Maximum Sales

Why Cold Calling Is Dead

2009-03-04T06:00:00.003-08:00

Writen by Frank Rumbauskas

Our world of selling is closed off from other areas of business that continue to adopt and embrace new, efficient ideas. I was reminded of this recently while re- reading Seth Godin's "Permission Marketing." Here's a book that was intended for business owners and marketing executives, yet it provides a much-needed dose of common sense that would be of great benefit to sales organizations, especially sales managers, who continue to cling to very old, and, in their minds, very right, ideas. Unfortunately, our brave new world has made these old ideas very wrong.

Seth Godin talks about Interruption Marketing versus Permission Marketing. Interruption Marketing is traditional advertising that interrupts your day in an attempt to get your attention and sell you something. In other words, it is the marketing equivalent of Cold Calling. Permission Marketing is systematically getting prospects to give you permission to present to them. In other words, it is marketing's equivalent of what I teach salespeople to do. In the book, Seth uses the metaphor of someone trying to get married to describe the flaw in Interruption Marketing, or Cold Calling. The bachelor goes into a singles bar and asks every woman in the place to marry him. When they all say no, he blames his clothes, buys a new suit, and tries again at another bar, only to fail again and again, just like a cold caller.

Are you getting the point he tries to make in that story? Think about it. A salesperson spends weeks cold calling with dismal results. The salesperson goes to the sales manager for advice on what to do differently to start getting results. A conversation ensues about what the salesperson is doing. A lot of old ideas begin to surface. Ideas such as "Initial Benefit Statement," "Elevator Speech," and other concepts that once upon a time were the right answers, but have since become very wrong answers. Working on these things is the equivalent of the man in the story blaming his failure on the suit, changing into a new suit, then going to a different singles bar to do it all over again.

With the business world in its present state, I really don't see how salespeople can afford to keep fooling away their time on old ideas that were once right but are now fatally wrong. It is this very feature of capitalism that is causing salespeople, managers and organizations to fail in record numbers. Capitalism is essentially "creative destruction." In other words, capitalism is a perpetual cycle of destroying old, less-efficient businesses and ideas and replacing them with new, more efficient ones. People and companies are clinging to old, obsolete ideas and are being dragged down to failure by them. Yet they still won't let go. I think the reason they can't let go is simply because it wasn't all that long ago that they really did have the right answers. It reminds me of a story I once heard about Albert Einstein when he was a professor. One of his student assistants who was preparing for an incoming class said, "Professor Einstein, what test are we giving them?" To which Einstein replied, "The same test we gave them last week." Bewildered, the student assistant replied, "But Professor Einstein, we already gave that test." Einstein simply said, "Yes, but the answers are different this week."

The bottom line is that the answers are different. The rules have changed. Time is running out for those who do not adapt to the new rules. As Napoleon Hill put it so well, "Whenever a nation, a business institution, or an individual ceases to change and settles into a rut of routine habits, some mysterious power enters and smashes the setup, breaks up the old habits, and lays the foundation for new and better habits."

If you're not achieving the sales success you desire, perhaps it is time for you to lay the foundation for new and better habits.

Frank Rumbauskas is the author of Cold Calling Is A Waste Of Time: Sales Success In The Information Age. He is the founder of FJR Advisors, LLC, which publishes training materials that educate salespeople on how to generate business without cold calling. For more information, please visit http://www.nevercoldcall.com

Why People Dont Buy

2009-03-04T06:00:00.001-08:00

Writen by Tim Connor

People buy for their individual and personal reasons, not for the reasons the salesperson's (or the organization's) marketing department think they should. You cannot turn a poor prospect into a customer with a great product or persuasive sales appeal. The key to increasing sales is to identify why people buy and what will cause them not to buy.

People don't buy for any number of the following reasons:

1. They can't afford what they want.
2. They don't really know what they want.
3. They have had a poor history with salespeople or organizations in general.
4. They don't want it.
5. They don't need it.
6. They have not been convinced that the value equals the price.
7. They are concerned with what others will think of their purchase.
8. They don't trust the salesperson.
9. They don't trust the organization.
10. They don't like it.
11. The timing isn't right.
12. They are indecisive buyers.
13. They don't trust the salesperson (repeated intentionally).

When a prospect doesn't buy, I suggest that you do everything possible to determine what prevented the purchase especially if this was a well-qualified prospect. This can be done with an after-sales call visit, telephone call, letter, or fax. Once you learn why many of your prospects are not buying, then, and only then, can you disarm these resistance areas during the sales process.

Most poor salespeople give more information than they get. They TALK TOO MUCH. You learn nothing while you are talking. You can learn a great deal if you can get the prospect talking and keep them talking. After every failed sales attempt, make it a regular practice to ask the prospect, "What was it about our product or service that prevented you from making a favorable decision?"

You will learn a great deal which can have a positive impact on future sales results if you will consistently determine why people don't buy from you and/or your organization.

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.

Sales Ten Ways To Gain Business Relationships

2009-03-03T06:00:00.001-08:00

Writen by Bette Daoust, Ph.D.

The Power of ten simply means that anything you do should be done in tens. It may seem quite simple but if you think about how many follow-up calls you should do in any day plus the number of new calls to be made and the number of new appointments per week, you are already on your way to success in sales. By repeating a task ten times, your results will skyrocket.

Here are some excellent ways to use the power of ten to start gaining more business and forming closer business relationships.

Join organizations where your potential customers attend

Learn to network and work a room to your advantage (see our chapter on events)

Follow-up with everyone whose card you have gathered at an event

When joining a leads group, make an appointment with everyone in the group to discover what they do, how you can help them find business and also what they can do for you in the way of leads.

Keep in touch with people on a monthly basis through mailers (postcards or email)

Call ten people a day to touch base and ask for referrals

Send a quarterly "Letter from the Heart"

Use your inner circle to send non business related information to your customers

Do ten activities a week which includes customer meetings

Be truthful and work with integrity at all times, this is worth more than all the business you can gain and lose without it

Try these ten ways to jump start your sales and you will start gaining more business. The hardest part is getting started but once you begin, you will enjoy knowing you have a process in place that really works.

Bette Daoust, Ph.D. is a speaker, author (over 170 books, articles, and publications), and consultant. She has provided marketing, sales, business development and training expertise for companies such as Peet's Coffee & Tea, Varian Medical Systems, Accenture, Avaya, Cisco Systems to name a few. Dr. Daoust has also done extensive work with small businesses in developing their marketing, training, and operational plans. You may contact Dr. Daoust at http://BizMechanix.com You may also view her latest publications at http://BlueprintBooks.com Dr. Daoust also writes for the National Networker http://theNationalNetworker.com

Are You A Winner Or Whiner

2009-03-02T06:00:00.003-08:00

Writen by Doug Smart

I've found that winners say "I choose to." Whiners, on the other hand, say "I have to."

Let me explain. On a plane, I mentioned to the executive next to me that I'm a professional development consultant and speaker. She smiled, gave me a knowing nod, and before the wheels were up revealed her "pain." She launched into telling me about her demanding and exhausting work responsibilities. She said things such as, "I have to leave home at 6:30 every morning to beat the traffic." "I have to go to Germany next month on business." "I have to attend a daily mini-meeting with the VP of Marketing." She prefaced all of her duties with "I have to."

I shook my head. "No wonder you feel over-stressed!" I exclaimed. "Your motor's running full speed but your parking break is on!" I recommended she release the brake. "You are a closeted whiner," I said. "Viewing your work as a series of burdens is holding you back. Empower yourself by changing your perspective. Quit using the victim phrase 'I have to." Replace it with 'I choose to,' 'I get to,' or by just stating the facts."

"For example, saying 'I choose to leave at 6:30 to avoid the traffic' means you are making a quality choice about making your commute easier. Saying 'I get to go to Germany' affirms your company's appreciation of your special skills -- plus you are fortunate to get to go on an adventure most people will never experience. Stating 'I meet daily with the VP of Marketing' clarifies your duties and signifies you are a key person whose observations and opinions are so valued the VP gives up part of her day to hear what you have to say. Making these phrase changes subconsciously signals you're in control of where your time and energy go. That makes you a winner not a whiner." She thought a moment, smiled broadly and said, "I feel the difference already. I'm going to quit saying 'I have to'."

To keep yourself in the winner's circle, it's smart to ditch the whiner phrase, "I have to," unless you want to signal the listener you're being forced to do something against your will. Victims say "I have to." Winners are smart to say "I choose to."

Doug Smart is the co-author of the book, "Sell Smarter." He is a sales consultant, professional speaker, and host of the daily motivational radio show, "Smarter by the Minute." For more information, email Doug@GrowYourSales.org. Copyright 2005 by Doug Smart

How To Sell A Car Wash

2009-03-02T06:00:00.001-08:00

Writen by Lance Winslow

Many car wash is skim money from the till each week and it is widely known in the industry. In fact, the Internal Revenue Service has a special booklet for and rolled agents which explains the types of things that car wash is due to cheat on their taxes.

Many car wash owners when they try to find a business broker to sell their business discovered that the business broker is rather upset with them since they are keeping two sets of books. Tax returns work very well for selling a car wash because they show the Schedule C.

However, if the schedule C. does not match the amount of cash flow that the business generates then the car wash owner is often called a liar by the potential buyer. This is when it gets tricky, as the car wash owner has to reveal a second set of books and admit to the buyer that he has been cheat on his taxes, skimming money and lying to his accountants. The buyer of the car wash has to decide if he trusts the car wash owner. After all, what else is he cheating on? Is he cheating customers? Is he cheating on his wife? Does the car wash owner have any integrity all?

Having been in the car wash industry for about 27 years and now retired I would say that most car wash owners have zero integrity. Although there are quite a few that are very good upstanding gentleman in the community. Now then, when the car wash owner is trying to sell his business he has to sell his business to someone else that does not care that he is and lying and cheating, but is more concerned with the cash flow of the business.

This means the car wash owner must find someone equally yoked with low integrity to sell to. If you own a car wash and you are such a scoundrel perhaps this article may help you sell your business since you have been cheating all your life. I never did have much respect for the competitors and my industry, as I think they are all crooks. But this is just my personal opinion after 27 years in the industry and reviewing over 3800 car washes so what do I know?

Lance Winslow

Gatekeepers

2009-03-01T06:00:00.001-08:00

Writen by Sharon Drew Morgen

When I ask salespeople to define what a gatekeeper is, I generally hear: "Someone who keeps out people who will waste the boss's time."

But gates are two-sided - they open as well as close: a gatekeeper's job is actually to make sure the boss gets to spend his/her time efficiently.

I've probably gotten approximately $500,000 in business as a result of the word or deed of gatekeepers.

How have I done this? By remembering a few simple rules:

1. whoever answers the phone is my client;

2. in order for a gatekeeper to open OR close the gate, she has to decide which category to put me in - in, or out.

3. it's the job of the gatekeeper to make sure her boss gets to speak with people who can help him/her do a better job.

My own secretary has a very unique habit of putting messages on the bottom of my In Basket when they are from folks she doesn't like and she keeps moving these back to the bottom as I go through the pile. But I've come to trust her judgment (once I got over the initial discovery of her deception. Of course, I look there daily now, and just don't tell her.)

"WHY are these HERE?" I asked the first time I noticed a rather large grouping of pink message slips at the bottom of the pile. "I was WAITING FOR THIS CALL."

"He was rude to me, and I didn't trust him."

I address my follow up calls with her feedback in mind; she has saved me time, money, and effort through her gut responses. And she's never been wrong.

Here are two stories of how I got business from gatekeepers. Note that I was using Buying Facilitation with each of them, and taught them how to decide to choose me.

TWO CASE STUDIES

Case Study #1

I got the name of the Vice-President Southwest Region of DEC (Remember DEC? It's been subsumed by Compaq/HP.) Dave Heil was allegedly a dynamic, innovative thinker, and was located in Albuquerque, NM when I lived in Taos. His secretary Judy answered the phone.

Judy: Dave Heil's office.

SDM: Hi. My name is Sharon Drew Morgen, and this is a sales call. I know you're busy so I'm wondering if this is a good time to speak.

Judy: it's never a good time. Thanks for asking. How can I help you?

SDM: I'm wondering how you folks are adding new sales methods to any current sales training you're doing.

Judy: Can you get here next Wednesday at 8:10? Dave is on vacation til Wednesday, and his first meeting is scheduled for 8:30. He always gets in at 8:00, and I bet he'd like to spend 20 minutes with you before he starts his day. SDM: You're having him meet with me the day he comes back from vacation??

Judy: Yes. I speak with a lot of people trying to get through to Dave; you're the first one who respected me, and who trusted my involvement. I also know that Dave is always on the lookout for innovative material, and if your opening question was a representation of what you're doing, and I suspect it is, Dave will be interested in meeting with you. Can you come?

Of course I went. At precisely 8:10, Dave walked in with a dark tan. "Well, you must be a very smart person that I need to meet. Not many people get through Judy. So, who are you and why do I need you?"

I got the job; Dave Heil is still my friend and colleague 13 years and several job moves - later.

Case Study #2

I was given the name of a small manufacturing company (company has since been subsumed by a much larger company) and told that they were seeking new sales training. I called in and spoke with the receptionist, Susan.

Susan: Hello. This is Company X. Who would you like to be connected with? SDM: I'm not sure, but maybe you can help me. Are you sure this is a good time?

Susan: I've got the time. What do you need?

SDM: My name is Sharon Drew Morgen, and this is actually a sales call. I've developed an innovative and ethical sales methodology, and am not sure if your company either seeks innovation, or has a desire to bring in new material. Can you tell me how your company chooses to bring in new sales material?

Susan: If you send me a packet with your stuff in it, and call me back in a week, I'll make sure it gets to the proper person.

I sent her a packet on Wednesday. On Friday, Susan called me back.

Susan: I put your material on the desk of our sales director. Two hours later he was fired, and he cleaned out his office. He either threw your stuff away or took it with him. Can you please send me another packet and I'll get it to the new person?

I sent her the packet immediately. The following Tuesday I got a call.

Joe: Hello, Sharon Drew. You don't know me, but the receptionist gave me a packet of information, and I promised her that not only would I call you, but I'd report back to her on what we decided. Since this is my first day, you must be a very important person. Who are you?

I began doing work with this company about 2 months later.

WORKING WITH, NOT THROUGH

For some reason you have been taught to view the person answering the telephone as a deterrent to getting where you want to get. But this person is your guide. And, since she decides whether you 'get through' or not, she's in control of the conversation. No matter how smart you are or how good your product is, no matter how much your prospect needs you or how much money you can make or save them, if the gatekeeper doesn't put you through, you're toast.

Whole books and programs have been devoted to 'getting through' the gatekeeper. But this person is a human being, with a job. And she is happy to help you. I've heard of sales people using an authoritative voice to show her they're important (um, they're in control, remember? Doesn't matter how important you are to you she's the one who determines if you're important or not); or sounding familiar and suave, as if they are friends with the boss already (and, you don't think she knows who the boss knows?); or using the name of a reference as if it were the boss's best friend (the boss rarely knows the reference well, or the reference would have already called the boss on your behalf and the secretary would be awaiting your call).

These are all ploys to 'get through'. Why not teach the gatekeeper how to choose to help you? Here are a few stories of what gatekeepers have done to help me over the years [Note: all of the following responses have been to my calling on a cold call, with no reference and no prior contact]:

1. go into the men's room (literally) to get their boss to hurry up so he would speak with me and not keep me waiting;

2. tell me when the prospect would be available, with a clear calendar;

3. give me a specific time and date, and put my incoming call on the calendar so when I'd call in the boss would be awaiting my call (and, when the boss's calendar shifted even called me back to give me another time commitment);

4. told me the correct person to speak with so I wouldn't waste my time on the person I thought I needed ("Oh, you don't want to talk to HIM. He'll turn it over to her anyway, so you might as well start with her.");

5. told me to hang up and call back during morning hours when the guy would be, um, more able to have a cogent conversation rather than after his lunch break (This guy must have been REALLY productive in the mornings!);

6. given me lists of names to call in addition to the name I had, with an offer to get more names if I weren't successful with the ones I had.

ATTITUDE

A supervisor I was coaching from a large software company called to ask for one of the Project Managers. He used a very snooty, condescending voice.

Gatekeeper: Hi. How can I help?

Seller: Give me Stephanie please.

Gatekeeper: Stephanie is on holiday for two weeks. I'll take your name and have her call you back.

I asked this man to call the number again and this time I took the call. I believed there was something more than a vacation happening here.

Gatekeeper: Hi. How can I help?

SDM: Hi there. My name is Sharon Drew Morgen and I'm with XYZ company and..

Gatekeeper: you're from XYZ company? Do you have any idea how long we've been trying to reach you? We've put in over a dozen calls to have you fix a problem here, and no one has called us back. I'm the Systems Analyst; let me get the Project Manager.

Stephanie: Hello. This is Stephanie. I hear you're finally calling me back, but it's too late. We've taken you off of our preferred supplier's list.

We fixed the problem (groveling works!), but my client realized that his attitude was quite annoying to the person on the other end no matter who answered the phone. He had assumed hearing a woman's voice that the person who answered was the 'gatekeeper' and he had to show her who was boss. The Systems Analyst wasn't going to be treated that way by anyone. How many other times had prospects been 'on vacation' or at a 'meeting' because the gatekeeper was being verbally abused by a seller's attitude? If you act as if everyone who answers the call is your client and everyone is your client! you'll have an easier time getting to speak with the right person sooner.

Sharon Drew Morgen is the author of NYTimes Best seller Selling with Integrity. She speaks, teaches and consults globally around her new sales model, Buying Facilitation.

She can be reached at:

512-457-0246
Morgen Facilitations, Inc.
Austin, TX

http://www.newsalesparadigm.com
http://www.sharondrewmorgen.com

Have You Successfully Anchored Your Sales Associations You Could Be Losing Millions

2009-02-28T06:00:00.002-08:00

Writen by Kurt Mortensen

Anchoring is a technique that captures the feelings, memories, and emotions of certain events, places, or things. The psychology behind the technique lies in the use of elements from a previous situation or circumstance to replay the emotions and feelings of that experience. An anchor can be anything that brings up a thought or feeling and reminds you of something you have previously experienced. It will usually reproduce the exact emotion or feeling you experienced at the time. Remember the experiment of Pavlov's dog? It's the same idea: You use a certain stimulus to create an association that will bring about a particular response.

An anchor can be produced either externally or internally. Anchors don't have to be conditioned over a period of several years to be established. They can be learned in a single event. The more powerful the experience, the stronger the anchor will be. Phobias are an excellent example: Most phobias are established after one single, intense experience. Here we'll talk about three different sets of anchors: smells, music, and symbols. There are other elements (sights and taste) that can be used as anchors, but these three anchors stimuli are the most powerful stimuli in evoking memories in our minds.

Our sense of smell is so powerful that it can quickly trigger associations with memories and emotions. Our olfactory system is a primitive sense that is wired directly to the center of our brain. By four to six weeks, infants can tell the difference between their own mother's scent and that of a stranger. Almost everyone has experienced situations in which a smell evoked a nostalgic (or not so nostalgic) memory. Think of the smells that take you back to your childhood. For some it is the smell of fresh baked bread, of freshly cut grass, or of the neighborhood swimming pool, etc. You can go back fifty years in a matter of seconds with the sense of smell.

Fragrances, aromas, and odors trigger memories, feelings, and attitudes in our minds. Smell can enhance or reinforce desired responses as well as positive and negative moods. There are multiple examples of this. Supermarkets with bakeries fill the air with the warm aroma of breads and coffee. Some children's stores send baby powder through the air ducts. When you walk through the mall, the food merchants will make sure you smell their cookies, cinnamon rolls, and Chinese food. Real estate agents are famous for having homeowners bake bread before they have interested buyers tour the house. Large amusement parks will pipe in certain scents at certain times of the day to trigger responses and get immediate reaction. The use of smell in these instances is an attempt to link the seller's products and services with a positive attitude, thereby inducing the shopper to buy. In the same way, you can link positive smells with your message to create a positive attitude in your prospects.

There have been numerous studies conducted on the bearing scent and fragrance have on association. A 1983 study conducted among undergraduate students found that female students wearing perfume were rated as more attractive by male students. Scents were even found to improve scores on job evaluations in a study published by the Journal of Applied Psychology. Of course, offensive odors can also be used (and actually have been used) to evoke a negative response. This tactic was once used while campaign committees were rating and appraising political slogans. Not surprisingly, ratings for the slogans went down.

We live in an especially symbolic world. Symbols bypass our thoughts and our logic and they affect our perceptions and behaviors. Take gold, for example. As one of the world's most precious metals, gold is very symbolic of wealth and success. Countless stories are told of the search for gold. But, if you stop and think about it, there are other precious metals that are harder to find and far more precious. Gold, however, just holds a certain symbolism; it denotes success and wealth.

Symbols can also help us understand and feel a message without actually having to undergo the experience. For example, a skull and crossbones on poison says it all--we don't have to ingest the poison to know of the fatal experience. The simple symbol of a red stop sign triggers an automatic response. For many, the sight of a police car on the highway will also trigger the automatic braking response.

Think of these symbols as you read the list and pay attention to the feelings, memories, attitudes, and experiences they trigger in your mind:

Crucifix -- Star of David
Statue of Liberty -- World Trade Center
American flag -- Swastika
Military uniform -- Olympics
Wedding dress -- Christmas tree

When you are trying to mold attitude as a persuader, it is useful to know how symbols shape the attitudes of your audience. Make careful study and research of the symbols you want to use before you employ them. If used well, they will influence your audience's feelings and behavior to your benefit. Marketing and advertising executives use symbols in a very sophisticated way to manipulate consumers. For example, did you know that the average child recognizes McDonald's' arches before he or she is even twenty months old? There are symbols of freedom, symbols of success, and symbols of poverty. Find and use the symbols you need to create the proper association with your prospect.

Music is much like smells in that our brains link music with attitudes and experiences from our past. Music is closely tied to our emotions. Think of the theme music from Rocky and then think of Jaws; the two movie themes evoke different emotions, don't they? Local gyms pipe upbeat music outside to get passersby to associate it with high energy and good times inside. In one case, a local convenience store had problems with teenagers loitering outside. The store wanted the teenagers business, but didn't want the drugs and fights that seemed to go with it. They decided to play a Frank Sinatra song outside the store and soon found that the teenagers voluntarily stopped loitering. You may still remember that particular song played during the dance with your high school flame. Music has a powerful pull on us and triggers instant memories.

Because music is so powerful, persuaders need to carefully select the music they're going to use. Advertisers often use a popular song or a catchy jingle. Notice the next time you watch television how many songs you recognize from all the commercials--you will be surprised. Every time the ad is played, the tune reinforces the product's appeal. Music is universal because it has the power to evoke the emotions shared by all of humanity. We know music can soothe the savage beast by creating instant energy and excitement.

Application Questions

What anchors are you going to use with your audience or prospect? Will these anchors invoke the right experience with your prospects and customers?

What smells, scents, and fragrances can you use to trigger the right anchors and emotions during your persuasive presentation?

What music or sounds can you use to trigger the right anchors and emotions during your persuasive presentation?

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'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!

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!

Warming Up To Cold Calls

2009-02-28T06:00:00.001-08:00

Writen by Sue And Chuck DeFiore

Will you do just about anything, including sending out hundreds of letters, to avoid making cold calls to your potential customers/prospects? If so, you're not alone. Millions like you have started their own businesses, only to find that the thought of making calls to potential customers/prospects leaves them paralyzed with anxiety. Believe me I was one of them. For those of you who know us and have read "Who Makes It Happen", remember what I used to go through before I would get on the telephone to cold call.

However, as an business owner/entrepreneur, the telephone is one of the single most important tools at your command. The key to getting over your hesitation is to stop thinking about your call as a sales pitch, and instead begin practicing "consultative selling." This means uncovering and filling needs in a friendly, supportive way. For those in lease purchase this is very conducive. We are helping buyers and sellers.

So for those of you in other types of businesses, before you ever pick up the telephone to contact a potential customer/prospect, ask yourself, "What does my potential customer/prospect need from me, and what does my company have to offer that will help this potential customer/prospect get what he wants?" Then set a goal for your call that will move the potential customer/prospect closer to a buying decision, such as gaining an appointment or preparing a price quote.

According to business owners/entrepreneurs in all types of businesses, one of the biggest reasons they hesitate to prospect by telephone is they're unsure of what they should say at the outset. A short, three-part opener, including an introduction of yourself and your company and an opening benefit is the best way to start.

When introducing your company, be sure you can describe what you do in just a short phrase: "This is Susan DeFiore, of DeFiore Enterprises. We are lease purchase consultants." Now mention the benefit: "We can move your home in 30 days or less with the lease purchase advantage." By stating your benefit clearly in your opener, you give the person a good reason to listen further.

Effective telephone contact is made up of two components: Asking good questions and listening carefully to the answers. Ask questions to qualify prospects and overcome objections. Again, for those of us in lease purchasing, we use our telephone script to obtain all the information we need.

There are two types of questions: closed-ended and open-ended. Closed-ended questions are fact-finders. They can be answered with a fact, a "yes" or a "no". An example of a closed-ended question is: "Would Lease Purchasing work for you?"

Open-ended questions are used to draw someone into a conversation. They reveal the emotion behind the facts. "What do you like best about your home?" is an example of an open-ended question.

So plan in advance the types of questions you'll ask prospects. Do this even before you get on the telephone. If you can, practice on friends or family. Get their input. Then be sure to record your information in a "call report" for future use. Your call report should include the prospect's contact data, answers to important questions and details on the steps you plan to take.

If you find out your potential customer/prospect is already using one of your competitors, rather than hanging up or ending the conversation realize that this indicates to you this individual is a qualified potential customer/prospect. They are already using this type of service. At this point you need to point out to the potential customer/prospect the benefits of working with you, and how you will make the switch worthwhile.

Let's say the seller is with a Realtor. Suppose you could still have your home listed, while we find a tenant/buyer for your home.

After your potential customer/prospect has answered your questions, it's time to close. You've asked good questions, listened carefully and provided benefit-oriented information. Now ask for what you want. In lease purchasing, "When can we set up a meeting so we can start the lease purchase process?"

If you can't meet your original goal, state what you will do, such as send the prospect more information and keep in touch. Then be sure to follow through. If the individual doesn't want to do a lease purchase, send out your follow up information.

Relax and follow these steps. With a little bit of practice, you'll find the telephone to be a powerful ally in building your new business.

Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses. No time to visit the site? Subscribe to our "how to" Home Business Solutions Digest, it's like having your own personal coach: mailto:subscribeHBS@homebusinesssolutions.com

Lead Generation Programs

2009-02-27T06:00:00.001-08:00

Writen by Jimmy Sturo

When you have a business, you want it to be as successful as possible. That often means doing thing such as cold-calling and sending mass e-mails. Unfortunately, both these methods aren't looked upon favorably by the recipient unless you can find what are known as 'quality leads.' Lead generation programs are designed to help you find quality leads to help you gain new customers.

Your first step in finding lead generation programs is to do your research. Factors to consider when looking for options include your price range, your industry, and how many leads you need overall. To find the information you need to make a decision, you can use the Internet to do the bulk of your research. Read product reviews on different consumer review sites and ask questions in business forums and news groups. You can also ask business owners at marketing events. After you find a few lead generation programs that look good, you can research them a little more thoroughly to help you make a decision.

Once you purchase the lead generation programs that are best for your needs, you are ready to start using them to gain potential customers. This may take a lot of research, and you may need to hire an expert for help. You don't want people to perceive you as annoying. You are just an honest person trying to make an honest living. Lead generation programs, if used correctly, should help you generate a lot of business.

Lead generation programs are designed to deliver quality lists of names with contact information so you can use them to grow your business. Some people consider unsolicited e-mails and calls to be annoying, but if you do it correctly, you can break through and win enough business to help you succeed.

Lead Generation provides detailed information on Lead Generation, Sales Lead Generation, Mortgage Lead Generation, MLM Lead Generation and more. Lead Generation is affiliated with Insurance Leads.

The Success Process

2009-02-26T06:00:00.001-08:00

Writen by Kurt Mortensen

We put on weight over the years, but then we want to lose it overnight. We spend years getting deeper and deeper into debt, but we want to become financially independent overnight. We decide we want to run that marathon-when it's only a month a way. We want to ace that exam, but we only allow ourselves an hour to cram all the material. We start thinking about retirement when it looms only five years out on the horizon. There are many examples of things we want to attain in the shortest amount of time possible and with the least effort possible, but it rarely happens that way. Success is a process and not a quick fix. Progress comes in steps and the foundation first has to be laid.

We want to make this a natural process. What do I mean by that, especially since new skills and new habits will initially feel unnatural? When you write a term paper, you research what the experts have said about the subject, you organize your data, you determine what is best going to support your thesis, and then through that process, you arrive at your own conclusion. As you observe, study and apply the skills and strategies used by successful people, you will learn to sift and sort, essentially "cutting and pasting" together your own roadmap that will lead you to the top.

You are unique, your perception of success is unique and what you want to accomplish on your way to achieving that success is unique. You are destined for greatness. Your mission in life is to find and tap into that greatness. That's why you need to customize a success plan according to your needs, talents, drive, personality, abilities, strengths and weaknesses. You can't live "exponentially" by following someone else's predetermined formula. Whose definition of success are you pursuing? Someone else's roadmap might help you make progress in some areas and you may achieve some degree of success along the way, but the greatest successes and happiness will always escape you if you are throwing your heart and soul into fulfilling someone else's definition of success.

Winning Ideas For Trade Show Display Success

2009-02-25T06:00:00.001-08:00

Writen by Dick Wheeler

According to a survey by market research firm Exhibit Surveys Inc., trade shows are critical to marketing-oriented companies. Trade shows attract decision-makers, influence purchasing decisions, provide a point of contact for new customers, and make a lasting impression.

Think of your trade show display as the grand launch of your most valued new product or business service. Give customer prospects your best look and greet them with your most competent sales staff.

Here are the tips on how to succeed at your next trade show:

Pick the Right Shows Select the trade shows that your targeted market prospects and competitors attend. Check out trade show directories on the Web. Get statistics for show attendance and a profile of attendees. Talk to former exhibitors about their trade show experience at the shows you select.

Plan Ahead Determine the space size and dimensions of your trade show booth. Reserve a good location early for your booth by studying the floor plan. Avoid dead-end aisles, freight doors, poorly lit corners, obtrusive columns. Attendees usually turn right when they first enter the trade show exhibit hall and they look up so be sure to make your booth visible with dramatic overhead signage. Once you nail down your trade show booth number on the show management map, be aware of any booth rules and regulations that apply such as height limitations and any obstructions on show floor before planning your booth design.

