Watch this video on the power of your conviction and belief in your product.

http://candogo.com/search/insight?i=1702&referrer=/candogo/hopkins/

I thought I’d share some training in a different format for this topic.

Watch the video:

http://candogo.com/search/insight?i=1711&referrer=/candogo/hopkins/

Many prospective clients will want to negotiate or hold back from making a decision. It’s a natural response. They won’t want to give in too easily, even though the product or service is right for them. With someone like this, the benefit summary makes what they’re getting seem like so much, they’d look silly if they held out for something more.

Phraseology: “John, I can appreciate any hesitation you may have about going ahead. However, let me reiterate the benefits you’re gaining by joining our fitness center today. With the plan you’ve chosen, you’re getting 18 months of additional membership for an investment of only two years’ service. You’re receiving three private sessions with a personal trainer. All of our equipment is state-of-the-art, and we increase the number of machines in the club as demand increases, sothere should hardly ever be at ime when you can’t get on the machine of your choice when you want it. There’s always a trainer on the floor to assist you with questions. We offer over forty fitness classes per week. With your initial membership, you’ll receive three 10-day passes for friends (etc., etc.). What aspects of a club were you expecting that we may be missing?”

When he or she replies with the obvious, “nothing,” they’ve bought!

Master this and many other proven-effective closes by reading, Sales Closing for Dummies>>

Have you ever heard this from a potential client: “Okay. Well, thanks for the information. I want to shop around and will get back to you if this is really what I want.” Unless you’ve only been in business a day or two, you have.

In most cases what are they really saying to you? They’re saying, “I want to know if I can get it cheaper somewhere else.” It’s usually a money issue when you hear those words. Occasionally, the client will not really be certain that the product meets their needs and be looking for other colors, options, or services along similar lines to what you have offered. (more…)

“I hate sales pitches!” You may have felt this way yourself or heard others say it. If it’s such a common response, what’s the best way to organize your marketing to attract new clients and customers?

While getting all aspects of your marketing right can be complicated, the simple truth is that you can attract many more clients and be far more successful by doing just one thing. (more…)

In the selling profession, closing is the winning score, the bottom line, the name of the game, the point of it all. If you can’t close, you’re like a football team that can’t sustain a drive long enough to score. It does you no good to play your whole game in your own territory and never get across the other team’s goal line.

Many salespeople are afraid to close. They’re afraid of asking for the order. They’re so fearful, you would think they were having to personally reach into someone’s pocket for their money. To have any kind of success in sales, you have to get over that fear because this is where the money is.      (more…)

If you do business with people from cultural groups different than your own, you would be wise to invest some time understanding their cultures as well as their needs in terms of your products and services. You may not necessarily be doing business with people in another country, but with those from other countries who have relocated near your place of business. If you want their business, you have to understand their needs on many levels.

Also, if you are building a web site for your business, you need to consider who the viewer might be and their cultural situations. Some words and phrases just don’t translate to have the same meaning that you may wish to impart, thus, confusing the visitor.  Or, worse, the translation may unintentionally be offensive when made. (more…)

Any veteran in business can tell you a story about the one that got away. Veterans who are successful in business today learned valuable lessons from those situations and, hopefully, never repeated them. As challenging as the business of selling might be for some, losing sales is unbelievably easy. Learn from the mistakes of others so you won’t have many of the sad stories to tell.

Sales Killer #1 – Lack of professional appearance. If you want people to listen to you and heed your advice regarding your product or service, you have to come across both in appearance and demeanor as a professional expert. This means that you are appropriately groomed. You walk with confidence. People will buy from you based more on your conviction and enthusiasm for your product than they will your product knowledge. (more…)

Some salespeople are uncomfortable doing much more than presenting their offering. It’s their favorite part of the sales process. They get to show the product, handle it, and amaze their ‘audiences.’ If you’re great at presenting, that’s wonderful, but it won’t necessarily generage sales. You must ask for the business, directly and clearly! There can be no misunderstanding on the part of the client that it’s decision time. (more…)

Fear is the greatest enemy you’ll ever encounter as a professional salesperson. Your fear, the prospect’s fear, market and trend fears and so on.

What do we fear? As salespeople, we fear saying or doing things that may halt a potential sale. Hopefully, you’ll learn to recognize and conquer your fears through continual education, practice, drill and rehearsal of strategies and tactics that will keep you ahead of the pack.

A tough part of our jobs as salespeople is in helping others understand and overcome their fears so we can earn the opportunity to help them make decisions. Fear is what builds that wall of resistance we so often run into. You must master the skills to either climb over or break through those walls.

Here are some other common, normal and potentially paralyzing fears that many people face in decision-making situations and what you should do about them. (more…)