The Science and Art of Selling by Alen Majer

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Six Common Objections and How to Handle Them

Jun 7, 2010 9:00am

You as a salesperson should give every opportunity to the prospect to ask questions and make objections if she is inclined to do so. It is desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the...

Sales Amateur vs. Sales Professional

May 27, 2010 9:00am

I am sure you have heard about salespeople earning $200-300k, a million or even more. Do you think this sales person is better than you are? They are not much different from you; they are not geniuses or impeccable experts in their field. They probably don’t know much more about...

Webinar: Timing is Everything

May 19, 2010 11:00pm

Trigger Events can play a very significant role in your sales strategy – arming your outreach with relevant insights on key business events in your target accounts, such as leadership changes, new product offerings, acquisitions, expanding operations, and litigation. Please join Selling Power for this complimentary webinar program, featuring Alen...

Prospecting: Intro to Trigger Events

May 17, 2010 9:20am

Imagine that you will be having a baby in two weeks. While turning around in your home, what will you see? You are missing the crib, blankets, diapers and everything else that is needed for the new addition to your family. Won’t you need everything right away? You have an...

What are trigger events and how to use them

May 10, 2010 9:35am

Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them - a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or...

How to win the deal without discounting

May 4, 2010 7:30am

In my previous article I was talking how If you live by price - you will die by price. Let’s talk further about how to close the deal without discounting. If you base your offer on your price only, there is a good chance that someone will have lower price than you,...

Hit or miss doesn’t work in selling

Apr 26, 2010 10:45am

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in the...

Webinar: Get Clients Now!™

Apr 25, 2010 11:54pm

My colleague Andrea Baljak is holding a webinar on May 6th at 7 PM - The Get Clients Now!™ webinar is for Independent Professionals, Entrepreneurs and Small Business Owners - learn to create an endless stream of clients by doing 10 simple things per day! You’ll identify where...

If you live by price - you will die by price

Apr 21, 2010 9:05am

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not...

History of American Sales Culture

Apr 13, 2010 12:04pm

No American can afford to treat salesmanship as a small matter. Why? Because the United States started out on a salesmanship basis for this reason: because only thirteen states were gained by war and all the others were gained by purchase and bargaining. On five great historic occasions Uncle Sam went...