Allow enough time to select, design and build a trade show display and take advantage of early show services discounts. You will be able to avoid costly rush charges and you are better able to insure against glitches. Identify the date of the trade show and also the move in date for your trade show display.

Set Objectives For Lead Development Set trade show exhibit goals to reinforce your overall marketing objectives. Make sure the goals are reasonable and attainable, share them with your trade show exhibit team and set up systems to measure your results and validate your objectives.

Accurately qualify and measure your Return On Investment. There are software packages that allow you to identify a half dozen weighted multiple choice questions in advance that will determine how viable a client prospect is. You need to identify buyers, filter out those who are not qualified, and measure results. Rank your prospects as " A" (highly qualified), " B" (somewhat qualified), or "C" (poorly qualified) prospect. Have your sales force follow up on "A" leads immediately. Measure the results of these leads in stages from the number and dollar amount of proposals made to monies received from actual sales.

Build a Dramatic Display Before deciding on what type of trade show booth you need, determine your space size requirements and determine the number of trade shows you will be exhibiting in the next 12 months. This information will help you decide whether to buy vs. rent. If you buy, there are three categories of trade show booths: custom, custom modular, and portable. Check out advantages and disadvantages of each. Light weight materials are less expensive to operate than the traditional all- wood displays. Use tension fabrics, woods, colored metal, layered graphics that use fewer shipping containers, have a current design trend look, and save on operating costs. Older traditional trade show exhibit booths can be obsolete because they are expensive to handle due to heavy weight, require larger size and number of crates to ship, and they are not consistent with current design trends.

Build Traffic by Being Creative Start with a dramatic, attention-getting hanging sign. Upon entering the trade show exhibit hall the first thing attendees do is look up Your overhead sign should have a unique design, shape and movement to it. Gobo lights traveling across a tension fabric can provide changing color and mesmerizing interest. New technologies bring high drama to your booth such as 3D video/laser image displays suspended above, your own interactive Website on large screen, robotics, holographics, waterscreen projections. Take advantage of your trade show exhibit supplier's expertise on graphics, portability and cost management.

Recruit the Right Booth Staff Although the sales function of your firm is usually fundamental to trade show exhibit booth staffing, you'll want to make sure that you have representatives who match up well with the positions of those who visit your booth. If engineers visit your booth engage them with your engineer personnel. Also, make sure your staff knows how to engage, identify and qualify attendees as important leads, and dismiss those who are not key business prospects.

Send Pre-Show Notices to Attendees Trade show exhibit surveys report that three quarters of show attendees make out their schedule for exhibit visits and seminar attendance in advance. Set up meetings with clients, prospects, and press ahead of time. Contact them months ahead through direct mail, email and personal phone calls. Give them your trade show booth number and location and have an incentive at your booth that will be of value to them. Link your incentive to a direct prospect benefit and make it redeemable only by visiting your trade show exhibit. One example is to cut a numbered gift certificate in two and send half of it in advance and have the remaining half available only at your booth.

Understand Show Services You will need to have supplemental assistance from show services at the trade show exhibit hall. These are representatives and union laborers who provide a range of support services which include installation and dismantling, carpeting, furniture, lighting, phones, drayage and security. If you are aware of the nuances of these services and plan in advance you can save money while avoiding numerous pitfalls.

Control Costs Consider weight when buying a trade show display. You save substantially on trade show exhibits using lightweight materials that reduce the size and number of shipping crates.

Follow Up Immediately The hard work doesn't end when the show closes this is when you have to diligently follow up on all those sales leads. It's best to respond to your top level " A" prospects immediately after the show. After the "A" prospects are all contacted, go on to the "B" level prospects. Be sure to have a well-planned strategy to close sales with these prospects. Tradeshow industry research shows that sales leads from a tradeshow are closed in half the time and at almost half the cost as leads from other sources.

Dick Wheeler, is President of Professional Exhibits & Graphics, headquartered in Sunnyvale, California. The firm is a full-service premiere trade show exhibit, graphics ,and management services company. Go to http://www.proexhibits.com

10 Extreme Ways To Rocket Launch Your Profits

2009-02-24T06:00:00.001-08:00

Writen by Rojo Sunsen

1. Advertise your web site with banner ads that are animated and include a call to action. You must grab people's attention and make them to click.

2. Use pop up windows or advertisements on your web site. They grab your visitors attention because they jump right out at them.

3. Buy internet business books, ebooks, private site memberships, etc. Study and learn all the new web site promotional ideas you can.

4. Analyze all your promotional efforts.Concentrate on the ones that work and drop the ones that don't work. Don't waste your valuable time.

5. Get the most from each one of your visitors. Ask them to subscribe to your e-zine, participate on your message board, bookmark your site, etc.

6. Use text links if your banner ads are not pulling traffic. People don't ignore text links as much as they do banner ads.

7. Trade content with other ezine publishers or web sites. This is a powerful and effective way to place your links on other targeted web sites.

8. Keep your product available to your customers at all times. If you have to backorder it, they may end up canceling their order.

9. Use content on your web site so people can skim through it easily. Most people have little time so try using lists, short tips, short articles,etc

10 Add a message board or chat room to your web site. If people enjoy it, they will revisit your web site to participate regularly.

About the author:

Rojo Sunsen is a specialized bounty hunter who prefers to work quietly/confidentially for the benefit of her clients.

Sales Of Information

2009-02-23T06:00:00.001-08:00

Writen by Tyler Benson

Since the times of first state formation, the policy of the state has changed greatly. Powerful slave trading states slowly changed into feudal kind of governing, than absolute power of the king or emperor came. After the Contra reformation of the Great Awakening the idea of social equality and partnership appeared. That was actually the echo of early democracy in ancient Greece and Rome. Then step by step states changed their governmental system into what they have now. What we see nowadays is a greatly developed system of international affairs and unities and it seems that there is no need to move forward now. But ways are constantly changing and we may not notice it, just taking it for granted.

After the Age of Great Inventions and Industrial revolution nothing seemed impossible for a searching man. We went deep underground to take out the greatest treasures of Earth like coal and oil, learned how to get gold and silver out of other metals. We went up to the sky and discovered space and still wonder what is in there that we yet don't know. We built huge machines to travel safely around the globe and created different others things to make our lives easier. All the businesses that we have are quite profitable and bring good income to their holder. But what is the most expensive and income bringing business nowadays? Neither technology nor industry and culture. The greatest income into the treasury of the state brings sales of information. With the development of technology we invented internet and other information technologies that are the key to success in information sales. It is indeed a great business. At colleges and high schools students write lots of business essays to describe the importance of this market in the economics of the state. The subjects of sales are the numerous inventions that take place all over the world. Sales of intellectual property also take place. For example, it is easy to order a custom research paper on-line. Economically developed countries take advantage of the poverty of the others and use their incapability to realize a good project, investing a fortune in it. If it is successful, the fortune returns to the owner twice as big as it was before. If it's not, well, these were not the least resources that were used. Such countries are the US, Canada, Japan, China and these are only the top figures of the information markets. Same principles are used by Germany, England, Scandinavian countries. They fight for the possibility to get information in their hands and realize it.

Information gives a new current in the world economics. It is very hard to assess the volume of it and no wonder, nobody can really figure out all the possibilities if they are only in the project line. Now the hope of the world lies in hands of inventors, scientists and creators that make the sales possible. Now we can observe the whole system created over sales. If this system continues developing, so will the new ways of incoming investments in this branch of economics. Information technologies are highly valued and will be valued even higher when the possibilities of the poor countries increase.

Tyler Benson is a senior writer of BestEssays.com - Research Papers writing service. He has 17 years of experience as the professor at several universities. Tyler Benson has been providing competent assistance to students in writing business essays at during all his remarkable teaching experience. His example of a proper custom research paper can be found in several guides on how to write.

The Power Of Shutting My Trap For A Change

2009-02-22T06:00:00.001-08:00

Writen by Scott T. Love

I made a common mistake that most junior sales people make. I didn't shut my trap once I gave him the proposal. I was so nervous that the only thing that quelled my anxiety was the sound of my own voice that kept droning on and on and on like an annoying empty gong. It was almost as if the silence begged to be broken by my voice and I couldn't help myself. "And look how much we can save you on that 800 line," I said. No answer. Long pause. "And the calling cards, too. It's all there. Look at that, sir. See? See? That's big savings." No answer. Long pause. "Look at that. And the extra lines get the discount also. That's even more savings, sir." Long pause. Long pause. Long pause. More nervousness. "Did I tell you that our company was founded in . . ."

All of a sudden this quiet man finally said something, and it's something that I'll never forget. "Boy," he said in a thick mountaineer drawl, interrupting me right smack in the middle of my enthusiastic babbling. "I done bought from ya ten minutes 'go. But ya just tawked yersef outta it. You kin go now."

He bought from me ten minutes ago. I talked myself out of it. I could go now. But . . . it's not . . . fair, I thought to myself. No, it wasn't fair, but it was a great lesson on the power of silence. Sometimes silence can be a powerful force, powerful enough to close the deal for you. Powerful enough to even tear it apart after it already closed.

When you are on your next sales call, pay attention to how silence is used in the meeting:

1) After you present your formal proposal to your client, let them look at it. Let them be the ones to say something first. There is an old rule of thumb in the world of selling and negotiating that says whoever talks first loses. Let them bring up the questions and issues after you present it to them. If they don't say anything, then just let them mull it over. They'll ask you questions when they are ready. Don't appear too anxious to be the first one to speak.

2) Use silence to convey a point. When you are talking to someone and want to emphasize a key point, pause right before it. Say it like this: "Bob, this is why I think you need to consider our product. (pause, pause, pause). It's because of" The longer pause gets their attention.

3) When you are asked a question, you don't need give the first answer that pops in your head. Give them the right answer. And if you need more time to answer their question, say, "That's a good question, Bob. Let me think about that for a second." More than anything, you will be considered a true professional that is giving serious thought to solving their problems.

4) Anytime you are in a negotiation, when someone makes an offer to you, pause before you give a response. It makes you seem more cautious and less eager. When it comes to making a concession, remember that the way you offer the concession is just as important as the concession you make. Pause before you concede as if you are reluctant to give something up. This shows the other party that you value your product or service and it increases the likelihood of you negotiating a better deal.

During your next meeting with a prospect, pay attention to how this tool of silence can be used, and how effective it is in your ability to influence others. And, if anything, at least it'll keep you from babbling your way out of a closed sale.

Copyright (c) 2006 Scott Love Scott Love equips sales people and managers with tools that double their performance. To have him speak at your next meeting or convention, contact him at 828-225-7700. Visit his website for free tools and resources, http://www.scottlove.com

Secret Strengths

2009-02-21T06:00:00.002-08:00

Writen by Kurt Mortensen

Everybody loves secrets. We all love to be in the know. When you share something personal or private with another person, you create an instant bond and sense of obligation and trust with them. By offering inside knowledge, you've created a sense of intimacy and made your listener feel important.

For example, imagine saying in the middle of a negotiation, "Off the record, I think you should know." or, "I shouldn't be telling you this, but." These statements show that you are confiding in your listener. Your listener will feel a need, and often even the desire, to reciprocate the information or to share something personal about himself in return. He will begin to open up and share useful information with you.

Judges especially have to deal with their jurors being influenced by "secret information." Attorneys often strategically introduce information that the jury really isn't supposed to evaluate. When this happens, the judge can either declare a mistrial or tell the jury to ignore the information. In most cases, the jury is told to ignore the information, but the perpetual dilemma is that doing so heightens the information's validity in the minds of the jury members. In an exhaustive study on this issue by the University of Chicago Law School, a jury was to decide the amount of damages in an injury lawsuit. When the professor made it known that the defendant had been insured against the loss, the damages went up 13 percent. When the judge told the jury they had to ignore the new information, the amount went up 40 percent.

Be extra careful not to plead and beg for your prospects to open up. Let them know you truly care and have a desire to know out of genuine concern, not curiosity. Pleading quickly becomes a red flag that shows your prospects you just want to know the juicy details rather than having any real desire to help them. As with the other laws of persuasion, be sincere by showing you really care and truly have their best interest at heart.

This is a very simple law to implement. All you need to do is create a need or obligation in the mind of the other person. Think to yourself what can you do, give, or say that would create that indebtedness in the mind of your prospect.

As you think of the perfect persuasive situation, include one or more of the following items to help you create a greater sense of obligation: a service of some sort, information or concessions, secrets, favors, gestures, compliments, smiles, gifts, invitations, attention, or your time. Any one, or a combination of several, of these will create a need to reciprocate in your prospect--as long as your act is perceived as altruistic. If, however, your pre-giving is read as manipulating, bribing, or "tricking," it will understandably not be met with much compliance.

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.

Take caution with this strategy. The use of obligation will backfire if your prospect sees your actions as a bribe to comply. Feeling tricked, your prospect will not be pressured to comply or reciprocate. "When pre-giving is perceived as a bribe or a pressure tactic, it actually decreases compliance." The obligation you create must be perceived as an unselfish act.

Before a negotiation, it is wise to offer some sort of gift. Note, however, that offering the gift before and not during the negotiation is of prime importance, or your token will come across as bribery. Your gift will almost always be accepted, even if only out of social custom and courtesy. Whether your recipient likes or wants your gift or not, the psychological need to reciprocate will take root, increasing the likelihood that your request will be met affirmatively. Of course, even when giving the gift before you make your request, be sure your motives come across as a sincere effort to help the recipient rather than yourself.

The Law of Obligation can backfire on you or become a matter of ethics if it's used for the wrong reasons. Manipulation is the flip side of obligation. If you use obligation to manipulate, I guarantee that you will lose your ability to persuade. People will catch on to your tactics, quickly declining any gifts you might offer or even refusing to be around you. Your gifts will be perceived as set-ups. People will instinctively know that it's only a matter of time before you come back around asking for that favor to be reciprocated.

Understand that there is a great difference between obligation and coercion. To become a Master Persuader you must first master yourself. It is essential that you have a foundation on which to build.

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. Professional success, personal happiness, leadership potential, and income depend on the ability to persuade, influence, and motivate others.

An Quotideal Selling Situationquot

2009-02-21T06:00:00.001-08:00

Writen by Virden Thornton

The largest sale that I ever closed was negotiated over hot dogs and a soft drink at a refreshment stand, just off the exhibit floor, at a Superintendent of School Convention in Atlantic City, New Jersey. I met an educator who was interested in the summer study abroad programs that I was selling at the show. He saw my nametag for the Foreign Study League and wanted to learn more about my products. His school district filled two and a half jet airplanes with over 400 students (at more than $1,000 each) who enrolled in my firm's summer study programs in Europe. Exhibiting and selling at tradeshows, if handled properly, is the most cost-effective selling tool in which a business or professional organization can invest.

By attracting prospects, clients or customers to a single location, a tradeshow exhibit is an "ideal selling situation," because you can sell at your booth, meet prospects at vendor sponsored cocktail parties or even promote your products or services during the down times when the show attendees are supposed to be in meetings--like the school superintendent that cut a convention session to learn more about my high school summer study abroad programs. In a day or two at a tradeshow, you can meet more decision-makers than you can contact over many weeks of cold calling and/or in-person meetings. And, participants who visit your exhibit are for the most part pre-qualified, with an interest in or a need for what you are selling, giving you access to decision-makers in a non-threatening and fun environment.

Research shows that tradeshow participants rarely see the meetings and exhibits as a selling event, so there is less resistance to your product or service promotions. Also, Tradeshow Weekly magazine reports that: 86% of a tradeshow's attendees make or influence buying decisions for their business or professional organization. The magazine's researchers have also found that over 80% of the decision-makers attending a show were not even contacted by an exhibitor's representative prior to a given event. Yet, 75% of the attendees left an exhibit area having made a commitment (i.e. agreeing to taking the next step or setting an appointment) or actually concluding a purchase. As these statistics illustrate, often it's the little things you do prior to the show or with your exhibit that can make the difference in your level of success. To make the most of a tradeshow opportunity, you might want to call in an expert to help you orchestrate the many small details that can make the show a profitable event. Just go to http://www.thesellingedge.com/tradeshows.htm to learn more about the expertise and programs available to businesses and professional organizations that want to generate the most business from a tradeshow event.

Obtain Free The $elling Edge®, Inc. Sales Myths E-Training Program At: http://www.mcssl.com/app/contact.asp?id=32989&afid=&formid=&preview=

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, tradeshows and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Wells, 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 Thompson Learning. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. Check them out at:http://www.TheSellingEdge.com/Book1.htm.

Virden teaches for the Center For Professional Development, Texas Tech University at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marriott School Of Management at Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://www.TheSellingEdge.com .

25 Sales Fundamentals For Success

2009-02-20T06:00:00.002-08:00

Writen by Tim Connor

1. Your attitudes are the significant contributors to your sales success or failure.

2. Make a sale, you will make a living. Sell a relationship and you can make a fortune.

3. People buy when they are ready to buy not when you need to sell.

4. When you sell price you rent the business. When you sell value you own it.

5. Your prospect will tell you what you need to tell them to sell them.

6. There is a time to sell and a time to prospect. Don't confuse them.

7. Selling is not a transaction but an opportunity to develop successful lasting relationships

8. People buy from people they trust.

9. If people want to do business together they won't let the details get in the way. If people don't want to do business together any detail will get in the way.

10. Time is your most important asset in selling. Use it wisely.

11. You don't turn poor prospects into customers with good products, sales presentations or closing techniques.

12. Promise a lot and deliver more.

13. Don't advertise in advance your willingness to make concessions.

14. If you want to sell more every year, get better every year.

15. Sell value and don't defend price.

16. Don't make commitments you can't honor or control.

17. Accurate sales records are not a luxury but a necessity.

18. Know your products and services better than anyone.

19. Prospect the entire organization not just your contact.

20. The close of the sale begins when the prospect agrees to see you.

21. Never give up control of the sales process.

22. People buy emotionally and justify their decisions logically.

23. Never project your buying prejudices into the sales process.

24. Negotiating begins after selling is over.

25. Fail often so you can succeed sooner.

Tim Connor, CSP is an internationally renowned sales, relationship, 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 and relationship topics. He is the best selling author of over 60 books including; He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at http://www.timconnor.com

What Gets Buyers To Yes

2009-02-20T06:00:00.001-08:00

Writen by Jonathan Farrington

When we agree to an idea or proposal, it's because there's something in it for us. It's hard to influence people who can't see what's in it for them. Sounds one-sided, but it is true. Call it self-interest, selfishness or whatever. It is only human nature to ask, 'What am I getting from this?'

People will say yes to your ideas if they meet their needs or match their view of life in the following areas:

Principles and values

Beliefs and opinions

Needs and wants

So Give People What They Want & Need

People agree to ideas and suggestions that match their needs or views of life. Underpinning all our lives are certain principles and values that we hold to be true. These become guidance for how we conduct our lives. They influence and mould our behaviour. They can differ greatly from person to person and successful influencers always take principles and values into account.

But how?

Notice what principles and values drive other people

Ask questions and invite comment and reaction

Check with those who know them well

Some examples of principles:

'Integrity and fairness are an integral part of business dealings.'

'I think that older people deserve courtesy and consideration.'

'Moral behaviour is part of the fabric of daily life.'

It would be unproductive to spend time attempting to dislodge these deep-seated principles. Instead, harness them to add leverage to your suggestions

Beliefs & Opinions

Beliefs and opinions can be transient or short-term. Remember when you used to believe in Father Christmas, the Tooth Fairy, giants and witches? Proof can easily dislodge a belief. So too can time.

An early step on the road to influencing others may include having to change lingering beliefs or convictions before you can proceed further.

'I think that BubbleClean washing machines break down more often than the Tumblingsystem range.'

'I think that all politicians are corrupt.'

'I never make decisions on the 13th.'

Each of these beliefs can be dealt with by logical questioning or providing proof or data.

Needs & Necessities

These are fundamental requirements they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.

'Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.'

'My team members are under great pressure, so it important to maintain their morale.'

'The system must not only be reliable but secure, as well.'

Having uncovered needs, you may have to mould or reshape your ideas to dovetail with the requirements of others. Often, people have a hierarchy of needs, so it may be important to discover and use this:

'Which is most important to you reliability or security?'

Wants & Wishes

Wants and wishes are not essentials, just a wish list: 'Wouldn't it be lovely if only'. But their fulfilment can be the cherry on your influencing trifle, placed on top with a flourish, after the other person has agreed to your proposal.

Depends What's On Offer

Question: How will your suggestions benefit the other person?

The person or people you are influencing will interpret the benefits of your suggestions in different ways. Some will be interested in the features the fine details, the nitty gritty of ideas. Others will say 'How will I benefit?' Others will seek out the advantages of proposals how the benefits are different.

Features, Benefits & Advantages

No doubt you are familiar with the differences between features, benefits and advantages, but it is worth re-iterating.

Features

These are built-in aspects of your idea or suggestion timing, costs, resources etc. They will remain locked up in your idea whether the other person agrees or not.

Benefits

These are far more important than the features of your proposal. They translate boring old features into exciting statements which show clearly how others will gain.

'This new hardware is made in Germany (feature) which means that we will save time and money on spare parts (benefit).'

Advantages

These are comparative benefits e.g. increased revenue, greater savings, and faster turn-around.

In Summary: The Benefit Balance Sheet

Most people do not agree whole-heartedly to an idea. There is usually something that niggles, however well you've addressed their concerns.

In the end, when we finally say yes to a proposal, it is because the benefits outweigh any disadvantages.

As you plan and prepare your influencing case, list all the benefits and advantages of your suggestions. Use them to tip the balance in favour of yes.

Jonathan Farrington is the Managing Partner of The jfa Group To find out more about the author or to subscribe to his newsletter for dedicated sales professionals, visit:www.jonathanfarrington.com

Grow Your Business By Increasing The Value Of Each Sale 29 Ideas To Spur Your Brain

2009-02-19T06:00:00.001-08:00

Writen by Keith Longmire

There are 3 ways to grow any business:

- Get more customers

- Get more from each sale

- Sell to each customer more frequently.

That's it - everything else boils down to some variation of these 3 activities.

Most owners and most managers want to grow their business. Most of them concentrate exclusively on getting more new customers.

Odd really.

There is lots of marketing research that is pretty consistent in pointing out that it costs somewhere between six and twelve times as much to get a new customer as it does to sell to an existing customer.

And once you have a customer it is generally pretty straightforward to get them to spend more each time they buy from you.

What's that?

Your business is different. There's no way to get customers to spend more.

Maybe so.

But I don't think so.

Here are 29 ideas for you to stick in your brainstorming pot, stir for a while, and then see what comes out at the other end.

Price

1. Raise Your Prices

2. Sell Value, Not Price

Sales techniques

3. Up Sell

4. Down-Sell

5. Cross Sell

Add value

6. Back-End Sale

7. Extended Warranties

8. Service Contracts

9. Consult For Your Own Product

Make the sale easy

10. Terms And Financing

11. Set Up An Account

12. Try Before You Buy

13. Work With Pre-Payments

Give more

14. Develop an exclusive product or service

15. Expand Your Product Range

16. First Time Buyer Incentives

17. Concentrate On High Quality Prospects

18. Use Package Deals

19. Sell Bulk

20. Incentive Builders For Big Purchases

21. Offer Greater Variety

Sales force

22. Sales commission structures

23. Set Solid Sales Goals

24. NLP Techniques

25. Sales Scripts

26. Keep In Touch With Customers

Educate your customers

27. Demonstrations

28. Educate your customers - make sure they know your full product range

29. Audio And Visual Demonstrations

Still don't think you can get more from each transaction with your customers?

We like a challenge.

Keith Longmire is the owner of JKL Business Growth Solutions. JKL specialises in bringing main stream business improvement and marketing solutions into the reach of smaller businesses. The Business Growth Solutions web site is designed as a source of information for all matters to do with Small Business Development

Measure And Review Your Sales Incentive Program

2009-02-18T06:00:00.001-08:00

Writen by Ken MacKenzie

The methods you adopt for measuring your incentive programs should satisfy two requirements.

Firstly, the program must be legal and permissible under existing regulations of each State, in which the programs are being operated.

Secondly, your method of measurement must be acceptable to the incentive scheme participants, and be seen by them to be reasonable, appropriate and obtainable.

The appropriateness of the terms and conditions is the key element in the whole planning of the program. Even if they are totally within the legal requirements, you will waste a great deal of time and money unless you review your whole package of activities and rewards through the eyes of the participants. The need for participant co-operation and enthusiasm must also include your desire to award the prizes in the most appealing form. This includes recognising any tax implications under tax law.

Assigning responsibilities:

Your planning will reach a stage where you have identified your objectives, who is going to participate and how you are going to make it all happen. Delegating activities and assigning responsibilities is as important in managing an incentive program as it is in any other management activity.

This scheduling is even more important when engaging the services of outside agencies such as Ken MacKenzie Communications, who may be helping with such things as the production of printed material, trade release functions, travel arrangements and purchase of prizes.

Even when you have allocated tasks and deadlines, you will need to find sufficient time to brief clearly each member of your team. Your cost estimates are often only as accurate as your briefings to suppliers, and if your financial planning is not sound at the outset, costs will run away from you. The use of outside suppliers will depend on the in-house facilities and whether these internal facilities can meet the standard of creativity and production essential to your program.

The quality of the printed material which you release will be the participants' first object of appraisal. It is false economy to use in-house printing or design services that are not equal to those available from printers or promotional agencies.

Regular Review:

Once you have chosen your team, assigned responsibilities and time and cost deadlines, you must constantly monitor the program and make adjustments as the need arises. During both your planning period and the reviews after the event, you will need to compare the costs of the incentive program with the benefits to be returned to you. Although incentive schemes based on clearly defined statistical criteria are much easier to plan, you must still be sure that your past event measurements are realistically accurate. You should review all components of your program and note the comments from your planning team's own experiences, the views of any agencies you used during the campaign and, most importantly, your participants.

Ken MacKenzie's web site "The Marketing Update" is at: http://www.themarketingupdate.com. He has had some 30 years experience in small business marketing and public relations and, prior to establishing Ken MacKenzie Communications in 1993, he was a Senior Consultant for over five years with International Public Relations Pty Ltd. He has also consulted to the United States Foreign Commercial Service, based in Sydney Australia. As a Consultant, Ken has managed many accounts including Monier Roofing Limited, NUS International Pty Ltd, MasterFoods of Australia, the Jakarta Promotion Board, the Australian Made Campaign, Boral Roofing, Boral Bricks, Boral Plasterboard, Frontline Business Services and Sydney Point of Sale. In his consulting to the United States Department of Commerce in Sydney, Ken served as Principal Advisor to the United States Trade Centre Director on major U.S. trade event planning and implementation of numerous U.S. Government sponsored trade shows covering many different industry groups.

Are You Finished Before You Start

2009-02-17T06:00:00.001-08:00

Writen by Clayton Shold

A colleague and I were in conversation recently when he shared a very profound statement, "You can be finished before you start."

We were talking about the power of one's mind, more specifically about ones sales mindset. Eugene was relaying an exchange he had many years ago when he was a pharmaceutical sales rep. He was comparing notes with another rep that was having difficulty getting in to see physicians to promote their company's product. He wanted to know why Eugene was having so much success, and he was not.

Turns out, this other sales rep found it extremely difficult to turn the doorknob to enter the doctor's office. He had such high self-doubt, Eugene explained, that he had lost the sale before he even initiated the call. This is when Eugene summed things up by commenting, "You are finished before you start!"

This simple statement may apply to those suffering with weak sales results. Appreciate sales is not for everyone. Being in the sales profession requires intelligence, personality, perseverance and a strong believe in ones self and belief in ones customer.

When you think about it, your objective is to help your prospect make an informed purchasing decision (or not) based on the knowledge you bring to the table. Most successful sales people are advocates for their prospects, doing what is in the client's best interest. This typically evolves into a meaningful relationship based on mutual trust and understanding. Those that rise to the top in the sales profession also tend to have a high belief in self.

How is your belief in self? Do you experience self-doubt to the point you have trouble dialling that cold call, or making that initial visit to your prospect's office?

This is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous "rut". How we think and how we see our self causes this "affliction".

How we see ourselves in our minds eye determines our belief in self. The subconscious mind is incredibly powerful. Research by psychologists Dr. Henry Murray, Dr. David McClelland, and Dr. Clayton Lafferty has determined our actions are a result of what we think.

The challenge is to recognize when one is not thinking positively about their capabilities and then develop strategies to counteract this thought process. Here are some tips you can use:

1. Remind yourself of your previous successes
2. Focus on your current strengths and future potential
3. Visualize yourself being successful several times a day
4. Record a positive belief statement you can repeat 5 times a day
5. Set and achieve realistic goals (start small), then stretch them
6. Celebrate successes along the way

In the classic book Think and Grow Rich by Napoleon Hill, he makes the case it is scientifically impossible to conceive an idea in your mind, to believe you can do it, and then not be able to. The fact we can conceive something in our mind and believe we can do it, means we can.

Don't be finished before you start. Your sales mindset needs to be the "hidden partner" that allows you to not only succeed in sales, but to thrive.

Clayton Shold shares his experience at SalesDialogue Systems Inc. a company committed to assisting sales professionals better understand how their internal conversations affects sales success. Learn more at http://www.salesdialogue.com

Mortgage Lead Companies

2009-02-16T06:00:00.001-08:00

Writen by Kristy Annely

Mortgage lead companies are responsible for generating mortgage leads and providing them to mortgage selling companies. Leads are nothing but queries from people who wish to obtain mortgages. Mortgage selling companies are always on the lookout for good leads from mortgage lead companies.

Mortgage lead companies have different means of operation. They may operate either through telemarketing (call centers) or through websites. Leads that they provide may be exclusive or non-exclusive. Exclusive leads are those meant for only a single company, while non-exclusive leads may be repeatedly sold to a number of companies. Of course, the former cost more. Leads must also be fresh, i.e., they must be newly introduced into the market of mortgages.

Telemarketing mortgage lead companies have a success ratio of 8 to 10%, which means for every 100 leads they provide, 8 to 10 have a chance of closing successfully. Call centers rely on personally calling people from a particular list, which they may have obtained from a cell phone company. When they find a person interested in acquiring a mortgage, they record their contact details and information on credit history, mortgage requirements, etc. These are then forwarded to the mortgage company, who follow up on the case.

