Friday, October 31, 2008

Impotent Questions How Much Are They Costing You

Writen by Shamus Brown

Last issue we talked about what motivates people to buy something. A person or a business is motivated to buy when they perceive that a change needs to occur to fix or avoid a problem, or to enable a greater vision for their future. They buy when they believe that a product or service will bridge this gap for them.

In other words, people are most likely to buy when they are in a state of trouble, or a state of tremendous opportunity. Some people will seek you out as a seller, and tell you this. These are the easy sales. Most people do not do this however. Most people stay in their comfort zones, desiring not to get too worked up over what's not happening in their lives.

Selling then, becomes a game of stirring up people's emotions. When you become aware that you have a problem that you must solve, your emotions change. You get concerned, frustrated, upset, worried, scared, or even angry. Just how intensely you react depends upon your perception of the magnitude and the imminence of the consequences.

Consequences.

In one word, you have the key to all selling and motivation. Consequences give rise to the experiencing of emotions such as fear, despair and anger, or hope, want and excitement. And it is the mere thought of experiencing these emotions that motivates you or anyone else.

My dictionary defines a consequence as follows: -"something that logically or naturally follows from an action or condition."

Once you think of taking an action, or not taking an action, and you consider the consequences of that decision, the opportunity for a strong emotion to be triggered has been setup. Whether the emotional response is a strong one or not, depends on you, and your own associations concerning a particular action.

The thought falling from the top of a 500 foot cliff, smashing onto the jagged, craggy rocks at the bottom, and becoming a bloody, gelatinous skin sack of red, pink, and purple would cause the emotion of fear in many people.

That is if you really think about it, and picture it in your mind.

What about sitting down and watching TV on a Saturday afternoon? That might trigger the emotion of boredom for some people. It might trigger relaxation, or escapism for another. To my wife it represents "being a loser". For me, it represents an opportunity to escape, and not to think about reality for just awhile.

Consequences trigger unique emotional motivations for every person. Not all are intense, and not all are enough to move someone to act, to make a decision, to buy something. The ones that do are the ones that we care about.

Asking questions that stir up consequences and uncover motivations is not a natural course of action for most people. I'm not sure exactly why this is, but I believe that it has something to do with politeness, and a cultural value that you shouldn't get too personal with people you don't know well.

Yet asking such questions is one of the most powerful things you can do as a persuader. "Isn't this manipulation?", some are of you are probably thinking. Well, yes. But is this a bad thing? You are helping people to access the emotions that will motivate them to solve their own problems. If they are to solve their problem (and solving that problem involves making a purchase), then they will do this sooner or later. By helping them with the process, you are helping them to get what they want.

How does one question then in such a persuasive manner? To effectively teach you this here would require about ten times as much space as I have already written. I can tell you a couple of things though. You probably question this way on only a rare occasion right now. Also, most of your questioning probably centers around getting factual information, that is what someone wants or doesn't want, what they have now, what they need, etc.

While useful to you, this information does not motivate your buyers. It helps you. But it does not really help your buyer. People bond with you, and want to buy from you when they believe you can help them get what they want. For this reason, too many sales calls end on a rather flat note.

Many people don't take their questioning to a deep enough level. This is why I created the Persuasive Questioning Techniques Sales Teleclass. I have been sharing these techniques with my personal one-on-one clients for the last couple of years, and I wanted to share these with more people.

In a live teleclass setting, I demonstrate precisely how this technique works. I role-play with you, and show you how to acquire this skill. You need to know what to do, and you need to practice it. It's not that difficult, but it does go against your nature a bit. I've seen great results in my clients success and my own business using these techniques.

© 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/

Thursday, October 30, 2008

Listening To Understand

Writen by Taylor Hunter

It has been reported by the American Psychological Association that during meetings 68 percent of the participants are thinking about events in their lives unrelated to the meeting. 20 percent of the participants are actually paying attention, and only 12% are really listening.

More than likely, you as a salesperson truly understand less than half of what your customer is telling you. Effective listening is critically important to our sales success. Through effective listening we will be in a position to better understand our sales opportunities and customers needs. Before we learn the two primary techniques of Listening To Understand, we should first be aware of the reasons why it is difficult for all of us to listen 100% of the time.

Why We Don't Listen

We have all spent years learning how to read, write and speak, but have never been instructed on effective listening skills. "We have been given two ears and but a single mouth in order that we may hear more and talk less" - Zeno of Citium. Most people listen carefully for only a small percentage of the time they're with others. It is impossible for us to listen all of the time for the following reasons:

• Listening overload: Many of us spend half the time we are awake listening. We listen to family, friends, co-workers etc for about five hours a day. Add this to the time we listen to radio and television you can see it is impossible for us to be completely engaged in listening for this amount of time. Therefore, our attention will wander.

• Preoccupation: We are more concerned and occupying our thoughts with other more important issues.

• Psychological: Listening carefully is difficult from a psychological standpoint. We are capable of understanding speech at rates up to 600 words per minute. The average person speaks between 100 and 140 words per minute; therefore the excess time is usually spent thinking about personal issues or mentally preparing your next statement as opposed to concentrating on the speaker to understand their message.

• Distractions: The physical environment can present distractions that make it hard to listen. A hot stuffy room, traffic, discomfort and a noisy crowded location are examples of physical limitations on our ability to listen and concentrate.

• Assumptive listening: We often make incorrect assumptions, which lead to beliefs that the conversation is either too simplistic or too difficult. In these situations, we stop listening. What we should be doing is listening to understand the message. A final assumptive mistake is our belief that the subject or person is unimportant and we stop paying attention.

• Talking is more gratifying: The reality is that most of us like to talk. When we are talking some believe we can control others thoughts, gain admiration and respect and even release energy or frustrations. Talking about problems can sometimes make us feel better by working out our problems with others.

• Lack of training: A common misbelieve is that listening is like breathing, an activity that people do well naturally. Listening is a skill just like speaking, everybody does it, but few do it well.

Listening To Understand

Effective listening takes place during 2 way communication. The important element that distinguishes Two-way communication from One -Way communication is verbal feedback. Verbal feedback occurs when the listener sends verbal responses to the speaker about their conversation. In essence we are attempting to eliminate misunderstanding.

The key to Listening To Understand is to use verbal feedback to eliminate misunderstandings. Verbal feedback can be in the form of asking clarifying questions or paraphrasing

• Clarifying questions: This type of response involves asking for additional information to clarify your understanding of their message. Typical questions for your might be exploratory to understand more about their needs and to elaborate on what they said to ensure we have a clear understanding. Let's say your customer is interested in your product but states that a "portable" version would be "nice". The customer's definition of "portable" may be different than yours. Maybe even the definition of "nice". Next consider the likelihood that when your customer said portable they meant "wearable" or small enough to fit on our body like a small portable hand held device.

