Mortgage Leads Junk Vs Real Time

Writen by Jay Conners

If you are a loan officer or mortgage broker and you are on the market for mortgage leads, you may want to research the companies you are considering to determine exactly what kind of leads you will be receiving. Not to mention, where they are coming from.

A junk lead is classified as a lead that is old or recycled by many loan officers and many lead companies. It may come cheap, but chances are, it won't be worth the two dollars you spent on it.

A real time lead is a lead that is considered fresh. Meaning, you will receive it on the same day the applicant fills out the on-line form. If the lead is any older than a day, it can hardly be considered real time.

When researching mortgage lead companies, be sure to find out where the mortgage lead company is obtaining their leads from.

If they obtain them from web sites they own and operate themselves, where they are directing potential clients to fill out on-line forms, you can safely assume that you will be receiving fresh, real time leads.

If the customer service rep for the mortgage lead company you are considering starts dodging your questions, than you can safely assume that the leads are not fresh.

This is not to say that the lead company does not have good leads to offer, but it would be wise on your part to find out exactly where the leads are coming from to be sure you are getting the best quality leads for your money.

In the end, it all depends on what you are looking for. Quality or quantity.

Quantity will most likely get you hang ups and answers such as " I closed that loan weeks ago," or "I filled out that application months ago." If you are tired of these scenarios, you should definitely consider going with quality mortgage leads, otherwise known as real time mortgage leads, it just might be worth your while. Best of luck.

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.

Carol Vorderman And A Lesson For Sellers

Writen by Maitiu MacCabe

After a week in which I "straw polled" six sellers to describe their new product to me, to depressingly discover that the word "fantastic" was used by four of them within the first sentence -two of them also described their new product as "amazing" in their first descriptions, - I was then rooted to my chair by Ms. Carol "Fantastic" Vorderman, who managed SEVEN "fantastics" in three consecutive sentences .....I think she was going for a new PB.....(BTW, for those of you not familiar with tv in Ireland and the U.K., the fragrant Carol is presenting something on television EVERY time you tune in).

Anyway, I wanted to have a rant at sellers who simply do not realise that words and language are the tools of our trade. Unfortunately there are too many of us who believe it's a game of "Outsmart them before they outsmart us".

Precise, dynamic, descriptive, vivid language and communication is what distinguishes professional sellers from the "Del Boys" of this world. Every word we utter MUST be crafted, edited, honed, and designed to build the exact image........ not a millimetre of error allowed...... that we wish to develop in the customer's mind.

An apocryphal story that I came across on a copywriting forum makes the point.... and illustrates "Precise, dynamic, descriptive, vivid "!:

One day, there was a blind man sitting on the steps of a building with a hat by his feet and a sign that read: "I am blind, please help."

A creative publicist was walking by and stopped to observe. He saw that the blind man had only a few coins in his hat. He dropped in more coins and, without asking for permission, took the sign and rewrote it.

He returned the sign to the blind man and left. That afternoon the publicist returned to the blind man and noticed that his hat was full of bills and coins.

The blind man recognised his footsteps and asked if it was he who had rewritten his sign and wanted to know what he had written on it.

The publicist responded: "Nothing that was not true. I just wrote the message a little differently." He smiled and went on his way.

The new sign read: "Today is Spring and I cannot see it."

Hits the nail on the head, doesn't it?

Words Tell. "Fantastic" and "Amazing" really do it for you, don't they?...ugh!....
Words SELL. Descriptive, glamour image, "mind picture" language changes minds, changes the world.

P.S. Do you know that there are over 40,000 descriptive adjectives in the Oxford English Dictionary?.........and "Fantastic" is the best you can do?

P.P.S. And if you are daft enough to admit to this.... please go and get a job that does not involve persuasion, influencing, or negotiating. You are a danger to yourself and others.

Keep Selling!

Maitiu MacCabe

P.S. If you enjoyed this aticle, check out others of high interest to sellers at :
Great Expectations Sales Blog

Maitiu MacCabe is the founder and Senior Partner at Great Expectations Coaching, a Dublin based sales and marketing coaching consultancy. See his full biography and read his in-depth selling and marketing articles, and his sales blog at: Click here for HOME PAGE

Get The Decision To Buy

Writen by Kurt Mortensen

A critical key to persuasion is to understand and use dissonance. You always want your prospect to feel they made the decision, and they persuaded themselves. That is why we say internal pressure is the secret. Let the rubber band stretch. When talking to a prospect you want them to make a decision as soon as possible. They don't need to know everything about your product or service. Get them involved and fill in the blanks later.

Before they buy your product of service, they are looking for reasons not to do it. After they have made a decision to purchase, they are looking for reasons to stick with the purchase. If you don't get them while they are hot and ready to purchase, your list of features and benefits will cool them off and they might not buy. This is called overselling. You have talked someone right out of the sale. You did not get a early decision to buy or your laundry list of features and benefits stole the energy and talked them right out of buying.

A study by Knox and Inkster found interesting results at a racetrack. They interviewed people waiting in line to place a bet, and then questioned them again after they'd placed a bet. They found people were much more confident with their decisions after they had placed their bet than before the bet was made. They exuded greater confidence in their decisions and their chosen horses after their decisions were final and their bets were firmly in place.

Younger, Walker, and Arrowood decided to conduct a similar experiment at the midway of the Canadian National Exposition. They interviewed people who had already placed bets on a variety of different games (bingo, wheel of fortune, etc.) as well as people who were still on their way to place bets. They asked each of the people if they felt confident they were going to win. Paralleling the findings of Knox and Inkster's study, the people who had already made their bets felt luckier and more confident than those who had not yet placed their wagers.

These studies show that to reduce dissonance, we often simply convince ourselves that we have made the right decision. Once we place a bet or purchase a product or service, we feel more confident with ourselves and the choice we've made. This concept also holds true in persuasion and sales. Once the payment is given for your product or service, your prospects will usually feel more confident with their decisions. Have them make the payment or finalize the choice as soon as possible! This will increase their confidence in their decision and they will look for reasons to justify that decision.

We find what we seek. If we can't find it, we make it up. In politics, members of different parties will refuse to peaceably or tolerantly listen to opposing party commercials. Smokers won't read articles about the dangers of smoking. Drug users don't spend much time at clinics. We don't want to find information that might oppose our current points of view.

Dissonance is a powerful tool in helping others make and keep commitments. In one study, researchers staged thefts to test the reactions of onlookers. On a beach in New York City, the researchers randomly selected an accomplice to place his beach towel and portable radio five feet away. After relaxing there for a while, the accomplice got up and left. After the accomplice had departed, one of the researchers, pretending to be a thief, stole the radio. As you might imagine, hardly anyone reacted to the stage theft. Very few people were willing to put themselves at risk by confronting the thief. In fact, over the course of twenty staged thefts, only four people (20 percent) made any attempt to hinder the thief.

The researchers staged the same theft twenty more times, only this time with one slight difference repeated in each scenario. The minor alteration brought drastically different results. This time, before leaving, the accomplice asked each person sitting next to him, "Could you please watch my things?" Each person consented. This time, with the Law of Dissonance at work, nineteen out of twenty (95 percent) individuals sought to stop the thief by chasing, grabbing back the radio, and in some cases, even physically restraining him.

Most people try to follow through when they promise they will do something--especially if it is in writing. This is why corporations sponsor writing contests about social issues or their products. They really don't care about your writing style. What they're really looking for is consumer endorsement. The writer puts down, in her own words, what she thinks the company wants to hear about its issue or product. Having made a written commitment to supporting and endorsing a product or issue, the consumer will now support the sponsoring company in their cause or will willingly buy their product.

In one particular study, 100 high school students were asked to write an essay on whether or not the voting age should be lowered. Half the students were told the speeches would be published in the school newspaper, while the other half were told the essays would be kept confidential. After completing the essays, researchers exposed the students to a persuasive speech arguing that the voting age should not be lowered. Of the students assuming their papers were going to be published, very few of them changed their original position. Of the students who believed their papers were confidential, most altered their stance on the issue to agree with the persuasive speech.

Many times, even when we have made a bad decision, we become so entrenched in our belief that it was right that we will fight to the bitter end to prove it. We can't handle the dissonance in our minds, so we find anything to prove our decision was right. We become so embroiled in justifying our actions that we are willing to go down with the burning ship.

When buying and selling shares of stock, investors commonly stick with stocks that have recently slumped in price, with no prospects of recovery. Rationally, the best decision is to cut their losses and invest elsewhere. Irrationally, however, investors often hang on, ensnared by their initial decision.

Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. Beware of the common mistakes presenters and persuaders commit that cause them to lose the deal. Get your free report 10 Mistakes That Continue Costing You Thousands and explode your income today.

