Due to Lenann's help we ended the year at 48% growth... the best sales year in the history of our firm!.. Bruce Anderson
President – Vinyl Technologies, Inc.
 

Blog

Giving Thanks and Taking a Holiday Break

As we approach the Thanksgiving holiday here in the U.S., there’s so much to be thankful for!

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Points to Remember on Opening the Sales Conversation

Don’t begin with “I.” Selling should be mostly YOU-YOU-YOU, rather than ME-ME-ME messages.

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Make Your Ten Most-Wanted List

Another application of “what you put in your mind has power” is the Ten Most-Wanted List. Many salespeople keep one all the time. This is a list of ten people with whom you would love to do business.

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Before Selling, Set an Objective

Before you begin a conversation with a prospect, know what your Objective is. An Objective is a stretch goal, it’s something that may or may not happen. But if it does, you’ll be pleased. Here are some examples of Objectives:

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More Ways to Help Prospects Feel Comfortable with You

In the previous post, we looked at Dr. Genie LaBorde’s research, which says that three of the most powerful things you can do to help people feel comfortable with you immediately are:

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How to Help Prospects Feel Comfortable with You

What do you do to help someone you’ve just met to feel comfortable with you right away?

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Turning Around “I” and “YOU” in a Selling Conversation

Some prospects, especially those who don’t know you, may get the jump on you and ask, “What can I do for you?” or “What is this regarding?” Resist the temptation to talk about your products or services and instead cast it in YOU terms.

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The First Mistake Most People Make in Selling!

You walk in to see a prospect or you pick up the phone to call one. You’re all set to listen and to present your service or product in the best way. And then you make a big error. You open with “I”:

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Three Keys to Successful Selling NOW!

The three keys to successful selling today are: talk to the right people; practice The 90-10-90 Rule; and focus on the prospect.

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Today’s Proven Methods for Selling Services… and Products as Well!

Do you need more sales, better sales, a different kind of sales, or just more money coming in? Ready for some new ideas? If you sell services, or product-and-service combinations, you’ll want to pay attention to these upcoming blog posts.

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