Maybe your company offers several portable versions. You now understand the customer has needs are for a portable unit and not a stationary unit. You ask the question to qualify that the customer has clearly identified their needs for the "portable" version. Therefore you ask a question something like "So, I understand the stationary unit does not satisfy your needs, however the "portable" version does, is that correct? Clearly if you parted after this exchange, you and your customer would have a misunderstanding. The problem here is that questions did not help understand the speakers meaning of portability. We thought we clearly understood the customers need for a portable unit as opposed to a stationary unit. However the question did not verify our understanding of the customers meaning of portability

• Paraphrasing: Paraphrasing is another type of feedback, one that would qualify your understanding before asking any additional questions. This feedback involves restating in your own words the message you thought the speaker just sent. Paraphrase your customer's words, not parrot them. Restate what you think the customer said in your own words as a way of verifying your interpretation. In the example we used above, paraphrasing may sound like "So, your needs for our portable system would be to allow you to drive to the job site, and roll the system to the work area, is that it?"

Immediately sensing the problem the customer would reply, "Oh no, I need a wearable system that I can put in my back pack while I climb a 50ft ladder to the worksite". "Did I say portable, I meant wearable". This simple step of restating what you thought the speaker has said before going on is a very important tool for effective listening.

http://www.thasalesconsulting.com/

The founder and president of Taylor Hunter and Associates, Taylor Hunter has 20 years of diverse Sales, Sales Management and Executive experience. An impassioned interpreter of the selling process he has focused on fine-tuning the core basic elements of sales success during his career. A strong advocate of sales training that targets the core sales skills needed for success. Taylor Hunter created Methodology Selling which has served as the foundation for his noteworthy sales success. Methodology Selling is a proprietary sales approach trademarked by Taylor Hunter and Associates.

Reputation Precedes You

Writen by Tom Richard

People love to talk; and they talk about everything, including YOU! Every interaction with every person you meet not only affects your relationship with the people you encounter, but even with those who only hear about you.

Your reputation is the most powerful marketing tool you have. When a great reputation precedes you, it speaks volumes about the value of your business and immediately distinguishes you from the competition. It also helps you create instant rapport with future customers; you don't have to convince new customers what a great salesperson you are if their best friend already has.

The best way to get a great reputation is to take advantage of the many opportunities that surround you each day. Learn how to make friendships with everyone you meet, regardless of the situation. This is the key for a great reputation and an effective sales approach.

Think of all the people you have the opportunity to meet every day. Take advantage of those opportunities! Meeting people and developing new friendships is a remarkable way to build a strong reputation and attract new customers.

Think of all the easy, fun things you can do to spend time with more people and create a lasting impression:

1. Eat breakfast and lunch with existing customers, prospects, or BOTH! You need to eat anyways; make the most of it!

2. Get to know the parents at your kid's sporting or school events. It's an easy way to build instant rapport.

3. Join a fitness center. Using traditional methods, it can be nearly impossible to schedule an appointment with a key decision maker; so strike up an interesting conversation with them in the locker room.

4. Take an active role in your place of worship or favorite charity. The people you meet will share your passions, and you'll easily connect with them on a personal level.

It's important to know that building a good reputation in these circumstances does NOT mean that you should be selling anything. The goal is to meet new people and make more friends. When you distinguish yourself in common situations, people will remember you.

Of course, developing relationships with those in your community is only half of it. The impressions you leave on those you encounter professionally also play a key role in building a great reputation.

The easiest place to start is with your existing customers; they already trust you with their business. Take it one step further -- giving them exceptional service and personal attention may convince them to say great things about you to others.

DON'T underestimate the potential of a situation that doesn't lead to an immediate sale. Many salespeople "cut bait" when they realize a person can't switch suppliers or can't afford the product at the present time.

If they can't switch suppliers, help them get the most out of their current situation. If they can't afford your product, help them find the best product for their money. Take the time and make the effort to do what others in your field would NEVER do. We all do things for our friends that we're not necessarily compensated for. Do the same for your customers; it's the easiest way to create bonds that pay off in the long run.

People do business with friends, and always refer them to others. Developing professional and personal friendships with the people you meet every day is the most effective way to build a strong reputation and the easiest way to increase your sales opportunities.

Tom Richard conducts seminars on sales and customer service topics nationwide. Tom is also the author of Smart Salespeople Don't Advertise: 10 Ways to Outsmart Your Competition With Guerilla Marketing, and publishes a free weekly ezine on selling skills titled Sales Muscle. To subscribe to this free weekly ezine go to http://www.tomrichard.com/subscribe

Wednesday, October 29, 2008

Old Outdated Tactics

Writen by Kurt Mortensen

Research shows the old style techniques of persuasion and influence have lost their effectiveness. So after timeless research and application, I found the answer to persuasion and influence.

I used to think you could be successful by just reading the books. That is a great start, there is some great information there and I believe in reading the books, but you need a little bit more than that. If you want to learn how to play basketball you can read the book. You will understand the rules, but if you look at Michael Jordan, the book wasn't enough. I don't even know if he read a book. He went out and found a couch and found a mentor. There are two ways to learn in life. You can learn by trial and error or you can learn from somebody else. Success is found in the practice and the proper application of the right techniques. Success is an open book test, the answers are there and that is what I want to give you. Great persuaders have the right tools. I want to give you a new set of tools because one size does not fit all your prospects. You can't force all of them into the same mold and use the old school tactics. Why? We know persuasion has changed.

In the past we did not know how our consumer thought, what persuaded them to buy or take action. Most people in sales and marketing were shooting in the dark. We hoped or guessed what we were doing what working. Sure it worked some of the time, but I hope you are not happy with that success rate. In fact Dr. DiMaggio of Harvard University said, "We've learned more about the human brain in psychology in the past ten years than we have in the entire history of psychology and neuroscience." Persuasion and influence is an art and a science. First you must understand persuasion and influence has changed in the past twenty years. Your consumer, your prospect, your consumer, has changed. They are bombarded with over five thousand persuasive messages a day. Your prospect is more educated and more skeptical than ever before. If you try those old style techniques, you will loose sales, you will loose prospects. What good is a sales tool that only works part of the time? Can you imagine if the breaks on your car only worked part of the time? The key is to have the right tools and the more tools you have the more persuasive you become.

Now there is a big difference between persuasion and influence. Persuasion is what you do and you say. Influence is who you are, your credibility, your trust, your charisma, your passion. Now the best way to convince somebody or to change somebody's mind is through influence because of who you are. You ask them to do something and they do it because of who you are. They don't need proof, they don't need statistics, they don't need features, and they don't need benefits. That is what you need to work toward, to become a great persuader. But again, times have changed. People don't trust you. When you think about on average, only forty percent of the people you meet will actually trust you. Now forty years ago people trusted you until you gave them a reason not to. Now today people don't trust you until you have proven it and given them a reason to trust you. That is the difference. That is one of the reason persuasion has changed.