Mortgage lead companies working out of call centers charge anywhere between $35 to $65 per lead sold, irrespective of whether it closes or not. If working on an hourly basis, then they may charge $25 per hour. Outsourced business to Asian call centers may cost much less. Mortgage companies are contracted with call centers throughout the world and they get leads once a week, typically on Mondays. There may be an average of 25 leads per week. Some call centers also provide a hot-transfer service, in which the call of a potential mortgage buyer is directly forwarded to an official in the mortgage company.

Websites working in the mortgage-lead generation business are also tremendously busy portals. These have their own mortgage calculators, which pre-qualify mortgage queries. According to this, people are made to fill online application forms, which are then sold to mortgage companies. Mortgage lead generation websites are contracted with particular mortgage companies, just like call centers.

Lead generation websites may charge on a monthly or annual basis. The charges depend on the nature of the website. However, there is widespread skepticism among mortgage companies regarding lead generation websites. A large number of them are sham websites and provide fabricated lists.

Mortgage lead companies are the backbone of the mortgage selling business. Every mortgage company is affiliated with several lead generation companies so that its staff can be free to do documentation work on the mortgages and not take the trouble of marketing.

Mortgage Company provides detailed information on Mortgage Companies, Top Mortgage Companies, Bad Credit Mortgage Companies, Mortgage Lead Companies and more. Mortgage Company is affiliated with Home Mortgage Lenders.

Are You Practicing On Your Best Prospects

2009-02-15T06:00:00.001-08:00

Writen by Tim Connor

How much time do you spend practicing and developing your skills? Do you practice a new technique on a prospect or on a fellow salesperson or your supervisor first? Do you not practice at all, but just show up?

Show me any athlete in any sport who achieves success, fame or even makes a decent living, and I will show you someone who spends more time practicing than in the performance of his/her sport. Here are a few examples.

- Most Olympic athletes spend in excess of 3000 hours preparing for a 2, 3 or 10 minute race. -Most good golfers hit hundreds of golf balls every day to refine their swing, balance and performance. -Take baseball, basketball or football teams practice 3-5 days a week (every week) for several hours for just a 2-3 hour game. I could go on, but I am confident you see my point. Are other careers different? No. Doctors, contractors, teachers, counselors spend time in research, discovery and experimentation. They don't wait until they get into the operating room or in front of the classroom. Yours truly spends a minimum of 2-3 hours for every hour in front of an audience.

Show me someone in any discipline who just shows up, and I will show you someone who is average at best, never makes a difference, and seldom achieves greatness.

How about salespeople? What can they practice before a sales call? A telephone call?

-New questions to ask prospects.
-New ways to ask those questions.
-How to cover the benefits of a product/service feature.
-How to create a sense of urgency.
-How to professionally terminate a presentation on a poor prospect.
-How to increase a sale by 'upselling'.
-How to close the sale.
-How to answer a prospect's objection.
-How to better answer a prospect's questions.

I'll leave you with a question. Are you just showing up for games, or are you spending routine time and effort practicing for your next call?

One Good Turn Amplified

2009-02-14T06:00:00.001-08:00

Writen by Kurt Mortensen

The adage "one good turn deserves another" seems to be a part of social conditioning in every culture. And, even beyond that, the maxim serves as an ethical code that does not necessarily need to be taught but nevertheless is understood. When someone smiles or gives a compliment, we tend to return the smile or compliment. Even when these gestures are unsolicited, we feel a sense of urgency to repay the person who has created the mental or psychological debt. In some cases, our need to repay this debt is so overwhelming that we end up dramatically exceeding the original favor.

People often conscientiously trigger feelings of indebtedness and obligation in others by carrying out an uninvited favor. Even if we don't want or ask for the gift, invitation, or compliment, we still feel the need to return the favor when we receive it. Merely being indebted, even in the slightest sense of the word, can create enough psychological discomfort (and sometimes even public embarrassment) that we go to extraordinary lengths to remove the burdensome obligation we feel. This is when we often disproportionately reward the original giver.

When my family moved to a new area, we gave a small Christmas gift to all our neighbors. I don't think the gifts cost more than five dollars each. We were new on the block and wanted to get to know our neighbors. About thirty minutes after hand-delivering the gifts to our new neighbors, the doorbell rang. There stood one of the neighbors with a large box of truffles in one hand--this box had to have been holding at least fifty dollars worth of chocolates. She said, "Welcome to the neighborhood, and Happy Holidays," and with that she was off and on her way. She couldn't cope with the sudden debt she felt toward my family so, to rid herself of her feelings of obligation, she gave back ten times more than she'd originally received. This is why many people buy extra holiday presents to have on hand just in case someone delivers a gift they did not count on.

If you are ready to claim your success and learn what only the ultra-prosperous know, begin by going to www.PreWealth.com and getting my free report "10 Mistakes That Continue Costing You Thousands." After reading my free report, go to 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!

January Sales For Business

2009-02-13T06:00:00.002-08:00

Writen by Vernon Stent

Inevitably - and surely rightly - business men and women take their eye off the ball while they take their holiday break. The business community can at last be human again, spending time with family and friends. The turn of the year marks a universal celebration where we look back at what went before and look forward to the future. Just as inevitable, though, the whole cycle starts again and business cranks back into gear a few days into January.

In early January many business people have one great big cloud over their heads. This cloud represents budgets. The cloud may be darker for some than for others. Many companies roll up their financial year at the calendar year end. Many others have April as their new financial year. If you are in the first category you may be in the process of spending your new budget, careful to ensure it is spent wisely and not all at once! If you are in the second category you will be in the final throws of planning for next year's budget, probably negotiating for this or that project that you just know will bring great benefits to your company.

For those in the business of selling products the budgeting process can be akin to the January sales where you should be making a strong pitch for business. Why? Because many have a brand new budget, coffers full and others are planning next years budget. You will either be selling your product to budget holders that are flush with money or you will be attempting to insert provision for your product in next year's budget. Whichever way, January is a good time to act.

Businesses selling lower cost items for which little authorisation will be required will particularly benefit by selling to those companies who have a new established budget. If you are selling higher cost items you would be best targeting those companies that are in the process of planning next year's budget. That said, there is an argument for all companies to target large company's individual budget holders towards the end of their financial year. Some budget holders will wish to use up their allocation for fear of setting a precedent and having the following year's budget slashed. Of course, targeting a company that doesn't really need your product seems to me to be a waste of time, but it amazes me how many marketing drives are so broad that these wasted contacts are made. This is the case even when a budget holder is trying to use their allocation. There surely must be a genuine need for your product.

I am the marketing man for Arkay Hygiene from the UK. The pest control products sold by Arkay are increasingly required by both the private and the public sector. The variety of products for sale start at a few pounds and range to four figures. The kind of strategic marketing described above is essential to Arkay in order to achieve effective year-round sales volumes.

Vernon Stent is marketing consultant to Arkay Hygiene. An example of a low cost product are Bird Control Spikes. Examples in the higher range include Industrial Glueboard IND35 Fly Killers

There Is No Such Thing As A Competitive Account

2009-02-13T06:00:00.001-08:00

Writen by Mace Horoff

You have customers who are buying from the competition for years. Whenever you make a sales call, they tell you how satisfied they are with Brand X, and that there is no reason for them to consider a change at this time.

Many medical sales people make the mistake of labeling these prospects "competitive accounts" or "competitive providers." When you do this, you are taking yourself out of the game, and in this business, the game is never over!

When you allow the "competitive" label as it relates to a prospect or customer into your subconscious mind, you are reducing the possibility in your mind that they will ever do business with you. This affects your overall approach to this account since every attempt to make a sale feels like you are just spinning your wheels. And guess what if at some level you feel that the provider or account will never do business with you, by virtue of how you approach this account, they probably never will.

By now you are asking, "If they aren't competitive accounts and customers, then what are they?" They are prospects, customers, and accounts in your territory who are not buying from you yet. That's all.

It's time to start treating the prospects and accounts that you have not yet developed a fruitful business relationship with, the same as the customers and accounts that you have. That's right - treat them like you have already earned their business and have established a business relationship with them. When you make a sales presentation, expect the same results as you do with your current customers. You expect your existing customers to buy if you present something that will improve how they care for their patients, right? Why expect the other potential customers in your territory to respond any differently? Don't make up their minds for them, after all you are offering them the same product that your current customers are buying, correct?

There is some sage advice in the sales world: "Expect the sale." It holds true today and it always will. Think about it for a second if you don't expect the sale, then why are you getting out of bed every morning and going to work as a sales professional? Certainly not to achieve what you don't expect!

The accounts in your territory are every bit as much yours as they are anyone elses. Sell to all of your customers and prospects with the same expectations! When a customer tells you, "No, I'm not ready to change at this time," just relax and tell them in an empathetic way, "I understand. When you are ready, whether it's tomorrow, or next year, I'll be here." And then try to sell them tomorrow (i.e., don't wait until next year!)!

Opportunities for change occur by the minute in this business. Your job is to stay in your accounts' target radar zone at all times so that the moment there is the slightest doubt with their current provider there you are!

There are no competitive accounts just accounts that are yours, and those that will eventually be yours. Approach them with the same expectations, and in time watch what happens. Your competitors will be describing your new accounts as "competitive accounts."

Mace Horoff is a professional speaker and medical device sales trainer. He was a successful, award-winning sales representative in the medical device industry for over 22 years. Mace is founder and president of Sales Pilot Consulting, a company dedicated to training medical device representatives for success. He can be reached at (561) 333-8080 or email. For information on having Mace speak for your group or to learn more about Sales Pilot training programs, visit http://www.MedicalSalesTraining.com

Too Much Empathy Will Cost You Money

2009-02-12T06:00:00.001-08:00

Writen by Shamus Brown

Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call.

Right now is an excellent time to examine some of your beliefs about selling. Do you believe that this is a reasonable question for the prospect to ask? Would this be one of your first questions of a seller if you were the prospect? Do you agree with saying's like "The customer is always right."?

If you agree iwht most or all of these beliefs, would you then answer his question directly with a price? Just because the prospect asks a reasonable question does not mean that the smart thing to do is to answer it. Doing this at the very least could cost you money that you did not know the prospect had. And, doing this could cost you the entire sale, if the prospect prematurely rules you out because you are "too expensive".

People make buy, no-buy decisions for emotional reasons. Imagine that your buyer looks at a scale on which she weighs the emotional consequences of her decisions. If the sales call begins with your answer to "how much does this cost?", which way do you think her scale tips? Gee, you don't know because you haven't had the chance yet to ask about this buyer's budget or financial resources. Unless you are lucky enough to be priced right within her budget, chances are this scale is going to tip very negatively against you. And you are rapidly on your way to losing this sale. In fact, you may not even get a chance to finish this sales call now.

How do you tip the scale towards the positive, towards you? Ask questions to help the buyer discover his emotional reasons why he wants and needs your product now. Ask questions that uncover the consequences of not buying from you. Take control by turning the prospect's question to you into a question back to him. This question could be as simple as "Do you mind if I ask you some questions first to see if you even need any of my products/services?"

Take control of the sales call up-front, and tip the scales in your favor.

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/

Watch Your Language 5 Tips

2009-02-11T06:00:00.002-08:00

Writen by Julia O'Connor

Have you ever been befuddled by words you don't know but think you should? Or overheard conversations you know you should not?

What if you are the offending party? In most cases you are not aware of being a boor. Note - according to the dictionary, a boor is a rude or insensitive person and geez, you might be boring as well.

Whether you are on the road, at a trade show or in general business situations, here are 5 Quick Tips to help you watch your language -

KEEP IT CLEAN
You never know whom you will offend with sexist or racist jokes or remarks, a potty mouth or derogatory gossip. Client? Potential client? Employees? We expect situations to be neutral and we have long memories of those people who make us uncomfortable.

WHAT is XYZ
Every industry has its Jargon. There are inside-the-industry or company buzzwords, abbreviations and snippets of phrases. Sure, you know what it means, but it could confuse new employees or clients. Can you explain the jargon in simple words?

WELL DUH
Select the five most difficult questions you have been asked. Pass them around the office. Find accurate, easy-to-remember answers.

I'M ON THE PHONE
And everybody can hear you. When in public, is a phone call considered private? NO. If I can hear you I have no obligation not to listen. Personally, I have heard waaaay too much private and company information from cell phone yakkers. Like what, you say? So watch what you say or it could snap back on you or your firm.

BE POLITE
Rush, rush, rush what happens? Manners drop by the wayside and we expect everyone to understand if we are rude or just seemingly disconnected. But we miss those nicities, they are the social lotion that helps us through situations. So, say Please, Thank You, You are Welcome. We appreciate it.

Julia O'Connor - Speaker, Author, Consultant - writes about practical aspects of trade shows. As president of Trade Show Training, inc,, in business since 1995, she works with companies in a variety of industries to improve their bottom line and marketing opportunities at trade shows.

Julia is an expert in the psychology of the trade show environment and uses this expertise in sales training and management seminars. Contact her at 804-355-7800 or check the site http://www.TradeShowTraining.com

Looong And Boooring Sales Letters

2009-02-11T06:00:00.001-08:00

Writen by Torgeir Sunnarvik

You have all seen them,the sales letters that never ends. They go on and on about how this product can do this and that. The product can often be very good and have all the features you are looking for.But I think that many of the sales letters that have the task of selling products,are too long and boring.

* First, it's a long list of problems that you might have, which this product can help you with.

* Then there are all the testimonials.I've seen products with 20 testimonials on the sales letter.It's fine with good testimonials, but 2-4 of these are enough in my eyes.

*Benefits and more benefits.Some sales letters are just so full of hype and over the top promises about the product, that it just puts me off.

*But the most annoying thing is when I can't find the price. It's almost impossible to find.It's often the thing that are mentioned least of all. And sometimes you have to click the buy now button before the price is revealed.It's as if they are afraid you will leave the site if you know the price upfront. If I think the price is too high I will leave anyway. It's of no use hiding it.

When I'm looking at a sales letter,I'm skimming all the content. Most of the time I'm just reading the headlines of each paragraph. And I don't think that I'm the only one that use this method. If there are some special features I might want to know about, I try to find a list of features or benefits on the sales letter. It's ok to read one or two testimonials. And also a decent guarantee.

If I think the product looks promising,I want to know the price, which should be easy to find in big numbers. Nothing puts me more off then not finding the price. Well,if I find that the price is fair I might buy.

If the product is complex and with a lot of features,or if you think you have to write long letters to sell your product, I think it's better to have one page for each part of the sales letter. You could have one page for the benefits/features, one page for testimonials and so on. Then make a summary of each page and put that together to one sales letter.

Now you have a sales letter with one or two testimonials. Under them you can have a link which says something like "Click here for more testimonials" When the people that want to read more of them click the link,they come to your page with all the testimonials.

Do the same with features/benefits.List five or ten features and then have a link to your page with all the features. You can do this with every part of your letter. Just remember to have a link on each of the pages directly to your payment processor with of course the price mentioned and the guarantee.

I can't speak for everybody, of course.But when I want to buy something,I don't mind clicking some links if I want more information. What I do mind is when I have to read long pages of text with a lot of big words and promises,before I find what I'm looking for.

Torgeir Sunnarvik is the owner and webmaster Of http://www.everypleasures.com

The site with free ebooks and ebook with resell rights.

Franchise Sales Gone Bad Problems In Arbitration

2009-02-10T06:00:00.001-08:00

Writen by Lance Winslow

Franchise salespeople have to be extra careful when selling franchises. A franchise sale gone bad can lead to litigation or arbitration. Even in those cases where the franchise agreement calls for arbitration a fraudulent misrepresentation by a franchise sales person can break the franchise agreement and the arbitration clause.

Arbitration in franchising actually works good for both parties and saves money in the litigation costs. If there is a dispute between the franchisee and the franchisor then it makes sense that any money changing hands goes to the party damaged and not the lawyers. But arbitration is never perfect and sometimes the arbitrators are connected professionally to the franchise or in some way.

Recently I discussed this issue with a franchisee who found out the arbitrator who heard their case actually had business dealings prior with the franchisor in question. Well that is unfortunate they should have excused themselves, I would have. But also realize that many franchise ores are well connected to the franchise community and the IFA, well really everyone knows everyone else, it is a really tight community.

I have personally met some 150 franchisor founders due to my work in such associations and meetings. All the Franchise Consultants, vendors, lawyers all meet in seminars all the time.

This causes an issue for franchise arbitrated disputes. But if you consider that these problems can be avoided if the salespeople in the original sale follow the rules, then perhaps it is not so bad. If you are a franchise sales person please follow the rules, because down the road it can be hell for both parties. Please consider this a 2006.

Lance Winslow - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs/

3 Ways To Sell And Have Fun Doing It

2009-02-09T06:00:00.003-08:00

Writen by Jay Conners

There are many ways to sell and have fun doing it, but some times we really need to step outside the box and do something a little different if not drastic.

Listed below are the three fun and exciting ways to take that giant leap and start having fun selling your product!

The Sidewalk Sale
Supermarkets
Block Party

The Sidewalk Sale

If you are looking to put a big push on your production and obtain a lot of applications in one day, then the sidewalk sale is the way to go!

Exactly what is the sidewalk sale?

Keep reading...

The sidewalk sale is when you take one full day out of the week, preferably a Friday, because people tend to be more relaxed and receptive, and set up a table on the sidewalk outside of your office and have two to three reps manning it at all times.

Tie balloons to the end of your table to attract attention, and give out freebies such as pens, and post it notes. Also have food available, this will attract people in droves, food such as cookies and lemon aid, or you can really go crazy and have a pop corn machine, or a hot dog griller, these props will definitely attract attention and put people in front of you.

Have lots of literature to hand out, business cards handy, and applications ready for the taking!

Play loud but decent music in the background, and be loud and cheerful, whatever get the attention of the public.

As cheezy as this may all sound, it works, trust me, I've done it! Besides it's a great way to spend your work day, and have fun selling your products!

The Supermarket

The next time you are in your local supermarket, take a good look around. As you walk the aisles, take a good look around. Notice how many people who are not affiliated with the supermarket are selling their product. There are usually two or three. This believe it or not, is a lot!

So why can't you sell your product in the supermarket? What is stopping you? Ask to speak with the manager, and explain that you would like to set up a small table in an out of the way place so that you could sell your product.

Make sure you are prepared to explain yourself clearly, and that your only objective is to offer the customers of the supermarket an added extra convenience!

I must admit, this is a tough go, but if you get your foot in the door, you are golden, I know, I've done it!

The supermarket I set my table up in averaged eighteen thousand customers per week, imagine the potential!

Block Parties

Keep an eye out in your weekly paper, or better yet, those free community papers all towns seem to have that come out weekly or monthly. A lot of times during the spring or summer, towns will have block parties or perhaps they call it a festival.

If you have ever been to one of these festivals, you have noticed that they close down an entire street, usually the one that runs through the heart of town. It is here that all of the vendors flock to sell their products out on the street, or from a booth or table on the sidewalk. There is no reason why you can't jump on this and get involved! All you need are the same props you used for your sidewalk sale. Trust me, this works, I've done it!

There is a down side to this however, and that is, these festivals usually take place on Saturday, and you may be subject to making a donation in order to participate. But hey! It's only once a year, so go for it! You'll have fun. I did!

Jay Conners is the owner of the on-line mortgage resource center http://www.jconners.com where you can find all of your sales and marketing needs,as well as articles and news letters. He is also a partner with http://www.callprospect.com, a mortgage lead company, specializing in fresh exclusive and non-exclusive leads.

Dropped Jaw Syndrome Your Fastest Most Reliable Market Test

2009-02-09T06:00:00.001-08:00

Writen by Dr. Lynella Grant

Business owners should be more like doctors.

Forget selling and start asking your customers where they hurt. Broken leg? Ulcer? Empty wallet?

Don't sell, diagnose. And what are you as a doctor looking for? Well, of course: that ever-illusive, yet ever- profitable disease called Dropped Jaw Syndrome.

OK, it may not be in any medical book. But Dropped Jaw Syndrome, however rare, is known to anyone who's ever tried to sell something. The customer walks into your store, listens to your pitch and falls into an awestruck trance. "I'll take three of them."

Joking aside, the dropped jaw, or at least its symptoms, are the fuel behind every sale. When a customer is persuaded to buy, their reaction isn't logical. You've connected with the part of their brain that decides if you and your product are believable, the limbic system. Sure, you still need to persuade with facts, but logic is a distant second to their desire to buy, their reflexive dropping jaw.

Diagnosing Dropped Jaw

The key is finding the dropped jaw, tracking the symptoms back to their source. But it's there. And it's quite easy to find once you stop thinking about your product for a moment and focus on the customer... I mean, patient.

Don't believe me? Well, put on a white coat, hang a stethoscope around your neck and do some market tests of your own. But this is a test you have to do face to face. Forget the demographic studies, sales plans and benchmark reports, and get in front of a customer.

Now, take his temperature, make your pitch. And follow it through the customer's reaction.

Did his jaw drop? Hmm. You must have done something wrong. Try again, but listen like a doctor searching for a heart murmur. Ask a question, offer information, and then hear the subtleties of his response. And when you're diagnosing a customer, instead of trying to sell your product, something changes.

You become more attuned to the subtle dropped jaw and related body language. And you ask more accurate questions. You notice which of the claims and benefits penetrate the customer's protective indifference, sparking real interest. Of course, most salespeople already do this to a degree, but it must be done intentionally, consciously.

The true advantage of Dropped Jaw Syndrome comes from changing your role for a moment, from selling and telling to assessing what customers want, even when they can't say it in words. Demand that you live up to their desires. Because if you're not dropping jaws, you're in danger of falling behind the competition. Worse, you're probably overlooking your company's uniqueness.

Diagnosing Your Pitch

In searching for dropped-jaw reactions, some companies have made unbelievable claims central to their promotions. We've all seen the TV commercials where "Crazy Joe" says he's so insane he's practically giving away the furniture in his store.

Better are claims that are striking and stand out from the competition, but don't over-promise. Consider "Have it your way" (Burger King) or "It takes a licking and keeps on ticking" (Timex). In establishing your own unique proposition, the dropped jaw test is quick and reliable.

Customers, whether they know it or not, are very good at distinguishing between businesses they trust and those they don't. Let them tell you how you're doing.

Building Customer Confidence

I discovered the Dropped Jaw Syndrome years ago. It started with my claim that I can assess the health of a business by looking only at its business card. And when I would point out the subtle messages on their cards, most of them unintended, people's jaws would drop.

The value of the dropped jaw test is the perspective it imparts. By listening to the customer or putting yourself in her shoes, you're more likely to notice the "small potatoes" signals you're sending. Such telltale signs aren't based on the business size or age. But once you recognize them they can be easily repaired.

As you play doctor, it's your job to notice what hurts the customer and cure it. When you find ways to make your customers jaws drop, you'll take their pain away. And that will make your business a healthy one.

About The Author

Dr. Lynella Grant is an expert on the signals that make up the body language of a business. Author of The Business Card Book and Stop Looking Like Small Potatoes. Visit http://www.giantpotatoes.com. Off the Page Press (719) 395-9450 mailto:grant@giantpototoes.com

grant@giantpotatoes.com

Utilize The Power Of Imagination

2009-02-08T06:00:00.002-08:00

Writen by Kurt Mortensen

As you learn to incorporate the senses, you will find that their effects can persuade faster than your words. For example, smells and tastes can be very powerful. Both can evoke strong emotional memories and even physiological reactions in your listeners. Invite them to imagine the smell of freshly baked chocolate chip cookies and you will see noses flare and faces relax with the feeling associated with the smell of freshly baked cookies. Such sensation will fill their minds with feeling. Or describe in full detail the sensation of biting into a fresh orange. You want the experience to come alive in their mind as if it is happening to them. Paint the picture in such a way that it becomes so real that your audience feels a part of it. People will participate in your stories if you let them.

Courtroom lawyers often create reenactments of events. They make the stories so rich in sensory detail that the jury literally sees, hears, and feels the event as it unfolded. The trial lawyer's goal is to make the description so vivid that the jurors feel the client's distress as their own and as such are moved by it. The more concrete and specific your descriptive details, the more persuasive your story telling will be. Using specific details pulls the listener into the story, making it real, making it believable.

Pack your stories with authenticity, passion, and humor. Make sure they are straightforward and that the timeline or character development is not confusing. A story that confuses will not convince. Use your body, voice, props, music, or costumes if necessary. These methods intensify your message because they reach all the senses. Engaging the senses of your listeners will make your story more effective. If you can get your listeners to see, hear, smell, feel, and taste the elements of your story, their imaginations will drive them to the point of experiencing without actually being there.

Stories are powerful tools for persuaders. Compelling storytelling automatically creates involvement and attention with your audience. We can all think of a time when we were in an audience and not paying attention to the speaker. We were off in our own world when all of a sudden we perked up and started to listen because the speaker had begun to tell a story. We sat up, listened attentively, took note of what was being said, and wanted to know what would happen next. Whenever you sense your audience is starting to wander, you should have a relevant story ready.

Notice I said "relevant." You can capture attention by telling a story but you will lose long-term persuasiveness if your story does not relate to you or your topic. When your stories work well to underscore your main points, your presentation will hold greater impact. Remember, facts presented alone will not persuade as powerfully as they will when coupled with stories that strike a chord within your listeners. By tapping into inspiration, faith, and a person's innermost feelings, you will cause your prospects to be moved by your story.

For additional information on The Power of Imagination, go to Magnetic Persuasion and kick start your success!

Stories can be effectively used to do any or all of the following:

* Grab attention and create involvement

* Simplify complex ideas

* Create memorable hooks

* Trigger emotions

* Tap into existing beliefs

* Persuade without detection

* Bypass existing resistance to you or to your ideas

* Demonstrate who you are

* Build interest

* Encourage participation

Stories answer questions in the audience's mind about who you are and what you represent. If you don't answer these questions for your listeners, they will make up the answers themselves. Your audience members can tell from a story whether you are funny, honest, or even whether you want to be with them. Remember, building rapport is a key ingredient for persuasion. Since you usually don't have time to build trust based on personal experience, the best you can do is tell your prospects a story that simulates an experience of your trustworthiness. Hearing your story is as close as they can get to the firsthand experience of watching you in action.

Your goal is for the listeners to arrive at your conclusions of their own free will. Your story needs to take them on a step-by-step tour of your message. A persuasive story simplifies your concepts so your audience can understand what you are talking about and what you want them to do. We love stories to give us answers to our problems. We accept the answers a story gives us more than if someone were to just provide us with those answers.

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.

Wholesale Video Games

2009-02-08T06:00:00.001-08:00

Writen by Joaquin Reveron

Getting wholesale video games today gets in many rising entrepreneurial minds and in most home entertaining bargain hunting seekers-faster and easier than ever. The usual when wanting games at good cheap prices is to go to the local Sam Club and purchase one or two games at for example the $13.36-$19.86 prices that I see most often here at the states. I even see local businesses believe that the best way to get bargain cheap items is by buying wholesale from general local wholesalers and liquidation centers.

For the average businessman that does not like to do their own diligence for getting entertainment games at the greatest wholesale prices- it is fine and ok to purchase locally every week or every other month. Nothing bad with that, but is it enough if you are a wholesale addict like myself or an also entrepreneur like many of us that love playing Xbox wholesale games while getting to make thousands of dollars every month from the comfort of home and having multiple tangible business offline and online. The businesses that need the greatest sources, the greatest prices and the best wholesale business relationships for getting wholesale video games and every other entertainment and business need when it is in-demand for both your home and your consumer relationship with your business.

Today savings get harder and business indeed gets a lot more stronger but better than ever. It is of my fact, that the better wholesale sources that you get- the far better business that you will be able to get because of selling at what I love to call, cheap prices. Reality is, the majority in the wholesale business sell for the purpose of getting a 20-30% mark-up when they can get a comfortable 50-80% if having the mentality that both the home entertaining needs and online and offline business profits get made when you make the initial wholesale purchase, not when you sell the item.

Whether you end up buying real estate, DVDs, audio or what I love to sell both online and offline, games at wholesale prices- you make your profits when you buy from certain distributors and wholesalers, not when you sell. The profits are always dependent on how low you purchase and what service you ultimately provide when it comes to the sell of tangible items both locally and on the net. It is evident and clear to my wallet that the chances of selling for say: Xbox wholesale games at very cheap prices- will not depend solely on the service, image or credibility you have as a brand- but generally to the average consumer, it will be the price that you offer and low risk type of guaranteed that will have them craving for your wholesale video games business.

Wholesale Video Games are one of the business components Joaquin teaches in his credible and trustworthy website. His focus today is on assisting people create wealth through Xbox Wholesale Games investments

Turn Your Wisdom Into A Workshop

2009-02-07T06:00:00.003-08:00

Writen by Suzanne Falter-Barns

The Technical Revolution has done a lot for us -- we merely have to pick up a phone or send an email to conduct business. Yet, there still is no substitute for live, personal appearances when you want your teaching to count, and that's why I love workshops. Your participants benefit from the short-term intensity of the experience, and you benefit from actually seeing your principles and exercises in play.

If you've got the solution to any problem that's out there, you can deliver it in workshop form. Here are some steps I've developed in my years of designing and delivering self-help workshops:

1. Put together a workshop people actually need. What's the biggest problem your target market faces and what do you know about solving it? This is the key to filling your workshop. Find the problem you are uniquely qualified to solve. Do not rely on vague promises like "improving your life" or "boosting your creativity". Offer us something we can really use, such as "How to Create More Time for Your Dream."

2. Decide where and how you'll lead the workshop. Basically, you have a choice: you find a location and hold the workshop yourself, or you pitch and sell it to a larger venue, such as an adult ed learning center. If you hold the workshop yourself, you will have a bigger job, but you potentially could make much more money. If someone else holds it, your audience may be more certain or it may not. Also, it may be hard to place your workshop with a larger venue if you don't already have a track record doing such unless your idea is so 'killer' that learning venue can resist. There is no 'right' answer here. Test the waters to find the best solution.

3. Choose a great location. Nothing is more depressing than a workshop in a dimly lit church basement painted an institutional green. Instead, look for a sunny, fresh environment that makes you (and them) feel good. When holding your own workshop, look for inns or even B&B's that have a meeting room or living room available. Often such places will provide a room for free if they are catering your event. For shorter workshops, look to grand old libraries that have seminar rooms, or churches or temples that have recently renovated or offer more upscale facilities.

4. Plan the day around food. Believe it or not, this is key. A workshop has to have an air of retreat to it, or it won't have nearly the impact you want. That's why I like to hold longer, full-day workshops that include a nice lunch and afternoon tea and cookies. This gives your participants the sense that they're really getting away from everyday life and nurturing themselves, which facilitates breakthroughs. At the same time, you can offer more benefits, and thus a more valuable workshop package.

