Sales and Management Training CDs
July 15th, 2008
Hey everybody! I just wanted to let you all know that the wait is over…the new Sales and Management CDs are now officially in production and available for distribution. These CD’s are a collection of real-world Sales and Management Training scenarios, advertising-free sales and management tips from the national radio show based in Virginia Beach, Virginia, “The Specialist” National Radio Hour. Whether it be door-to-door, in the office, retail, business-to-business, or at a client’s location, these in-depth adventures in leadership and sales strategy, laced with humor and life lessons, provide a real-world approach to improving your sales and management skills.
Purchase any set of CD’s and receive a free printed copy of “The Specialist” Sales and Management Bible , a $14.95 value!
Are Children Good Closers In Sales?
November 27th, 2007
Hello everybody,
I hope everyone had a great Thanksgiving Holiday. Personally, I got a lot of much needed rest!
Today “The Specialist” Spotlight was on the best Master Closers you will ever encounter. Your children! Thats right, your children, they are naturals. Children have the ability to attach the emotional needs of their wants directly to their prospects. Their parents!
I personally know 2 little girls that convinced their father who dislikes cats intensely to buy not one but two cats at the same time! By the way I was the prospect that bought the two cats! This one young lady wanted a new car and explained to her parents that since she was attending an out of state college she was sure her parents wouldn’t want her walking the streets in a strange town. Incredible! Talk about knowing your prospect and attaching emotion to the sale…that is truly a work of art.
Here is an example that I read about that was really a stretch but worked! A young boy convinced his parents that by buying him that new video game he would be a lot safer than hanging out at game rooms where there were bad influences and maybe trouble. What a close. If you do not have any children go baby sit your sisters or brothers children and watch them very closely and marvel at their expertise. Their parents already know! I GUARANTEE it!
Don’t forget to sign up for the FREE newsletter and get 20% off on all “Specialist” gear on the site. I will share another story with you tomorrow.
“The Specialist”
The Pipe Smoker
August 3rd, 2007
Hello kind readers,
I hope you are listening to the radio show because it is very exciting. When you sign up for the FREE newsletter you automatically receive a 20% discount on everything including the tele seminars. We are also coming out with a MUST if you are in sales, “The Specialist” pen! Everyone that makes a sale HAS to use “The Specialist” pen. Call me prejudiced, but I think it will help you make the sale. The pen will debut soon so keep your eye on the “The Specialist” Gear.
Today’s post is about the “pipe smoker”. In order to fully understand how to sell the pipe smoker one must understand the persona the pipe smoker is trying to convey. The pipe smoker wants to appear as a THINKER. Someone that is always deep in thought. To sell this person one only has to appear to be in awe of the depth of this persons thoughts. Once you have stroked this persons EGO and let them know how much smarter THEY are than YOU it is an automatic sale. Amazing isn’t it?
I welcome your comments and if you have a particular type of person that you don’t know how to sell just check in with “The Specialist” and like on the radio show be prepared to get SPECIALIZED!
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“The Specialist”
The Importance Of Simplicity In Sales and Management
June 14th, 2007
Hello kind readers,
It has been another great day and of course I have a great post tonight. I was watching a protege of mine recently and the main thing I saw besides all the good things was the way not only him but most sales persons complicate the sale. Everyone wants to expound on there talking points until they have virtually talked themselves out of the sale. When a client says lets do it…
The Three Legged Sale (By Request)
June 1st, 2007
That’s an interesting title.
Hi everybody! Lets talk about the three-legged sale. First you ask, what is it? Well those of you that are in sales have missed many opportunities to close a sale because that extra person or persons that came along with your prospect just has to throw in their two cents worth. The beginner will try to sell all three or four people and end up with none of them simply because their lack of experience has not allowed them to be proficient at controlling groups of people. I hear all of you veterans out there grinning because you think you know how to do it. Conventional wisdom tells you that if you can sell the leader you will sell the rest of them. That works SOMETIMES. What do you do if the leader isn’t interested in your product or already has something similar? Aha! Now comes the real artist.
“The Specialist” does not put himself in the position of hoping the leader wants the deal. Instead, what I do is find out is who the leader is and regardless of his interest level I make sure he becomes my new best friend. Now, either way I win! If he likes the product he will influence his friends to go along as well. That’s the easy situation. Where it gets complex is if the leader does not have an interest in your product regardless of the reason. If he has become my new best friend the effect will be exactly the same! He will influence the crowd on your behalf, just for a different reason.
So as you progress in your sales career start seeing more then just the sale. Again, go back to basics and practice closing everyone all the time. In other words, start making yourself a more likeable person by pointing out the good in others and building other’s self esteem. If you work on this concept you will find that making the sale will become secondary and you will feel much more rewarded in your career because besides having more sales then you can count, you will also feel a lot better about yourself. Isn’t that what a career should be about anyway, personal growth? I will be anxious to hear your responses.
“The Specialist”
Sales Tip Of The Day - Signing The Sales Agreement
May 13th, 2007
Hi everybody,
It’s Saturday and I have a valuable but brief “Sales Tip of the Day”.
When you are wrapping up the sale and you are going for the signature on the sales agreement, always HAND the pen in a writing position to the potential customer. I have seen so many sales persons go over the sales agreement only to lay the pen down in front of the customer. WRONG!
When you do this it is very easy for the customer to pick up the sales agreement and go through a lengthy review of everything that you have already discussed. Sometimes they NEVER pick up the pen and consummate the deal. When you hand them the pen in a writing position it is only natural for them to write with it. Of course since the sales agreement, as earlier explained in a past post, is only a formality then you should make it as easy as possible for the prospect to complete the FORMALITY!
Very shortly I have a very special announcement to make so stay tuned. It will be the biggest event that has occurred on this blog since it’s inception. SORRY, NO CLUES!
“The Specialist”