Conclusion

Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you've seen some success, but think of the times you couldn't get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.

Kurt Mortensen teaches over a hundred techniques to give you the ability to effectively work with every customer that walks in your door. Professional success, personal happiness, leadership potential, and income depend on the ability to persuade, influence, and motivate others. Learning how to persuade and influence will make the difference between hoping for a better income and having a better income.

If you are ready to claim your success and learn what only the ultra-prosperous know, begin by going to http://www.PreWealth.com and getting my free report "10 Mistakes That Continue Costing You Thousands." After reading my free report, go to http://www.PreWealth.com/IQ and take the free Persuasion IQ analysis to determine where you rank and what area of the sales cycle you need to improve in order to close every sale!

Selling Quotabilitiesquot Part 2

Writen by Victor Gonzalez

In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware.   I mentioned how most high tech salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability.  In this article I want to discuss how to sell upgradeability.  When is the right time to sell upgradeability?  When do you mention the possibility of future upgrades?  How do you position future upgrades to software or hardware with a new or existing customer without selling yourself short?  How often should your company release upgrades?  These are all great questions when it comes to the art of selling upgrades. 

Selling Upgradeability

So how do you sell upgradeability?  Well, lets start with a basic question. What does the word upgradeability bring to mind when a salesperson mentions the word?  If you're like myself, I think the product has room for improvement and in the future if I choose, I can upgrade to whatever new capabilities the software or hardware may offer.  Microsoft Windows epitomizes the model for selling upgradeability.   There are four ways to sell upgradeability:

Strategy 1:  Ernest Dichter a famous advertisement executive made a statement that talked about how we as sales or marketers must use the techniques of motivational thinking to make people constructively discontent.  Dichter knew people would only buy a product when they are discontent with what they currently have.  The job of marketing and sales is to make 'people constructively discontent' with what they're currently using.  A good example of this is our migration from the audiotape to the compact disc.  Marketers reminded us of that annoying 'hiss' sound with tapes and how time consuming it was to rewind or fast-forward to find our favorite song.  They went on to promise the delivery of full 'fidelity' with the compact disc along with the ease and convenience of finding your favorite song.  Consumers bought the argument and the age of the compact disc was heralded in.   When selling upgrades, are you making your customer 'constructively discontent'?

Strategy 2:  When I hear upgrade in any sales pitch I immediately think of options.  The task of the salesman is to give the customer a 'vision' of what could be possible if they chose your product and decide later on to upgrade.  Upgradability indicates there are other features that can be purchased without having to absorb the cost for them all at once.  A customer likes to know that if they are satisfied with the products performance that they could upgrade at any time to something more sophisticated or advanced.  This piece meal approach is especially effective with customers who have limited budgets.

Strategy 3: Upgradeability, especially second or third generation indicates to the customer that your company is continually improving on the product (i.e., responding to customer needs and investing in Research & Development).  This is key; many customers want to be reassured that the product has not 'peaked in performance' and that you will be improving the product over time.  Upgrades should be sold on average once a year.  To many upgrades a year can be seen as 'product fixes' or another way of extracting further sales from a customer leading to 'buyer resentment'.

Strategy 4: A major mistake made by many salespeople is not taking the time to show or prove to the customer how using your product will increase sales and effectiveness thereby leading to quick return on the buyer's Return On Investment (ROI).  Customers want to see hard numbers on how the solution you're offering is going to positively affect the bottom line.  Too often salespeople will say things like, "This is going to improve you productivity.",  "This will make your employees more effective in their jobs." Or, "This is going save your company a lot of money adding this upgrade."  All these statements are qualitative, not quantitative; the latter can be proven, the former is just an assertion.  Customers want quantitative proof of how your upgrade is going to improve their profitability either by increasing sales or reducing their cost.  Highly trained salespeople go into a customer meeting armed with quantitative proof of how upgrading to the next product level will achieve their profitability goals.

Upgrades are a great way to add an additional revenue stream to your company's bottom line.  Again, think Microsoft.  Every year or so, a new version of Windows comes out and many of us technophiles rush out and buy it.  How can you create this type of excitement or anticipation with your company's product upgrades? 

Victor Gonzalez, All Rights Reserved 2004

Victor Gonzalez, top motivational speaker, sales trainer and author of "The LOGIC of Success".  For more info go to:  www.thelogicofsuccess.com or by email victor@thelogicofsuccess.com

Sell Your Customer What They Need

Writen by Jay Conners

When it comes to selling your products it is important to ask your potential customers probing questions as well as open ended questions. These types of questions are geared toward gathering information. They commit your customer to giving you anything but a yes or no answer.

For instance, an open-ended question would come across like this:

What is it that you like so much about your current bank?

Now, if you are a banker trying to get a customer to bank with you, you will now be able to compare your products and benefits to what your customer has just told you about their current bank.

Also, by finding out about what they like, you will also find out what their needs are.

Another name for selling a customer what they need is "needs-based selling."

All sales people have goals and we have a tendency to sell things to people even though they have no need for the product just so we can have our numbers inflated so we can talk about it during the weekly sales meeting or conference call.

The downside to selling something to someone that they have no need for is that your customer will quickly figure out that they don't have a need for it and will never consider you in the future for your services.

This is the reason why it is so important to find out what your customers needs are before you sell them something. When you sell a customer something that they need or want, they will be truly happy with the product and the service and appreciate your help.

As we all know, a happy customer is a good customer and will always come back to you for your services and refer friends and family to you as well.

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com a mortgage resource site. You can also check out his blog at http://wwwmortgagespot.blogspot.com for more articles

The Force That Drives Buying Decisions

Writen by Shamus Brown

What do people buy?

They don't buy your wonderful presentation.

People buy solutions and visions.

How do you find out what buyer will think that is?

Ask.

Ask questions.

Spend most of your time asking questions of your prospects, and you will have the opportunity to find out if there is a solution or vision that they want to buy.

When I say solutions or visions, here's what I mean. People buy solutions to problems or deep felt pains that they have or fear happening. People also buy visions that represent the means of attaining their desires.

Of the two, most people will have a stronger motivation to solve or avoid a problem than they will to do something to attain a desire. Don't believe me? Just look at how many people claim to dislike or even hate their jobs. Anyone *can* get a new job or start a new career. Most people never do though. Why? Because the fear of going into the unknown or losing their secure paycheck is more painful than enduring whatever pain or frustration they might have in the job they claim to hate or dislike.

Let's say that If you wanted to sell someone on changing careers. You would need to first deal with whatever they feared in the process of changing careers. Only after successfully addressing this you could ever complete this sale and motivate them with the exciting possibilities that the new career offered.

A business might have a need for a particular product or service that offer. You look at this business, and you just know that they need it. It would make real difference to the way they do business, how they treat their customers, how much revenue they take in, or how efficient they are.

None of this matters.

Nope. That is your perception. The only thing that really matters is whether or not the people who run this business perceive that something needs to be changed. Businesses buy something when they recognize that a change needs to occur to fix or avoid a problem, or to realize a vision for the future.

Now, some prospects are walking pain statements. They'll hand you their problem right up on a silver platter and ask you if you can solve it. These tend to be the easy sales. We love these.

Unfortunately for us, there aren't enough sales like this in most industries to make our sales goals off of. Not all people or businesses perceive that they need to change. Not all buyers are aware of the problems, pitfalls, or opportunities that are out there. This is especially true when you sell an innovative or new product, and people are not even aware that what you offer exists.

So herein lies the challenge and the opportunity for us as salespeople (and the reason why businesses have salespeople instead of a stack of order forms in their corporate lobbies). We are paid a lot of money to find the prospects that are unaware of the problems and possibilities, and to show them the consequences that await them.

People are motivated by consequences. This is one of most important things you can learn in persuasion. Consequences are what people fear or want most. This is the root motivation for what people do, or don't do - what they buy or don't buy.

Earlier I said that by asking questions of your prospects you will have the opportunity to find out if there is a solution or vision that they want to buy. I used the word opportunity specifically, because just asking questions is not enough.

You must ask the right questions at the right time. Use questions impotently, and not only will you not learn what motivates your prospect, you'll likely hear "I want to think about it, call in me in a couple of weeks". This in most cases is just the same as losing the sale.

© 1999-2004 Shamus Brown, All Rights Reserved.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

Goal Getting An Alternate Way To Approach Your Direct Sales Business

Writen by Annette Yen

In my many years of Party Plan direct selling I have seen it time and time again... women come home from their annual convention fired up, determined that by next year they'll be able to walk the stage in the top 10, earn the cruise and have enough income to purchase their dream home on the ocean. It is great to come home motivated and excited about your company. Having big dreams is a wonderful thing!

