BizAssist Technologies (PTY) Ltd. | BizAssist.co.za

BizAssist.co.za is proud to present the 99 Sales Tip Archive brought to you by The Little Red Book of Sales Answers written by Jeffrey Gitomer. New sales tips are added every Tuesday and Thursday and with a total of 99 great sales tips to assist your small business in achieving sales, we hope to see you returning to the archive regularly.

Browse the Sales Tip Archive:

sales tips

51 of 99: Why do customers cancel?

Buyer's remorse is one of the biggest, unspoken dilemmas in sales.
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52 of 99: What is the best way to get out of a slump?

Most salespeople who get into a slump are there because of something they did, and they are not really working hard enough to get out of it.
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53 of 99: What are the biggest mistakes salespeople make?

Salespeople make tons of mistakes. They give their price too soon, they follow up incorrectly, they use worn sales techniques, or they are not friendly enough.
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54 of 99: What are the fatal flaws of selling?

Salespeople make the fatal mistake of blaming other things, circumstances, and people for their own inability to create a buying atmosphere. And that mistake has double jeopardy: One, you're blaming the wrong party, and two, because you issue blame instead of taking responsibility. You fail to see the urgent need for more self-improvement training.
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55 of 99: What should a business lunch consist of?

A business lunch should consist of one-third relationship building talk and talk of any other experiences you and your client might have in common.
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56 of 99: Should I golf for business? How?

Ask any salesperson where he or she would rather sell – an office or a golf course. The golf course wins 99 - 1. Then ask them if they know the best time to ask for an order, and they will all get a double bogey.
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57 of 99: What should I say when the customer calls and he is very upset?

You can say, “I apologize,” but that's not what the customer is looking for. You can begin to tell your story about what happened, but that's not what the customer is looking for. You can try to blame some thing, or someone else, for what went wrong, but that's not what the customer is looking for.
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58 of 99: How can I prevent the prospect from going with the lowest price?

Price is a complex objection that deals with customer sub-headings like – real need, affordability, hidden agendas, value, prospect perception, prospect untruths, combined with your communication, validation, differentiation, and valuation by the salesperson. The only good news about price objections is that they are often buying signals in disguise.
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59 of 99: How can I make my proposal stand out?

By putting an executive summary on the front page of the proposal, so no one has to read the proposal unless they want to.
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60 of 99: What is the best way to use testimonials?

The absolute best way to use a testimonial is in video format at the end of a sale as proof to a customer that you are who you say you are, that your product does what you said it would do, that your service or services are the best on the planet, and that your price is both fair and of fair value.
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61 of 99: What do I say to my customer when my competition lies about me or my
company?

Take the high road, and don't try to rectify or justify what was said.
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62 of 99: How do I beat “Call Reluctance?”

Reluctance is a form of fear. Fear of the unknown, fear of rejection, fear of failing.
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63 of 99: What kind of thank you note should I write?

One that says “thank you,” cites something personal, and leaves the receiver looking forward to more.
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64 of 99: How excellent are my selling skills?

What is the biggest sale you have ever made? How many big sales have you made? How many unsolicited referrals do you get? How often do people return your calls? Every action a customer takes is a report card on your skills. You are probably not that good, even though you think you are.
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65 of 99: What is the best way to make my quota every month?

Quotas are arbitrary, stupid numbers mostly set by people who can't make sales and people who concentrate predominantly on “numbers.” Figure out a way to make quota's in your first week instead of your last week.
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66 of 99: What is the best way to manage my time?

Take control of it. Everyone says that they have “no time.” But what you must understand is – everyone has the same amount of time, it just depends whether you spend it or invest it.

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