Sales Techniques for non-sales People

Sales Energy

Who gets the most done, busy bee or smart bee?

Is sales a Hare or a Tortoise game?

We can demonstrate from evidence that Activity CAUSES sales results, it does not just affect results it causes results.

Two sales people of similar ability with comparable potential in their territories, then the more active salesperson will produce higher sales results. Common sense, is it not?
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Saturday 11 December 2010 - 14:06:45 by Harvey Martens
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Price Objections

It’s unrealistic to think that price doesn’t play a factor.  Everything hinges on the prospect’s need and their perception of your brand.

Pain – If the prospect is happy with their current product, you can expect the buyer to have a “money talks” attitude.  Getting beyond price means finding a significant area of frustration.

Need – Sales people who generate their own leads will push too hard, just to get an appointment.  As a result, they meet prospects that don’t have an immediate need. The prospect must see how to improve their business, make more money, or be more efficient.  Your ability to create a need will determine whether the purchase is “worth it.”



Attend "Sales Techniques for non-sales people"

1. Find out what the customer needs
2. Fill that need with the benefits you provide
3. Make an emotional connection with the customer
4. Position yourself against the competition

You can learn more about this seminar here

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Thursday 11 March 2010 - 13:27:38 by Harvey Martens
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How to follow up with prospects

Sometimes we take the approach of simply calling to check-in.  Bring more value and you will have better success thurning those prospects into customers.
Follow-up strategies you can use to bring constant value and keep your prospect moving forward through the buying cycle. 

• New Information to Share
• Answers to Questions
• Success Story
• Reference List
• Customer Testimonials
• Article
• Related Case Study
• Give Them a Referral

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Thursday 04 February 2010 - 11:33:44 by Harvey Martens
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How important is having the lowest price?

Entrepreneurs tell me they will be successful because their product has the lowest price in the market.

How important is the price ?

Not as much as you might think.  A friend whose business provides construction equipment tells me they win business because they have the lowest prices.  They cut costs, run a lean ship, and work ever so hard to grow their business.

If these sentiments are true, then we are doomed to low margins, slow growth and fierce competition.

When you offer the lowest price you imply that you products are not worth as much as someone else's.

If the lowest price always wins - then nobody would drive a luxury car.  Everybody would have the lowest cost vehicle.  After all, you only need to get from here to there, right ...

What I suggest to them and everyone is ...

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Saturday 21 November 2009 - 16:09:43 by Harvey Martens
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Social Media Advertising Report available to download

Members of this private web site can download the Best Practices report on social media.  Simply go to the downloads page to obtain your copy.

Wednesday 01 July 2009 - 02:57:23 by Harvey Martens
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