The articles on this site may be useful if you are new to the selling profession or in a sales slump.
In these pages I discuss some unconscious aspects of the selling process. Indeed, this is the focus of much of the information on this site.
Some may say this information is too advanced for a beginner. I do not agree.
It's better to get on the right track from the beginning. That way you don't have to go back and unlearn bad habits.
I hope you find this information useful.
Please note I am in the process of converting back issues of the YourSalesSuccess eZine into webpages which will make these more accessible for you and facilitate more connection of the information by better linking.
This was my first article and it dscusses the importance of follow through in selling. Many sales are lost through lack of follow up on the prospect's original interest and questions.
Follow Through to Make More Sales
Often as sales people all we have to work with is words. Here are two of the most powerful persuasion words.
Persuasion Words - one to use and one to avoid.
Questions are a large part of the language of persuasion. We all know this , but what are the best questions to ask.
Language of Persuasion.
This article discusses Listening and Questioning and how critical they are to selling. What are some questions you could ask and what are you listening for in your prospect's replies ?
Listening and Questioning.
Sales questions form the basis of any sales methodology. Are you asking enough questions to define what your customer really wants ?
Persuasion techniques are fine but you need determination to see it through to a positive result. This article relates a story about how being determined and using a little innovation got me a very important sales meeting.
Determination in Selling
Issue No7 introduces Criteria as a sales tool. What is Criteria ? How do you find out your customer's real criteria for buying ? How do you use that information once you have it ?
To sell them, know THEIR buying Criteria
If you want to generate any sales results you have to have an Intention. A clear intention is created by having a Well Formed Outcome. Once you have a clear Intention it will focus your attention on all sorts of opportunities related to your Intention.
Intention and Sales Outcomes
All the best persuasion techniques in the world will not help you if you are not confident, enthusiastic and having fun.
Confidence and Sales.
There are certain influence principles that apply to almost every person. These social influence principles are very powerful too and warrant your study of them if you would become a salesperson of influence. This article takes a look at one of those influence principles in action
Rather than offering persuasion techniques Neil Rackman of SPIN Selling fame suggests being prepared and asking questions is the way to make the sale.
Sales reframing can allow you to change, or reframe, a customer objection or preframe the whole sales meeting to your advantage. It is one of the most valuable verbal skills in selling.
Sales rapport is essential if you want to have a dialogue with the prospect and open up the lines of communication and trust in order to make a sale.
In this article I take a look at three especially good, and very different, salespeople and suggest that their uniqueness added to their sales abilities.
Issue No15 discusses how you can help a prospect become convinced that your offer is for them.
How to Convince your Prospect
Issue No16 asks the question what part of the sales process are you allergic to.
Allergies to Selling ?
This article relates the story of my first big sale. There are some valuable lessons to be learned.
Big Sales, part 1.
This article continues the story of my first big sale.
There are some valuable lessons to be learned.
Big Sales, part 2.
This article explain the Contrast Principle and gives some examples of it's use in selling.
You can use contrast to sell your product by changing the way it appears to your prospect
Article No20 asks the question is there a specific sequence to follow in gaining a sale and in becoming a salesperson.
The steps to a Sale
This article No21 suggests sales is not always smooth sailing so contingency plans are essential.
Back up Plans
This article No22 introduces Anchoring as a valuable sales skill.
Anchoring in Sales
Power words turn normal language into persuasive language.
This article No24 suggests 10 big mistakes to avoid in selling.
Article No25 suggests how you say it is as important as what you say.
How You Say it.
This article No26 relates a story from my sales career about an irate customer and how I dealt with it.
I'll Never buy from you again.
This article No27 suggest that success comes in cans..all the things you can do.
Success Comes in Cans.
This article No28 welcomes in 2005 and asks about life and sales.
This article No29 asks whether we pay attention to the clock or the speedo as we move through life.
Sales Focus or "The Clock Versus the Speedo"
This article No30 suggests that some language we learned in school can be very persuasive.
Sales School, Elementary School
Article No31 asks is there such a thing as a difficult customer.
Article No32 looks at the influence principle of commitment and consistency.
Commitment and Consistency
Article No33 asks you to define your success in the coming year.
Success this year
Article No34 shows how to be answering sales objections with a neat little strategy.
Answering Sales Objections.
