Free Sales Book

Effectively research a sales lead 
I am in the two way radio industry
Some of the company websites do not give the information I require to see a fit

Just like some gatekeepers that ...

Getting the Decision Maker 
How do I get the decision maker to sit down with me so I can show him how beneficial my product is?

Answer

Getting to the decision maker depends ...

Selling a More Expensive Product 
How to sell against your competitor with much cheaper prices they are offering.

Answer

Hi Michele,

since your competitor's offering is much ...

Business to Business Sales 
Closing a sale better is what I would like more information about. Can you send me information on closing a sale.

Answer
Hi Melissa,

I am constantly ...

Rapport Building 
Rapport Building

Answer
Hi Floyd,

Rapport Building is indeed one of the most critical aspects of selling.

Many sales trainers suggest that ...

Director  Not rated yet
IMportsnce of Sales Competencies in building Relationships

Comment:
Hi,

I'd love to write about sales competencies.
In fact I have been considering ...

ask the right questions  Not rated yet
If any sales person can ask right questions, (s)he is sure to get more business in his/her kitty.

Answer:

Yes, agree with that.
One caveat, they ...

Sales Management  Not rated yet
I would like to have in-depth knowledge about sales techniques and systems and to be able to train my sales team on them.

Answer

Plenty of ways ...

Interesting  Not rated yet
Very informative and interesting

Planning for Sales  Not rated yet
planning

Answer

Hi,
you haven't really given me enough detail to make comments.

So let me just say this. Spend more time planning. Whether ...

Sales Coaching for Sales Manager  Not rated yet
Coaching

Answer
Hi Susan,
you are right to be interested in sales coaching.

First thing though is that I see you are a sales manager. Your people ...

Director of Sales  Not rated yet
Provide an environment to promote continual positive motivation for the salespeople.

Answer
Hi,
remember I am a salesman not a manager but here'...

Best Sales Closing Skills  Not rated yet
i'd like to know what the best closing skills would be in sales

Answer

OK, closing is the aim but really only the icing on the cake. That is to ...

Sales Excuses  Not rated yet
How to answer to excuses and make see the benefits of my approach?

Answer
Hi Ana,
interesting terminology. How do you know they are excuses ? Without ...

Quickly Closing Sales  Not rated yet
closing sells quickly

Answer
Hi Kenneth,
closing quickly can only happen if you build a relationship first, that is to say build credibility / trust ...

Prospecting  Not rated yet
Prospect for new car buyers with out the internet.

Answer

Hi Henry,

I've never been a car sales person so please take what I say with a grain ...

Objection handling  Not rated yet
I would like to be able to handle objections better, so that i can turn more objections into sales

Answer
Wouldn't we all.
First thing is to make ...

Sales Process  Not rated yet
sales process

Answer
Hi Ibrahim, brief questions, hope you elaborate more during your sales meetings ?
Sales Process:
1) Be prepared = know your:...

keeping positive  Not rated yet
keep positive when faced with a constant stream of rejections when cold calling

Answer

Hi Christine,
in terms of keeping positive in the face ...

Selling Club Memberships  Not rated yet
I would like to know how to recruit members in large numbers into our social club without making cold-calls.

Answer
Hi Debra,
what benefits would ...

Selling to More People  Not rated yet
being able to effectively recognize the variety of buyers, my varying mood states and what strategies, methods of communication and techniques I can utilize ...

Build Rapport  Not rated yet
Build a rapport.

Answer

Hi,
yes building rapport is a valuable thing to do.

Some tend to underplay how important that is. In SPIN Selling they ...

All About Sales  Not rated yet
Everything about sales.

Answer

Hi Mr D,

if you want to know EVERYTHING about sales it will take more than a lifetime.

Learning the basics ...

Sales rep  Not rated yet
Close the deal

Answer
Hi Marc,

yes, we all want to close the deal. Trouble is that is confusing the ends with the means.

Closing techniques ...

Reduce Cost of sale.......  Not rated yet
I am an enterprise software sales executive. Typically, we develop detailed POC's and SOW's for all our complex sales, which adds a large capital cost ...

Telephone Sales  Not rated yet
How to answer objection questions fast and to close sales and be smooth to where i pull them into our product.

Answer
Hi Dane,
if you want to be ...

Selling to someone who has other alternatives  Not rated yet
I'll like to know how to sell to someone who can do without my product i.e he/she has other alternatives that compete favorably with my product

Answer ...

Secret to Selling  Not rated yet
There is one general secret in sales techniques that is always working?

Answer

Hi MMM,
if there is one secret to selling I'd have to say it is ...

Self confidence  Not rated yet
I would like to know is it possible to be an outsider and to become an excellent seller afterwards in practicing sales techniques, even i i is not in your ...

After Market Sales  Not rated yet
How to better differentiate my product from competitors

Answer

Hi,

since you say "better differentiate" my mind read is that you already do ...

Insurance Sales  Not rated yet
Cold calling;
Persuasion at closing.

