Tag Archives for " major sales "

Handling Objections

Remember 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 sales blogs and sales training literature scattered around the web on handling objections. There are papers and courses totally focused on this subject.

However when you read Rackham’s book you will soon come to the same conclusion and see there is a real difference between making simple sales and making major sales.

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A Missed Sale in Real Estate

I was speaking with a property developer today who told me this story.

Recently a young business person sold his company for a very large sum of money. I do believe his share was in many millions.

He and his wife now had the money to buy a new property. They visited a local agency and spoke with an agent describing roughly what they were looking for. Naturally they were looking in an upmarket part of the city.

The agent said “Leave your name and phone number and I will put together some possible properties and get back to you”.

The prospective purchases then moved on down the road and visited another agent explaining their desire to buy. This agent said “Tell me what you are looking for”. After the couple described what they wanted the agent said “I will take you out right now and show you what I have.”

Believe it or not the couple paid $10 million for a property they were shown by this agent. It appears they were contacted later by the first agent with a list of possible properties. Their reaction was “We have seen those and we have now made a purchase.”

Can you just imagine how that first Real Estate agent felt? A golden opportunity let go by and picked up the same day by another agent in a competitive company.

The lesson here is “There is no time to waste, and you cannot judge a book by it’s cover.” This surely is inexperience, laziness or some other weak excuse.

Making Major Sales are simple sometimes.

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If your goals are to be effective in selling you must keep on reminding yourself what those goals are.

What will it mean to reach them, knowing you have the ability to reach them. Affirmations are things that little voice in your head keep saying to you. I can do it etc.

When using affirmations in sales skills you need to be saying:

I am a professional, my customers enjoy doing business with me, they all refer me to others. My business is growing because of the customers I already have.

I am a strong and persuasive salesperson, I am capable of delivering a forceful presentation. However above all I am extremely sensitive to my customers requirements. I have the skills required to really understand their problems and I truly understand what those problems mean to them.

My understanding of my customer means I am capable of solving their biggest issues and because of this they really appreciate what I can do for them.

I have a great memory, I have a sincere and warm regard for others and above all I am relaxed and confident in front of my customer.

Above all I am healthy, full of life and energy but I am not on an ego trip.

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