Thursday, April 30, 2009
eBay Tips
8 Steps to Guarantee Closing
It's best to have the goal in mind - the sale. So let's start from the end and work backwards.
1.How to make the sale?
Get all the powerful people - especially the most powerful person to commit to your offering. This is the person with the ability to say yes and it happens. Don't be fooled by those who can say no. Anyone can get you eliminated.
a. If it is a business sale, there may be lots of people involved. The ultimate decision-maker is usually in the executive suite, and listens to associates and subordinates.
b. If it is a consumer sale (car, house, personal item), determine who has the power - husband, wife? Children can be significant influencers. Emotional buys happen, but will be returned unless the power and influences are synchronized.
2. How to get powerful people to commit?
Ask for the commitment. i.e. "Since you're feeling good about what we've just discussed, can I have your commitment that you will support me/my company.
a.If s/he says "yes", you've won a vote - not the sale - unless it's the person with the power to say yes and it happens.
b.If s/he says "no", ask "How come?" i.e. "Seems like you have some concerns. Please explain"
3.How do you know what s/he is feeling?
Ask the magic question - "How do you feel about what I've just presented?"
a.If s/he feels good - that great - go for commitment. See 2 above.
b.If s/he doesn't feel good or shows signs of hesitation/objections, ask "What's the issue." See 2b above.
4.How do you know what to present to make her/him feel good?
Ask questions about what s/he wants/expects. "What would the perfect solution look like to you?" "What will it take to get your vote?" Stop talking and listen. Then base your presentation on what s/he has said.
a.Be sure the answer comes from this person. The biggest mistake is to ask others what someone else wants/expects.
b.If s/he doesn't say the things you think s/he should be concerned about, expose and entice, i.e. "Are you aware …" "Others have used … and found that…" Don't push. Sense if there is any interest only. Otherwise let it go.
5.How do you get to ask questions?
Make it a condition before you do any presentations. i.e. "I know you're expecting me to tell you about our stuff, but before I do, can I ask you a few questions about your wants and expectations so I don't bore you with information that is of no interest to you."
a.Ask questions when alone with her/him. People reveal more one-on-one. Remember you have to appeal to this person to win his/her vote. It's not about the company or the other people.
b.If you give the presentation before the interview, you lose. They get to know all about you and you learn little. Rescue strategy, when you can't resist the urge to present, is to ask each person the magic, feeling question. See 3 above
6.Who are the people to be questioning?
All the people who are touched or impacted by your product, especially those in high places. Win each of these people's vote. Ask to meet their boss so you can ask questions and win his/her vote. The powerful will make the final decision. Don't argue. It is what it is. Besides, what would happen if your competition gets to the bosses.
7.When do you start going after all these administrators, decision people and senior execs?
This is a lot of work.After you qualify that this is a good company and a good opportunity for you to pursue. Anything with life is not good for you. Use history to determine the types of companies/opportunities that have gone well for you and those that haven't. Seek only those that fit this profile. These are the plumbs and should close at a 70% rate if you do 1 through 6 above. Leave the rhubarbs for your competitors. They will die slowly while you use the time to find more plumbs.
8.How do you find enough prospects to be choosey?
Have a systematic prospecting program. Fortunately there are many levels and types of prospecting. Your easiest prospects are those who you currently do business with. Develop high level relationships,How? Read my book - TAKE ME TO YOUR LEADER$), and you will get 100% of the business from 100% of your clients. Your toughest prospects are new account, cold call, greenfield prospects.
a.Prospect for those that fit your profile.
b.The more organized your approach, the better you changes of finding quality leads that are interested in doing something. Then do 7 through 1 above in that order only.
c If you don't prospect enough, you won't have enough plumbs and you will gravitate to the rhubarbs.
See selling is very systematic and can be easy. People make it tough by pushing product, going after everything, and trying to beat the competition. Best case these people close 30%. Do the above and you'll soon be closing 70% of those you choose to pursue.
About The Author Article Source: http://EzineArticles.com/?expert=Sam_Manfer |
Ten Tips for Choosing the Right Direct Sales Company
Direct sales can be your ticket to a profitable home-based business. There's low risk and low overhead - and you'll find lots of conversation, creativity, and cooperation among the company's representatives. But how do you know which company is right for you? Here are ten things to look for as you research your options.
1. Products. Successful direct sales consultants exude a genuine enthusiasm for their products. Before joining a company, you'll need to have the inner conviction that your company brings products and an opportunity that no other company can. It's important for you to get your hands on the products before you sign. Place an order or, at the very least, request a catalog and product samples before joining.
2. Passion. Does this company involve a business you are truly passionate about? One of the nice things about a direct sales business is that you can often find one that suits your personal passion...whether it's cooking, home décor, beauty, or scrapbooking & cardmaking. And when you're genuinely enthusiastic about the industry and the product, you'll feel as though you are sharing, teaching, and helping - not selling.
3. Initial investment. What kind of cash outlay will your start-up require? Look closely at the company's joining fee and/or the cost of your business starter kit, but also think realistically about how much inventory you'll need to have on hand and what kinds of business supplies or products you'll need to get your business started.
4. Monthly minimums. What kind of personal sales volume is required? Are you ready to invest the time and energy that this level of business building requires?
5. Compensation Plan. Each direct sales plan is different, and it's important to look over the fine print. What is the commission rate and how is it paid? How are you awarded for recruiting others? How does the company handle breakaways?
6. Control. How much control do you have over the way you build and promote your business? Ask to see the company "rule book" before signing on.
7. Support. What kind of support networks are in place? How involved in the business is your upline? (Is your upline able to answer the questions in this article, for example?) How quickly does he/she return phone calls and emails?
8. Advertising. What kind of advertising and promotion does the company deem acceptable? Most companies have rules for the way their logo and trademarks are represented, both online and off.
9. Accessibility. Does the company offer exclusive products? Also, take a look at the level of saturation in your particular market. A newer company that offers quality products may hold a lot of promise in your particular industry.
10. E-commerce. Does the company have an e-commerce option? Many direct sales companies are now offering replicated websites so each representative can promote an individual online presence. A few direct sales companies even have shopping carts alongside these websites so you can make sales online, too, with the product dropshipped from the home office.