Answer
Hi Rita,

Cold calling needs to be about courtesy and discovery and establishing rapport rather than ...

Sales Questions  Not rated yet
I would like to know how to phrase sales questions so that i can get to understand my clients better.

Answer

Hi Dennis,
one mark in your favour ...

Sales Rep Needs Help  Not rated yet
closing sales

Answer
Hi Adel,
please do not make the mistake of thinking it's all about closing.

Closing is the outcome but it is brought about ...

Ian  Not rated yet
How do I get to talk to the decision makers?

Answer
Hi Bob,
very good question.

I guess the first step is to know who the decision makers are....

Sales and Values  Not rated yet
Value Elicitation!!! (meta tracking as well but understanding the values has to be the biggest!!

Answer

Not sure there is a question here?

Values ...

Really listening the customer  Not rated yet
In my opinion my challenge is to listen the customer so that I catch also the small words, clues, etc that are even more important than the clear stated ...

personal selling  Not rated yet
personal skills
persuasion
confidence

Answer

Hi Osama,

you can have confidence today. Learn your products well (their benefits) and use a ...

Questions to ask to get specific answers for sales  Not rated yet
How do you approach potential customers to answer your questions so they can work out that they need your product.

Answer
Hi John,
interesting ...

Developing Professional Selling Skills  Not rated yet
Professional Selling Skills Development
mma.khan@jkcement.com

Answer
Hi MMAKHAN,

your answer is in the question really.

You use the word ...

Sales Presentations  Not rated yet
I would like to make better sales presentations.

Answer
Hi Bernard-Alain,

presentations worry be a little.

Sales is less about making a glitzy ...

Sales Close and Cold Calling  Not rated yet
How to close a sale and also cold calling methods

Answer

Hi Rohan,

OK Lets start with Cold Calling.
There are some that say you do not need ...

Open questions and Selling  Not rated yet
I'd like to know how to fire open questions to understand people's problem and situations, so that they can merge their minds towards solutions I may have ...

Copywriter  Not rated yet
How to use the powers of persuasion to supercharge my sales copy!

Answer

Sorry Bryan,
I'm not a copywriter.
I much prefer to be in front of a ...

Negotiation Skills  Not rated yet
I would like to learn all the skills of effective negotiation.

Secondly, i would like to learn more about why people buy and how to handle objections
...

Closing Techniques  Not rated yet
I really want to know about Closing techniques.

Answer

Hi Peter,

many sales people think the answer is in better closing techniques.
It rarely ...

Serious Buyers v Time Wasters  Not rated yet
I need to improve my ability of sorting the serious from the time wasters.

i.e. get the prospect to take action quicker or weed the prospect out.

Thanks
...

Effective Selling Process  Not rated yet
I would like to know how to improve the entire sales process.

Answer

Hi Anant,
there are many things that one can do to sell more effectively....

Skeptical Buyers  Not rated yet
Motivate skeptical and unwilling buyers

Answer

Hi Mark,

skeptical buyers think "i don't believe you" or "it wont work for me" (even though it ...

Sales Closing with Fluidity  Not rated yet
I would like to learn how to close with more fluidity!

Answer

Hi James,

interesting way you put your question.

So, your current close is ...

Question Based Selling  Not rated yet
Secrets of Question Based Selling

Answer

Hi Carter,
the secret of question based selling is to actually ASK the questions.

So many sales people ...

Improve Sales  Not rated yet
i would like to improve my sales. i want to know how this is acquired.

Answer

Hi,

improving your sales results is like eating an elephant, you ...

A better Closer  Not rated yet
I would like to be a better closer.

Answer

Hi,

well, we would all like to be better closers since that would mean more sales.

I'll have to ...

Build trust & confidence while Selling  Not rated yet
I want to be able to talk confidently & I want the ability to gather information

Answer

Hi,

building trust starts with building sales rapport
...

Change Conversations to Sell  Not rated yet
I would like to know how to change my own comversational patterns, how do you always remebmer to speak slowly, with passion etc?

Answer

Hi Danne,...

Sales Motivation Without Carrots & Sticks  Not rated yet
I would like to find out if there is a way could be via psychological to motivate telesales or telemarketing people.

Answer
Hi Thiaga,
the ONLY ...

Training People to Sell  Not rated yet
would like to know how to train my people to become better sales persons

Answer

Hi Yvonne,

basically your people have to have the right attitude ...

Retaining my Customers  Not rated yet
I am a retention representative for a call center. I am really having difficulty in overcoming some of my customers objections. I seem to "get stuck" after ...

Getting My Foot in the Door  Not rated yet
I am looking to start with a company that does electronic payment processing. I have appointments and meetings I will attend, but I also have the opportunity ...

Sales Communication  Not rated yet
How to understand different types of customers and win them.

Answer

Hi Chris,

the way to understand people is to PAY ATTENTION.

When you ...

Sales with Poor Company Image  Not rated yet
How to increase sales against a poor company image in the market.

Answer

Tough question Tip.

Is the poor image a fair one ? Or did it come about ...

