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Influencers Invited Sales Blog

Closing the Sale

Whenever I ask sales people to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale. Unfortunately, sales people who don’t close consistently waste a lot of their time, waste their customer’s time, and are not nearly as effective as they could […]

Good Questions and The Basics of Selling

Sales is, at its most basic level, a relatively simple process. I recall one of my clients showing me the flow-chart of his sales process. Twenty six steps. That level of detail may be appropriate for that specific situation, but it is an overkill when we are talking about the application for a typical professional […]

The 5-Step Method of Handling Objections

Effective Methodology for Effective Persuasion I get so many requests asking me how to handle objections, that I thought I’d go ahead and give you the secret method that I reveal in my in-person trainings – the definite way you should handle and deal with all objections. This is a Top 20% favorite and it […]

The Question Is The Key

Focus, focus, focus. That’s the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for salespeople today, and the greatest single solution to their challenges. There are so many demands on our time, so many tasks calling for our attention, and so many […]

Pacing Your Presentation

The speed and flow with which you make your sales presentation should vary from prospect to prospect. Some people will prefer a fast, snappy presentation while others want plenty of time to absorb each point you make before you move on to the next. How do you know what style to use for a given […]

How to Negotiate

Most sales will sooner or later enter a negotiation period. Some savvy prospects will negotiate throughout your presentation, bringing up minor issues and squeezing a commitment out of you. Others will wait until you give them a price before they start turning the vise. Whatever the case, having solid negotiation skills can make a big […]

Sample Thank-You Notes

Exemplary Thank-you Notes Developing a regular thank-you note habit is one of the most effective ways you can improve your sales process. A thank-you note sent to someone shows that you respect that person and is a concrete way of expressing your appreciation. Such a note can be quite simple; two or three sentences is […]

Beliefs That Limit A Salesperson’s Performance

Good Salespeople are Problem Solvers “Good salespeople are problem solvers.” Or, so the illusion goes. That belief ranks high on my all time list of the beliefs that most limit a salesperson’s performance. This one is especially insidious because it is so commonly held, without reservation, by such a large percentage of sales managers and […]

More Sales Presentation Tips

There’s a lot that goes into a great presentation, as you may have noticed in the first article on this subject. In fact, there’s so much that it doesn’t all fit into one article! Here are some more tips on crafting and giving presentations that will help you sell well. Illustrate Your Point Bring along […]

Sales Presentation Tips

Making a sales presentation should never be something you do on the fly. Good presentations require lots of preparation beforehand. For one thing, having everything set up ahead of time will give you a little extra confidence during the presentation itself. For another, you’ll sound much more polished and professional if you’re working from an […]