My friend Bill Tucker, President of the Florida Building Material Association, recently wrote in his associations publication (e-BLUEPRINT):
The members of one of our business round tables were discussing how to increase sales, when one of them commented on the need for training. Without thinking, I quickly reminded him that during the construction boom, few members [...]
If you thought that selling was difficult, think again. The truth is that successful selling involves a simple set of skills. One is the skill of getting information. The other is giving it. When you master the balance between the giving and the getting, you will find much more success in your sales situations.
Getting Information
Many [...]
One day a wise old German Shepherd starts chasing rabbits and before long, unexpectedly discovers things are not going as he expected as he is lost. But he was not overly concerned because this wise old German Shepherd had been lost before and he had a backup plan.
Wandering about, he notices he is in grave [...]
There really is no guaranteed way to sell your timeshare property in 60 seconds, or at least sell a timeshare property very quickly and feel like you have sold it in sixty seconds or less.
There are so many reasons why people like to sell their timeshares. But we would like to tell you that [...]
This is question that we get asked a lot: is selling a timeshare a lot like selling a house?
We are here to tell you that selling a timeshare is a more daunting task than selling a house (read: it is easier to sell a house), and it is because timeshare units are not of real [...]
Sometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. We’re real people talking about real things. We’re interested in the conversation, and it shows.
Most of us dislike putting on our “salesperson persona” when [...]
Can’t you tell when somebody wants something from you? I certainly can. And it usually feels inconvenient and intrusive.
So you can understand, then, why potential clients will often run for cover when your cold call is only about “making the sale.”
Most people sense that cold calls are self-serving to the person calling. You [...]
Our thoughts are always at the basis of our behaviors. If our thoughts are fixed on the goal of making a sale, then we’re not really being forthright. We’re not focused on the conversation or the truth of a situation. We’re chasing people — or at least chasing the sale.
Here are 5 important steps [...]
You probably never tell potential clients your real goal in calling them, but you don’t need to. They’re already aware, because we’re all sensitive when the phone rings and it turns out to be someone we don’t know.
In the old traditional training, we learned the latest techniques for making a sale. We talk to [...]
Stop your expectations from sabotaging cold calls
Sales pressure is a mighty saboteur. And it comes in all shapes, sizes, and flavors. Beginning any conversation with the anticipation of a sale puts the whole conversation under pressure. This doesn’t normally create good outcomes. It usually triggers pressure, resistance, and tension.
People have received so many [...]
A direct sales business is not the right choice for everyone. Some people simply do not have the necessary personality type to make their direct sales business a success. This five point list can help you to decide if a direct sales business is a good fit for you.
You’ll be your own boss. Haven’t you [...]
There are many instances in which a cash box is needed. In fact, any time that a large amount of money is changing hands; a cash box is a great thing to have. A cash box is nothing like a cash register because it is simply a fire resistant box that money and other valuable [...]
