Happy Herald - Strategic Selling http://www.happyherald.com/articles.sec-8513-1-strategic-selling.html <![CDATA[Choose Your Timing]]> "You must increase her buying desire by emphasizing results and benefits. You do not increase buying desire by arguing about the price"]]> <![CDATA[People are major time wasters]]> There is nothing wrong with drinking coffee, but do it on the go, or with your prospects and customers. There is nothing wrong with stopping for lunch, but eat it quickly. Don’t make an afternoon ritual out of lunch. Whenever possible, have lunch on the way to see customers or have it with customers and prospects. Forget lunching with coworkers.]]> <![CDATA[NEEDLESS PERFECTIONISM]]> There is an old proverb that says, “The perfect is the enemy of the good.” Salespeople who are nervous about call ing on new people oftentimes insist upon having everything perfectly in order before they make the first call. They use the need for more preparation as an excuse to avoid selling.]]> <![CDATA[My Million- Dollar Policy]]> One day an insurance salesman was introduced to me by a mutual friend. He asked me a series of questions and then arranged a follow-up appointment. At this second meeting, he presented me with a proposal for one million dollars in life insurance. I almost fell off my chair!]]> <![CDATA[PAY THE PRICE IN ADVANCE]]> Chairman and CEO of Brian Tracy International, a human resources company specializing in the training and development of individuals and organizations. President of Brian Tracy University, a private online University for Sales and Entrepreneurship (www.]]> <![CDATA[The Power of Empathy]]> National radio broadcaster and author of seven books, including Second Thoughts, shares his essays, which are like the voice of an old friend - kind, encouraging and filled with gentle wisdom. To learn more about Mort Crim and hear a daily “Second Thought,” visit www.]]> <![CDATA[No Ambition, No Hope]]> “Some people are born to be followers and some people are born to be leaders, and I have to assume that you were born to be a follower”. I have never met anyone who particularly likes this response. Too bad. Ambition is essential for great success.]]> <![CDATA[Poor Sales Skills]]> Incompletion of the sales call can often be caused by poor sales skills. You do not know how to answer objections or to close the sale. When you arrive at that point in the sales presentation, you don’t know what to say or how to deal with it. You inadvertently activate the prospect’s response: “Let me think it over.”]]> <![CDATA[Ask The Right Questions]]> If a customer is not complaining, it usually means that he is not happy for some reason. The reason he says, “Fine,” is because he doesn’t want to get into an argument with you. When you make a service call on a customer, instead of asking, “How’s it going?” you do to improve our services to you in the future?” ]]> <![CDATA[Offer a Free Trial]]> <![CDATA[You Get What You Pay For]]> When he agrees that this is true, you can then say, “Mr. Prospect, this is a great price, and this is a very competitive market. We are selling this product for the lowest possible price we can and still stay in business.]]> <![CDATA[Different Wavelengths]]> Perhaps you are well educated, but you are talking to an uneducated prospect. You may be an analytical person who finds yourself speaking with a people-driven or results-oriented individual. Maybe you are brisk, but your prospect is laid-back. This happens more often than not.]]> <![CDATA[“Business is bad”]]> Sometimes people say, “Business is bad.” Even in boom times, folks complain that business is not as good as they expected and that they don’t have enough cash. The reason for this is that during the slow times in business, people become accustomed to complaining about how bad business is.]]> <![CDATA[Winners Versus Losers]]> The differences between winners and losers in this area is quite clear. Winners always accept responsibility themselves for the consequences of their actions. Losers never do but instead always have some kind of explanation for why they are doing poorly.]]> <![CDATA[Diminishing Price Resistance]]> It’s a St. John’s Knit. There is a good reason why they charge so much for this. First of all, it is made from the finest materials, hand stitched, with beautiful buttons, collars, and lining. When you wear it, you feel as if you are one of the most expensively dressed women in America.]]> <![CDATA[Time Waster #6: Unconfirmed Appointments]]> Here’s a common scenario. A salesperson sets off across town to see a prospect for an appointment. It was arranged in advance, so everything should go as planned, right? But when the salesperson arrives, the prospect has been called out of town, is in a meeting, or cannot see him for some rea son.]]> <![CDATA[Do What You Love to Do]]> They believe in it passionately. They will defend it and argue over it. They will talk about it day and night. When they go to bed, they think about their product. When they wake up in the morning, they can hardly wait to talk to prospects about  it..]]> <![CDATA[Program Yourself Positively]]> They review and rehearse the best things that they said and did with the customer. As a  result , they continually program high performance into their subconscious minds. They then repeat their very best performances over and over again in subsequent sales calls.]]> <![CDATA[The Take-Away Close]]> "When you come to the close, you must know exactly what you are going to do and then just switch into the close exactly as you would shift gears in your car as you drove down the street."]]> <![CDATA[Turn Traveling Time Into Learning Time]]>