Articles under ‘Closing Sales’

I was recently listening to one of my favourite audiobooks on sales as I painted my conservatory. It is the ‘Sales Advantage’ by Dale Carnegie. One of the most important skills that Dale Carnegie taught with respect to sales is the importance of seeing things from the perspective of your prospects and clients. I consider [...]

This is an edited recording of the teleseminar done by Andy Preston where he debunked some of the myths associated with closing the sale and presented a simple approach to closing which will prevent you from having to put any pressure at the end of the sales process.

Highly recommended listing for anyone who is involved in sales.

In Tuesday nights free teleseminar for The Accidental Salesman Club® top sales trainer Andy Preston gave us some excellent insights into closing the sale. A key element of Andy’s presentation was the need to continually confirm and summarise throughout the sales process. Assuming the prospect has been properly qualified, summarising and confirming will inevitably lead [...]

You have generated the lead, done your fact find and submitted a sales proposal. There is one final hurdle to get over and that is negotiating the final deal. Whilst most negotiations happen on an informal basis it helps to develop your negotiating skill. If selling to larger businesses with professional buyers, negotiation skills are [...]

Anyone who has been to one of my trainings know that I delight in drawing wisdom from movies. Its my excuse for indulging in my passion! There is nothing better than seeing a great movie on the big screen whilst munching on popcorn! Pure heaven!
One of the movies I like to draw from is Jerry [...]

Being able to present is an important part of closing a sale. Giving talks and seminars is also a good way of generating leads for accidental sales people. This e-book is full of useful tips on giving speeches and presentations. Although not written for a business audience, the information is valuable all the same.

I recently met a very confident woman who confided in me she was sometimes quite nervous in sales situations and yet it never showed. I asked her how she managed to maintain her outer confidence. Her answer was what she called her ‘magic wardrobe’. In her magic wardrobe she has a number of outfits that [...]

Dexter Moscow is a leading expert in sales communications. For the last 11 years Dexter has been a freelance presenter for QVC The TV Shopping Channel appearing live and selling a myriad of different products. Dexter also trains other QVC presenters in how to craft their pitch and he trains regular sales teams in how to present to win. This recording contains excellent and concise information on how to get your sales messages across in a compelling way. Dexter presents his 7 P.E.R.F.E.C.T. model for presentations and explains how to ensure you get your prospects to buy without feeling like they have been sold to.

Why are so many sales proposals unsuccessful? You spend all time and effort on putting them together, only to see your hopes for a successful sale turn to dust. Ellis Pratt is the Sales and Marketing Director of Cherryleaf Ltd, a business specialising in documentation and technical authoring. A few years ago, Cherryleaf decided to look into the secrets of successful sales proposal writing and wrote down some advice on this challenging subject. Since then, so many people have visited, blogged and linked to their web site that it has become the first stop on the web for people wanting to take control of sales proposal writing.

In this recorded tele-seminar Ellis Pratt outlines how to write winning sales proposals

Crafting a compelling sales message is an area that many accidental sales people would love to perfect. Imagine just opening your mouth and out comes a whole stream of words that captivate your audience. Within minutes your prospect has their cheque book quivering in one hand, pen clutched in the other and is begging you to become a customer!

Last night, in another free online sales training for the Accidental Salesman Club, Dexter Moscow taught us how to make our sales messages more compelling and memorable. Dexter has been a top presenter for QVC shopping channel for the last 11 years and is so good that QVC pay him train other presenters and guests. QVC’s sales in the UK run into hundreds of millions of pounds and the broadcasts are live. Dexter’s company, Audience Dynamics, also train businesses to create powerful sales messages and to present with confidence.

According to Dexter, the biggest mistake people make when talking about their products and services is that they focus too much on what is being offered without first connecting emotionally with the audience and tapping into the emotional reasons for buying. To do this you need to really understand your audience and speak to them in their language and in emotive terms.