Richard Mulvey Articles

Who knows Whom - Click To Read Article
Who do you know who could help you get that next contract? Who do they know who might be able to help? You may not be as far away as you think from the biggest business you have ever imagined.

What is selling - Click To Read Article
Sales people the world over have a bad reputation. This is not fair for the few who know what they are doing but is created by the many who have no idea what selling is all about

What is the best thing your customers can do for you? - Click To Read Article
Few companies understand how important complaints are. We don't like to get them and often handle them badly. There is a better way. Complaints are good things and, if they are handled quickly, will almost guarantee that the customer comes back.

What do you call yourself? - Click To Read Article
Your customer is the most important person in the world to you. Does your job title reflect that?

The Itch - Click To Read Article
There is a simple way to attract repeat business from existing customers that people often forget that sales people often forget. Are you monitoring the itch?

The easy way to close more sales - Click To Read Article
There are two way's to close more sales the hard way and the easy way. The hard way is to improve your selling skills, this article is all about the easy way

The Hunter, The Farmer and the Farmer's Wife - Click To Read Article
There are three different types of sales people. You may be able to retrain your team, but eventually they will return to their comfort zone.

Price Objections - Click To Read Article
Price is never really the issue. I have handled this one in an earlier article. The issue is value not price. In sales we have to get across a value message rather than a price message.

Mastering Stage Fright - Click To Read Article
When you are presenting your product or service to a group of customers, do you get stage fright?

Let’s get personal - Click To Read Article
Have you ever had an e-mail or letter that starts "Dear Customer" and remains unsigned? Does that make you feel warm towards the company? Are you likely to rush out and use their services? People like to buy from people not from companies. Get Personal!

“It is too expensive” - Click To Read Article
What do you think your customer means when he raises this objection?

It’s all about William - Click To Read Article
Have you ever wondered why some sales people sell well and others don't? This article may give you a clue.

How do you get to see a prospect who doesn’t want to see you? - Click To Read Article
If you don't get face to face with your prospect you probably won't convert him. This article will give you a few hints that may give you the edge over your competitors.

Getting New Customers - Referals - Click To Read Article
We all talk about referrals as a great way to attract new customers to your business, but how many referals have you got this week? Last Week? Since Christmas? We talk a lot about referrals but we don\'t do any where near enough to get them.

Dont give it away always trade it - Click To Read Article
When we give away something, anything, the person receiving it will consider the value to be less than they deserve. Only if you value things highly will your negotiating opponent consider it to be of high value.

Don't aspire to be the cheapest. - Click To Read Article
The law of supply and demand suggests, amongst other things, that if you are the cheapest you will sell more. This is just not true. Price is so closely linked with our perception of quality that the higher priced product may be easier to sell.

Do you sell products or dreams - Click To Read Article
Far to often we focus on the features of a product when we try to sell it.

Closing the Sale - Click To Read Article
If you don\'t close you are working for the opposition! Actually if you don\'t close you will be working for the opposition next year anyway, so best we learn how toi close more sales now

Can I help you? - Click To Read Article
Are you asking the right questions?

Buyers Tricks - Click To Read Article
Buyers are really nice people. That is a broad statement but I truely believe that buyers are nice people after work, but during office hours they can be... well... difficult. Sometimes they will trick you into getting a better deal, watch out for these tricks. If you are a buyer, do not read this article. :-)

Anybody can become a good salesperson - Click To Read Article
How did you get into sales? My guess is that it wasn't the career your parents had picked out for you. Usually parents want their children to be accountants or lawyers or go into the family business. Selling is not usually top of the list.

After you ask for the business..... SHUT UP! - Click To Read Article
There are few rules in selling that apply to all sales, but this is one of them. If you learn this as a new technique today you will close more sales tommorow.


Like this article? Share it with your friends

---

	No article feedback found.
	Leave Your Feedback

---

To learn more about the Evan Elite Author Program please contact us.