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Społeczeństwo » Wiadomości - Strona 3814
arrow right The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the first word out of your lips on a cold call, to the moment that you touch the contract with your customer's wet signature on it. Whenever you are listening to a prospect tell you about something that they want or complain about a problem that they want you to help solve, do not be too quick to agree. If you do, you risk losing your leverage. Here's an example. Let's say that you are selling photocopy machines. Your prospect tells you that he believes his monthly costs for copying are too high. So far so good - here's a prospect that has a pain that you can sell to. You ask him to tell you why he believes his costs are too high. Your prospect starts to tell you all of the reasons why he thinks his costs are high, and what he believes the solutions to the problem are. He tells you what sort of new services or equipment and capabilities he needs. He goes on for 5 minutes or more talking about this. Being a sales professional, you are most likely what we call a

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arrow right Improve Your Sales Closing Ratio

Occasionally EGOPOWER readers send me questions or topic suggestions that I feel would be of interest to you. In this issue I give some tips to improve your sales closing ratio in response to a question Rob Smith wrote me from the UK: "I sell IT equipment to schools in the UK over the phone. I seem to always hold a massive prospect list that's constantly changing but I'm struggling to get my deals closed. The following is how 85% of my potential deals go: First Contact: I find a prospective customer Find out what they have at the moment and what they want (where they want to be with I.T. in the future) I find out when they are looking to buy And ask who is involved in the decision making Next Action: I put together a proposal and post/email/fax it to my contact Second Contact: I call him/her to discuss the proposal with them, make sure it's what they wanted and make a few extra suggestions. I'll try and have a laugh with them to get some rapport going. I'll try & confirm a decision date again. Say something like - >> Unless you can find a compelling reason why they would switch to a "new" vendor, your odds of closing are going to be very low. How well do their current vendors meet the "what's most important" to the prospect criteria? After you've thoroughly discussed the vendors that they have current business relationships, you can easily ask about any other new vendors that they are considering. They'll likely open up to you on this now because you greased the conversation by getting them to talk about their current vendors first. If they are reluctant to answer questions about other vendors, then tell them you are selective about who you give bids to. If you know whom else they are evaluating, then you will better know if you can help them and should bid on it. >>> The lesson here is don't do a proposal unless you can PROVE that you offer an advantage in meeting their key criteria. Being me-too is not enough because it is likely that there are already vendors they do business with that they prefer and know better than you. By rigorously qualifying your prospects, your closing ratio and total sales will increase significantly. You'll be happier also because not only will your bank acount be fatter, but you'll be working with people who want to work with you. © 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/" />

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arrow right Lock, Stock, and Barrel!

The other night I was watching a classic western from 1969, Sergio Leone's "Once Upon A Time In The West". There's a scene in this movie where an auction is being held for the widow Jill's land holdings. In this scene, the auctioneer gavels the auction open by pronouncing that the land is now for sale

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arrow right Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a client who is putting a new prospecting program together. This client got a series of benefits to use in selling from one of the senior sales reps of his company. Here's a few of them:

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arrow right Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell: "I am Sam. Sam I am. Do you like green eggs and ham? Wouldyou like them here or there? Would you like them in a box,would you like them with a fox?" Most people have read the Dr. Seuss tale "Green Eggs & Ham

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arrow right How To Get Rich Giving Away Something Free

