Do Business Well

If you do a splendid job with the first four sales principles, you’ll still lose a large percentage of your potential sales . . . if you fail to close.

Why do otherwise talented salespeople find it difficult to close? First, there is the fear of rejection. After all, every one of us likes to feel that others will respond positively to what we propose. It’s the rare individual who will not have an ego attack of some type when told, “No, not today.”

The second area of concern is the fear of being seen as pushy. Most of us have been on the customer side of the table in auto dealerships, appliance stores, or in our own homes with a water- softener salesman. We know that we don’t appreciate the high- pressure close. Therefore, we’re concerned about leaving our customers with that image. Continue Reading »

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There is a strange notion among folks who don’t make their living in the field of professional sales that good talkers make the best salesmen. Forget that idea. Replace it with this one: The best salespeople are those who are the best listeners.

First, as stated above, you should be interested in determining your prospect’s needs. This can’t be done if you’re doing all the talking. The more you can get the customer to talk about himself, his interests, and the nature of what he’d like to purchase, the more likely you are to gain the sale. Continue Reading »

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Enthusiasm will turn the worst salesperson into a successful mover of product. Finding the need and filling it creates professionalism, repeat customers, and higher tickets. The understanding of objections and the proper method of handling them adds a measure of depth and confidence that will help you enjoy selling and reduce the anxiety surrounding the sales situation.

Only interested customers raise objections—disinterested ones will agree with everything you say . . . until it’s time to hand over the credit card.

Many are the occasions where I’ve made a flawless presentation to a potential buyer who said “uh-huh” fifty or so times as I entranced him with my story. The order seemed to be in the bag, since no objection was raised at any point, not even about the price. When it seemed like a good time to ask for the order, my request would be met with “No. I don’t need any today. I’m really not interested.” Continue Reading »

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The following is a true story. Only the names have been changed to protect the foolish.

A retailer stood talking with a sales rep. They were discussing how slow business was. A young man walked in the front door and approached the two. While still out of earshot, the store owner said to the rep: “See that lawn mower over there. It’s been gathering dust for a long time. I’m going to sell this fellow that mower.” Continue Reading »

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As sales are to business success, so then is enthusiasm to sales success. If you never get the hang of the rest of selling, you can get a long way by just exhibiting excitement about your company, your product, and yourself.

If you don’t think that your business is fantastic, a value to the community, and a work of art, why would you expect your custom_ ers to rate it more highly than you do?

If you’re not brimming over with enthusiasm for your product and the benefits it can bring to your customer, why would youexpect your customers to hand over their hard-earned dollars for it?

If you don’t believe you can add value to the product or service you offer, and that you are the best resource your customers canfind for what you sell, why, pray tell, should they think better of you than you do? Continue Reading »

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If you are going to be an actualizer and maximizer of human potential you need to be a PWB —

A Person Without Borders

There is a social tidal wave sweeping over the world. It’s caused by technology, democracy, mobility and our common humanity. It’s the wave that is washing away national and cultural boundaries. The best talent and ideas rule. It doesn’t matter where the talent or the ideas come from. So the new class of successful entrepreneurs will be PWB — People Without Borders. They will go where the opportunities are greatest and they will take from where the talent and ideas are most plentiful. They do not limit their vision to industry or geography. They are open, adaptable and mobile. Continue Reading »

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Maximizing and actualizing the potential ofeveryone and everything around you.

The ultimate human tragedy

There is nothing more common in this world than wasted talent. Every day, talented people trudge through life being less than they can be. They are miserable, bored, unfulfilled and frustrated. They know that there must be more to their life but they just can’t seem to find the path to a better one. Maybe it’s because they’re not really looking.

Or maybe it’s because they’ve given up. Or maybe it’s because they don’t believe there is a better way. Continue Reading »

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“He who has saved one life has, as it were, saved the world entire”

In almost all the motivational literature on offer, readers are encouraged to become Go-Getters - to go out there and grab all they can as fast as they can. We are advising you to become a Go-Giver — someone who always gives more than they take.

We are not telling you to give all you can because we want you to become a charity. We are telling you to give generously because one of the most valuable attributes of any entrepreneur is an extensive, close- knit network of associates. No matter how successful you become, you will always need allies to help you out of a difficult situation. Or you will need partners to help you exploit a specific opportunity. Or you will need people to vouch for you to prospects or clients. Or you will simply need a favour. Continue Reading »

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Sometimes, you have to be a clown

Sometimes, it pays to be a clown. It pays to do things that make your people and your customers laugh. Remember the power of the Court Jester: in the Middle Ages, the jester was the second most powerful person in the kingdom after the king because he made people laugh while he was telling the truth. If you truly want to capture the attention of others, make sure you amuse and entertain them. But do it in a way that is respectful and appropriate.

This point is especially appropriate to those people who have a great sense of humour. If you have this skill, use it to its maximum. If you haven’t, try to develop it. But don’t force it. Continue Reading »

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If “Your Own Business” is a game, you have to play the game against somebody. And unless you’re Eskom, you’re going to have competition. And your competition is going to be good and it’s going to keep getting better. So how competitive are you? How powerful is your desire to win?

Winning the game of “Your Own Business” means that you have to constantly track the competition, know what they’re doing, do what they do better, and beat them to the customer. At the same time, winning this game means not being reactive to the competition. It means constantly leading the competition and doing things they haven’t even dreamed of doing. Continue Reading »

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