Selling Your Wood Work Tutorial

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Blog series by Michael1 updated 11-14-2011 08:41 AM 11 parts 84356 reads 52 comments total

Part 1: Introduction: What is the art of selling?

10-05-2011 08:17 AM by Michael1 | 11 comments »

6 Hours ago I posted a question concerning the interest of members for a tutorial on selling your work. So far I have had 132 reads and six direct comments showing interest so I am posting the first of my series which is mostly an introduction. I will post a blog daily giving a specific lesson in all major categories of the sales cycle. Hope you enjoy. And of course, critiques, comments and criticism is welcome as well as suggestions to making it a better blog. I believe that selling ...

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Part 2: Market Research and Competition

10-06-2011 04:46 AM by Michael1 | 13 comments »

MARKET RESEARCH AND THE COMPETITION Your shop is set up and you have your product in mind. You have the motivation and encouragement from friends and family that somewhere out there someone would want to buy your work. But where do you begin? In order to successfully sell your product you must have a target market. It is not realistic and actually foolish to think that everyone needs or wants your product. On the surface this should seem logical if you are creating hand turned bowls...

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Part 3: Three catagories of sales and the sales cycle

10-07-2011 02:03 PM by Michael1 | 7 comments »

THE THREE GROUPS OF SALES AND THE SALES CYCLE In my first blog I had mentioned that when I first went into business I bought and read every book and magazine that had anything to do with business and sales that I could get my hands on. I read allot of books and soon realized allot of books are designed not to be educational, but are in my humble opinion, written with the sole purpose of selling the book. One such book out there claimed to have 205 ways to “close the sale”. It had all ki...

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Part 4: Effective Prospecting

10-09-2011 08:58 PM by Michael1 | 3 comments »

EFFECTIVE PROSPECTING In order to find the right people to sell to you must have an effective prospecting plan. Recently I read an article in INC magazine where the focus of the article was that prospecting was no longer necessary for success. Personally I can’t disagree more. The message of the article had a good general idea to rely on referrals and word of mouth to promote your business rather than cold calling leads and prospects. While this approach might work if you are well esta...

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Part 5: Cold Calling

10-11-2011 10:37 PM by Michael1 | 5 comments »

MAKING THE COLD CALLWhen making a cold call I leave out the pleasantries and formalities and tend to get to the point. I do not ask the person that I have called if I am catching them at a bad time or how their day is going? After all what do I expect them to say? “No, you are not disturbing me, I was just sitting around waiting for the phone to ring.” Of course you are disturbing them from whatever they were doing before you called. For most the prospecting stage will take the form of...

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Part 6: Interviewing your prospect

10-13-2011 07:23 AM by Michael1 | 3 comments »

INTERVIEWING YOUR PROSPECT You have scheduled an appointment with your prospect and the day comes for your appointed time to deliver an effective presentation and you are on your way to closing the deal and gaining a new customer. Sometimes when you are in front of your prospect, they might throw you a curve ball that forces you to think quickly on your feet. The features and benefits you planned on selling them with come to find out are not the benefits they are looking for. For this r...

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Part 7: Presenting Your Product to Win Sales

10-25-2011 08:57 AM by Michael1 | 2 comments »

I apologize to the faithful readers of my blog series for the delay in getting this bog out. I have had an exceptionally busy week this past week and have limited computer time. Hope you enjoy…. How to Present your products to win sales When you transition from the interview stage to the presentation stage of the sales cycle, it is important to remember that the sole purpose of the presentation stage is to lead into the closing stage and effectively be able to close the sale wit...

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Part 8: Closing the Sale

10-28-2011 06:55 AM by Michael1 | 4 comments »

Closing the Sale You have done all your homework on your prospect, you have interviewed your prospect and found what they do, how they do it, why they do it and who they do it for and you have given a solid presentation and are ready to go for the close. The problem is how do you close your prospect so they graduate to the class of being a customer? I have heard all kinds of tricks and antidotes to use over the years and it is the subject of many books and magazine articles. Truth be ...

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Part 9: How to handle Objections

10-29-2011 07:38 AM by Michael1 | 2 comments »

DEALING WITH OBJECTIONS Part One Before I get into dealing with objections, I received a very good comment from fellow LJ thedude50 that is a very good and important point in closing the sale. When you present your closing statement, many times there will be a uncomfortable silence period. It may feel like several minutes, but rest assured you are nervous and it really is only a few seconds. Sometimes the prospect is ...

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Part 10: Dealing with Objections Part 2

11-07-2011 06:24 AM by Michael1 | 2 comments »

Dealing with Objections Part 2 Often times when selling, we encounter other objections than price objections or the customer wanting time to think about the purchase. What do you do if you get a downright “No” when you close the sale? Or what if the customer is reluctant to change the status quo? Maybe your competition is a larger better equipped shop and your prospect has objections to your capabilities or lead times. What...

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Part 11: Treat your Supplier like they were your Customer

11-14-2011 08:41 AM by Michael1 | 0 comments »

A VARIATION OF THE 80/20 RULE/Treat Your Supplier Like They Were Your Customer: This theory is more directed to business philosophy and practice rather than direct selling but if practiced, can lead to customers in areas you would otherwise overlook. The 80/20 rule as considered by most in business is nothing new. To my knowledge, it is taught in Business 101 at most colleges. I say “to my knowledge” because I did not major in business in college. No sir, I acquired my Masters degree ...

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