Tip # 2: Be prepared to listen Listening is not a simple matter of zipping up. Of course, being quiet is part of listening but so too is investigating. Investigate means to question. This is known as "interactive listening" whereby you use questions to clarify, verify and confirm the information presented to you. This is your chance to speak but only after you have given the client his or her day in court. Using your notes (Step 7), go back and clarify points of confusion or delve into other areas that need addressing. If you don't understand, ask, ask, and ask! Tip #7: Take notes Surprisingly, listening is not all that difficult. But it does require conscious thought. Don't take it for granted. You have to consciously tell yourself "don't interrupt" or "make a note of that." Listening requires effort and practice. Practice these steps and watch your sales grow. At this stage, it is vital that you concentrate on precisely what the client is saying from two perspectives. First, from the client's perspective, understand that most prospects and customers tend to beat around the bush before they get to the heart of the matter. Sometimes it takes a minute or two before the client truly articulates a concern, a need or a key point. Why? Because not everyone is a gifted orator and so they often answer a question from two or three angles. Give them that time. Let them run lose for a while. The best way to listen is to listen with a pen in your hand. Take notes. Tell your client that you'll be taking notes as you go. They'll appreciate it. It gives them peace of mind. It suggests to them that you are thorough. They also have a tendency to slow down a bit which makes listening and note taking that much easier. Write in point form. Don't worry about getting every word in a sentence. If you miss something or you don't understand something, put a circle around it or put a big question mark beside it. When it is time for you to 'investigate' use your notes to guide you. Preface your question with trigger phrases such, "I have a note here on my pad. You said something about... and I did not quite get it. Could you elaborate?" Tip # 1: Stop everything and focus Perhaps one of the best ways to listen is to get into the habit of repeating back or paraphrasing what you have heard and asking for confirmation. Use a phrase like, "Jason, let me see if I've got this straight, you said that...(list the key points the client made)...is that correct?" Here's another great phrase, "Jeannie, let me summarize...Is there anything I missed?" Or how about this, "Jen, so what you're telling me is..., right?" This 'recap and acknowledge' strategy is extremely powerful. First of all, you must tune in, listen and take notes for you to summarize the situation. And second, you create a great failsafe process: if you miss anything, the client can correct, remind or elaborate on the point. Tip #5: Investigate what you have heard Tip # 3: Evaluate what you hear Tip # 4: Concentrate on the Main Message Talk about obvious. Boiled down to it's simplest form, this is where you should 'shut up', not say a word and let the customer sing to his heart's content. This is known is as "active" listen where you are focus on the key and relevant points. Put another way, DON'T interrupt. Of course, the best way to make this happen is to begin your questioning with opened ended questions that get the client to open up so that you can 'actively listen." Use phrases like, "Tell me about..." or "Explain to me..." or "Describe for me..." These questions invite the client to give you information. On the phone, clients communicate in two ways: words and tone. What is significant here is that research shows that as much as 86% of a message delivered over the phone is through the tone of a voice. This is particularly important when it comes to buying signals and objections. For example, suppose you ask a client if improved delivery is important to them and they give you a neutral-toned reply of yes, chances are it's not a big issue. If they give you a more 'resounding' reply of yes, you've struck a key point. This is where you want to dig deeper and explore the implications. The real point here is that you need to be alert to the subtleties of communication. The same hold true with objections. Suppose you respond to an objection and then ask the client, "... does that clear that point up?" If the client responds rather lamely 'yes' you can bet your bottom dollar (and the sale) that you have NOT cleared things up. You need to act on the tone and clarify. Tip #6: Acknowledge what you have heard *Summary Perhaps the single biggest caused of poor listening is that we get distracted and lose our focus. When speaking with a client stop eating, stop drinking,Cheap Christian Ponder Jersey, stop doodling, stop working on that last file, stop checking and reading your e-mails, stop glancing at the antics around the office. In other words,Cheap Oilers Jerseys, stop multi-tasking. Put your head down; close your eyes if you must but focus on the person on the other end of the line. This tip will get you at least a sale or two a week. Taking notes is almost a forgotten art particularly in tele-sales. This is often due to complacency. The rep figures he's 'heard it all before' and the need to jot down notes is not necessary. Big mistake. Writing notes keeps your focus and concentration. From the sales rep's perspective, some reps ask open ended questions but they are NOT listening to the answer. Instead, they have their pitch ready and raring to go and are simply waiting to speak again. This happens to reps that have set their own personal agenda regardless of what the might client might say. In a similar manner, many reps fail to listen because they are preparing a rebuttal to a remark they have just heard. This often occurs when a client tosses out an objection. The rep hears the objection and busily begins to craft an answer instead of hearing out the rest of the concern. All too often vital information is missed because the rep was off in another world composing a reply. The trick is to note the objection (see Step #7) and concentrate the rest of the remark so that nothing is missed. Ask the sales experts and they'll tell you that questioning is the most important selling skill a sales rep could have. But that's not quite right. You can ask questions until you're blue in the face but if you don't listen to what you have heard, the information is next to useless. Listening, i.e., comprehending what you've heard, is not something many sales reps are good at. This is because good listening is not something most people are born with. But the good news is that you can learn to be a better listener, particularly when speaking with a client or prospect by telephone. Here seven tips that will improve your listening and help you make more sales. Have everything you need at your finger tips. Have a pencil or pen that works; have your computer on, have handy catalogs, flyers, special offers or brochures that clients might refer to, have a calculator, price list, or whatever else you need to make a sale or handle an inquiry. Have job aids posted,Cheap Art Monk Jersey, have your script or call guide at your finger tips. If you're not prepared you're distracted while you search and if you're distracted your listening suffers. Scrounging around doesn't seem like much but it doesn't take much to miss a vital point. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Forecast the early majority Like people, markets learn from experience. Once they see early adopters enjoying the benefits of the new technology- a new set of companies start to consider adopting it, too. This next generation of prospects is the early majority. Early majority buyers are more pragmatic and concerned about the risks of adoption. Fortunately you have your early adopters to use as proof sources for this new set of customers. Early majority prospects are more likely to focus on new opportunities because they have a high desire for potential incremental revenue applications that your new technology enables or are more interested in improving productivity because they are frustrated with legacy constraints. One of the challenges of prospecting for early adopters is that you don't really know who you are looking for. Finding and working early adopter accounts is an iterative process. You will learn something new everyday. You have to constantly revise your theories and be open to new ideas, even if they don't fit in with your existing frameworks. Because you only have the limited perspective of your territory, it is difficult to see key trends and identify emerging business strategies. This means you need to set up a communications network that supports a collaborative learning process between field and staff organizations. Develop a network with your peers in other territories and pick the brains of the "closers" who are working with other sales people so you can keep current on fast-breaking news about new accounts, market changes and the competitive environment. If you have been reading this series of articles about how to Harness Market Energy you understand why a company would buy your solution, so now you need to figure out when they will buy it. To anticipate behavior in technology-driven markets, you need to understand Technology Adoption Lifecycles,Cheap Tracy Porter Jersey, a theory explaining how people incorporate technological innovation into how they work, play and live. If you create a better mousetrap,Cheap Terrell Davis Jersey, does everyone run out and buy it today? No. It takes time for people to hear about it; they need to see it work; they need to have a mouse in their house, etc. before they will buy one. There are going to be some people who will want to buy it as soon as they hear about it; they are early adopters. Other, more cautious people will wait until they see how well it works; they are early majority buyers. Others are too cheap to buy it until they can buy it at the discount mall; they are late majority buyers. These human responses to new ideas, and the changes they bring,Cheap Camouflage Realtree Jerseys, are the essential concepts behind technology adoption. Understanding how people integrate new technologies to improve their business processes, personal lifestyles, etc. is the essence of selling technology solutions. As a technology sales person your success depends on your ability to find the early adopters, so you can establish the successful track record you need to build credibility as the market matures. Early success captures the attention of the broader market and provides proof that your solution works. Like the snowball rolling down hill, your solution builds the momentum required to establish a dominant market position. As a technology market matures, Metcalf's Law dictates that it will grow exponentially. Emerging technology markets balance the promise of enablement with the risk of adopting a new solution. However in every market there comes a time when it is easier to adopt the new solution than resist change. This moment is called the tipping point; when it is reached, market behavior changes dramatically. To find early adopters look for prospects who want to create unique strategic advantage. Look for pockets of tension in the marketplace. Who wants to change and is really frustrated by the status quo? Early adopters like to shake things up. They have a lot of energy and want to use it to make a difference. Find early adopters Early adopters are critical to the long-term viability of your technology solution because they help you build your track record. If you want to be considered a serious contender as the market adopts, you need early competitive wins. Early adopters are customers who are willing to risk the inevitable hassles of trying to implement a new technology in exchange for being the first ones to enjoy its benefits. Early adopters are the key to any technology success story. They teach you why customers will buy your solution. They are a reality check for your value proposition. From them you learn about what customers really need, not what you think they need. You also learn the issues that can stall the sale or the successful implementation of your solution. By paying close attention to the buying behavior of your early adopters you learn what future customers really value The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

How do you consistently improve yourself? First, by being flexible. Things don't always go as planned, you won't get every sale, despite following everything in this book, things happen, so go with it, be flexible not only in your professional life, but in your personal life as well. You will find you feel better; less stressed and enjoy life more if you are flexible to what life throws your way. It pays to consistently improve yourself. One of my favourite quotes is: "the only thing that never changes is change itself." The lesson here is it is a good idea to learn to be flexible and have many option in case there's a change on the way. When a sales person says something like: "It's just become a rat race," or "I can't even get out of bed in the mornings any more,Cheap K.Williams Jersey," then it's time for them to rethink their careers and find new opportunities in their lives. True sales professionals like their jobs, like the challenges and believe that they can consistently improve themselves,Cheap Marvin Harrison Jersey, become a better person and therefore, become a better sales professional. Everyone knows what happens to a beagle when it ventures out into traffic. It's sure death because it has its nose to the ground. Many sales people have 'beagle syndrome.' They only see what's happening today and fail to see what's going on around them. They never seem to change their ways or want to learn new ways,Cheap Brandon Marshall Jersey, new tricks as it were. Take courses on-line or in person to better yourself. There are countless seminars on selling and sales that are not that expensive and certainly are a tax write-off because you are using the seminars to advance yourself in your career. You can ask someone in your office to be a mentor to you. Someone you respect and admire. If they have the time to teach you a few things that would be great and help you improve on some of your techniques. Volunteer yourself to be a mentor. Teaching others what you know gives your self-esteem a boost and that makes your entire image and outlook change for the better. But remember; always be flexible, especially when working with others. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

It is important to ensure that the print shop you select for the job has the right tools and experience for the task. They should have extensive flyer printing design options for example, allow you to create your own look and feel, and provide the professional judgment and success to turn your ideas into an optimized reality. One of the best ways to find a quality print company to work with is through a recommendation. If business people you know have had a good experience they are usually a good benchmark for future service, but of course this isn't always possible. Checking a print company's presence online is useful too. Choosing a quality flyer printing company Starting from nowhere, it is not always easy to select which print shop to go with. Ideally though,Washington Redskins Jerseys, it should be a business with a bricks and mortar presence in the local area, but with a national presence. This ensures a more professional and personal service and protects from any unforeseen issues later trying to find a company you cannot track down. For all sizes of company, from small town stores to major global corporations, getting the marketing strategy right is critical to long-term success. It is all about getting the brand out there, in the public eye and being known, which is why flyers can play such a critical role and help a business stand apart from its competitors. To ensure the message that needs to be said is broadcast in the right