The best of all worlds is to have a product you can give away free and still make money. That world exists. The product need not be expensive or elaborate. It can be something simple - a sticker with a happy face, a pen with a logo, or some other intriguing item. This marketing approach is excellent because you can give the product away, charging the recipients only a nominal fee for postage and handling. If you price your shipping fees correctly, you can make thousands of dollars a month. So how do you let people know about the gifts you have waiting for them? The best way is by placing classified ads in national magazines, an enormously successful method. Small classified advertisements in such national publications as Popular Mechanix, and The National Enquirer produce excellent returns on such items, National publications such as these sell millions of copies each week or month. Even a tiny return from this kind of large readership means thousands of dollars in your pocket. One advertiser noted his ads have generated returns of seven times the cost of the classified ad. Other advertisers have done even better. To put together your own ad, begin by studying the classified ads in these national publications. Study every issue you can find.. Note the ads that show up issue after issue. These marketers have created a money-generating format, and they're taking full advantage of it. Study the long-running ads. Note that they're short, but they contain a nugget of appeal that makes you want to send your money immediately. Now try drafting your own ads. write several versions that you can try in different national publications. The ad should be simple but hard-hitting. You want the reader to respond immediately. Use the words that create an attractive picture of your product for the reader. You don't have to charge much for your giveaway product. Aim for high sales volumes at low prices, a proven technique in this market. If you come up with an ad that grabs reader's interest, the money will flow your way. If you cannot find any good freebies to give away and earn money, you can visit http://www.best-internet-businesses.com to get some freebies. Then simply give them away -- you will earn income from them.---------------------------------------------------------Julia Tang publishes Smart Online Business Tips, a fresh and informative newsletter dedicated to supporting peoplelike you! To find out the best online business opportunities,and to discover hundreds more proven and practical internet marketing secrets, plus FREE internet marketing products worth over $200, visit: http://www.best-internet-businesses.com----------------------------------------------------------Note: Feel free to publish it with the resource box and content unchanged

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arrow right In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually a good reason. Here are two examples. Bernadette, my wife, has a busy schedule. She will often call for a manicure at the last minute. She's been going to Carol's Beauty Shop and Day Spa for the past two years. According to Bernadette, whenever she calls Carol and regardless of how full her schedule is, she is always pleasant, professional and very accommodating. When Bernadette calls and asks "Do you have an opening for a manicure this morning," Carol never says no. You can hear her smiling on the phone when she says, "Sure, let me see what's available for you, I'm sure we can fit you in." Then after looking at the appointment book she says, "I can put you with Rosa at ten or Carla at eleven, which is better for you?" Her business is booming. Carol started with a staff of two and now employs twenty. She combines the right words with a great attitude. Example number two. Last week, I needed some office supplies. I went to the Office Max store in Vernon Hills, Illinois. It's big and it's close and I always have to wait. It was 2:30 in the afternoon and there was a line at the only cash register that was open. The woman in front of me was buying about six items including a day timer. The day timer was missing the bar code needed for scanning purposes. The cashier grabbed the microphone and called for assistance. The man approached, with a face that declared, "this better be good." He left to go find the price. The customer in front of me said he was going in the wrong direction and took off to find the item herself. Now there were seven people in line. We were waiting, waiting, waiting . . . the very thing I enjoy most, especially when I'm in a hurry. Finally, after what seemed like an eternity, I speculated quietly to the cashier, that if this kind of service keeps up, Office Max would be out of business in a few years. The cashier looked at me and said with a scowl, "Good, we all hate working here anyway." After awhile longer, I paid my bill and left wondering where I'd be getting my office supplies in the future. Some businesses flourish while others fade away. The people make the difference in every selling situation. Here are three things to remember every day if you are serious about growing your business. 1. Show up with a positive and professional attitude every day. 2. For all routine situations, know exactly (word for word) how you'll deal with them. 3. Focus on exceeding all customer expectations every time. The key to success is you and you really make the difference. It's hard to focus on the customer and not have them really appreciate your effort. Good service has its own reward. So does bad service.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 contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com

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arrow right The Best Day In The Week

The best day of the week is TODAY, of course. Yesterday's are lost forever, and we know only too well that tomorrow isn't promised to anyone. To M.A.K.E. the most of every day ? do the following: Monitor the critical performance elements in your business. Know your numbers. Know your statistics. Identify your selling weaknesses and work diligently to transform them into strengths. Every day ask this question, "How can I do it better?" Then do it better. Adjust your attitude. Tough people always figure out a way to deal with tough times. Be tough. You can achieve anything you can imagine. To be on the safe side though ? make sure you convert your dreams into written goals with specific action steps. Keep learning. Don't let a single day go by without learning something new about your Selling Profession. Subscribe to Selling Power Magazine, visit www.businessbyphone.com, read a book , listen to audio tapes as you drive from account to account. The more you study the more you'll sell. Remember ? you have to learn more to earn more. Enjoy the ride. Face it ? life's too short. Customers and prospects are people. Enjoy the time you spend with them. Take an active interest in their business and learn about their personal interests. You probably have more in common than you think. Don't put your family on hold. Don't hit the mute button when it comes to outside interests and hobbies. Nothing is more dreadful than facing retirement with zero hobbies and no favorite pastimes. Waking up and falling asleep with CNN is no way to usher in your golden years. With a little planning and flexibility you can M.A.K.E. every day The best day of the week.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 contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com