You have all seen great persuaders in action. Again it is who you are. You have seen the presence of some people that automatically attracts everyone to them. Where ever they go, people are captivated and influenced by their radiant energy and their dynamic personality and they want to be persuaded by them. Most people where a badge that says, "Convince me, help me make a decision, there is too much information, I need somebody to trust to help steer me in the right direction." When you talk about persuasion and influence, these skills can and should be learned.

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.

Kurt Mortensen's trademark is Magnetic Persuasion; rather than convincing others, he teaches that you should attract them, just like a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical within the last five years. Most persuaders are using only 2 or 3 persuasion techniques when there are actually 120 available! His message and program has helped thousands and will help you achieve unprecedented success in both your business and personal life.

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!

Linking Performance To Company Values

Writen by Andrew Rowe

Intel corporate values include risk taking, discipline, and results orientation. These are exactly the values one would expect of a company whose primary strategy is one of product leadership. Without these specific company values the product leadership strategy would surely fail. In firms where the values and the strategy are tested daily it requires management oversight to ensure that they remain aligned.

Company values, published or not, exist and are used everyday by employees in making decisions on behalf of the company. Well chosen values suggest priorities that guide employees through right versus wrong choices. Simple values that retain a position in top of mind during a hectic day are best. Some classic examples are "Safety first" or "Quality is job 1."

Values become the customer visible persona of your company. The types of values can be divided into the basic values that are required for continued employment at the company, core values, and aspirational values. The core values set a company apart from the competition by clarifying its identity and serving as a rallying point for employees.

A company strategy is the blueprint that describes the future one wants and it provides a high-level roadmap for getting there. The long term core strategy for beating the competition can usually be reduced to the company's decision to dominate at one of the following:

Customer relationships or service (have it your way)
Operational excellence (best overall value)
Product or service leadership (Being first or best)

So Intel chooses product leadership above all else; FedEx targets operational excellence; Nordstrom has made customer relationship its mantra. A company's domination of one of these three "value disciplines" defines what makes them uniquely better than their competition from a customer perspective and as such it constitutes their long term competitive strategy. But in order for this competitive strategy to work the company values and the values of the employees have to line up with the strategy. So just as Intel's values have to be around risk taking and results in order to support the product leadership strategy, FedEx's values lean towards improvement seeking, diligence, promptness, and reliability in order to achieve operational excellence. Nordstrom's strategy is to serve the customer above all else and the people they hire have to excel in their ability to offer the best customer service.

Sales success is dependent on your competitive strategy which in turn is linked to your company values and those of your employees. Do the people you hire have the right values to make the strategy work? Is the primary reason your customers buy from you supported by the values of the employees? Do the messages in your marketing materials represent your company values and your competitive strategy?

Ernest Shackleton's candid but successful advertisement in 1914 for men to travel with him on the first crossing of Antarctica demonstrates that he knew he needed people with the appropriate values to successfully execute his strategy:

"Men wanted for hazardous journey. Small wages, bitter cold, long months of complete darkness, constant danger, safe return doubtful. Honour and recognition in case of success."

About Cube Management

Cube Management delivers sales acceleration services to emerging growth and mid-market companies. The experts at Cube Management work across the entire spectrum of marketing, sales and business development to provide customized solutions (whether recruiting, interim management or consulting) that drive revenue and profit growth. Cube Management combines Strategy, Process & People to produce winning results. Download the Cube Management Inside Sales Guide and the Cube Management Search Engine Optimization (SEO) Guide.

Tuesday, October 28, 2008

Cold Calling Top 5 Reasons To Avoid It

Writen by Frank Rumbauskas

Cold calling, once the only method of sales prospecting, no longer works in today's world. Here are the top five reasons to avoid it:

1. Cold calling makes you look desperate.

We all know that people want to do business with those who are successful; however, cold calling makes you look totally unsuccessful! Prospects think if you're cold calling, you must have nothing else going on, and they should avoid doing business with you.

2. Cold calling makes timing work against you.

How can you know if someone is ready to buy when you call them at random? You don't! If you get leads from cold calling, there's a good chance they're looking to buy next year, not now. And most people you call at random will never buy, ever.

3. Cold calling limits your sales production by time.

Leverage is very important, and is missing from cold calling. In other words, you can make only one call at a time or knock on one door at a time. There is no leveraged system working on your behalf, and as a result, even if you get leads from cold calling, there are only so many hours in the day to do it.

4. Cold calling is the leading cause of salesperson turnover and lack of morale.

Endless surveys show that the requirement to make cold calls is the number one reason why sales people quit, and the lack of cold calling is the number one reason why salespeople stay. Cold calling is very demoralizing and has a very negative impact on sales performance.

5. Cold calling fails to get qualified leads and generates unqualified leads.

Managers tend to measure the results of cold calling by the number of appointments set; however, appointments gained through cold calling have the lowest close rate of all. People who respond to cold calls generally aren't the busy, successful people we want and need to meet with.

Frank Rumbauskas is the author of the hit sensation "Cold Calling Is A Waste Of Time: Sales Success In The Information Age". His training and products teach salespeople how to generate hot leads without cold calling and how to keep their power and remain in control of sales situations. For more information please visit http://www.nevercoldcall.com

You Are Tiger Woods

Writen by Art Sobczak

Tiger Woods made the single biggest impact on sports-any sport-anyone has made for a long time. Not only does he have the physical talent (which has been honed by years of practice), his "above the shoulders" game, at just 24 years old, is at a level many people never reach in a lifetime. Here's an example from his first year on Tour that we all can learn from.

Tiger won the first tournament held during the 1997 PGA season, in early January. Afterward, a reporter asked him what he's thinking and what his goals are before he enters a tournament. Woods started to answer, stopped, and then in an "Aw shucks" tone said, "Na, I don't want to say that." Keep in mind that his confidence is often mistaken for cockiness, and plenty of jealousy is present among people who feel he's getting undue attention. Then he straightened up and said something very profound,

"Yeah, I'll say it. I go out there expecting to win every tournament. Why would I play otherwise?" He continued explaining that some guys are satisfied to just be in the top 60 after the first couple of days (the rest don't get to play the final two days and don't have a chance at earning prize money).

What Do You Expect?

So what are your expectations, both short and long-term? Some sales reps are content just barely getting by. Others consistently top the sales charts. Ask them and they'll likely tell you they expect nothing less.

Some sales reps approach each call "just to see if there might be any interest there." High achievers expect to take the call as far as they possibly can. And they do. They begin calls with a specific, ambitious objective, whether it be the sale or appointment.

