Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/3193/People-Like-To-Do-Business-With-People-Who-Are-Like-Them--Part-1.html http://www.evancarmichael.com/Sales/3193/People-Like-To-Do-Business-With-People-Who-Are-Like-Them--Part-1.html ARE YOU ON THEIR WAVE-LENGTH? Have you ever wondered why you seem to hit it off right away with some customers, while with others it's more like oil and water? That's because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying style, but it also influences our compatibility with other people. http://www.evancarmichael.com/Sales/3193/PEOPLE-LIKE-TO-BUY-FROM-PEOPLE-WHO-ARE-LIKE-THEM--Part-2.html http://www.evancarmichael.com/Sales/3193/PEOPLE-LIKE-TO-BUY-FROM-PEOPLE-WHO-ARE-LIKE-THEM--Part-2.html WE CAN'T SELL TO ALL PROSPECTS THE SAME WAY Today we have access to innovative tools such as the Internet, cell phones, faxes and voice mail all designed to enhance our communications and support us in selling more effectively. Nevertheless, even with all of these technological tools at our disposal, the alarming number of failed relationships, dissatisfied employees and lost sales all reflect the fact that none of us are as effective at understanding others as we would like to believe. http://www.evancarmichael.com/Sales/3193/PEOPLE-LIKE-TO-BUY-FROM-PEOPLE-WHO-ARE-LIKE-THEM--Part-3.html http://www.evancarmichael.com/Sales/3193/PEOPLE-LIKE-TO-BUY-FROM-PEOPLE-WHO-ARE-LIKE-THEM--Part-3.html We looked at some of the research which shows that there are 4 different "personality types" and why each type likes to be sold to in an entirely different way. Sell to them they way they like to be sold and your success will be assured. http://www.evancarmichael.com/Sales/3193/CLOSING--IT-WILL-MAKE-OR-BREAK-YOU.html http://www.evancarmichael.com/Sales/3193/CLOSING--IT-WILL-MAKE-OR-BREAK-YOU.html Over the last 29 years I've trained tens of thousands of sales people across more 14 countries and I am convinced that more than 80% of sales people "blow it" and lose the sale at this vital point in the sales process. Why? Well there are many reasons... http://www.evancarmichael.com/Sales/3193/DONT-LET-OBJECTIONS-BE-THE-KISS-OF-DEATH-TO-YOUR-SALE.html http://www.evancarmichael.com/Sales/3193/DONT-LET-OBJECTIONS-BE-THE-KISS-OF-DEATH-TO-YOUR-SALE.html After more than 40 years in sales, and 30 years training sales people from more than 300 different industries, I’ve reached the conclusion that most sales people lack the vital skills necessary to handle objections. http://www.evancarmichael.com/Sales/3193/YOUR-PRODUCT-COSTS-TOO-MUCH.html http://www.evancarmichael.com/Sales/3193/YOUR-PRODUCT-COSTS-TOO-MUCH.html Sales people the world over tell me that the price objection is the biggest objection that their prospects bring up. In a high percentage of cases this objection de-rails the sale and the sales person walks away empty handed and frustrated. Guess what? http://www.evancarmichael.com/Sales/3193/ARE-YOU-MISSING-OUT-ON-SALES-THAT-SHOULD-BE-YOURS.html http://www.evancarmichael.com/Sales/3193/ARE-YOU-MISSING-OUT-ON-SALES-THAT-SHOULD-BE-YOURS.html * Moments of Truth * Lost Opportunities When Your Phone Rings * Quote Givers Don’t Add Any Value * Good Intentions Are Not Enough * The 5 Generations Of Sales People * Track Your Conversions * You Are The Weakest Link – Goodbye! http://www.evancarmichael.com/Sales/3193/LEAVE-IT-WITH-ME---I-WANT-TO-THINK-IT-OVER.html http://www.evancarmichael.com/Sales/3193/LEAVE-IT-WITH-ME---I-WANT-TO-THINK-IT-OVER.html Sales people tell me that this is one of the most challenging objections that their prospects bring up. They ask, "What should I say when a prospect says this?" Well firstly I have to point out that this is NOT an objection, this is actually an "excuse" for not making a decision. It is not the real objection. So this is how we get to the real objection... http://www.evancarmichael.com/Sales/3193/I-WANT-A-BETTER-DEAL--TAKE-IT-OR-LEAVE-IT.html http://www.evancarmichael.com/Sales/3193/I-WANT-A-BETTER-DEAL--TAKE-IT-OR-LEAVE-IT.html I often hear sales people say to me, “Everything was going well, we’d been talking for weeks and then suddenly when I thought my prospect was ready to buy, they wanted to negotiate a better deal. I didn’t know what to do!” So what should they do? I am often asked if I have some kind of “Silver Bullet” cure to solve this problem. The truth is, there is no one simple answer to this question. A better question to ask is, “How do I avoid ending up with a situation like this?” http://www.evancarmichael.com/Sales/3193/FATAL-TRAPS-OF-NEGOTIATING-EXPOSED.html http://www.evancarmichael.com/Sales/3193/FATAL-TRAPS-OF-NEGOTIATING-EXPOSED.html Negotiating is the most highly paid workyou will ever do. You are generally making more per hour when you negotiate than anything else you'll ever do! Here are the most common mistakes made in negotiations. How to avoid these "fatal traps". Why poor planning can lead to a disaster. Why rushing is a big mistake. Why it's important to understand what the person you are negotiating with wants before you open "your big mouth!!!