good marketing strategies. Similarly, in real estate also, you have to advertise and market your business to earn a successful reputation. Marketing attracts customers, on which your business thrives. You need to realize that money is in marketing the business. Start thinking as a marketer, try to develop and invent new marketing strategies to dominate the market and capture the customers attention. To attain sustained success, you need to constantly use successful marketing strategies in coordination with other skills. Besides marketing, you have to make the most of your negotiating and convincing skills as well.

In order to make the best of marketing, it is necessary to understand the concept of marketing and how it works. As a marketing strategy, you could try the random and conventional approach. However, the drawback with this pattern of working in a real estate business is that you can communicate with only a limited number of sellers and very often the incurred costs of telephones and advertisements run quite high. Consequently, the process can be very draining and in the end you are left with nothing, neither the customer nor the money.

A more systematic and organized approach, which targets a larger number of sellers and makes a significant impact on your business, is through the media. Mediums like internet, radio, television, classifieds in newspapers are not only able to draw a huge response from the customers but also are cost effective methods. You do not need to chase each customer individually; instead the customers step forward to make the deal with you.

This marketing strategy works well with any given market conditions and helps to establish direct response with the potential sellers. It only draws in those prospective customers who are genuinely interested in selling their property and those who qualify to meet your criteria for the deal. Once you have succeeded in targeting a specified group of sellers, you can then concentrate on using your other business skills to make the best offer possible. This method of direct marketing is very profitable because it helps to minimize your expenses and enables you to make effective use of time by targeting only qualified potential customers.

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Hang Around

Does the following feel familiar to you? Your marketplace is increasingly competitive. Your competition keeps undercutting you, you are hammered on price by the customer. Well you are not alone. My goal is to start discussion where YOU can become worth more to your employer.
Did you know…. Salespeople are TRAINED not Born.

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Selling HIFI in England

During 2004 I was working in England for an International Speaker manufacturer. One morning I was in a HIFI store in West London; when to my surprise a customer walked in ASKING to buy a Pioneer DVD player displayed in the window. The salesman suggested to the customer to return the next day and speak with the Pioneer specialist who would give him all the reasons NOT to buy! I was flabbergasted and guess that customer went and bought down the road somewhere. In selling it is VERY important to recognize EXPLICIT needs from customers. In this case the customer WANTED to buy as he actually said so but was talked out of the sale by the store salesman. How often does this happen?

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Your’e One Step Ahead

Welcome to the new website! “Making Major Sales”

You have taken the first step in becoming a Professional Sales person. Do you know why some sales people seem to be a cut above the others?

Contrary to popular belief it is NOT “Gift of the Gab”

The purpose of this website is to provide PAIN RELIEF for professional Sales people. We set out to prove there is a very big difference in skills when “Making Major Sales” such as selling a car or boat and making a simple sale such as selling sweets.

Over recent years there has been a great deal of research into the psychology of selling. There is now conclusive proof a difference exists between making simple and major sales. The skill level required for making major sales is somewhat different. In our experience we constantly see the same mistakes being made by Sales people time after time. The training material available from this website is to the point, it is simple, powerful and easy to learn addressing the key issues in “Making Major Sales”. Over the coming weeks I will be releasing some of this exciting material for free.

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Sales Books Selling Is Dead

Author Marc Miller says that he is following in the footsteps of Neil Rackham’s Spin Selling and focuses his book on large sales. He says that three dynamics are at play requiring a change in the way selling is done …

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