How Do Reps Differ?

What's the difference between high and low performing sales reps. Self-confidence, belief in themselves, and their expectations.

But what about skill? Sure it's important, but I've seen plenty of reps who had the tools to succeed, but not the desire or expectation. I've seen many more who never would be called "naturals" when first starting, but expected to do well and found ways to make it happen. Napoleon Hill, in his "Law of Success," said, "If you demand success of yourself and back up this demand with intelligent action you are sure to win. There is a difference though, between demanding success and merely wishing for it."

In "The Psychology of Winning," Dr. Denis Waitley says, "Every individual tends to receive what he or she expects. You may or may not get what's coming to you . . . but you will always get what you expect."

Losers typically expect little and get it. Worse, losers expect bad things to happen, and they do! You've seen these people before . . . they can darken a room by entering it. They're the ones consistently complaining about everything from the softness of their chairs to the crumminess of their territory. All the while, the action-oriented expectant rep is doing what the other says can't be done.

What to Do Here are a couple of ideas for you to implement right now.

1. Raise long-term expectations. Set a yearly or quarterly goal 25%, 50%, maybe 100% higher than what you've ever achieved. Don't think of how hard it would be to achieve. Instead ask, "What do I need to do to get there?"

2. Approach every call with the expectation of achieving the highest conceivable end result. You won't get there every call, but know what? Your results over time will be much higher than with low, or no expectations.

Go out and EXPECT to have your best day, week, month, and year ever, you tiger.

Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing "rejection. To get FREE weekly emailed TelE-Sales Tips visit =>http://ww.BusinessByPhone.com

Monday, October 27, 2008

Sales Speaker Suggests Asking How Can I Do More Business With You

Writen by Dr. Gary S. Goodman

Peter F. Drucker, renowned management guru, advisor to nations and to huge multi-national corporations, used to admonish those of us in his classes to take pains to avoid being "too clever."

Drucker appreciated innovation and new thinking, but for him, cleverness was trying to find a sharp angle in a deal, or an oblique way of getting and serving customers.

A law professor of mine echoed this sentiment. His topic was Franchising, and having contributed some of the brains behind Subway's success, he said: "You'll never make it in the restaurant business unless you're comfortable walking up to a table and asking, 'How's your meal?'"

That's easy, isn't it?

Directness and simplicity can do wonders for your business.

They need to be applied to selling, as well.

We all know that it is generally easier to get an existing customer to buy more than to cultivate and to sell to an entirely new customer.

But sellers waste a lot of time trying to figure out pricing strategies and discounts and other lures to get their clients to buy more, when the clients, themselves could easily give us direction, if we weren't so busy being clever.

Why not ask: "How can I do more business with you?"

You might expect to hear something like, "Cut your prices," but it isn't a likely response.

You'll probably hear, as a reflex, "That's a good question."

Then, your client will put on his or her thinking cap. If they like what you've done so far, they might ask you what else you can do. That's a nice opening, and because they've asked, you can calmly and confidently tell them.

Or, they'll disclose their plans to purchase something at least tangentially related to what you have provided.

For instance, a client of mine that has invested in customer service training may mention she is interested in sales training, which of course, I do, as well. But she may not have put the two together, until I broached the matter.

Try this question, and tell me how you do!

Best-selling author of 12 books and more than 900 articles, Dr. Gary S. Goodman is considered "The Gold Standard"--the foremost expert in sales development, customer service, and telephone effectiveness. Top-rated as a speaker, seminar leader, and consultant, his clients extend across the globe and the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: gary@customersatisfaction.com.

Sunday, October 26, 2008

Toll Free Numbers Can Increase Your Business Sales Potential

Writen by Abbie Frank

Many businesses both large and small use toll free or 800 phone service to deliver a better customer experience. Although these toll free services are used more on the sales side for ordering, some businesses, in the interest of better customer support also provide toll free contact for support and warranty issues also.

Just as there are many different types of business models today, some will benefit much more from an 800 number than others. The traditional brick and mortar corner retail store with a local market only may not obtain the same benefits of toll free service as a web or Internet business selling throughout the country.

To decide if you actually need an 800 number, consider the following points.

1. Who are your clientele? If your customers are all local and your business is generated all within the same town, toll free service may not be seen as important by your customers. If however, you're selling and shipping products throughout the country or even internationally, toll free contact calling may mean the difference between landing or losing a sale.

2. Does your business have a web presence and are the products offered of interest to others outside your direct area? A web site suggests that you're looking to increase information to your customers and probably desire to gain additional sales. Although online sales are popular, many customers still expect clear contact information. and if they are asked to pay for the call the risk of losing that order increases.

3. Do you offer customization? This can include anything from paper goods and stationery to customer designed gold clubs. Any business that builds or modifies a product specifically for a customer. Providing any customization almost demands having direct contact available.

4. Are you away from the Office a lot? Many times a small business has a staff of 1. Being the business, it's important that you are available to your customers at least during business hours. With the help of telephone technology, it's possible to have your customers reach your cell phone toll free through an 800 service number.

The decision to commit to an 800 telephone number is based on need and future growth of your business. If your business is local with all local customers and growing outside that immediate market area is of no interest, then an 800 number probably isn't needed.

If however your business is growing national or internationally, has a web site for sales or does custom work, the benefits of providing a toll free contact for your customers is great.

800 or toll free calling and many other services are now available from both your local phone company and many Voice Over Internet Protocol or VOIP companies. Check around and select the features that will best support your customer and grow your business.

Abigail Frank writes on many subjects having to do with home, family, and health. For more information on toll free numbers for your business please visit the site at http://www.toll-free.openbriefcase.com

Saturday, October 25, 2008

The Internet Affecting Retail Department Stores

Writen by Daryl H. Bryant

Today, retailers face a tremendous amount of competition, more than ever before. The Internet has allowed millions of new startup retailers to launch with minimal resources. Some of these new Internet retailers do not even warehouse their own products, they simply drop ship other retailers products, making it much easier for them to keep their resources low and use their revenue made from sales to put back into marketing of their websites.

So as all these new retailers are born, how does this affect the larger retail department stores like Macy's, Sears, Nordstrom, JC Penny, and Bloomingdale's? Well according to an article I found on the Denver Post website, "Researchers say department stores are losing customers - particularly younger ones, who tend to favor big-box discounters, specialty boutiques and the Internet - because their merchandise is widely available elsewhere and service levels have slipped."

So what does this mean for these major department stores like Macy's? Well in my option, it means that they need to reduce their prices in order to compete. If the younger generation is moving more towards making purchases online, then these department stores need to cut their prices in order to become competitive players once again. Everyone would rather try on a new pair of jeans, rather than make a blind purchase off the Internet; however, if it means saving $30, I and many others, would rather make the purchase from an online retailer and if it doesn't fit, we will merely return it… no biggie.