way,Reggie White eagles Jersey, it is essential that any flyer printing is of the best quality possible. Well designed and coherent, with a clear statement and call to action, it is this that wins business. Here is how to do it. Effective flyer printing is proven to be one of the most cost effective forms of marketing a company can put in place. This is a major reason why it is the perfect choice for small companies to introduce into their strategy. A multi-use facility too,Sideline Black United Jerseys, flyers can bring in new business in a host of ways. Flyer printing for a cost effective solution As well as being able to meet your precise design specifications, the flyer printing company you choose should have access to a range of materials and equipment available for production. With the right expertise and training, these raw elements will allow the best designs to be created and deliver a final product that will deliver the results you want. Flyers can also be used in store at POS displays, in mailing campaigns or simply presented to customers completing a sale to encourage future business. There are many other ways in which they can be used too, and a responsible flyer printing company will be able to advise on these, ensuring your business is given the best chance of success today, tomorrow and in the future. One of the most effective applications of flyers is through direct marketing on the local streets. Interacting with a client base in this way also gives a personal perspective but, it is important the layout and call to action is clear on the handout, in order to engage immediately and provoke a positive response. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Now that is sitting down, the very next thing to do is to close your eyes and think about positive things. Just think of something positive. Now, that you've established something very positive thing you're thinking about it in your mind, the next thing to do is think about those positive things in relation to what you do well. What I mean by that is find something that you do well and think about it. Is the feeling similar? This can be done to learn anything. Of course it can be utilized for learning persuasion. That is why I am even talking to you about this simple but powerful exercise. Forget sales closing techniques for now. Instead,Cheap Albert Haynesworth Jersey, focus on improving your own ability to believe in yourself and becoming a more powerful person. After a few days of doing this every day you will notice that your self-esteem grows in your becoming a better persuader already. I'd like to tell you about one exercise I recommend you do if you really want to boost your self-esteem as well as your persuasion power. This is a mental exercise,Cheap Adrian Wilson Jersey, so the first thing you need to do is find the place where he can sit down and relax. A place where you cannot be disturbed. One of the most important things you can do when learning about sales closing techniques is exercises. See, many people just ignore exercises because they simply don't think they are going to work. The fact is that if you do some mental exercises, you will not have a hard time persuading anyone to do anything. If it is, then it is okay. Now, the very next step you need to do is obviously you find something that you're not very good at and to try to transfer that positive feeling to that thing that you're not very good at. No sales closing techniques necessary here yet. This exercise will only work to boost your self-esteem. It doesn't teach you anything as far as sales closing techniques are concerned,Cheap Mike Iupati Jersey, it just gives you the necessary boost in order to really be effective as a persuader and to become a master persuader much faster. See, this exercise utilizes the power of self-esteem and the power of your own mind power. If you do this exercise, you'll notice that your self-esteem grows, you become more powerful when you believe more in yourself. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

If you are really serious about achieving your goal to increase sales, then how many contacts do you make with your potential customers? Learn if you are one of the many or one of the few. This number may just surprise you. Possibly this experienced salesperson keeps his or her nose to the grindstone and gets that third contact. This is not the norm given only 12% of people make 3 contacts. Now is the time to start learning about this potential customer's (a.k.a. prospect) needs and to look for these other qualifiers: The answer can be quickly determined by how many contacts you make with each prospect. Are you one of the many, 90%, who make 3 connections with your potential clients or one of the few, 10%, who make 4 or more? Your answer will determine if you are really serious or one of the many hopefuls. Way too many business people expect and hope for a sale to drop on their doorstep or in front of them at a business networking event. Only problem is that only 2% of all sales are made on the first contact. Sales Coaching Tip: Do not confuse networking with "netselling." The goal of the second meeting is to make a friend and to be asked back so you can learn more about this potential customer. Sales Coaching Tip: Another word for learning is qualifying. Maybe the selling professionals are one of the 25% who secure the second contact and then determine this is not a good fit. Of course, the statistics seem to suggest a lot of people are giving up before they know all the facts. This may also indicate a lack of research by the seller specific to his or her target market. Sales Coaching Tip: Do not confuse selling being simple with selling being hard. Simple it is,Cheap Tony Moeaki Jersey, hard it may be. Finally, the sales happens because the sales professional stuck with it, qualified the client and did not give up. So if you wish to increase sales ask yourself this question: Is this person the real decision maker? Is there an allocated budget for this purchase? Is there urgency to take action now instead of later? How committed is this person to changing the situation? With the downward economy of 2008 and 2009, there is a continued cry from small business owners, single office home office entrepreneurs, independent sales professionals or contractors to even C Level executives about the need to increase sales. Yet,Cheap Willie Brown Jersey, discussions I have with clients and the statistics continue to show just the opposite. Maybe a fourth contact is made to secure even more information and determine where the sales process is going. Now this individual who is the seller is really unique because he or she is one of the 10 who make more than three connections with the prospect. Are you really serious about business or expecting business to drop in your lap or at your feet? The fifth contact rolls around and a decision is made to continue with this potential customer. Additional sharing happens and more importantly the relationship continues to grow. Value added communications such as sending of relevant articles provide ways to stay connected. The lack of follow-up calls still continues to drive poor revenue. With 80% of all sales being made between the 5th and 12th contacts and only 10% of all salespersons going beyond the third contact,Cheap Darren McFadden Jersey, reveals a lot of wasted energy and potentially low hanging fruit on the vine. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