Take your time researching your options. When you have found the company that's right for you, you'll know it.
About the author: Susie Cortright is the creator of the award-winning online magazine http://www.momscape.com as well as a representative for a rapidly growing new direct sales company. Learn about the company she chose here: http://www.momscape.com/business.htm
Wednesday, April 29, 2009
Sell More Products and Services with Testimonials
Testimonials are all-important to sell anything. You may already have testimonials for your new book and service, but do you have testimonials for other promotional pieces?
Next time you check out a Web site, notice the testimonials. Testimonials imply approval and recommendation. It's great to have them for your product, even your service; yet, most professionals don't use testimonials for the most important marketing tools--the ezine, the article, and the teleclass.
The Ezine
Does "Subscribe to my ezine" motivate you? To draw your target market's attention, you need to title your ezine and add a short benefit-driven description. Just like a guru recommending a book, you'll reap far more subscriptions when you add a testimonial.
Ezine subscriptions doubled in just one month for "The Book Coach Says" when the Web site added a ezine testimonial from Dan Poynter, self-publishing guru, "Book writing and marketing nuts and bolts--definitely worth your time."Âÿ This short line ran just above the place to collect ezine addresses for the ezine.
The Article
Those of you who send articles to opt-in ezines and other Web sites are probably increasing your ezine subscriptions as well as selling more products and service.
To take this one step further, add these articles to your own Web site with a navigation bar "free articles." People visit your site because they want free information.
After they get to your free articles, put a blurb at the top. When people compliment you on your article, use their blurb as a testimonial right above your articles. Here's one from a reader that added many new eBook customers: "You hit another one out of the park. I learn just what I need from your succinct, informative and original articles. Thank you."
The Teleclass
Just like a book, this product will pull far more participants when you add testimonials from past classes to your email sales letter.
"WOW! My Sales Letter worked!!!! Thank you for presenting your 3-session teleclass and eBook 'Create Your Homepage With Marketing Pizzazz.' You helped me focus on who my target market really is-- a major accomplishment. Knowing the difference between benefits and features helped me produce a sales letter that got me a sale the next day I put it up on my site."
- Harriet Meyerson, "Fire Up Your Staff On A Shoestring
Budget"
- http://www.confidencecenter.com
Web visitors don't want to take much time. They only want to spend time on what they know will assist them. Expand your use of testimonials to capture your potential buyer's interest. Then watch your sales grow!
Judy Cullins, 20-year book and Internet Marketing Coach, Author of 10 eBooks including "Write your eBook Fast," and "How to Market your Business on the Internet," she offers free help through her 2 monthly ezines, The Book Coach Says...and Business Tip of the Month at http://www.bookcoaching.com/opt-in.shtml and over 140 free articles. Email her at mailto:Judy@bookcoaching.com
Stand Out From The Crowd With Your Logo
Working as a web designer and web marketer I spend a lot of time everyday looking at websites. One thing that amazes me is the amount of sites that do not have a logo.
A logo is the personality of your business. It should be the first thing someone sees when they come to your site. It should tell about your business, who you are and what you do. You should look at developing a logo as important as developing a name for your site/business.
A logo builds brand awareness. Can you picture At&T, Coke, Ford, Chevrolet without their logos? All of these companies have logos because they know they build brand awareness. And coupled with the logo is a slogan that each company feels separates their product from the pack or that makes it interesting for their current and future customers.
How important is a Slogan? The tissue was first marketed as a "face towel." Sales where not good for many years, but when it was reintroduced as a "throw-a-way" handkerchief it become successful. Their new slogan, "don't put a cold in your pocket," took an old idea and gave it a new success.
How many slogans can we come up with?
"Add some muscle to your site" Geeks On Steroids
"That frosty mug sensation" A\&W ROOT BEER
"A-1 makes hamburgers taste like steak burgers" A-1 STEAK SAUCE
"Ace is the place" ACE HARDWARE STORES
"Plop, plop, fizz fizz, oh what a relief it is" ALKA-SELTZER
"You\'re in good hands with Allstate" ALLSTATE INSURANCE
"Don\'t leave home without it" AMERICAN EXPRESS
"Reach out and touch some one" (1982) AT\&T
"The Ultimate driving machine" BMW
"The Greatest Show on Earth" BARNUM & BAILEY CIRCUS
As you are well aware this list could go on for pages but we hope you get the point. All successful companies have some sort of slogan that goes along with their main product in order to make it more enticing for their customers to use it. Don't think you are too small to worry with this as you should always think big and do what other companies have proven works.
Janeth Duque http://www.geeksonsteroids.com
Sales In A Flash!
Tuesday, April 28, 2009
How To Take The Right Steps To Increase Your Selling Results
Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single phone call. If you’re selling a complex product or service you won't get the order after a single face-to-face sales call. There are a number of steps involved in making a sale. If you want to make more sales, more quickly, more profitably, and do it more often you need your own personalized selling model.
This model consists of all the steps beginning with the identification of a sales opportunity and ends with the customer’s commitment to buy. Each step must be clearly defined and as a professional salesperson you must know each step like the back of your hand. How would you answer this question: what are the routine steps you take to generate sales for your company? If you’re answer isn't quick, crisp, and concise it means you need to do some homework.
In step - there is only one major way to get in step with your customers and potential customers. The single best way to get in step with your customers and potential customers is to ask rock solid questions. Assume nothing question everything. Remember, the more experience you have the more assumptions you'll make.
People are unique and so are your customers. It's not too early to start asking your customers this question. "What are your priorities for the year 2005." Don't assume you know until you ask the question and listen to their response.
Out of step - do everything you can to be out of step with your competition. From your customers perspective you don't want to look like your competition. Do everything you can to be different. Small differences create big advantages for you.
Example, attach a small ribbon to literature whenever you send it or leave it behind. Your promotional pieces will always standout from the rest of the stuff on your customer’s desk. The road to success is paved with differentiation.
Watch your step - personal and professional goals (in writing) determine who you are and establish very clearly where you're going. Imagine you are on one really giant and humongous stairway in life. If you could jettison yourself to the last step on that stairway and sneak a peek back down, what would you see? Probably lots of small steps.