5. Structure your day with lots of play. Give these folks some things to do that get them out of their usual routine, right off the bat. In my own How Much Joy Can You Stand? workshops, I have people come to the event with a 'no-name' tag something they can comfortably wear that expresses their essence without using their name. It's a fun way to get everyone on level playing ground. This sort of hands-on exercise can be used at least two or three times during the day to make your points more effectively. To create exercises, simply think about what sorts of activities would really move you to have fun, and think outside of the usual box.

6. Combine teaching with feedback. Don't just preach; ask. During your lecture time, take occasional breaks to ask for their ideas, observations, questions, etc. You can also drive home points by creating front-of-the-room lists on a flip chart, or by having brief writing exercises, which they can share from afterwards. I like timed writing exercises, quick top of the mind lists, and written responses to questions.

7. Don't be afraid of group meditations. If you're doing work that is at all spiritually attuned, guided meditations can be fantastic tools. Most people will give them a try, even if they've never done so before. Be sure to speak clearly throughout the meditation, and urge people to sit on cushions or chairs, but not recline. Some may be willing to share what they observed, which is often quite powerful.

8. Let them guide you. Sometimes you need to put aside your plan for a while, and let a powerful group conversation take over. Be sure to design your day with an extra half-hour to hour (if it's a full day) for such tangents to develop. That way, you won't be a slave to the clock, and can allow for spontaneous insights to occur.

9. Start with a group of friends and get evaluations. Your very first workshop can always be held with friends, or your R&D group, right in your own living room. Offer it for free, in exchange for detailed feedback on what worked, and what didn't. Then be sure to have the evaluation forms ready to fill out at the end of the workshop before anyone leaves. In your evaluation, also include a place for enthusiasts to leave glowing testimonials, for use in your promo materials. (Include a request for a signed okay for use of their name and quote in your form.)

10. Experiment. You're going to get a lot further leading workshops if you can view this aspect of your career as a grand experiment. Some things will work; some things won't. Your job is to find out which is which, so your workshop becomes the very best it can be and that's the best way to fill them up!

About The Author

Want to learn more about how to lead your own creativity workshop? Go to http://www.howmuchjoy.com/facilitatorsworkshop.html. Suzanne Falter-Barns is the author of How Much Joy Can You Stand? and Living Your Joy. (Ballantine) You can learn more in her free ezine, The Joy Letter, which brings you a crisp, fresh burst of inspiration for your dream every week or two. Sign up at http://www.howmuchjoy.com/joyletter.html and receive her valuable report, "Thirty-Five Guaranteed Time Savers". It helps you create time to finally live your dreams.

Cold Calls At Trade Shows

2009-02-07T06:00:00.001-08:00

Writen by Julia O'Connor

We like to do business with people and firms we know, or at least have heard about it gives us a feeling of comfort and security.

What happens at a trade show? Is there such thing as a true cold call?

I say No. And these are my five reasons I say so....

1. IT DEPENDS ON YOUR SIDE OF THE AISLE

As an exhibitor, there will be people you have never met, representing companies you do not know but you are not calling on them. The visitor has the control of the encounter and approaches you. The cold call is TO you, not from you.

2. MOST VISITORS ARE FOCUSED

They have a problem immediate, perceived, anticipated or just a dream. They are looking for a solution, and in most cases, they are casing your company as a solution provider. This means you need to listen carefully to strangers and slot their concerns into your arsenal of answers.

3. MOST VISITORS KNOW YOUR COMPANY

Maybe not intimately as a client, or even as prospect, but via Internet research, industry gossip, publicity, conversations with your clients,. Unless you are a brand-new venture with absolutely no exposure, your name and reputation are out there. Today, there is no privacy thanks to technology.

4. SELLING IS SELLING

Does it really matter who starts the Sales Dance? Some exhibitors insist on leading this cha-cha which may turn into a slow waltz when they don't listen or acknowledge that control of the conversation belongs to the visitor.

5. UNDERSTAND THE PROCESS

At a trade show, the visitor is in charge. The visitor has made these major decisions TO Spend the money, take the time to go the show Read the Show Program, decide to visit certain exhibitors Actually attend the show Walk down each aisle Spot which exhibits pre-selected or not - to visit Stop at your exhibit Engage in conversation, request follow-up

What happens after this is out of the control of the trade show staff and moves to sales for follow-up. At which point, it is certainly not a cold call.

****************************

Julia O'Connor - Speaker, Author, Consultant - writes about practical aspects of trade shows. As president of Trade Show Training, inc,, now celebrating its 10th year, she works with companies in a variety of industries to improve their bottom line and marketing opportunities at trade shows.

Why Use Lead Management Software

2009-02-06T06:00:00.003-08:00

Writen by Halstatt Pires

Having a popular website, or popular company of any type, is entirely dependant on sales. Effective sales at that. Maintaining a healthy profit is key to the long-term survival of your web site or business and this means knowing the difference between your effective sales leads and your ineffective sales leads.

Small Business Owner

Lead management software is perfect for the small business owner or webmaster of a website. You may have numerous different affiliate links and many different salespeople. Sometimes it can be very difficult to manage your prospective clients. By using lead management software you can keep track of your sales force or each of your affiliates.

Salesperson

Perhaps you are a salesperson or sales executive responsible for selling goods or products for one or many companies. Lead management software can provide a similar service for you too. By essentially managing the tracking of your sales, lead management software will free up much more of your time providing you with the opportunity to do what you do best. Sell.

Lead management software is useful for absolutely anyone who needs to track, manage and maintain his or her sales leads. Internet marketers will find lead management software particularly useful. Often we find ourselves spending more time working out the efficiency of each avenue of sales than we do actually advertising and selling. Lead management software will give you all the statistics you could need.

What's It For?

You will be able to track how much you are paying for your advertisements and how much return they give for your investment. That way you can remove or improve the campaigns that don't give a decent return. Using good lead management software, you can know which of your campaigns are worth investing more money into or which campaigns you should be repeating, and which you should be dumping.

With lead management software you can keep, manage and update all of your vital contacts' information in one place. You can keep track of whom you've assigned each of your sales leads to, you can also record where that sales lead came from and how you got it.

The Bottom Line

Organizing your leads and all the information surrounding them will not only lead to a more effective sales campaign it will also increase the time you have creating leads and selling to your new prospective clients. If you sell a useful product, whether it be consumable or not, one of the greatest ways of making money or winning contracts is through follow up business. If you own a website, this usually involves sending an email to a previous customer. Lead management software can effectively manage this process for you, sending emails at predetermined times, managing responses and updating all the required details.

Halstatt Pires is an Internet marketing consultant with http://www.marketingtitan.com - an Internet marketing firm in San Diego offering automated web site systems through http://www.businesscreatorpro.com

10 Tips For Writing An Elearning Rfp Rfq

2009-02-06T06:00:00.001-08:00

Writen by Dave Boggs

When evaluating many types of products and services, companies or organizations sometimes use an RFP (Request For Proposal) / RFQ (Request For Quotation) process. There are challenges associated with the RFP / RFQ process, such as the length of time it can take, its complexity, and more. Many companies steer clear of using RFP / RFQ processes precisely for the reasons mentioned above, and a whole host of other issues that are not the subjects of this article.

Just writing an e-Learning / Learning Management Systems RFP / RFQ can be a pretty daunting job. The task of putting together a good e-Learning RFP / RFQ is exacerbated because Learning Management Systems software and e-Learning Solutions can possess many layers of complexity, especially when they are developed to integrate with and meet the needs of your organization's information technology backbone.

Communicating your company's needs is often difficult. The tips below are by no means exhaustive, as they are designed to give you some suggestions and information to help you with writing an e-Learning / Learning Management System software RFP / RFQ.

1. You and your company should perform a thorough internal and external needs assessment, research, and planning long before you sit down to write your e-Learning / Learning Management Systems RFP / RFQ. A whitepaper I wrote a few years back, called 'e-Learning Best Practices' has a section on 'Scoping Out your e-Learning Needs', and other information, which will provide you some information and guidelines for this part of the process.

2. If at all possible, try to write it within the context of a team or at the very least, get a colleague, your supervisor, or you assistant to be another set of eyeballs on the document. RFP / RFQs can have a tendency to be long, complicated, and involved documents, so having someone else to review your work, can be very beneficial. It's even better when one or more of the principle stakeholders help with the writing of the e-Learning / Learning Management Systems RFP / RFQ.

3. Provide a company background statement that is specific and gives potential vendor companies information that is useful. It's fine to pull your company background statement from your marketing material, but don't stop there. If your e-Learning initiative will serve several departments, it might be a good idea to provide some sort of an organizational framework in your RFP / RFQ with a little history to help fill in the pieces of the puzzle.

4. Supply a statement of work that is specific and gives potential vendor companies information they will need. Sometimes a company will cut and paste their training department's goals and objectives into the statement of work. While this is helpful information to a point, too much information of this type may throw a potential vendor off course, which may result in you receiving proposals that do not meet your needs.

The problem is that people can have the tendency to lump goals, objectives, and tactics in the same category, but ultimately, they are not the same. There is a difference between a set of tactics verses a set of objectives verses a set of goals. A group of tactics can be the mechanism by which an objective is achieved. Objectives can monetize, quantify, and delineate desired outcomes to achieve a stated goal or goals.

Its important to remember that an e-Learning solution / Learning Management System is a tool used to achieve and / or promote a various set tactics as part of an entire training strategy which ideally, should be in line with company or department goals. Since it is a tool that is executed and used as part of a tactic, be sure to provide enough detailed information that is specific to your desired uses of an e-Learning solution along with your department's goals and objectives.

5. Develop a set of user personas so potential vendor companies will be given framework as to how their system will be used by every person that will touch it at your organization. Provide a breakdown of technical skill required for each user persona, including the technical requirements of any other IT systems they would use and need to be integrated into the e-Learning Solution / Learning Management System technology.

For example, a Human Resources Manager may work with an HRIS (Human Resources Information System) that would need to integrated with the Learning Management System. Be sure to provide the platform type, version, underlying database technology, the file structure, and any other information that is useful to the potential vendor company.

6. Prioritize features and functionality into a hierarchy based on the concepts of absolutely must have (priority 1), would like to have (priority 2), nice to have but not necessary (priority 3), or something along these lines to demonstrate level of importance to the vendor companies that will submit proposals for your RFP / RFQ.

Be sure to explain the features and functionality you require in concise and complete sentences. Features and functionality displayed in lists of three or four word bullet points often falls short of really explaining what your requirements are and can cost you more time further down the road.

7. Ask for and include sections for 'RFP / RFQ boilerplate' type of information. Some are listed below:

Vendor Information-Your RFP / RFQ should contain a vendor information section that details all contact information, company size, public or private, the number of years in business, etc. You may also want to ask for financial information. *

*It's important to remember that company financials can be relevant information for your firm to have when evaluating a vendor; but they are not a consistent indicator of a company or product's longevity or market staying power, especially in technology industries. Venture funded or publicly traded firms are often bought and sold to pay off investors, eliminate competing technology platforms, and for other reasons.

The e-Learning / Learning Management Systems industry continues to experience lots of consolidation and many industry analysts predict this trend will continue. For example in the last twelve months, Saba bought Centra Software and Blackboard acquired Web CT.

General Product/Service Information-This section should include general information on the proposed system such as the release date, version, total number of users, the number of years in service, server platform, database technology, java clients, browser compatibility, any licensing, support, and maintenance agreements, and more. It's also good to ask how the potential vendor company differentiates itself from its competitors and to include a list of any URLs, user names, and passwords to the demonstration version of their product.

Reference Information-This section is an area for the potential vendor company to list three or more reference customers and a partial list of clients.

8. Provide a place for the prospective vendor company to detail their proposed solution. It should cover in detail the product; pricing; its implementation; IT platform requirements; licensing or hosting requirements; system configuration; testing; user loading; HRIS data loading; interfaces between software applications that need to be developed; acceptance testing; general functionality; priority 1, 2, and 3 features and functionality (as discussed in #6); user hierarchies; localization; course and curriculum administration; system administration; authoring tools; system and authoring tool training; project plan and timelines; maintenance; support; and more.

9. Create a question and answer section for the prospective vendor company. The question and answer section contain questions about the technology; system requirements; project implementation; time needed for implementation; testing acceptance period; or another types of questions that are specific and germane to e-Learning solutions / Learning Management Systems implementation initiative.

10. Clearly identify the number of copies, formats, submission dates, locations where the proposal should be sent, and next steps. Be sure to include a date as to when you will be choosing your shortlist for the next round of evaluation.

About the Author:

Dave Boggs is the founder and CEO of SyberWorks, Inc (http://www.syberworks.com). He has been involved with computer-based and web-based training for more than twelve years. Before founding SyberWorks, Dave was the VP of Sales and Business Development for Relational Courseware. He holds a Bachelor of Science degree in Physics from Union College in Schenectady, NY, and an MBA from the Kellogg School of Management at Northwestern University in Evanston, IL.

The Boggs e-Learning Chronicle

Dave Boggs also writes the Boggs e-Learning Chronicle, which reports on trends, provides observations, and information about e-learning and web-based training.

3levels Of Successful Selling

2009-02-05T06:00:00.001-08:00

Writen by Paul Shearstone

Any selling approach that lacks a proven strategy, a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral import is at best, a wishful endeavor. Paul Shearstone 2003

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No one ever questions the fact there are born athletes who, when compared to others, make what they do look effortless. For these athletes, instinct seems to guide them like a good road map. That is their gift.

Exceptional though they may be, even athletes like Wayne Gretzky or Michael Jordan, would never rise to their true potential without one integral ingredient - Coaching.

Although I've written many articles on Coaching, this isn't one of them. I mention it only to point out that the aspect of coaching, is Mental. That is to say, gifted athletes already possess the physical skills necessary to excel. Nevertheless, it is only one aspect of their sporting expertise.

Who among us hasn't heard a professional coach say things like: "I only want players with a good head on their shoulders" or, "I only want players with Heart!"

What are they saying? They [Coaches] are saying there is more than one key discipline for success in sports and that what's in the heart and head is more important than most all other attributes. The right knowledge and the right attitude, compensates for, often usurps, things like natural talent.

Can the same thing be said for Natural Born Sales People and the Discipline of Selling? Bet on it!

The Rule:

Renowned sales guru, Dale Carnegie, is known to be the architect of the 'Five Steps to a Sale' selling process. Over the years, his successful program has stood the test of time and spawned many other successful interpretations upon his theme. "Up Your Income! Solution Selling for Profitability" by Paul Shearstone [available at all fine book stores and on the Net], is just one of them. :-)

The reason for the success of Carnegie's strategy is largely due to its simplicity. In short, five clearly defined, easy to understand Laws or Rules that apply to almost all products or services. For example:

Step #1: "Talk to your customer Briefly regarding something that interests Them".

Easy to say but what does it mean? Simply put, when salespeople meet customers for the first time, they must say or do things to help with the initial Get-Ta-Know-Ya bonding process. Dale said, in your opening meeting with customers, the best way to get them to like you is to engage them in brief conversations about things they find most interesting. I could go on to elaborate further but the fact is, it works.

The real lesson here is, now knowing this Rule, those without natural born sales abilities can integrate it into their selling approach and be guaranteed better results in the introduction stage of the sale. Incorporating the four remaining steps can unquestionably level the playing field with other competitive seasoned selling professionals but only if the steps are applied Correctly!

The Application:

Home Depot may have every tool we could imagine but if you don't know how to use them, what good are they? In professional selling, RULES are TOOLS. Use them right and they work.

One need only look at the home libraries of most mediocre salespeople to find plenty of books and tapes filled with time-tested and proven rules designed to garner more sales, profit and success. The courses have been taken and the rules have been learned but sadly, NEVER PRACTICED!

Tiger Woods / Michael Jordan / Wayne Gretzky pick any one you like. At the top of their game, they still practice/d the basics [the Rules]. Name any professional discipline; would a surgeon be allowed operate on someone without first having benefit of exhaustive practice? I sure hope not!

The irony is, selling is the only professional discipline that allows someone to start with no experience and learn on the job. Even a professional laborer has to apprentice first.

The point? Knowing what to say is only part of the success-formula in selling. Much like any Academy Award-Winning actor, his or her part is honed and made convincing [award-winning] only through rehearsal and practice.

In Sales: To the degree a sales-pitch appears natural and spontaneous, is in direct proportion to the practice put in it! Paul Shearstone 2000 [from the book Up Your Income!]

The Psychological Import:

Independent, confident personalities may make great leaders not always great believers. My policy in life has always been to be guarded in what information I'll take in or believe. I am not a skeptic but since: [According to Albert Einstein] "We become what we believe", and, [According to Abraham Mazlow] "Most people live lives of quiet desperation", my reluctance to accept the reality-interpretations of others has served me well. It hasn't, however, stopped me from asking the question, "Why?"

Anyone looking for the one defining ingredient that separates top sellers from the rest can find it here. Much like the runner who wins gold by 1/100th of a second, the difference is subtle but dramatic.

In selling, knowing the Rule and learning to deliver the Rule, still pales in comparison to the importance of knowing WHY the Rule is so integrally important to the success of the process.

How much more successful, more convincing could one be if they knew the answers to: "Why is it so vital the Rule be done at this time, this way and not another? What is the psychological, human-behavioral importance of such a rule and why are my chances of success predictably diminished should the rule be overlooked or poorly articulated? How does this Rule psychologically embolden my interaction with the customer resulting in mutual respect, rapport and better communication?" and so on.

At the risk of diluting this point, consider this. The worlds best Landscape Architects concentrate their designs more on the artistic value or utilitarian purposes of the open spaces where nothing is giving lesser importance and an academic expectation to the fact, the flora and fauna appeal is a given.

Comparing that to elite salespeople, their methodology is focused at a higher level, gravitating more toward the natural laws of human interaction and psychology the esoteric the essence for which the Rules of Selling were written and in which they find credibility. Their delivery appears effortless albeit transparently deliberate. What they do and the success they achieve is not by accident!

The Bottom Line:

The discipline of the Professional Sell is both an art and a science. As such and in keeping with all other disciplines, mastery finds bedrock in the academic understanding of its Laws, its Applications and its Rationales.

About The Author

Paul Shearstone aka The 'Pragmatic Persuasionist' is one of North America's foremost experts on Sales and Persuasion. An International Keynote Speaker, Author, Writer, Motivation, Corporate Ethics, / Time & Stress Management Specialist, Paul enlightens and challenges audiences as he informs, motivates and entertains. To comment on this article or to book the Pragmatic Persuasionist for your next successful event we invite to contact Paul Shearstone directly @ 416-728-5556 or 1-866-855-4590.

www.success150.com or paul@success150.com.

Are Buyers Liars

2009-02-04T06:00:00.002-08:00

Writen by Charlie Lang

How to Get Buyers to Buy and Improve Your Sales Forecast

Think of the last time you bought something you don't buy regularly. Perhaps a car, or a notebook computer or - as a business-to-business buyer - a professional service (e.g. a consulting service).

Think of the first time you considered buying this product (or service). What made you think you wanted or needed it? How long did it take you from this first thought to actually taking action and looking for potential vendors? How long did it take you from approaching vendors to finally make the purchase?

Obviously, for different situations and different products, the length of the buying cycle, i.e. the time needed from the first consideration to the final purchase, can vary considerably.

Unless you buy straight from the catalog or the internet, you are likely, in the course of your buying process, to interact with the seller. Most sellers will ask you at one point when you will be ready to make a buying decision. And typically, you will give them some estimate.

Unfortunately, these estimates are often not in line with the real time needed for the buying decision. In most cases it takes longer than you expect.

Why is that so? Are buyers liars?

Poor forecasts

It is a fact that most sales forecasts are pretty poor. They usually get better with more sales transactions. For example, if you sell low-value items, you have to sell lots of them and often require many sales transactions to get a reasonable total sales volume.

For simple statistical reasons, your forecasts in such cases tend to be more reliable. If you forecast 100 transactions per month with an average value of 1,000 USD per transaction, chances are much better that you will come close to the forecasted figure of 100,000 USD per month than if you expect just 10 transactions with a value of 10,000 USD each. It is much more likely that three buyers will unexpectedly postpone or buy from the competition in the latter case than 30 in the first case.

That's why many companies are so keen on their so-called 'bread & butter' business as it is more reliable and often covers to a large extent their fixed cost.

Besides this volume problem, there is the problem of over-optimistic and over- pessimistic (yes, they also exist) sales executives. Experienced sales managers and directors typically know to which type their people belong and either coach them to become more realistic and/or to make adjustments in their forecasts accordingly.

Another reason for poor forecasts, and perhaps the most important one, is inaccurate information from buyers.

The issue of trust

Most buyers don't really trust sellers. Because most sellers focus on selling, potential buyers feel the need to take care of their own interests to avoid buying the wrong product or service. They want to make the best possible buying decision.

As a consequence, buyers show some reservations towards the seller and provide info only reluctantly to assure that they don't harm their own interests. Whether this happens consciously or subconsciously, it does not really matter. Fact is, in these cases, the seller often gets incomplete, inaccurate, sometimes even plain wrong information.

How can a seller build sufficient trust to get the full truth from the buyer?

Besides the commonly known factors like building good rapport and displaying competence, we found that the NATOO mindset of the seller is the biggest lever towards creating trust. NATOO stands for "Not Attached To Own Outcome." If sellers can detach from their own outcomes and instead focus on the best possible outcome of prospects, including the possibility that their products may not be the best solution for the buyers, only then will buyers develop true trust towards sellers.

I know that this is a very hard call for most sales people as they are usually driven by their need to achieve sales results. Letting go of this need and instead focusing on the best possible outcome for the buyer is not easy. It can only work if the sales person believes that this attitude will lead to better results in the longer run.

Our own experience and the experience with our clients have clearly shown that this is true. Not only does it lead to more truthful conversations between seller and buyer--it also helps make your forecasts more reliable.

This level of trust is a precondition for encouraging buyers to buy and thus accelerate the buying decision process.

Buying Processes versus Sales Processes

Once you have achieved a truly trustful relationship with your buyer, you will get the permission to help your buyer make a buying decision. In order to do this effectively and efficiently, you must gain an understanding of buying decision processes.

Think of yourself when you buy anything beyond satisfying your daily needs. For example, if you want to buy a new dining table for your home.

In our workshops we typically ask three to four people to describe the way they buy. We ask them about their criteria for buying such rather ordinary things. We ask them where they buy such items. We ask them if anyone else is directly or indirectly involved in the buying decision. We ask them about what they expect from the sales person. And we ask them if the way they buy such an item today is different from the way they bought the same item some years ago.

Ask yourself those same questions if you would buy a dining table. Perhaps ask some of your friends or colleagues as well. What you will notice is that buying processes for the very same item can vary tremendously from person to person and from time to time.

Obviously, the most successful sales process is one which matches largely with any buying process. Unfortunately, most sellers are trained to follow a certain sales process which may or may not match with a person's buying process. Using traditional sales approaches, the seller who employs a selling process which matches with the most probable buying process in his industry will be the most successful one. However, even those 'successful' sellers typically reach only a 20 -30% lead-conversion-rate, i.e. they lose 70-80% of the available business.

The Stop Selling! approach is based on the premise that a seller must continuously adjust his selling process in order to match as closely as possible with the buyer's preferred buying process. That means the seller must give up the comfort of a more or less fixed selling process. Since we can never really know what the buying process of a buyer is at any given time, the seller must develop a high level of sensitivity towards the buyer in order to minimize the risk of 'losing' him.

Accelerate the Buying Decision by Coaching Your Buyer

We can't truly know how buyers buy. In fact, most buyers don't even know in advance exactly how they are going to buy. This is not a problem but an opportunity. What the seller can meaningfully do is to coach the buyer through his/ her buying decision.

What does coaching mean?

Unlike consulting where you analyze your buyer's needs and then recommend the best possible solution you (!) have, coaching means you work from the belief that you don't know if you have a truly good solution for your buyer. Instead, through active listening and effective questioning, you help the buyer line up all necessary criteria to render a buying decision possible. Only answers to questions related to the seller's products, services and performance are actually required by the seller. On the other hand, many of the answers to the questions a coaching sales person asks are irrelevant for the seller but crucial for the buyer.

For example, in the case of the dining table, it is important for the seller to know the buyer's design preferences whereas only the buyer really needs to know if the spouse must be involved in the buying decision. In many cases the buyer is left alone to line up all necessary criteria for a buying decision; hence, the buyer often undergoes a time-consuming trial-and-error process. A savvy seller doesn't leave this process unmanaged; a savvy seller pro-actively supports the buyer in his discovery.

The seller knows at a very early stage if there is anything meaningful he can offer to the buyer, thus minimizing the risk of wasting time or what we have come to describe as misleads. As a consequence, the buyer reaches a buying decision more quickly.

The Invisible Decision Maker

In many buying situations, the seller doesn't have direct access to the ultimate decision maker or to third parties who influence the buying decision. In order to maximize the chance of getting the business once you have worked out a good solution for the buyer, it is necessary to coach the buyer in dealing with these third parties. In such situations it is indispensable to discuss with your buyer the potential reactions and preferences of these influencers and how to best deal with any objections they might have.

Ideally, the seller gets the buyer to involve these third parties - directly or indirectly - right from the beginning to reduce if not avoid the occurrence of any objections.

Conclusion
Progress-U's Stop Selling! approach accelerates your business by:
- Creating a truly trustful relationship between buyer and seller using the NATOO mindset - Continuously adjusting the sales process to the buyer's current buying process - Coaching the buyer through his buying decision process including the consideration of third parties involved
As a consequence, the quality of sales forecasts will improve considerably.
So when will you Stop Selling! and instead help your buyers buy?

About the Author

Charlie Lang is an Executive Coach and Trainer who founded Progress-U Limited in 2002. Progress- U's mission is to help improve the image of sales.

Charlie is a passionate and professional Executive Coach, Mentor Coach, Trainer, Public Speaker and Author of articles related to leadership, change management and innovative sales.

"The Groupness Factor", his first book on leadership and corporate culture was published in August 2005.

Maximize Your Retail Customer Profits

2009-02-04T06:00:00.001-08:00

Writen by Laurie Brown

Let's be honest. It is getting harder and harder to make a decent profit from our retail customers. The internet abounds with articles such as; "Car dealers hate us...you'll love us!," "How to save $3000-$6000 when you buy a new car," etc. Our customers are coming in and telling us how much over invoice they are willing to pay. So how can we maximize their profit potential?

1. Build Value
A Purdue University study showed that when the customers perceived value exceeds the price (meaning that customers feel that they are getting more than they are paying for), eight out of ten will buy. So where and how do we build value? Look to build value in each of the three PsProduct, Place and Person.

PRODUCT
Know your product inside and out. Find the interesting details that customers might not be aware of. When doing your walk around, don't just spout off features. Make sure you tie features to your customers' hot buttons. Use the phrase (or something like),"And what that means to you is" It is best to talk about an average of three features per walkaround position. It may seem like more is better, but studies show that customers tend to get overloaded and can have a negative reaction if too many features are presented. Spend at least 15 minutes a day on boosting your expertise, learning something new about your product, reading owners manuals and articles about your product, walking the used car lot, or talking to a mentor in your dealership. Do what it takes to be an "expert."

PLACE
Ask yourself what sets your dealership apart. "Have we been in business for 40 years?" "Are we a family business?" "Are we a "no hassle" dealership?" "Do we have more inventory than our competitors?" In other words, how are we distinct? Once you have answered that question, make sure your customers know how your dealership is different. Does your dealership have a mission statement? Do you know what it is? Learn it and talk about the goals of your dealership with pride.

PERSON
The most important element of the three Ps is to build value in doing business with you. First of all, you are the only thing that you have to offer that they can't get anywhere else. Your willingness to go the extra mile, be patient, and be well informed, will help the customer buy a vehicle, rather than having you "sell them" one. These practices will go a long way towards setting you apart from your competitors. The world is changing fast. Make sure you are aware of new technology that will help you stay connected to your customers. Check your negative attitude at the door. Your customer is making a decision about you in the first 90 seconds that they spend with you. Your smile, eye contact, warm handshake and enthusiastic greeting will prove to them that you are someone that they want to do business with over and over again.

2. Stay in touch
This is where most sales consultants drop the ball. We are so busy dealing with ups that we forget that our most valuable and easiest customers are the ones who have already bought from us. Get a customer management program such as ACT and use it. Call your customers within 24 hours after the purchase to make sure everything is ok. If there is a problem, move heaven and earth to fix it immediately. Write a handwritten thank you note, then check in (with their permission) via a phone call, email or newsletter at regular intervals. Make that contact personal. Use the information you learned previously to continue building rapport. Ask how Johnny did in little league. Congratulate them on Becky's graduation. The more personal the conversation, the more effective it will be. Some sales consultants make their clients' service appointments. The goal is to add value and have your name be on the tip of their tongues. You want to assure that they will come back to you when they buy their next vehicle.

3. Ask for Referrals
Your happy customers are your best salespeople. Let their great experience be a story that they tell over and over. If you have done an exceptional job, don't hesitate to ask them to recommend you to their friends, co-workers and family. If you explain that you build your business with positive word of mouth, they'll be happy to help you out. Don't forget to thank them for their referrals. Again, a hand written note is essential. Some states allow birddogging, even if yours doesn't, you can "thank them" in a variety of other ways. A dinner at a local restaurant, or a free oil change will show them that you are grateful.

If you follow these three simple steps you will maximize the profit you will get from your customers! Work smarter, not harder.

Laurie Brown is an international speaker, trainer and consultant who works to help people improve their sales, service and presentation skills. She is the author of The Teleprompter Manual, for Executives, Politicians, Broadcasters and Speakers. Laurie can be contacted through http://www.thedifference.net, or 1-877.999.3433, or at lauriebrown@thedifference.net.

Leaving Voicemail Messages That Get Returned

2009-02-03T06:00:00.003-08:00

Writen by Ellen Dunnigan

Have you been playing "phone tag?" You know the routine: you call and leave a message, the other party returns your call and leaves you a message, and on and on. By the time you actually speak with the person you were trying to reach, you've left two or three messages.

Don't despair! Use each message to give the listener another opportunity to see that you are the trusted advisor that he/she wants on his side.

With those recorded messages, the party on the other line has already formed an opinion about you based solely on your speaking voice. People "hear" your intellect, your personality, and even your manners through the tone of your voice. How do you increase the odds that your message will make a positive impression and be returned?

