Harry Frisch Articles

What Makes a Great Sales Manager? - Click To Read Article
Sales management is one of the most challenging balancing acts in all the business world. Good sales management is worth its weight in gold. To fully view the valuable products of good sales management, one must go beyond the high gross figures and stout net profits being rung up at the register.

What Makes A Great Sales Training Book? - Click To Read Article
Sales training books of moderate quality are pretty easy to locate. Those which are considered of outstanding quality are a bit more difficult to get your hands on, and truly great sales training books are, as they say, few and far between. What is it that makes one sales training book average, and another great?

The Secrets to Creating Customer Satisfaction - Click To Read Article
As many a manager and business owner knows, maintaining consistently high customer satisfaction ratings can be a monumental task in any arena, and presents its greatest challenge in the sales arena. For that reason, in this article, the sales arena will be our main point of focus; but with very little imagination, I think you will see that: herein lies the secrets to dramatically increasing customer satisfaction ratings across the boards.

The Perfect Sales Tool - Click To Read Article
A sales tool is only as valuable as it works. Just because some motivational speaker tells us that a particular sales tool works, doesn\'t guarantee that it will work when you go to try it. The silver lining to the cloud is that there actually is an exact set of workable basics, which make up the master blueprint of the five essential steps of a sale.

The Ideal Sales Training Manual - Click To Read Article
Sales training manuals are mighty plentiful these days. And it can be an awful lot of work trying to sort through the huge selection, in search of the exceptional few, if not the very best among them. Are there some key features of the best sales training manuals which immediately distinguish them from the rest? And if so, what exactly are these key elements?

Sure-Fire Techniques for Closing Sales - Click To Read Article
Closing sales is considered an art by most, a craft by many, and a science by those who recognize that there are actually invariable rules and a set of specific tools that enable a salesperson to consistently close sales in high volume.

Successful Sales Techniques - Click To Read Article
Sales technique can be improved on almost anyone. A successful selling technique is based upon three factors: winning attitudes, essential sales skills and the “people skills” upon which the sales skills are built.

Selling Techniques 101 - Click To Read Article
Selling techniques can be improved on almost anyone. A successful selling technique is based upon three factors: winning attitudes, essential sales skills and the “people skills” upon which the sales skills are built.

Salesmanship - Click To Read Article
Salesmanship, the ability to persuade others to buy one\'s products, services or ideas, is not necessarily something that a person is born with. Effective salesmanship is comprised of specific abilities and attitudes which can be named and learned. One can adopt and develop these basic attitudes. And if one already has these basic abilities and attitudes in place, but wishes to improve upon them, there are proven ways in which one can do just that.

Sales Prospecting - Click To Read Article
Sales prospecting is very often a salesman\'s least favorite part of his work as a salesman. I have found this to be the case about the same number of times I have found that the salesman hasn\'t had sufficient training in how to prospect effectively, and so hasn\'t been having a lot of prospecting successes. To the degree that the salesman doesn\'t know how to go about prospecting, and ends up with losses instead of successes, sales prospecting can be a mighty discouraging activity. I have conversely discovered that the more one\'s ability and successful experiences in sales prospecting grow, the more enjoyable an activity it becomes, and the more willing a salesman is to do it.

Sales Prospecting Techniques - Click To Read Article
What is it that makes one sales prospecting technique work like magic and the next not? Is there a secret to developing a sales prospecting technique that consistently delivers a good, steady stream of warm, if not hot prospects?

Sales Training - short term or long term success? - Click To Read Article
Sales Training comes in two winning versions: Short-term success and long-term success.

Sales Training Techniques that Work! - Click To Read Article
Sales training techniques that consistently work can be surprisingly difficult to come by. Many of even the best sales training techniques out there only work well some of the time. So, what do you have to do to locate a set of sales training techniques that have excellent workability most of the time?

Sales Training Materials that Work! - Click To Read Article
Sales training materials abound. But which materials, among so many, do you select when preparing to train yourself or your sales force on the often complex and sometimes confusing skills of selling? And what criteria do you use to make that selection?

Seven Sales Tips that Consistently Close Sales - Click To Read Article
Sales tips come in two categories: Those that work and those that don’t. And sales tips that work come in two categories: Those that work some of the time and those that work all -- or nearly all -- of the time. And those tips that work nearly all of the time are the most valuable of all. So then, what are some of these valuable, work-all-the-time sales tips? There are really only a handful of these ultra-workable principles that go into the broad blueprint of what makes up effective selling.

Sales Leads -- Quantity or Quality? - Click To Read Article
Sales leads come in two categories: High quality and not so high quality. The higher the quality, the more certain it is that the sales lead will result directly in a closed sale. Key question: Should you be going after quantity or quality?

Sales Presentations That Close Themselves - Click To Read Article
Sales Presentations That Close Themselves Sales presentations which follow a small, but exact, handful of underlying principles, virtually close themselves. But which among the many are the magic principles that define a truly winning sales presentation, and among these, which are the most magic al of all?

Presentation Skill - Click To Read Article
While there are a great many “tips” and “gimmicks” in each and every field of sales and sales persuasion that one can accumulate on how to go about improving one\'s presentation skill -- there is a far more effective and efficient approach available -- a way that gives immediate and often dramatic results and can get consistently better from there!

Overcoming Objections - Click To Read Article
Overcoming objections is one of the greatest challenges, if not the greatest challenge, a salesman faces. Many salesmen would rather let a customer walk away, and lose the sale, than have to go past the point where the prospect has told him \"No\". And what makes overcoming objections doubly difficult is that the objection the prospect has iven the salesman is very often only a \"cover-up\" for the prospect\'s real objection. SALESMAN: \"So, would you like to sit down and fill out the purchase agreement?\" PROSPECT: (thinking the same product is available down the street for less money, but not feeling comfortable saying so) \"Not now. I\'ll need to think about it... (thinking he\'ll just drive down the block and buy it from the competitor).