One step leading to another. Always remember every step you take is moving you up or down on the stairway called life. View the steps as action plans on your way to achieving your next goal.
Step down - if the walls are starting to move in on you and you are feeling edgy and stressed you probably have too much on your plate. Translation â€" you’re trying to do too much at one time. When you have so much to do it makes you dizzy just thinking about it, change your focus to doing less instead of more.
Try this; write down three things that are low value time busters. Take the list and toss it away. Forget about doing these three things. Why would you even think about doing low value, time busting, time wasting, aggravating, annoying, and pain in the butt things? Try checking voice mail and e-mail less frequently. The messages will still be there.
Your life needn't be lived on a treadmill that's going full throttle 100 percent of the time. Step down periodically to enjoy the journey called life. Step down if you want a change of pace.
Step on it - time matters most. Watch your watch and keep track of your time. Don't waste your time on anything frivolous. If what you’re doing doesn't add value to your customer or make you money, why are you doing it? Today is the most important day of your life!
Are you living it that way? Being busy isn't the same as being productive. Perspiring and getting results are two totally different pictures. The former feels good while the latter is good.
Step up â€" and take action on all the things you are meaning to do. Procrastinators aren’t born they’re made from a lifetime of putting things off. Invest two hours this week to clear your desk. Create two stacks, MATTERS MOST and DOESN’T MATTER.
Take everything you’ve been meaning to do and put them into one of these stacks. Once done, prioritize the MATTERS MOST stack and get rid of the other one. Do first things first and always concentrate on doing what matters most.
Small steps â€" it’s been said that a journey of a thousand miles begins with a single step. My guess is the philosopher who penned that wants us to take a single small step. The first step is seldom the big one.
It is however the most important one.
Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by visiting his website: http://www.meisenheimer.com
Are Your Sales Scripts Working For or Against You?
Sales scripts are a double edged sword. On one hand, they can help you present your selling points and sales rebuttals in an organized, strategic way. Used incorrectly, however, they can undermine your sales effectiveness and actually cause you to lose sales. Here’s a caveat worth considering: Although sales scripts may contain tried and proven tactics for converting sales prospects into customers, a surefire way to drive a wedge between you and your prospective clients is to sound like you’re reading a script or regurgitating memorized lines. Bridging the gap between salesperson and sales prospect often requires a conversational, informal delivery that won’t come across if you’re reciting a script.
All the World’s a Stage
One thing we often forget about in the world of business and in the business of life is to ‘lighten up’! Being too intensely serious and rigid can not only impair your ‘likeability factor’, but it can also cancel out a lot of the enjoyment you might derive from your business or career. Developing the ability to inject your presentations with a dose of personality, humor, and spontaneity can help you avoid sounding rehearsed and pushy. A certain amount of experimentation may be necessary to find out what works best for you, but that’s all part of the process.
Getting on the Same Wavelength
Flexibility is vitally important in developing rapport with a prospect and winning their confidence. If you’re adhering to a rigid script, then you’re not being responsive to their needs, concerns, and questions. Granted, listening and being empathetic is more of a challenge for some people than others, but if your success hinges on the ability to persuade and influence (and whose doesn’t?), then it’s a skill well worth cultivating. Very often the most fascinating, likeable, and persuasive people are the ones who have perfected the art of active listening.
Focus on Bullet Points
Rather than memorizing a sales script word for word, consider writing up an outline or a set of bullet points that you can impress on your mind. You may need to review the original sales script, every couple weeks, to make sure you’re ad-libbing effectively and accurately; but don’t lose sight of the way you’re communicating nonverbally, because that’s what your sales prospects are paying the most attention to.
It’s How You Say It
A lot of sales and marketing people tend to talk too fast, either because they’re so excited about what they’re selling or they’ve had one cup of coffee too many. Some may feel the need to talk fast if they have a lot of information to impart in a short period of time. Every situation is different, but in most cases, talking fast is major tactical error. First of all, it may make it difficult for your prospects to absorb the information you’re giving them (and if they’re confused, they’re not going to commit); and secondly… well, you know what they say about ‘fast talking salesmen’. One way to get a reality check, once or twice a year, is to videotape and critique mock sales presentations involving you a few of your associates. Getting their feedback and seeing yourself as others see you can be an effective way to iron out some of the wrinkles that may be thwarting your sales performance and limiting your income.
Article Source: http://www.articledashboard.com
Joel Sussman, a business writer, Internet marketer, and newsletter publisher, has created an online small business resource called “Marketing Survival Kitâ€. Get ideas, templates, and proven techniques for increasing your sales at www.marketingsurvivalkit.com
IT Sales Skills: Selling Servers and LANs to Clients
When you are running your own IT consulting firm, you will need some basic IT sales skills to effectively get your small business prospects and clients signed on for your recommended network solution.
Because small businesses are often resistant to change, computer consultants must be able to effectively and persuasively discuss the differences between a dedicated server solution and the status quo.
Know Clients’ Hot Buttons
When selling to small business decision-makers, you’ll need to speak to their hot buttons, overcome their objections, and relate your message to return on investment (ROI) and bottom-line savings potential.
IT Sales Skills
People have many different views on whether sales skills can be taught. Some think you can’t be trained to sell -- either you’re born with the gift or you’re not. Others are adamant that anyone can sell more effectively with the right training.
The Bottom Line about Sales Skills
Small business computer consultants, as well as their staff, have to adopt some kind of sales skills that they’re comfortable with -- even if they initially find selling painful. The goal here is to give you some tools to succeed, regardless of whether you’re a great schmoozer.
Copyright MMI-MMVI, PC Support Tips .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
Joshua Feinberg helps small business technology providers get more steady, high-paying PC support clients. Sign-up now to get your free access to Joshua's field-tested, proven secrets for generating more monthly recurring service-contract-revenue with PC Support Tips. Article Source: http://EzineArticles.com/?expert=Joshua_Feinberg |  |
Monday, April 27, 2009
Why We Buy - to Avoid PAIN!