These department stores are also beginning to compete in the sense of aesthetics. In these highly competitive times, retailers are embracing aesthetics and design with renewed emphasis. Some of the biggest names in retailing have poured millions into store makeovers, including Macy's, which just completed the conversion of six former area Jones Stores. An article on The Kansas City Star, explains how these large department stores are changing their designs in order to draw in more people and increase sales in their stores once again.

So as you can see, this is an extremely volatile time for department store retailers like Macy's, Sears, Nordstrom, JC Penny, and Bloomingdales. The Internet has become so competitive that the major department stores are losing money at an increasing rate. Even the prices on their websites cannot compete with some of these other online retailers, especially the ones that drop ship. The time is now for these department stores to change their design, revamp their image, compete in aesthetics, and reduce their prices once and for all… for survival is on the line.

At Hudson Horizons, we provide automated product submission to Froogle for only $15 / month. We submit your products three times a week to Froogle to ensure that they are always included in the search results.

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Top Seven Ways To Write An Orderpulling Sales Letter

Writen by Judy Cullins

Ready to put your Web pages up? Ready to sell a lot more products and services? If you're not getting the sales, you want you may want to think "makeover." Whether you're just starting or doing a web makeover, you need to Power Write your sales letters.

Before you call your Web master to design your web site, you want to be sure you have great sales copy for each product or service you want to sell.

What Doesn't Sell

-big pictures
-my mission
-my bio
-subscribe to my ezine
-dark colors
-a lot of script
-page takes more than 10 seconds to load

In my first Web site, I made many mistakes. Sales for six products didn't go over $200 a month. For the second Web site, each product, and service sales letter gave my visitors reasons to buy. Sales were $75 the first month, and in four months, they reached $2265. The next year they went to 3000 and each year after, over $4500.

Sales letters Sell! Here's 7 Sales Letter How-To's

1. Start the Letter with a Benefit-Driven Headline.

In a large Times Roman font, put up a question or benefit-driven headline that grabs your visitor by the collar. For example, "Want a quick and easy way to quadruple your Online Income in Four Months?

If you answered, "yes" to yourself, this headline succeeds, because you will keep reading. If you said, "No, I don't believe this, "but I'm curious where this is going," the headline still succeeds. This headline should lead right into the benefits of your product or service.

2. Add the Top Five Benefits of your Product or Service in Bullet Form.

To define your top benefits start with a list of problems your client or customer wants solutions for. Your answer for your particular audiences problem is the benefit. Benefits sell.

Examples: Save time or money; Build Business, Create better relationships, Create more health, Develop your spirituality.

Too many professionals and business people assume features are what sell. Be sure to include both benefits and features in every sales letter. Example: Imagine 1000's of people reading your book next month by using the "Essential Nine Hot-Selling Points." (Benefit – book sales; feature—the Marketing how-tos)

3. Address your Potential Buyer's Resistances.

Remember to tell a background story of where your audience is NOW so they will emotionally connect with your solutions (the product or service). Let's say they want to write an eBook or print book to make themselves the "expert," make life-long passive income, or share their unique message.

Many people don't write a book because they doubt it will sell well enough for all the effort, it may not be significant enough, it will take too long, cost too much money, and they really aren't writers. One, by one, your sales letter addresses their concerns and shows these potential buyers why they need to write a book to brand their business or share their message. You show them how they can become an excellent author and make their books more salable, while building their practice and profits.

4. Sprinkle Testimonials Throughout your Sales Letter.

Potential buyers who visit your site or another one that sells your products are more pulled to buy when they think other people have already. If these people are happy with your product or service, they will be too.

Include testimonials from experts in your field, celebrities, man/woman on the street, and other people who have profited from your advice. Make the testimonials stand out with a different color background. A photo plus the blurb adds power.

5. Offer your potential customers three or four chances to buy.

They may have already decided to buy before coming to your sales letter, so offer a "Buy Now" button near the top of the sales letter. Offer more buying opportunities along the way after a list of benefits and features for your product or service.

6. End your Sales Letter with your 100% Money-Back Guarantee.

"This product comes with a 100% Money Back Guarantee. Read this book cover to cover, and if the strategies don't work for you within 60 days, we'll cheerfully refund your money, and you can keep the product too!"

7. Make your Sales Letter Credible.

Make sure your free bonus reports are not worth more than the price of your product. Would you believe this offer "order this $49 book now and receive 4 special bonus reports worth $395?"

Make sure you have written the best sales letter you can. Polish it with a professional editor. Test it after a month. If you haven't increased sales, you may need to revise Web site sales letter.

Without a sales letter for your potential customers you leave them bored, non-inspired, and without enough information to make that decision to buy. Your precious visitors will leave your site, never to return.

Judy Cullins ©2005 All Rights Reserved.

Judy Cullins, 20-year Book and Internet Marketing Coach works with small business people who want to make a difference in people's lives, build their credibility and clients, and make a consistent life-long income. Judy is author of 10 eBooks including Write your eBook or Other Short Book Fast, Ten Non-Techie Ways to Market Your Book Online, The Fast and Cheap Way to Explode Your Targeted Web Traffic, and Power Writing for Web Sites That Sell. She offers free help through her 2 monthly ezines, "The BookCoach Says...," "Business Tip of the Month," blog Q & A at http://www.bookcoaching.com and over 185 free articles.

Email her at Judy@bookcoaching.com
Phone: 619/466-0622 -- Orders: 866/200-9743

Friday, October 24, 2008

Closing Sales Is Not A Problem Its A Process

Writen by Virden Thornton

In my opinion, the most overrated topic in sales training is the subject of closing. In year's past, it seems the object of most sales training courses was to fill the heads of participants with as many closing techniques as possible. The logic was simple, if the "Ben Franklin" close didn't work, you could rummage around in your head for the the "secondary question" technique, the "order-blank" method or the "forced choice" close to tie off your sale. Selling in the old school of training was basically learning 54 or 84 ways to close.

Today, most successful sales professionals know that if you use a consultative sales process, one with a series of selling steps like those listed below, the close (asking for the business) will literally take care of itself. Closing is an integral part of the following; a solid sales process--not a specific stand alone technique:

- Building rapport and trust;

- Obtaining your prospect's attention;

- Probing for problems, opportunities, needs and values;

- Demonstrating products based on the specific needs you have discovered,

- Asking trial closing questions and answering objections, then

- Asking for the business.

By first building rapport with a prospective customer or client, a sales or service industry professional can create the trust that our research shows is vital to consistently obtaining sales success. Through using an attention getting provocative question and then taking away your offer, you can open your prospect's mind to answering your questions and later accept the suggestions that you make in your sales presentation. By asking open-ended, probing questions, you can learn about hidden needs and problems that can be solved by your products and/or services. Through effectively demonstrating your products and/or services, answering objections and asking trial closing questions, you then set the stage for closing the sale. All that is left in this process is to ask for the business.

