Sales Mavens

Increase Your Sales With The KISS (short selling homes) Test

By Frank Rumbauskas

 We’ve all heard the term KISS at one time or another - “Keep It Simple, Stupid.” However, the majority of salespeople violate this basic principle more often than not.

Let me start with some examples of what I’m talking about. At one position I held, I sat next to someone who could have been a top salesperson. He and I both operated much the same in that rather than cold call, we ran our own personal marketing programs to generate leads and simply took the calls that came in as a result. The problem is what he did with the calls. When someone called me, ready to buy, I immediately went into closing the deal and making arrangements to either come out with the paperwork or to fax it over. He, on the other hand, went into a full-length company story and a lot of other information that he absolutely should not tell a qualified prospect unless they ask for it. The end result is that people who called ready to sign up for one of our services lost interest and didn’t buy anything at all.

Another example is what happens every time I try to make a business purchase. Here I am, saying “Yes, I’m going to buy,” and the sales rep lauches into a company story about how long they’ve been in business, who their big clients are, and on and on. Lucky for these salespeople, the product usually sells itself and I still buy. However, I’m willing to bet that a lot of people don’t. Nothing is more frustrating than picking up the phone saying, “Hi, here I am ready to buy,” and having some rep go into a story bragging about how great the company is and all that they can do. That comes off as pure arrogance to a business owner. What’s more, talking about your big enterprise clients alienates most small business owners. They assume their needs will be placed second to those of the big dogs and that they’ll be treated as just a number when calling for service.

I think most training is at the root of this massive problem. Every course I’ve taken has gone through the steps of a sale. The problem is, what if all the steps don’t take place? Consider “objection handling.” When I was working for that company I mentioned earlier, many of my prospects had no objections because my marketing pieces took care of them in advance. By assuming that each of these steps are going to take place, a lot of salespeople will cause something to happen when it really shouldn’t have to begin with. If a prospect doesn’t come up with any major objections, don’t give them a reason to!

I’ve seen a lot of managers require their reps to fill out a “lead sheet” that documents each step of the sale. This assumes that each of the steps will happen when they may not. If you’re required to maintain these types of records, skip anything that doesn’t happen naturally. Don’t induce a prospect to enter a selling phase that may not only be unnecessary, but may cause you to lose the sale entirely.

Use the KISS test when you’re selling. Always ask yourself if what you’re doing is actually necessary. Believe me, you’ll save yourself a lot of wasted time and lost sales by doing so. I did.

Frank Rumbauskas, the New York Times best-selling author who redefined selling, has taught tens of thousands of salespeople and small business owners how to stop cold calling forever! Get 10 free chapters of Frank’s breakthrough home study course at http://www.nevercoldcall.com

Look like A Pro Salesman in a Volkswagen
By Jeff Jarred

 The most attractive transport vans on the road these days all belong under one name: Volkswagen. The makers of the beetle car have been releasing a wonderful line of transport vans that look great for any business. The vehicles could be used for either delivering goods, or even ferrying people from one location to another as part of company service. Men and women who are into sales can find great use for Volkswagen transport vans since it is large enough to actually carry a huge number of wares. At the same time, these vehicles look extremely sleek and smart. In short, this is the perfect ride for any professional salesperson; or, at the very least, for someone who is trying to look the part.

Some of the more popular makes are: Volkswagen Caddy, Caddy Maxi, and the Transporter. If you prefer something more spacious, you could always set your sight on the Volkswagen Caddy Maxi Life, California, Crafter, and the Volkswagen LT. These transporters are built for heavy duty use, so loading it up to full capacity while traveling long distances are usually non-problematical areas. Of course, not every salesman or saleswoman wants to look like they are hauling their entire store with them everywhere they go. So, if you would rather be discreet about your profession but still maintain that proficient look, you may want to go for the smaller Volkswagen makes like Eos, Fox, Golf, Golf Plus, Jetta, Passat, Passat Estate, Phaeton, Polo, Touareg, Touran, and the ever lovable Volkswagen Beetle which is available in Cabriolet and Convertible.

Volkswagen really makes a good choice for any one in sales. The transport vans, in particular, are handy enough for the most grueling delivery schedule. The smaller vans and even the passenger cars are elegant enough should you decide to use it as a personnel transport system. Nonetheless, for all their capabilities, these vehicles do come with a steep price. For a salesperson who is only laying down the foundation of a running business model, buying a Volkswagen outright may be well beyond the approximation of the overhead expenses. So the next viable step is to actually lease one from the local Volkswagen (or any car) dealer.

Leasing a Volkswagen these days is really a smart option. You basically do not have to go through the crux of the paperwork that most new car owners go through. The dealers usually take care of that, and you can see it in the warranties they give you. You also do not have to deal with the paperwork regarding insurance; or have to worry about MOT testing; or have to deal with finding spare parts if the transport van or car you have is in need of repairs.

You can also choose the length of time for your lease as well. Most pros choose the shorter duration, in case they need to shift to a larger (or smaller) Volkswagen transport vehicle after the stated amount of time. Other people, who think that they already prefer to maintain the vehicle they have, eventually choose to either extend their leases or simply buy the vehicle outright. With leasing, the sales man or sales women can really see how the car or transport van keeps apace with their business.

Bestcarfinder.co.uk is the best source of information regarding Volkswagen car leasing as well as The place to get car leasing deals in the UK, visit our website to learn more!

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Sunday, November 23rd, 2008 at 10:00 am and is filed under sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.