Our innate drive to maintain our “comfort zone†directly affects how and what we purchase. Pain versus pleasure, similarity versus unfamiliarity and comfort versus stress; self inflected or not, are all feelings and emotions that affect most facets of our lives. How we deal with such emotion volatility directly affects our motivations to buy things that make us feel better.
Humans prefer pleasure, avoid pain, seek familiarity and would rather be comfortable than stressed out. Jack LaLane’s famous exercise philosophy of the 1960’s, “No Pain, No Gain†does not apply to most of us.
We all like things to be “just soâ€, always in line with our expectations. Anything that rattles our comfort zone generally leads to an action response, a reaction, immediate pursuit of problem resolution. Herein lies a fundamental basis for sales professionals to leverage our natural tendency to seek and purchase things that help us avoid pain.
Selling is truly a Painful Process
Most selling situations involve collaborative problem or pain definition between a salesperson and a buying prospect. The sales representative ultimately attempts to educate the potential buyer about how costly it is to them of NOT having his product or service to eliminate their pains.
Many times in a buy/ sell situation the buyer does not know what his pains are, just the symptoms of the pain. Typically he knows he wants to rid himself of the pain but needs more information from the sales person to determine what it will cost him to do that. Cost manifests itself in many forms, time commitment, effort to be made or monetary investment to solve the problem.
Get Answers to These 5 Key Pain Questions
A skilled sales person must systematically qualify, or better, DIS-qualify the buyer early in the discussion to find answers to five basic questions:
1) What are the prospect pains? (They may not know!)
2) Can I, my product or service effectively eliminate the pains defined?
3) Is the buyer truly motivated to eliminate his pains?
4) Does the buyer have the financial resources to proceed?
5) Who ultimately decides to apply the available financial resources to these pains?
It is most logical that a sales representative must secure answers to these five disqualification questions BEFORE they decide to present their pain solutions, products, information or services to the buying prospect.
This decision to delay presentation, to postpone the “sales pitchâ€, contingent on systematic disqualification of the prospect takes extraordinary discipline on the part of the sales representative. Most average sales people immediately jump into their presentation having no idea what really are the prospect’s pains, if he’s motivated to fix them, can afford the relief or whether he has the authority to make the purchase decision.
Prospect “Pains†are not Unique
With a “pain definition†perspective incorporated in your selling approach you will quickly realize that many of your sales prospects have similar pains. You can categorize these pains, define their most common causes and solutions, then prepare in advance of your sales calls written or visual selling tools specific to each common pain. Each selling tool would be used only for a specific pain.
It is also natural for your prospects to have appreciation for others who had similar problems as they have. Anything you can do to document how you as a sales representative addressed another person’s like pains with your products or services will go a long way to justify their pending purchase. Written case histories of successful application of your product or service with previous customers are excellent selling tools.
Not “Features and Benefits†â€" It’s about PAINS!
So many sales technique training programs emphasize product or service feature and benefit “sellingâ€. As a potential buyer it is nice to know all this, but prospects want the sales person to first listen to and understand their problems; how long they’ve had them, what its cost them and what they’ve done already to try to fix them. A potential buyer needs to do this first before they can fully appreciate any form of potential pain relief. (Again, save your sales pitch and get answers to the five fundamental pain questions defined here.)
Sigmund Freud, the father of psychoanalysis, once said, “We will do more to avoid pain than to gain pleasureâ€. This is particularly true if we are fully involved in pain at the time. With this prospect pain definition selling approach increases in your sales results are certain, resulting in significant pain relief for both the buyer AND the seller.
About the Author:
Mark Smock is President of http://www.business-buyer-directory.com, the FIRST international business buyer directory of its kind. Business Buyer Directory provides a non-traditional means for proactive business buyers to locate businesses for sale worldwide that meet their exact registered purchase criteria.
Understanding Why People Buy In Order To Close More Sales
People buy for their reasons - not for yours. People don't want to be sold they want to buy. In every sales conversation there is one major benefit that will cause the person to buy and major objection that would hold them back. Everything you say has to show how this will benefit the customer. If you have 10 benefits in your product 90% of buying decision will hinge on one benefit.
Remember WIIFM What's in it for me i.e. benefits
Dale Carnegie once said, "When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion, creatures bristling with prejudice and motivated by pride and vanity." In persuasion, your message has to focus on emotions, all the while maintaining a balance between logic and feelings. Logic and emotion are the two elements that make for perfect persuasion. We can be persuaded using only logic or only emotion, but the effect will be short-term and unbalanced.
Emotions create movement and action. They generate energy during the presentation and get prospects to act on the proposal being presented. The challenge with relying exclusively on emotion to persuade your prospect is that after she has left the persuasive situation, her emotions fade, leaving her with nothing concrete to fall back on. Logic plays the role of creating a foundation for emotion. This balance between logic and emotion could be called the twin engines of persuasion and influence. Master Persuaders know that each audience and individual has a different balance between logic and emotion. Your analytical type personalities need more logic than emotion. Your amiable personalities require more emotion and less logic. Always remember, you have to have both elements present in your message, regardless of the personality types listening.
Remember if your prospect is scared - try the following:
1. Give reassurance that it is all right to take this step, it is a great product and great company.
2. Overcome their fear. Sometimes fear or a bad experience from the past will cause your prospect to behave in an antagonistic manner. You must keep your cool, be completely ethical and totally believe what you're selling has real value and fairly priced.
3. Remember your prospect is not only buying for himself, but he also is buying with other people in mind. He is concerned what others will think.
Application
List the top 5 reasons people buy your product? (Benefits)
1.
2.
3.
4.
5.
Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. Beware of the common mistakes presenters and persuaders commit that cause them to lose the deal. Get your free report 10 Mistakes That Continue Costing You Thousands and explode your income today.
Conclusion
Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.
Kurt Mortensen’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!
Sharpen Your Attitude Edge
An edge is all you need to get ahead in the world of selling. You either get the account or you don’t, and sometimes you get the account by a hair compared to your competitors. So just a slight edge is all it takes sometimes to win the competition’s business away from them.
Here is how to get and keep an edge as it relates to your attitude. Remember that in selling the whole decision is made subjectively based on the emotions, not the intellect, of the decision-maker. And one way you can sway them over to your side, assuming you have all the other components in place, is to attract them to you with your insatiably positive attitude.