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arrow right 15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word motivate means to impel, inspire, hope, stimulate, incite, propel, spur, goad, move, induce, prompt, instigate, fire, provoke, actuate, cause, egg on, drive, excite, and to trigger. Don't wait for someone to motivate you, here are 15 ways you can motivate yourself. 1. Set daily, weekly, monthly, yearly and lifetime goals. A goal is a goal if it's writing. Goals get you going in the direction that's right for you. 2. Listen to a motivational tape. Record into a tape recorder your favorite quotes, anecdotes and personal success stories. Play back your tape frequently. Nothing is more motivating than the sound of your own voice. Try it! 3. Get motivated to make better telephone calls by buying Art Sobczak's new book, "How To Sell More In Less Time With No Rejection." To order call Art at 402-895-9399. 4. To overachieve every quota you are given take this advice. First write yourself a check dated for 12/31/05 payable to yourself and write how much you want to earn on the amount line. Make three laminated copies and put one in your briefcase, auto console, and home office. Second, always aim higher than the quota you are given. If you adjust your aim, the results will follow. 5. Buy an inspirational book of quotations and keep it in your car. Read three quotes daily. Remember - inspirational words usually inspire us. 6. Invest 15 minutes daily to read books and articles about the selling profession. This is gourmet food for your brain. Don't skip a day. 7. Get a mentor, preferably one outside of your company. The truly successful people never go it alone. 8. To jack-up your sales performance, prepare your own laminated cue cards. Create cue cards for making appointments, your 12 best questions, for handling the price objection, and for asking for the order. Each cue card should be prepared word-for-word. Your performances will sky-rocket. 9. Buy a composition notebook for your car. Record your successes, failures, and daily observations about your selling environment. 10. Read the "The Ancient Scrolls" an inspiring book by Tim Connor. To order call 800-222-9070. 11. To get motivated about improving your personal financial situation, set a personal net worth goal and write it on a spread sheet, then review it monthly. Self worth increases proportionately with net worth. 12. Tell your family if you achieve 110% or more of your annual sales quota - you'll take them anywhere they want to go on vacation. 13. Tell your family when you reach a new monthly sales record milestone, you'll take them out to celebrate. 14. Select one song that really gets you moving and play it every morning as you back out of your driveway. 15. Make a dinner date with your spouse tonight then go some place special. Every day is a great day, especially if you don't see your name in the obituary section of the paper. It's easy to make every day a masterpiece when you're motivated. 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 contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com

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arrow right Hurrican Selling Styles

As I prepare this issue of this Newsletter, at 37,000 feet on my way to Greenville South Carolina, the east coast is being battered by a Hurricane.All hurricanes seem to start out as a blip on a distant radar screen. It grows in size and intensity as it draws closer to the shoreline. They don't follow a prepared script or take a predictable path.At the center, is the famous eye of the storm. Surrounding the eye . . . well, you know the rest.Some salespeople seem to behave like hurricanes, are you one of them? Answer these questions for a hurricane (style) check.1. Are you completely organized at the start of every day?2. Do you enjoy talking more than listening?3. Does your enthusiasm spill over into loudness when you're talking?4. If preparation means "in writing" is more than 95% of your typical sales call not prepared?5. After a sales call, are most of your customers thinking, "WOW" after you leave?6. Do you have so much experience that you know what your customer's need without having to ask them really good open-ended questions?Here's a sales tip. As hurricanes approach the East coast, few people are rushing to check-in to the ocean front hotels. Likewise, your potential customers won't be running to open their doors for you if you approach them like a hurricane.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 contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com

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arrow right The Doors Of Opportunity

