CollectorsBiz Magazine COVER Page
YOU Can Advertise
In This Magazine
The Truth Behind Linear Selling : Why It Can Make Prospects Run The Other Way
Sean works for a major telecom company.
During one of our coaching sessions on how to master Unlock The Game™, he told me, "I've been diligent about following the sales process that my company believes is required to make a sale -- but, for some strange reason, my prospects don't want to fit into that process.
Here are some suggestions about what to say and do in a sales situation.
* Integrate trust-building language into your conversations with prospects so they'll feel comfortable telling you where they are at in their process.
For example, saying "Where do you think we should go from here?" invites them to tell you the truth, while "Why don't we set up a next appointment to discuss our next steps" gives the impression that you're trying to take control.
* Rather than asking prospects overtly what their decision making process is, use softer language that they can understand from their perspective.
For example, "What specific gates do you anticipate you'll need to go through as you consider the proposition of purchasing the software to solve the business issues we discussed?"
* Don't probe or "fish" for prospects' "pain" as part of your sales process. Prospects have learned through long experience that the appearance of caring is usually a verbal ploy designed to move the sale forward according to the salesperson's agenda. Instead, speak genuinely and with sincerity to what you know their core business issues are. You can find out what these are by getting in touch with customers who have already bought your product or service and asking, "What three or four business issues drove your decision to buy our product?"
Chances are, your new prospect will be dealing with similar concerns.
Consider these ideas, and try these practical suggestions. They helped Sean feel better about letting go of the old ideas he'd been taught.
Maybe they'll do the same for you.
FULL PAGE ADVERTISERS
0-WANT_TO_PURCHASE_ MINERALS_&_OTHER_OIL_&_GAS _INTERESTS.pdf
WANT TO PURCHASE
MINERALS AND OTHER
Send details to:
P.O. Box 13557
Denver, CO 80201
Current Issue of 11/14/2018
91 MILLION PEOPLE WILL SEE YOUR AD!!!!
Your 75 Words WILL be e-mailed
to 65 MILLION PEOPLE;
Texted to 26 MILLION
OPPORTUNITY FOR BORROWERS FOR CAPITAL FUNDS
50,000 And Up.
Send Typewritten Letter Of Business,
How Loan Is To Be Repaid
And A LSASE To:
233-01 MENTONE AVE.
LAURELTON QUEENS, NY 11422
Best Quotes on Owner Financed
Mortgages. Call Now!
23 FAST FOOD RESTAURANT CARD
Comes With 100% No Expiration Date. Burger King, Denny's, Taco Bell, Popeye's, Wendy's, Boston Market, KFC, Pizza Hut, and more. Only $10.00 or 2 for $15.00. Buy 3 Get one FREE! Send Cash or Money Orders to:
BRUCE MCFAYDEN SALES
670 MADISON AVE.
DAYTONA BEACH, FL 32114
23 POPULAR FAST FOOD RESTAURANT DISCOUNT CARD
THE MAILBOX MAGIC!
Receive AD with YOU in #1. Start by Mailing $10 to Each Member. You will be in #2 & #4 in your recruit's Ads.
1. Cergine Cator
1327 NE 125 St.
2. Gerard Jeanty
12035 NE 2nd. Ave 3315
3. Akiko Frazier
98-838B Kaonohi St.
Aiea, HI 96701
12035 NE 2nd. Ave 3315
N.Miami, FL 33138
Only $19.95 for 54
Words or Less
Expect Amazing Results
DALLAS, GA 30132
BECOME A MILLIONAIRE IN SIX MONTHS!
5000 Flyers Mailed On All 3-Levels. Receive $200 Money Orders In All 3-Levels, A Free 24/7 Website.
Join Us Now!
Make huge profits selling NURSING CAREER "Learn & Earn" Reports!
ROAD TO RICHES
$6,000 GuaranteedMillions Possiblewww.roadtoriches.org/main-3693William D. Powell49 W. ChicagoPontiac, MI 48340
HOW TO GET ONE MILLION
PEOPLE TO SEND YOU $100
Totally New, Fully Automated
ENDLESS CASH SYSTEM!
Send $1 & SASE
1259 E. 58th. ST.
LOS ANGELES, CA 90011 sc
Work In Your Spare Time From Home.
Earn $1,000+ Weekly.
Free Report: Call 1-800-943-7203
Visit Our Website At:
Ref. Code 56035
INFORMATION. Should I go into Nursing? Would it make a great career? Send 4 First Class Stamps. Receive Reports on Nursing, Saving on Orlando Vacation and Building Your Credit.
HAROLD BOSI #RA
PO BOX 35-188
ELMWOOD PARK, IL 60707
MAKE YOUR FORTUNE WITH
By Mail/Over the Internet - electronic & paper products! HUGH bucks from 1000% - 2000% profit margins! Includes reprint/resale rights!
Send $3 and 2 F/C stamps today to:
McNeal Publishing Co., Suite ST.
PO Box 490443
Chicago, IL 60649
MAKE $600 A WEEK MAILING MY SPECIAL POSTCARD!
WOW Start Up Home Based Business
For Under $20
With HUGE PROFIT POTENTIAL!
FREE DETAILS Send SASE To:
PO Box 20783
Portland, OR 97294
YOU CAN EASILY RECEIVE A SECRET...
That You Are Not Required to Ever Pay Back!
FREE UNLIMITED PHONE CALLING SERVICES!
No Monthly Phone Bills, No Annoying Contracts. Must Have WiFi Connection. Send Cash Or Money Order Of $10.00, Plus A Self-Addressed, Stamped Envelope To: Joseph Jacob Garner, 1349 W. 135th. ST.Sp #10, Gardena, CA 90247
Make up to
FREE PRESCRIPTION DISCOUNT CARDS
which save people up to 87% at over
54,000 pharmacies nationwide!
Send this ad and $1.00 to:
PO BOX 111124
AURORA, CO 80042
Attn: RxCut HIM-1