Colly Graham Articles

Why People Buy - Click To Read Article
People buy what a product or service will do for them , what they will gain, the benefits, not products. So we need to answer to the all-important question: “What’s in it for me?

What is SPIN Selling? - Click To Read Article
SPIN Selling is a precisely defined sequence of four question types that enables the salesperson to move the conversation logically from exploring the clients' needs to offering solutions, to uncover Implied Needs and develop them into Explicit Needs that you, the salesperson, can resolve.

Voice Mail - Friend or Foe - Click To Read Article
What is your instant response to the question? If your belief is voice mail is bad.... it will be bad! You will validate that belief by making sure you get no value from it. If there is one thing guaranteed to drive consultants up the wall, it is trying to get prospects to return their calls. We are in a catch-22, you cannot drop in without an appointment, but we cannot get an appointment because nobody returns our calls. You just cannot win sometimes.

Value Added Selling - Click To Read Article
Value added selling is a proactive philosophy of seeking ways to enhance, augment, or enlarge on a solution for the Client. In value added selling you are always looking for ways to exceed the Client’s expectations.

Understanding Motivation - A Key Requisite of the Sales Manager - Click To Read Article
Company Goals v Job Satisfaction “To be able to motivate people to peak performance we need to be able to find areas where organizational goals overlap individual needs and goals” Motivation is a battle for the heart – not just an appeal to the mind

Three Types of Telephoners - Click To Read Article
The Eye Telephoner (Visual Person) pictures, images The Ear Telephoner (Auditory person) – sounds, tones The Feeling Telephoner (Kinaesthetic) – touch, feelings

Three Points of Need or Buyer Pain - Click To Read Article
Point One - Hidden Needs or Hidden Pain Point Two - Active Needs or Awareness of Pain Point Three - Awareness of a Solution

The Sales Manager's Coaching Model at Work - Click To Read Article
Follow these four steps to help your sales people and colleagues increase their performance.

The Role Of The Sales Manager - Click To Read Article
The Sales Manager's role is to develop a highly skilled and productive sales force. In the end, nothing else will matter.

THE RAINMAKER - HUNTER – FARMER SALES ROLE - Click To Read Article
Discover your sales role: Are you a Rainmaker, a Hunter or a Farmer, perhaps you are all three. Discover how you can increase your sales by becoming a Rainmaker, a Hunter and a Farmer

The Sales Pipeline - Click To Read Article
Maintaining a healthy sales pipeline is the key to consistent and predictable sales performance. Everybody feels better when there are enough qualified opportunities "in the works" to forecast strong sales in the future. The best way to ensure an increase in future revenue is to focus on building your sales pipeline today.

The Lost Sale - Click To Read Article
Many of us are guilty of giving away our time. I’m not suggesting you keep from contributing time to worthy causes but your sales day is not time for charitable concerns-- time for revenue generation. Sometimes, we forget.

The Importance of Listening in Selling - Click To Read Article
The best salespeople were not necessarily the best talkers, they were the best listeners.

The Art of Communication - Click To Read Article
"Effective communication needs to be built around this simple foundation and realisation: communication is a dialogue, not a monologue. In fact, communication is more concerned with a dual listening process." Dr. Heinz Goldmann

Success or Failure Sequence - Click To Read Article
Your success or failure in any endeavor Self-Awareness holds the key to greater success is predictable

Setting Call Objectives - Click To Read Article
What’s the purpose of the sales call? What do you want to accomplish here today? Why are we making this call?

Sales Strategy - Click To Read Article
Strategy: planning of war - the science or art of planning and conducting a war or a military campaign planning in any field - a carefully devised plan of action to achieve a goal, or the art of developing or carrying out such a plan A Sales Strategy Defined

Sales Training Closing the Sale - Click To Read Article
More books have been written on closing than any other function in the sales process. At each stage of the sale we get commitment to move forward so that when it comes time to ask for the decision it is a natural, logical and positive outcome. The commitment advances the sale The commitment must be to take an action; without getting a commitment on action the sales process will only go into “continuation” That is, it will potter on and on, till it finally peters out.

Sales Training - Pre-empting Objections - Click To Read Article
Stop the objections before they come up!

Sales Training - Buyer or Seller You Need to Learn to Negotiate - Click To Read Article
Buyers and sellers alike need to sharpen their negotiating skills. Each needs a set of strategies to deal with competition and competitive pricing in today’s marketplace.Sales people fall into the trap of the buyer telling them they will have to match their competitor’s price in order to get the business.

Selling Techniques with NLP - Click To Read Article
NLP has become one of the most popular new approaches in the world to enhanced performance, and is being used in one form or another by most modern sales and management training programs.

Sales Training -The Power of Persuasion Embedded Commands - Click To Read Article
Embedded suggestions and commands work so effectively because, being almost invisible, they operate for the most part at the unconscious level.