In order to leave a lasting impression and get the results you want, you must make developing good voice-mail techniques a priority. Whether you want to establish a great relationship, make the big sale, land your perfect job, or make a good impression on a potential client, there's no substitute for preparation. It's all about your content and delivery.

Here are some great tips for leaving effective messages:

Know what you want from your listener. Write down in one sentence what action you want to put into motion by your message. A well-written action step can effectively state your request and move your process forward, avoiding that frustrating game of phone tag.

Organize your message so that you state the most important information first, since you may be cut off at any time.

Speak clearly and not too quickly. Pronounce your first and last names clearly, spelling your name if people may not recognize the spelling. The person you are calling could become annoyed if you make them replay the message because they could not understand it. Planting your feet firmly on the floor as you speak will help you sound more confident and authoritative.

Place a small mirror on or next to your desk and look into it when leaving voicemail messages. A smiling face leaves a much brighter-sounding message with a 72% greater opportunity of being returned.

State your telephone number clearly, pausing briefly wherever a "dash" would be in your telephone number. It doesn't hurt to repeat it, either.

Get to the point. Know when to stop talking. People will appreciate your brevity! Most messages do not get returned because people are simply very busy. Many of us are frantically active from dawn to dusk. To get returned, your message must be so compelling that it wins out over the 15 other urgent things needing attention. Yet, many messages do not even come close to addressing the specific needs, desires, wants, and concerns of the person being called.

When you find yourself calling several times, try this strategy: Clearly and briefly mention how your product or service can resolve each of your listener's "pains." Refer to a different problem each time you call.

Include very brief pauses after expressing important ideas. This allows the listener time to process and hopefully remember the idea. This can be particularly useful if you are requesting information from the person you are calling. Give them enough time to write it all down. You are more likely to get reliable, accurate information.

Leave your name and telephone number again at the end of your message.

A little preparation can lead to being heard and getting results. You dramatically increase the likelihood that your calls will get returned and your outcomes will be achieved when you leave a concise, rehearsed message with a bright and energetic voice.

Remember: According to a recent UCLA study, 84% of your message is conveyed by the quality of the voice and the intelligibility of the speech when selling by phone. Pitch, tone, inflection, and pronunciation can make the difference between an unreturned message and a chance to close your sale.

Accent On Business founder and CEO Ellen Dunnigan is a seasoned voice and speech coach for business professionals. For nearly two decades, Ellen has coached leaders, entrepreneurs, sales people, media personalities, amateur speakers, and those with voice issues to become more charismatic and influential. She is locally and nationally known for helping leaders give voice to their vision, and for creating confident, memorable, and credible speakers.

Ellen Dunnigan is a masters prepared speech-language pathologist with specific training in voice, English, foreign-accent reduction, and neurolinguistic programming. She is nationally certified by the American Speech-Language Hearing Association.

Dunnigan offers more advice on professional communication and public speaking skills on her website http://www.AccentOnBusiness.net.

For more information or to schedule an interview or consultation with Ellen Dunnigan, call (317) 843-2983.

Improving Sales Home Depot Catering To Women Customers

2009-02-03T06:00:00.001-08:00

Writen by Lance Winslow

The Home Depot stores are concerned that their same-store profits and sales volumes have gone down in the previous quarter over last years sales during the same quarter, so what is Home Depot doing to improve their sales? Home Depot is improving their sales by catering to women customers. Home Depot's biggest competitor has been Lowes and a Lowe's has many products, which cater to the women customers.

Home Depot has moved previously into the sector for building and construction industry and you can go to any of their stores at six o'clock in the morning and all live construction people filling up their tracks with equipment and purchases.

Home Depot also caters to the home improvement do it yourselfer and it that has generally been men. However, Lowes has made eight each business on catering to women customers who prefer their store when shopping and on the weekends you can see men and women shopping together at Lowe's for items for the home. Home Depot knows it must now start catering to women and that is exactly what they're doing.

Home Depot expects this strategy to work well into the next quarter and believes that will indeed improve their financial outlook. Women will also like the idea as they bring in more women friendly products for those weekend shoppers looking to fix up their homes. Some of the problem with Home Depot has been that the construction industry has slowed down significantly over last years booming times. Consider all this in 2006.

Lance Winslow

Whats Your Opening Average

2009-02-02T06:00:00.002-08:00

Writen by Teri Samuels

"Closing the Sale" remains the focal point of selling and training, but how do you 'Close' the sale if you don't know how to 'Open' it?

The most overlooked steps in the selling process are:

1. Establishing Rapport Not BS
2. Effective Qualifying Asking Questions.

These two steps will make or break your "Opening" average.

Help the customer feel comfortable with you by taking a sincere interest in their specific problems or challenges.

Ask specific, yet "non invasive" questions to better understand your customers' specific needs or wants. Clarify your understanding of their issues.

Regardless of the type of product or service you sell the fundamental foundation of selling (qualifying) will always remain the same.

"Closing the Sale" becomes seamless when you eliminate the guess work, remove the obstacles, and understand your customer's buying style and motivation. This step is accomplished in the "opening" not the "closing".

The most effective way to accomplish this is by asking relevant, specific questions.

To improve your 'Closing Average' you will need to improve your 'Opening Average'.

The quickest way to achieve this is to have a well thought out selling process with your primary focus on qualifying.

To learn more about your selling strengths and weaknesses and how to improve them TAKE advantage of our Annual Promotion. Receive a mini evaluation, which quickly identifies your strengths and weaknesses to get you on track fast. Included, you will receive a free list of effective, qualifying questions and how to use them. Email Teri at tsamuels@unitedsalestraining.com to receive promo information.

Teri Samuels, CEO - United Sales Training (http://www.unitedsalestraining.com), 20 years as a Professional Sales and Marketing Troubleshooter, Trainer, Recruiter, Upper Level Manager, and Consulting Professional. Dedicated to the "keep it simple" approach.

Sooner Or Later Every Good Salesman Must Admit That He Needs Professional Help To Become Great

2009-02-02T06:00:00.001-08:00

Writen by Lance Winslow

For most of my youth I had been in business and ran companies, expanded and kept going. So, you could say I have met a number of salesmen in my day, selling me stuff and working for me in our sales departments and blitz marketing teams. One thing I always found fun was all the high-energy and ego, but in the end one thing is true about all this and that is that sooner or later Every Good Salesman must admit that he needs professional help to become Great.

Oh sure, you can parade around as if you have arrived and even post some great sales figures year after year, but you will not know greatness until you learn from the greatest mentors. My best advice after years of reviewing the sales performances in our company and observing those who sold to our company is that those who took their jobs seriously and got professional help, went to sales seminars, read books, listen to tapes and watched videos, well those are the ones who accomplished the most over time.

Stop beating your head against the wall and please just ditch the ego for a few minutes and here me out. If you will seek professional help in your sales career you will succeed beyond your wildest dreams and learn to enjoy all there is to love about sales even more. I stake my reputation and success as a businessman to these words so please consider all this in 2006.

"Lance Winslow" - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/wttbbs/

Get The Help You Need With Fund Raising Ideas

2009-02-01T06:00:00.001-08:00

Writen by Peter Crump

There are many fund raising ideas on the market today for anyone that is looking for them. Fund raising ideas are easy to come up with and are very successful in some cases. Before you start on fund raising there are a few things to do to make it as good as it can be, such as selecting a good leader. This should be someone who is use to organizing and basically used to telling people what they have to do. When fundraising, make sure you have as many volunteers as you can get in all areas that you will need them such as handling the money, setting up tables, advertising, selling the goods, and the all important clean up.

Your fund raising program should be full of ideas that will attract people to come and purchase your goods such as a bake sale. If a bake sale is one of your fundraising ideas, be sure to specify how much and what kind is needed. This will ensure that you don't end up with a pile of the same product. Bake sales are a tried and true fund raising event and it is one of the most popular fundraising ideas. With all of the baked goods being donated by the congregation of a church it is an excellent moneymaker.

You will also find a craft sale makes a wonderful fundraiser, especially near any holiday. Christmas is often the time when you find craft sales as popular fundraising ideas. Everyone loves something homemade as decorations and to give as gifts. Fund raising programs are fun in themselves. as it gives everyone the opportunity to do something for their church or school and at the same time visit with their neighbors.

Another fun fundraising program would be a candle sale where all the congregation of a church would make candles and decorate them. Fundraising ideas for selling candles could include putting different scents in them and sellling them at a candle sale. All of us love candles and they are not hard or expensive to make.

So go ahead and get your fundraising program in place you will be amazed at how eager people will be to help and the support you will get from the people that want to give to your cause whether it is for a church, school, band or for charity you will not go wrong if it is organized right. Why not have a fundraising ideas party, where you ask people to brainstorm a list of ideas that could help you make money?

Need some fund raising ideas? There's lots out there.

For a website totally devoted to Fundraising visit Peter's Website Fundraising Answers and find out about Church Fundraisers as well as School Fund Raising and more, including Cheerleading Fundraising, Cookie Dough Fundraisers and School Fundraisers.

Are You Really Listening

2009-01-31T06:00:00.002-08:00

Writen by Dan Hudock

Being a good listener requires more than just keeping quiet while the other person is talking. Do you hear everything that is being said? Do you understand it completely?

Here are some tips on how to become a more effective listener:

FOCUS in on the basic message. Try to pinpoint the main ideas the person is expressing. Ask yourself what the speaker is trying to say. If you're not sure, ask. "Bill, I believe what I heard isAm I on track?"

UNDERSTAND what is being said.

Keep asking yourself if you understand what is being said. If you don't, ask for clarification and keep asking until you are sure you fully understand. "Bill, I'm not sure I understand how this relates to that, can you help me out?" What you don't understand, you can't recall. Additionally, if you don't understand what is being said, your mind is more likely to wander and your listening effectiveness diminishes.

Don't get DISTRACTED.

Don't let trivial things like the speaker's appearance or random noises divert your attention from what he or she is saying. Listen to the speaker's whole sentence. Listen not only for content, but context. Anytime you catch yourself being distracted by something that draws your attention away from the speaker's words, make a conscious effort to focus back on the words.

Listen with your "GUT."

The speaker's tone and body language will impart meaning. These subtle clues are quickly picked up by the unconscious mind and leave us with a particular feeling about the speaker. When you are left with a "feeling" about someone after a conversation that they are sincere, they are hiding something, they can't be trusted, etc. it is a sign that your unconscious mind has put two and two together and come up with an evaluation.

Become PERSONALLY absorbed in what is being said. You can't listen effectively if you are only "going through the motions." Every subject has some interesting angle, some impact on you or something you can learn. In order to uncover those elements, you must first abandon your prejudiced or preconceived ideas. If you enter into a conversation with the notion that the other person has nothing of interest or importance to say, you will miss what is important.

Get INVOLVED.

To keep your active attention on what is being said, and offer comments. If the situation permits, offer your own perspective on what is being said. Ask a question or relate a relevant story that reinforces what the person is saying, or represents a different point of view. Ask yourself how what the person is saying relates to other situations or experiences.

In summary, LISTEN PROACTIVELY

There is more to listening than just passively hearing the words someone is speaking.

Dan Hudock is an owner of the Sandler Sales Institute in Pittsburgh, PA. He can be reached at (724) 940-2388 or dan@sandler.com. His web site is: http://www.dan.sandler.com

How To Get Your Foot In The Door

2009-01-31T06:00:00.001-08:00

Writen by Bill Lee

One of the best known lessons from the Bible is found in Luke 6:31. This Bible verse is also known as the Golden Rule. It says, "Do Unto Others as You Would Have Them Do Unto You."

Few can argue with the merits of the Golden Rule, if for no other reason, because we all like to be treated like we like to be treated. If everyone were to follow the Golden Rule, the world would certainly be a better place.

But if you were to be talking specifically about the profession of sales, there is actually a better Rule, one that's called the Platinum Rule. This Rule calls for salespeople to "Do Unto Others as THEY Would Have You Do Unto THEM." The Platinum Rule is quite a bit different from the Golden Rule because it focuses on what others want from us rather than what we might want from others.

To practice the Platinum Rule® effectively, it's necessary to get inside the head of the customer or the prospect. We need to know a lot about the person we're trying to persuade. We need to know a lot about the way the individual thinks if we are to be successful at getting inside his head and treat him the way he wants to be treated. Just any behavior won't get the job done.

Here's an example that illustrates the difference between these two rules:

If smokers did unto others the way they would have others do unto them, smokers would smoke in a non smoker's office. But if smokers treat non smokers the way THEY want to be treated, smokers would refrain from smoking in the non smoker's presence.

This is a great lesson for successful selling!

The Platinum Rule® also calls for us to talk to others (in this case customers or prospects) about the kinds of things others want to talk about. So to be effective at getting our foot in the door, we must do enough homework to figure out the kinds of things the customer or prospect likes to talk about.

Here's my recommendation: Prepare a dossier on each customer and each prospect. Keep notes on their hobbies, interests, sports teams followed, club affiliations, vacation preferences, pet peeves, etc. There is hardly any better way to get your foot in the door of someone you don't already have a relationship with than to find out where their passion lies and show a sincere interest in that passion.

My daughter, Shannon, is one of the best salespeople I know. She has soared through the ranks in business, starting out as a sales representative and advancing to managing a third of the nation for her company.

In her second job in sales, she was promoted to sales manager for Nextel in Charlotte, NC. I was working in my office on a Saturday afternoon when she telephoned me. She telephones me often, but this day was different, I could hear a loud roaring noise in the background. When I asked her where she was calling from, she told me that she was calling from the Lowe's Motor Speedway near Charlotte.

"What are you doing there? I asked. I didn't know you liked NASCAR."

"I had no choice," she told me. "All my customers here seem to enjoy talking about is racing, so if I'm going to fit in, if I'm going to be able to talk to them about the things they enjoy talking about, I figured I had better learn something about racing. So here I am watching drivers drive around in circles at very high rates of speed."

I told you my daughter is smart about selling. She figured out rather quickly that she would be at a disadvantage if she could not communicate with her customers and prospects on their level; that is, if she couldn't talk to them about the kinds of things THEY liked to talk about.

How much do you know about your customers and prospects? What new could you do -- something you've never done in the past -- to demonstrate to your customers and prospects that you're genuinely interested in some of the same things they're interested in?

What new could you learn something you don't currently know how to do -- to enable you to communicate with your customers and prospects in areas that are important to THEM?

Remember the Platinum Rule® and Do Unto Others the Way THEY Would Have You Do Unto THEM.

Bill Lee is author of Gross Margin: 26 Factors Affecting Your Bottom Line and 30 Ways Managers Shoot Themselves in the Foot. http://www.BillLeeOnLine.com

Pricing Information Products

2009-01-30T06:00:00.003-08:00

Writen by Cathy Stucker

Pricing your products and services involves much more art than science. There are so many variables to pricing that there can't be a magic formula telling you exactly how much to charge in every given situation. However, you can rely on some guidelines to help you set your prices.

One rule of thumb to keep in mind when pricing information products is that you should charge at least 8 to 10 times your cost of production. If a book costs you $1.50 to produce, can you price it at least $11.95? Better yet, can you charge $14.95 or more?

Use that rule of thumb as a minimum. It is important to remember that you are not selling paper, CDs or other materials--you are selling the information contained in your book, report, ebook, audio program, etc. What is the information worth to your customers, and how much will they be willing to pay for it? An item may cost you $15 to produce, yet be worth every penny of $495.

What are your competitors charging for similar products? You can charge more if your product has a higher perceived value, but not if your products are seen as the same as something available at a lower price.

Consider your marketing costs. Will you have to give discounts of 25%, 40%, 60% or more to affiliates, retailers or distributors? Make sure you can do so and still be profitable. If you plan to sell books through direct mail or two-step classified ads, your marketing cost may be $10 - $20 for each book you sell. Obviously, you won't be profitable selling a book for $11.95 this way.

You also have to consider the value of your time in creating and marketing the materials. If you have invested 500 hours in creating something, make sure your pricing leaves room to recover payment for your time. How many items do you expect to sell? If you think you can sell 500, then every dollar you build into the price for your time pays you $1 an hour. If you can sell 5,000, then $1 per book pays you $10 an hour.

Set your prices high enough to recover your costs, get paid for your time, and to reflect the value of the information.

Copyright Cathy Stucker. As the IdeaLady, Cathy Stucker helps authors, entrepreneurs and professionals attract customers and make themselves famous. To learn more about information marketing and get free marketing tips, visit Cathy at http://www.IdeaLady.com/

Increasing Sales Means Being Mindful Of Your Sales Objectives

2009-01-30T06:00:00.001-08:00

Writen by Lance Winslow

If you wish to increase sales in your company you must be mindful of your sales objectives and determine what your sales goals will be for any particular periods that you are trying to sell more products or services in. Simply wishing that your company has more sales is not going to do it. How do you develop sales objectives and sales goals?

Well it is simple really. You need to determine what profit margin you wish to maintain and the amount of profit you wish to make and what your cost structure is and therefore figure out how many units you need to sell in order to meet that goal. Sales goals are a vital part of any company's objectives. You must also understand that your sales department is also a cost and therefore what you increase your sales department to get to more sales you will also temporarily increase your costs.

Sure it sounds like a lot of variables and the bigger your company is the more variables there will be. Nevertheless if you truly wish to increase your sales then you must be mindful of your sales objectives and determine the resources needed to get you there. Simply writing down figures on a piece of paper is wishful thinking without objective strategies and commitment to the process. Please consider this in 2006.

Lance Winslow - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs/

Famous Fertilizer Salesmen

2009-01-29T06:00:00.003-08:00

Writen by Lance Winslow

There are many famous salesmen in the world and most of the greatest salesmen make a lot of money. In fact they make a much more money than the average citizen by a factor of three. Every industry has famous salespeople and it; including the fertilizer industry. It is hard to imagine why people get a bad rap who are salesmen? And then again you need to look no further and Scott Peterson the famous fertilizer sales person in Central Valley California who killed his wife and then dumped her in the San Francisco Bay.

Perhaps this particular salesperson does give all salespeople a bad name. Not only did he cheat on his wife with that good-looking blonde gal, but then he killed his wife and went to go golf in San Diego and perhaps go to Mexico to escape in case her body was found.

What makes people think they can get away with such things in our modern era with all the forensic evidence available? Apparently this fertilizer salesman was so guilty he never took the stand. But I assume like the trial lawyers, who are selling to the jury to get guilty criminals off, he might have done much better if he had taken the stand. Unfortunately his lawyers thought they were better salesmen than Scott Peterson, who seemed to have everyone fooled, including his family, wife, cute blonde and half the media on TV. Please consider this in 2006.

"Lance Winslow" - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/wttbbs/

Three Big Ol Tips For Better Sales Letters

2009-01-29T06:00:00.001-08:00

Writen by Matthew Cobb

Growing up in the South, I used the phrase "big ol'" a lot. Big ol' truck. Big ol' house. Big ol' party. The phrase was one we used when the word "big" just wasn't descriptive enough.

I think the following suggestions qualify as Big Ol' Tips. Look around the Web and you'll find plenty of good sales letter writing tips. But "big" just doesn't do these justice.

Here are three big ol' tips for better sales letters.

Big Ol' Tip #1)

Be redundant. Then, say the same thing over again.

Just because you state your most powerful benefit in the headline doesn't mean you shouldn't say it over again. If you are writing a long sales letter (especially one made for quick scanning), you should repeat the main benefits to make sure you get your point across. After all, many readers need to read the same thing several times before they catch on.

Big Ol' Tip #2)

Focus on the guarantee. I promise you won't regret it.

Your readers are reading for one very simple reason: they're looking for a reason to buy. Give them the best reason possible. One good reason for buying is the assurance that customers will be protected against making a bad decision. If they're interested in your product, and making a purchase has no negative consequences, then you've got a sale. A guarantee removes negative consequences.

Big Ol' Tip #3)

Conceal the price. How? I'll tell you in a minute.

Don't state the price up-front. Reveal the price only after the customer calls a number, sends in a reply card, makes contact by e-mail, or reads (or scans) all the way to the end of your sales letter. By not revealing the price immediately, you have a chance to demonstrate to readers the value of what's behind the price before they have a chance to set their mind against it. (Note: If low price is your product's primary selling point, this tip might not apply. Test and see.)

These tips will improve your sales letter by making it more readable, more persuasive, and less intimidating to your audience. Use them in a well written piece and you'll see a big ol' increase in your response rates.

About The Author

Matthew Cobb is a freelance copywriter in the Dallas/ Fort Worth, TX, area. For information, visit his professional site at http://copy.cobbwriting.com or call 817.966.RITE (7483). This article may be reproduced, as long as the the resource box is included and notification is provided to the author.

Modular Display Systems Give Retailers Diverse Store Layout Options

2009-01-28T06:00:00.003-08:00

Writen by Christopher Weis

Most retail stores in a particular brand category look the same. They use the same shelving layout, the same colors and the same materials. But every now and then there's a store that does it completely different- one that demands attention from a distance because it is so unique. These are the stores that no others can imitate, no matter how hard they try. One way to achieve that desirable uniqueness is by changing the way you display your products, with modular display systems. Modular display systems provide an abstract, elegant and unique means for showing off your products to potential customers.

Modular display systems are especially effective in brand categories that are typically displayed in an industry accepted, time-honored way. The challenge for retailers is to look beyond the way it has always been, to the way it could be.

One example of a niche industry that could benefit from a modular display system is shoe sales. For years, shoe stores have done it the same way. The boxes are all line up on shelves, and the display shoe sits atop the shelf, right at eye level. But that shows you nothing unique or special about the shoe. With a modular display system, you could attach the shoes to the lifestyle they're associated with. You could display basketballs with athletic shoes, or purses and jewelry with women's dress shoes.

It helps if retailers show customers the product in a different way than they're used seeing to. Seeing it differently in a different way enables them to think about it differently too. And that increases the chances that they will actually try on and buy from you. Suddenly your product is more desirable than the competitor's, even though they're identical.

Modular display systems can work for every type of retailer from jewelers to auto tire dealers. It just requires the creativity to look at your product differently and decide how to position it to catch the eyes of customers. Once you have identified a strategy, take advantage of it and set yourself apart from the tired homogeny of the competition.

Nu-Era and nu-era.com are services of The Nu-Era Group, LLC -the industry leader in store fixtures, supplies, and fulfillment. Nu-Era has been providing its customers with competitively priced quality products with customer-oriented service since 1949. Nu-Era has an entire section of nu-era.com dedicated to Abstracta modular display systems. For more information, visit them online at http://www.nu-era.com.

Getting Your Foot In The Door Literally Two Loan Officer Marketing Tactics

2009-01-28T06:00:00.001-08:00

Writen by Joe Pahl

Sometimes it's all a matter of being different, and truly standing apart from the crowd.

As loan officers, we tend to get the same advice from our managers, we read the same books and listen to the same audio programs.

We want to find new business, but we are all being told to find new business from the same sources (so the effectiveness of any marketing that we do is diminished to some respect).

I love watching salespeople take bold actions when it comes to marketing and prospecting for new business.

I knew of one loan officer who ordered 100 pumpkins a few weeks before Halloween. He had made an arrangement with a local supermarket to use a portion of their parking lot to give out the pumpkins.

He placed an ad in the paper, put a few flyers in nearby grocery stores, diners and laudromats, and was lucky enough to have the local newspaper cover the story the morning he gave out the pumpkins.

It was a huge success!

The turn out was overwhelming. He ran out of pumpkins with two hours of starting, but he met 100 people and couples that day, and he walked away with 8 good leads for immediate business.

Was it hard work? Sure it was, but it all paid off many times over. And the reason why it paid off was because the average loan officer just wouldn't have done it.

Another young and ambitious loan officer really pushed the envelope.

He had just started out and was looking for a way to break the ice when meeting new real estate agents. So this is what he did:

He went to the local discount shoe store, and purchased 5 pairs of plain black shoes (they were about $5 a pair).

He printed small labels to put on the shoelaces that read:

Hi. My name is John Smith and I am trying to "get my foot in the door." I will be back to your office next Tuesday morning to meet with you.

He then went to a real estate office that he was going to focus on this month, and place one shoe in each of the mailboxes of the agents.

Was this a little much? Possibly. And I wish I could have seen the real estate agents' faces when they pulled their shoes out of their mailboxes.

But the young loan officer did break the ice and he did get a very productive referral source from that office. And even till this day, whenever someone from that real estate office seems, they say "Hey, you're the guy with the shoes."

So think creatively with your marketing efforts. Stand apart from the average loan officer. Be different and be remembered.

Joe Pahl is a marketing consultant and co-creator of the Loan Maker Gold System for Loan Officers (http://www.LoanMakerGold.com). To receive his free eCourse "7 Strategies Loan Officers Can Take to Guarantee an Awesome 2006" please sent blank email to loanmakergold-ecourse@getresponse.com

How A Strong Learning Curve Can Translate Into Sales

2009-01-27T06:00:00.002-08:00

Writen by Liane Bate

Let's face it. When you get into internet marketing, there is a ton of information you have to process and learn in order to be successful at what you do. It can be overwhelming at the best of times, and your motivation to continue learning has to come from somewhere. Maybe you love learning, and you should, but sometimes it feels like an arduous task to sift through all the information before us to find what is truly important to focus our attention on, and then to remember it all! The thing to remember is that learning can make a huge difference to our bottom line. When you commit yourself to continuous learning, you keep on top of the ever-changing internet marketing game, and staying on top of it can mean more sales for you in the end.

How can learning generate more sales for us? Particularly in the internet world, the only constant is change. If you don't keep yourself mentally fit by learning what's new out there, you will soon fall behind your competitors. The best ways I have found to keep in good learning condition are to visit discussion forums on business and internet marketing where you can find loads of useful tips, insider secrets, and techniques you can use to build your web pages or generate more traffic. I think I would be lost without this incredible resource and would not know half of what I know if it wasn't for the wealth of knowledge I have attained from the forums. They have helped keep me abreast of what the leaders and the average Joes in internet marketing are up to and what I should be doing to keep my business strong. Other ways of learning include reading books, e-books, taking e-courses online, going to a class, reading web pages, reading newsletters and ezines, attending seminars, or watching and listening to audio and video feeds. Learning is a selling strategy, and practicing what you learn every day can literally skyrocket your sales.

When we learn something new we are investing in ourselves, in our careers, and in our future. If we make the investment on a regular basis, we can turn ourselves into sales professionals. When you think about learning in this way, you can equate learning to dollars in your pocket. One way that I have stayed motivated to continue learning something new every day is that I know if I don't, I won't be able to come up with the original articles I have written. If you're up on your internet marketing training, you will know that writing articles is one of the best ways to generate one-way back links pointing to your site, and to generate traffic to your home page and blog. The more links, traffic, and quality content that you have on your site, the better your chances are for making sale after sale. When you learn new things, you not only become an expert, but you now have the ability to teach others what you have learned. A good salesperson will teach their customers how they can benefit from your products and services. The more confident you are at this, the more trust your customers will have for you. Since being in business is all about your relationship with your customers and potential customers, constant learning and teaching can turn you into a sales success story.

Learning is a lot of work, but when you learn to work smarter, not harder, you will find yourself ahead of the pack. You can determine what is important to learn by asking yourself if what you are learning right now is going to help you make a sale, and focus your time and energy on learning those things. Is what you are learning going to help turn a prospect into a customer? Is it going to increase your sales volume and profits? By choosing to focus on what will help you rather than focusing on insignificant tasks, you will be making an effective use of your time, and will learn all the right things to boost your sales.

As you can see, if you find a way of learning that works for you, take positive action to invest in yourself every day, find out what motivates you to be a continuous learner, become a teacher to help build your relationships with customers, and use your time and what you learn wisely, you will become a sales professional in no time flat!

Liane Bate owns a Plugin Profit Site web business, is a member of Success University, and the IAHBE. Visit: http://www.HonestMoneyMaking.com

The Customer Is Always Right Phooey

2009-01-27T06:00:00.001-08:00

Writen by Tim Connor

For years I have heard the comment that 'the customer is always right'. Baloney! There have been many times that I as a customer have operated under false assumptions, bad advice, unrealistic expectations, rumors and hearsay. I'll bet if you think about it, that you too have not always been right as a customer.

I am not suggesting you get into a tug of war with a customer about who is right or who is wrong. If you treat a customer as if they are wrong regardless of whether they are or not, you may win the argument but you can kiss any more business with them goodbye.

So what is a salesperson to do when the customer is operating out of a set of beliefs, values or expectations that they feel they are right when in truth they are really wrong? (I don't want to get into a discussion about what is right or wrong. I have covered this concept several times during the past few years in my tips and many of my books.) What I want to make clear is that regardless of whether the customer is right or wrong you have some options.

1. You can argue with them and no matter who wins you will lose their business.
2. You can get your ego in the way and end up being right, but what's the point?
3. You can point out where the customer is mis-informed but still treat them with respect and professionalism.
4. You can cave in and let them be right even when they are not. (Over the long term this is not a wise approach.)
5. You can turn the problem over to someone else to take the heat.
6. You can get a manager or supervisor involved (what we call higher authority in negotiation) and let them handle the issue.

It is vital to remember that life is perceptual. That everyone sees things differently. You and the customer can be looking at the same color and they see light blue and you see dark blue. How can this be true? It just is. There are hundreds of shades of blue. Do you want to lose business because you insist that the customer agree with you and your interpretation of a color? We are only talking here about color, imagine if it were something more complicated.

Customers all bring a great deal to the buying table. They bring their; experience, expectations, likes, dislikes, memories, knowledge, desires and on and on. When there is disagreement or conflict it is usually due to the salesperson and the customer looking at the same issue, feature, situation etc. through a different set of eyes.

It's your turn.

- What do you typically do when a customer is wrong?
- What is your strategy or your technique(s) for disarming any potential conflict?
- Is what you are doing working?

Top Consultant Advises Billing For Your Services More Creatively

2009-01-26T06:00:00.001-08:00

Writen by Dr. Gary S. Goodman

A few years ago, one of my competitors, a consultant located in Ohio, would have his prospects call me to compare his prices to mine.

At that time, he knew I charged more than twice the fee he quoted: "$1,200 per day."

Although I was always concerned about not winning business, I never put two and two together and connected my disappearing prospects to this guy's manipulations, until he disclosed his strategy to me, in a moment of boastng and rare transparency.

Here's the kicker.

Ninety-plus percent of the time I billed for was on-site. So, if I had a client in Cleveland, I wouldn't break out a separate fee for traveling time or for preparation time. If I quoted $2,500 a day, plus out of pocket expenses then that was exactly what the client paid.

