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Alen Majer Articles

Written by: Alen Majer

How to Handle the “I Am Not Interested” Objection - Click To Read Article
Being able to turn a negative viewpoint into a positive profit is a transaction sales people and consumers will mutually benefit from. The techniques outlined below can help you identify, address, and nullify objections that keep you from making sales.

How to Handle Price Objections - Click To Read Article
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.

10 Ways to Handle Objections Effectively - Click To Read Article
Knowing how to handle objections from clients begins with anticipating their concerns. Your attitude at the start will directly affect your sales at the end of the day. Be enthusiastic. Know how your product or service can add value to your customer by either saving him time and money, by eliminating stress and waste, or by enhancing relationships and leisure hours.

How to Handle Objections Using Listening Skills - Click To Read Article
As a sale representative there are occasions when you will face opposition from a prospective client. This article will provide you with some specific tools and guidelines to use when you are faced with the dilemma of how to handle objections.

5 Ways to Handle Price Objection - Click To Read Article
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.

How To Handle Objections Like The Politicians Do - Click To Read Article
To see a fresh approach about how to handle objections during a sales presentation, smart sales professionals can take lessons from smart politicians.

Cold Calling Mistakes: Top Tips To Avoid - Click To Read Article
When done correctly, cold calling can be an effective sales tool for a business. However, many companies either do not use cold calling, or attempt it ineffectively.

The Power of Gratitude - Click To Read Article
Be grateful and inevitably you'll have a lot more to be grateful for. The salesperson who has a heart full of gratitude sells a lot more than the one who doesn't.

Order Taker vs Order Maker - Click To Read Article
The order-taker accepts the advantage of the situation he finds. But the order maker, a professional salesperson creates specialized situations to suit his purpose.

Make People Want to Buy - Click To Read Article
It is not true that new products are manufactured to supply the demand. There is no demand. Both the demand and the goods have to be manufactured. The public has always held fast to its old-fashioned discomforts, until the salesperson persuaded it to let go.

Setting Up Your Cold Calling Script - Click To Read Article
The keys to set up your cold calling script are to adapt a conversational tone; don't rush through your introduction and listen - really listen - to the person you are talking to. At times, this may mean that you will deviate from the script somewhat: but that is okay, as long as you are developing rapport with who you called and a friendly conversation is developing.

What to avoid when cold calling – words to avoid - Click To Read Article
In this article, we look at a few words that are definitely not sales friendly! So, if you’re ready to learn more about what to avoid when cold calling, in terms of your sales ‘vocabulary’ read on!

What to avoid when cold calling? - Click To Read Article
As annoying as cold calling can be, it is a game of probabilities and the more you do it, the more sales you will make. If you are wondering what to avoid when cold calling, here are some hints.

How To Approach Cold Calling - Click To Read Article
The first and most important step is to realize that you are not bothering your prospective customers/clients. By not calling and introducing your products/services to them, you are really doing them a disservice.

How To Cold Call Canadians - Click To Read Article
Remember that Canadians are extremely polite and expect you to be. We buy differently. We want to be heard. Canadians value honest, forthright communications. Be extremely straight-forward and helpful.

Cold Calling Techniques - Click To Read Article
These cold calling techniques can improve your results. And remember, cold calling is not a goal. It's the first step in a winnowing process, so naturally you'll find some "chaff" along the way. But with every call, you're expanding awareness of your company's brand and products, and you've introduced yourself so you're no longer a complete stranger. You've planted a seed that might some day grow into a customer.

Cold Calling Works! - Click To Read Article
Cold calling is an inexpensive direct approach - cold calling can be an effective and powerful sales tool if it is implemented in the right manner. How well cold calling techniques works depends on how well the salesperson has been trained, and how well the script has been revised. A poorly written sales pitch will drive prospective customers away; however, a well written script will definitely get their attention.

The Psychology in Selling - Click To Read Article
When a civil engineer learns certain rules of algebra or calculus it is not merely for the purpose of storing up knowledge. It is for the purpose of learning things which he can apply to his daily work. For instance, the surveyor learns what a sine and a cosine are, and how to use a table of logarithms. Then he uses that knowledge to measure the exact distance between two points across an impassable river, and in a hundred other ways.

