Weekly Sales Tips with Alen Mayer

Alen Mayer, Sales Expert
Weekly Sales Tips with Alen Mayer

Welcome to Weekly Sales Tips where we share with you the most important selling skills needed in the 21st Century. One tip per week - one new technique to help you increase your sales results. From cold calling to prospecting to trigger events to handling objections to closing techniques - everything is covered in my practical weekly sales tips. Subscribe today!

  1. 01/21/2020

    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 success. Closing should not be a separate event from the rest of your presentation – it should be integrated into the proposal and it should flow naturally and easily. But, just like the rest of the process, closing should be planned. There are many closing techniques and you need to master them and keep them stored away for future use. The secret of successful closing is not in the technique that you will use, but to know when to close. The Trial Close asks for an opinion and not a decision. Listen to learn more.

    3 min

  2. 01/14/2020

    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 prospects, not just to save money because every other salesperson will say exactly the same. The customer wants to see the value, not in your product; he wants to get the value from your solution to their business problem. They must perceive the unique value from you. If they cannot differentiate you from the competition, there is no reason to buy from you. Probably you can’t differentiate much with your product, I am sure you have some unique features, but your competition has them too. Customers today can easily substitute your product with the one from your competition and still be satisfied. So how can you differentiate? Listen to learn more.

    4 min

  3. 01/06/2020

    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 goals for your prospects, instead of just saving them money. By doing this you will set yourself apart from the rest of the salespeople who base their offers on price alone.

    3 min

  4. 12/31/2019

    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 tell when your prospect feels kindly towards your proposition. Watch the prospect closely. And the minute they begin to sway your way you can tell it just as surely as you can feel heat and cold upon your body. And that minute is the right time to try to take the order. Stop selling and start closing.

    3 min

  5. 12/27/2019

    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 have the money, which is usually never. However, there are a few time-proven methods that sales reps can use to overcome this objection. Here are five of them.

    3 min

  6. 12/23/2019

    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 profit is a transaction salesperson and consumers will mutually benefit from. The techniques outlined below can help you identify, address, and nullify objections that keep you from making sales. Task one: mental preparation and personal perception matter, so make them a priority.

    3 min

  7. 12/18/2019

    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 that each member of his sales force is able to meet successfully price objections. Price objections can be divided into three classes. Listen to this podcast to learn more.

    3 min

  8. 12/13/2019

    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 simply be the next logical step in the process. There is a law of human nature referred to as the “continuity of action”. The continuity of action is more powerful in leading to new acts than any other process. This means that if you want your prospect to do a certain thing, the best way is to start him doing something. Get him involved in some sort of action, and then it’s easy for him to switch to another action; such as signing an order.

    4 min
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    About

    Welcome to Weekly Sales Tips where we share with you the most important selling skills needed in the 21st Century. One tip per week - one new technique to help you increase your sales results. From cold calling to prospecting to trigger events to handling objections to closing techniques - everything is covered in my practical weekly sales tips. Subscribe today!

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