This means that you need to find ways of establishing your credibility. You need to demonstrate that you are reliable and trustworthy. Although you may behave in an ethical manner,Cheap Vince Young Jersey, new prospects may still harbor seeds of doubt until you prove otherwise. Here is a simple way to achieve this. Since the beginning of time people have had to deal with liars, cheats and charlatans. One of the most famous was Charles Ponzi, who in the early 1900's, invented the "Ponzi scheme" which is a scam that relies on a pyramid of investors who contribute money to a fraudulent program. The most recent, high profile cheat was Bernie Madoff who bilked almost 65 billion (yes,Cheap Mark Ingram Jersey, billion!) dollars from investors over a period of twenty plus years. Virtually everyone has encountered a liar, cheat or charlatan in their life. From the curbsider who sells you a used car that is a lemon, to the sales person who says that 'everything' is covered under the extended warranty program, to the person who tells you an expensive system is guaranteed to improve your company's results. We've all been there. And so have our customers and prospects. And in today's highly competitive sales world, there are many people who are willing to stretch the truth, mislead, and misinform prospects in order to capture a sale. It's a safe bet that all of your prospects have encountered at least one of these sales reps. Is it any wonder that they won't take your call or that they are skeptical about your offer? Can you blame them for refusing to listen to your pitch? ALWAYS do what you say you will do. Sounds simple, doesn't it. After all, you're honest and would never consider misleading a customer or prospect, right? Well, let me ask you this: have you ever forgotten to make a follow up call, been late for an appointment, or stretched the truth about a product's capabilities? Then,Cheap Jack Lambert Jersey, my friend, you have just given your prospect a reason to doubt you. Unfortunately, you don't get as many second and third chances as you used to. That means you need to be ultra-aware of the promises and commitments you make, particularly, if they're made in the spur-of-the-moment. Before you agree to something, make sure that you can deliver. If you anticipate challenges in your ability to execute—and this includes your company—think twice before you make that commitment. Even a minor mistake can cause a prospect to label you as a liar, cheat and charlatan. So where am I going with this? Back in the early eighties, a good friend of mine came across an advertisement that stated she could earn several hundred dollars a week stuffing envelopes. My friend was a stay-at-home mom so she thought this would be a great way to supplement her and her husband's income. She sent a 'small' investment of $32 (to cover the mailing & registration costs) and waited patiently for the materials and information to arrive. (You can see where this is going, can't you?). After several weeks of waiting and a call to the Better Business Bureau she came to realization that the ad and the program was a fraud. However, these pitchmen know how to manipulate people, tug on their emotions, concoct a great tale and spin their story to each person's motives which, in many cases, is get-rich-quick. They often develop a close relationship with their 'victim' and know exactly how to convince them to invest. A charlatan is the ultimate sales person although they are incredibly unethical. They possess the ability to persuade, cajole, encourage and convince people to part with hard-earned money. And not just a few dollars, but tens of thousands, hundreds of thousands, and in some cases, even millions of dollars. As an outsider, we shake our head and think, "How could people fall for that?" The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Sales resilience: is full of optimism and very resilient, persevering in the toughest of situations. Is able to relate to clients or prospects We have identified the following sales skills for growth which are highly relevant in our current business climate. This is all about sales effectiveness and is the foundation of success to growing your sales business. Sales confidence: projecting an air of confidence when dealing with others and portraying outstanding capabilities and talents Adaptability: identifies and adapts the most appropriate style to maximise success in sales situations. Is able to relate to clients or prospects Listening: listens sympathetically to others and vigilantly observes and interprets people behaviour Sales drive: showing drive and enthusiasm, seeming hungry for success,Brett Favre packers Jersey, propelling oneself to meet tough targets These behavioural skills are important in all market conditions, but especially critical when the market sector you are in is slow and opportunities are tight. It is therefore vital to include these in any exercise to recruit sales people. In order to harness the depth of experience in good candidates, you have to continually appraise what works and what doesn't. It's no use taking a highly successful internal sales peson and pushing them out on the road and vice versa with a successful external person. Generally, people have been successful in one particular area of sales because they fit that environment,Cheap Jay Culter Jersey, so don't go changing for the sake of changing. A growing business needs skills and people who are happy delivering those skills. How does the saying go... "when the going gets tough, the tough get going". Well the going is about to get a whole lot tougher and only those organisations who have the bravest, boldest and determined management and employees will survive and hopefully thrive. Whenever there is a market shake-out,Cheap Nick Collins Jersey, opportunity opens its door. Embracing change: ability to quickly adapt to dramatic and continued changes in the workplace or environment or changes in the way things are done You could try and use interview questions to identify the level of these skills, but it would require a lot of thinking and preparation. It is much more efficient to carry out an online sales assessment which highlights the relative strengths of these personality traits in the sales person and to then question around them during a formal interview. To harness the skills for growth in your business during an economic slow down requires a delicate mix of financial and human resources. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Best 10 tips to overcome the fear of selling,Cheap Bengals Jerseys 8. Stay focused on your goal In this instance, the correct priority is to overcome your fear, and starting with the most important potential client isn't going to help,Cheap Emmitt Smith Jersey! Although we would love to win all the business we try to get, try out your new skills on clients you won't mind so much not winning. This is not damage limitation, it is allowing you to get on with it, in the comfort that it isn't life and death! 5. Start small 7. Have fun Know the source of your fear, or the combination or sources. If we understand sources of the fear we can overcome it. 4. Shift your perspective We are often told in time management training to start with the most important tasks, regardless of how attractive an easier task is to you. This is the only time I am going to suggest that you do NOT do this. If you focus on the ultimate outcome i.e. making the sale, you will lose site of the process. Most often marketing to prospective clients does not produce an instant fee. It is a process. Set yourself sensible minimum objectives from each stage of the sales process, and focus on them. 3. Find the passion for what you offer Addressing the source of the fear is the starting point to taking action to overcome it. Some of this is a mindset change, some is purely a matter of additional training, or finding a way to 'bounce back' after rejection. We all know that business is not personal, as soon as we stop taking any rejection personally, we can move forward. 2. Address the source of the fear Stop thinking selling, and think in a way that makes you comfortable. Think 'introducing yourself',Cheap C.J. Spiller Jersey, think 'sharing your passion', think 'sharing the benefits of your offering'. You are not convincing someone to buy. The best salespeople don't actually push in any way, they listen, share and provide a solution. The most successful business people are those who interact in a personable, authentic and passionate way. Find a way that is comfortable for you and stick with it. When you are happy with your style, move onto bigger clients. The self talk is something like this "I'm a professional, not a salesperson"..... Does this sound better to you - "I'm an effective professional business developer and marketer"? Aren't the two the same thing with nicer language? 