Sometimes, however, it's just not realistic for the average WAHM who wants a life outside of her business. Because she has just heard some wonderful goal setting advice from the top leaders in our company she sets those wonderful goals, posts them on the fridge with a picture of the dream home circled in red pen and she looks at them every day.

But the reality of it is, many work at home moms have life boundaries that they are unwilling to cross. And those boundaries will make it very difficult to achieve even one of those goals. Because of this, unfortunately, many women who could have a wonderful and fulfilling career in direct sales quit because the goals they've set are just plain unrealistic for where they are in life. Instead of enjoying the benefits of a business with the freedom and flexibility to earn some money while still living the rest of life, they assume they've failed because the unrealistic goal was just that... unrealistic for now.

That said, if you're a mom like me who has a full life with other involvements and time commitments that you are unwilling to shelve even temporarily for your direct sales business, you might enjoy an unorthodox approach to goal setting. I like to call it Goal Getting.

With Goal Getting you are looking at your life and determining exactly what you can expect from your Direct Sales business based on your priorities and life commitments. Basically, you're working backward from the usual goal setting process.

First, let's lay some groundwork. If you are married, talk with your husband about your schedule. If you were to say to him, "Honey, I'm planning on being out four nights a week for the next 6 months so I might earn a cruise," what will he say? What about three nights? Two nights? Is one night a week or even one night a month the more realistic schedule for you? You can always come back to him after you've written down your schedule (see next step) to add in an extra day or two or more.

Now, here's where the work comes in. If you don't already have a master family calendar, it's time to get one! Get a nice big calendar with room to write in each day of the month. Pull out all the schedules you have, school, church, mom's groups, bunco nights, etc, and put them all on there for as many months out as you can. Do you have date nights with your hubby regularly (if not, you should... but we'll save that for another day)? Is there a TV show that you absolutely will not miss for ANYTHING and are not willing to record? Be realistic here ladies...some moms come into a business and say, "Oh, I can sacrifice 'Survivor' to do a party" but then the first time a party comes along on that night, and they resent having to give it up. Do yourself a favor and admit it...and schedule around it!

Do not just look at evening activities, but write in the daytime stuff too. Think through a typical week for your family. You want a realistic picture of what is there. So few women do this but it's a worthy exercise no matter what home business you are in but particularly with Direct Sales where being away from home for a party or workshop is a given.

Now, take that full calendar back to your husband and work together with him to determine how many and which nights would be best for you to be away. Meet with the rest of the family and talk over what this is going to look like so everyone is on the same page.

The groundwork is laid...now let's GET the goals...

1. Find out from your company what their average party/workshop sales are. This will likely be your average too and even if your totals are higher, use this average for the goal getting process since it will allow for cancellations, reschedules and the like.

2. Based on your commission structure, and basic costs of doing business, determine how much you'll take home from an average party.

3. Multiply that number by the amount of parties you've determined you can do in any given month.

Ok, now what do you think of that number? Not bad, huh? Do you want it to be higher? Talk with your family again and see if there are any changes that can be made, but remember that those changes will mean sacrifices in other areas of your life. That's fine but just remember that you cannot have it all!

Although many hope for it, most in the home party plan business will not reach the $100,000 annual achievers club and the company incentive trip while still being the president of the PTA, singing in the church choir, being the Girl Scout Troop leader, having a date night with your husband and maintaining a spotless house where husband comes home to every night to a rested wife ready to meet his every need!

However, even with a full life, you CAN make a nice additional income, purchase your own products and gifts for others at a discount and maybe even earn an incentive or two. And who knows, when the kids are older and the scout troop no longer needs you as leader, you can add a party or two to your schedule and earn that cruise.

Annette Yen lives a full and happy life as a homechooling work at home mom. With over 20 years of direct sales experience she loves sharing her love for direct sales with other moms. You can get a free Goal Getting Worksheet and other tools for your direct sales business at her site http://www.directsalestools.com.

Everyone Wants What You Are Selling They Just Do Not Know It Yet

Writen by Lance Winslow

One of the best salesmen I ever met and no he would not come to work for me when I tried to hire him away to work for the Franchising Company I founded; had a saying. He told me of all his successful sales, which I had kind of figured since we had just made a rather large purchase from him. His saying was that; "Everyone Wants What You Are Selling They Just Do Not Know It Yet!" I thought that was funny and a really good attitude for a salesmen and then we discussed this concept in more depth.

You see when he first came in; I told him I was not interested and explained how we did things. He said; "Well yes that is a unique way of doing things and I am certain we can modify this to help you do it your way even better" and then we got into a the modification process and all the needs and objections to the thing and sure enough the salesman/problem solver proved himself right?

You know what? I really did want what he was selling and I really did not know it yet. But after the sales process was over and we took delivery it was truly one of the best things that our company ever did. The modified units helped our company become more efficient and gave our franchisees the edge over the competition. So perhaps you might consider all this and become a problem solver and not just a sales person and consider that; Everyone Wants What You Are Selling They Just Do Not Know It Yet! Think on this in 2006.

Lance Winslow

If You Want To Sell More

Writen by Larry Klein

If you want to sell more, stop selling.

Do you like to be sold?

Notice that when you see a sales pitch coming, your muscles tense up a bit and you put on your "armor" so as not to be convinced of something you don't want. Your prospects do the same. Everything you've been taught by product companies—about spouting features and benefits screams SALES PITCH and insures that your prospects will resist.

I created a self-study program on selling, and the most frequent question I got was "where's the section on handling objections?" The only reason a sales person gets objections is because he attempts to sell what the prospect does not want. Of course the prospect will object! Do they object when you offer what they want?

How many times have you shown your prospect the mutual fund brochure or the insurance brochure? In fact, how many times have you mailed it before meeting? If you want to be any more certain of raising your prospect's resistance, keep sending them product and sales literature. Not only do they resist when you start off in this fashion, they have no interest in your agenda. If you want to get their attention, send an item that addresses their agenda.

In the next few minutes you can learn to stop selling and get the prospect to buy.

The fastest way to get your prospect's attention is to communicate to them about issues important to them. Their desires (their agenda) are their foremost concern. Here are some common foremost financial concerns:

- To have more income
- To pay less tax
- To have financial independence in retirement
- To protect themselves and family members from financial catastrophes

People are very eager to have these desires satisfied. Wait a minute, don't you offer products and services that satisfy these desires? Then how come people are resistant when you attempt to sell? Because you have put the cart before the horse. You fail to get their attention before you alienate them by discussing your products and services.

First, get their attention. If you mail items or place an ad, here's the message:

Wauskegee Retiree increases income by 20% and pays 30% less tax –without accountant's help

It's true, John M. retired two years ago and was comfortably living on his retirement income but worried about future increases in his living costs like healthcare and utilities. Would his money last? His accountant had no suggestions but John was able to uncover three simple changes that
• Reduced the tax he pays on his social security income
• Offset the tax he pays on his pension income
• Boosted his interest income to secure his future

Maybe you can benefit from items that John uncovered. Learn what John M. did. Call and get your free copy of the booklet "Three Ways Retirees Can Cut Taxes and Enjoy More Income."

Call 800-xxx-xxxx and get your copy

©2005 NF Communications, Inc., All rights reserved

Notice that the above communication doe not mention any product. It does not offer any teaser rate. It addresses only the issues of concern to most every retiree—running out of money.

So when does you product come into the picture? After you have presented the ideas that match your prospect's agenda. After you have won their trust as a person with solutions and made friends. The last part of the sales conversation is about the specific tools you use, after the prospect has expressed interest in your help.

In your mind, the prospect's desires are fulfilled by your product. This is so obvious to you that you forget it's not obvious to the prospect. So when you discuss your product too early, the prospect thinks, "what does this have to do with my concerns?" It's only after you have fully flushed out the prospect's concerns can you ask, "If I could help you with that, would you want to know more about it?" You then explain the solutions in general (no product mention) and confirm with the prospect that your conceptual solution is on target. "Would you like me to recommend the specific solution that will best fulfill what we have agreed on?" Then, when the prospect expresses interest in your recommendation (i.e. he trusts your suggestion), you can show your product.

Put the horse (the prospects agenda) before the cart (your agenda—the sale of your product or service) and your journey with prospects will be more enjoyable and lucrative.

Larry Klein CPA/PFS, CFP®, Certified Retirement Financial Advisor™, Harvard MBA helps advisors get wealthy by being great advisors. He is co-creator of the Advanced IRA Rollover and Distribution Training and creator of the Certified Retirement Financial Advisor designation and training. Over 14,000 financial professionals use his marketing and lead systems and attend his educational programs to obtain more and better clients, serve them better, increase sales of financial products and services, increase commissions and fees, and earn more while working less. His programs are in use by brokers and planners at most major securities firms, many NASD firms, and by hundreds of independent insurance agents and captive agents with large, well-known insurance companies. Details on his winning marketing systems and his complete book on Marketing Financial Services to Seniors are available at http://www.nfcom.com.

