Sales Anecdotes

• Customer Handling Skills - Revision
  
  
• Regular Guest Writer - Peter J Shield shares his experiences
  
  
• Gobbledegook- Alan D. Winter asks for simpler written words
  
  
• So, you thought you were having a bad day
  
  
• BIGGEST SPIF EVER?
  
  
• Recommended Books
  
  
• Proving Title to Land
  
  
• Well, I'll be dammed
  
  
• You have to read this story of soap in the hotel
  
  
• Send Your Anecdote or Tip
  
  

TIPS

HANDSHAKE

Handshakes make for good first impressions, no matter what sex you are. Use it for meeting and greeting and saying farewell, along with a smile and eye contact. A firm but gentle grip suggests confidence, and one pump in a standing position is all that is necessary. A two handed grip implies warmth and sincerity. If the other person avoids shaking, their behaviour is highly suspect.

NAMES

Know your prospect's name as soon as possible. It's always best to ask if you don't know.

PUBLIC SPEAKING

Sales is about speaking, and if you want the top job, its about speaking professionally to many. Everyone begins as a novice, only a few make a concious decision to be GOOD at it. Make a concious decision and watch your confidence grow. It grows from your ability to retell your own personal unique story of encounters you have had in your life. Practice in the pub.

AVOID REJECTION WORDS

Don't say...	instead, use...
COST, PRICE	INVESTMENT
DOWN PAYMENT (DEPOSIT)	INITIAL INVESTMENT
CONTRACT	AGREEMENT, PAPERWORK
BUY	OWN
PITCH, DEAL	YOUR OPPORTUNITY
SIGN	ENDORSE, APPROVE THE FORM
MONTHLY PAYMENT	MONTHLY INVESTMENT

INVOLVEMENT

Get the prospect to open up, with involvement questions, and they'll be talking about what they are going to do once they own what it is you are selling them.

MENTIONING MONEY

Bringing money up is essential, but probably the one subject a novice is reluctant to talk about. This is either out of fear of understating the desired amount, or being embarrassed out of fear that the asking price is way too high, and consequently losing the lead. To get around this mention it three ways. Begin by stating a figure 20% above your price. Then give a range from 50% to 100% above your price. Then give your actual price last. So, in conversation you say something like this, " Most people are prepared to invest (+ 20%), a fortunate few can invest between (+50% & +100%), and then there are those that can't go over (actual). Which category do you think you fall into?"
Now the prospect has to answer.

POSITIONING

When interviewing a family, seat the parents in the middle opposite you, and the children on the flanks. That way you can focus your body in the middle towards the grown-ups.

Most Baffling Speaker