Selling into the Healthcare Market  Not rated yet
I would like to penetrate the healthcare market with a more positive approach, in terms of customer needs in Larger sales

Answer

Hi Terence,
I ...

Building Rapport with the Customer  Not rated yet
i would like to know the skills needs to be acquired to build rapport with customers and not just techniques because they will eventually be recognized ...

Selling Cars  Not rated yet
closing a sale, presentation, and sell cars

Answer
OK. I could tell you my thoughts.

It's about helping the customer, being curious, knowing ...

Skills for the Seller  Not rated yet
i want to be good seller help me

Answer
Hi Mahmoud,

the desire you have to be good at it will be a big help for you. Because, like any other ...

I Want to Be a Good Seller  Not rated yet
how can i be a good seller ?

Answer

You've taken the first step by WANTING to be.

Next step is to focus on helping your prospects. To me it ...

Professional Selling  Not rated yet
I would like to know about professional selling. How it is done. And different techniques in selling a professional skill.

Answer

Hi Simeneh,

not ...

How to Persuade  Not rated yet
i would like to persuade and gain trust.

Answer

Hi Shikhar,

you need to get the in the right order first.

That is to say the first thing ...

Sales Follow-up  Not rated yet
If I could find or develop an easy to implement and consistently be able to accomplish follow-up system, my sales would grow at least 30% ...or more.
Something ...

Value, Sales and Buying  Not rated yet
I would like to know how to tie-in value elicitation with buying strategy in the sales process.

Answer
Hi Robert, not many words but a big question....

Call Preparation  Not rated yet
Two items:

1) How to convince Sales Professionals of the importance of preparation for each Sales Conversation had with a Lead, Prospect and/or Opportunity ...

The Art of Marketing  Not rated yet
market my services more proffersionally and successfully

Answer
Hi Marvin,
marketing is not my specialty.

For marketing your professional services ...

Selling in New Car Dealership  Not rated yet
I've just started at a dealership selling new and used cars, at the moment it's just a closed book, even though my boss promised to send me for training....

Selling Techniques  Not rated yet
I will like to improve my sales techniques to better present myself as a sales person

Answer
Hi Alfred,
candid advice, first try and be a person....

Open Ended Questions  Not rated yet
HOW TO START GOOD OPEN ENDED QUESTIONS

Answer
The following answer may not be what you expected.

The tendency to ask closed questions is, I ...

SALES DURING A RECESSION  Not rated yet
Hi

How can i improve sales during recession time.

Answer
Hi Sudhir,

the first trick to improving sales during a recession is to believe ...

Convince Unwilling Buyer  Not rated yet
Learning how to convince unwilling buyer to buy.

Answer
Interesting, depends on what you mean by unwilling ?

I am totally against selling anybody ...

Motivating Telesales People   Not rated yet
Keen to find out more about how to motivate telesales people.

Answer
Hi Maureen,
not sure if I'm the best person to answer this question ?

There ...

Improve Sales  Not rated yet
how to improve sales and develop market

Answer
Hi Tanveer,
how to improve sales will depend on where you are at in terms of your development as ...

Get in front of more prospects  Not rated yet
I would like to know how to get in front of more prospects

Hi Edward,
getting in front of more prospects can be about being organised so you see ...

Sales Closing Techniques  Not rated yet
closing techniques

Answer
Hi Akram,
I'm not big on closing techniques.

I think it's more about establishing trust in the beginning and building ...

Selling when your company is not liked  Not rated yet
How do I deal with my company's negative associations? (not a well liked company)

Answer
This can be done but it takes a lot of courage and integrity....

Sales Prospecting  Not rated yet
prospecting,identifying clients

Answer
Hi Sarita,
I have to say up-front that much of my prospecting was easy in my sales career. I mostly sold ...

Make More Sales  Not rated yet
how to make sales verbally and through written proposals

Answer
There are many comments I could make in relation to your question. But let me just ...

Close Sales Better  Not rated yet
Close sales better

Answer
If you want to close sales better focus on helping your prospects and building better relationships.

Both of these ...

NLP in Selling  Not rated yet
Elicit Meta strategies

Answer
Hi Daniel,
not many people who read this would know what meta strategies are ? Sounds like you have done some training ...

Sales Communication  Not rated yet
How to communicated with my costumers better close more sales

Answer
YOU are absolutely correct. If you communicate with your customers better ...

Sales Account Manager  Not rated yet
How to sell my self
Sales Achievement
All types of sales reports

Answer
Wow, three question in one.
Sell yourself ? Build rapport with them ...

Different to Other Salespeople  Not rated yet
What is the best way to distinguish myself from other sales people.

Answer
The best way is to care about your prospect / customer.
Zig Ziglar ...

Sales Trainer  Not rated yet
I need to know how to train consultants to notice upselling opportunities within existing clients and then close.

Answer
Interesting, one of the ...

Can't Close the Deal  Not rated yet
I can make appointments and seem to have fruitful discussions with people but no one buys ?

I'd like to close more sales.

Answer
Hi Bill,
this ...