Focus On Adding Value

Writen by Diane Helbig

Henry Ford said, "Wealth, like happiness, is never attained when sought after directly. It comes as a by-product of providing a useful service."

In other words, when you focus on providing value, people respond. I've spoken with many new, small business owners who wear many hats. While they understand their product or service completely, they struggle with the sales process.

It seems they have preconceived ideas based on their own experiences of salespeople. You know the ones – they're dressed to the nines, have nice (though probably large) jewelry, are aggressive, pushy, and loud. Most of the time, they're the last person you care to deal with. However, they're also intimidating, almost larger than life.

Where do you think the phrase, 'buyer's remorse' came from? It came from people who were pressured into buying something they really didn't want or need.

No wonder these small business owners feel trepidation!

Well, fear not. The key is in your focus. When you focus on adding value, on providing a useful service, people will perceive you as someone who cares about them. Wouldn't you rather do business with someone who was focused on making your life or business better?

So, how to make that happen. Consider this:

1. You started your business because you thought you had a product or service that would benefit other people, or other businesses.
2. You need to get that message out.
3. You don't like dealing with pushy, aggressive salespeople who are only interested in making the sale, so you don't want to be that kind of salesperson.
4. You have to find those people/businesses who can benefit from your product/service.

Now that we've laid the foundation, there are three simple principles to follow:

1. Put yourself in front of people. This includes the people in your circles of influence.

Your first circle includes: friends, family, parents of your children's schoolmates and teammates, and fellow church/synagogue members.

Your next circle includes: people you grew up with, went to college with, lived near if you've moved during your adult years, previous clients, and old co-workers. As you can see, this circle is a bit removed. That's okay. Remember, even if they can't use your product or service, they may know someone who can.

Create circles: attend local networking events, join a business referral group, join local associations relevant to your business, join some sort of social action group like Kiwanis or Rotary, join internet communities.

1. In the circles you've created, set your goals on learning as much as you can about as many people as you can. Show genuine interest in them. When you are interested in others, they'll be interested in you.

1. Educate – don't sell. When people ask you about your business, explain it, don't try to sell them on your product or service. Assume that the person you are talking to doesn't have a need for what you have to offer. They simply want to get to know you better. Speak about your business with the passion you truly feel for it. Passion is contagious!

If you follow these three principles, your focus will be on adding value. This will resonate with people. Even if they have no need for your product or service, chances are they know someone who does. You'll find business you weren't even expecting!

Copyright© 2006 Diane Helbig

Diane Helbig is a Professional Coach, and the president of Seize The Day Life Coaching. She works one-on-one with people to help them realize their best, most fulfilling life. As a team, they embrace the possibilities. Diane's website is http://www.seize-the-day.org

When Prospecting Look For Those Who Need And Desire What You Are Selling

Writen by Lance Winslow

As sales people work to create lists of potential customers and prospects to contact they need to consider a good profiling targeting group to consider when cold-calling. I have been in business for 27 years and although my business was unique to other types of businesses I can use it illustrate a point here.

Power Washing companies are in the business of washing fleets of vehicles and cars at people's office buildings. When our marketing teams would open up a new city for a new franchisee we would often make cold calling lists. Many times we would go through the Yellow Pages and write-down phone numbers of companies that work in the area.

As our marketing teams and crews grew to between five and seven people and we spent 1 to 2 days cold calling we needed to add more prospects to the list otherwise we were run out of people to call. Then we considered expanding the potential customers who might use our service and added new categories of target markets.

We came up with a saying; God made dirt all the first day a and dirt gets all over everything and therefore anyone who owns anything and that means everybody is our potential customer a and they want the services we are selling; they just don't know it yet. Perhaps you will consider that in 2006.

Lance Winslow

It Sales Move Them From Free To Fee

Writen by Joshua Feinberg

When you are in the process of your initial IT sales consultation, it is likely that you will be asked to take a look at something while you are there, For example, they may say, "We've been having a problem with this router. Could you just take a look at it please?"

Don't Risk Doing More Harm

What should you do? If it only takes a few minutes, what's the harm, right? Well, if you get started and you can't fix it five minutes, you'll get yourself in hot water. They're not even a paying client here and you are taking the risk of not being able to fix it quickly or doing further damage--neither of which will help you with IT sales.

Back Away from the computer

Be extremely cautious about sitting down at PCs or touching configurations with servers or laptops or PDAs or anything that could end up getting you in quicksand before there is a signed agreement for an IT audit. The key is to gain IT sales, not do free work.

Even when you're out doing the technology assessment, you need to be extremely careful to make sure that you're doing exploratory work that's very low-risk. You don't want to end up breaking something. You don't need a future client or prospect point the finger at you and saying, "Look, you broke it."

The Bottom Line about IT Sales

So, rather than "take a look", you need to close the deal. You need to move them from free to fee.

Copyright MMI-MMVI, Computer Consulting 101. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

Joshua Feinberg, co-owner of Computer Consulting 101, gets computer consulting businesses more steady, high-paying consulting clients. Now you can too. Just sign-up now for your free access pass to these field-tested, proven computer consulting secrets at Computer Consulting 101.

Are Your Sales Stagnant And Smelly

Writen by Kim Duke

"Be not afraid of growing slowly, Be afraid of only standing still."

- Chinese Proverb

I just love the ancient philosophers! Who would ever guess that the wise words mentioned above also apply a thousand years later to YOUR BUSINESS?

Hey life is strange. One minute we are a babbling brook, brimming with fresh ideas and enthusiasm. This usually happens at the beginning – when you first open your business or first become a salesperson.

Then gradually, if you aren't careful – you become complacent and stick with what you have always done. And slowly, sneakily, the leaves, dirt and "crud" as my mother would say – turn you and your sales into a stagnant pool of ICK. You turn from a babbling brook into a smelly, slimy, flat, dull pond that a customer definitely doesn't want to experience.

Not exactly a pretty picture is it? But we have all seen it! In your childhood did you ever kill a goldfish because you forgot to change the water? I thought so.

So How Do You Go From Being Pond-Algae To A Rippling River?

1. You Need To Inject Some Oxygen.

There is only one reason water goes flat. The oxygen has been used up. Have a good look at what you have been doing lately. Which products or services need some OOMPH? Which customers would add some life back to your sales? But why would they buy from you? Do a customer survey and ask your customers what they would like to see from your company. They will help add some oxygen and ideas to your goldfish tank!

2. You Have To Clean Out The Debris.

Yes – all the gunk that clogs up a pond also happens to show up in your business. What has to go? Well –a product/service that doesn't offer any value to your customers should see the door as quickly as possible. Also – any customers that no longer fit your target audience should also be gently released. And last but not least – any out-dated and negative attitudes on your part need to get filtered out ASAP! Challenge yourself – what new projects, ideas, marketing strategies have you stretchhhhhhhhhhhhed yourself with lately?

3. You Need Daily Momentum.

This is the secret. You can't get stagnant if you are constantly moving – even slowly. Each day, ask yourself this question: "What did I do today to move my business forward?" Momentum is created by daily intention. Your customers need to have you "fresh" in their mind. In the advertising world – this is called "Top of Mind Awareness." If you aren't connecting with your customers in a new and refreshing way - you slowly start growing algae. Ugh. Step outside of your business and ask for fresh ideas if you want to keep pond scum away!

4. Let In Some Light!

Hey remember that the other reason ponds get smelly is they don't receive enough sunlight. We all can slide into "Busy Mode" within our businesses and forget that the things that excited and enthused our customers at the beginning have become boring or without value. As selling is really about relationships – make sure you book time each week to survey a customer, evaluate a product/service component and also what has been sitting on the back burner far too long. Let something or someone different see the light of day!

So jump in – the water is warm! This is the time for taking some calculated risks, being open to opportunities and attracting customers that will increase your sales and satisfaction. Your business will always benefit if you stir things up proactively! (and you will also smell a heck of a lot better to your customer).

Copyright© 2006

Kim Duke, The Sales Diva, provides savvy, sassy sales training for women small biz owners and entrepreneurs. Kim works with clients internationally, showing them The Sales Diva secrets to success! Sign up for her saucy and smart FREE e-zine and receive her FREE Bonus Report "The 5 Biggest Sales Mistakes Women Make" at http://www.salesdivas.com

High School Fundraisers

Writen by Kristy Annely

High school—a constant hub of activities, studies, and events—and the last years of our school days shared with friends. High schools always hold a variety of events to raise funds for the many extra curricular activities that makes school fun.

