Archive for December, 2007

« Previous Entries

Happy Christmas

Tuesday, December 18th, 2007

Happy Christmas everyone. My posts may be a little thin for the next few weeks as I am taking a rest. However if you subscribe to the blog you will be automatically notified of any updates.
I will be posting part two of the interview with Anthony Mosley soon. In the meantime I wish all super [...]

Elite Salespeople

Sunday, December 16th, 2007

There are very few sales people who really shine in any organization. Research has shown there is a very special behavior required to achieve this status.
Anthony Mosley from Audio Products International in Canada was one of those people. Anthony was a sensational salesperson, he clearly understood the different skills required to make a major sales [...]

 
icon for podpress  Part one available here: Play Now | Play in Popup | Download

First Contact

Saturday, December 15th, 2007

When a salesperson confronts a prospect for the very first time what should the sales introduction be?
There is a lot of paragraphs written on this particular subject and most seem to be on how you should introduce your product or service. Once again this is telling not selling and in my opinion the sales person [...]

Advantages

Thursday, December 13th, 2007

When most people sell they are taught to show advantages of their product or service. To make matters worse they confuse these advantages with benefits.
In making a major sale the only way these type of statements are of any value is when a customer expresses a specific need that your product or service can provide.
Advantages [...]

Adding Value

Wednesday, December 12th, 2007

These days it is extremely difficult for sales companies or even sales individuals to survive, it is also near impossible for either to prosper unless they can add value to a customer. Industries have dramatically changed over the last few years and many sales organizations have just rested on their laurels. Customers have become [...]

« Previous Entries