The Sixth Step To Increased Profits – Closing The Sale

Now we’ve come to that part of the sales process that sales people everywhere – even the most seasoned ones – can get really nervous about.  Of course, we’re talking here about the close.  So many people just don’t know how to effectively close the sale and secure the deal. How to Effectively Close the Sale To many, it can seem like a confronting... 

Handling Objections – the 5th Step to Increased Profits

In life and of course, in sales, receiving an objection can be quite daunting, frustrating and disappointing.  But did you know that in the sales game, objections aren’t just things you must deal with – they’re things that you just cannot get away from. How to Handle Objections An objection, contrary to popular opinion, isn’t necessarily a... 

The 4th Step to Increased Profits – Presenting the Sale

Now that you understand the importance of effective prospecting, the sales approach and qualifying, it’s time to focus on the sales presentation.  The sales presentation can be a hugely nerve-wracking experience, even for the seasoned sales professional. Presenting the Sale for Maximum Results! As nerve-wracking as it can be, by following the recommendations... 

Your Third Step to Increased Profits – Effective Qualifying

In Part 1 we talked to you about prospecting – the art of lead generation – and its importance in the sales process.  We then followed up with the Sales Approach. In this chapter, we’re focusing on taking that a step further with qualifying. The Art of Effective Qualifying Qualifying is the step by which we determine if a prospect is the sort... 

Successful Businesses Always Test Their Marketing Campaigns

There are four key elements to any successful marketing campaign. The product or offer (or how you package what you are selling). The headline of an ad, the opening statement of your letter, or the first thing you say person-to-person over the phone. The strategy used The list (or who you target). Recently I developed a new product promotion and... 

“Do You Want Fries With That?”

Something that only a few small business people are really good at is “up­marketing,” Up-marketing refers to the skill of selling customer more every time they purchase. It means maximising the selling opportunity. Do you know what company is one of the most effective in the world when it comes to up-marketing? McDonalds! That’s right,... 

Are your business relationships reflecting the commitment you want?

In most cases there is a significant gap between where a business is and where the owner would like it to be. This being true in most cases, major action is needed … not some minor adjustments. The first thing is to look at is who you are in business with and what standard have you set them? Sadly, most business owners don’t set clear and stringent... 

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