My competitor, however, charged this way. He'd bill for three days at $1,200. One day was on-site and two days were off-site.

But, by his own admission, he really didn't expend two days of effort when he was at his office; perhaps only an hour or two.

So, his actual rates were higher than mine, though he appeared to be cheaper by more than half!

What an interesting sleight of hand, don't you agree?

His strategy demonstrates a few crucial things for the coach, consultant or services provider:

(1) You can and perhaps must bill for off-site time as well as on-site.

(2) You will face price competition so it always pays to appear reasonable in your fee setting.

(3) You may want to consider engaging in a form of "value billing."

The last point warrants elaboration.

Many lawyers bill for the value of their output instead of for the clock time it consumes.

For instance, a letter might take ten minutes to compose and to print, but a lawyer will typically charge an hour or more for this service.

Let's say he bills at $300 per hour. He simply can't afford to charge only $50 for the letter, because he needs a return on his investment in education, office overhead, and he even has to pay for malpractice insurance in the event he sends the wrong letter out on your behalf!

So, the billable time units are at variance with the actual time units expended, but this is fairly well known.

My counterpart in Ohio did the same by customizing a workbook for Client #2 that he developed under subsidy from Client #1.

All he'd do is change the cover page and a few references in the manuscript. Yet if he only charged for the time he spent spent in customizing. he'd dramatically under-sell the value of the product.

Ideally, we would charge and be paid exactly what we're worth based on what we contribute. But that seldom happens.

To assure we come closer, we need to be creative, especially when it comes to expressing and billing for time "on the clock."

Dr. Gary S. Goodman is the best-selling author of 12 books, over 600 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.

How To Sell Your Products Without Competition

2009-01-25T06:00:00.002-08:00

Writen by Rena Klingenberg

Selling your products at shows can be difficult when you have a lot of competition. Although some show organizers are careful to have a good mix of vendors, it's not uncommon for other shows to have 20% or more of the booths filled with vendors in the same niche - which is a buyer's market and a seller's disappointing show.

Before signing up for any show, ask the promoter how many other vendors in your niche will have booths. And if possible, find out what kinds of these items will be represented at the show. Even if you have to dig a little for this information, it's worthwhile to find out in advance whether the show is likely to be profitable for you.

For example, my medium is jewelry, which is usually the most competitive field at any show. And because of the overcrowding in this niche, many jewelry artists price the jewelry in their booth so low that it's hard for them (or any of the other jewelers at that show) to make any sales at a worthwhile profit. No one benefits from that kind of venue.

But I've found out how I can easily get my fair share of the jewelry market by finding less competitive shows for selling my work. Here are some suggestions for shows where you can find eager buyers for your products and likely no other competing vendors:

Local Expos and Events

Many organized events in your area involve wholesale or retail vendors selling their products in booths. These events are usually well promoted and attended, and may be unlikely to have other vendors in your niche. Examples of this type of event include a women's career expo, a home improvement show, a health fair, a business expo, and virtually any trade show.

Other unusual events that can be great prospects for selling your products without competition include historic re-enactments, car club shows, gun and knife shows, garden shows, spring or fall fashion shows, motorcycle rallies (motorcyclists are among the best and biggest-spending jewelry customers you'll find!), and music competitions (like a battle of the bands or a bluegrass festival).

Club or other organization meetings are also a possibility if your product is interesting - you will likely be welcomed to give a talk about your goods and then sell them afterward. Examples of organizations include a Rotary club chapter, a garden club, an alumni association, or a local newcomers' club.

To find out about events like these well in advance, or to locate clubs or groups that would welcome an interesting product presentation and show, call your local tourism commission and chamber of commerce. Ask for their recommendations, and most importantly, request to be put on their mailing lists of upcoming events. When you receive the listings, carefully consider each event for its potential as a show for selling your goods without competition.

Your Own Shows

With a little more work, you can organize your own shows where you can be certain you'll be the only vendor in your niche. Examples of these are home parties, open studio sales at your studio or home, and fundraiser shows where you donate a portion of the proceeds to a designated charity. You can also cooperate with other vendors to set up bigger shows, and profit from each other's customer lists.

You might do very well at an event with a ready-made huge crowd, such as a high school football game. Secure permission ahead of time to set up a booth presenting your product, and donate a percentage of sales to the school.

The key to success when doing your own shows is to be sure the event is well publicized if it's open to the public, or that you personally phone and remind each invitee if it's a private sale or party. The higher the attendance, the higher your sales.

So you see there's no need to sell your products in overly competitive venues. Instead, consider your targeted customers and think creatively about opportunities to present your products to them.

About The Author

Rena Klingenberg is a jewelry artist with expertise in displaying and marketing products creatively on a small budget. She publishes two websites, http://www.home-jewelry-business-success-tips.com and http://www.trade-show-booth-display.com, to assist other entrepreneurs in marketing their work successfully.

Getting Into Your Buyers Shoes

2009-01-25T06:00:00.001-08:00

Writen by Charlie Lang

The story

A few weeks ago, I met Chris at a networking event. We chatted about what his company was doing and what my business was all about. He quickly realized that his company's online solutions could be beneficial for us and said, "Charlie, we should really meet soon so that I can show you our solutions that can lead you to more business." We had fairly good rapport and my company was then currently considering improvements to our online approach, so I was willing to respond to his suggestion.

A few days later, Chris called me and we set a meeting. During the meeting, he showed me a brochure with all his company's solutions and kept asking whether this or that solution would be of interest to me.

We finally nailed down one area of immediate interest and three areas for future consideration out of the list of around 10 solutions. Then I asked a few technical questions that Chris could only partially answer, so he suggested that I meet one of their software engineers for further clarifications. This was fine with me, especially because the engineer provided me with more satisfactory answers.

Before I left, Chris promised to send me a quote for the more immediate requirement, including some of the options that were briefly mentioned by the engineer. I received the proposal a couple of days later, and after a few more days, Chris called me to check if I received the quote and if everything was clear.

Let's see which aspects of Chris's approach are in line with the "Stop Selling!" approach, and then I'll discuss what a person with the "Stop Selling!" mindset would have done differently:

In line with the "Stop Selling!" approach

The responsiveness and reliability that Chris displayed was perfectly fine and gave me, his potential buyer, the feeling that his is a credible, trustworthy company.

Even if Chris did not have full technical competence, it was not an issue for me as a buyer - I appreciated his efforts in having the engineer answer my questions. Furthermore, the situation assured me that in future dealings, he wouldn't suggest solutions unsuited to my expectations, and that he would understand my expectations in the first place.

The way I was received at his office was very welcoming and certainly immediately improved the already existing good rapport - an important basis for building trust.

What I would have done differently

It actually started at the networking event. As a potential buyer, I found it way too premature for Chris to claim that his company's solutions will lead my company to more business. If he would have shared that his company's solutions helped other companies similar to mine, it would have been much more attractive and believable to me.

Also, instead of saying "can show you our solutions", I would have preferred if he said something like "I would like to discuss with you what you are doing today and what your potential is for more online business in the future." This way, he would have focused on my interests (potentially more business) as opposed to his (their solutions that he wanted to sell).

During our meeting, Chris immediately presented his company brochure with his company's products to see whether any of them would interest me. I would have preferred if he asked about my business first and what kind of online solutions we already had in place. He could have helped me discover which aspects of my current solutions work for me and which aspects create difficulties. Also, we could have developed a vision for my online business for the next couple of years and then together work out a plan on how to get there. His company's products could have been tools to make this plan a reality, and if they turned out unsuitable or insufficient, I would have been grateful for his suggestions on who else could help complement their solutions. As a next step, we could have discussed how to create the cash flow from the online business to pay for the necessary - perhaps high-cost - tools. Eventually, it could have even ended up in a strategic partnership with his company.

Chris was not able to deepen the trust to a level that would have made this kind of exploration possible. To me as a buyer, it was quite obvious that his main interest was to sell any of their products even though he didn't do it in a pushy way. Instead, we stayed at the product level and in situations such as this, customers end up either buying a small solution, which will lead to some improvements, or buying nothing at all.

Conclusion: If you are focused on selling your product rather than on the best possible outcome for your potential buyer, you might miss out on great opportunities and will become a mere product consultant. Instead, if you coach your buyer through his best buying decision, you will not only create first-class relationships but will also expand the potential for doing business with your prospective buyers.

Charlie works with executives who are already successful and want to stay at the leading edge. They are often challenged by issues like: - How to improve staff retention, especially how to keep top performers - How to achieve a corporate success culture that guarantees longterm success - How to create new levels of excellence through high employee engagement - How to transform the business results through a different approach towards sales

Charlie, an executive coach & trainer who is known for his innovative approaches towards leadership, change processes and sales, assists his clients in mastering these challenges. They achieve outstanding results through Charlie's unique application of latest findings in research combined with his own experience in international management and leadership.

Charlie is the author of numerous articles and of the book The Groupness Factor. He delivers speeches and keynotes on sales, leadership and coaching.

Retail Selling Strategies

2009-01-24T06:00:00.001-08:00

Writen by Donny Lowy

Retailers face an intense competitive environment. With the growing availability of retail space there are more stores joining the marketplace. At the same time there is also a great deal of money to be made at the retail level.

Consumers have more disposable income to spend, and have become accustomed to experience shopping as a form of recreation.

Here are some strong selling strategies that can be used by retailers to produce more sales.

Retail Selling Strategy #1

Display the original retail price, or manufacturers suggested retail price, next to your price. Make the two prices very clear so that shoppers will realize what a great bargain they are receiving.

Retail Selling Strategy #2

Offer free promotional items. If you want to increase your retail sales you should strongly consider using promotional items. Promotional items should have a high perceived value, such as a free DVD or CD. Give them away with every purchase over a certain amount. You can offer a higher priced value giveaway for larger purchases.

A clever retail idea is to figure out what your average retail sale is, then offer a give away for sales higher than that average. This strategy should increase your average sale since people will want the giveaway.

Retail Selling Strategy #3

Offer a loss leader. A loss leader is a product which you sell to bring attention to your store. If customers are used to paying $1 for a pair of socks, but you sell them for .05 each, you will have customers lining up to buy them from you.

You will be losing money on the socks, but think of how many other items your customers will buy once they are in your store.

Donny Lowy runs http://www.closeoutexplosion.com an online wholesale and closeout business that supplies eBay sellers, retailers, and flea market vendors.

Is Cold Calling Dead

2009-01-23T06:00:00.002-08:00

Writen by Frank Rumbauskas

Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on?

Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers are vigilant in preaching their belief that the only possible way to succeed in the world of selling is to make no less than fifty calls each and every day. On the other hand, younger salespeople tend to become frustrated with this rather quickly and begin looking for more innovative ways to generate business.

I was just reminded of how ingrained this cold calling belief is. I spoke with a friend who left a sales position with a major merchant processing bank only a few weeks after starting. The reason? He was required to make a minimum of 400 cold calls each and every week and to document his activity with business cards. He is highly experienced and knows how to generate business without knocking on 400 doors per week and decided to discuss the strategies that have worked for him in the past with his managers. Their response? This is how we've done it for forty years and we're not about to change.

That response, in my opinion, is the reason we're seeing record business bankruptcies today. The world and our economy have changed and are breaking into bold, unchartered territory. But the management of most business organizations insists on doing things the old way, even though the old way produces less and less results as time goes on.

The concept of "Permission Marketing" is slowly but surely gaining popularity as the old idea of "Interruption Marketing" becomes less efficient and more wasteful. There are several reasons why cold calling in particular has become less effective as we move further into the Information Age. It destroys your status as a business equal. It forces you to spend time with unqualified prospects while the qualified ones are buying from your competition. It annoys people and is increasingly considered to be rude and disrespectful. Moreover, it may now be illegal (and in several states it's been illegal for quite some time). But, most importantly, it destroys sales peoples attitudes.

Where is the good news in all of this? Well, the great news is that if you begin using new, innovative, "Information Age" methods for prospecting, you'll be miles ahead of your competitors who are wasting their time annoying people with cold calls. In this age of the Internet and vast communication networks, why on earth would anyone knock on doors or make cold phone calls to look for business?

Think of the power at your fingertips: there are literally dozens of ways to use the Web and e-mail to let the idea of Permission Marketing do its magic. Allow customers to raise their hands and let you know they're interested. Begin finding, implementing and reaping the benefits of this bold, new Information Age we are in. Your competitors will be the ones standing in bankruptcy court and explaining their "do-not-call" violations to the government while you are happily taking orders.

Being A Better Salesman

2009-01-23T06:00:00.001-08:00

Writen by Jeffrey Hauser

I'm writing with over 35 years selling experience. I've been in advertising all my life and began with my own advertising agency. Later, I joined the Bell System Yellow Pages and did private consulting. Today, I'm retired and run a home-based business along with my wife called, 'The Nurse's Choice,' a health information and doctor referral website. I'm still technically a salesman, but I didn't set out to be one. I began as a designer and eventually, art director for a small East coast agency. When I was hired by the Yellow Pages, I had almost no sales experience. But I had always taken care of my clients and discovered it was virtually no different. Now I took care of the customer.

That's not to say that the customer is always right: far from it. But it was my job, albeit, my responsibility, to tell them when they were mistaken and put them back on the proper path. I was the advertising expert and they expected me to help them make the right decisions that would benefit them or their business, Along the way, I learned how to be the best salesman possible and made many friends in the process. These ideas will work for any salesman whether you're selling cars, homes, or anything of value. Now I'll pass on these tips in no particular order.

(1) Be honest. It sounds easy, but sales people sometimes have to sell products that they don't believe in or aren't needed by certain clients. In those cases, I would present the item and let the customer decide. Which leads me to number two.

(2) Don't be high pressure. A good salesman doesn't need to be. Just do the job and allow the product to sell itself while expounding on the features and benefits.

(3) Smile and be friendly. You're there to do them a favor and help them or their business. Let them feel that through your words, actions, and attitude.

(4) Recommend what they need. There is no use bypassing what they asked for simply to meet some quota. They'll pick up on you ulterior motives soon enough.

(5) Along with the previous, ask what they need. Allow them to explain what they are seeking and why. Learn about their situation.

(6) Answer all their questions. It's your primary job. Pass on your knowledge so they may feel secure with you and your understanding of the product or service.

(7) Give them options. There are probably several decisions and choices to make. Explain the pros and cons of each and sit back, allowing them time to digest the presentations.

(8) Shut up. Let them do the talking. Many new sales people will eventually talk themselves right out of a sale. Know the value of silence.

(9) Ask for the sale. When the time is right, pull out the contract. Sense when it's time to have them make a commitment. Don't be afraid to do so.

(10) Overcome their objections. That's when the sale actually takes place.

(11) Thank them for their business or time, even if they don't buy right away. They may still come back and be your customer. Don't burn any bridges.

(12) Follow up. Call them and reminder them you are available to answer any addition questions. Thank them again.

It's an easy road to follow but many sales people forget these basic rules. Be smart and you'll make plenty of money, good clients, and good friends along the way.

Jeffrey Hauser was a sales consultant for the Bell System Yellow Pages for nearly 25 years. He graduated from Pratt Institute with a BFA in Advertising and has a Master's Degree from Monmouth University. He had his own advertising agency in Scottsdale, Arizona and ran a consulting and design firm, ABC Advertising. He has authored 6 books and a novel, "Pursuit of the Phoenix," available at amazon.com. His latest book is, "Inside the Yellow Pages." Currently, he is the Marketing Director for thenurseschoice.com, a Health Information and Doctor Referral site.

Sales Lessons From The Grocery Aisle

2009-01-22T06:00:00.001-08:00

Writen by Kim Duke

"The odds of going to the store for a loaf of bread and coming out with only a loaf are three billion to one. " - Erma Bombeck

There are many things we all have in common and one of them is that we have ALL gone grocery shopping (definitely not one of my favorite tasks!)

Erma Bombeck was right.

When have you ever walked into the grocery store and bought...one banana? You may have had the best of intentions but as you were walking briskly to the till ...SOMETHING ELSE caught your eye. All of a sudden you remembered you needed Kleenex, pasta, 2 lemons, Diet Coke, yogurt and the most recent edition of O magazine.

Soon your little red basket is bulging, weighs about 15 pounds and your arm feels like it is going to fall off.

I KNOW this has happened to you!

Well - you have just been involved in the Grocery Store Sales Experience and there are 3 lessons to be learned for your business!

1. Your Customer Needs To Be Reminded Of What You Have

Just as you sometimes forget to take a list to the grocery store - your customer forgets what YOU have to offer. They can be so caught up in the "day to day busy-ness" that you are quickly forgotten. You need to stay in front of them ..and OFTEN!

Are you "seeding" your customers with ideas through the mail? Asking them if their situation has changed? Providing them with useful info (like this e-zine) on a consistent basis?

2. Your Customer Will Buy Other Products/Services If You Have Them

A grocery store doesn't offer just one banana.

You are going to find it tough if you have only one product or service to sell. Why? Your customer may not want, need or can't afford that particular item or service. They need some options! The key is that the options are relevant to them and also fit under the "theme" of what you do.

How can your customer "sample" what you provide? (There are some great tips about this in my book Tickled pink: The Secrets of Attracting Delightful Customers!)

Remember - one of the fastest ways to grow your business is to have additional products and services that your customer can purchase. Once they love you - they will want to buy many things from you - what are you currently offering them?

3. Package Products/Services Together For Maximum Impact

You've seen it. A grocery display with a huge pile of strawberries - and right beside it...you guessed it...whipped cream, shortcake, chocolate sauce - all combined in one "handy" area. You may initially have only been thinking about strawberries...but now you are drooling over the strawberry shortcake you will eat while watching CSI!

These 3 rules will help you to DRAMATICALLY increase the average cost per sale - without adding a ton of work, energy and effort on your part! More money - more fun - hey - it is the Diva Way!

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

How To Maintain Credit Card Terminals

2009-01-21T06:00:00.001-08:00

Writen by Jeremy Maddock

Buying credit card processing terminals for a retail business can be a substantial investment, costing several thousand dollars or more in many cases. When you invest this much money in this rather essential equipment, it is quite natural to want to properly maintain the equipment and extend its useful life for as long as possible.

One of the best ways to prevent your credit card terminals from breaking down prematurely is to clean them periodically.

The presence of dust, crumbs, and paper lint can cause built-in printers and stripe readers to become clogged making card reading devices difficult or impossible to use properly. A simple $2 investment in a can of compressed air, however, can help you quickly and easily clean your terminals, helping them last for up to five years without missing a beat.

When you buy new equipment of any kind for your business it is essential that you stay in the habit of maintaining it, and remind your employees to do the same.

Another, perhaps less obvious way to ensure the longevity of your card reading equipment is to buy a terminals that use integrated flash memory to store the software that runs them. Flash memory makes it easy to download and install system updates, preventing software advances and security vulnerabilities from rendering your devices obsolete.

About the Author: Jeremy Maddock is a successful web-based freelancer, who writes articles about business financial products and other corporate products.

The Critical Factor In Consistent Sales Success

2009-01-20T06:00:00.001-08:00

Writen by Virden Thornton

"Always bear in mind that your own resolution to succeed is more important than any other thing."

- Abraham Lincoln -

I have recognized for years that I could teach and then drill selling skills into a promising sales representative and could help my client to create a climate for self-motivation and yet some representatives with extremely high potential for success still would fail at the selling process. To combat this unpredictable failure, I often have counseled clients to hire two representatives to end up with one good one or three to get two. Even though I believed that a new sales person would do well as long as he had been given the right selling and prospecting tools and the motivation to spur him into action, often I saw perfectly capable employees leave the selling profession, simply because of a missing ingredient. I couldn't quite put my finger on the elusive success component, but I did feel it had something to do with an individual's achievement drive. That's why I initially created our Getting An Edge workshop and self-administered reinforcement series (see http://thesellingedge.com/manual2.htm). After watching good people fail, I sensed that there was a missing factor in our sales training. Now research by Dr. Kevin Celuch, professor of Marketing at Illinois State University, has not only identified and clarified the critical ingredient to sales success, but he has made some vital suggestions on how to instill this factor into individual sales representatives.

Dr. Celuch's has analyzed* 166 previous studies that had been completed on selling success. In his research he found that even with all of the vital selling skills in place and a motivational climate within a given company, a sales representative or service professional will often fail due to what Celuch refers to as "a vital mediating factor" between a sales person's selling skills and motivation. This mediating factor, is a sales person's own self-esteem. Celuch's study shows an extremely low correlation between sales success on one hand and a sales representative's aptitude, sales techniques, organizational skill and motivation factors on the other. Across a long list of diverse selling activities and abilities, the real indicator of selling success found in the Celuch study was a sales professional's perceived self-efficacy. A "belief in oneself" was Dr. Celuch's explanation for a salesperson's behavior and performance levels. He found that self-belief was the critical intermediary between a sales representative's knowledge and the professional's behavior.

It is interesting that a gut feeling that I have had about sales success for the past 17 years has finally been proven by research. Achievement drive, the self-esteem that drives achievement, is critical to your company's overall selling success. Those of you that use testing before hiring new sales associates should make certain that this critical factor is assessed by your tests and weighted heavily as you make decisions regarding those that you hire. For those sales representatives already in place, you need to assess your programs for helping the employees crucial to the overall success of your organization to maintain and consistently improve their feelings of self-worth. The manual listed in the first paragraph can help anyone to alter negative feelings and attain a personal belief levels that will produce consistent sales success.

* Source: Kevin Celuch, Illinois Stale University. Based on "Perceived Self-Efficacy and Salesperson Performance," presented to Pi Sigma Epsilon research fraternity convention.

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. an Ohio consulting firm specializing in sales and sales management training, personal coaching, advisory services and publishing. Clients have included Sears Optical, Eastman Kodak, IBM, Service Linen Supply, Bank One, Jefferson Wells International, and Wal-Mart to name a few. Virden is the author of the "best selling" Building & Closing the Sale, Prospecting: The Key To Sales Success and Close That Sale, a video/audio tape series published by Crisp Publications a division of Thompson Learning. He has also authored a client acclaimed Self-Directed Learning series of sales, coaching, telemarketing, and personal productivity manuals. To obtain a substantial discount on two of Virden's latest books, 101 Sales Myths or Organizing For Sales Success, go to: http://www.TheSellingEdge.com/

Direct Mail Post Cards Saving Time While Making Money

2009-01-19T06:00:00.001-08:00

Writen by Lanard Perry

Direct mail post cards are one of the fastest and most economical ways to reach your customers. And, because there's no envelope to open your messages are seen as soon as your post cards are taken out of the mailboxes. Consequently, you have the ability to instantly establish a connection, or kill a deal, so your message must be attractively packaged.

In keeping with that there are important elements of direct mail campaigns that you must include in order to get the most out of your marketing efforts. For example:

1) Keep it simple. Keep copy simple, direct, short and to the point. Also, use words that motivate.

2) Create bold headlines. Grab the reader's attention and make them at least think about your advertisement.

3) Ask questions. Asking questions is also an attention getter, as the readers of your mailings are likely to pause and think of an answer.

4) Solve their problems. Remember that real estate sales people are in the problem solving business. Your prospects have real estate related problems, and your aim is to have solutions to them.

5) Call to action. Always include a call to action; the prospect must be motivated to respond. Be clear and direct about what it is you want them to do.

6) Choose appealing colors and fonts. Your choice and use of colors, font sizes, white space, etc influences the effectiveness of your marketing campaigns, as does your ability to tailor your marketing messages to your targeted audience.

Marketing mailers, flyers, brochures and post cards are more affordable and accessible than ever, as they can now be easily published from your computer. Or, you can still go the conventional route of purchasing your marketing materials from a third party vendor.

And because they're so affordable small businesses and individuals can wager year round marketing campaigns.

There's no shortage of statistics about the importance of consistent advertising, but the bottom line is that repetition builds recognition. So, when you start a mailing campaign commit to it for the long haul, as it can take 3- 7 mailings before the recipients connect the mailings with you and your services, at which time you'll be more than half way there.

So, the main goal of direct mail marketing campaigns is to get your name before as many people as you can, as often as you can, so that when buyers and sellers in your community need an agent they'll think of you.

The more marketing pieces you put into prospects hands the sooner you develop warm and hot leads, prospects ready to do business with you. And the more frequently you do it the more leads you develop for sustaining your career.

Full gloss direct mail post cards can evoke powerful visual images with short, compelling marketing and sales messages your messages! And with a direct mail marketing campaign you can deliver your sales messages quickly, often and save money doing it.

So, begin a direct mailing campaign when you're ready to

generate more leads with less time and effort

create a steady stream of responsive prospects, and

brand yourself as the agent/business of choice

Direct mail is a cost effective solution for every budget, and when combined with face to face, website interaction and other marketing strategies is so effective that it can set the tone for and sustain a real estate agent's career.

Repeated mailings of a single, strong direct mail piece is a very effective strategy for Realtors on limited budgets, and consistently produces one of the highest rates of return on a small to mid-size size marketing budget and did I mention you'll save time while doing it?

Keeping customers informed of your real estate marketing efforts and successes should be your top priority, and simple, eye-catching post cards can be the solution!

Lanard Perry is the webmaster of "Real-Estate-Marketing-Talk", a real estate marketing site for real estate agents, buyers, sellers and investors. Discover more direct mail marketing ideas at http://www.real-estate-marketing-talk.com/direct-mail-post-cards.html

New Company In The Area And The Good Ole Boy Midwestern Sales Objection

2009-01-18T06:00:00.001-08:00

Writen by Lance Winslow

If you are a new company in a small market or you are the new company in an industry often your prospects will decide not to buy from you because you are too new. You have no reputation and they are not sure about your ability to deliver what you say you will in the way of your company offerings.

They say things like; We will wait and see if you are still around next year, then we can talk. Interesting because if everyone says this you will not be around next year will you? I mean you need sales to grow your business and enough synergy and customers to keep it going.

If you tell the prospects this they will often say well who is doing business with you now? This is a dangerous thing to discuss in a smaller town or small city, because everyone knows everyone else and the word will get back to your competition within a day or two, sometimes as soon as you leave, they will be on the phone to them. It happens all the time.

Worse your competition who gave lousy service will be on the phone pleading to have the account back and you could lose the new account before you start? It happens, believe me. So, to properly handle this objection, pretend you are from Missouri and "Show Them" by giving them free service, free demo or something of this nature.

It will help get the ball rolling and stop that "Good Ole Boy" Midwestern Objection in its tracks. And it just does not happen in the Midwest, small towns in the Deep South and even West Coast or North East will have similar objection tactics. Consider all this in 2006.

Lance Winslow

11 Rules For Selling To A Skeptic

2009-01-17T06:00:00.001-08:00

Writen by William R. Patterson

Let's face it: the greatest accomplishment for a member of the sales community is closing a deal with a skeptic. Many who are proficient at this art agree that it is far more gratifying to convince someone who initially felt your product was not necessary that it indeed is, than to complete what the industry terms an "easy sell." Lucky for us all, plenty of doubters buy products and services everyday. Let us examine eleven of the fundamental techniques used by those who succeed in persuading the worst of cynics.

1. Know your product/service
Know it inside and out, backwards and forwards. You should know its strengths, weaknesses, and any proprietary features. Also understand the factors that influence its supply and demand. All of these will strengthen your presentation and help the skeptic make a more informed purchasing decision. There should be nothing that anyone can tell you about what you solicit. You will definitely be asked questions, so be prepared to demonstrate all aspects of your product/service in response.

2. Know your prospect
Along with knowing your product comes knowing your prospect. Strive to know all you can about your target demographic and potential clients. Make sure you deal with the decision maker. You should know their purchasing habits, what motivation determines their choice, and how long a buying decision takes. You must understand how your product fits into their overall purchasing strategy. When you know the buying habits of your prospect, you can use it to develop a longer-term sales planthat means repeat business. Put yourself in the most favorable position to get a "yes" by focusing on what most concerns your prospect.

3. Believe in your own words
You will never be effective selling something you do not believe in, particularly to someone who is already skeptical. Your lack of enthusiasm will be an obvious as you attempt to convince your potential buyer. When you emanate passion and confidence, you break down the wall of doubt the cynic has built. To not be a pillar of strength during your presentation is a sure-fire ticket to an abrupt "no." If you are lucky enough to sell a product you do not believe in, you still lose because you risk killing referral business and losing the trust of your customer.

4. Be transparent
Too often, we give strong pitches with lots of hype and little information. We will say, "If you want these benefits, buy my product." This is done with the hope that a prospect's curiosity about your bold claims will be enough to convince them to purchase. The idea that if you divulge too much information, you could dissuade your prospect is a far too common falsehood. Be prepared to give as much information as needed to convince the potential buyer to make a purchase. Transparency builds trust. Things people do not understand will always be greeted with "no." The more information available when making a purchasing decision, the more likely they are to say "yes." Another benefit of being transparent is the more resources you divulge free of charge, the more likely you are to generate interest in your product/service.

5. Gain trust by associating yourself with things they respect
By offering endorsements and testimonials, especially from well-known sources that your target market respects, you strike the chord of "trust." Many a skeptic has purchased based on the recommendations of individuals they respect. Secure associations along these lines and look to align yourself with trusted agencies through strategic partnerships. Major endorsements mean less resistance and lots of sales.

6. Offer a free trial, incentive, bargain, or guarantee
The structure of your offer can play a key role in building trust and enticing your prospect to buy. There are many variations of each, but incentives and guarantees are great ways to gain your potential buyer's confidence. Guarantees and free trails allow the skeptic to try the product/service before determining if your offer is a good fit. Incentives and discounts are also valuable tactics as they make the cynic feel they are getting a value. People always love the feeling of getting something for free and buying when it is a low/no-risk transaction. By guaranteeing the quality of your product/service, you disarm the skeptic and encourage them to buy. You also communicate an important message that you are confident in what you sell.

7. Compare and differentiate yourself from your competitors
Know the nature of your business. Is it commodity based, where the low price bidder wins? Is the strength of your brand a factor? Is there something unique about your offer? You must understand your competitors and their advantages and disadvantages. Once you have both the knowledge of your competitors and an understanding of the skeptic's needs, you can choose the most effective marketing angle. We offer such phrases as:

"The lowest cost"you play to the desire for value
"The official"you validate for authenticity
"The best"you show superiority
"The only"you offer exclusivity

If possible, demonstrate the differences that make your product/service unique or superior.