10. Practice, practice and then practice some more Most of us take action and achieve our goals by staying focused on the benefits of doing so. Remind yourself of what you want, why you are doing it and what you want to do next. Why is it that the word sales fills most of us with dread and fear? Is it the pushy, poorly skilled people we try to avoid in the high street, or the seemingly constant cold calls we receive at home just as we are putting the kids to bed or sitting down to eat? 9. Focus on the effort, not the outcome Keep a 'wins' diary, or a success journal and record your successes every day. This is a great feedback mechanism and will help you see how much you do right. It is easy to get caught up in seeing the fails, rather than the wins. Fails we disregard after taking note of anything we could do to improve next time. 1. Recognising where your fear comes from. I find that with all new skills, the more I do it, the more natural and comfortable I become with it. Cold calling, introducing yourself to a prospective client, or asking for a referral gets easier and easier the more you do them. Do it, and do it some more. And before you know it, the fear has gone and the success is your focus. The fear of selling can come from many places. We worry about being rejected, or not being liked. We worry about being perceived as pushy, or that (secretly) our service might not live up to our client's expectation. Or maybe we just don't feel comfortable with doing something we have not been trained to do. This is outside our comfort zone. Tap into the passion and enthusiasm that you have for what you offer. Do something simple like making a list of the benefits and success you have had with previous clients and then put it somewhere you can read it everyday before you start to sell. Here are my best 10 tips to overcome the fear of selling and turn you into an effective, confident and winning marketer. I'm going to use the word 'sales' here so that we become more comfortable and happier using it. Effective business development and marketing We all know that we need to market (sell) ourselves and our firms to attract more clients. It's the doing that is the tough part. We are confident, well trained and experienced professionals, so where does this anxiety come from? 6. Track your success Please do not treat selling or marketing yourself as a task you have to struggle through. There are plenty of ways to enjoy these tasks. Some of my clients and former teams have used internal competitions, thrown parties, used invites to corporate jollies, or give-aways to spice up selling days. All of these are fun, easy and income generating. What would you enjoy doing? We believe in ourselves and what we offer. We know we are good at what we do. Find the enthusiasm in you for this and put it to the front of your mind. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

What might happen over the next five years?,Cheap Brandon Graham Jersey Tell us your tales of 'procurement in a cool climate'. Visit our blog at And don't forget the four basics to profitability that you may be able to leverage in new ways to beat your market: reduce your costs, sell more, alter the product mix - as well, of course, as trying to increase your price. If you are an established public sector supplier, chances are that government will still require the services that you currently perform. They may require higher volumes, less frills and you can expect to have to sharpen your pencil - in these straightened times price matters more than ever. They mark a major and to my mind highly welcome and overdue realignment of public spending - towards value for money, impact, fairness to future generations and investment for the future. With five years of steadily reducing public sector spending, what do suppliers to the public sector have to look forward to? Thin gruel you may think. And new business doesn't start and stop with the public sector. Much business to business selling (B2B) now goes down the professional procurement route where similar rules to public sector supply apply. There's still investment going on Delivering more, across a wider geography or to sectors presently unfamiliar to you may make you hesitate to bid for larger opportunities. Of course this may involve greater management challenge and risk - but have you considered bidding with others to address a larger opportunity or to achieve greater economies of scale? The numbers, depending on your viewpoint, were dangerous/damaging/alarming/necessary or even inadequate. But beneath the froth we can all appreciate the significance of these decisions that will shrink the State - if only by a little. Perhaps you have a better way of doing things that will save costs and improve outputs. Tell the public sector through your tender. Consortium bidding is a complex area and requires careful commercial as well as legal consideration. Can you work effectively together; are your services complementary: how will you handle overlapping areas? Will you bid solely as a consortium or individually as well? What steps will you take to avoid any subsequent accusation of collusion with regard to pricing between bids? Maybe there are new combinations of service and supply that can cut through existing supply economics: tell the public sector through your tender. Make a friend of public procurement Sharpen pencils and think about scale Try to use your expertise to help steer discussion - from genuine added value for the buying team (e.g. how your industry 'works'), towards the benefits of being 'your kind of supplier'. The supplier in pole position helps to write the tender request - though it won't necessarily mean that they will win through. 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But underneath the headline shock and awe, we can expect to see some changes at least at the edges in the economic makeup of UK over that period: rebalancing of the economy from publicly funded consumption towards greater private sector wealth creation development of traditional and newer industries and technologies, which have laboured in the shadow of a 'services' and especially financial services-based economy for over twenty years encouragement of investment and entrepreneurship with appropriate rewards to capital, innovation and risk taking Even amidst the reductions in budgets,Cheap Wes Hopkins Jersey, there's investment going on - looking to balance the economy towards future industries and growth such as green energy (wind farms, insulation), science-based innovation, major transport infrastructure. What might this mean for your business if you supply to or are considering supplying to the public sector? 