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Guest post by: Jon Gilge

Direct Sales Strategies: Overcoming Initial Resistance- I only have 30 minutes - Click To Read Article
Does this sound familiar... Your prospect has agreed to an appointment, you arrive on time, take a seat, and then he tells you: "I only have 30 minutes for our meeting." I'm sure this has happened to you before, and I'm also sure that it will continue to happen for as long as you participate in the profession of selling. How you response to this initial objection will likely define your success or failure in making the sale, so you better know how to handle it.

Direct Sales Strategies: Overcoming Initial Resistance- We Just Want the Price - Click To Read Article
Your prospect tells you "We Just Want the Price." Before you respond with logical reasons that they should know your product first, remember, you are not responding to what the expression of initial resistance literally means, but to what the prospect is thinking he is accomplishing by saying it. Here's how.

What "We're Not Buying Today" Really Means. Overcoming Initial Resistance in Sales - Click To Read Article
Could it be that "We're not buying today" really means something very different that we are not understanding? Something that if we did understand would help us to respond to what they really mean rather than to what they are saying and in doing so help us help them to own our product? Yes it does, and here is what that is.

Direct Sales Strategies: How to Get to the Money and Close the Sale - Click To Read Article
First we need to understand that prospects often don't know that it is really about the money, and sometimes it really isn't. Either they have not been able to clarify in their mind that they really want to buy and money is the only obstacle, or they have clarified that the decision is about the money but they don't want to tell you that. We need to give them an easy way to realize that it is about the money, and if that doesn't work, a way to get them to come back to you when it is.

Direct Selling Strategies: The How-To Sales Guide. How to Learn How to Sell. - Click To Read Article
So you have a job in sales. Now what! You have to learn how to sell, that's what, but how exactly do you go about doing that? Let me share with you how to learn how to sell so you can insure that you will be successful in the profession of selling. Essentially, this article will share with you exactly how to organize and implement the process of learning how sell by starting with the resources and processes that you need to put into place.

Direct Sales Strategies: 9 Sales Tips for Sales Success from High Performing Salespeople - Click To Read Article
Can a collection of the best sales tips make you a great salesperson? I doubt it. But can the best sales tips give you something to think about, point you in new directions, help you rediscover sales techniques and practices you may have forgotten, remind you of why you sell, refresh the reasons that you got to where you are, or show you how to get to where you want to go? Yes, the best sales tips can do that.

Direct Sales Strategies: Achieve Your Sales Goals by Using the Power of the Mind - Click To Read Article
To understand how to make sales goal setting an effective means to your success we need to take a close look at the relatively small group of people for whom goal setting works like magic in achieving their desired outcomes. From these people we can discover the missing secret to achieving sales goals by examining what certain characteristics they possess that others don't.

Direct Sales Strategies: 3 Easy Ways to Overcome a Sales Slump and Get Back to Successful Selling - Click To Read Article
If you are in the midst of a slump, you know you have to get out of it, and fast. After all, selling is how you make your living and without sales you are without income. While we will all go through sales slumps from time to time, and to some degree some minor slumps are inevitable, the key is to get out of them fast when they do occur. Use these three tips to do just that.

Direct Sales Strategies: The Art of Selling and The Sales Presentation - Click To Read Article
Selling can be broken down into its parts, and much can be learned from doing so, but to put those parts together in a convincing sales conversation requires the artful skill of a true sales professional. Without that art, the science of selling is just a collection of parts that will fail to engage the prospect and compel them to buy.

Direct Sales Strategies: Why "Buy Today" Discounts Don't Make People Buy Today, But "Buy Soon" Discounts Do - Click To Read Article
There is almost as much sales urgency created by a limited time offer as there is with a "today only" offer, and any slight edge in sales urgency created by the "today only" offer is more than made up for by the increase in credibility and lack of perceived pressure of the "buy soon" offer. Learn how to build sales urgency the right way with Sales Giant Training.

What Michael Jordan Can Teach You About Success in Sales - Click To Read Article
From the lessons learned from Jordan's mastery of the mental game of winning we can find paths to the same level of success in professional selling. The key to doing so is in finding parallels with the mental game of winning in sales and learning to to apply them with the same intensity that he applied them to the game of basketball.

Direct Sales Strategies- Overcoming Resistance to the Sales Presentation- A 30 Minute Lesson - Click To Read Article
Can you really learn to close more sales in only 30 minutes? Yes you can. While we know that you can't become a Sales Giant in 30 minutes, if you spend that time learning just 2 skills you will start to close more sales right away, and close them easier than you may have imagined.

Direct Sales Strategies- The Power of Commitment Questions in One-Call Close Selling - Click To Read Article
Perhaps the greatest secret to success in professional selling is the often preached, yet frequently misunderstood, use of commitment questions. I call it a secret for the simple reason that I have yet to encounter anyone with a specific understanding of the physiological mechanisms behind the use of commitment questions and how to most effectively use that knowledge to influence and persuade.

Direct Sales Strategies- More on The Power of Commitment Questions in One-Call Close Selling - Click To Read Article
By asking commitment question sequences throughout your presentation-- regarding your company, product, and your service-- when you ask a prospect the buying question at the end of the presentation it will allow them to compare prices against what they have convinced themselves that they want. This makes for a much easier decision.

Direct Sales Strategies- Building Instant Rapport for Sales Success - Click To Read Article
James is the most popular name for males in the United States accounting for over 4.8 million individuals. Dennis happens to be the 40th most popular, given to just over 600 thousand. If that is the case, why is your dentist more likely to be named Dennis than James? More importantly, how is that relevant to the profession of selling?

Direct Sales Strategies- Sales Motivation Comes From Working for the Right Company - Click To Read Article
It is hard enough staying motivated in the profession of selling, but when you are working for the wrong company or the wrong manager it is all but impossible. Who you work for has as much to do with how you feel about selling as almost any other factor, and as we know, how you feel about selling has as much to do with your success as most other factors combined.

Rediscovering Your Passion for Selling - Click To Read Article
As experienced salespeople, who like most have to some degree been tainted by the small frustrations of selling and forgotten some of the reasons that made us fall in love with selling in the first place, we need to remember that this profession truly allows us to dream of better things, and shows us the way to make them happen.

Direct Sales Strategies- One Call Closing Made Simple Through Proper Price Presentation - Click To Read Article
When it comes to that critical moment when the closing question is asked and the pen is laid down on the table, the way the buying question was asked has a much to do with the customer's willingness to sign as does almost anything else. By structuring our buying questions in a way that makes it easy for a prospect to buy, and avoids provoking a fear response, you will close more sales more easily than ever before.

Direct Selling Strategies. Overcoming Objections- I Need To Think About It. - Click To Read Article
An informal survey of any group of salespeople I’ve ever talked to reveals that the "I need to think about it" excuse is used by customers more than any other-- as much as 75% of the time after the customer is asked the buying question. Learn how to overcome that excuse every time and make more sales. One-Call Close More Sales by overcoming objections. How to close a sale- The one-call close, overcoming objections, sales objections, handling objections, how to handle objections.





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