In my self-directed learning manual entitled Sales Success Strategies, (see www.TheSellingEdge.com/manual1.htm) I explore the steps that must precede a successful close. This unique learning guide won't give you a dozen closing techniques to memorize, nor a list of power words that will impel your prospect, client or customer to sign on the dotted line, because these words and closes simply don't work with today's sophisticated consumers. If you take time to review them and apply them to your daily sales activities, the ideas discussed can make a significant difference in your ability to regularly generate business for your company or professional firm.

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publications, Inc. Menlo Park, California. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides.

Virden assists clients through a unique personal coaching (telephone)program. He has taught at the Center For Professional Development, Texas Tech University, Lubbock, Texas and the School Of Entrepreneurship, Marriott School Of Management, Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://www.TheSellingEdge.com

Thursday, October 23, 2008

Whats So Special About You Defining Your Usp

Writen by Lisa Packer

Your prospect is in the market for a widget, just like the one you sell. She surfs over to Google (or picks up her Yellow Pages) and looks up "widgets."

She is immediately greeted by 15 different widget companies, including yours. How does she go about making her selection? And what can you do to make her more likely to select you?

This is where your Unique Selling Proposition (USP) comes in. Your USP tells Ms. Prospect what is different about you, and why she should choose your product or service over that of your competitor.

So, how do you determine yours?

First, you need to sit down and make a list of all the benefits of doing business with you, and those of your particular product or service. Be sure they're really benefits, and not just features. Put yourself in your customer's shoes: What does your widget do for her? How does it make her feel? What is the emotional payoff for her?

Next, you need to have a look at the competition. Is there any way your widget is different from theirs? What benefits are they stressing? What are they not talking about?

If there really is something unique about your product or service, by all means focus on it. But it may be that your competition offers something very similar to you. That doesn't mean that you can't stand out. It just means that you have to find something to focus on that isn't already being talked about.

Go back over your list and cross out the benefits your competition claims. From what's left, pick out five or six of your strongest entries.

Now, sit down and take a look at your target customer. What are her core beliefs and desires? What keeps her awake at night? Find the benefit that speaks most directly to her.

Boil that benefit down into the shortest sentence possible. Make it tight, use action verbs if you possibly can, and make it catchy.

Congratulations! You now have a USP that can (and should) be used in every marketing communication you issue. And your prospect has a reason to choose you over the competition.

Lisa Packer, author of "How To Dramatically Increase Your Business... Without A Blockbuster Budget" and "7 Ways To Get A Pay Raise From Your Web Site" is an independent Copywriter and Marketing Consultant. Find out how to get these two reports, plus more helpful articles like the one you just read at http://www.dramatic-copy.com/.

Dramatic Copy: Copywriting That Dramatically Increases Your Business.

Playboy Says Showing Enthusiasm Closes More Sales

Writen by Dr. Gary S. Goodman

I'll never forget the time I was invited to pitch a sales training program to the Playboy Channel.

My contact was a woman who had attended one of my public seminars, and after a preliminary discussion about my onsite methodology for building sales, she leaned over the desk, toward me, and nearly whispered, "Are you excited about the idea of working for Playboy?"

Actually, I wasn't.

And it showed.

And no sale was made.

Don't ask me what was going on in my mind, because I'm not quite sure.

It wasn't visions of hanging with "Hef" at The Playboy Mansion, surrounded by Bunny after Bunny; that I know.

Obviously, it was clear to my prospect that I wasn't gushing over the idea of having Playboy on my client list. Oddly, names like Xerox, DuPont, Kraft, turned me on, and, I suppose, it showed.

If there is a moral to this story, it's this: We need to show a certain level of ENTHUSIASM to close sales, and even if we don't have it, we should fake it.

Yesterday, for instance, I called back a prospect and said, with real fervor, "Let's get this program going on Monday afternoon, and start making you some money, okay?"

His response. "Right, I just need to tell my boss I want to do this, that's all."

"Right!"

"Right"

We were like two football players crashing helmets before the big game.

That's a sale I'm going to make!

Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service, and the audio program, "The Law of Large Numbers: How To Make Success Inevitable," published by Nightingale-Conant. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC's Annenberg School, a Loyola lawyer, and an MBA from the Peter F. Drucker School at Claremont Graduate University, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. He holds the rank of Shodan, 1st Degree Black Belt in Kenpo Karate. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com.

Wednesday, October 22, 2008

Top Speaker And Trainer Says Summon The Courage To Cold Call

Writen by Dr. Gary S. Goodman

You've heard the excuses time and again.

"I hate cold calling!" and "I shouldn't have to cold call!" and "Cold calling is a waste of time!"

All of these are ruses.

What's really happening is the speakers are gripped with fear. They're afraid to fail, so sound foolish, and to even try.

In a word, they're COWARDS!

I've never said that before, but I believe it cuts to the heart of the matter.

And the only cure is COURAGE.

They have to make themselves cold call. It's not only essential to selling well, it's essential to their character development.

First, let's dash the notion that cold calling, selling to strangers, to people whom you haven't spoken to before, that this activity is fundamentally flawed.

Horse feathers!

Every healthy business grows by getting new customers. "New" means people you aren't doing business with now, with strangers.

The only way to make a stranger an acquaintance or a prospect is by meeting them. Chances are very good that they won't contact you. You must contact them, and what's more direct than reaching out by phone?

I've met people who contend that cold calling is the ONLY RELIABLE way of growing one's business. There are other ways, I suppose.

You can grow through acquisitions, but if you go back far enough into those companies' histories, you'll find someone or many folks who courageously introduced themselves to strangers and built a business, as a result.

Be happy you're afraid!

This means a lot of your competitors feel the same way and they won't cold call, leaving this medium only to the courageous, and potentially, only to you.

With fewer people on the phones, prospects are called less, and this means they're less resistant to sales presentations.

The coward anticipates horrors, and the person with courage anticipates treasures.

Don't believe self-appointed gurus who play to your fears, who say, "You're right; cold calling sucks."

They're feeding your weakness, making it worse.

Instead, seek out those that will literally, EN-COURAGE you.

Napoleon Hill, in the classic book, THINK & GROW RICH said it this way:

"Fear, the worst of all enemies, can be effectively cured by forced repetition of acts of courage."

Greater than the value of all of the sales in the world, the gift we give ourselves when we cold call is one of CHARACTER.