8. Sell the relationship, not the product
Contrary to popular belief, the best salespeople not only close deals, they foster relationships. Relationships are more valuable to both you and the prospect than a one-time transaction. For the salesperson, relationships bring repeat business and the ability to cross-market your offerings; increased referrals because you gain access to the prospect's network base, and the ability to charge a premium because of the higher perceived value of your relationship. For the skeptic, relationships help build trust. These bonds let them know they will not be abandoned after the transaction is finished. Ultimately, they are buying a relationship with you and your firm, not the product/service, so approach selling that way.

9. Focus on benefits offered and value delivered
Self-interest is the skeptic's primary concern, so focus on how your product/service solves their problem, fulfills their need, or satisfies their desire. If your prospect is solely bottom-line focused, your presentation should be centered on how your product or service will make or save them money. If your product satisfies a desire, focus on how it fills an emotional void. Emotional selling differs from bottom-line selling because it focuses on feelings rather than metrics. Remember to focus on the benefits that concern your potential buyer; anything else will make a skeptic lose interest and you lose the sale.

10. Isolate their objection
In life and business, two of the greatest challenges are making intelligent decisions and properly following through on them. One of your fundamental goals as a salesperson is to help people make informed decisions. To do so, ask two types of questions: those to better understand your potential buyer and his/her needs, and questions designed to lead your prospect to buy. A series of well-placed questions will allow you to isolate any objections. You should brainstorm every possible reason a skeptic will not buy from you and comprise an effective solution or rebuttal for each. Any other question should be crafted in a way that allows for only one reasonable answer, and that answer should compel your prospect to agree with you.

11. Don't seem desperate!
Your emotional state will be apparent to a skeptic. Never appear as though you "need" a sale. Everyone avoids a hard-pressed individual. Often we are conditioned to give to and buy from those who do not need our money. It is the same principle that makes us more likely give a rich man fifty-cents to make phone call because he has no change, than to a homeless man in need who makes the same request. Therefore, it is imperative that you operate from a mindset of abundance. Understand there is always a bigger sale out there, so you need not be pressed for this one. Your confidence will put the cynic at ease and make them more likely to buy from you.

Once internalized, these 11 points will mesh into an effective sales strategy. You will begin to think of them not as individual points to be mastered, but one comprehensive selling technique. They are designed to compliment each other and give you a thorough footing for selling to those who are naturally doubtful about you and your service. Master them and win!

Vicky Therese Davis, William R. Patterson, and D. Marques Patton are co-authors of the acclaimed business and personal finance National Bestseller, The Baron Son: Vade Mecum 7. Vicky Davis is Founder and Chief Executive Officer of Indulgence Jewelry Corp. William Patterson is Co-founder and Chief Executive Officer of the Warcoffer Capital Group, LLC. D. Marques Patton is Co-founder and President of The Warcoffer Capital group, LLC. To receive their breakthrough book and over $3,631 in FREE bonus gifts, visit: http://www.baronseries.com

Goal Setting Traits That Will Close Clients

2009-01-16T06:00:00.003-08:00

Writen by Tom Perkins

I talk to business owners every day. A common question I am asked is how to get clients.

The number one mistake that I see these professionals making constantly is that they do passive marketing instead of action-oriented marketing, with no clear developed plan for securing clients.

Passive marketing is really expecting business to come to you. We do it all the time. We expect our friends, family and colleagues to refer people to us. We put our business cards or flyers everywhere we can think of. And we sit back and expect tons of business to come in and scratch our heads when it doesn't.

Action-oriented marketing is goal-based. I believe that one should have clear, measurable and attainable goals in order to consistently grow their company. It's like chipping away a foundation. Taking a lesson from network marketing, this method is called "repetition." You do this by performing similar tasks daily, weekly and monthly. In the long run, this will bring you clients. Some of these actions can be calling, emailing, writing articles, public speaking, talking to someone that is within three feet of you, and asking for referrals, to name a few.

The next step is to clearly define your goal. Establish a number of contacts that you believe that you can realistically attain, and then go out and make contact. An example is I plan to talk to 20 people this week. I will get five warm leads and of those five I will get one new client this week.

Or, this month, I will contact 10 groups with a goal in mind to be able to speak in front of them. Of the 10 groups I contact, I will get five warm leads and one group will invite me to speak in front of them.

Additionally, I may introduce myself to a new person each day face-to-face, explaining to them who my ideal client is and if they aren't, I will ask them if they know anyone who fits that description. So as each week progresses, keep track of how many people you talk to and put that person into your pipeline. Finally, you need to follow up with your pipeline contacts.

Another example is forming strategic partnerships. I will contact 10 perspective partners per month, getting 5 warm leads and closing 2. The partnerships could be in the form of endorsement letters, articles in a newsletter, linking websites, etc. All of these goals should be put on a spreadsheet and charted day-by-day.

The reason that you need to repeat things over and over and over again is that because it takes a number of contacts to get a client interested in you. You have to work your pipeline by never giving up on a prospect until they tell you to buzz off. Take a look at these stats:

According to the National Sales Executive Association, the average sale is closed according to the following number of contacts:

· 2% on 1st contact
· 3% on 2nd contact
· 5% on 3rd contact
· 10% on 4th contact
· 80% on 5th-12th contact

This means that people have to see, hear or read about you numerous times before they decide to use your services. The contacts can be via phone, email, in person, articles, public speaking, a referral from somebody, and/or an endorsement. The number one thing to remember is DON'T STOP!

So keep up the sales and marketing!

Tom Perkins is a business solutions coach and certified personal trainer who leads fitness professionals to profitability.

Send an email to thecoach1-140208@autocontactor.com to receive the Essential Business Success Checklist. Or visit his website at http://www.fitnessindustrysolutions.com.

Three Steps To A Better Harvest

2009-01-16T06:00:00.001-08:00

Writen by Scott T. Love

How much of the potential business that exists with your clients are you getting? Is it 50%? 75%? Maybe 90%? Of all the needs that your clients have, how much are you getting? If you're like most firms, it's probably less than fifty percent. What that means is companies are indeed buyers of services similar to the ones that you offerit's just that they're working with other firms and not you.

Here's an irrefutable fact of marketing: it's easier to sell a product or a service to a hand that is open and has already bought from you than from one that is closed.

Many companies tout that they have high percentages of repeat business, and they seem to say it in a proud way that sort of tells the world "Yeah. We know we're good. That's why eighty percent of our clients keep coming back to us." Forget about how many clients are repeat clients. That's a given. All of them should be repeat clients if you're doing your job right. Your repeat customer rate should be no less than 100 percent.

This is what you should be focusing on and using as the benchmark for success: pursue all of the business from every client who has worked with you in the past. There's your land of opportunity. Right under your nose. You know they're already a user of services. They already know you and hopefully like you. There's your challenge, champ. Now go harvest it and close some deals.

Consider these three action steps for you to implement today. Yes, today. I challenge you to complete this simple, easy, and high-impacting exercise before you go to bed tonight. Your time commitment will be less than seven minutes.

Write in your journal the answer to the following three questions:

1. What steps could I take to get more business from my existing clients?

2. What steps could I take to become more memorable with my existing clients, so that when they have a need, they think of me first?

3. What steps could I take to get all the business from my existing clients?

Your subconscious mind already knows the answers to these questions. By asking high-yield questions like these, you'll come up with your own unique marketing and action plan to bring in more business, bring in all the business, from every single client who ever has and ever will hire you.

Reap your harvest. You've already planted the seeds. You deserve to win. Time to bring in the fruit of your labor.

Scott Love equips sales people and managers with tools that double their performance. To have him speak at your next meeting or convention, contact him at 828-225-7700. Visit his website for free tools and resources, http://www.scottlove.com

What Is Selling Exactly

2009-01-15T06:00:00.002-08:00

Writen by Bill Lee

Dear Bill:

A couple of years ago, I heard you speak at a Western Building Material Association meeting in Washington State. In that program you made the statement that most salespeople in our industry spend too much time performing tasks and too little time engaged in the act of selling.

This statement confuses me. My manager's idea of selling and yours are miles apart. He has instructed us to make at least one prospect call each day and do our best to get the prospect to allow us to quote on an upcoming job. Of course, nine times out of ten, quoting an upcoming job includes having to do a take-off. And performing both of these "tasks"  quoting and doing takeoffs  don't qualify as "selling" if I understood you correctly.

My manager's theory is that the fastest way to get prospects' attention is to quote them some pretty hot numbers. While we don't always get an order as a result, if our prospects see our quotes consistently coming in under the market, they will pretty soon be motivated to give us a fair shot at their business.

What's wrong with this theory?

A struggling salesperson from the Great Northwest

Dear Struggling Salesperson,

The last thing I want to do is get you in trouble with your manager. However, except under extenuating circumstances, I do disagree with the approach he is advocating. And here's why:

The odds of salespeople -- no matter how good they are -- getting an order from a prospect on the first call are not good. My argument is that few builders are going to give salespeople an order on their first sales call even if they do a terrific takeoff and come in with a lower price than their current supplier has been quoting. Instead, most builders will first give their current supplier an opportunity to meet the price. In fact, I'll bet you that most your own loyal customers give you "last look" when one of your competitors fires a low-ball price at them in an attempt to take business away from you.

Pricing is like water, it seeks its own level. You fire low-ball prices at my customers and in retaliation I fire them back at your customers. This is a lose/lose scenario if I ever saw one. I personally believe that one of the reasons that our industry's gross margins are under so much pressure is because of prospecting tactics like the ones your manager advocates.

As the old saying goes, a well-groomed gorilla could quote low-ball prices. Quoting involves little if any "selling."

While doing takeoffs is a task that does require technical expertise, doing takeoffs is extremely time consuming and is no closer to selling than quoting. Just about any salesperson working for any of your competitors can do both, so neither task represents a great deal of added value. You must be spending anywhere from three to four hours a day just doing takeoffs for your prospects, not counting for your regular customers.

One of greatest truths in the selling profession is this, "All things being equal, builders prefer to buy from salespeople they know, like and respect." And here is another great truth about selling: "All things not being equal, builders still prefer to buy from salespeople whom they know, like and respect."

So your job as a salesperson is to build relationships with your prospects that are better and more valued than the relationships your competitors have previously built. Building relationships takes time. You don't build relationships over night. You don't "buy" relationships with low-ball prices. About the best a low-ball price will buy you is an order; it will rarely buy you a customer.

Selling is a profession. Salespeople who have learned how to build relationships and gain the trust and confidence of their customers and prospects will always be successful and are highly sought after. They also earn incomes that rank at the top of the industry.

My guess is that your manager learned the tactics he is teaching you from someone he worked for in the past and has perhaps not been exposed to a lot of professional sales training. After all, it is possible for a salesperson or sales manager to be successful strictly because they possess a high degree of technical expertise. But when you combine technical expertise and professional selling skills, you have an almost unbeatable combination.

If your manager would like to discuss this issue, please invite him to give me a call or send me an e-mail message.

Bill Lee is author of Gross Margin: 26 Factors Affecting Your Bottom Line ($29.95) and 30 Ways Managers Shoot Themselves in the Foot ($21.95). Both books are $6 S&H for the first book and $1 S&H for each additional book. Bill also offers Master Selling Skills DVDs and CDs on his Web site. See Shopping Cart at http://www.BillLeeOnLine.com

The Blinking Salesperson

2009-01-15T06:00:00.001-08:00

Writen by Steve Martinez

This article isn't about what you think! When I refer to the blinking salesperson, I am referring to a salesperson that blinks at the first perceived inquiry on price. It happened to me the other day while I was buying some new eyeglasses. I had lost my prescription glasses and needed a replacement. In my situation, a replacement was needed because things were a little blurry using an old pair of eyeglasses. After picking out a pair of frames and the eye exam, it was now time to visit with the salesperson.

We were seated across from each other. The salesperson then began going over the cost and told me what the investment was. I casually mentioned how expensive I thought they were. I took some time at the desk and just waited for a pregnant minute as I thought about lunch. Yes, lunch. I also made a long humming sound, raised my eyebrows and took some deep breaths. I was really thinking about was where to go for lunch after picking out glasses.

The salesperson apparently couldn't stand the situation and blinked by lowering my price an additional 20 percent. I then took a few more deep breaths and added some more uncomfortable time by just sitting there. I leaned back in my chair and looked up at the ceiling for a few moments. When I looked back at the salesperson, she blinked again and took another 20 percent off the charge for the eye exam.

The interesting thing is that all this happened while I was thinking about what I was going to have for lunch. I was perfectly content with the initial price given me. I just took some time at the counter thinking about whether it would be a sub sandwich or a hamburger. In this case, a few moans and looking at the ceiling provided savings enough for a free lunch. Maybe, if I had moaned more, I could have saved enough for dinner.

Value Added Selling The eyeglass salesperson could have taken me down a different path but elected to reduce my price. Remember, I had only mentioned that I thought the price was high. It was almost two years since I bought my last pair and I didn't have any idea what I paid last time. The salesperson would have been better off to explain the value of the investment, which included spring back frames. She could have mentioned the cost included anti-glare coating and that it also includes a 30-day guarantee. She could have mentioned anything that gave me reason to see the value of the investment I was making in quality eyewear.

Questioning Price Usually, when someone is questioning price it is just a question. Nothing more and nothing less, it is just a question. The important thing is not to blink in a quick response. You may need to remind the person about the values of doing business with you. It might be an opportunity to add value by suggesting additional benefits. It is a good idea to reinforce the quality of the service or product you will provide. It might be an opportunity to mention the time frame of delivery.

An example might be - As I recall, you need this product in the hands of your customers by the 20th. By authorizing this now, we can ensure your order piece will be delivered on time. Professional salespeople use these price questions to reinforce the quality and service of their organization. It is not a time to wiggle and choke. We must listen to the question and then treat it as a question that simply states, "I'm not sure I fully understand the value of your product or service. Can you explain to me what you're doing to command this price?" As a rule, once you explain the value of your service and product, the question is satisfied. The moral of the story is - it's fine to moan and groan, it might just earn you a free lunch.

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

Fill In The Gaps With International Trade

2009-01-14T06:00:00.003-08:00

Writen by Scott Green

Owning your own business is difficult at times. Competition is greater because you have less "man power", less products, and often times less money going into the business than what is coming out. At times, your product may not be selling well in your area, or may eventually become obsolete all together. If the success of your product depends on things such as say, the weather, then you may be slow for several months out of the year and this could cause financial difficulty.

Think about expanding your business through international trade. The idea of going International may sound only possible for the "big dogs". It may seem difficult, stressful, or even pricey. Not true. There are people all over the world in need of what you have to sell and reaching out to them is sometimes as easy as a phone call or the push of a few buttons on your lap top. Following are several hints to successfully expanding your business worldwide.

First, you may want to look at importing and exporting. Though importing, you could provide a greater variety to the product you're selling with similar products from other countries. The buying or manufacturing of products from other countries may also be cheaper than production where you are. Also, the products that you import would be unique therefore your customers would be coming to only you for them. The are many advantages of exporting. The use or need for your product could become obsolete in your country after a few years especially if you are selling computer or data products; but it could be a new, hot commodity in another country.

Say your country is experiences a consumer drought, but in other countries their economy is booming! You want your product to be where the money is. As I stated before, if your product is weather or season dependant, exporting could benefit you during those several months out of the year when your product is not needed.

Consider adding mail order services to your present business. You can increase your selling power by using this method of selling which is favorable to international trade. The internet is a prosperous way that businesses are getting the news of their products worldwide. Use websites, online stores, and affiliate marketing strategies to obtain foreign business. The internet is not going anywhere anytime soon. And more and more people are jumping on to the whole idea of being able to shop at home. Get your product online so that it can be seen by people everywhere there is an outlet and electricity!!!

Becoming a licensing agent has its international trading benefits as well. You can earn royalties if you arrange for foreign corporations to manufacture and sell products from domestic companies. Most business owners have no idea the amount of money that they can make simply finding foreign buyers for domestic companies. On the flip side, you can earn fees from foreign companies for finding domestic corporations who are willing to buy their products.

As a single source supplier, Electro Tape Specialties ability to furnish a wide range of pressure sensitive tape products has enhanced the company's value to distributors. In addition to everything Electro Tape Specialties has to offer, the company now introduces a new website that promises a more attractive look and easier navigations. When corporations search for cable ties, duct tapes, packaging tapes, or stucco tapes, viewers will now find descriptions, features, and physical properties; everything a consumer needs to find what is best for their company.

http://www.electrotape.com

Mr. Green is a Article Distributor for Industrial Tape Distributor. Electrotape Specialities Inc. globaly supplies Grade A tape products.

Is Following Up A Waste Of Time

2009-01-14T06:00:00.001-08:00

Writen by Tim Connor

Follow-up in today's world can be a waste of time and energy or it can guarantee a closed sale. Sound like a paradox? Read on.

I can tell you that on some occasions when I followed up the sales process prospecting, presentation, overcome sales objections and ask for the business I have closed the sale. I can also tell you that when I have done everything right during the sales process and followed up no sale. Why the difference?

- Is it the quality of the prospect?

- Is the timing for the prospect not right?

- Is it the timing or quality of your follow-up?

- Is it just pure luck?

- Is it the competition?

- Is it in the stars?

There are dozens of questions that we could ask ourselves in hindsight. Some might shed some light on why sales were not closed and others might just be our justification or excuses. Effective follow-up can make the difference. It can help move a sale toward the close and follow-up does improve your professional image. But it must be timely and of value to the prospect not just a simple thanks for your time.

Here are a few things to consider when following up on a prospect.

1. The sooner the better. The retention of information after 24 hours decreases very rapidly. After a few days forget it. Wait a week and you might as well have not started with this prospect in the first place.

2. Follow-up should be personal. A hand written note along with any other documents gives what you do a personal touch.

3. Follow-up should be benefit-oriented. Your follow-up should state, summarize or mention a benefit to the prospect and not just list a feature or capability.

4. Follow-up should be in writing. Calls and emails are nice as a follow-up but putting something in the mail sends a message that your prospect is worth more of your time than a quick email.

5. Follow-up should ask an important elevator question. Tying a key benefit to the prospect with an elevator question will trigger their thinking.

6. Follow-up is not did you get the information I sent. This should one be self-explanatory if it isn't please register for my Fundamentals of Sales seminar in Charlotte in June. See my website for details.

7. Follow-up should encourage further dialog. The purpose of follow-up is not to give the prospect something to read or do. It is to help you continue a positive dialog with them.

8. Follow-up should create a sense of urgency. If you are sure how to do this - see number 6six above.

9. Follow-up should demonstrate that you are listening to the prospect. By including in your follow-up something the prospect said, asked or did tells them you were listening and not just going through the motions of another sales call.

An Introduction To Store Fixtures

2009-01-13T06:00:00.001-08:00

Writen by Jimmy Sturo

Everybody is familiar with the old retail chant, "Location, location, location!" It speaks volumes about making the right decisions from the start to make your retail establishment a success. Once you've decided what it is your store is offering to the general public, the next step you'll take is finding the right location. Once you've found it, the next step is to decide how to dress up your establishment; you'll need to decide what retail store fixtures will properly display your product. At this stage another invaluable cliché applies, "Presentation is everything!"

It's true that how you present your products for sale is as important as the location, the timing of your venture and the pricing of your merchandise. On one hand, you wouldn't display expensive wares in cheap, shoddy or dirty store display fixtures. An appearance that turns people off the minute they walk into your store isn't going to help sales and, in fact, it will probably hurt them. On the other hand, you don't want your display choices to completely overwhelm the merchandise. Dazzling displays that distract from the sales appeal of your merchandise won't help business either.

In order to maximize your sales potential you need to decide what look and feel of the store will appeal to your target customer. Remember, no sale is complete until the customer leaves the store satisfied with his purchase, and a crucial part of that process is the way in which your products are displayed. There are many choices to make. It can be helpful to visit other stores selling similar merchandise even if your product is so unique that you have to travel to another city to find them. Even if you are selling an invention of your own that doesn't exist anywhere else, it will still fall into a category of stores that you should investigate before setting up shop. Art stores have one look, plumbing supply stores another and clothing boutiques still another. Even if your investigation helps you decide which display perspectives don't work for you, that knowledge can save you time and money in the long run.

Store Fixtures Info provides detailed information on metal, antique, wholesale, and used store fixtures and store fixture parts. Store Fixtures Info is the sister site of Mannequins Web.

Are You On The Right Path Into Your Future

2009-01-12T06:00:00.002-08:00

Writen by Tim Connor

Each of us as we travel through life into our very personal future follows our own unique path. As we day by day, travel into the future, we make a variety of choices, decisions as well as take any number of actions some positive, some negative, some better some worse than others. But, in the end; the end of the day or the end of a life we have all created the tapestry of our lives one day and one choice at a time.

It is unfortunate that many people do not have a clue as to where they want to end up, what they want to see or the roads they want to take. Oh, many of these people may say they are "on the right path," but that is often their ego's need to protect itself from the criticism or judgements of others. In reality they don't have a clue where they are going or why so they just trudge forward another day until they come to that time or place that speaks to them so loudly they can no longer ignore or avoid it's counsel: YOU ARE TRAVELLING ALONG THE WRONG PATH. YOU ARE GOING IN THE WRONG DIRECTION. YOU ARE RUNNIING OUT OF TIME. THE TIIME TO CHANGE COURSE IS NOW BEFORE IT IS TOO LATE.

As a fellow traveler for many years I have too found myself lost, going in the wrong direction or been insecure I my position along the way and was easily persuaded to follow someone else's idea of what they thought my path should be. Sound familiar? I have known hundreds of people, no maybe thousands who are not happy with where they are on the path and won't be able to be happy until they change direction or even get on another path. One of the interesting discoveries I have made in life of late is, that wherever I go, there I am. I can change the path or the direction on the path but the traveler will still be me: with all of my opinions, prejudices, issues, judgements, dreams, hopes, frustrations etc. If the journey is to either be more fun, more rewarding or more satisfying in the end I must also be willing to look at the traveler and not just the path he/she is on.

What can we do to ensure we are on the right path, we stay true to it regardless of the pressures form others or our environment and find satisfaction in the journey along the way?

1. Spend adequate quiet time alone reflecting on your life. Where you are. Where you want to be in the future. What needs to change in order to reach that outcome, etc.
2. Refuse to be manipulated, coerced, pressured or lulled off the path that feels right for you. Be true to your own inner guidance system.
3. Be patient as you travel into your future. Everything takes time, nurturing, faith and persistence. The outcomes of your short-term actions are not always immediate or apparent.
4. Do something every day that moves you further along your path.
5. If or when you discover you are travelling the wrong path or in the wrong direction. Correct it, but first ensure that you ask yourself enough of the right questions before you abandon your current direction. Nothing to be gained by jumping from one boat heading in the wrong direction to another one heading in the wrong direction.
6. Keep asking yourself why am I on this path? As long as you can answer that question with a satisfactory answer for yourself keep at it, no matter how long or hard the journey.

Killer Ways To Sell Backend Products

2009-01-12T06:00:00.001-08:00

Writen by Jonathan Tran

What is a back end product? A back end product is a product that you attempt to sell your customers after they have recently purchased a related product from your business.

If you're not trying to sell back-end products to your customers, you're making a big mistake. It is easier to sell to existing customers than it is to sell to new ones who don't trust your business yet. Below is some of the killer strategies you can use to sell more via back end products to your existing products;-

When you ship people the first product they bought, insert a flyer or brochure for your back-end product in the package. This is quite effective if you're selling big quantities of products.

You can also give customers a free subscription to a customer's only ezine when they buy your product. You could include your ad for your back-end product in each issue. Some highly successful marketers are doing this at the moment with a lot of success.

You can build better relationship with your client by sending them greeting cards via email or post. Include a small advertisement inside the gift for you back end product or even better have a message such as "because its your birthday you have a special .buy..and you'll receive a 40% discount off!" This works like a charm.

If your selling some sort of ebook online, once people order your product, send them to a thank you page and include your back end product ad on that page. Because the buyers have already committed to purchasing they normally don't mind shelling out another $10 or $20 for something that is related.

You can send your customers a free surprise gift after they order your first product. You could attach another ad with a free gift for you back-end product.

If your selling an electronic product, include your ad for your back-end product somewhere in your product.

Another highly successful way of selling back end products is by giving customers a free membership into your customers only private site. You could include your ad for your back-end product somewhere inside the private site.

Contact your customers by phone and ask them if they were happy with their purchase. You could tell them about your back-end product. Obviously you will get good feedback if you have a great product and not many will hesitate in buying another product.

You might want to also send your customers a thank you letter by mail or email. You could mention your back-end product somewhere on the letter.

One of the most important things is to ask your customers how they are doing. Also ask if they want to be updated in the future when you have the new product offers. You could have them sign up to receive emails.

Your business will have a greater chance of surviving when you attempt to sell back-end products to your existing customers. So make sure you incorporate this into your marketing.

Recommended Site: Extreme Profits

What Are Car Boot Sales

2009-01-11T06:00:00.003-08:00

Writen by Janet Lemke

If you live in England then you will already be familiar with car boot sales but I will still offer some valuable tips on how you can make money or find a bargain. However, if you are a resident of any other country then you are unlikely to know what car boot sales are and I hope to enlighten you as to these weekly events.

Firstly, a car boot is the same as a car trunk. So, car boot sales involve selling items from the back of your car. Well, that is how they began. Car boot sales used to be a small gathering of people who filled the back of their cars with goods that they wanted to dispose of and set up a trading stall in the hope that they could make a few pennies from their unwanted goods. Car boot sales have now become big business. Think of them as an offline version of EBay.

Car boot sales typically take place on a Sunday, although it is true that their popularity has led to them occurring on other days of the week. The most common locations for car boot sales are parking lots or even fields, anywhere that can accommodate a number of traders. The sellers pay a fee to park their car and put up a table on which to display their goods. Nowadays, there are professional 'car booters' who visit sales on a regular basis and may even have a truck full of goods for sale.

Most car boot sales do not charge an entrance fee for buyers who walk in to see if they can pick up a bargain but a growing number of organisers have realised that having an entrance fee, however small, can bring them extra income.

So, once you have decided that you have unwanted items that you want to sell at one of the car boot sales there are a number of tips to ensure that you leave at the end of the sale with more money than unsold items.

Ideally you want to have your goods in the best possible condition to attract high volume of sales. To be specific, if you have baby clothes that your child has grown out of then you want to make sure that they are washed and stain-free. Car boot sales attract buyers in search of a bargain but also of certain standards.

You should always have an idea of how much you want for an item that you are selling at car boot sales but be prepared to accept less. Haggling is a major part of car boot sales and you are wiser to accept a slightly lower price to make successful sales rather than stick to your original price and end up taking your goods home.

If you are a buyer at car boot sales then you need to be careful when it comes to electrical equipment especially. I have been conned quite a few times into buying kitchen equipment that it turned out did not work once I got it home. There are a lot of people at car boot sales who are genuine about saying that a particular item is in working order but it is impossible to connect an item to the mains and test it in the middle of a field so be careful.

Car boot sales can be great fun if you are a buyer or a seller. As with everything else in life you need to be selective and not buy something you don't need, unless you want to have your own stall at one of the many car boot sales happening next week!

Janet Lemke is the owner/administrator of http://www.rkgsales.com. She can help you obtain information about this any many other types of sales and selling. Try her site and see what you think.

Closing Corporate Business The Secret Steps To Business Success

2009-01-11T06:00:00.001-08:00

Writen by Rochelle Togo-Figa

A client recently called me with some very good news. She had been hired by a large corporation to do several projects for them. She was so excited she could hardly contain herself. She had been working hard on growing her business for several years and it was beginning to pay off. I told her this didn't happen by luck. She had created a clear and concise step-by-step sales action plan and had diligently and consistently followed each step. Let's take a look at the steps she followed that led to her business success.

Know your niche. Be clear about the market/industry you want to go after. Often new business owners make the mistake of being generalists because they want any business they can get. Be specific about who is your ideal client and put all your energy in that direction. Get yourself known as a specialist in one area rather than trying to be an expert in everything.

Ask for referrals. There's "low-hanging fruit" right under your nose. If a client is satisfied with you, they'll be happy to help you. Ask happy clients if there is anyone they know who you can call. If your client works within a large organization, figure out the department you want to call and then ask the client who they know in that department. This is the first step my client took, so do this early on!

Get the meeting. When calling the prospect for a meeting, introduce yourself, give the name of your referral and state the purpose of your call. If they know and respect your referral source, you've opened the door to getting the meeting. Don't wait to say who referred you. Let the prospect know immediately who referred you.

Visualize getting the business. Close your eyes and actually see yourself walking into the meeting with confidence, having a great meeting and then getting the business. Do the visualization a few times the day before, as well as before you go to sleep and on the way to your meeting. How you come across as soon as you walk in the door sets the tone for the whole meeting.

Prepare an effective presentation. Create a complete presentation of what you want to cover at the meeting. I've created a PowerPoint presentation of The Sales Breakthrough System. I also bring a marketing folder that includes a list of my programs, with descriptions of each, a bio, client list and testimonials. Whether it's a visual presentation or a brochure, you want to show something to the prospect that will enhance your professionalism and make an impact.

Practice your presentation. Practice what you're going to say. This includes an opening statement, a run-through of your presentation, responses to objections they may have, questions they may ask, questions you might askespecially asking for their businessfinally, closing for next steps.

Establish a connection. Connect with the prospect by looking at them throughout the meeting. Do not talk over them, talk directly to them. You will come across as someone who is warm, confident and in control. This is a valuable skill if you're meeting with a group. Speak to each person for 4-5 seconds, and then move to another person. You'll find each one will pay more attention to what you say.

Outline the Next Steps. At the end of the meeting summarize for the prospect what has been discussed and agreed to. Then take out your calendar, asking the prospect to do the same, and write in what the next steps are. Never leave without knowing what the next steps are.

Follow Up. As soon as you return to your office, summarize in an e-mail what was covered during the meeting and the next action steps you and the prospect have agreed to take. Send the memo to the prospect the next day. Include due dates for each action step and be sure to fulfill what you said you would do.

ASSIGNMENT

Make a list of all the clients who work in large companies that you're either working with or have worked with.

Write down the department you want to call to get an appointment.

Call your client and ask them if they know of people you can call in the department, and whether you can use their name.

Using the steps above, start making the calls.

If you would like to use this article on your website, or for your own ezine, not a problem; however, there's one thing you MUST include: Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System(TM), a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit http://www.SalesBreakthroughs.com.

Remove The Barriers To That Sale How To Get From No To Yes

2009-01-10T06:00:00.003-08:00

Writen by Janet Meiners

A Trip to Belgium and a Lesson About Sales
As college students my husband and I backpacked trip through Europe. I still remember the lesson we learned about selling we learned in Belgium.

