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  • Six Steps To Successful Selling – Step 6 – Objections - successful selling - dealing with objectionsIn the final step of the 6 steps to successful selling we will go over dealing with objections. But first, a brief summary of what we have already discussed. If you have been following the series, you will know that step 1 is all about building trust and rapport with your prospect. Step 2 is about asking relevant questions. Step 3 finding out everything you can about your prospect’s values and buying preferences. Step 4 about matching the product to the customer and step 5 about going into a “conditional close”. You may think
  • Six Steps To Successful Selling – Step 5 - Successful selling and closingHello and welcome to step 5 of the 6 steps to successful selling. We have covered everything from creating rapport (Step 1), asking relevant questions (Step 2), discovering your prospect’s values (Step 3) and matching your product or service to the prospect’s needs (Step 4). In step 5. We will go over the “conditional close”. You may have got this far and believe you know nearly everything you need to know to make a sale. Despite this,
  • Six Steps To Successful Selling – Step 4 - selling successfully, Step 4 of 6Welcome to step 4 of the 6 steps to successful selling. This step uses the information gathered from steps 2 and 3 and the need for rapport (Step 1) is still evident. This step also clarifies so much in the process because it’s all about “matching”. This is the point where you match the product or service to your prospect. Because you have created rapport, asked questions to find out more about your prospect, their model of the world and their value systems, it’s time to tie everything together. Using the information you have, you should now be sure that your product will actually SERVE the
  • Six Steps To Successful Selling – Step 3 - Step 3 of 6 in selling successfullyHaving been through step 1, talking about building rapport, step 2, asking relevant questions, we venture into step 3 of the 6 steps to successful selling. In this step, it’s all about working with the prospect’s values. Having created the rapport and asked those questions, you should now know a lot about your prospect and their view of the world and some of their buying strategy. Now you need to move on to knowing what values they live by. To find out more about their “value system”, it's a good idea to
  • Six Steps To Successful Selling – Step 2 - The key to selling successfully, stpe 2 of 6Welcome to step 2 in the 6 steps to successful selling. In step 1 I talked about rapport and the importance of building that rapport and trust from the outset of any relationship with a potential client / customer. Step 2 is another vital step and it’s surprising how many people don’t use this effectively, if at all. Step 2 in the process of effective selling is:
  • Six Steps To Successful Selling – Step 1 - Step 1 of the key to successful salesWhen we think of successful selling, many think of making a sale of an item or service “at all costs”, but the word “sell” originates from a Norwegian word that actually means to “SERVE”. With this being the case, it’s more about service than selling. There are six main steps to selling successfully and each has its place and the sequence should really be adhered to so as to complete the process. In this post I will talk about step 1, which is based on rapport. Rapport is
  • What About Tomorrow? Do It Today! - Don't even think of what about tomorrow?If you’re prone to procrastination as I have been known to in the past, it’s all too easy to say “what about tomorrow?” Tomorrow is a nightmare because it’s always ahead of us. The best way to deal with anything “tomorrow” is to ask yourself “what can I do TODAY?” Then, make sure you go do it! It may be that you like to schedule your tasks, but there are times when you should forget about tomorrow and make sure you focus on it in the moment – being right NOW! It may be that you have no leads or enquiries for sales, but complaining about it doesn’t help. The thing to do is

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