Sales Related Articles for Your Reading Enjoyment
by Hal Slater
What is Lead Quality?
Obviously, a quality lead is one who has his/her checkbook out and is ready
to buy, right? That would be a nice measure if we could afford to wait for our
buyers to get to that point. If we do, we are sitting ducks for
any, slightly more aggressive, competitor who will step in front of us and get
the sale. This is because people...
The Questioner asks:
I've changed jobs and now I am recruiting for the stock brokerage industry.
The problem is that I hate to cold call. I must do this temporarily, any ideas
on how to make the calling more bearable?
Quantity or Quality?
A Source of Conflict
A continuous source of friction between salespeople and their managers is the
question of... What constitutes a qualified lead? After monitoring and tracking
contacts over a twenty year period, in a specialized market, I noticed that,
as a general rule, I sold to...
More Pack and Drop!
Five Paths to Increased Earnings
What is a
Pack and Drop?
We all need a reason to buy... TODAY. Whether we are buying or selling, we need
a reason that will stimulate action. When we are buying, we like the reasons
to be our own, but when we are selling, we like to be able to control the timing,
so we must provide the reason. Your buyers feel
The List is Limited
In light of the recent economic news regarding accounting scandals, a review of
some real world business principles is timely. There are only five ways to increase
a business financial performance. They are as follows (with their sales
effect in parenthesis):
There is a great new product for
home improvement contractors available that you should look at and tell about
or forward this message to anyone who is a designer/builder. It will make a
real and positive difference in their sales for the coming year and they will
thank you forever, and maybe even come work on your house FOR FREE! ..cause
they'll love you so much.
Best Presentation: Canned or Planned? (PDF)
Read about sales 'scripts', 'pitch-books',
'packs' and 'drops'. If we are going to use them with our more sophisticated
and skeptical buyers, we must learn how to execute these strategies with precision,
understanding and integrity. A must read.
the "Ben Franklin Close" Doesn't Work
Have you ever really
tried the classic "Ben Franklin Close"? I have. I have even included
it in my books as a possible close to try, though I see it more as a tool for
"smoking out an objection" than for demonstrating value. Even so,
I am reluctant to try it because it seems "hokey" and rarely works.
I recently came across this story that may explain why.
Question is... When Does the Ben Franklin Close Work?
I have to admit I was
more than a little surprised at the response to what I thought was a "cute
little story". I inadvertently implied that I opposed the concept of the
Ben Franklin Close and in challenging such a revered institution, I unleashed
a torrent of response. Not all bad, we are now talking. Let's keep it up. Here
is what the readers had to say about Ben's Close.
I recently engaged in an email discussion with one of my book readers who sells
automobiles on the East Coast. Although I sold cars over 25 years ago here on
the West Coast, his questions had a remarkably familiar ring to them. I thought
those of you who must deal with trade-ins might find this discussion thread
interesting. It is an important element to Showroom Selling.
Shock vs. Sticker Trauma
In the late 1970s, a
U.S. Senator responded to the combined effects of newly instituted auto safety
and emission regulations with steep inflation by coining the term "Sticker
Shock" to describe a shopper's response to an unexpectedly high price.
Most high-ticket-to-consumer industries are quite familiar with this phenomenon.
an "autopsy on the other guy's deal."
Do not assume that your
buyers can tell the difference!
In a coaching session
today, I was reminded that buyers are generally much less aware of the different
features and options between various offers than we salespeople think they are;
and, most especially, the effect those differences have on the price.
Sometimes you have to
do an "autopsy" of your competitor's offer to show why your price
is higher. It is actually an honor if your buyer is willing to disclose your
competitor's offer so that you may demonstrate how you are adding value.
The situation is fraught with danger, however, so you should know your buyer
well before you undertake your "autopsy of the other guy's deal."
Here are some of the things you must consider, before you undertake this somewhat
A List of Additional Publications
- Hot Foot Therapy; Us Magazine, page 14, May 7, 1984
- The Gentle Art of First Call Closing; Sales, Advertising
and Marketing Magazine, August 1990
- Outside Selling Can Be Highly Profitable When Proper
Closing Techniques Are Used; Aftermarket Today, page 18, May 1991
- Sales Trainees: The Jung and the Restless; Training Magazine,
page 17, July 1991
- Develop Your Extra Sales Perception; Sales and Marketing
Strategies and News, page 45, September 1991
- Four Steps to Closing the Sale; Sales Insight magazine,
page 13, April 1992
- Perfect the Art of First Call Closing; Sales and Marketing
Strategies and News, page 47, July 1992
- Sell to the Emotions; Sales and Marketing Strategies
and News, page 51, June 1994
- High Ticket vs Low Ticket Selling; RV Executive Today,
page 17, January 1997
- Aiming for First Call Closing; Pool and Spa News, page
203, November 20, 1996
- Take the High Road;
Pool and Spa News, page 44, July 22, 1998
- Landing the Big Fish; Pool and Spa News, page 36, August
- How I Beat the Low Bidders; Pool and Spa News, page 114,
October 7, 1998
- High Ticket Retail; AQUA magazine, page 18, March 1999
- Reading Your Customers; AQUA magazine, page 18, April
- First Call Closing; AQUA magazine page 18, May 1999
- Enough is Enough;
AQUA magazine, page 18, June 1999
- Strengthen Your Selling Techniques; Boat and Motor Dealer
News, page 35, June 1999
- Looking for a Speaking Career? The Toastmaster, page
6, June 1999
- Why Training is
Your Best Investment; RV Executive Today, page
18, July 1999
- Building Rapport; AQUA magazine, page 16, July 1999
- Yacht Sales: Think Like a Buyer; Boat and Motor Dealer
News, page 46, August 1999
Terrain, AQUA, June 2000