High school students are old enough to realize that in order to have a successful fundraiser, a business plan should be in place. The plan should begin with the question, "what are we raising funds for?" What expenses will be incurred is also another consideration for your plan. Research the most successful fundraisers for high schools to produce. There are many Internet websites that have hundreds of ideas. Don't use the same fundraiser year after year if profits have continuously declined. Recruit a lot of volunteers who are willing to work for the cause, and check your calendar to make sure there aren't a lot of other charity events going on at the same time.

Once your plan is in place, think about the type of fundraiser you would like to hold. Successful fundraising ideas include scratch off cards, discount cards, car washes, bake sales, candy sales, seasonal gift catalogs and book fairs. You can find lots of information about any of these on the Internet.

Finally, make sure students alert the community about the fundraiser and promote it by placing flyers throughout the community. You might also try to get a radio or television station to sponsor your event, thus gaining greater exposure. Make sure thank you notes are sent to all those involved.

School Fundraisers provides detailed information about school fundraisers, elementary school fundraisers, high school athletics fundraisers, high school fundraisers and more. School Fundraisers is the sister site of Student Loan Debt Info.

I Dont Want To Be Sold I Want To Buy

Writen by James Yuille

I went shopping for clothes today.

My plan was to buy a navy blue sports coat, a couple of shirts and ties and maybe a pair of black shoes.

Understand that as a sales trainer, I want people to ask me to spend my money. I'm not going to buy unless asked. Unfair you say! Maybe but here's the thing... Unless you ask me to buy, I won't.

How hard would it be for me to spend maybe $1,000? As it turned out, it was very hard. Let me recount what happened.

Store 1. A well-known CBD menswear store. Actually they were having a sale - up to $200 off sports coats. I went to the display, took a coat off the rack and put it on. A size too small. A well-dressed, well-groomed senior staff member came up and said there was one in the next size and gave it to me. I tried it on and it fit and looked good.

Reduced to $399 and there's me with cash in my pocket... I said I wanted to look at shirts so he put the coat back and left me alone. Taking two shirts, I went to the tie rack and picked out two nice ties. Then I took them back to the coat rack and held them next to the coat.

Talk about giving out buying signals!

I was completely ignored. All they had to do was to say, "Great selection - they go together really well. Was there anything else you wanted?" and over $700 would have found its way into their cash register.

I left the store with my wallet intact and no new clothes.

Store 2. Drove from the CBD to a suburban mall. I knew the store I was going to; found the sport coat rack and tried one on as two staff members watched. I looked at myself in the mirror, went to get a shirt and tie and held them up in the mirror too. No one spoke to me. I was there for ten minutes and again left with my wallet intact. Of note was that there were no other customers in the store at the time.

Store 3. A little more down-market this one - a guy with a purple open-necked shirt hanging outside his pants (looking like the host from a reality TV show like "Idol").

He saw me hovering around the coats and asked me if I knew my size. I told him and he showed me where they were, giving me four different colours and styles to try on.

He was really helpful, explaining fabrics and what to wear with them. I politely told him that they weren't quite what I was looking for so what he did next was to refer me back to store 2 where he said they had "better brands"

No sale. Three times I'd tried to spend several hundred dollars. I went home with the money still in my wallet.

No one asked me why I was buying the clothes; what I was planning to wear them with or where I was planning to go when wearing them. No one attempted to get my name for their list. No one bothered to ask me to buy. It's so simple, it's annoying.

Oh, and guess what else? Not one of them made any attempt to get my name, address, or email details. So none of them offered me the opportunity to hear in advance of new ranges, summer / winter sales. Missed opportunity.

Please understand, I don't want to be sold, I want to buy but I sometimes need help. Here's the message: If you don't ask, you won't get.

© James Yuille, Brisbane, Australia, 2004.

About the author:

James Yuille is a sales and marketing consultant and trainer with over 32 years experience. He is based in Brisbane, Australia. His free weekly sales and marketing newsletter provides topical information for business owners and salespeople. Find out more at http://www.jamesyuille.com

Qualified Business Leads

Writen by Ken Marlborough

When talking about qualified business leads it is necessary to deliver an offer to the consumer in such a manner that the offer fulfills the needs of the consumer. In addition, the terms and attributes of the offer should be acceptable and beneficial to the consumer and, most importantly, all the organizational goals, including profits, should be achieved in the process.

In practice, how many firms make such a complete offer to the consumer? In the first place, it's the responsibility of the business firm to choose the product that would meet the identified needs of the chosen consumer or consumer group. Secondly, they have to perform various distribution functions so that the product can conveniently reach the consumer. Thirdly, the firm must carry out a number of promotional measures like personal selling, advertising and sales promotional programs, with a view to communicating with the consumer and promoting the product.

Lastly, the firm must use the pricing mechanism to achieve the consummation of the marketing process, striking the level of price that is acceptable to the firm as well as the consumer. It can be easily seen that all activities and programs which a business firm should design to get a qualified business lead for its effort towards winning customers, relate to one or the other of the four elements. These elements include product, distribution, pricing and promotion, and can be termed as the marketing mix of the firm.

Assembling and managing the marketing mix is the main part of the qualified business lead. However, no business firm is free to assemble and operate his marketing mix in a vacuum or in a setting of his creation; they have to necessarily operate it in the marketing environment in which the business firm markets his products. In other words, firms have to reckon the set of variables that make up the environment.

Business Leads provides detailed information on Business Lead Lists, Business Leads, Business Sales Leads, Free Business Leads and more. Business Leads is affiliated with Sales Lead Management.

How To Trigger Positive Cold Calling Responses To Achieve Sales Objectives

Writen by Steve Martinez

What I enjoyed about making cold calls was the challenge of gathering information. At one point in my sales career, I was selling copiers so cold calling was part of the job. What I learned during that period has helped me immensely. The goal of every contact was to learn something from each door you pushed open. Gathering reliable information is always the goal. Learning to heighten my comfort level, elevate my listening skills and become more observant was the key to my success. These skills helped to recognize when someone wasn't telling me the raw truth. Human behavior doesn't change all that much which is why receptionist are easy to read and good readers of salespeople.

Be advised that I don't have a degree in human behavior, my education comes directly from making thousands of cold calls and observing what happens when we trigger the right or wrong response. What I learned was that the typical receptionist or anyone for that matter prefers to do what they enjoy doing.

Logic dictates that when anyone hires a receptionist as a representative of their company, they always hire a friendly personality. This individual therefore has a preference to be helpful and tell the truth. Understanding this fact changed the way I made cold calls. My initial role in cold calling either on the telephone or in person is to trigger the friendly helpful response. I want to draw out this friendly person, NOT the protector.

If I was to act like or look similar to a salesperson, what do you think happens? In a split second they recognize me for who I am. So, they lie to me and protect their co-workers. They lie because I awaken the wrong person. I awaken the protector mode the receptionist must perform when they recognize an opponent. We are the opponent when we are in sales. The secret to success is to trigger the friendly, helpful response.

It is amazingly easy to trigger this mental switch. All I have to do is act like a person who needs help. Once accomplished, I get all the help I need. The receptionist is like putty in my hand. The manner in which questions are asked and the need for help makes a huge difference.

When I first started cold calling, the receptionist had the advantage the minute I told them who I was and where I was from. It was the tell tale sign of a salesperson. I wised up and stopped doing this. Instead I changed my pattern and began asking for help and appearing as if I was lost. This began my success pattern and triggered the preferred response. What was amazing was the ability to walk into a location and never tell them whom I was or where I was from but still learn what I wanted to know when I walked out the door. This knowledge made sales a fun game and changed the way I discovered opportunities.

Steve Martinez implements sales management strategies with a focus on automating sales for printing organizations. Selling Magic teaches businesses how to automate and customizing ACT or Outlook with the best practices of sales management while integrating email marketing and technology for greater profits. http://www.sellingmagic.com

Truths For Introverts Who Sell What We Dont Need To Learn The Extroverted Hard Way Part Six

Writen by Patricia Weber

"Why are you so quiet?" "Don't you have anything you want to say?" "Do you have anything you want to contribute to the conversation?" Questions that can often put an introvert on the defensive. And when it comes from a socializing extrovert it can sound like we just committed the faux pas of a lifetime.

Unless I know a subject well, I take time to reflect before I speak.

I am married to an extreme introvert for just over 35 years. He has admitted to me that some times, when discussing something for the first time, he just speaks what's on his mind. He doesn't reflect about how what he wants to say will affect who he is speaking with, or even what he wants to say. In particular, these are times that he might be confronting a situation with one of his employees. I asked him; doesn't he even pause momentarily to collect his thoughts in some way? The answer over the years is always, "I wish I did!" He is an experienced professional in his field so of course he does know his "subject well," and can speak unhesitatingly and correctly in this context.

