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TIPS SELLING TIP An Eye for Success


Salespeople who want to win have to take the initiative. To track down great prospects, get sales, and capitalize on opportunities, give your attitude a jump start and take action with these tips. 1. Set goals. Purpose gives meaning to life, so figure out where you want your sales career to go – and make definite plans to move in the right direction. Establish goal deadlines for a sense of urgency and to maintain your forward momentum. Take Stephen Covey’s advice: “Begin with the end in mind.”


2. Give yourself a pep talk. As Earl Nightingale once said, “We become what we think about most of the time.” Develop a vision of the hugely successful person you want to be and review it often. Always accentuate the positive in yourself and others. 3. Network with winners. The attitudes and habits of those you associate with are bound to rub off on you, so choose your friends wisely. Choose a positive trait from each of your friends and try to enhance that trait in yourself.


4. Compete with yourself. Instead of constantly compar- ing yourself to others, work to improve on your own past per- formance. Your effort to continu- ously achieve more than you have before will help you stay competi- tive with others, as well. 5. Learn every day. Every day holds new lessons for those willing to learn. Expect to make mistakes, but be sure to analyze them to find out where you went wrong – and how to avoid repeat- ing them.


– SELLING POWER EDITORS


VIDEO: ROY RAANANI, CEO OF CHORUS.AI TO KEYNOTE SALES 3.0 IN VEGAS


SELLING TIP In the Delivery


When you close sales, very often it’s not what you say; it’s how you say it. Like a good actor, the sales rep with the right delivery can make magic happen. But botched pacing, incorrect inflection, and low energy can turn a potential Oscar-worthy performance into a straight-to-DVD disaster. In his book Sales Scripts That Close Every Deal: 420 Tested Responses to 30 of the Most Difficult Customer Objections (McGraw-Hill, 2006), Selling Power founder and CEO Gerhard Gschwandtner shares the following tips for taking your performance to the next level. • Match the customer’s voice. Studies have shown that we trust people who sound like us. If your prospect is speaking slowly, slow down. With a fast talker, pick up the pace. Also pay attention to volume.


• Be positive. When customers are curt or attack your company, don’t get defensive. Respond with positive energy. If they say they’re busy, you say, “Great! Busy people are our best customers – because we save them so much time!” If they say they want to remain with their present vendor, you say, “I’m not asking for all your business. If you give us just 1 percent, we’ll earn the other 99 percent!”


• Use empathy. When prospects hesitate, it’s often out of fear. In these cases, let them take center stage. After listening, use such phrases as, “I understand how you feel,” or, “We’ve all been disappointed at some time, haven’t we?”


• Avoid canned speeches. Some sales reps become superstitious about certain lines or phrases that never seem to fail – but beware of sound- ing like a robot. People are sensitive to canned responses. Stay fresh by changing your language every once in a while.


Find The Sales Script Book at SellingPower.com. – GERHARD GSCHWANDTNER SELLING POWER APRIL 2020 | 5 © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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