Dr. Gary S. Goodman is the best-selling author of 12 books, over 700 articles, and the creator of numerous audio and video training programs, including "The Law of Large Numbers: How To Make Success Inevitable," published by Nightingale-Conant-a favorite among salespeople and entrepreneurs. For information about booking Gary to speak at your next sales, customer service or management meeting, conference or convention, please address your inquiry to: gary@customersatisfaction.com.

What Is The Problem With This House Its Only For Sale

Writen by Hans Bool

Maybe ... no, you must have seen them. Those Advertisements. They are different from what you normally see when a House is for sale...

Marketing (more than Sales) is surrounded and ruled by emotion. Advertisements for example are seldom (only) about facts and about objective information. Before you are to sell something you should pass through the personal firewall. Your campaign should light a fire. Confidence belongs also to this emotional area.

At the same time Sales (more than Marketing) should be objective and rational. After a warming up accomplished by some marketing preparations, there should be a moment of truth; the potential client wakes up from the dream into the real and objective world of needs and necessities.

To sell a product as expensive as a house you engage (the client) in a game where subject and object visit the house at the same appointment. You walk through the rooms, you have a look at the garden, and you think about the advertisement you noticed when you drove through the ward;

"They are selling me."

You smile. A nice find. But you pass this one. The house is for sale. It is a house you could imagine buying, but the situation is a bit unbalanced. Is it too much marketing? The emotional effect didn't last long, and now you spend more time looking for the real information. "What am I missing here," you wander. "Is there something wrong with this house?"

© 2006 Hans Bool

Hans Bool is the founder of Astor White a traditional management consulting company that offers online management advice. Astor Online solves issues in hours what normally would take days. You can apply for a free demo account

Tuesday, October 21, 2008

Everyones Favorite Topic 3 Tips For How To

Writen by Roger Seip

I believe that everyone understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales any other profession, we are all in the PEOPLE BUSINESS.   It's been said that fully 85% of your success in life is directly related to your ability to effectively work with people.  So I wanted to pass on a little tip that will make all your dealings with clients or co-workers much more effective.


It's laid out in Dale Carnegie's great book How to Win Friends and Influence People (definitely recommended reading).  If you ever asked someone their "favorite subject", you'd hear answers in a few categories.  Most individuals we've met will respond with something either in the category of an activity (reading, sports, fishing, etc.) or their relationships (kids, grandkids, etc.) and neither of those are the real answer.   The real answer- without exception- is that everyone's favorite subject is THEMSELVES!  By default, everyone is much more interested in their own life and their own day than anyone else's- and that's OK.  I'm not saying that everyone is or should be totally self-centered.  I'm saying that in your dealings with other individuals, you MUST understand and respect this principle.  The more you can "put yourself in another person's shoes", the better communicator you'll become.  Three tips on how to do it:

 

1.      Master the skill of LISTENING.  You have two ears and only one mouth, and great communicators will tell you that that's the proportion they should be used in.
How are your listening skills? 

2.      Take a SINCERE INTEREST in others.  Empathy, compassion, and a real desire to learn about people are some of the most attractive and persuasive qualities you can possess...and they cannot be faked.

3.      Remove the words "I" and "me" from most of your communications.  When selling, coaching, teaching, or just working with someone, understand that it usually not about you even a little, so don't try and make it that way.

As with any success principle, the art of communicating is a skill that can (and must) be learned if we are going to live to the fullest.  I wish you the best on your continuing journey- make it a truly great day!


 

Roger Seip, co-founder of Freedom Speakers and Trainers, currently trains professionals across the country in memory, goal setting, attitude, time management, and effective communications. His newest program, P.A.C.T., is an intensive one-on-one twelve week personal coaching program designed for those who are serious about their success. Please click here for more information on Roger http://www.deliverfreedom.com/speakers_roger.html  or Freedom Speakers and Trainers www.deliverfreedom.com.  Call 888-233-0407 x113 email roger@deliverfreedom.com

Monday, October 20, 2008

Sunday, October 19, 2008

Saturday, October 18, 2008

Friday, October 17, 2008

Monday, October 13, 2008

Saturday, October 11, 2008

Thursday, October 9, 2008

Tuesday, October 7, 2008

Saturday, October 4, 2008

When You Lose Your Walkaway Power You Lose Your Objectivity

Writen by Tim Connor

All prospects are not created equally. Some are worth the continued investment of your time, resources and energy, while others will only sap your motivation, as well give you ample frustration and send you to an early grave. (Sales grave, that is.) Why do salespeople give these poor prospects more time than they deserve? Here are a few reasons for you to consider. The salesperson:

1. Lacks an adequate number of good prospects – so spends time trying to turn poor ones into sales.

(good luck.) 2. Mistakenly believes (as well as some sales managers) that everyone is a good prospect. (Not so.)
3. Doesn't know the difference between a good one and a poor one.
4. Is under pressure from management to see more people, close more deals, and KEEP BUSY. (most

of all, keep busy.)
5. Believes with enough time, the poor prospect will 'come around'.
6. Believes that presentation skills or closing ability are the most important sales skills.

Well, enough of the list. What is walk-away power? It is the willingness and ability to say enough is enough and move on to the next prospect. It is that point in the sales process, the qualification portion, where you discover that this prospect is no longer worth additional time. Even if the prospect did buy, the sale would not justify all of the additional sales costs to close it. If the cost of the average sale today is over $125.00 per call (and this number depends on whose statistics you choose to believe – it can vary depending on the type of sales you do. i.e. telephone, travel over long distances. etc.), does it make sense to have 5 appointments to sell a product or service that will generate $400 in profits?

I am not suggesting that you walk away forever. Prospect's circumstances can change. Today's start-up can become tomorrow's corporate giant. I am, however, suggesting that you weigh the consequences of spending too much time NOW with a poor prospect. Every hour you spend with a poor prospect is an hour you are not spending with a good one. And remember, while you are cultivating a poor prospect, your competitor may be cultivating your good ones.

Here is a simple technique to terminate a prospect. I have used it for years once I discovered that the prospect was no longer worth my NOW time.

Mr./Ms. Prospect, I appreciate the opportunity to discuss how our product/ service would benefit you. However, based on some of the information you have shared with me, I believe it is in your best interests if I get back to you in – 6 weeks, 6 months, 6 years – whatever).

Don't waste time on poor prospects, they sabotage your success and attitudes.

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That's Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at www.timconnor.com.

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Friday, October 3, 2008

Warning Pay Attention To Early Signals

Writen by Tim Connor

I'll bet every one of you has at least one customer you wish you didn't have. Right? If so, when did this customer tell you he was going to be like the way he is? Yep, you guessed it – early in the game.

One of the mistakes salespeople make is that they fail to accurately observe early prospect and client signals. These signals are dead give-aways as to how these people will behave as the relationship unfolds. For example: if you have a prospect who does not return your phone calls during the selling stage, do not be surprised if he fails to return your calls after he has bought from you. If they are slow pay in the early part of the relationship, they will be slow pay as long as you let them.

