How to Get Past Call Reluctance and Make Your Calls More Profitable

Getting past call reluctance is one of the keys to successful cold calling. Understand what's causing the reluctance and work on a solution. The three main causes of cold calling reluctance are lack of a plan, attitude and fear of rejection. Cold Calling Tip #1: Have A Plan. Planning is a key to success in anything you do in sales. Know who you're calling. Write a thumbnail sketch of the people you're calling. What I mean is get specific about the group of prospects in your target market. How old are they, what kind of work do they do, where do they live, and what kind of challenges do they have. The better picture you get of who you're calling the better you'll understand and relate to them. The second part of this cold calling tip is know what the big picture is for you. Why are you in sales and what benefit does your product or service bring to your target market? Decide what your objective is for the call, get the appointment, name, etc. Plan out what you're going to say. Have a written script that tells you exactly what you'll say. Know what objections may arise during the conversation and how to handle each one. Understand how and when to close. It's not just picking up the phone and hoping for the best. Put your plan on paper so you can see it and internalize it and your cold calling success rate will increase. Cold Calling Tip #2: What's With Your Attitude? Improve your attitude and you'll improve your results. I've seen a dramatic difference in my phone success based on my attitude. When my attitude is bad, people are less receptive and my success rate goes down. When I'm feeling good, my success on the phone goes up. I guess it's not that everyone else is having a bad day. Work on your attitude everyday. Make a decision to have a good attitude. If you have a bad attitude don't pick up the phone. Stop watching the news and start reading positive books. Have fun on the phone, make someone smile. Cold Calling Tip #3: Don't Take It Personal. Remember, not everyone you call will be interested in what you have to offer. So be prepared for rejection and understand they aren't rejecting you they're only rejecting the offer you're making them. Thank them and move on to the next. Cold calling is time consuming and nerve racking for many sales people. If you expect and prepare for the best, you'll have a better chance of the best happening.

A Low Cost Merchant Account

If you are new to the business world, you may believe that a low cost merchant account is beyond reach. You might reason that every dollar of profit you make should be funneled right back into the businessÂ’ products or services rather than into an account that facilitates electronic payment processing. But a merchant account may be the very asset your business needs in order to achieve the growth you want to see. By providing your customers with alternative payment options to cash and check, you are inviting them to spend more and pay according to their preferred method, since research shows more consumers are choosing to pay by credit card than any other means.

A low cost merchant account can help your business grow by enhancing your marketing plan. When the word gets out that your company offers electronic payment services like credit card swiping, telephone dial-up, and Internet Website payment options, customers will be impressed and may be more likely to check out your various options to see for themselves how easy you have made it for them to shop with your company. Naturally, you donÂ’t have to offer all these options at once. But you can start by getting approved for merchant account services and then setting up one type of credit payment option to see how customers respond. If all goes according to plan and growth follows the expected trend, you may decide to add another option to further expedite payment procedures.

Your low cost merchant account can put a terminal-printer on your checkout counter to help your cashier process credit payments in addition to making change for cash payments and getting the managerÂ’s check approval. When customers know that you accept credit cards, they may be more likely to spend more than they would have otherwise. They might even buy gift cards or novelty items in the checkout line. If you deliver goods or services with an appliance installation service, for example, you can buy or lease a wireless credit card processor that can go wherever you do for point-of-sale processing. You donÂ’t have to worry about statements that wonÂ’t get paid or billing customers each month for the next year. A credit card sale can finalize the account to the satisfaction of both your client and you.

When you are ready to grow your business to the next level, with a low cost merchant account, you can apply for digital credit card processing by installing a telephone credit payment service. This will allow customers to call in at any time and key in their credit card account number for payments without the aid of a customer service representative. Then you can add a company Website with a credit-processing feature where customers can order services or supplies and pay on the spot with a credit card.

DonÂ’t wait too long before making the move to electronic credit card processing equipment. Your customers expect it, and your company needs it to stay solvent and experience serious growth. Start thinking about applying for a low cost merchant account.