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Sales lead tracking software and sales lead management software can take the hard work out of the follow up process. By keeping track of buying behaviors, past projects, customer feedback, customer profiles, queries and interests, you can focus your efforts on your most important clients. It just makes sense, better lead management means more sales. Coming back to the original problem of losing track of long-term sales opportunities,Cheap Peyton Hillis Jersey, while the sales organization knows the importance of keeping tabs on sales leads they have no incentive to focus on anything long term. Sales reps are measured and compensated on short-term results. They know that many sales leads can be converted into potential clients but they earn a living on what they sell today. A sales lead management system solves the problem of short-term focus by keeping track of customers and nurturing them until they're ready to buy. According to a recent survey, businesses are able to find prospective clients, but during the sales process most leads aren't followed up on. Many businesses are losing out on significant business potential because of the lack of follow up. The question is: what are you doing to insure you aren't losing business because of lack of follow up on your sales leads? The answer lies in a lead tracking and sales lead management system where an existing database of clients is consistently monitored for potential business and value added services. That is why more businesses are turning to sales lead tracking - a vital part of Customer Relationship Management. The role of lead tracking is to consolidate, maintain, assess and manage sales leads. By evaluating sales leads and the needs of potential clients, you can determine which deserve more sales resources. You can identify those leads that are occupying your resources without adequate return. The idea is to allocate fewer resources on prospects that are further out in the sales cycle. In today's business environment tracking sales leads helps convert more leads into sales. However, sales people like to be where the action is: making sales rather than tracking leads. Once a sales lead tracking system is introduced to the sales organization it becomes a critical component to increasing sales. The lead management system is where the action is. If you still haven't tried lead tracking software and sales lead management software,Cheap Ryan Grant Jersey, don't you think it's about time you gave it a try? Every business has information on their clients, but it is often scattered among disconnected databases, personal emails, and spreadsheets. What's missing is a system that allows companies to consolidate this information,Saints Jerseys, evaluate it and consistently act upon it. The problem is not one of lacking potential clients but rather the lack of an efficient sales tracking system to nurture them. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

It is a small world. Each of us can reach anyone in the world (all six billion souls) through a maximum of six other people. The six degrees of separation has been widely publicised and talked about. A scientific study demonstrated the truth of it. By way of letters, researchers asked people to forward a polite request to whoever amongst their contacts was most likely to know a particular person. They found they were able to get a message through to randomly selected people via only a few links. The calculated maximum distance between any two people in the world is 5.5, in terms of the number of people it will take to pass on a message. The success of LinkedIn depends on members trusting the system and encouraging their contacts to join. The authors of LinkedIn have taken great care to construct a trustworthy system, or at least a system that I have come to trust. The more people who use it for professional networking, the more effective it will become. Thousands of new people join every day,Cheap Karlos Dansby Jersey, giving it the momentum to become the most used online networking tool. At this point, the remnants of my doubt about the usefulness of LinkedIn evaporated. I immediately began developing my LinkedIn network. While this is a time consuming activity, I found it very rewarding. By uploading a list of my contacts to LinkedIn, I found that many of them were already members who I could immediately invite to join my network. I was delighted and more than a little surprised to succeed at the first attempt. There on the screen, near the bottom of the list, appeared the name of a senior IT manager in the company we searched on. He was only two links away. In other words, one of my 37 contacts knew him. This sparked a rush of requests for specific searches from the other course participants. In my view,Deion Branch seahawks Jersey, LinkedIn provides an exciting method for contacting sales prospects who are difficult to reach. It makes networking a viable is an alternative to making a cold telephone call however; it is no magic short cut. Constructing the right message is just as important for success with either approach. It is a topic that warrants study and justifies the one day training course we run on the subject. What has changed is the advent of online networking tools such as LinkedIn, Spoke, and Ryze. One in particular solves the problem of discovering how you are connected to the person you want to reach. Finally, after six months as a member of LinkedIn (linkedin.com), I came to understand the power this tool offers. When I had reached only one hundred contacts, my immediate network gave me access to over 450,000 other LinkedIn members. About a fifth of these people were in the UK. As people in my immediate network added contacts, my extended network grew. We teach sales people how to increase success rates for contacting senior people in prospect organisations using a letter and call. For companies who can express their value in definite, verifiable commercial terms, the approach is very effective. Perhaps surprisingly, the hard part is for companies and sales people to articulate their value and present it in a way that will win attention from busy senior executives. Knowing someone who knows the person you want to reach and arranging an introduction, is a much easier route to making contact. In fact senior executives rank an internal introduction to a sales person as the approach they are most likely to respond to. 'The old adage, "It's not what you know, but who you know," could, paradoxically, be the motto for the Information Age'. This is a quote from a paper by Bonnie Nardi, Steve Whittaker and Heinrich Schwarz. Bonnie and Steve are from AT & T Labs. Heinrich is at M.I.T. If you want more evidence that personal professional networks are increasingly important to success, read their conclusion at firstmonday.org. LinkedIn's effectiveness as a tool for contacting sales prospects will depend on your ability to write a compelling message that expresses clear benefit for the person you want to reach. If the end recipient is two or three links away, your message also has to convince each intermediary. This is no easy task. The demonstration couldn't have had more impact. A few days later, while explaining to a friend how LinkedIn worked, I invited him to test the system in the same way. He asked me to search for contacts in a particular division of a major company. My confidence in achieving a repeat of the earlier success slumped, because he had chosen a company outside the industry that most of my contacts are associated with. I need not have been concerned. The search produced a list of twelve people. Eleven of them had worked for the company concerned and one was a Director of the division my friend was interested in. You may have learnt that a smart networking approach is to list out all of your contacts and try to find out who they are all connected with, where their contacts work, and what they do. If you could do this, you might expand the number of people whom you can reach, through intermediaries, from a few hundred to tens or even hundreds of thousands. This is a great idea on the face of it. Initially I was concerned that once hooked on using the tool, I would be required to pay for the service. LinkedIn's FAQ states that the basic services will remain free and that after the beta period is complete there will be charges for premium services. This should be no surprise. If there is genuine value in the service, paying for it will not be an issue. Many benefits accrue to those who get ahead of the game by investing time in this new solution to an old problem. Early on I was sceptical about numbers of people that the LinkedIn web site claimed were in my extended network. With the LinkedIn web site projected live on the wall in front of a classroom of sales people, I invited a participant to suggest a prospect company name to search on. After a couple of seconds a list of names appeared. These were all people linked through my network (only 37 people at the time). The search tool looks for contacts who are in your extended network (up to three links away) and