Category: Sales - Welcome to SalesPartners N. CA/NV Business Coaching, Sales Training, Public Speaking, Personal Development, and Team Building.
 
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The Most agressive  SalesDogs "breed" is the Pit Bull.  They are the most unrelenting of all SalesDogs and with proper training they can be your most  successful salesperson. Without guidance they can  also be your most frustrated. 

 
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Identify your personal SalesDogs "breed" so you can play to your strengths and experience "break-out" effectiveness.  

 
Never Lose A Sale Again

Most often when we lose a sale it is simply because we give up too early. When you hear an objection to your pitch it is important that you don't take offense or get angry. Just try to figure out what exactly your customer is objecting to.

The best way to do this is ask an open ended question. Here are Blair Singer's rules for handling objections from his Sales Dogs Training School Kit:

RULE #1: NEVER, ever, ever, ever, ever negate the experience or view of the prospect!!!!

RULE #2: Answer each objection with an immediate "thank you" or an acknowledgment of the objector's position or point of view. If it is a true objection or disagreement, or if it is a true inquiry, first acknowledge the source and then respond briefly with a concise, courteous answer. Then ask the question, "May I ask why?" DO NOT answer anything until you ask a question first.

RULE #3: DO NOT ask "trapping" questions to corner or close the prospect. Instead, ask "Why, How and What specifically" questions. Make sure you are really concerned and interested in the response.

RULE #4: Always have a succinct, one line response to potential questions prepared. These responses should be unique to each customer.

If you follow these rules you will vastly increase your sales percentages.

The following is a common objection and some recommended responses to keep your prospect involved in the sale:

OBJECTION -
I have a relative in the business who can get the product for me cheaper. My cousin knows someone who can get it or who gave some good advice about this stuff. (Uncle Louie Objection)

RESPONSES -
That's great! Is it possible to get together with him/her and make sure that we're all on the same page.

Excellent! Perhaps we can give him a call right now and make sure that we're talking about the same thing.

For more responses to the Uncle Louie Objection please refer to our Sales Dogs Training School Kit. The kit includes training on objection handling as well as responses to the top 30 objections that stump unprepared salespeople all over the world.

 

In sales one of the first strategies people employ is to blanket their market with sales letters or e-mails in attempt to single out the most interested parties. 

This is a fine idea, but it is incredibly important to make sure that your sales letter is exciting before you spend money to distribute it. If the letter is boring, confusing or unappealing your campaign could cost you dearly.  

Some sales letters really grab your attention. Some go directly into the trash. Below are 10 steps outlined by Alexi Neocleous that will make your offer too good to refuse. 

Step One: Be sure you have completed your market research. You should know who your ideal client is and what problems you are helping them solve. 

Step Two: Go out and collect models to put in your own "swipe" file. Keep sales letters that have caught your attention. You should always copy successful models. 

Step Three: Create, or better yet copy, a great headline that stands on its own. Magazine covers and news articles have great examples of enticing headlines. 

Step Four: Create, or swipe sub-headlines. Be sure they too are in "caps." These headlines should follow the initial "grabber" headline and draw your customer into the body of the letter. 

Step Five: Start with "Dear Friend" and then mention the market's massive problem or list your benefits. 

Step Six: Don't be afraid to add an extra "eye-catcher" or "grabber." Use a bolded headline to break up a large body of text and keep your customers eyes moving. 

Step Seven: Get straight into the offer at this time. What are you selling, what's the deal, how can you solve the problem? 

Step Eight: Address the offer so the prospect fully understands why you are sending the offer to them. Be brutally honest and close the first page on a "cliff hanger." 

Step Nine: Make sure you have included headlines throughout with bold print, key points. Let the key points pull the reader through the letter. 

Step Ten: Add a benefit's list. Put the dollar signs in their eyes. Articulate the benefits in a specific manner. Then explain the reason why the benefit is good. Testimonials are effective here as well. 

"Don't forget that you are here to solve the client's problem. This process is not about you. It is about your client." - Alexi Neocleous 

Also remember to respect your customer. Don't insult their intelligence by trying to be sneaky, just be honest and excited about the benefits of your product or service. 

For an example of a very successful sales letter including expert analysis from Blair Singer and Alexi Neocleous please refer to our Automatic Lead Generator System Training Kit.