In general, introverts, tend towards contributing to conversations with well thought out and even innovative ideas. When we appear aloof or withdrawn, our head is actually in a sandbox of sorts. We take in the information, the surroundings, the activities and process it. The sand sculpture we build is quite near the architectural blueprint as you can find. On the playground, after all, we gain our energy from the sandbox of thinking and planning.

The extroverts are in their own sandbox. They may end up building and rebuilding and building again the same castle. If the extrovert had a blueprint, you might see the artist's rendition is not quite what the sandbox castle builder created – and the sandbox player might even profess that.

As I think about this trait, it works in building self-confidence and self-esteem is to be clearly understood. People hear us as articulate when we do open our mouth. Taking time to reflect is helpful is many situations, particularly sales and business situations when you quite often are not given a second chance.

Notice how good it feels the next time you take time to contemplate what you want to say. This is an energy-giving trait for us. And it can astound people with the depth, creativity and even humor of our addition to a conversation.

Want to know if you are more introverted than not? Assess your degree of introversion at http://www.prostrategies.com/free/Type_Assess.php

You can also sign up at Pat's website at http://www.prostrategies.com for her free teleclasses! And a free monthly ezine.

Pat Weber - coach, certified telelcass leader, and corporate trainer, America's #1 Coach for Introverts. Working with salespeople, independent professionals and small business owners, to be as successful as you want to be, have fun and work with more energy.

How To Create Material That Will Get You Sales Now

Writen by DeAnna Spencer

WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER?

A great deal of money is wasted each day putting out useless sales and marketing material. Material that was written for the wrong reason or the writer forgot its purpose after he started writing it or fell in love with his own words.

The single purpose of any marketing communications is to get the reader to take action. That action may be to request additional information or to phone in or send in an order. Before you write any marketing document be sure you are clearly focused on this point. As you write each sentence and each paragraph, constantly ask yourself whether what you are writing will get your prospect to act.

It is easy to get sidetracked but don't fall into this trap.. Your purpose is not to tell the readers how clever you are or how great your company is to try to entertain your reader. Your only objective in writing this material is to get your prospect to:

1. Send in or call in an order. 2. Obtain more information, if that is your intent.

So, before you write your material, write down its purpose and then stick to it.

The focus should always be on the prospect, not the writer!

All of us are barraged with direct mail pieces every day. Have you noticed how many of them, even in the opening paragraph, miss the point which is you the reader and your needs.

Here are two examples. Both were written by magazines with the purpose, I assume, to get the reader to spend advertising dollars. You decide which one is doing the job.

I. Avertiser's Introductory Special

Advertiser:

The XYZ Magazine is a monthly national mail order newspaper which is circulated by mail... Our readership of 1,000,000 are mail order responsive subscribers, Opportunity Seekers, Investors, Salespeople, etc...........................

2. Looking For A Fresh Start?

Millions of Americans have a dream, and that dream is to become rich and successful in an exciting, lucrative business of their own -- What better way than to start through classified advertising.

When you receive a sales letter or brochure that focuses on you, don't you take notice and get further into the material?

Make it a practice, at least until you become more experienced to scan each and every promotional piece that is sent to you. You will quickly establish the difference between effective and ineffective material.

Some Research Will be Helpful

Writing the right material but directing it to the wrong person is fatal. Don't you get annoyed when you get addressed as married when you are

happily single? Don't you hate it when you get material for homeowners when you live in an

apartment? When customers get material that has absolutely nothing to do with their needs or interests, it gets thrown out.

Know who you are writing to and what that person wants. How can he benefit by what you have to offer. One way you can accomplish this is by picking out those classified or display ads that resemble what you want to sell. Then send in for more information. You soon learn how the product is being marketed by different companies.

The very best way to write material that reaches the prospect is by writing to one person rather than writing for mass appeal. It will keep your style easy and friendly.

Lethargy is human nature and overcoming it will be one of your greatest challenges. Most of us are lethargic by nature. If we can do it tomorrow or nest week, why not. People feel if they don't take any action they cannot make a mistake. Every marketer has the formidable challenge of overcoming theses "Non-action Tendencies."

The anxiety/fear syndrome can be effectively used to overcome the above. For example: "This is a limited offer." This offer must be exercised by date. Be believable in what you are saying. Consider using testimonials, government studies, well known research, etc. to aid you in making your point.

For example, research pertaining to the start of any enterprise indicates that before any business can be started, someone initially has an idea and then at some crucial moment takes the first step. It is when he translates the mental commitment into a physical act. This may be the purchase of a book, report, franchise, distributorship, going out and looking for a site for a retail outlet. etc.

This is why you see so many marketing documents how the marketer uses this fact in trying to overcome the resistance of inaction. There are many other ways you will think of in overcoming this resistance.

Features of you product or service such as how fast you deliver something, what color it is,, how it can be assembled are far less important to the buyer than benefits are to him.

The benefit of sitting on you new outdoor furniture, on your patio on a warm summer evening and enjoying a cool beer are far more important than the fact that this outdoor furniture is constructed of the finest material,, comes in four different colors, is delivered in 10 days and has a 30 day money back guaranty.

All you have to do is to watch the car commercials, of the manufacturers, not the dealers. What is the last time you have seen one that gives you much, if any information on the car. What do you see in many of these T.V. car commercials? Beautiful women, healthy looking young men, a beautiful sunset on the Pacific Ocean, and wonderful background music. The shiny new car, of course, is part of the scenery. But none of it really has anything to do with what a car provides, transportation, reliability, performance, etc.

There are many way in which you can turn features into benefits by carefully weaving it all together. The fact that this lawn furniture you are selling is delivered in just 10 days brings the benefit of sitting on it, on a summer evening so much faster to your buyer.

Making an Offer and Asking for the Order

It is a mistake to leave it up to the prospect to take action and when to take it. If you leave it up to your prospect what to do and when to do it you may never get the order. He will have many distractions after he puts your offer down. The more time goes by the less likely he will send an order. So give him a reason why to take action NOW. You have already told him why he will benefit by your product.

Your prospect already has decided that he needs what you are offering because of the great benefits to him. Now, give him a compelling reason why he should act, now.

Making the Various Pieces of Your Material Fit

Your sales letter, your brochure, etc. must fit. Since you wan t to do a better job than your competitor and this takes time and effort, chances are very good that whatever you create is worked on over a period of time. The brochure may be created one week and the sales letter a few days later. Make sure that it all fits and complements each other. Stick to your original outline which should be written down before you ever get started.

Some Final Thoughts

After it is all done give it one more review. Wait a couple of days and read it again. Then ask these questions: Is it directed to the prospect or is it about me. Is it of benefit to him? Am I making my strongest benefit. Research indicates that the recipient of a direct mail piece takes about 8 seconds to decide whether to read on. So, give it your very best shot right at the start.

You are satisfied it is the best you can create. If you have come to that point it is important you get someone else confirm that for you. This should be someone who does not have a material interest in your offer.

When you create great marketing piece and it gets you the results which you planned for -- more orders, more revenue and more profit-- you will feel very good. Getting there is half as difficult as it may seem. All it takes is a little practice and a little more practice...Don't forget patience!

Copyright 2004 by DeAnna Spencer

DeAnna Spencer is a virtual assistant that helps entrepreneurs run a successful business by providing affordable administrative help. She also publishes a blog for small business owners. Visit this small business resource today.

The 1 Factor Critical To An Effective Sales Call

Writen by David Newman

The #1 factor critical to an effective sales call is intelligent prospecting and preparation.

The Internet is an incredibly rich resource for sales call planning purposes. There are several strategies that sales professionals can use to maximize the power of the information available from various sources on the web.

Here are some tips for using the Internet to research clients and prospective clients:

1. Google can be used several ways to hunt down information on both companies and individual executives. At the risk of being obvious, start by typing in the company name and/or executive's name. Alternately, to find out WHO you need to target in the first place, type in the company name and a position or title, for example, 'XYZ Corp Vice President' to find all references to people at that level. More specifically, you could also type'XYZ Corp Vice President HR' to find the top HR exec.

2. Use research tools like www.looksmart.com and www.findarticles.com to locate media mentions of the company or a specific individual.

3. If your organization does not subscribe to expensive business databases such as hoovers.com, Dun & Bradstreet, or Lexis/Nexis, you can often access these tools - for FREE - at your local public library. This ittle-known selling tip is worth THOUSANDS of dollars in expensive subscription fees, and even more to your bottom line if you use these tools to land a big sale!

4. Visit the websites of leading professional trade journals or conferences in your industry and search for the company name to see which execs have written articles or been guest speakers, what they spoke on, and perhaps any upcoming events where they're slated to speak. (An original approach to your first contact might be to help the exec by providing an article idea or to help her prepare for the speech by providing specific industry data/research on the topic -- or to connect them with a credible expert who happens to be in your "platinum Rolodex.")

