Weekly Sales Tips with Alen Mayer
by Alen Mayer, Sales Expert
Welcome to Weekly Sales Tips where we share with you the most important selling skills needed in the 21st Century. One tip per week - one new technique to help you increase your sales results.From cold calling to prospecting to trigger events to handling objections to closing techniques - everything is covered in my practical weekly sales tips. Subscribe today!
Episodes
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Closing Technique: the Trial Close
To be successful in closing, you must have the will to win. Selling is a win-win situation or it’s a lose-lose situation. There is no “fence-sitting” involved here. It’s all or nothing, and adopting a winner’s attitude will take you far along the road to success. Closing should not be a separate...
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How to Win the Deal Without Discounting
If you base your offer on your price only, there is a good chance that someone will have a lower price than you, or you can end up in the bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goals for your prospects, not just to save money because every...
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Offer the Best Solution, not the Lowest Price
If your offer is based only on price, there is a good chance that someone else will have a lower price than you; and you are prone to becoming involved in a bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goals for your prospects, instead of just...
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The Last Step – Closing the Sale
In the presentation, you lead your prospect step by step through the successive stages of conviction to the point of desire. Right there is where the order is yours for the taking. But to get it you’ve got to take it. There’s no secret about being able to tell when your prospect feels kindly...
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Five Ways to Handle Price Objection
Many sales reps struggle with objections from their clients. One of the most common is that dreaded phrase: “I don’t have the money, and right now I just can’t afford it.” At this point, many sales reps give up and tell the client to call when they do have the money, which is usually never....
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How to Handle the “I am Not Interested” Objection
If you’ve been in sales any length of time, you are familiar with objections. They stand in the way of your goal; closing a sale. The path to success lies in how to handle objections effectively. Being able to turn a negative viewpoint into a positive profit is a transaction salesperson and...
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How to Handle Price Objections
Objections to price are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is…
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The Art of Closing
Closing is so often regarded as the most difficult part of the selling process. But this should never be the case! Getting the order from a prospect whose interest and desire have been secured and whose objections have been effectively eliminated should simply be the next logical step in the...
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The Objection Handling: Mind vs. Heart
In one of my previous sales tips (“The difference between excuse and objection”) I was talking about how we need to make a clear distinction between a genuine objection versus excuses and postponements. Today I will take this conversation one step further.
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The Difference Between an Excuse and Objection
When it comes to selling, what, exactly, is an objection? If we can truly understand what we’re dealing with when a prospect makes an objection, then it will be easier to handle and use to your advantage in the appropriate situation. Not all objections should be received as a negative blow to…
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Nobody Likes to be Sold To
There is a factor in selling which few men seem to have recognized; yet it is a block over which we stumble time and time again, when by knowing that it was there we could just as easily walk around it. This stumbling block is this: The average person’s instinctive antagonism to being sold.…
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Make People Want to Buy
It is not true that new products are manufactured to supply the demand. There is no demand. Both the demand and the goods have to be manufactured. The public has always held fast to its old-fashioned discomforts until the salesperson persuaded it to let go. The truth is that we, salespeople, have...
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Are You an Order Taker or an Order Maker?
Let this sink in deeply. The order-taker is prospecting for people who want to buy. However, the professional salesperson tries to make every person he or she calls on wants to buy. The order-taker accepts the advantage of the situation he or she finds. But the order maker, a professional...
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How to use Psychology to your Benefit When Selling
One of the things that gives hope and courage to men and women who study the structure of the mind, is the fact that the brain tissues may be altered with much greater ease and to a far greater extent than other bodily tissues. Every thought wears a path in the tissues of the brain. Constant...
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How Suggestion Helps in Selling
To achieve success in sales you need to learn the art of selling to the other person a product or service she needs but doesn’t know it. A sale is a mental thing. It results from harmonizing certain mental elements which enter into all common agreements between people. The power of suggestion is...
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About Mind Control and Selling
Selling is fundamentally a question of the influence of mind over mind. If you as a salesperson exercise no influence whatsoever upon the mind of your customer, but the customer does all the deciding, you are not a real salesperson. You are an order taker. There is a certain proper influence that...
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Why Stories Sell
There’s an undeniable truth about stories. Most people absolutely love them. We are brought up in our early years listening to stories at bedtime. We go through school learning to read with stories as the mechanism which enables us to understand concepts and emotions. We see movies and come out...
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Setting up Your Cold Calling Script
“Should I follow a script when cold calling?” A few of the benefits of using a script are: 1. You can practice reading from it before you call to help you sound more knowledgeable, professional, and in control 2. The script contains a list of common objections, with suggested responses 3.…
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How to Master the Gentle Art of Persuasion
Why is it that one person will so easily change our whole mental attitude and make us do voluntarily the very thing that we had no idea of doing an hour before, and thought we never could do, when another might have talked to us until doomsday about the same thing, and never changed our mind...
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How to Overcome Fears when Selling
People fear they will take cold, and they take cold. They fear they will be sick, and they are sick. Sometimes they are afraid they are not well thought of, and that perhaps is as great a fear as any. People are afraid they are not going to own as much as someone else. The fear of failure is upon...
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Quick and Effective Cold Calling Techniques
Clammy hands? Blank mind? Have you become an expert at creative avoidance? No one actually looks forward to cold calling, yet it’s a necessity for successful selling. Happily, there are some simple cold calling techniques you can use to become much more comfortable, move past your fear and enjoy...
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3 Tips on How to Handle the Fear of Cold Calling
The first step in fighting the fear of cold calling is teaching yourself to not take the calls personal. In this business you will encounter rejection all the time, but the key is knowing that the consumer is rejecting the product or service, not you personally! Once you understand how to…
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3 Ways of Maximizing Your Sales Success
Tip #1: Building Rapport Tip #2: Anchoring Tip #3: Language
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4 Unique Sales Techniques for Boosting Your Results
1. Sales is not a confrontation 2. Secrets of effective communication 3. Flexibility in communication 4. Re-framing the issue
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What Are Trigger Events?
Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are…
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Handle Objections Like The Politicians Do
To see a fresh approach about how to handle objections during a sales presentation, smart sales professionals can take lessons from smart politicians. You share a lot of goals with them, but they have one big drawback that most marketers never face; the politician has nothing real to give the...
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Hit or Miss Doesn't Work in Selling
Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in the...
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If You Live By Price - You Will Die By Price
If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your price...
About this show
Welcome to Weekly Sales Tips where we share with you the most important selling skills needed in the 21st Century. One tip per week - one new technique to help you increase your sales results.From cold calling to prospecting to trigger events to handling objections to closing techniques - everything is covered in my practical weekly sales tips. Subscribe today!
Hosted by
Alen Mayer, Sales Expert
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