From the monthly archives:
In my last post, I told you that you needed to gain the prospects interest, before you threw him your best pitch. That leads us to finding better sales approaches. One simple approach would be to tell the prospect immediately what you can do for him. In terms of what your product will do [...]
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Most people have little patience with salesmen and their approaches. They immediately want to know what you’re selling and the price. Experienced salesmen know, through negative sales experiences, that it’s usually fatal to explain bluntly: ” I’m with the Simplenomics Corporation and I wanted to know if you could use one of our Simple [...]
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To become more successful in your approaches, you have to first recognize that you have two sales to make, not just one. First, you must sell the prospect a desire and willingness to give you enough time to tell your story. You have to separate the suspects from the prospects. If you’ll regard that [...]
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In honor of my 44th birthday today, I’m going to share a life lesson that I wish I had learned in kinder garden, instead of later in life. It works for salespeople, teachers, doctors, lawyers, Indian Chiefs, butchers, bakers and candlestick makers. On page 72, February 2007 edition of Golf Magazine, during an interview [...]
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Salesmanship is not a game, nor is it a craft. It’s work. It’s vital, creative, interesting, exciting and adventurous work, but most of all, it’s hard work. Never think of selling as an easy way to wealth. It’s simple, but it’s not easy. It’s simple to someone who sees it as an opportunity to [...]
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