Archive for June, 2008
« Previous EntriesThe Best You Can Be
Saturday, June 28th, 2008I remember way back in 1962 well before I ever knew I would have a sales career; I was employed by “Plessey” an English Radio Telephone manufacturer in Auckland New Zealand.
At this time I was young and had dreams of becoming a Radio Technician.
During my four year tenure here an immigrant from England by [...]
Handling Objections
Wednesday, June 25th, 2008Remember if you have the correct questioning technique well and truly established in your selling skills, you will rarely attract objections from customers or prospects.
If you find this hard to believe I strongly recommend you read the book “Spin Selling” by Neil Rackham. It actually makes me laugh when I look at all the traditional [...]
“Ferrari for Sale”
Tuesday, June 24th, 2008Is your Ferrari for sale? Do you sell Ferrari’s?
Do you know selling a Ferrari really is making a major sale. Purchasing this car is not a decision many buyers would make lightly.
However I have walked in and out of many high end car showrooms and was never spoken to by anyone. What is it about [...]
“Hype” Marketing, Discounts and Low Price
Monday, June 23rd, 2008We all know that big deals, discounts, 20 percent off, short time only etc creates HYPE in the market place. When it comes to selling we also know that if we ask many people to buy something the “law of averages” says one in every four will.
Therefore we are constantly being bombarded on TV and [...]
Sales Presentations
Saturday, June 21st, 2008At the risk of repeating myself I want to cover “Sales Presentation” or Sales Presentations” again.
Most professional sales people know what a sales presentation is but most sales people prepare one and deliver it before finding the facts about their customer.
If you are in the business of “Making Major Sales” ( a sale that requires [...]