But the difficulty in doing this is that having a positive attitude all the time is nearly impossible in a profession where the real “work†is staying positive and overcoming all the rejection and seeing the energy and time loss of deals that don’t get closed, sales that get missed, and opportunities that go to someone else. So how does a sales rep create and sustain an attitude so positive that it actually contributes energy back into his or her life?
Part of it has to do with daily affirmations. But that only goes so far. Plus, if you remember to do them, they start sounding rote and boring. So try something much more simple, much more powerful, and much more easier to remember than affirmations.
It is a power phrase. Or call it a mantra. Or call it a short little phrase that gives you a burst of energy and creates the attitude of positive expectation in your life.
Here is what I have used for many years and this little powerful and potent phrase has helped thousands of sales professionals all over the world:
“Today is going to be the most exciting day of my life.â€
Say it as you are driving in to work tomorrow. Say it with expectancy. If you do not believe that this will work or make a difference, try it for a week and send me an email telling me I was wrong. But this short pithy phrase of positive power can give you the edge that you need to stay more positive, more focused, more disciplined, and more aggressive in reaching your goals. It will give you enough energy to get the edge and get the business. Remember that an edge, no matter how slight, is still an edge, and sometimes that is all it takes to win the business.
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
Sunday, April 26, 2009
11 Powerful Methods of Sales Lead Generation
Size Does Matter
Recently, I did a ton of traveling for business, and the theme "Size Matters" kept hitting me in the face, wherever I went. The verbal slapping began something like this...
At the airport car rental booth, "Mr. Raito, would you like to upgrade your mid size rental to a 'full size'?" Was my initial choice inadequate in some way?
Grabbing a quick, unhealthy lunch at McDonalds, "Would you like to super size your drink and fries?" Did the teenage cashier think I was too thin and needed a little extra help to pack on some extra weight?
Finally, checking into the hotel, " Mr. Raito, would you like to upgrade your room to a king size bed, with free Internet and complimentary breakfast buffet?" At 5'11", 175lbs, do I really look like I need a king size bed?
Size apparently does matter when it comes to the classic 'UP SELL' from almost every company we deal with.
Do we ever really need the larger than life portion of food, the king size bed so you can sleep sideways in comfort or even the gas guzzling car that could double for a tank? Odds are slim to none, yet people agree (sometimes even me) to the "Size Does Matter Up Sell" every day. Otherwise, companies wouldn't be wasting their precious time or energy.
Companies large and small 'Up Sell' because first and foremost 'it works', and secondly it doesn't cost them a dime to make an attempt to increase their profit from a sale they have already made. If you say no, oh well there goes three seconds and some oxygen from speaking. If you agree.... they just guaranteed themselves more money because they asked for the Up Sell.
If You Don't Ask You Don't Get!
I bet you can think of a few things you are doing right now in your profession or business that you could use this technique to try and 'get a little' or ' squeeze a little more'. Why wouldn't you? Example, you own a video store and you rent each new release video for $3.99. When the customer comes up to the counter with only one movie, why not indicate that for only .99 cents more the person could rent and additional regular video, which normally is $1.99. The sale was already made, so there was nothing to lose. Not a bad way too bring in 25% more money, just for asking a simple question.
So here is your 'Size Matters" Task to complete. Take note as a consumer from now on when, where and how companies are trying to 'Up Sell' you on a product or service? You may just be surprised. Do more than just take note, why not find your own creative way to use the 'Up Sell Technique' to positively impact your business or career?
by Lee Raito, CFP, FMA
Business and financial expert Lee Raito is a Certified Financial Planner and Financial Management Advisor. Lee has teamed up with Internet marketing expert Sam Heyer to provide you with information that will take your business success to a place it has definetly never been before. Their controversial book, Business Sexcess, is the much talked about book that will transform how you look at business. http://www.BusinessSexcess.com
Top Salespeople Know When To Walk Away
You probed, elicited needs, and you tried to advance the buyer to the next stage of the process.
And all of a sudden, you’re getting nowhere, fast.
When you call, the secretary says he’s always in a meeting. He doesn’t respond to your voice mails.
What do you do?
Keep him in your teaser file and continue to bombard him with calls? Send him a barrage of emails? Hope that there is still life in the deal?
I don’ think so. You’ve done the best you can do. It’s time to walk away.
But this is hard, because we feel invested and we want to get some payback. Also, we know how difficult it is to simply get people to any stage in the buying pipeline, and we’re reluctant to start again at the beginning.
But these reasons aren’t valid enough to justify throwing good money after bad.
You should still walk away.
I am one consultant and coach who believes that salespeople can be way too persistent with the wrong prospects, people who have already signaled hostility or hopeless indifference to our offers.
Hostility means they’ve taken a hardcore negotiating position that says take it or leave it.
Hopelessly indifferent people become unreachable, hiding behind the electronic fence of voice mail and secretaries who suddenly sound completely uninformed about anything.
Today, sadly, we have lead tracking software that keeps us hunting long after the scent of our quarry has left the forest. We never quite flush these losers from our systems.
Today, on a visit to a company in Las Vegas, I interviewed a salesman and asked him about the six prospects he currently had in an advanced position in the pipeline, ready to close at any time.
“Do you remember when you first called them?†I asked.
“Yes.â€
“Could you tell then that these prospects were special, that they were probably going to go the distance with you?â€
A slight pause followed. He lit up.
“Yeah, I DID know they were solid!†he replied, realizing perhaps for the first time that really good prospects stand up and shout, “â€I’m worth your continuing effort!â€
The rest are, for lack of a better term, losers.
Look through your database, and be ruthlessly objective. Purge all names that haven’t shown very recent and substantial interest. Focus only on those who have, and on fresh leads.
You’ll do yourself a big favor!
Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service. A frequent guest on radio and television, worldwide, Gary’s programs are offered by UCLA Extension and by numerous universities, trade associations, and other organizations in the United States and abroad. Gary is headquartered in Glendale, California. He can be reached at (818) 243-7338 or at: gary@customersatisfaction.com.