Article Source: http://www.articledashboard.com

Shane Penrod is the founder of www.merchant-account-quotes.com Specializing in allowing merchants the ability to shop and compare multiple quotes from national merchant account providers. For free quotes on merchant account rates and fees, please go to www.merchant-account-quotes.com

Reduce to the Ridiculous

A life insurance agent sits across the dining room table from a couple. The couple is middle class with two children ages 2 and 10. After conferring with the couple for 45 minutes the agent has designed a plan to protect the family against death of either the mother or father or both. The agent slides the proposal across the table to the parents. The parents glance at the proposal and see that the plan will cost them $50.00 a month. The couple hesitates then glances at each other.

The agent observes the hesitation. He anticipates an objection and reaches into his pants pocket and pulls out 2 quarters, 2dimes, 3nickels and 4 pennies. He then puts the change on the table and states that “The children’s future will be protected in the event that a tragedy takes the life of one of you or both for a little over a dollar a day or a cup of coffee.” In sales, the next one that speaks loses. The couple smiles and asks “Where do we sign?”

This is called “Reduce to the Ridiculous” and it is a form of “framing.” In the sales profession this is a very effective way to overcome the “monthly objection.” Millhouse framed his decision in the very same manner. The salesman reduced to the ridiculous and Millhouse bought. Forty cents a day sounds better than $12.40 a month. The couple in this example was faced with the dilemma of $50.00 a month. The children would still be taken care of financially in the event the parents died but $50.00 a month is a lot of money, that is $600.00 a year or just $1.61 a day. “Wait a minute, just $1.61 a day? We can do that! Where do we sign?” What does this say about our customer base?

People do not respond the same to prohibitions and allowances (Plouse, 1993). Take for instance the agent and the couple or Millhouse and the salesman, both were faced with a substantial amount of money out of pocket even though the need warranted it. When the agent and salesman turned the concept around to the point of value for only pennies a day, the customer’s frame was changed and the sale was made. The “framed” saw that the allowances far outweighed the prohibitions regardless of the fact that everything was the same. This is very powerful in the world of sales. “How you make a decision is often determined by how you view your choices or how you frame the questions around it” (Anderson, 1999).

In the Millhouse example the salesman framed the question around the future success of the company being worth “one can of soda.” This statement is pretty ridiculous to the point that anyone would say yes to that statement. If the salesman framed the question any other way, the possibility of a sale at that moment could have been greatly diminished. For example, if the salesman stated that the future success of the company depended upon the purchase of this product today, there is no value associated with the gain or loss. Millhouse didn’t see a can of soda being the reason the company is successful; rather Millhouse can easily validate that the decision could be made tomorrow and thusly rationalize against the purchase. For example, he could rationalize the overall cost versus gain, interest paid, and “Is it really a value.” People tend to be against risk and will look for reasons to talk themselves out of the situation when given the chance (Anderson, 1999). The can of soda a day is not a loss compared to the future success of the company.

Framing in the business world can be a powerful ally to the salesman. Salesman are trained not to go into a sales pitch right away but rather “feel out” the prospect, gather information and find the hot spots. An experienced salesman knows his prospects as well as the product if not more. An experience salesman builds a relationship with the prospect. An experienced salesman asks the right questions. An experienced salesman frames the closing statement to the point that the prospect would be a fool not to buy.

A good listener as well as inquisitor can learn more about a person in one conversation than they think. The more the person knows the more power that person has to be an influence upon the decisions we make. In these cases knowledge is power. Successful businesses with products to sell have uncovered so much information about the people and markets to which their products are being sold to. Without this knowledge, the marketing departments would never know how to cleverly make that closing statement, or put that person there in that commercial or use those colors within the product they are marketing to sell. This is all a form of decision framing by influencing the way the customer sees the product, convinces themselves to purchase the product and rationalize that the purchase was a good decision. Framing a decision in part is controlled by the normalcy, habits and attributes of the decision maker (Plouse, 1993).

Morally, people must take the decisions they make into careful consideration and accountability. One can have a great influence over another when it is done right. We are all guilty in one way or another of framing, from the toy companies to convincing your boss you need a raise. The world is bought and sold face to face or across the airwaves using frames. Conflict and peace and the reasons for either one are thrust upon us by using frames. The key is to take time in making a decision.

