The Sales Preneur » An entrepreneurial firm that specializes in the transformation of your sales team

Daymond John

Getting the chance to see the great Daymond John in NYC for the day. Daymond is a great example of entrepreneurialship and success in sales. In 1998 his FUBU clothing line made $350 million. Who do you look up to in the world of sales and their successes?

The One Thing You Can Do to Guarantee a Sale

Of all the steps you take to make a sale, there is one vital rung in the sales ladder that will guarantee a successful close.  Skip this step – or do only part of it – and you will most likely fail.

If you look back and study all your previous sales, you’ll probably find the completion of this particular step as a common thread in your success.

What is it?

Overcoming objections.  Think about it.  When you overcome your prospect’s objections, you are essentially persuading them to buy.  You are convincing them that your offer is the best solution for them.

So how do you know what their objections are going to be prior to your appointment?  You don’t.  You might have an idea if you do your homework about the company (which you already do anyway, right?), but unless you’re psychic, you won’t know every single objection your prospect is going to have.

Your best bet is to anticipate EVERY possible objection about your offer…and provide an answer that will present your product/service in a better light than your competitors’ – without competitor bashing, of course.

Try selling the product to yourself.  Compare it with the competing products.  What would your major concerns be if you purchased the product for yourself?  Take a good, long, hard look at it and write down any objection you might have.

When you can’t find anything more that you might be concerned about, take a look at each objection in your list and answer them in a way that places your product in a positive light.

Is your product superior in quality, price, service, support or anything?  Find something that your product or service displays superior benefits than the competing products and run with it.

If you truly cannot find something that makes your product shine maybe it’s time to sell something else.

Bad Sales People Equals Bad Customers

Did you ever think and wonder why you continue to attract difficult and bad customers? It’s because of the types of sales people they are attracted to.

Here at The Salespreneur we have all seen our fair share of businesses with bad sales people. Once you dig deep into their businesses we always seem to find that the bad customers come to them because of their bad sales people. It is not to say that every company who has incredible sales people has amazing customers. However you will find that good sales people attract good customers.

Bad sales people are often focused on features and pricing. They end up attracting the kind of customer who is not interested in the value of a product but is solely focused on price.

When you wind up focusing on those two things, the customers you do end up attracting  are buying based on price and not on the value of what the product or service can bring them. This can create a customer who wants to bargain and has certain expectations as well as demands for pricing. This often also means once this type of customer has made the purchase, they are the ones who call and hassle you for months after.

Bad sales people without a doubt will not only cost you sales, they will cost you time and will attract the wrong customer.