Saturday, April 25, 2009
How to Sell in Tough Times
The best suite of Traffic Tips
Whose Goals Are They?
Friday, April 24, 2009
Leads: Do You Have Enough?
Generating leads is part of every business. Everyone has to have customers and prospective customers are leads. Even the shopper perusing the weekly grocery store ads is a lead, but generally leads are potential customers whom you contact in a variety of ways, several times before they make a buying decision and purchase your product or service.
We used to think of leads as being mostly for real estate agents, insurance agents and stockbrokers, but nowadays, counselors, life coaches, and those marketing any kind of product or service via the internet must generate leads and stay in touch with them in order to sell their products and services.
How do we find these leads? There are many methods. Then what do we do with them? We continue to stay in touch regularly to remind them of our services and products.
Referrals are your best customers. That’s still true, even with the internet. Start with any client base you already have and build it with good websites and some advice from marketing professionals who will help you to get more traffic to your site. You can ask people to enter their name and email address on your site to receive free information about the very thing they are on your site to learn about.
Give free talks at bookstores and to professional organizations. Ask them to give you their email address so you can follow through with more valuable information. Always invite people to forward your emailed letters to anyone they know who has the same interests or needs.
Then you send that free information to them. Sometimes it’s a series of reports you have created. Each report is sent to remind them of you and your services. Give them some good solid content and also show them why they will need your service or product. Most of us will need professional help to create a site that will do this.
Newsletters are great, too. By this I mean a regular email to your list that includes solid information such as articles about your industry and solutions to the problems your customers or clients have. If applicable, include your calendar of events, such as talks and workshops or support groups. Definitely include a good photo of yourself to personalize the newsletter.
With regular contact to your list, following good web marketing advice, and asking your list to send others to your site, you can generate leads and build your business.
About the writer
Wallace Mettarod started in insurance sales. On weekends he helped his neighbors and children learn about their computers. Last year retired to run his own home-based internet marketing business. You can read more on the subject of leads at FSI Leads
Letting Them Use Plastic
Obtaining merchant status will help to increase your sales.
Consumers are becoming creatures of convenience; when dealing with businessesâ€"large or smallâ€"they desire ease of transaction. That most frequently translates into the ability to pay for services rendered or product purchases via credit card.
Small businesses are often denied merchant status because they can’t prove to the bank that they are good risks. You must establish and demonstrate a track record before a bank or independent sales organization (ISO) will agree to back your business. Even today, some banks also hesitate to provide merchant status to companies without storefronts, to mail order firms or to individuals with a past history of personal or business bankruptcy. Although thankfully, it is getting easier today than it was even 15 to 20 years ago.
In this article we will help you to understand the reasons you may not be able to obtain merchant status, so that we can help you find ways to more favorably present yourself and your business as candidates for merchant status.
1. Start with your own bank. When shopping for a merchant account, the first place to stop is your own bank.
When banks look at an application, they consider three critical things: the principals, the product and the process. In other words, they need to know about you, what you are selling and how you are selling it. Be sure to take the time to carefully develop your proposal. It can really pay off. Show your bank that you’re serious about obtaining merchant status and you take your business very seriously.
In spite of your best efforts, the bank may still turn you down. The next step is to approach other banks in your area. If you’re still running into roadblocks, there is another option.
2. Investigate ISOs selling on behalf of other banks. ISOs serve as a liaison between banks and merchants. Your odds of getting merchant status from an ISO may be greater than from a bank, but the costsâ€"and risksâ€"may also be greater.
Most ISOs are legitimate businesses, but it pays to be wary. The first thing you should ask any service provider is what banks they represent. When considering an ISO, a merchant should know which bank they are working for, and should check with MasterCard and Visa to ensure the ISO is properly registered. Keep in mind that this service you are buying can have a significant impact on the cash flow of your business, and don’t be shy about asking for references.
A good bank or ISO should provide reliable and trouble-free processing, with responsive customer service whenever you have a problem, all at a fair price. What’s fair depends on the risk level of your business and the terms being offered by competing ISOs. Make sure the merchant bankcard provider you choose fully supports you as a merchant with a variety of services, like check guarantee, acceptance of all major credit cards, debit cards, etc. Also make sure they fully support the equipment or software they sell you. If they don’t, ask them who does and how much extra this costs. Some programs may be appealing, but require hidden costs for assistance.
3. Clearly understand the costs involved. To better grasp the issue of costs, you must understand how credit card sales are processed. Simply stated, when you conduct a charge transaction, you will receive the cost of that sale, less a previously agreed-upon discount (from two to more than five percent), from the bank or service company. The more stable your business is, the lower your discount rate will be.
Fees are a substantial cost: ISOs typically charge fees for minimum activity, if yours doesn’t reach a pre-determined amount; fees for each transaction made, above and beyond the two to five percent discount; and fees for processing customer statements. Another cost is that of equipment. Most merchants today use an electronic draft capture terminal to process sales, which you can lease or purchase. It is more economical to purchase the equipment, but your choices will be limited by the ISO you choose. You might be able to purchase a used terminal from your ISO or buy a new or used terminal from another source. Check with your ISO first!
If you have a personal computer and a modem, there are several software packages currently on the market that perform authorization and draft capture. Make sure that any software you buy is compatible with the system used by your ISO.
4. Caveat emptor. As with any other business decision, carefully consider your options and shop around. Research the requirements, costs and services of banks and ISOs offering merchant status, and talk to other business people who are already offering credit card service. There are many reputable companies out there and, of course, there are also bad apples. As a merchant, ask questions about any company you are choosing to use. The company should be willing to answer any questions you might have, as well as to tell you openly if they can’t!
While the information presented might seen very disheartening to your getting merchant status, listen to this. Many individuals who have filed bankruptcy and have terrible credit have received merchant status.
While you may pay more fees going through an ISO, it is worth it to be able to say, Visa, Mastercard, American Express or Discover. For those of you doing any kind of consulting it is a big plus. If you eventually sell products, again it is a great convenience for your customers and many times will close the sale.
So, GIVE YOUR CLIENTS THE PLASTIC OPTION!
