Weekly Sales Tips with Alen Mayer
Latest Episodes
Closing Technique: the Trial Close
To be successful in closing, you must have the will to win. Selling is a win-win situation or it’s a lose-lose situation. There is no “fence-sitting” involved here. It’s all or nothing, and adopting a winner’s attitude will take you far along the road to
How to Win the Deal Without Discounting
If you base your offer on your price only, there is a good chance that someone will have a lower price than you, or you can end up in the bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goals for your prospec
Offer the Best Solution, not the Lowest Price
If your offer is based only on price, there is a good chance that someone else will have a lower price than you; and you are prone to becoming involved in a bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goa
The Last Step – Closing the Sale
In the presentation, you lead your prospect step by step through the successive stages of conviction to the point of desire. Right there is where the order is yours for the taking. But to get it you’ve got to take it. There’s no secret about being able to
Five Ways to Handle Price Objection
Many sales reps struggle with objections from their clients. One of the most common is that dreaded phrase: “I don’t have the money, and right now I just can’t afford it.” At this point, many sales reps give up and tell the client to call when they do hav
How to Handle the “I am Not Interested” Objection
If you’ve been in sales any length of time, you are familiar with objections. They stand in the way of your goal; closing a sale. The path to success lies in how to handle objections effectively. Being able to turn a negative viewpoint into a positive pro
How to Handle Price Objections
Objections to price are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It is so important that every sales manager should take special efforts to see
The Art of Closing
Closing is so often regarded as the most difficult part of the selling process. But this should never be the case! Getting the order from a prospect whose interest and desire have been secured and whose objections have been effectively eliminated should s
The Objection Handling: Mind vs. Heart
In one of my previous sales tips (“The difference between excuse and objection”) I was talking about how we need to make a clear distinction between a genuine objection versus excuses and postponements. Today I will take this conversation one step further
The Difference Between an Excuse and Objection
When it comes to selling, what, exactly, is an objection? If we can truly understand what were dealing with when a prospect makes an objection, then it will be easier to handle and use to your advantage in the appropriate situation.Not all objections sh