in the entire LinkedIn network. You can search by name, company, industry etc. When you find a person you are interested in contacting, the system shows you who among your contacts is linked to this person and how many links they are away from you. Then to contact someone who you don't know, you compose a request to your contact and your message to the person you want to reach. Each person in the chain of links can decide whether or not to pass on your request. If you knew someone who knew the person you wanted to reach, you might try this approach before beginning a cold call or letter plus call campaign. In most instances however, you won't know if you have a contact who can help. As astonishing as this may be, it is not of much practical use unless you can identify the right links. If you were to ask any but your closest contacts to give you a copy of their address book,Cheap Brian Dawkins Jersey, you would probably get the bold reply of silence. If you sought out these same contacts and while eyeball to eyeball, asked again for the favour, you are likely to have your request refused or side stepped. Everyone who becomes a LinkedIn member is invited to complete their profile showing their professional history. When a person agrees to become a link in your network, they can see the names and brief information about role and position, for each of your contacts. You can hide your list of contacts although I think this defeats the purpose. Likewise, if their list of contacts is open, you can see who they are connected with. It is 'who you know' that makes a difference when it comes to the right introductions. It always has been easier to reach a person who you don't know if someone he or she respects is prepared to make an introduction. Don't get left on the back of this wave. Put your network in order and regularly spend time developing it. You will reap the rewards over the full span of your career. Now I spend a couple of hours each month developing my immediate network which as risen to about 600 people (February 2010). This gives me access to over 6,000,000 LinkedIn members from a total membership of about 50 million. Each time I log in, thousands of new contacts have been added to my extended network. The LinkedIn system makes it easy to send invitations to members and non members. You can use your own words or standard messages. It also tracks who you have invited and provides an easy way to manage your invitations. Because those I invite are amongst the people who I feel I know well and trust, most accept the invitation. The most rewarding part is rediscovering friends and colleagues in other people's networks whom I have lost contact with. While I can't see their contact details I can send a request via the links I have. Again, LinkedIn makes the process simple and easy to manage. If my rediscovered contact agrees to be reconnected, I receive a message containing his or her email address. You might be able to persuade a contact to pass on a message to whomever they know who might know a person who you would like to contact, and then ask their contact to pass on the message to the person you are trying to reach. At this point you may be protesting at the convolutions this approach could force you to deal with. 'I know a man who can' is far from an empty phrase. 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18) Promote yourself as an expert in your field. There are many ways of doing this. Probably two of the best are writing and speaking on your topic of business. 8) Always carry your business cards with you everywhere you go. Pass them out to everyone you meet. Make it a habit of handing out business cards to everyone. 16) Co-promote or co-advertise with other non competitive businesses. This will help reduce your cost of advertising. Also, you may be able to exchange customer lists with each other. How important is prospecting or finding sales leads? It's probably the single most important factor in sales. You can be good at all the other aspects of sales. You can be capable of making good sales presentations. Be an excellent closer. But without a prospect, all of those skills are wasted! If you don't have a prospect, you can't sell no matter how good you or your product are. Prospecting is the life of sales. Conversely, you can be an excellent sales prospector with poor closing skills and still make a living in sales. That's because sales is a numbers game. (How many times have you heard that said before.) If you are able to get in front of enough people and make presentations, sooner or later someone is going to buy from you. That can only be accomplished with good prospecting skills. Prospecting is your key to a winning sales performance. That being said, to be a truly good sales person, one should also be proficient at all sales skills. How do you accomplish that? By reading sales books and articles, studying sales skills,Cheap Charles Mann Jersey, and practicing different sales methods. You have to work at it. You have to be both persistent and consistent. Be dedicated at constantly improving your sales skills. 11) Give away free limited samples of your product or service. This gives potential customers a chance to discover the value of your work. Also, people are always interested in getting free stuff. 14) Give away free tip or advice sheets of helpful information to people with your name and contact information on them. Make the tips something that relates to your product or service. Remember sales is about STP. That stands for See The People. Now you have 21 effective ways to do that. Pick the ones that work best for you and do them consistently everyday. Don't wait until you run out of people to see before you start prospecting. That's like driving your car until it runs out of gasoline before you refill it. By then you are stranded on the side on the road. Remember Always Be Prospecting,Giants 2012 Super Bowl Jerseys!! Good Luck and Good Selling!! 12) Have a professional website. Offer some type of free valuable information on it that would be of interest to your prospect. Have the prospect register to get this information. 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Always let others in the group know what you do for a living. Civic groups are always a good source for leads. 20) Always stay in contact with your current customers. Let them know anytime you have something new or different that may interest them. 13) Prospect your company's orphan customers and accounts. These are older accounts that don't belong to anyone. Usually these customers haven't been contacted for a while. These are great sources of leads because they already believe in your offer. 21) Host free seminars on your topic of business or expertise. Always use sign in sheets to collect names for your prospect list. 10) Run free ads for your product or service on internet sites like Craigslist or Yahoo Classifieds. 5) Use targeted mail out campaigns to prospects. (Post cards are the least expensive form of mail out.) Prospecting like closing is a learnable skill. All it takes is to study and practice good prospecting methods. But, what are those methods? 