Article No35 suggests the best questions to ask.
Questions, Needs and Wants
Article No36 follows on with more distinctions about Needs and Wants.
Needs and Wants, 2.
Article No37 deals with your beliefs and how they affect your sales results.
Beliefs and Sales.
Issue No38 suggests ten things NOT to say.
Ten things NOT to Say.
Issue No39 deals with a common sales objection.
I need to speak to..
Issue No40 asks what do you need to do to ensure Your Sales Success in 2007.
2007 …007 year.
Issue No41 explores your prospect's decision making process.
Where do your prospects make decisions.
Issue No43 explains how aspects of our life purpose relate to sales.
Sales and Life Purpose.
Issue No44 introduces NLP into the realm of persuasion.
What is NLP?
How can it be used in persuading ?
How much more effective can it make you ?
No45 reviews "The Little Red Book of Selling".
Little Red Book of Selling.
This article relates to Influence Tactics.
What are thew influence tactics you can use?
Which tactic is the right one to use?
This article relates to Friendly Persuasion.
How can we define friendly persuasion?
Does it really exist ?
I discuss some specific techniques used in selling as distinct from what I call selling models that bring together a bunch of techniques that fit into a pattern.
In this article in mention the "R" word and talk about selling in a recession.
Selling in a Recession
This is a story about my dealings with a notoriously tough buyer.
The Tough Buyer
Are you a fair weather sales person or are you prepared to earn your salary and commissions by making sales when it's hard ?
Selling During Tough Times
How to Win Friends and Influence People was a landmark sales book in it's day. It's still a valuable read today.
How to Win Friends and Influence People.
Indeed it is Words that sell. What else have we got to sell with but words? Which words and how do we structure our sales language to achieve our sales goals?
Words that Sell
If you are going to make sales you need to know how to influence people.
How to Influence People
If you are in sales you'll need to know how to sell on the phone and there are telesales techniques that will help you with that.
The use of artful Sales Language will do more to boost your sales than most things you can learn about selling.
Using hypnotic selling can be easier than you think and can definitely improve your sales results.
Since we sell to PEOPLE and selling is about PERSUASION the psychology of persuasion is valuable information for the professional salesperson to have.
Psychology of Persuasion
Selling is not just about the words you say or what your prospect says. There is a myriad of other communication going on below the surface, this is where subliminal persuasion exists.
Do you follow a selling system, some sales trainers think this is counter productive. Read my comments and a well know sales trainer's.
Sell the Way They Buy
The Way They Buy
Plainly, the advantage in telesales belongs to the caller who can establish rapport and lead the prospect or customer. Yet, any telemarketer can tell you how hard
Communication skills training is necessary because at times communication can be much more complicated than that simple description. It is even more challenging when selling because you not only want the receiver to hear and understand you but to be convinced enough to give you their money AND to be happy about it!
Communication Skill Training
Can anyone be a top salesperson?
Is it something you are born with or can excellent sales skills be learned?
Sales, Do You Have What it Takes
Every sale involves your prospect making a decision to buy or not buy or whether to buy from you or from somebody else.
How do people make these decisions?
What would be your ideal sales week and how would you create it?
Your ideal sales week
Keep improving ... "you are either green and growing or ripe and rotting"
Are You Improving?
The first sales call is very important
Don't Blow the First Sales Call
NO, you'll hear it a lot in sales.
What do You Think About a NO?
How do you feel about being a Salesperson?
Proud to be a Salesperson
Is sales training effective?
Why Sales Training Fails
In your pre-call preparation, do you plan or do you strategise?
Planning versus Strategy
In Success rewards persistence, especially in sales
Success Rewards Persistence
In B2B Sales you need to time travel forward and assess where your prospect is at and adjust your approach accordingly
Sales and Time Travel
Is it different selling to SMBs (small to medium businesses)
Selling to SMBs
Is it possible to have a slow week in sales ?
A Slow Week
Is there a magic sales question that turns people into buyers ?
The Magic Sales Question
Is there such a thing as a perfect life in sales?
Perfect Sales Life?
How do sales professional handle rejection?
Rejection and Sales Professionals
What Sells NOW ?
Benefits Alone NO Longer Sell
A funny article about an incident at work
Just a Woman
Please click here for all the articles.