Alexander Graham Bell once said, "When one door closes another opens; but we often look so regretfully upon the closed door that we do not see the one that is opened for us." If you're in sales you gotta remember this one. Right now, during these challenging and difficult economic times, salespeople are facing more closed doors than ever before. Some salespeople are like the news media - they focus on what's negative. In sales, being positive is better. I see this all the time in my sales training programs that I conduct for my corporate clients. It's easy to blame the economy. It's easier to blame a competitor's price. And it's unbelievably easy to soak up the daily headlines and point fingers everywhere. Where's the personal accountability? What's not so easy is to take a personal inventory while looking directly in a mirror. It would seem that everything is wrong with everything else except the person you see in the mirror. When was the last time you asked yourself, "How can I increase my sales," in spite of these challenging times? I'm very proud of the fact that I have had 16 straight years of increased sales and profits. I did not however, experience 16 years of blissful growth. On the contrary, I've had to be feisty, assertive, optimistic, determined, creative, and results oriented in order to increase the size of my business. My first huge mistake was to invest $20,000 in a distributorship that sold videodisc telemarketing training programs. I invested this money in a very small division of GTE. I got off to a quick start and was making money. The only problem I experienced was that GTE decided to get out of the training business. So I searched for a new product and found one. Rank Roundtable, was a huge European conglomerate, and decided to enter the U.S. market with a brand new sales training program. Proudly I became one of their first U.S. distributors. Once again I got off to a very quick start. And once again a very big company decided to get out of the training business - leaving me high and dry. Remember, I'm using this as an example - not looking for your sympathy. These two big gigantic DOORS were abruptly closed to me. Alexander Graham Bell's quote says when one door closes another opens. It will only open for you if you're looking for it. In my own situation I decided I would not build my business around someone else's products. I created and sold workbooks to my clients. I added audiocassette tapes. I've written and published five books. And I could go on. This is not the best of times for professional speakers, sales trainers, and consultants. When you factor in September 11th a lot of people in my industry are singing the blues. I decided to sing a different song. My song is called

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arrow right First, Fast, And Foremost . . .

First - being before all others. Fast - moving or able to move quickly. Foremost - first in rank, order, or place. Wouldn't you like to be first, fast, and considered foremost in your business. Obviously, the correct answer is yes. Here are nine tips, hints, and practical ideas to get you on your way. These sales tips work. 1. First - All potential customers have needs. All potential customers have problems. All potential customers are never 100% completely satisfied with their current supplier. A professional salesperson recognizes these simple facts and uses prepared questions to uncover the hidden needs, problems, and dissatisfactions that every potential customer has. Once these have been uncovered, always try to have your potential customer quantify them for you in dollars. Every quantifiable problem is begging for a solution. That's where your products and services come in. 2. First - The way to achieve number one is based on your ability to ask rock-solid and open-ended questions. Develop and use a minimum of ten questions. Your questions should get your potential customers to talk about their business, responsibilities, challenges, priorities, current supplier, current product, criteria for making a decision, the decision making process, expectations, and how they measure success. Note, that the person asking the questions is usually in control of the sales call. 3. First - Make every customer presentation a personalized one. If you ask enough questions, you'll learn about your potential customer. The more you learn, the better your opportunity will be to tailor your presentation. The goal is to get the customer thinking your presentation is awesome. Run-of-the-mill presentations are neverawesome. When your product fits the customer's specific needs it then becomes awesome. 4. Fast - Today more than ever, our biggest challenge is too much to do and not enough time to do it. Moaning and groaning aren't solutions. Learn to prioritize everything. Start each selling day with a six-pack. No, not that kind. Have a written list of all the things you want to do each day. Prioritize your list by writing the numbers 1-6 next to the six most important things. If this is so easy why do so few people do it? 5. Fast - In sales we tend to over promise. We're so anxious to get the business we make commitments based on perfect alignment and unreasonable assumptions. Every broken commitment, regardless how small, is a credibility deduction. Be slow to commit and quick to deliver and you'll have a significant reputation. 6. Fast - Someone once said, "If you always do what you've always done, you'll always get what you always got." Pledge from this day forward you will never utter these words again, "I've always done it this way." They are limiting words during these rapidly changing times. Ask these two questions often: How can I do it better? How can I do it faster? You headed in the right direction if you're always attempting to do things better and faster. 7. Foremost - There are V.I.P.'s and F.I.P.'s. You don't want to be the latter. A F.I.P. is a formerly important person. To remain a V.I.P. in your customers mind, mix high touch with your high tech. Buy and use an old fashioned fountain pen. Send two handwritten notes everyday. (10 per week, 500 per year, 5,000 per decade, and 10,000 over twenty years). It's a real touch of class during these busy times. Also, go to egreetings.com if you want to send (free) greeting cards suitable for any occasion. 8. Foremost - You don't have to be a lot better than your competition to win more sales. You need only be a little better. Having an edge doesn't give you a lot, it gives you a slight advantage. Join the 1% club. Seek to do everything that affects your business 1% better. Imagine the consequences if you were 1% better in these areas; your questions, your prospecting, your networking, your telephone, your time management, your communication skills, your negotiation skills, your closing skills etc. Big things happen when you focus on being a little better. 9. Foremost - The principle tool for salespeople is words. You use words to make appointments, to build rapport, to ask questions, to make presentations, to handle objections, and to ask for the order. Words are the real key to success. To avoid getting mugged by your own mouth, choose your words carefully. You will take your skills to the next level if you prepare and practice your words. First - being before all others. Fast - moving or able to move quickly. Foremost - first in rank, order, or place. If this isn't your style, you could always be last, slow, and lagging.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 contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com