Mind Control in Selling - Click To Read Article
Selling is fundamentally a question of the influence of mind over mind. If you as a salesperson exercise no influence whatsoever upon the mind of your customer, but the customer does all the deciding, you are not a real salesperson. You are an order taker. (Please read my article: Are You an Order Taker or an Order Maker?)

Are You an Order Taker or an Order Maker? - Click To Read Article
The order-taker canvasses looking for people who want to buy. However, the professional salesperson tries to make every person he or she calls on wants to buy. The order-taker accepts the advantage of the situation he finds. But the order maker, a professional salesperson creates specialized situations to suit his purpose.

10 Reasons Why Selling IS Better Than Sex - Click To Read Article
The world's oldest profession involves selling. One might even argue about which came first - the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun. Some people might like to argue that selling is not better than sex. They believe it's the other way round.

Become an Expert at Handling Price Objections - Click To Read Article
You can’t sell an item without agreeing on a price. There is no success without the sale – and there is no sale without the price.

6 Common Objections and How to Handle Them - Click To Read Article
You as a salesperson should give every opportunity to the prospect to ask questions and make objections if he is inclined to do so. It is frequently desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the prospect, especially if you are thoroughly prepared.

Big vs. Little Jobs - Click To Read Article
One morning Elizabeth Potter wakes up to find she is out of work. Her firm has been purchased and will be moving to another region of the country. Elizabeth is not in a position to move, so she begins to look for another job. Along with hundreds of other letters, Elizabeth's application slowly hits a company that is interested and grants her an interview. This position was carved to fit the person who is satisfied with what life chooses to give out to him or her – food, clothes, place to lay his or her head, and the right to exist.

Trigger Events and Sales 2.0 - Click To Read Article
Web 2.0 enables Sales 2.0 and many sales people can take customer communications into their own hands and to an entirely new level. Sales reps have more control over the tools that they use, and they can be always on, answering to customers questions in the matter of minutes and not hours or days.

The Four Major Steps in Sales - Click To Read Article
By definition, a sale is the act of meeting prospective buyers and providing them with a product or service in return for money or other agreed upon compensation. A sale is an act of completion of a commercial activity. The "deal is closed", means the customer has consented to the proposed product or service by making full or partial payment (as in the case of installments) to the seller.

Selling in 21st Century - Click To Read Article
There has been a revolution in everything in our society except in sales. The sales industry has crawled while other professions have been running: "new" sales books are still talking about the same tips, tricks and techniques that were working in last century and bringing the success to sales people.

Sales amateur vs. sales professional - Click To Read Article
I am sure you have heard about salespeople earning $200-300k, a million or even more. Do you think this sales person is better than you are? They are not much different from you; they are not geniuses or impeccable experts in their field. They probably don’t know much more about their products or service than other salespeople in the same company. So you are probably asking yourself – how is it that they can make six or seven figures and you are struggling month by month to make ends meet and reach your quotas?

If you live by price - you will die by price - Click To Read Article
If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your price list.

How to find your next customer - Click To Read Article
Every sales person, no matter how successful, has this basic problem of whom to sell to each month. Anyone whoever worked in sales knows how one month you can be the best sales person in the company and then the calendar turns to a new month and you are starting from zero again.

Hit or miss does not work in selling - Click To Read Article
Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in the equation of success, but it should be only part of your expertise.

History of American Sales Culture - part one - Click To Read Article
No American can afford to treat salesmanship as a small matter. Why? Because the United States started out on a salesmanship basis for this reason: because only thirteen states were gained by war and all the others were gained by purchase and bargaining.

Going back to basics - Click To Read Article
Going back to basics and having focus on what made you successful in the start of your career (learning, learning, and learning) becomes vital in selling in 21st century. In fact, one of the rewards of a successful sales career is the stimulating learning process - it’s never dull unless that’s how you make it.





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