Usually a decision can be made on a product or situation with a little bit of time in between. Will the decision be different? There is an extreme possibility that it will. If one was framed and took time to think about it, more than likely the decision will be different. Millhouse didn’t take time to analyze the total cost of the product on the extended payment plan and the difference that would make on the actual bottom line and whether it was worth it then. We are all guilty of framing and being framed. We all have a responsibility to take a few steps back and think about and realize the decisions we make. The fact of the matter is we would probably be surprised about how differently our lives might actually be.

Raul Ramirez

References “Decision Making Traps We All Fall Into” Kare Anderson Canadian Womens Business Network 1999. retrieved 18 November 2005.

http://www.cdnbizwomen.com/articles/kare8.html

Plouse, Scott (1) (1993) “The Psychology of Judgment and Decision Making” New Aster: McGraw-Hill

Raul Ramirez is a licensed agent in the state of Florida and is the owner of Gulf Breeze Insurance Inc. http://www.gulfbreezeinsurance.com

Selling and Marketing Basics; What Unique Skills or Superior Abilities and Advantages do You Have?

If you run a small business, private practice are you indeed communicating with your potential customers out there?

Is your message simple and strong?

Is your marketing informative and to the point?

Are you marketing in such as way that you are telling the public or your target customer of your unique skills, services, superior abilities?

Are you showing your customers the advantages they receive when they buy your products or use your services?

Now I realize this is nothing more than marketing basics and that you probably are aware of such things and the needs to be able to answer these questions and perhaps you can. But when was the last time you asked these questions to yourself about your market niche? What unique skills or superior abilities and advantages do you have? You must have a realistic idea of your unique skills and superior abilities if you are to sell your products or services. You must be able to define these and also explain them in a simple way to your customers, prospects and potential clients. If you fail to define these things you are cheating yourself and your sales and someone, most likely your competition will come along and define them for you. 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/ Article Source: http://EzineArticles.com/?expert=Lance_Winslow

Understanding Body Language: An Effective Sales Tool

There is no question that people can speak volumes without uttering a single word. Non-verbal communication, including body language, can be a powerful sales tool if one is able to understand its signals. However, when you realize that the human body can perform over 700,000 unique movements, the idea of comprehending all those signals would seem like an unrealistic endeavor. Do not despair because just having a rudimentary knowledge of some basic signals and gestures could greatly improve your ability to sell. "I need my space" There are four types of space: public, social, personal and intimate space. Most selling usually occurs in personal space where one-on-one conversations are more likely to occur. People need to understand that personal space is significant for two reasons. First, it is defined differently for each person. Secondly, if you invade someone's personal space without their permission, chances are they will shut down and stop listening. One visual signal someone can give you that you have indeed invaded their personal space is the loss of eye contact. If they have maintained eye contact up to the point that you began to move toward them, and then the other person looked away, chances are you've just stepped into their personal space. "I can see it in the eyes" The old saying that the eyes are the windows to our souls may or may not be true. However, for many people, being able to look into someone's eyes helps them to determine how honest that person is being. We also tend to believe someone more who is able to maintain eye contact while having a conversation. Eyes that dart away or look downward send a message. For example, people who maintain direct eye contact, have "smiling eyes", or maintain a relaxed brow are telling you that they are interested and comfortable with you and what you are saying. People who are unable to maintain eye contact or who have tension in their brows may be lying, uninterested, uncomfortable, or confused. "With Open Arms" Arms and upper body movements are easy to correlate to one's actions. Simply put, open arms and open hands send a message of openness, honesty and pride. Avoid speaking with your hands behind your back or in your pockets. This suggests you have something to hide. If someone is listening to your sales pitch and their shoulders are hunched, their posture is rigid, or they are tapping their fingers. This suggests that they lack interest, are anxious, bored or agitated. You may need to rethink your approach. For some people, the ability to interpret body language comes naturally. For others, they may have to work harder to uncover the signals of body language. If you fail to consider the role body language plays in a closing a sale, both yours and the buyer's, you may overlook an essential tool in the sales process. Try to think of your ability to interpret body languages as just one more necessary skill needed to become a successful salesperson.

Referrals Build Profits: The Best Kind Of Customer Is A Referred Customer

Referrals are the key to exponential and cost-efficient business growth. Supply a topnotch product... let your customers know how advantageous your brand is... and provide exceptional service.