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Cellular devices have most definitely become a necessity in most every aspect of life,Cheap LaDainian Tomlinson Jersey, especially for salespeople. We do not have the time anymore to wait until we get back to the office to speak with superiors about that 5% price cut or negotiate payment terms. The cell phone takes care of that. We depend on our phones every day to make calls to our clients, to our bosses, and to our families. Cell phones have become a part of the business attire as much as a necktie or jacket. The have become the lifeline to society as a whole. So why not have everything else that we need to perform our duties right there on the device that we have learned to depend on so much? The answer is that we can have all that and more on our phones and we should. The Smartphone should be every salesperson's new best friend. Are laptops really that convenient? That inexpensive to use? While a necessity to the job in some cases, laptops are not the easiest way to email on the go anymore. Smartphone devices have emerged as the new leader in mobile email communication. You no longer need to have the laptop everywhere you go to be able to email. Many phone models have email capabilities that will keep you on-the-go and up to speed, and yes, they can be synched to your company's email server even if you are on an enterprise system. Also, how do you connect to the internet when you are not at the office or at a WiFi hotspot? Laptop aircard maybe? Those devices, while inexpensive to buy, carry a larger monthly bill. To have internet/email on your cellular device usually costs about half of aircard monthly fees. Professional salespeople must stay connected to our world more than any other profession. With the technological boom of the last two decades we are more able to do that. Cellular telephones and email have become the popular ways of communicating with everyone these days: from the immediate superiors to our clients themselves. Salespeople have also had to carry day planners or PDA's to coordinate appointments. All too often I see professional salespeople carrying three devices to coordinate their day-to-day activities. The cell phone takes care of the calling, the laptop computer takes care of the emailing,Cheap Glenn Dorsey Jersey, and the PDA sets the appointments. But how convenient is it to have to carry that laptop everywhere you go? How much of your money or your company's money are you spending every month when you could be saving that money? How truly professional do you look when you have to pull out your laptop or organizer to set the appointment? We do call ourselves "Professional" Salespeople,Wesley Walker Jersey, right? Does it look professional to have to dig around in the laptop case to find the PDA to make the appointment while your prospect waits on you? How professional do we look when we tell our client, "Wait a minute while I boot up my computer so I can email my boss about that concession." Is it really maximizing our time to have some information on one device and some on another only to have to remember which one is correct for the things we need? The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Modern technology has turned us into a service society. As products now compete around the world, and the exact same product can be obtained through a variety of vendors,Cheap Dallas Clark Jersey, we now start looking towards the intangibles when we decide with whom we want to do business. Whereas a couple of decades ago, we would compare the quality of a product to similar but competing products, the quality of products today, and their specifications,Cheap Jets Jerseys, are so similar that we no longer make major decisions based solely upon the perceived quality of an item. Those intangibles have become critical criteria in our selection process. It all boils down to the reality that satisfied customers may or may not decide to buy your products again. Happy customers cannot even consider the possibility of going somewhere else. Great customer service will set you apart from the competition. The reality is that every other business that your potential client base comes into contact with is your competition. In other words,Cheap David Nelson Jersey, everyone is your competition. When you talk to most business people, they will answer this question with the names of other companies they consider their major competitors. The CEO of a small bank may say their competition is another small bank just down the street, the check-cashing shop on the corner, or the major national bank that is getting ready to open a new branch down town. A grocery store owner may consider the competition to be another large grocery chain, the local quick shop, or even the farmer's market. But the answer is much simpler, and yet much more complex than this. Who is your competition? Your competition is every other business that might share the same customers as you. Huh? If you are a plumber, then what kind of competition is the local bank? How can you say that the local bus system is competition to a computer repair shop? One of the most important and most overlooked intangibles in the business world is the value of providing great customer service. However, what is great customer service? Nearly every business has a department named "customer service", but how can you distinguish between good service and great service? The simple answer is that good customer service is when you have an individual service representative that listens to the customer and helps to set the problem straight. Great customer service is when any member of your business is capable of doing the same thing. Customers who call when they have a problem are happy when they get a problem fixed. But when your entire team of people works together to make a customer satisfied, the customer knows that your company is one that stands behind its products and will do what it takes to keep them happy. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

The argument that salespeople are born and not made is partly true,Cheap Green-Ellis Jersey, but mainly false. The element of falsity lies in the fact that those who make the statement forget that a strong personality can be cultivated. Measure yourself by acts and results, not by people. Accept not the results attained by others, but the relation between acts and results; and accept them, when they are plain and certain, without putting your own fingers in the fire. This would be a sorry world indeed, if the only respects in which you could improve yourself were those the measure of which may be taken by the yard stick, the computer, and the scales. It is illogical and unworthy of belief that it is possible to improve in knowledge by study and impossible to improve personality and character in the same way. You may broaden and deepen your inner self just as you may add to your knowledge of facts or to your bank account. * Can we say that you can study your products or services and increase your knowledge of them, but that it is impossible for you to increase your understanding of yourself? * Can we say that you can analyze your customer's state of mind and learn to understand it,Minnesota Vikings Jerseys, but not be able to increase your own power to win the customer's mind over to yourself? The fact is that personality, like everything else in the world, is not a vague, intangible, indescribable, undefinable,Seattle Seahawks Jerseys, nebulous, hazy attribute of a person, but is in truth a definite and positive factor of a person's being that is capable of being improved by direct and practical methods. The idea that you can learn only by experience is an especially absurd and dangerous idea when applied to character building. The whole history of the world's advancement disproves it, for we are able to advance beyond what others have accomplished by learning what they know, and making our start from that point. Lessons are expensive, and the person who is incapable of learning except by personal experience usually finds himself at the end of his rope before he has finished obtaining his tuition. The person who learns by experience is far ahead of him to whom his past teaches nothing; but he is just as far behind the cool-headed person who knows how to profit by the experiences of others. But right here is a point that is important: in judging the experiences of others, you must judge them scientifically, through the microscope of facts and figures, and learn exactly why certain causes produce certain results. If your judgments are influenced by fear instead of science, you will argue failure because you have seen failure; and fear is our worst enemy. There is no more absurd and dangerous opinion for the sales person to have than that a good personality is purely a "gift" in the sense that it cannot be acquired. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More