Early signals can be 'early warning signs' that you may not want to do business with this customer for any number of reasons. Not all customers are created equal. Some are more responsive, nicer, easier to work with, less critical (etc., etc.) than others. If you are in a position to choose with whom you do business, and not all of us have that ability, why would you want to have an arrogant, egotistical, unpleasant and unresponsive person as a customer?

I suggest you develop a few profiles: characteristics you would like to have in the ideal customer – a list of those criteria that you are not willing to give up in a customer, a list of any criteria, any one of which is or could be a deal buster. These will help you keep focused on what you do want rather than what you don't.

Even if you decide to do business with a customer that has many of the negative traits or criteria, you will be doing it with full conscious awareness and you won't have a tendency to get broad-sided later with, "Where did this behavior come from? I never noticed it before."

People basically don't change. Yes, they can grow, learn, develop new skills and attitudes, modify some behaviors if pushed by life to do so; but the behavior you see today will generally be the behavior you will need to learn to live with as long as you are doing business with that individual or organization.

This truth applies just as much in your personal relationships as it does in your business ones. Many people in relationships who appear to have been 'broad-sided' by this new behavior were just not paying attention earlier in the relationship. Learn to pay attention to early signals in relationships. This doesn't mean the relationship is not worth pursuing, only, that if you choose to, you are doing it with your eyes wide open and your awareness keenly in focus.

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That's Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at http://www.timconnor.com.

Hospital in Tennessee Thailand Hotels

Thursday, October 2, 2008

Export Factoring How To Use Trade Finance To Finance Your International Sales

Writen by Marco Terry

Selling your goods internationally can be extremely rewarding and challenging at the same time. When you start exporting goods, you truly open your company to a world of possibilities, including the possibility of big financial rewards. At the same time, you expose yourself to some of the challenges of international commerce.

Many international transactions are settled using bank or corporate letters of credit, which means you can rest assured that you will be paid on time. However, many of your clients will insist that you give them payment terms. This means you may need to wait 30, 60 or even 90 days before you get paid. And if your company is growing, waiting to get paid can be very tough.

Going to the bank for a business loan may or may not work. Most banks only give business loans to businesses that have a great past history. But this is of little use to businesses that have a short history but a bright future.

A better option is to consider factoring your invoices, which eliminates the 30 day wait that it takes to get paid. Export factoring (or international factoring as it is also known) can be a very useful tool for new and growing businesses.

Factoring is a form of financing, where a factoring company advances you a substantial portion on your invoices. The factoring company waits to get paid, while you get immediate use of the funds. This eliminates the cash flow issues that happen when you extend terms.

Export factoring is a factoring specialty. Actually, very few factoring companies offer international export factoring, so when talking to companies be sure to be specific and ask if they offer this type of factoring.

Many factoring companies also offer purchase order financing. This factoring product extension provides you with financing to fulfill purchase orders. Purchase order financing gives you the necessary funding to pay your suppliers, using the purchase order as collateral.

If your company is growing and selling goods offshore, be sure to look into factoring and purchase order funding as valuable financing tools to help you grow.

About Commercial Capital LLC

We are trade financing experts and can provide you with trade financing, export factoring and invoice factoring financing. For a quote, call Marco Terry at (866) 730 1922.

Hospital in Tennessee Thailand Hotels

How Can You Improve Your Aim

Writen by Tim Connor

O.K. it's 2006 and it's time to make sure you are heading in the right direction. No time like the beginning of a new year to re-evaluate your goals, purpose, strategies, behaviors and ultimately your aim in life.

One of the critical elements in all aspects of life is to have the proper aim. I am referring here to:

A - Awareness of what is, needs to change, or can be.
I - Intent. Having a clear, focused intent to change, grow, develop or modify.
M - Movement. To have consistent movement or progress toward that which is congruent with your intent and life mission or purpose.

Using the word AIM as a template in reflecting on your life you will find that failing to hit the target in any area of your life will be generally due to one of these three causes:

· A lack of awareness.
· A lack of intent.
· A lack of positive, consistent movement.

Here are 15 questions (5 for each item) to ask yourself to determine how you are doing in any or all areas of your life.

Awareness:
1. Do you know where you need improvement in any area of your life, or are you in denial?
2. Have others pointed out areas for improvement, but you have failed to accept their feedback or guidance?
3. Is there a nagging feeling in your gut that some area of your life could be much better?
4. Do you pay attention to the signals your body and life sends you on a regular basis?
5. Are you satisfied with your progress in all areas of your life?

Intent:
1. Do you give yourself excuses?
2. Do you let yourself off the hook when you fail to meet your goals?
3. Do you have an action plan or personal mission statement that guides you?
4. Have you 'settled for' in any area of your life?
5. Have you let others negatively impact your dreams and/or desires?

Movement:
1. Do you track your progress regularly?
2. Do you reward your successes?
3. Do you break down your goals into smaller steps?
4. Do you make some progress every day?
5. Do you give up early or easily?

There are many more questions you could ask yourself to ensure that 2006 is the best year of your life so far. All it takes is some time, a little courage, self-honesty and the desire to create a better life in the future. Go for it what have you got to lose?

Remember, expecting different results from repeated behavior is a mild form of insanity.

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That's Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at http://www.timconnor.com.

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Wednesday, October 1, 2008

No Regrets

Writen by Doug Smart

Here's a chilling thought. If you were to die tomorrow, would you have the same two regrets that many business people share?

According to a study, just before people die, if they express any regrets at all, those regrets tend to fall into two categories. The bigger, by far, is regret they didn't do better by other people. Such as, they didn't spend enough quality time with their children. Or they didn't end the feud with their sister. Or they let pass too many opportunities to say "I love you."

The second area is, people regret they didn't try to do something. They regret they chickened out and didn't try to open a restaurant, for example. Or they didn't try to write a book. Or they didn't try being an actor in addition to being an accountant. They looked into the future, got scared, and didn't push ahead to make their dreams come true.

Starting today you can keep it from happening to you. Call someone you have been avoiding. Make a date with your kids -- no matter how old they are -- to do something special with them. If you've been dreaming about changing your career or starting a new business, then today, on your way home, drop into a bookstore and buy two books on your dream subject. It's time for action.

Because of the miracles of modern medicine, the fastest growing demographic is people over 80. The odds are you'll live a long life. Make it a rich and fulfilling life. Starting today, do better by other people and be willing to try more new things. Otherwise, you might live to regret what you didn't do.

Doug Smart is the co-author of the book, "Reach for the Stars." He is a management development consultant, professional speaker, and host of the daily motivational radio show, "Smarter by the Minute." For more information, email Doug@DougSmart.com. Copyright 2005 by Doug Smart

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