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By christian caplethe spokesman-Reviewpullman–In the same breath admitting his bias, washingtOn state defensive line coach joe salave’a, himself a former pro in the trenches, calls wsu’s defensive frOnt”The heart and soul”On that side of the ball. “If those Big guys aren’t there On either side,”Salave’a said,”Then it’s just a 7-On-7 drill. “In this instance,”Big guys”Isn’t just a synonym, Butquite a literal statement at wsu this season.Consider that senior nose tackle ioane gauta, who started every game last season, stands 6-Foot-3 and now weighs a relatively lean 285 pounds–And is the lightest member of wsu’s starting defensive front.The average height of the four players–Buck linebacker included–Who comprise that front is 6-Foot-3, and the average weight is 290 pounds.There are nfl teams less massive at that position. “I always take the hard worker guy over the talent,”Salave’a said,”But(The size)Helps a little bit with what we’re trying to get done up front.We’ve just got to continue to get these guys’ nutrition up and make sure they’re taking care of their bodies, because if they do that, their body will respond accordingly. “Salave’a constantly preaches improvement and effort and attention to detail, and his desire for mean, physical linemen is a frequent conversation topic.So it’s with no sugarcoating that he says: “Sometimes coaches cheap Kansas City Chiefs jerseys have unrealistic goals, ButI see the potential in these guys, and they’ve got to see it for themselves.They could be the best unit around here in a long time. Butit’s easy to say that when it’s nice and cold in the AC and whatnot.You’ve got to come out here, roll up your sleeve and work on it. “The starterson either side of gauta will be a returning contributor from last season.Xavier cooper, who emerged as one of the team’s top run-Stoppers as a freshman, is a virtual lock to start at tackle.Cooper had 8.5 tackles for loss last season while starting nine games.He also finished with three sacks, as did gauta, part of an effort that landed wsu 11th in the nation in that category.Toni pole, a fourth-Year junior, has spent the duration of camp as the third member of the defensive line.He started two games and appeared in all 12 a year ago, most notably intercepting the pass in overtime that led to wsu’s stunning upset of washington in the apple cup.At 6-Foot-1, 302 pounds and 6-Foot-4, 303 pounds, respectively, Pole and Cooper combine with Gauta to form a menacing group in defensive coordinator Mike Breske’s base 3-4 alignment.Their size lends believability to cooper’s stated goal of being”The most physical, imposing defensive line in the pac-12.And in the country. “The cougars showed flashes of fulfilling that desire last season. The Stanford Cardinal wound up winning the cOnference and a BCS bowl game, Butthey met resistance against WSU in their late-October matchup, one highlighted by the cougars’ defensive effort.Stanford, power offense and all, managed just 120 rushing yards and 3.2 yards per carry while squeaking out a victory.That was wsu’s defense at its finest. Butthe Cougars still finished a pedestrian 64th in the natiOn in run defense, yielding 163.3 yards per game. “We saw that we could play with basically anybody in the country at times,”Pole said. “In terms of consistency, that’s the biggest asset that we need to clean up and polish, because as long as we’ll be able to play consistent, then we’ll be ok. “”I think we’re still cleaning up a lot of things,”Cooper said. “I think it’s the little things that if we clean up, that’s going to help us in the long run.It’s just little things right now–Footwork, pad level, those type of things. “Perhaps the most intriguing member of the defensive front is destiny vaeao, a 6-Foot-4, 290-Pound sophomore whose move to buck linebacker gives the cougars an especially stout look.While vaeao is, technically, a linebacker,Salave’a said”The buck linebacker’s dna is a defensive lineman. “”He’s that kind of athlete,”Salave’a said. “You don’t do that just with anybody.Not at that position.That’s the unique thing destiny brings to the table.Those are the kind of kids that we need to maintain and continue to cultivate here in these parts. “In the mixmatthew bock, a senior, started five games last year and played in all 12, and figures to be a mainstay in wsu’s defensive line rotation.So, too, does lyman faoliu, a junior-College transfer from vallejo, calif.Logan mayes, who played the buck linebacker position last season, has moved to defensive end full-Time and is trying to work his way back into the two-Deeps.Keep an eye ondaniel ekuale, a 6-Foot-3, 270-Pound freshman from american samoa, has been getting plenty of reps with the no.2 defense recently, which indicates the possibility of him seeing the field this season.Robert barber, who redshirted last season with an injury, could see playing time if he’s well-Conditioned and in-Tune with the defensive playbook.Darryl paulo, a third-Year sophomore, played with the first-Team defense in the spring and could be in the rotation, as well. ReasOn for optimismThis wasn’t a particularly experienced group last seasOn, Buttheir growing pains -Coupled with a handful of impressive performances-Could yield big-Time, productive dividends this year.Especially if they stay healthy.Cause for concernthe loss of sacks leader and all-around standout Travis LOng might be easy to overlook during camp, Buthis departure could really be felt Once the lights come On.

3 Easy Tips for Closing a Sale

Closing a sale can feel like the highlight of your day. It is a delicate process that must be done right. Here are three helpful tips that will guarantee you will close your next sale.

1.) Get the deal in writing as soon as possible

2.) Create a sense of urgency

3.) Use a threat of competition to make sure your client understands that you can move on to the next person if they are not serious about the deal

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