Question: I’m a salesperson in real estate. My company is carrying out some evaluation on presentation skills especially on our new estate project. I presented yesterday and it was rather awful. Please can you tell me how not to make the same mistake. The audience complained that I was unable to communicate properly and that [...]
Archive for the ‘Questions & Answers’ Category
How Can I Communicate Properly and Use Catchy Phrases to Get Commitments?
Posted in Questions & Answers, tagged Action Selling, communication skills, presentation skills, product capabilities, sales call, sales management, sales presentation, Sales Training, sales training book, salesperson, selling skills on April 23, 2009 | 1 Comment »
Which is the best way to sell customised computer software?
Posted in Questions & Answers, tagged Action Selling, action selling process, complex selling situation, sales process, Sales Strategy, sell anything, sell computer software, sell to, software sales, www.ActionSelling.com on April 17, 2009 | Leave a Comment »
Question:
Which is the best way to sell customised computer software?
Answer:
I highly recommend that you use the Action Selling Process to sell anything. Custom software sales, like most B2B products, would have multiple milestones in the sales process.
How do you deal with the influence and power shift to purchasing agents?
Posted in Questions & Answers, tagged Action Selling, bottom line, buyer, buyers, decision maker, purchasing agents, Sales Books, sales call, sales people, sell value, sellers on April 9, 2009 | Leave a Comment »
How do you deal with the influence and power shift to purchasing agents? Even though you demonstrate bottomline impacts. Some companies have purchasing drive the decision progress.
Which question is most likely to provide the most valuable information from a buyer?
Posted in Questions & Answers, tagged Action Selling, Answer to Sales, improve sales, improve sales performance, open-ended questions, sales book, Sales Training, salespeople, salesperson, Selling Skills Assessment on April 1, 2009 | Leave a Comment »
Question:
Which question is most likely to provide the most valuable information from a buyer?
Answer:
This sounds like a question from our Benchmark Selling Skills Assessment. The most valuable information is obtained by asking Open-Ended Questions. These are questions that cannot be answered by a “yes” or a “no.” I have found that when salespeople become skillful at asking the best questions, they are able
How can I improve my sales and communication skills?
Posted in Questions & Answers, tagged Action Selling, communication skills, questioning skills, Sales Books, Sales Communication, Sales Training, salesperson, selling on March 18, 2009 | Leave a Comment »
I was top salesperson at CITI bank and an Architecure company. Now I’m doing a job in multinational. How can I improve my sales and communication skills?
How to Improve Sales Questioning Skills
Posted in Questions & Answers, tagged sales, Sales Questioning Skills, sales skills, Sales Training, sales training program, selling, selling skills on February 19, 2009 | Leave a Comment »
How can I improve my questioning skills? Give an example of some exercises. Does it mean that I am afraid of asking or do I need to improve my listener skills?
How to Sell to a Lower-Level Decision Maker
Posted in Questions & Answers, tagged sales book, sales people, sales process, sales training information, sell printing, selling, selling commodities on December 18, 2008 | Leave a Comment »
I own a printing company and sell printing. I have a current customer that I’m doing work for. This is a non-profit organization and I do a lot of quotes for them and it seems the bottom line is price.
They have 2 or 3 other companies quoting on the same projects. I seem to be losing more of these jobs than I’m getting. When I ask how I did on the quote she tells me I was too high and the company with the lowest bid gets it. She is not the decision maker. she’s the graphic designer and she’s the one responsible for getting the quotes and then passes them on to her boss, who makes the final decision as to who gets the job.
Sales are way down. How do I boost them?
Posted in Questions & Answers, tagged Action Selling, marketing, sales, sales book, sales calls, sales process, sales prospecting, selling on December 15, 2008 | Leave a Comment »
Sales are way down. How do I boost them.
Sorry to hear that your sales are way down. Without more information it is difficult to help you. Your problems could be related to marketing, sales prospecting, sales process or a whole bunch of other factors. Let’s focus on the factors that you might have some control over. When it comes to selling there are two things that you should look at: Quality and Quantity.
How Can I Effectively Get Past the Gatekeeper?
Posted in Questions & Answers, tagged Action Selling, sales call, sales cycle, sales presentation, sales proceedure, sales process, sales situation, Sales Training, salespeople, selling, selling situation, selling skills, Ultimate Decision Maker on October 27, 2008 | Leave a Comment »
One of the biggest problems I am having, is how to effectively get past the so called gatekeeper and actually try to get an appointment with a buyer. I am getting stone walled way to often.