Do that and you’ll encourage customers to willingly send their families, friends, acquaintances, and business associates your way.

There’s no easier sale than the sale made to a “pre-sold” prospect. This kind of favorable condition can only arise as a result of the shared enthusiasm from another delighted buyer. Word-of-mouth advertising generates top quality referrals. As a marketing tool, it simply can’t be beat. Word of mouth promotion cannot be purchased for any amount of money... it can only be earned.

Referrals happen when one friend willingly shares information with another. What makes referrals so effective is that no true friend would recommend a business, service, or product that they didn’t completely approve of themselves.

The foundation for building your business with referrals is a solid product or service -- one that not only meets, but exceeds your advertising claims. One way to achieve customer satisfaction is to “under promise” and “over deliver”.

It doesn’t mean you should weaken your advertising materials. Simply focus on providing more for you customers â€" more than you promise. That’s another formula for success. People are always thrilled to get a little something extra with a purchase they’re already happy about.

Write powerful sales copy that clearly positions your product as the overwhelming favorite. Make a huge promise... and deliver even more.

Treat your customers as the most important component of your business. Customers are vital to your success â€" even to your very existence. People want to be treated fairly, with respect, and courtesy. The golden rule still applies â€" treat people the same way you like to be treated. Remember, nobody likes to wait beyond a reasonable amount of time for an order to be filled.

When you get in the habit of delighting customers, you’ll find that people are only too happy to tell others. As word spreads about your product or service, you’re business is propelled to new heights.

Your success in business is predicated on your ability to satisfy customers, and to continuously grow your customer base. In all your communications with customers, you need to encourage them tell others about all the benefits your product or service offers.

Let loyal buyers know that you’re always seeking new customers. Remind readers that you’ve built your business by thoroughly satisfying customers and having those customers tell others in turn.

Ask buyers if they know anyone who would like and could benefit from your catalog. As soon as a name is provided, fire off an information package... and send a thank you note to the customer who fed you the lead. Referrals make it easy to grow your business.

Provide discount cards for new customers. Offer a 10% to 15% discount on their first purchase and then make these available to your existing customers for distribution to others. Give them an extra reason for handing these discount coupons out.

Offer points towards free gifts, free premiums, for each discount coupon redeemed, or simply acknowledge them as a “builder” of your organization, complete with their picture and certificate, proudly displayed for all to see.

The best way to get customers to refer others is “in the moment” -- when they’re still enamored with your product or your high level of personal service.

While customers are enjoying these positive emotions about your company, that’s the time to ask for a little favor. Ask... “Is there someone else you know, who might want to… grow their business by 37%this year? ... get that older car looking showroom-clean? ... transform any weed-filled lot into a lush green lawn and garden?

Simply fill in the end of the sentence with the big benefit you’ve just delivered on. Plant the seed of referrals and referrals will come your way.

Read more at www.makeyoursalessoar.com.

Robert Boduch is an author of dozens of best-selling books, reports and articles on the art and science of selling. A free newsletter targeted at anyone interested in selling more of anything is available at http://www.makeyoursalessoar.com.

9 Important Things You Assume Your Customers Already Know But Don't...

Have you ever seen Die Hard? Remember when Bruce Wills said: "Assumption is the Mother of All..." Well here are 9 things that we assume our customers already know but really don't. It is our job as professional sales people to educate them on our services and products. 1. Tell your prospects that you offer free delivery of vehicle to their home or work. 2. Tell your prospects that you offer a lower price. If you can't afford to offer a lower price you could always hold the occasional discount sale. 3. Tell your prospects that your product achieves results. People are becoming more and more impatient and want results fast. 4. Tell your prospects you've been in business for a longer period of time. People think if you've been in business longer you have more credibility. 5. Tell your prospects that your product smells, sounds, looks, or feels better. When you target the senses you're triggering human appeal. 6. Tell your prospects that your product lasts longer. People don't like to spend more money purchasing replacement products all the time. 7. Tell your prospects that your product is easy to drive. 8. Tell your prospects that your product has better safety features. 9. Tell your prospects that you stand behind all your vehicles. People want to know that you back-up any claims you make about your product. Talk about these points in your next meeting and watch you salespeople get excited about selling your product and working in your store.