Blog Archives

Some tips to be sales professional · LEAD YOURSELF TO SUCCESS: Why are sales people destined for leadership? Because they know how to lead themselves! They are studied, practiced and refined in the discipline necessary to lead them. · KNOW … Continue reading →

Power closes These are some major closes you can use hen ready. Some are not appropriate in certain situations. As the pro, you will need to decide which are appropriate for which situations. Power Close 1 – verbal close: Use … Continue reading →

Trial Close 2 – The Tie-Down: These are questions time to the end of the sentence. Example: Web presence is an important thing for any business isn’t it? The idea is to get a series of yeses. Basically, you are … Continue reading →

Provide Evidence After you’ve established rapport, aroused interest with a big bold claim, and have offered a few key features linked with benefits, now is the time to back your claims and lock-in the prospect’s desire for the benefits you’ve … Continue reading →

GRAB THEIR INTEREST – DRIVE TO THEIR LOCATION Accelerating the sale with the effective Use of Bridges Purpose: Open the prospect’s mind to your ideas; make them eager to hear more. Then, effectively employ bridges to make smooth transitions. Bridges … Continue reading →

A. CONTROLLING THE SALE – MAP A ROUTE TO THEIR LOCATION Uncover your prospect’s PPM (Primary Purchasing motive), their “need” or “pain” Once You have determined that your prospect is on the map, that they have the ability to make … Continue reading →

THE STEPS OF THE SALE – MAKING IT HAPPEN A. QUALIFHYING YOUR PROSPECT AND GET AN UP-FRONT CONTRACT –ARE THEY ON THE MAP? B. CONTROLLING THE SALE – MAP A ROUTE TO THEIR LOCATION C. GRAB THEIR INTEREST – DRIVE … Continue reading →

A. BUYING SIGNALS – BAROMETERS OF HUMAN EXPRESSIONS Another really interesting measurement is knowing when to close is learning how to read “buying signals” that you will receive from your prospects. While we can only now explore a few here, … Continue reading →

Always Display Appropriate Behavior This area deserves attention because not everyone knows what is and isn’t appropriate behavior in every situation, and many corporate environments differ greatly.  This requires preparatory work and you may even have some of your own … Continue reading →

Display Enthusiasm! Earlier we discussed dressing correctly, but the most important thing you can wear is an aura of enthusiasm!   That’s right, enthusiasm for a)               Life in general  In building rapport, your prospect will notice you are excited about your … Continue reading →