Selling in a Recession - Click To Read Article
With all of this talk of recession is that once people believe there is going to be a recession they start to feel negative about their selling prospects. Do you have a clearly defined Sales Strategy?

Sharpen your sales skills - Selling in a recession - Click To Read Article
Once people believe there is going to be a recession they start to feel negative about their selling prospects.

Resistance in Sales - Click To Read Article
As a general rule we should treat resistance as something you have created.

Sales Process - Click To Read Article
Why Your Business Needs a Sales Process A great sales process can help your sales force succeed. The benefits of a sales process

Sahrpen Your Sales Skills - Selling in a Recession - Click To Read Article
Once people believe there is going to be a recession they start to feel negative about their selling prospects. Do you have a clearly defined Sales Strategy?

Reframing - Objections - Click To Read Article
A frame provides a context or focus for your thoughts and actions. Changing the frame of an experience can have a major influence on how you perceive, interpret and react to that experience. Reframing is going on all around us

Questions - Questions - Questions - Click To Read Article
Questions Open Control Confirm

Presenting the Sales Solution - Click To Read Article
A good sales presentation has four main sections; each section is described in this article.Tailor your presentation to your prospective customers.. Be sure to play up your strengths

Presenting the Solution - Click To Read Article
Know your audience. Tailor your presentation to your prospective customers. To do that, consider what they are likely to need from you. Use terminology they'll understand and make sure you are familiar with their business jargon. That will help you to establish common ground with them

Opening Statements Are the Keys to Successful Calls - Click To Read Article
The opening statement is the most essential part of your call. The point you need to communicate in the first few seconds The purpose for your opening is twofold Stupid Questions Get Stupid Answers

Objections – Common Responses - Click To Read Article
The Four Most Common Responses 1. “No thanks, I’m happy with what I am doing now” 2. “I’m not interested” 3. “I’m too busy” 4. “Send me some literature”

Nine Hidden Buyer Questions - Click To Read Article
Do you need to build a telesales script or a sales presentation? Here is an easy to follow plan to build your script or a presentaion;

Identifying Decision Making Strategies - Click To Read Article
People actually make decisions on a highly individual basis. It is important to understand how people make decisions when you want to influence the decision they make. You will want to know his or her decision strategy. A decision strategy is the process a person typically goes through in making a certain kind of decision.

How To Assess Your Sales Intelligence Quota - Click To Read Article
Answer the following questions. If you answer "No," you could be missing a strategic advantage that you could incorporate in to your sales system to make it more effective. 1. Do you know exactly how many calls it takes to make a sale? If not, perform an analysis. 2. Do you know how long your sales cycle is?

Five Steps to Elicit Outcomes - Click To Read Article
By asking the right questions, you can learn how to elicit the outcomes or results the customers are seeking. The previous exercise told us how they bought in the past; this exercise will help us discover how they will buy in the future.

Features, Benefits and Solutions - Click To Read Article
A solution is, by definition, the resolution of a problem. If you don't have a problem, you don't need a solution.

Fear Free Selling - Click To Read Article
Courage is resistance to fear, mastery of fear - not absence of fear. Mark Twain

Field Sales Training Accompaniment - Click To Read Article
The purpose of the field sales visit is to review and analyse performance of the sales person – to observe performance, to catch them doing something right and to correct and retrain where needed.

Coaching Action Plan for Sales Managers - Click To Read Article
Have your people set specific goals and connect with them regularly to maintain accountability. Always leave people with action steps, goals and deliverables.

Coaching for Sales Success - Click To Read Article
The Coaching Model is based on several important principles: To improve performance To help sales people gain the ability to self-assess

Coaching the Sales Person - Click To Read Article
What is coaching and why should you develop the skill? COACHING is a face to face exercise to help you analyse and improve the performance of the sales person

COUNSELLING THE SALES PERSON - Click To Read Article
Learn how you can counsel your sales people for greater success

Buying the Benefits - Click To Read Article
The word benefit comes from two French words; bein or bon meaning well or good, and fit from faire or fait meaning to do or to make, so a benefit is what your product or service does that will fit well or do a good job for your prospect, in other words how well will your product/service fit your prospects needs.

Building Rapport – Customer Relationships - Click To Read Article
Being in rapport is the ability to enter someone else’s model of the world To be able to establish rapport is one of the most important skills a salesperson can have. (A buying environment is a rapport-filled, relationship based, interactive climate in which a person with a need gets informed support in the manner most comfortable to him/her regardless of the outcome.) A buying environment demands a comfort zone to establish trust and rapport – to create a “we space.” "When people are like each other they tend to like each other"

Building a Steady Flow of Customers - Click To Read Article
Question: “I have just started a small business, how can I ensure I get a steady flow of customers for my business?”

Action Sales Management Coaching - Click To Read Article
Have your people set specific goals and connect with them regularly to maintain accountability.


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