International selling isn’t easy, but the rewards of your efforts can be well worth the work you put in. Go-getters all speak the same language regardless of where they happen to be born. They understand drive, determination, and focus immediately without anything getting lost in translation.
Entrepreneurs who want to take their mission to a global level may need a little more than just an unbreakable spirit. There’s an art to handling people from other cultures and identifying priorities that may be wildly different from your own.
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The kind of sales that was commonplace decades ago doesn’t really exist in the same form today. It’s quite incredible how sales have changed…
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One of the most valuable skills that a salesperson can have is knowing how to sell anything…. Read more
Have you ever wondered why you keep losing sales that you thought you had?
Most salespeople blame their prospects for them losing the sale by saying things like, “they weren’t qualified for my product or service,” or “they just don’t see the need” or “they didn’t have the money” or “they just weren’t that serious about solving their problems” and the list of excuses goes on and on… when in reality, the reasons why the salesperson loses the sale 9 out of 10 times is because of the way they are communicating with their potential customers…. Read more
Let’s discuss what I call Consequence Questions and how to use those during your sales conversations. You have now come to the road where you must get your potential customer to think about the consequences of NOT doing anything about changing his or her situation. Consequence Questions These questions allow your prospect to think through the consequences of them not changing their present situation, such as what will they do if nothing changes? What will they do if they don’t do anything about solving their problems they just told you they had. It’s the question simply stated, “What if…?” Such as: FREE DOWNLOAD: Overcome any objection with these 23 closing techniques. “What if you don’t do anything about this problem and… Read more
One of the biggest mistakes I see people make is going right to the features and benefits of a product or service before asking great questions and finding out why someone wants or needs something. This Ted Talk video by Simon Sinek is priceless and applies to salespeople in any industry because it deals with the core of how our brain operates. People buy from people they know, like and trust. Watch this video and apply the lessons to your industry. FREE SUCCESS TOOL: Overcome any objection with these 23 closing techniques.
This is a follow up to a previous post. If you haven’t read this first, I would encourage you to do so by clicking here. I wanted to go a little deeper on selling from the inside out versus the outside in. I hope you had a chance to watch the video below from my good friend, Lanny Morton. He is explaining the key to happiness in life which is something I think everyone wants. What he doesn’t mention in that video is that the concept of BE – DO – HAVE is also critical to sales. FREE DOWNLOAD: Overcome any objection with these 23 closing techniques. Have you ever encountered a waiter who was having a bad day and… Read more
#1. Selling is a Numbers Game Most of you hear this all the time that “selling is just a numbers game“, to get as many No’s as you can to lead you to a prospect who says Yes. I know I was taught that when I first got into my sales career 15 years ago. Now, I will tell you that selling can indeed be a numbers game for you if all you know is “Traditional Selling” Techniques. If you want to you can, of course, call people over and over again, and go through hundreds of calls a day. You can also chase them down until they listen to you, just so they can come up with an excuse… Read more