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jena Tagged Articles
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Stress-Free Selling® - Close Three Times Faster
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| Who are the absolute, positive easiest prospects to close? The ones that take the least time, offer the least resistance, and are the easiest to get a hold of? Referrals!
Ironically, despite the fact that everyone knows how easy referrals are to get, salespeople rarely ask for them and even fewer make it a habit of asking at every reasonable opportunity.
Here's the simple solution to triple your closing ratio... |
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Stress-Free Selling® - Get Referrals Every Time
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| Referrals are the easiest prospects to close. So we want to make getting Referrals a natural and consistent part of our sales.
To do this, we have to ask for Referrals in a way that gets us the names of great prospects. If we ask, "Who else would you recommend," our respondent will frequently come up blank. To avoid this, ask any of these four questions... |
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Stress-Free Selling® - Easy Ways to Avoid Price Objections
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| Believe. Ah, the power of conviction. If we believe our prices are too high, we create price resistance. If we believe our prices are justified, appropriate, a good value, worth what we're asking, you will watch price objections disappear.
Of course this will not make all price objections disappear. What it will do is make many disappear. . . just because you believe.
Your lack of belief is like a giraffe to a lion. It devours you. You don't have a chance.
So, what's the solution? If you believe your prices are too high, you have three choices... |
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Stress-Free Selling® - Simple, Powerful Renewals
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| How easy is it to sell without knowing your prospect's goals? It's harder. . . much harder.
Approach repeat business (renewal business) as a new prospect! Instead of assuming (or hoping for) the sale, start by asking questions like...
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Stress-Free Selling® - Stop Giving Deals!
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| Do you know why most people ask for discounts? Because they can! Sometimes, it's that simple.
No one wants to be taken advantage of, and if they think they'd be foolish not to negotiate, they will. This does not mean they will not pay full price!!!!
As long as you are willing to bargain, you will be asked to do so. If you do not negotiate, negotiation becomes a non-issue. . . even if everyone else in your market gives in. Here's proof...
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Stress-Free Selling® - The Fastest Way to Build a Relationship
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| The Fastest Way to
Build Relationships is
Not to Work on the Relationship!
Contrary to the belief that building relationships is paramount in the sales process, Jenaé Rubin, president of Sales Powerhouse, believes: A good relationship is the natural outcome of everything done right. Many salespeople approach the process thinking "I have to develop a good relationship with the prospect. So, they start by asking "friendly" questions that have nothing to do with the business relationship. People see right through this sales “strategy.” |
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Stress-Free Selling® - How to Talk About Competition
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| Before I answer this, let’s look at the alternative…
If you approach this by talking about what your competitors are or are not, you are spending time talking about your competitors! Now you've got your customers and prospects thinking about them and not you. Ouch. You want them focused on you not your competitors!
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Stress-Free Selling® - Do Your Proposals Sell?
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| How often is your proposal evaluated by people who were not part of your previous meetings?
Regardless the communication method (in person, phone, email, fax, etc.), many proposals are reviewed by superiors, committees or colleagues we were not able or granted the right to communicate with.
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