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Foundations
Dig the
hole before you build
how to prospect for new business
Getting
the sale
Focusing on
the presentation. Objections
are good
How to
handle a customer who put up a potential sale loser. |
I have put this site together to help
other people succeed in the selling profession. No matter what
people tell you, selling is not easy, but, like all other skills the
better you get, the easier it appears to be to others.
If you have come here expecting
perfectly written prose, then you are likely to be disappointed, A Shakespeare
I am definitely not. What I am however is a damn good salesperson,
not a sales trainer, or someone reading from a book, but a simple
guy speaking about real life successfull methods that work.
I have sold for
a living for 15 years, mostly self taught and learned the hard way,
(by not getting the sale). So as long as you can work your way
through lousy spelling and even lousier grammar, then you should
come out of the experience in a better position that when you came
in.
True selling is all about finding
solutions to peoples problems, it is all about knowing what is the
right thing to do for the customer. Often I will duplicate
sentiments, but as I write this straight from the hip, I allow my
mind to wander and say what comes into it, I find this has worked
for me so far, so will not break the habit of a lifetime.
I will not start by saying how my
selling has paid for my children to go to Gordonstone school, or
that it has bought me a string of Rolls Royce cars, as it hasn't.
What selling has done for me is far more precious, selling has
allowed me to have as much time with my family as I want, I have
never missed a school nativity play, I have never missed a dentists
or doctors appointment, I have never NOT been there. And to me that
is the most important thing in my life.
Being able to sell professionally
has however allowed me to earn in a day what it takes most people a
month to do. It has brought with it complete peace of mind, that I
am the master of my own destiny. If i need a chunk of money then I
know I can go out and earn it, no iff's, no but's, i CAN and
DO budget my time for earning.
Enough about me, you don't care
about that, what you care about is what can I do to make myself a
better salesperson, a great place to start.
If you are new to professional
selling, or if you are a seasoned salesperson in need of a bit of
help, I am sure there will be something here to help.
Something that happened a
while ago had a big affect on my way of thinking, it was this. A few
of us were at a sales conference, and the speaker was a well known
sales pro. A guy a few seats away kept saying the same phrase
"I Knew That" every time the speaker mentioned something.
After a while the person I was with leaned
over ads said along the lines of 'well why isn't your name on the
honours club list then? because if you know it, and you STILL don't
do it, then you just as well not know it".
What he said made me realise that
it was true, If we know something but do not put it into practice,
then we just as well not know it. I realised then that it is not
what you know that counts, but what you do with what you know.
This
has driven me on to make myself a better person in sales and in
other ways, it is all about focusing on what you know and applying
it, and guess what, it works.
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