Copyright 2004 DeFiore Enterprises
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
The "Wall of Defensiveness": 7 Ways to Tear It Down
Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems?
That's what's been happening to Michael, who calls companies to set appointments with decisionmakers. "I have a great product that I'm passionate about," he told me, "but when I call prospects, they immediately start treating me as just another salesperson who's trying to sell them the same type of product that others have tried to sell to them in the past...Is there any way to stop them from pigeonholing me?"
Michael is hitting what I call the "wall of defensiveness" that almost all decisionmakers these days use to protect themselves against sales calls. It tears me apart that he, like so many other salespeople, have to endure this type of personal rejection as he tries to make a living.
And none of the sales training or motivational programs he's been through had helped him to solve this frustrating and debilitating situation.
In our one-on-one sessions, Michael and I discussed 7 key strategies that can break down that wall, and he's been finding that they work for him...maybe they'll work for you, too...here they are...
1. Curb your enthusiasm. This idea always comes as a shock to anyone who's been exposed to the old "sales gurus" who insist, "The more enthusiastic you are about what you are selling, the more people will be attracted to your solution"--but, boy, are they wrong! When you come across as overly enthusiastic, especially when you're on a first call to a new prospect, you immediately trigger sales pressure that tells your prospect, "I'm excited because I just know that you need what I have to offer!" But in any new situation, that's exactly what you don't know--so try cutting out your enthusiasm on initial calls. Otherwise, you're likely to hit the wall.
2. Avoid assuming that you and your prospect are a fit. You may have the "perfect prospect"--someone with the exact criteria and profile of your ideal customer. However, if your words or tone of voice say, "I know you'll benefit from our service because you fit the exact profile of our customer base," you'll inadvertently will set off alarms that will let your prospect associate you with the negative "salesperson" stereotype. Instead, learn to be humble, and avoid making assumptions until after your prospects trust you enough to share their true issues with you. Then the two of you can decide, in a natural evolutionary way, whether you're a match or not.
3. Don't think that you have to have all the answers or you'll "lose" the sale. So many of us work ourselves into a frenzy before we actually pick up the phone to call someone. Why? We're afraid that if we make a mistake or don't deliver our pitch perfectly, we'll be rejected. But it's okay not to have all the answers. Ever see the TV show "Columbo"? Was he perfect? No. He was human, humble, and unassuming, and people trusted him. It's okay not to have all the answers. Needing to have all the answers is a control trip, and when you're with a prospect, you're not in control--the two of you are in a relationship. The more you internalize that realization, the more comfortable and less frenzied you'll feel. And you'll be surprised when your prospect appreciates you for being a just another human being.
4. Don't try to overcome objections. Overcoming objections doesn't build trust. Instead, it only associates you with the negative stereotype of a salesperson who has been trained to move the sales process forward at the prospect's expense. When you hear an objection, diffuse it and re-engage the conversation on your prospect's terms.
5. Learn to diffuse sales pressure. Hidden sales pressure is the root of all sales woes. Diffuse it at the beginning of the relationship, and you'll never have to deal with it again. Shift your mindset and change your language so it reflects you being your most natural self. The most sophisticated sales strategies in the world won't make any difference if you don't know how to diffuse the sales pressure that prospects are only too quick to sense--and back away from--in any buyer-seller relationship.
6. View prospects as potential friends, not as sources of commissions. If you see dollar signs instead of human beings when you're with prospects, they'll sense your attitude and see those dollar signs in your eyes. Keep your conversations human by always viewing your prospects as people who have potential problems that you can solve.
7. Acknowledging the sales game diffuses the pressure. If you find yourself in a sales situation that puts your relationship with your prospect at risk--for example, a prospect promises to call you back but doesn't--call the "game." Call your prospect and say simply and gently that you really don't want the relationship to degenerate into the stereotypical cat-and-mouse sales game. Your message should always be, "Our relationship, not my commission, is my priority."
The bottom line of all this is: You can no longer rely on what you are selling to distinguish yourself, because there's just too much competition out there. Instead, you must focus on how you're selling. That's the only thing that will make you different from everyone else.
With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.
His profound discovery of shifting one's mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world's leading authority on how to build trust in the world of selling.
Leading companies such as Gateway, Clear Channel Communications, Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance. Visit http://www.unlockthegame.com to get his free sales training lessons.
Thursday, April 23, 2009
Sales Talent Is Available and Affordable
During my many years of reviewing and analyzing inventions, new products and service offerings I have been amazed by the innate fear of selling expressed by so many otherwise capable entrepreneurs. There exists a palpable fear of selling that mimics vertigo, arachnophobia or a fear of snakes. This fear should never stop a project from successfully entering the marketplace.
Ponder the daily aspects of life virtually all of us experience. We seek out, and interview, for jobs. We seek out, then court, and marry our mate. We compete in sports, lobby for promotions, seek support for church and charities, and support causes. Each of these, and so many other activities, require us to utilize some portion of a sales experience.
In reality, sales are nothing more that asking for a preferred result. The seller wants to receive consideration in return for placement, or acceptance of their product or service. A selling situation almost always requires an equal transfer of benefits. A simple example is selling a car. If book value of a car is $5000, and the seller asks $7500, the sale will almost never happen unless a witless soul arrives and can be hustled.
Nevertheless, many people get the sweats, can’t sleep, or hyperventilate at the mere thought of an imminent sales presentation. No matter how confident they may be in all other situations, standing, presenting, selling their opportunity before a stranger is a chilling experience. There are affordable alternative options available to avoid this difficult hurdle for many entrepreneurs.
1. Utilize the inter-net. There are many web-sites specializing in specific areas of sales: technology, consumer products, hard-goods, giftware, etc. SalesGenie.com is one, but a thorough search will turn up many more. These e-commerce sites specialize in matching sales agents with appropriate products.
2. Research trade organizations specializing in your product category. One example, if you develop a new hair care device, research the Barber, Beauty, Salon Institute (BBSI). This is an industry specific trade group that organizes expositions, lobbies, provides research and acts as a central clearing-house for the salon market. Sales agents are members and are always seeking out new products to represent, and they work on commission. From hardware to auto parts there are similar trade associations seeking the next hot new product.