5. Join and use social networking sites such as www.linkedin.com. These sites work on the principle of "six degrees of separation" and facilitate direct contact through your own trusted network of clients, friends, partners, and associates. Tip: Rather than contacting current employees at your target company, look for people who have your target company in their job history (former employees). These folks are often quite willing to help by connecting you to their former colleagues and giving you the REAL inside scoop on how the company buys your particular product or service, since there's no direct pressure on them!

David Newman is an internet marketer, copywriter, and professional speaker helping business owners leverage the power of the web to grow their sales, revenues, and profits - both offline and on! He is the author of the upcoming book, "Web Profit Blueprint: Everything Business Owners Need to Know to Explode Sales, Profits, and Growth" (Pub. Spring 2007) Tons of resources are available from David's free membership website, http://www.small-business-marketing-center.com

Freelancers Subcontactors And Creative Folks A Testimonial Is Worth 100 Cold Calls

Writen by Kirstin Carey

If you hate cold calling, and even if you don't, you should start capitalizing on the work you've already done.

So often we don't utilize one of the most persuasive selling components in our marketing materials – the words of our own clients. Many creative people have wonderful testimonials from clients, but never use them for fear that they are "bragging" or that it is "too self promotional."

Well of course it's self promotional! That's what good marketing is!

When you are finished a project for a client, why not capture that moment in the client's own words to use for showing potential clients the value of your services? Testimonials are even more crucial for creative businesses because it is more difficult for the average person to set a value on most arts related items and services. Seeing others talk about the value of working with you will help them more readily understand the value of your work.

If your client doesn't come running to you with a testimonial, then ask her for one. There is nothing wrong with that and most clients are honored you asked them. The best testimonials are ones that show a measurable goal has been reached and uses language that your potential clients can identify with.

For example, here is a testimonial I received from a client who is an artist:

"I just recently got back from a job I did up in Cape Cod worth over $11,000 and it is because I used the techniques I learned from you to turn a consultation into my biggest job ever." -Amy Ketteran, Ketteran Studios

Here's another example of a testimonial I received from a corporate client:

"My improved confidence/speaking skills has helped my career as well as Verizon Connected Solutions since we are now working on developing partnerships/joint ventures with some large manufacturers and I am involved with seminars to promote these potential partnerships. Since I began working with Kirstin I've had several speaking opportunities and I can tell you her methods work. In fact, because of my work with Kirstin, I gave testimony in court that caused VCS to win a nearly $1 million lawsuit with customer who refused to pay. I can't thank Kirstin enough!" -Ed Ruby, Director of Business Operations Verizon Connected Solutions

If you have testimonials, but they are not measurable, then they aren't as persuasive as they need to be in order to sell a future client. To get measurable testimonials, all you have to do is ask for them. If you receive a testimonial from a client that isn't measurable and doesn't show a specific example of how that client has improved since working with you, then thank the client for the kind comments and ask him to narrow down the success to one or two specific items that are improved due to your work together.

You can respond with something like:

"Thanks for your feedback. It's wonderful to hear about your success. What specifically has improved during our work together? Were you able to measure the difference?"

The more measurable the testimonial, and the more the client speaks in his own words, the more persuasive it is to the potential client, and the easier it is to generate new business.

Review your client list and look back over recent projects.

Ask your best clients for measurable testimonials. It's a whole lot easier than making a cold call!

Kirstin Carey is the author of "Starving Artist No More: Hearty Business Strategies for Creative Folks." Kirstin knows how much most creative people hate sales, contracts, and discussing money and she consults creative people on the business side of creativity so they make more money, get better clients, and still love what they do. She put together a resource full of proven strategies and insider secrets guaranteed to help creative types get the business help they need so they don't have to starve anymore! Go to http://www.MyCreativeBiz.com.

Sliding Sales

Writen by Kurt Mortensen

Your prospect has seen your product/service and needs it, wants it and can afford it. He is wearing a badge that says convince me. He is right on the edge and his rubber band is tight, but he always blames someone else for his inability to make a decision. Dissonance will seal the deal!

When we feel cognitive dissonance, we have to find a way to deal with the psychological tension. We have an arsenal of tools at our disposal to help us return to cognitive consistency.

* Denial--To shut out the dissonance, you deny there is a problem. You do this either by ignoring or demeaning the source of the information. You might also deliberately misperceive the confronting position.

* Reframe--You change your understanding or interpretation of the meaning. This leads you to either modify your own thinking or devalue the importance of the whole matter, considering it unimportant altogether.

* Search--You are determined to find a flaw in the other side's position, to discredit the source, and to seek social or evidentiary support for your own viewpoint. You might attempt to convince the source (if available) of his error.

* Separation--You separate the attitudes that are in conflict. This compartmentalizes your cognitions, making it easier for you to ignore or even forget the discrepancy. In your mind, what happens in one area of your life (or someone else's) should not affect the other areas of your life. (Blame)

* Rationalization--You find excuses for why the inconsistency is acceptable. You change your expectations or try to alter what really happened. You also find reasons to justify your behavior or your opinions.

* Modify--You change your existing cognitions to achieve consistency. Most of the time this involves admitting you were wrong and making changes to remedy your errors.

Let's use a waterslide for an example of how your prospect is using dissonance to not purchase your product/service. Remember the closer you get to seal the deal the tighter the rubber band or dissonance becomes. The fear of making a mistake, buying the wrong product, or getting misled, all tighten the rubber band. Just like the slide. The higher they go up, the fear increases with the distance from the ground. Let's say you want to persuade someone to go down the largest waterslide in the world. It is the highest, the fastest and even does a 360. You know people will love this thrill ride, once you can get them to take it. Just looking at this slide scares people - like buying the wrong product.

This first thing to do is to get them into the doors of your water park. How can you get them just to drive down and enter the water park? The 2 biggest factors are Social Validation and Involvement. (Review if needed)

Your prospect is now in the park and walking towards the slide and sees the height and 360. There is a little fear, just like the normal buying process. That fear is now triggering some dissonance and he is looking for things that might give him a reason to back out. This could be the 3 R's of Resistance or the 5 C's of Trust. (Review below if needed)

Character - Integrity, Honesty, Sincerity
Competence - Knowledge, Intelligence, Ability
Confidence - Assurance, Belief, Conviction
Credibility - Truthful, History, Experience
Congruence. - Consistency, Harmony, Words Match Your Actions

For additional information on Sliding Sales, go to Magnetic Persuasion and kick start your success!

Do you want to know why your prospects aren't buying from you? There are three R's or three things you need to understand if people walk out that door and don't purchase from you. Most people are wearing a badge that says convince me, help me make a good decision. They need and want help. They want to be confident in making the right choice. That is what a great persuader does.

Reason
Interest
Need
Want
WIIFM

Resources
Time
Money
Support
Ability

Rep
Trust
Rapport
Style
Pitfall

If you violate any of the C's of Trust of the R's of Resistance, you have lost the sale and they will no longer follow you to the top of the waterslide. You have told them this would be the greatest, most incredible ride they will ever experience. Those emotions are starting to subside and all they see is the height of the waterslide and the screams of the patrons going down the waterslide. Let's take each form of dissonance resolution, using the waterslide example.

As they approach the stairs and the impending task ahead starts to become reality. Just like the impending event of having to make a decision about your product/service. The prospect starts to go up the stairs, but has not made a decision to buy or go down the slide. This first phase they could go through denial. Usually with denial, the prospect does not give you the real reason for leaving. Your prospect decides to go back down the stairs. He could say, I forgot something, I have a meeting, or you could hear this is a scam or I don't trust/like you.

Let's say your prospect is continuing up the stairs to the worlds tallest water slide. They still have not mentally made the decision to go down the slide. They are checking it out. There could a reframe. Most times with a reframe the prospect will spout of issues that you already covered, but they choose to reinterpret. He could say, this is not safe, there is no guarantee, I need more facts, or this does not fit my needs. Your prospects got nervous and tense as he approached the final decision or the water slide. He chooses to take the elevator down.

Let's say you prospect is still climbing the stairs with you. Again he still has not made the decision to go down the slide. He is getting closer and the rubber band is tightening. You could find the Search function of dissonance. He could say, I need to think about it, I need to talk to my friends, I need to read consumer reports. He stops off half way to the top, says good bye and stays at the mid way restaurant. He starts talking to the patrons of the restaurant. The first nine say it is the greatest thing he could ever do and they highly recommended it. Then the 10th person said, that slide is not safe, I did not like it and I will never do it again. That's all it took, your prospect is gone. Even though it was a 10-1 ratio, your prospect will rely on the one bad review.

