Building Long-Term Relationships

Building and maintaining long-term selling relationships is the key behavior and skill of the top ten percent of the money earners in sales, in every field, selling every product and service. If you could take everything we know about communications, put it all in a large pot, boil it and distill it down into its critical essence, it is about the importance of relationships in successful selling. The Reason for SuccessMost of your success in life will depend on your ability to get along well with other people, and on the quality of your relationships. Psychologist Sidney Jourard, found that 85 percent of a person’s happiness in life comes from happy interactions with other people. The reverse holds true as… Read more

3 Ways to Succeed In This Economy

Are you wondering what to do to attract clients and create a surge in sales? Are you frustrated by getting minimal response to your advertising or online promotions? Are you asking yourself, "How can I avoid having my sales and profits dry up in this market?" "Should I reduce spending on marketing to preserve cash?" If you’re like most business owners and marketers, you’re doing everything you know how to bring in more sales, and you’re still not realizing the profits you want. You’ve worked for years to grow your business and now a financial meltdown that you had nothing to do with is making it harder. What can you do? You could bury your head in the sand and… Read more

Get Customers to Sell For You

Fully 84 percent of sales in America take place as the result of word-of-mouth advertising. Why People BuyFully 84 percent of sales in America take place as the result of word-of-mouth advertising. Some of the most important sales promotion sales activities are those that take place between customers and prospects, between friends and colleagues, in the form of advice and recommendations on what to buy, or not buy, and who to buy from. Join the Top 10%The only way that you can be among the top ten percent of salespeople in your industry is by having your existing customers selling for you on every occasion. Because of the importance of mega-credibility in selling, your customers must be happy to open… Read more

Four Obstacles to Closing

There are several other reasons why the end game of selling is stressful and difficult. Fear of FailureThere are several other reasons why the end game of selling is stressful and difficult. First and foremost is the fear of failure experienced by the prospect. Because of negative buying experiences in the past, over which you could have no control, prospects are conditioned to be suspicious, skeptical and wary of salespeople and sales approaches. They may like to buy, but they don’t like to be sold. They are afraid of making a mistake. They are afraid of paying too much and finding it for sale cheaper somewhere else. Fear of CriticismThey are afraid of being criticized by others for making the… Read more

What Nobody Tells You About Selling

Have you ever lost a sale because a prospect came up with an objection? It may have happened at the start when they said they were too busy to talk to you or later when they told you your price was too high. Has this ever happened to you? Has a prospect ever said: “I have to think it over.” “We have a supplier for this.” “I have to get approval from my boss.” “We really don’t need this right now.” “I have concerns about your ability to do all this.” It’s like someone out there is playing a dirty trick on you. You know your company has great products, great services and compared to your competitors are the absolute… Read more

The Toughest Job

There Are No Buffers Selling is one of the toughest jobs in the world. There are no buffers between you and the reality of daily difficulties, delays and disappointments. You often ride an emotional roller-coaster, up and down, that never seems to stop. You are all alone. You Must Motivate Yourself Like a front line soldier, you must get yourself up every day and go out to where the bullets of rejection fly. You must continually deal with the possibility that all your sales efforts could turn out to be in vain through no fault of your own. And you must keep on going in spite of this because your profession of selling requires it. Face the Facts of Selling… Read more

Relationships Are Everything

Your Foundation for Success Relationship Selling is the core of all modern selling strategies. Your ability to develop and maintain long-term customer relationships is the foundation for your success as a salesperson and your success in business. Relationship selling requires a clear understanding of the dynamics of the selling process as they are experienced by your customer. Propose a Business Marriage For your customer, a buying decision usually means a decision to enter into a long-term relationship with you and your company. It is very much like a “business marriage.” Before the customer decides to buy, he can take you or leave you. He doesn’t need you or your company. He has a variety of options and choices open to… Read more

The Endgame to Selling

In golf, there is a saying that, “You drive for show, but you putt for dough.” In selling, you prospect and present for show, but you overcome customer skepticism and gain commitment for dough. Your ability to answer objections and get the sale is the true test of how good you really are as a salesperson. The True Test of Selling This is perhaps the most stressful and challenging part of the sales process. It’s where the rubber meets the road. It is your ability to answer the questions that the prospect puts to you and overcome his natural reluctance to make a commitment that wraps up the sales process. It is also the part of the sales process that… Read more

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