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Influencers Invited Sales Blog

3 Rules for Successful Up Sells

If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn’t?), then you instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more. First, let’s talk about […]

3 Secrets to Setting Qualified Appointments

If you have to set appointments over the phone then you know that delicate balance between building rapport, creating interest, qualifying and asking for and getting an appointment. It can be difficult knowing exactly when and how to ask for the appointment without sounding like you are closing them, and, of course, there is always […]

The Three Biggest Mistakes in Sales Presentations

The sales presentation is the ultimate purpose of every sales process, of every sales call, and of every sales system. The job of the sales person revolves around the point in time when he offers the customer something to buy. The sales presentation can take a variety of forms. If you demonstrate a product, for […]

Using Benefits Statements

Emotions help in selling If you’ve been in sales for awhile you’re probably very familiar with the saying, “Features tell, benefits sell.” Features are the things that your product does, while benefits are the ways that those features will help your customers. In other words, features are logical and benefits are emotional. And sales is […]

How To Close The Sale

You’ve Got to ‘Open’ Before You Can Close Every salesperson talks about “Closing the sale.” The best salespeople understand that before you can close the sale, you must open it. “Opening” means using well designed and delivered questions to thoroughly uncover as many aspects of the buying decision as possible. Too many salespeople mistakenly concern […]

Successful Telephone Selling Techniques

How To Successfully Sell Over the Telephone? The cost of selling is escalating and time is ever in short supply to make face-to-face sales calls. But stiff competition requires that sales professionals keep notching up their sales goals every quarter and every year. The secret is not something very unfathomable. It lies with the proper […]

Accelerate the Sales Cycle

Every sale goes through the same basic cycle, from prospecting for leads all the way through to asking for referrals from your new customer. But the length of this cycle can vary greatly depending on the product or service you’re selling, along with a few other factors. In most cases, the more expensive a product […]

On Preparation and Presentations

In my first professional, full-time sales position, the company brought all the new sales people to a six-week training class in Mill Valley, California. There, we memorized three, four page, single-spaced sales presentations. Most days consisted of practicing those presentations in role-playing scenarios, having them video recorded, playing them back, and then having the group […]

Choosing Words That Sell

Selling successfully requires that you make your prospects comfortable with you. Fear is one of the biggest impediments to any sale, so if you can relax the prospect you’re much more likely to convince him to make the big choice and buy from you. So it follows that choosing the right words during your sales […]

26 Questions for Sales Appointments

The stereotypical salesperson is someone who talks all the time and never listens to his customers. That kind of salesperson in real life is not a successful one, because listening to prospects is the only way to uncover their needs. And a prospect’s needs are the key to matching them up with the right product. […]