3. Hire a consultant. There are many consultants specializing in sales and marketing within specific industry categories. The advantage of a sales consultant is that they will work more closely with a seller to customize the approach, strategy, the offers and promotions. This will result in a stronger opportunity to close a deal, and that is always goal number one. Search the inter-net using keywords such as sales consultant, sales engineer, sales strategy, marketing consultant, and hundreds of other search-word combinations. Remember to always get and check references.
4. Visit and utilize gift mart showrooms. There are huge permanent Gift Marts in Dallas, Atlanta, Chicago, Los Angeles, New York and Los Angeles. Millions of square feet are devoted to presenting a bewildering array of products in licensed showrooms. Each showroom also has a field sales force covering specific states. These territories are assigned by vendors (sellers) and are commission based. Again, most of these thousands of showrooms specialize in a product or category. From Christmas, to lighting, to tabletop, to clocks, and thousands of other product categories, you may discover a sales group potentially ready to handle your line of product.
5. Seek out expositions, fairs and trade shows specific to your commercial opportunity. I typically walk trade shows to network for clients. This is invaluable. Each category of product has an inside baseball aspect. Trade terminology, unique trade terms, assigned coverage territories, trend cycles vary greatly by industry. You need to learn what is going within your area of interest and there is no better place than shows to study, research and meet potential sales partners.
These are only a few ideas offering alternatives to fear of selling. There are far too many opportunities that never get off the ground simply because the creator believes, “I am not a salesmanâ€. You do not have to be. There is a sea of experienced sales talent ready and able to sell their expertise.
Duquesa Marketing, Inc. is an international consulting firm with over 35 years experience looking at hundreds of new products, concepts and inventions each year from entrepreneurs, inventors and companies all having the same goal; to commercialize their product. The ideas and products that succeed invariably consist of the same basic elements. In order to successfully place a service or product in this very aggressive marketplace no shortcuts are tolerated. There has never been a better time or place to launch that needed new product, and the rewards have never been greater.
Geoff Ficke is President of Duquesa Marketing, Inc. An international consulting firm with over 35 years experience in creating customized strategies and business plans, product development and funding opportunities for entrepreneurs, inventors and small business expansion. Mr. Ficke is also a Senior Fellow at the Page Center for Entrepreneurial Study at the Business School, Miami University, Oxford, Ohio. He can be reached at 407-260-1127 or through the company website, http://www.duquesamarketing.com.
Build & Protect Your Confidence
I can remember the first time that I had to get new customers from a cold start. I was a sales rep at IBM. I had only been selling for a short while since graduating from college, and I didn't really know what to do.
When I started working for IBM, I was given extensive sales training. My sales training period took me 9 months, which you may be surprised to learn was considered fast back in 1987! IBM wanted its salespeople to be well prepared to sell any of its products to any business that wanted them.
So you'd think that I would've been well prepared for sales prospecting with all that sales training.
I wasn't.
Our sales training did not give me any advice on sales prospecting or lead generation.
IBM's sales training was very good, but I started out being groomed for large account sales. After my first year of working on a large account, I was moved into IBM's new business group. Even though I was excited about this new challenge, it was not what I had been trained for.
Fortunately, I had a great sales manager who new how to create new business. One of the things he suggested was that I get my year off to a quick start by running a seminar for the medical groups and hospitals in my territory.
If he had not suggested this to me, I might have gotten intimidated or frustrated at the idea of making cold calls to generate all of my new business.
I ran the seminar, and it turned out to be a big success generating many sales leads. My year was off to a fast start, and I was feeling pretty confident about my sales abilities.
I tell you this story, because sales confidence is in many ways a fragile thing. Success builds on itself. Too many salespeople are thrown out there with a sink or swim attitude by their management. If I hadn't had the help of a great team of people around me at IBM, I probably would have been frustrated and hated cold calling and prospecting. And, I most likely wouldn't have had the stellar year that 1989 turned out to be for me.
Confidence is often created through positive experiences. However, what do you do when you have little experience in something like generating new business or making cold calls?
You find confidence, by looking for a way to do something that you personally believe you can actually do. The key is belief. You must believe that you personally can actually do it.
One of my clients who wants to grow his business recently felt unwilling or unable to make cold calls. Why? Because he hates being the target of cold calls himself. You know the kind. The telephone rings, and after a long pause, some telemarketer asks for you by mispronouncing your name. And then they try to keep you on the line forever at dinner time.
The thought of making such a call on a business was very demeaning to my client, as I am sure it is to many of us.
Bad selling by masses of poorly trained telemarketers makes it difficult for many of us to sell well. When we experience cold calls such as these we don't want to appear like this ourselves. It makes us ashamed to be in sales, even fearful of making cold calls.
As a result, many people hate the thought of making cold calls. It doesn't fit into their self-image as professionals. A loathing starts to creep in at the thought of making a cold call. It builds to the point where one can't, or won't, make the call.
So how do you get past the fear to a state of confidence without any experience?
Follow these steps:
- Find a technique that you believe you can perform. One where you will feel respected, helpful, useful, valuable, whatever.
- Find examples of people, preferably like yourself, who are using the new technique successfully. Recognize that you can succeed precisely because someone else is already doing this successfully.
In my client's case, I explained that true cold calls are the ones made to people who have never heard of you or been exposed to your message before in anyway. Not only are these kinds of calls difficult, they are not very productive precisely because they have never heard your message.
So I made the simple recommendation that he warm-up these calls by preparing a direct mail sales letter to send to his target market first. Now my client found something that he believed that he could do. The prospects would receive a letter in advance written by a professional copywriter. Not only will he get some hot leads calling him out of this effort, but he feels confident about making calls to the remaining warmed up prospects.
What's important here?
Make sure you plan for success. Choose a strategy that is proven to work by others. By doing this, you can have the confidence to persist in the strategy if at first it does not work as perfectly as you had hoped.
When you are stuck, get into action by finding a method that someone else is using successfully. Notice the challenges they overcame and how they did this.
Sometimes it's the small steps that matter most on the way to greater sales success.
© 1999-2004 Shamus Brown, All Rights Reserved.
Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/