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arrow right Before You Sell Do The Math

This is an important and potentially profitable piece of advice. It goes like this - before you ever attempt to sell any products and services - do the math. Doing the math means you have to know certain numbers. These numbers include: ? The sell price. ? The cost of the product. ? Shipping and transportation costs. ? The available margin percent. ? The available margin dollars. ? The formula for calculating standard gross profit. Avoid discounts like 5%, 10%, 15%, 20%, 25% etc. You should avoid discounting at all - but that's another topic. If you must put a price concession on the table - do it with dollars. For example, if you're selling a product that has a list price of $795: Most salespeople would say -

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arrow right Smooth Sailing (Selling) In The Second Half of The Year

You can make a difference in the second half! You can't do it by doing the same things the same way.You can make a difference in the second half every year! You can do it by thinking differently and being different. For example:Always link your ideas to action steps. Always put them in writing. Always include dates. Remember, the old Proverb that says - >> Unleash your imagination . . .>>> Harness your intellectual inventiveness . . .>>> Stimulate your thinking . . .Each of us is born with unlimited potential.Most of us go through life with permanent potential.Ordinary people are capable of doing extraordinary things. It happens every day.What It Takes . . .Do you know what it takes?There are six characteristics of very successful salespeople. If you possess these qualities you have what it takes to succeed in sales.1. Successful salespeople are optimists.2. Successful salespeople are goal oriented.3. Successful salespeople are personally accountable for the results they achieve or don't achieve.4. Successful salespeople are passionate about their work, their products, and their customers.5. Successful salespeople are always sharpening their selling skills - and they have the biggest Learning Libraries in their company.6. Finally, successful salespeople never - never - never give up.Do you have for what it takes?How you measure up with these six characteristics will determine your ultimate success. Few salespeople have these qualities wired into their DNA. Having said this, very few salespeople achieve success without them. It's up to you to acquire the knowledge and skills to get what it takes.Are you doing what it takes?Blending in versus standing out is an extremely important and conscious strategy in today's highly competitive environment. Blending in is the virus and standing out is the antidote. From the customer's perspective, when all competitors appear similar it puts extreme pressure on the pricing variable. Anybody can discount! It takes imagination, creativity, and the willingness to demonstrate to your customers how specifically you and your products add value to their current situation.Sidebar ? if you can't quantify the value you're adding, don't expect your customers to be able to see it.Do you know how to get what it takes?If you don't possess the skills to be number one in your company - what you doing about it? Is your Learning Library filled with books or are the shelves barren and collecting dust? There are many ways to acquire knowledge about the selling profession - including: books, CDs, TeleSeminar's, Webinars, Boot Camps, and even e-Learning.If you're not doing what it takes ? don't be surprised with your results!If, however, you do what it takes - you'll truly be amazed with your results.When you make every day a masterpiece - you'll discover smooth sailing in the second half of every year!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" />

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arrow right 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.

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