OK, your prospect is still climbing the stairs with you and saying, I am going to do this. I am nervous, but I think it will be fun. Even though you have the commitment, the tension is still there. Your prospect could run into the Separate function of dissonance. They know they made the commitment to go down the slide so they start the blame game. My spouse would never let me do this, I have a bad back, or I need to talk this over with my doctor. There is a lower slide at this point. It is nothing like the world famous slide, but your prospect decides to take this inferior slide back down to the ground.

Let's say your prospect passed the first slide and is still climbing with you to the top slide. As you approach his dissonance and rubber band are tightening. He could experience the rationalize. He made the commitment to go down, but you are so high off the ground, he is getting nervous. He starts to reach for anything that could get him out of his commitment. He says, this slide is too expensive, I could break my neck, The water park down on the other side of town has better water slides. There happens to be another smaller water slide and your prospect takes that one to the ground.

Wait, let's say your prospect has by passed all forms of dissonance and it heading for the world best, tallest slide. Could it be true? Is he going to take the plunge? Congratulations, you passed as a persuader. Your prospect says, Let's looks great, I trust you, Let's do it. He takes the slide and when he meets up with you he says, I was a little nervous, the slide was great. Thanks for convincing me to do it.

Case Study – What laws should you use to Counter each form of Dissonance reduction?

Denial
Connectivity
Trust
Legitimate Power

Reframe
Involvement
Inoculation
Authority Power

Search
Social Validation
Scarcity
Obligation

Separation
Verbal Packaging
Association
Inspiration/Desperation

Rationalize
Contrast
Passion
Vision

Modify (help keep the deal)
Expectations
Esteem
Empathy

Everyone persuades for a living. There's no way around it. Whether you're a sales professional, an entrepreneur, or even a stay at home parent, if you are unable to convince others to your way of thinking, you will be constantly left behind. Get your free reports at Magnetic Persuasion to make sure that you are not left watching others pass you on the road to success. Donald Trump said it best, "Study the art of persuasion. Practice it. Develop an understanding of its profound value across all aspects of life."

Conclusion

Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you've seen some success, but think of the times you couldn't get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.

Kurt Mortensen teaches over a hundred techniques to give you the ability to effectively work with every customer that walks in your door. Professional success, personal happiness, leadership potential, and income depend on the ability to persuade, influence, and motivate others. Learning how to persuade and influence will make the difference between hoping for a better income and having a better income.

If you are ready to claim your success and learn what only the ultra-prosperous know, begin by going to http://www.PreWealth.com and getting my free report "10 Mistakes That Continue Costing You Thousands." After reading my free report, go to http://www.PreWealth.com/IQ and take the free Persuasion IQ analysis to determine where you rank and what area of the sales cycle you need to improve in order to close every sale!

Ask For The Business

Writen by Jay Conners

Many times in the process of making a sales presentation to a potential client, we will break down our product piece by piece, explaining all of the features and benefits it has to offer, then we expect our customer to have immediate buy in, and purchase our product based on the presentation they just heard.

Unfortunately, it does not work that way. Simply explaining your product is not enough. To many times we are satisfied with our presentation of the product that we forget our number one goal. Closing the deal!

Customers will get up from your desk, or hang up the phone, parting with statements such as, that sounds great! Let me think about it, or let me discuss it with my spouse and get back to you.

The number one reason we do not ask for the business is the fear of rejection. We would rather end our presentation on a happy, upbeat note, and leave the ball in our customers court.

Ask yourself this question:

Would Michael Jordan leave the ball in the opposing teams court, or would he take the ball to the hoop?

You should be doing the same thing at the end of every sales presentation, take the ball to the hoop, except in your case, ask for the business and close the deal.

One of the best techniques for doing this is by asking leading questions.

Here are a few examples of leading questions:

How about we open an account for you right now?

Why don't we take a minute and get you started?

What do you say I go ahead and order an appraisal right now?

A leading question basically leads the customer in the direction you want to go with them, if they weren't interested in your product, you would never have gotten to this point. It is just following through with everything you just explained to them.

They are most likely going to agree with you and buy your product because the information is fresh in their mind. The minute they leave your office, or get off the phone, your business card is left in their pocket all but forgotten, headed toward a wash cycle, or the napkin they wrote your number on is headed for the trash.

Out of sight, out of mind!

So strike while the iron is hot!

Get their business while they are in front of you, because they may never be in front of you again!

Jay Conners is a former loan officer with more than fifteen years of experience in the mortgage business. You can learn more about the mortgage lead industry and how he became involved in it by visiting his site at http://www.jconners.com a mortgage resource center. He also owns http://www.callprospect.com a mortgage lead company.

Using A Strong Risk Reversal Closes More Sales

Writen by Archie Lawhorne

When you minimize risk in purchasing decisions a lot more people are willing to say "yes". Once they sample your product or service, if it performs as you say, most customers will keep that product and continue buying again and again.

Here's a little story to illustrate my point.

A farmer wanted to buy a hunting dog for his son. There were two for sale in a nearby town. The first seller told the farmer he was asking $300 for his bloodhound, non-negotiable.

The second seller told the farmer about his bloodhound, long before he mentioned a price or asked for a commitment. He said the puppy was from a long line of champion bloodhounds, well-known in the area for their tracking skills. And he brought out the puppy's mother and father and explained that they were like members of the family - very loyal and constant companions for the last six years.

The man went on to tell the farmer that he wanted the farmer's son to try out the puppy for a month before he had to make any decision. He offered to provide an extra kennel and a month's worth of food for the puppy. Finally, he said, at the end of 30 days, he would drive out to the farmer's house and either take back the puppy, or ask then to be paid.

Which puppy do you suppose the farmer decided to purchase for his son? Obviously there was no question. And there will be no question for you if you apply strong risk reversal into every sales offer you make. What exactly do I mean by a strong risk reversal? I'm referring to an iron-clad guarantee that eliminates all, or most of all of the customer risk in the transaction.

The clearer, stronger and more detailed the guarantee, the more credibility and impact it will have on a buyer. Consider how much more powerful it is if instead of saying, "your satisfaction is guaranteed," you say, "we unconditionally guarantee performance for a full 30 days." That's better, wouldn't you agree? But, what if you went a step further and said, "No questions asked, 100% money-back guarantee anytime within 60 days if my product doesn't perform exactly as promised." That's even better. But you could go still further by saying, "No questions asked, 100% money-back guarantee. If you don't experience noticeable and measurable improvements in your speaking abilities, a wider vocabulary, and bolder voice delivery, if you don't get the results we promised within 90 days of using our system, we'll gladly give you a complete and immediate refund of your full purchase price, no questions asked...that's our guarantee to you."

Notice the difference a strong and specific risk-reversed performance guarantee can make? When you apply risk reversal this way, your sales almost always skyrockets, and stays that way. You make more sales, sell larger purchase units and sell more frequently when people don't worry about making the wrong or bad buying decision.

When you incorporate risk reversal, you essentially eliminate your prospect's fear that they will make a bad, incorrect or damaging purchasing decision. That's an extremely powerful, persuasive point to make. It moves anyone who's indecisive or mildly interested and turns them into highly favorable prospects. If people are trying to decide between you and one or more of your competitors, it tips the level of the playing field significantly to your advantage.

Just adding risk reversal and a purchase strong guarantee to your sales offer makes a powerful difference.

There are a variety of approaches to the risk reversal strategy:

* A software vendor guarantees its product will reduce manufacturing costs by at least 10 percent.

* A copywriter offers his services for free if his direct mail package pulls less than a 5 percent response.

* A commercial water filter distributor offers to buy back any filtering units not sold in the first 3 months.

* An interior decorator agrees (in writing) not to be paid until her customers are completely satisfied with the work she's done.

If you don't employ some form of risk reversal, start doing it right away. If your current guarantee is short and vague, enhance your copy with more specifics and more attractive terms.

If your product or service is high quality and meets performance expectations, the longer the guarantee and the more specific the performance promise you make, the more people will buy. It's that simple.

Typically a 60-day guarantee will out pull 30 days by 20 to 100%. Test it yourself and see what results you get. The more specific you get in describing what "satisfaction" means, the more compelled they become to act in order to experience that benefit for themselves.

If you're concerned that employing a strong risk reversal will cost you in product returns and lower profits, don't be. Typically, unless your product or service is flawed or just plain inferior in terms of meeting customer expectations, the number of people exercising a refund guarantee is negligible. But the increase in people taking you up on the initial sales offer is anything but negligible.

Archie R. Lawhorne is an experienced writer and marketing consultant. Visit his Web site to learn how the powerful anti-aging supplement, VIBE, can help you to boost your energy, shed excess weight, enhance your mental focus and improve your overall cardiovascular health. For more information and a FREE SAMPLE of liquid VIBE, go to: http://www.liquid-vibe.com