My husband and I were searching for the PERFECT glasses for him. Glasses with style. Classy eye glasses. Round glasses whose frames were squared out on the sides. Eyeglasses that we could only find in Europe.

We stopped in every eyeglasses store from England to Amsterdam. We spent hours in every one on them trying on frames. We still hadn't found the perfect eyeglasses but we needed to mail something so we stopped at the post office.

Inside the post office was a clerk wearing the perfect glasses. My husband really wanted to try them on. But how do you walk up to a person and say, hey, can I try on your glasses? My husband and I looked at each other. We both knew those were the glasses we wanted. We wondered how we could get the clerk to let my husband try on his glasses.

If They Say Yes One Time, They'll Likely Say Yes Again
We tried an approach we learned about getting from no to yes. The key is a series of small yesses to get to the big yes.

Make Friends Before You Make Sales
People don't automatically say yes when they have no relationship with you. You must first establish a repoire. We went back to the post office. This time we told the man we really liked his glasses. We talked about our trip. We shot the breeze a little. Then we asked him where he got the glasses. We told him about our quest and asked where he got his glasses. A small request that he would definitely agree to.

By this time he was smiling and so were we. We all felt like we were making a new friend. You see when people help you, they feel good. The funny thing is by this time he was onto us. We didn't even need to ask. He offered. Do you want to try them on?

Move from a Small Commitment to a Bigger Commitment
We didn't know it but the key was to get a small commitment and then move to bigger ones. Once people say yes a few times they don't want to break the streak and say no.

Direct marketers and other salespeople use this technique all the time. They start by earning your trust with testimonials, using your name, complimenting you in some way. Then they offer you something free that is valuable to you and costs them little (like a sample, or a newsletter, or free guide). From there they ask you to do something else. In the process you build the value of the paid offering. Since you already like ______ (insert newsletter, free sample, report, etc) you may be interested in ________ (the thing they're selling).

Use This Technique to Sell Anything
This technique works in a variety of forms. I used it selling cherries one summer at a farmer's market. If I could get someone to try a cherry, they would buy a bag. If they didn't try one they usually didn't buy any. I knew I didn't want to take home a big bag of cherries at the end of the day so I made sure to offer everyone a free sample. It's much easier to sell a free sample than the whole bag but that is the very key.

Remember this simple technique when you are selling anything. An idea. A product. An e-book.

Oh, and by the way, would you like to sign up for the Quit Your Day Job newsletter? Learn how to make money online from a pro. It's free at www.QuitYourDayJob.com

Janet Meiners is a marketer who is learning about sales. She is particularly interested in direct marketing and measuring results of your writing. She is currently enjoying the book "Ogilvy on Advertising".

Janet blogs at newspapergrl.wordpress.com

Are You Driving Buy Or Sitting Next To More Business Sales Than You Will Ever Have

2009-01-10T06:00:00.001-08:00

Writen by Leanne Hoagland-Smith

During a presentation from a mentor and colleague, I heard the following words: We drive by more business than we will ever have. After I reflected upon those 10 words, I had to agree with this experienced salesman and successful business owner about business sales. How many times in driving to a networking event or meeting a client do we pass by a business park or a retail center?

A large part of the answer to this question resides within early negative childhood behavior conditioning where we consistently heard these two commands:

Don't talk to strangers
Don't go where you are not welcomed or invited

From these don'ts behavior conditioning experiences we have turned into can't adults. This early negative childhood behavior conditioning has shaped our foundational belief system and keeps us, the sales professionals, from making those dreaded cold calls. Even most sales training programs have us look to other ways to warm up the sales call or how to overcome the feared gatekeeper.

Just imagine a sales training that began by having us recognized that we have been conditioned not to talk to strangers and not to go where we are not invited? Would not the sales training be more effective and garner greater sales results?

Additionally, some other parts to the answer may reside within our own sales ability. Maybe, we haven't practiced our sales script so that it sounds natural and convincing as opposed to sounding unnatural and unconvincing. Maybe, our sales activity is not aligned to the strategic plan. Again, maybe we don't have a proven sales process.

Possibly, we are so comfortable telling that we aren't selling. Stopping by unexpectedly keeps us from being comfortable. Or, maybe, we just do not take the time nor have the sincerity of heart to really want to make a relationship. Our ego gets in our way because we need that multi-thousand dollar sale now.

In growing my own performance improvement consulting and executive coaching business, I have been forced to step away from all of that early childhood conditioning. I realized that I had to extend myself and take time to look for opportunities. Even though I still do not make sales call without an invitation, I have begun to talk to strangers when the opportunity presents itself. For example, in the past, when eating lunch I would bury my nose into a book or a journal. Now, the book is still with me, however, I look to see if I can make a friend whether it is a small child or an attired business professional. My top of mind awareness has ensured that I will not violate my sales process nor forget the critical success factors within my strategic plan.

The other day I had just the opportunity to make a friend during lunch. I sat across from an older businessman (the suit and tie were a dead give-a-way) and we exchanged hellos. Conversation quickly ensued. He learned what I did and I learned what he did. By asking a few non-threatening personal questions such as: How long have you been coming to this restaurant?, I learned a lot about and from this experienced salesman. We truly didn't talk about our businesses, but rather about the business world from the unrealistic expectations of college graduates to what makes a great sales person. Before I left, he asked for two of my business cards and said he would pass it on to the owner. He also said he would like to attend one of my seminars and would I fax him the information. By the time I arrived back to the office later that day, I had a telephone message reminding me to send the fax and along with the fax number. What this experience taught me beyond having a sales process along with a strategic plan is that people will buy from people or even make referrals to people who are interested in them. And selling is really about people.

One of my most favorite colleagues and another mentor talks to anybody and everybody. He is genuinely interested in learning more about people. His attitude shows as well as his annual sales.

If you want to increase sales, then stop by that business or industrial park you have driven by hundreds of time or take a smaller step by making an outreach to a total stranger. You may have just discovered a new way to your increase sales.

Leanne Hoagland-Smith quickly doubles results for her clients from individuals (small businesses owners, entrepreneurs and young people) to large organizations by creating executable strategic action plans along with the necessary leadership skills to pull it off. Please feel free to contact Leanne at 219.759.5601 or visit http://www.processspecialist.com/ and explore how she can help you.

P.S. If this article interested you, read all of the top 7 mistakes.

Increase Sales With Small Numbers

2009-01-08T06:00:00.001-08:00

Writen by Troy Berlin

Did you know that you could actually increase your sales by implementing a simple concept called "Small Numbers"? In fact, if your not using the "Small Numbers" concept your probably missing out on a gold mine of targeted prospects.

In the early days, many people lived by the "Big Numbers" concept. It didn't matter what type of product or service you were offering, the concept was to cast out the nets, and see how many people you could drag in.

There were some successes with this practice; however, the successes were relatively short lived and ineffective. Internet marketing has since grown up and those making money have had to learn more effective ways of targeting their markets and getting the word out to those who are truly interested in what they have to offer.

Casting out the nets just doesn't work anymore.

Today, it's more important than ever to understand how the Internet works. The Internet is based on keywords. You can literally find anything you could want by simply typing in a few keywords and seeing what results the search engines provide. Your results will differ depending on how targeted your search keywords are.

For example, if you're looking for a used widget, then you need to search for a "used widget". Better yet, target your search even closer by typing, "used blue widget". Your search will be much more accurate and much more relevant to what you are looking for.

How does this apply to the concept of "Small Numbers"?

Simple, by targeting niche markets, you're no longer wasting time and money casting out the nets to the masses. You're targeting the people who are looking for what you have to offer.

When you are placing your offer in front of your targeted niche markets, your sales conversion ratios will increase dramatically. This results in a much more profitable business in the long run.

The concept of "Small Numbers" is not difficult to understand, and it can be easily applied to Pay Per Click advertising, Search Engine Marketing, Article writing, and even Press Releases. You simply need to do a little research and locate as many related niche markets that apply to your business. Apply your marketing to these niches and track everything you do. Your results will speak loud and clear as you begin to increase sales and reduce expenses, making your business efficient and profitable.

Troy Berlin has been involved in small business, and home-based business operations for more than 15 years. and is currently active in home business consulting, training, and coaching. Anyone can achieve success in there own business by applying a simple, effective, and proven system. The Secret is finally revealed in a Complimentary 22 minute consultation! Learn More - http://www.MentorMindset.com

Tips For Writing A Sales Copy That Sells

2009-01-07T06:00:00.003-08:00

Writen by Gabriel J. Adams

You have been working on a product for over a year now, and are finally ready to unleash your product on the world. However you do not know the best way to try to sell this product to your consumer. You have a feature set, but you just can not put the rest of the words together in a way that will lure prospective customers to purchase your product. Here are a few tips to writing a sales copy that sells.

1. Create an Attention-Grabbing Headline If you do not write an attention-grabbing headline in your sales copy, then you have almost no chance to get someone to stop and read about your product. The internet is flooded with millions of products for sale, so if you do not write something to make your product stand out, you will never realize the potential of your product in the marketplace.

2. Write in a Persuasive Style Your sales copy must be written in a persuasive style. Remember that you are trying to persuade someone to buy your product. You can not just sit back and give consumers the facts. You have to try to tell them why their lives would be better if they purchased your product. Since you can not tell them face to face, your sales copy must do the persuading for you.

3. Clean and Easy to Read Make sure that you write your sales copy on a white background with black font that is easy to read. Your web site might contain many other colors, but you want to make sure that the potential customer can read your sales copy easily.

4. Use Sub-Headings Most people only read the headlines of a sales copy. If you use sub-headings, then you will at least get the person to read more information about your product. This will give you more chances to wet the appetite of the potential customer, and give them a reason to read your entire sales copy.

5. Close with a Call to Action Like all persuasive writing, a sales copy that sells must have a strong call to action. You do not want to tell the consumer that your product is the best thing in the world and then leave them to make a decision about it. You want to tell them to buy your product now, or they are going to regret it. Tell them that without it they will be missing out on something special.

Jack Born is the creator of Personalized Web Copy, a new push-button tool that adds personalized handwritten notes to your online sales letters and increases your sales, profits, and conversion rates instantly. Affiliate program available.

The Best Stuff Vs The Right Stuff What Quality Has To Do With Getting Full Price Rate Or Fee

2009-01-07T06:00:00.001-08:00

Writen by Bill Brooks

If you want to earn a serious income as a salesperson, you must understand not only what "quality" really is, but what it has to do with how much your prospects are willing to pay for the products or services you sell. You need to know how viable the quality of your product or service is as a competitive advantage: In some cases, it may be the single most important reason your prospect buys.

"But I Can't Sell on QualityOurs Aren't Really the Best on the Market."

Most salespeople believe that quality means "best." But quality does not really mean best. Quality means conformance to standards and expectationsyour prospect's standards and expectations. Quality means the right stuffnot the best stuff. Quality is the correct stuff for your prospect's requirements and needs, not the best stuff made.

For example, what is a quality tire for your car? The only way to answer that question is to ask another question or a series of questions: What are you going to use the car for? Are you going to race it? Or drive to work in the snow? Go out and buy the best racing slicks you can get, put them on your power-traction wheels, and see how fast you can accelerate in six inches of snow. Or put racing slicks on your front wheels and see how fast you can stop on wet pavement, going downhill. You might say that you bought the "best tires money could buy," but you'll be disappointed in their performance under those conditions.

Avoiding the "Your Price Is Too High" Objection

If you want to avoid the "your price is too high," conversation with prospects, you'd better have "the right stuff." Selling certainly includes telling your prospects that your offering is the correct product (and why it's the right stuff) for them. But if your offering is not the right stuff if you're selling high quality walnut wood and your customer only needs cheap plywood, for example the only way you'll get your customer to buy the wrong stuff is to cut your price. If they're building fine furniture, they might buy your walnut. But if they're putting in subflooring, they won't: They don't need it, don't want it, and can't afford it. The only way you'll sell them high quality walnut for subflooring is to cut your price.

If you don't have the right stuff for your customer the quality of products or services that conform to his or her standards and expectations you have a problem. You will never get full price, rate or fee for products or services if you try to sell your prospect the wrong stuff for the specific application he or she needs it foryou'll be selling high quality walnut at the price of plywood!

"But I Sell a Commodity and People Buy Commodities Solely on Price"

Many salespeople feel that they're in a commodity business, and they believe because of that, they absolutely must sell on price. But nothing is further from the truth. Selling a commodity doesn't mean that you automatically must sell it on price.

A commodity, by definition, is any item that cannot be easily distinguished from others in the marketplace something that is in direct competition with a large number of other extremely similar products or services. For example, suppose we have two water glasses for sale that are identical in terms of size, shape, appearance, etc. If we tell you one sells for two pennies and the other sells for one penny (and you're buying water glasses not wine glasses), which one are you going to buy? You're going to buy the one-penny glass, of course, because all other things being equal, people buy on price, right?

But that's just not true. Other things are seldom, if ever, really equal. What if you don't like the salesperson who is selling you the glass? What if the glass won't be shipped to you until next month? What if the vendor only has 8 glasses, and you need 12?

It is the salesperson's job to make sure the customer knows: (1) that other things are not equal, and (2) the he or she should buy the salesperson's (higher priced) commodity item because it's actually a better deal. And it's a better deal because the service is better, the delivery is better, the salesperson him/herself is better, and so on. The product or service itself may be identical to others in the marketplace, but all the things involved in getting the product or service to customer differentiate one vendor from all the others.

There is ample evidence that even when the product is equal to anotheridentical productpeople don't always buy on price. Think of your neighborhood convenience store. Typically, just about every item you'll find in a convenience store is more expensive than it is in a grocery store. The very fact that convenience stores exist proves that people will pay more for the exact same product (as long as there is some valuable differentiation in this case, convenience). Milk is sometimes as much as $1.50 more a gallon at a convenience store. But If you get a craving for some cookies in the cupboard at 11:00 at night, but you don't have any milk, chances are very good that instead of driving all the way to your grocery store, you're just going to run up to the convenience store, pay more for the milk and get home so you can have cookies and milk while you watch Leno.

The Final Word

As a salesperson, you MUST differentiate your company's product and services from your competitor's some how, some way. That is what selling is all about. Otherwise, a computer could answer the phone, direct the customer to a price quote on the web, and all orders could be filled digitally as well.

Think about the last time a prospect told you they could get the same product or service at a lower price. Was it really the exact same thing? What were / are the differences between your product and the other guys? The way you deliver it? The service you offer?

The facts are, other things are never equaland even if the product or service is identical to another, prospects rarely buy only on price. Remember: consumers and corporate buyers say they do because they're trying to get you to cut your price. But their behavior belies their words!

Your goal with every prospect should be to find out what his or her standards and expectations are and which of your products or services can best meet them. That way, you'll get the price, rate or fee you ask for, and you'll have customers who perceive you as a high-quality salesperson.

CEO of The Brooks Group, Bill Brooks is a world-renowned expert on hiring, sales management, business development, and sales. He is a thought leader in the sales and business development community and the author of 15 books published by John Wiley & Sons, McGraw-Hill and other world-class publishers.

He is the former CEO of a $300 million sales organization with over 4,000 employees nationwide. In addition, he coached college football for 14 years with a 65% win record. He has also been a university dean and faculty member.

Bill is a honors graduate of Gettysburg College, where he was an All-East football player and class president, and earned his master's degree at Syracuse. He is also a member of the Speakers Hall of Fame and holds the Certified Management Consultant designation.

For more information about sales training, or to contact Mr. Brooks, contact The Brooks Group (http://www.brooksgroup.com) at (800) 633-7762.

Buyers Are Sharks Dont Be Shark Bait

2009-01-05T06:00:00.003-08:00

Writen by Steve Martinez

I was talking with a new salesperson when he relayed a sales call nightmare with a large hospital. He described the sales call of entering the domain of this seasoned buyer. He said, "It was like plunging in the dark waters of a hungry shark's feeding ground." It was unfriendly waters because the buyer's office seemed larger than life and the surroundings created the environment of power. The buyer began the conversation assuming absolute control over the conversation. The salesman was hit with a barrage of questions. The buyer wanted to know what the company offered, what made them different, what the return on investment was and other details of the offering including what the best deal was. When the buyer is a shark, the salesperson is placed on their heels as confusion and fear dominate them. The new salesperson felt like a rung out sponge for information. Unfortunately, the salesperson left the office with no information on the buyer's needs or opportunities.

Reverse the Power of the Shark with Questions The power of sales comes from good questions. One of my favorite rules for sales is this - "he or she who controls the questions, controls the conversation". The new salesperson was in a tough situation the minute they were hit with a barrage of questions. The salesperson never gained control and was taken advantage of. If the salesperson had asked one question of "why", they could have taken control and made a difference. Every salesperson must have a few shark proof questions and remember that they are on a quest for information. Questions are the power tools of effective salespeople. Here are examples of how to turn the tables on a shark. We have highlighted the key words in bold letters.

Examples: Why is that important to you? When are you looking to start? How would you like us to help? What are your goals for this project?

With a focus on controlling the conversation and gathering information you will reach a point when you have an understanding of the prospects needs. At which point you can provide answers. Remember, when you get into these tough situations, slow the pace and use the power of silence as YOU ponder the next power question. When an exchange of questions is performed correctly, the salesperson and the buyer have an opportunity to learn about each other. Next time you are in dark waters, ask the question that will save your sales appointment which may lead to a strategic partnership.

The Power Of Thankyou

2009-01-05T06:00:00.001-08:00

Writen by Kelley Robertson

When was the last time you thanked your customers?

This often neglected gesture is a very powerful sales tool. As a small business owner, I want to know that the companies I chose to work with appreciate my business. Here are some of the opportunities you have to thank the people around you.

1. When they place an order or make a purchase of any type. This may sound pretty obvious but my experience has taught me otherwise. Do you remember the last time a retailer thanked you for shopping at their store? Has the cashier at the local grocery store thanked you lately? What about the clerk at the gas station around the corner? How about your suppliers or companies you use to support your business? I use several hotels across the country to conduct my training workshops and some of my sessions are multi-day program which means I can spend several thousand dollars. Yet, I can count on one hand, the hotels who have thanked me for choosing them versus one of their competitors.

2. When they refer you to another potential client. Much of my business is generated through referrals and I take great pains to thank everyone who refers new potential clients to me. A good friend of mine sent many referrals to an associate yet, the other person did not take the time to thank him or reciprocate. Needless to say, my friend has stopped sending potential clients his way. Simply because he wasn't thanked.

3. When they contact you regarding a service issue. Most companies don't think of thanking customers for complaining. Far too often, business people and employees try to redirect the blame or justify what went wrong instead of thanking their customer for pointing out the shortcoming. However, when people do express their concern with something, they are providing you with a golden opportunity to take corrective action and improve your business. Shortly after launching my website, a client encountered a problem and received the incorrect item for an online order she had placed. I thanked her because she helped me correct a problem I didn't know existed.

4. When they make a payment. This morning, as I wrote this article, I received an electronic card from my personal coach who I work with on a regular basis. She thanked me for the timeliness of my payment and commented how quickly she usually receives payment. This, in turn, made me feel good because I now know that she recognizes this. Her thank-you will encourage me to continue my prompt payment habit. If she uses this approach with all her clientele I'm sure she doesn't encounter cash-flow problems very often.

5. When they help you solve a problem. I recently faced a minor problem with one of my clients. I asked one of my key contacts in the organization to look into the matter and in a matter of hours the situation was resolved. Without his help, I might still be dealing with the issue. Assistance or action like this requires recognition and a simple thank-you can go long way to reinforce someone's behaviour.

6. When they are loyal. If you have long-term clients it is critical to thank them for their loyalty. We often take these individuals for granted and forget that they, like anyone else, want to feel appreciated for their business. I firmly believe that we should send regular thank-you cards or notes telling people that we appreciate their business. A friend of mine, who also owns a training company, has a thank-you party every year. He invites many of his customers for an evening of dining and entertainment as a way of thanking them. Plus, it gives them a chance to network with other like-minded people, often resulting in the formation of new business relationships.

There are several ways to you can thank someone. You can say thank-you in person. You can call the other person. You can send an email. Or, you can write a note or mail a card. My preference is to send cards because most people receive very few thank-you cards. An inexpensive card with a few handwritten comments can help you stand out from your competition. Plus, many people will keep a card on their desk which keeps your name in their mind. Yes, it takes some time, but the payoff is usually worth it.

One last comment. I know you are busy and like most business people, that your time is precious and more valuable than ever before. Therefore, I want to thank you for taking the time to read this article. I appreciate it!

Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of "Stop, Ask & Listen Proven sales techniques to turn browsers into buyers." Visit his website at http://www.RobertsonTrainingGroup.com and receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine.

Research Supporting Roi Based Selling

2009-01-04T06:00:00.002-08:00

Writen by Glenn Clowney

Reduce Discounts:

Early adopters of ROI selling methodology have reduced discounting by 20-30% and realized significant up-sell and cross-sell opportunities by selling on value rather than price. International Data Corp (IDC)

Optimal pricing is all about delivering maximum value to each customer and capturing an equal value for your company in the form of fair, value based prices. PricePoint Partners

By making prospects fully aware of all the costs and benefits they become less price sensitive enabling vendors to discount less and achieve list prices more frequently. CIOview

Reduce "No Decisions":

81% of buyers expect vendors to quantify their value proposition. Information Week

Between 60-80% of all losses are due to 'No Decision.' Customer Centric Systems

Results from 707 proposals produced 30% wins, 15% losses and 55% no decision/pending. Of the no decisions only 2% became wins (98% became losses). Thomas & Company Inc.

Executives that believe that shareholder value is a critical component for making corporate decisions, 75% of them said they require ROI analysis before making an investment choice. Doremus Communications

Reduce Sales Cycles:

"On average the sales cycle is reduced 30-40% with ROI-based selling." IDC

A valid ROI sales effort reduces the sales cycle by 30-40% Gartner Group

Early adopters of ROI selling methodology have increased selling effectiveness by as much as 60%. IDC

The average sales cycle for a million dollar Lotus Notes deal is 18 months. For companies that first completed an ROI analysis, 65% reported their purchase process to be 6 months or less. IDC

Glenn Clowney, President of ROI-Calc, Inc. glenn@roi-calc.com

At ROI-Calc we quantify the business results your prospective customers will get from purchasing your product or service. We can create customized interactive flash-based calculators and other tools to help you build the "business case" your customer needs to get the internal support necessary to buy from you.

We can also customize ROI sales training that easily integrates into your current selling process to quickly double your profits by accelerating sales cycles 20-50%, reducing customer 'no decisions' rates 25-40%, and cutting price discounts 35-50%.

Glenn has managed 6 products that became worldwide market share and gross margin dollar leaders, including InternetWeek's Best of Best Award and being ranked #1 for overall product value (Information Week Survey).

To view examples of our Calcs visit http://www.roi-calc.com/demos_calculators.htm

Call 877-764-2252 and learn more in a 15 minute phone conversation than most people learn in a sales seminar.

The Art Of Upselling Three Tips To Generate More Sales Effortlessly And 3 Ways People Blow It

2009-01-04T06:00:00.001-08:00

Writen by Kelly O'Neil

Here is the good news. The hardest sale you will ever make to a customer is the first one. With the first sale, if you deliver on your promise to the customer, you establish a mutually-beneficial relationship. The customer gets what he or she wants, and you get what you want. Also, once you have received a "yes" commitment from a customer, it's easier to continue the positive pattern of continued "yeses". The customer finds it hard to break the affirmative sequence. You then will have the opportunity to Upsell them.

Upselling refers to when you help a customer decide to buy a little extra or "up-grade" slightly the final purchase. A car dealer, for example, might inform customers at the time of ordering about upholstery protection and undercoating. A shoe salesperson might suggest that when you buy a pair of shoes that you also use some weather protectant spray. These are usually small purchases that the buyer doesn't have to put a lot of thought into. The bonus is they can be extremely profitable for you as the sales person and for your organization.

Following are three key tips to effectively upsell your customers.

1. Up-sell where it makes sense. Say a customer purchases an e-book from your website. Instead of trying to upsell your customer on a $3,000 seminar, ask if he'd considered purchasing a $97 teleclass that teaches the work from the e-book.

2. Use sales incentives. Once you've received the first sale, offer a discount on the second item. Give the customer a 10% discount off their first teleclass. Sometimes a very small price break is enough to get that extra sale.

3. Identify buying patterns. Take note of how many customers who purchase e-books also buy teleseminars. This kind of information tells you what items to pitch and when. Your grasp of market research will impress potential buyers as well: telling consumers that 90% of the people who buy e-books from you also buy seminars might tip them towards making that extra purchase.

The best part of upselling is that it's practically effortless. Since it's done after the customer has decided to go ahead with a major purchase, the hard part of the sales conversation has already been done. You've already established rapport, identified needs, summarized, presented benefits, asked for the order and handled objections. Upselling is just presenting the information in a "by-the-way" assumptive manner.

Also, make sure that you include an upsale opportunity in your autoresponder within your shopping cart. For example, someone buys an e-book. In your autoresponder, thank them for their purchase and ask them if they would like to register for the teleclass on the same subject for a discount.

So if it is so easy, you might be asking, how can I go wrong?

The 3 biggest mistakes in upselling:

1. No attempt is made to upsell. I can hear it now as I write this article. "I hate to sell", "I don't want to bother people", and the ever popular "They are probably going to say no". This upselling business might all sound a bit contrived, but let me introduce another perspective to look from assuming that you only provide top notch products and services that can make your customers life easier and more enjoyable.

If you had information or a product that could help people improve the quality of their life, wouldn't you actually be doing a disservice to them to not offer it. You would actually be withholding valuable information from them. And here is the thing they do have the right to say no. AND you are in business. If you don't offer or 'sell' your services or products to prospects, you won't have a business much longer and then all the people who need you won't have access to you.

2. The salesperson comes across as being pushy. How can you avoid this? Being assumptive is the key. You've got to assume that the customer will naturally want your product or service. Begin the upsell with a brief benefit, and then if possible, add something unique about what you're selling. To avoid sounding pushy, particularly if the upsell requires some elaboration, ask for the customer's permission to describe it.

3. The upselling is made in an unconvincing manner so the customer generally refuses. This issue really links back to the objects made in number one, which is you don't feel comfortable 'selling', so you don't really make an effort. If you believe in your products and services, let the buyer see your passion. If you don'tit is time to go back to the drawing board.

Kelly K. O'Neil, Chief Strategy Officer, UpLevel Strategies Business & Marketing guru Kelly O'Neil is passionate about helping entrepreneurs succeed in business through her Business Mastery Success System. She is the lead author of "Visionary Women Inspiring the World: 12 Paths to Personal Power" (Skyward, 2005) and is writing her second book Guerilla Business Strategy with mega-marketing genius Jay Conrad Levinson. Kelly's company received several awards for her exceptional work including the PR Compass award for outstanding Public Relations, The ADDY Award for Branding and recently received the Purple Cow Award acknowledging her company as one of the Most Innovative Companies in America by best-selling author Seth Godin. For more information, or to subscribe to O'Neil's Arrive! E-newsletter filled with countless tips and resources for creating more profit in your business, visit http://www.uplevelstrategies.com. Please contact UpLevel Strategies at (408) 615-8150 for a Complimentary 30 Minute Strategy Session.

The 5ws Of Prospecting

2009-01-03T06:00:00.003-08:00

Writen by Liane Bate

Prospecting is an art. While you may be a natural at getting prospects for your business, it usually takes some time and practice to finally be able to find them for your business, and do the right thing once you've got them. To be really good at it will take some planning and preparation on your part, but once you've done it often enough, it will become second nature. You first have to understand the 5Ws, or the Who/What/When/Where/Why/How of prospecting before you can lead your prospects to success.

What is prospecting? Prospecting is the art of going out and finding new customers for your business, and a new team for your downline. This can mean signing up people you know, or signing up complete strangers to your program, and then teaching them to do what you have done to advertise and expose your business.

Who are your prospects? Your prospects are people from all walks of life. They can be the warm market, or your circle of influence, meaning your friends, family, relatives, co-workers, and everyone you know that you already have a relationship with. Prospects can also be referrals, or personal recommendations from someone else. For example, maybe your friend knows someone else who may be interested in your business. They can come from your advertising efforts in newspapers, ezines, on your website, from your flyers, business cards, or internet banners. They can come from the cold market by approaching complete strangers in places you go every day or on the internet, and they can be bought prospects from lead generation companies.

Where do you find prospects? As mentioned above, prospects can be found right in front of you within your circle of influence the people you already know. You can ask for prospects from both the people you already know, and also from the prospects who end up declining your offer. The people who turn down your business can be a good source of referrals. If they say, "No", then you simply say something like, "Thank you for considering this business. Do you know of anyone else who might jump on the opportunity?" Remember that if you never ask, you will never receive! Prospects can be found everywhere you go in a day, such as the gym, the coffee shop, the hairdresser, the mall, the grocery store, or the bank. You can get them online when they sign up on your lead capture page, or as previously mentioned you can buy quality leads.

When is the right time to gather prospects? Anytime! Okay, maybe not at 3am! Why? To build your customer base and your downline team and grow a business by teaching others to do what you have done so that they can also teach others to do what they have done.

How do you get prospects? This is probably the most important question of them all. As I said, prospecting is an art that takes practice, so it helps to start by setting goals that are measurable, realistic, and achievable. Know what you want and when you want it and do something every day to work towards getting it. Practicing means knowing what you are going to say to your prospects before it happens by using a script, and then eventually becoming comfortable and confident enough that you don't need the script anymore.

Once you've set your goals, you can give yourself an added edge by learning as much as you can about your business, your products and services, the compensation plan, and everything you possibly can. When your prospects have questions, you want to be able to answer them with confidence and ease. You want to listen to your prospects and what their needs are, and if you don't have the answers to everything, you want to know who your upline support team is and how to get ahold of them. This is part of what it takes to be a good leader. A leader has excellent listening skills. They mentor, train, support, encourage, and lead by example via conference calls, recorded calls, websites, on-one-one presentations, or audio and video presentations.

Finally, it's good to distinguish between a good prospect and a bad prospect. Good prospects are confident go-getters who can make a commitment to your business and to learning all they can so that they, too, can teach those below them. A bad prospect is one who is indecisive or just checking things out without being serious about the business. It is up to us to walk away from prospects who aren't really into the program. We don't want to beg or plead them to join with us we want to grab those who are enthusiastic, ready, and willing to be on a winning team.

Liane Bate owns a Plugin Profit Site web business, is a member of Success University, and the IAHBE. Visit: http://www.HonestMoneyMaking.com