Improving Your Selling Skills - Click To Read Article
Selling skills, like any set of abilities, can always be learned or improved upon. All you need is the good sense to want to improve and to get your hands on a proven system that can pick you up from whatever your current level of selling skill is, and assist you to smoothly rise from there. You’ve already got the good sense, or you wouldn’t have put in the time and effort to have found and be reading this. So how do you locate and identify the right training materials that will give you the real selling skill assistance you’re looking for?

How to Select Professional Sales Training - Click To Read Article
Professional sales training comes in many varieties, and in a surprisingly wide range of qualities. What then does one look for to decide which school of professional sales training to invest oneself into?

Handling Objections in Four Simple Steps (Really) - Click To Read Article
Handling objections is the single most challenging part of a sale for most salespeople. The reason for this is two-fold. The first, and most important of these, is that most sales people have not been trained on the right tools for successfully handling any and all objections that might come their way. And the second reason most salespeople find handling objections so difficult is that they don’t have sufficient confidence in their own ability to go in and smoothly handle the objection when the prospect manifests it.

Handling the Greatest Source of Failed Closes - Click To Read Article
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.

Finding a Workable Sales Strategy - Click To Read Article
Sales strategy, or “how to systematically approach the challenges of effectively moving one’s prospects from the opening stages of the sale, step-by-step, through to a successful close”, is a worthy objective of a challenging search.

Effective Lead Generation Techniques - Click To Read Article
Lead generation efforts, which result in an abundance of viable leads, are essential to the stable success and expansion of the sales department, and ultimately to the survival and expansion of the company itself. Knowing the key data of how to go about generating leads in abundance, and having the basic skills needed to implement these key basics, is what ultimately defines the workability and value of a marketing operation.

Consultative Selling - Click To Read Article
Consultative selling is a highly evolved and extraordinarily successful approach to selling. In consultative selling, the entire sales process is oriented toward the salesperson, or “consultant”, understanding the nature of and assisting his customer or client in the solving of the client\'s product-related problems.

Cold Calling Without Fear - Click To Read Article
Cold calling techniques are ways to “open” and “qualify” a prospect who is not particularly familiar with the product or service being offered. Unlike a customer coming into a showroom, who is already at least somewhat familiar with the product or service he is seeking, a “cold prospect” may never have heard of the product or service, and even if he has, he may have no awareness of his own need or desire to buy it. When dealing with “cold prospects”, the salesperson needs...

A Comprehensive Approach to Sales Skill Training - Click To Read Article
Sales skill training is only as good as: The tools are workable; and The training methods are effective. What should you be looking for when seeking sales skill training?

6. Penetration Selling -- Penetrating the Barriers to Commitment - Click To Read Article
The fifth and final step of the Penetration Selling process is “Closing”. Closing is defined as getting a firm commitment from the prospect to acquire the product or service which is being offered. The key barriers that need to be penetrated in order for the close to be successful are often referred to, among sales-trainers, as “Objections”. This is a catch-all term which includes any and every thought a prospect might present, or action he might take, that acts to block the completion of the sale. In the Penetration Selling system, we discover that all variations of customer concerns and objections fall into only two categories, and the handling for both categories is very similar. The two categories are...

3. Penetration Selling -- Penetrating the Prospect's Reluctance to Communicate - Click To Read Article
Once your prospect is “located”, the Prospecting step is complete and you are ready to begin the “Opening” step. In Penetration Selling, Opening is defined as getting the prospect into open, trusting communication. That is to say, getting the prospect willing to communicate openly and honestly with his salesperson. In order to successfully lead your prospect through the final three steps of the sales process, which will hopefully culminate in a completed sale, it is essential for...

1. Penetration Selling -- The Five Steps -- An Overview - Click To Read Article
Penetration Selling is the powerful, five-step selling system, which was developed by Harry Frisch and introduced in a series of articles, written by Frisch, originally published in The LATEST Magazine, in 1996. The unique approach of the Penetration Selling system is to clearly identify: • The key barriers -- which salespeople run into, in each of the five steps of the sales process, and • The precise techniques – needed for penetrating, deflating and evaporating these barriers. Penetration Selling is a friendly, “Win-Win” system in which the salesperson learns how to smoothly lead his prospects through any and all barriers which stand in the way of the successful completion of the sale.

2. Penetration Selling -- Penetrating the Marketplace - Click To Read Article
The first step of Penetration Selling, Prospecting, is defined simply as locating someone to sell something to. This is where the sales process begins. This is the step in which you, or your organization, locates some likely prospects to whom you can sell your wares. This is ordinarily done by seeking out prospects who are already well aware of their need or want for what you are offering, or by taking steps to create a desire for your products within your marketing area.

4. Penetration Selling -- Penetrating Your Prospect's World - Click To Read Article
The number one barrier that needs to be penetrated during the Qualifying step of the sale is the lack of knowledge of the key motivations a prospect has for possibly purchasing one of the salesperson’s products or services. And the key tool for penetrating this barrier is...

5. Penetration Selling -- Penetrating the Barriers to Understanding - Click To Read Article
In Penetration Selling, we therefore recognize that the key barriers which need to be penetrated during the presentation are: • Anything that might block the prospect from achieving a full understanding of the product, and even more importantly, • Anything that might block the prospect from gaining a good understanding of how the product will more than adequately satisfy his key needs and wants for owning that product. For a prospect to develop sufficient interest in and desire for acquiring a product, he needs to not only become familiar with the features of that product, but he needs to additionally become convinced that the benefits which that product offers him will more than satisfy his specific purposes for acquiring that product. For example...


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