How Harley-Davidson got started, what led to their success, and what you can learn from them to help you grow!
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When I first got into selling I was told that to be successful I would have to learn how to CLOSE the sale. Indeed in that company, there was an elite group called "THE CLOSERS".
This was a small band of highly experienced, highly regarded sales people, whom I was told, knew the "secrets" of closing the sale. Their powers were mystical and their fame legendary.
I was in awe of them, and occasionally had an opportunity to accompany one of them on a sales call to observe up close the magic they could work.
Mostly this involved asking confronting questions, bamboozling the prospect with clever answers to their objections, and then using silence to apply pressure.
I couldn't believe the audacity of these manoeuvres.
I remember sitting in silence one day for at least 5 minutes waiting for one prospect to respond to a particularly confronting close. 5 minutes sitting in silence is a very long time. Try it sometime and you’ll see what I mean.
It was embarrassing... and it worked!
I just couldn't see myself being that high pressure. I thought to myself, "I'm not going to make it if I have to do that".
The truth is, high pressure, tricky closing techniques used to work, and to some extent they still do.
This is one of the reasons that many sales people and sales managers still believe that the most important phase of the sales process is closing the sale. Frankly I disagree.
Almost every week sales people tell me that if I could show them how to close, then they will immediately become more successful.
Some Sales Managers invite me to speak at their Sales Conferences and tell me that what their sales people need, is to be shown more effective ways of closing the sale.
Mistakenly they believe this will provide the much needed "magic wand" for immediate success.
30+ years in sales and training sales people have taught me...
The 5 SECRETS to closing the sale
I’ll share these with you in the next volume of top gun tips.
In the mean time have a great week – make it a great week.
When I first got into selling I was told that to be successful I would have to learn how to CLOSE the sale. Indeed in that company, there was an elite group called "THE CLOSERS".
This was a small...
Sales objections can appear anywhere along the way of a sale. Whether voiced or unvoiced, sales objections are the single greatest source of a sale failing to successfully close.
Today, most successful sales professionals know that if you use a consultative sales process, one with a series of selling steps like those listed below, the close (asking for the business) will literally take care ...
Over the last 29 years I've trained tens of thousands of sales people across more 14 countries and I am convinced that more than 80% of sales people "blow it" and lose the sale at this vital point in the sales proce...
David Barr
David Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business.
David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website
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Wayne Berry
(Visit Wayne's Website)
Wayne Berry CSP* is Australia's own TOP
GUN Sales Coach and most in-demand speaker
on sales, negotiating and sales
management. He is ranked in the top 7% of
professional speakers in the world by the
USA based National Speakers Association.
He is a best selling author and one of
Australia's best known speakers. His four
books, “Negotiating In The Age of
Integrity”, “How To Get The Best Deal
Every Time”, “How To Get The Best Sale
Every Time” and “How To Lead and Motivate
A TOP GUN Sales Team” are now sold in 13
countries.
He speaks more than 200 times each year at
conferences around Australia, New Zealand,
Asia, and at programs arranged by his TOP
GUN® Business Academy. This year his
seminars and workshops will be attended by
more than 20,000 sales and business
people.
He has also recorded more than 40 audio
and DVD video programs on selling, sales
management and negotiating.
He has shared the platform with Tom
Hopkins, Brian Tracy, Zig Ziglar, Earl
Nightingale, Dr Norman Vincent Peale, Dr
Denis Waitley, James Rohn, and many, many
other internationally renown speakers.
Wayne Berry Video - Successful selling today requires the skills of being able to build successful relationships. This video explains how to do that by Wayne Berry.
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