The sales person of the future will possess far greater skills in developing business cases,Cheap Christian Ponder Jersey, business understanding, innovation and development of both simple and complex solutions. They will be more educated than an internet user and be capable of guiding an informed buyer to the end of goal of making a sale. The fast moving consumables industries left that model behind some time ago but for many industrial sales people that role still exists today and managers are adamant that is how sales people must conduct themselves to meet customer demands. They believe wholeheartedly that the sales person adds value to the customer through their knowledge and expertise and the customer requires their guidance to make purchases and re-ordering. Their role is to build relationships that generate customer loyalty, brand awareness and of course, orders. The sales people were hired or developed with product knowledge and features and benefits was the catch cry. In later years they started to evolve to solution selling methods but many still struggle with that challenge. Both those profiles may well now be sales people of a by-gone era. The sales person needs to do more than have product knowledge, be able to offer the solution, and be a friend. Where he/she can outperform the internet is by being pro-active in learning and understanding the customer's business and delivering products and service that builds value in the customer company. They must be capable of not only building a business case but showing the customers new ways of achieving success within their business. They need to be more than a partner with the company; they need to add tangible value to the process that the customer recognizes. In a recent article by David A. Utter, it was reported that 92% of people now Google before making a buying decision. A buyer is able to access enormous amounts of information on products before taking a step toward a potential supplier. There are review sites for products and a plethora of other information sources that gives the buyer a 360 degree view of products and companies before engaging with them. When they do engage, the buyer presents themselves as a highly informed individual (or team) that are well into the purchasing process. Arguably, the younger the buyer is,Cheap Russell Okung Jersey, the more likely they will also opt for online purchasing where it is available. If they feel satisfied they have sufficient information to make the purchase, they will progress without the need for conversations with sales people. They are internet savvy and it is their preferred method of communication and their ability to source information is excellent. For the minority that are uncomfortable with the internet (and yes, they still exist) the sales person will remain a resource, but that number is shrinking fast. For some companies that challenge can be difficult. Their products are commodities and they run the risk of sales people blocking sales as customers seek easier and faster methods of purchasing what is seen as a commodity product. In years gone by,Cheap Colts Jerseys, good relationships were considered the key skill of sales people and the carrier of knowledge to the customer. The customers often waited for the sales people as that was often their communication between new products, market changes and competitor activity that would assist them in their business. In today's market the customer has many other sources of gathering information thereby replacing the sales person. The challenge now for sales people is "Technology". The challenges are: To have product knowledge will no longer support sales people as product knowledge is readily available on the internet. To rely on friendships and relationships is a thing of the past as most people now rely on Facebook for their friendships and communication. They often ask for feedback from people regarding products and companies that are deemed a trusted support over and above sales person representations. To convey information that is readily available on brochures and internet sites will be deemed a waste of a customer's time. To provide technical knowledge that is already set out on the company website (many have enormous libraries of information) will only support the minority of people that don't like reading the manual. Sales managers will need to alter their thinking if they are going to keep their teams relevant in the market in the future. They need to prepare and develop the team members to meet the challenge head on to succeed. You need to add value to the process and not just duplicate what is readily available. For many sales people their job has been to conduct regular sales calls to a prescribed number of customers on a daily-weekly-monthly basis. They were a type of route seller who was relied upon by both the company and the customer to make those calls and ensure orders were taken and stocks flowed as required. For others where technical information and expertise remain a factor, they must lift their game to the new level required in the market. That is where the internet cannot reach at this time. This is the one area that website are not good at doing. They provide static answers, indications of possible solutions and often you need to read between the lines of marketing or reality. Until the websites mature to that level (although there are algorithms which try hard) the sales person can survive. 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

Earlier this year, we asked 400 customers of one of our client companies what they felt was important to them in the sales process and how frequently they were actually experiencing those valuable attributes. Using the C-Lens Index, the results showed that consultative sales actions-like offering alternatives, providing advice, finding other valuable resources, etc.-were rated as important, but were practiced less frequently than more transactional skills. But It's Tough To Be Consultative In A "Wal-Mart World" So, what's happened to consultative selling? Our point of view is that where it works, it really works. Where it doesn't, salespeople aren't trying with ingenuity and perseverance. Why do we say that? Our findings show that customers do find consultative sales actions important. Sure, our sample is limited, but even this group says that ideas, advice, resources, options and the like are all important to them. Therefore, salespeople have to try, despite the challenges. Here are some suggestions: Missing Customer Expectations: Creativity and Persistence Apply Within It is clear to us the opportunity is there for salespeople. While there are challenges, the goal is to best serve the customer. It really is an attitude that permeates and drives sales interactions. Take the pressure off the closing-the-sale-button; think instead of how to help, no matter how small or grand a form that help takes. Customers will remember what you've done for them, and the next time they need help, they will remember you. How Consultative Selling Continues to Work Define the value you bring This led us to wonder what happened to consultative selling. After all, the concept of helping solve a customer's business problem has been the gold standard in selling circles since the early 1970s and the number one aspiration of most sales managers we've talked to over the past 25 years. To earn trusted advisor status, these respondents summed up the journey. Salespeople had to step up to a being a sales professional. They had to study the profession, practice the fundamentals, learn the details of the customer's world to earn the respect of the customer, and have a point of view about the different ways his/her products or services could help. He/she had to build a network of resources, any of whom could offer support to potential problems the customer's business might encounter. These professionals exuded value and could articulate their role as providing that value well beyond the delivery of a product or service. On the other hand, some respondents paint a different portrait of why customers might not see consultative selling in action, despite sales managers' entreaties and four decades or more of sales training. For one thing, many respondents point to a "remote-access" environment. Purchasing processes designed and managed for the benefit of buyers seem to be the most frequently mentioned inhibitor. These systems deny access to decision-makers and are staffed by buyers who are rewarded for lowest price, period. The long-term view and relationships can't even get a beachhead in this kind of environment, report our respondents. Add the notion that some buyers often have short tenure-a year or two and they're gone-making for shallow relationships at best. Don't believe that some people don't want value Looking Ahead You have more value in your tool kit than you probably give yourself credit for. You have your experience-the people you've worked with, the kinds of problems you've seen and solved for others, your network of people and other resources both inside and outside your current organization. You can also define uniqueness in how you do business-your own belief system and how that shows up in your personal business process. Of course, you also can tap into your organization's official differentiators, including resources such as training, experts, process, web tools,Cheap Steven Jackson Jersey, customer referrals, demo methods, and customer services that make a difference. If you've identified and documented these personal and company values and linked them to the kinds of needs they address, you can better spot when to bring them out of the box. If there is a computer application between you and a customer, then continue to supply exactly what that customer needs, in the way they need it, and anticipate-if possible-what terms are important to them, i.e., delivery, credit, choices, packaging, staffing, and let them know you are supplying these. Stand out by error-free and timely compliance and by anticipating needs. When you have an opening of any kind, find a way to ask your contact "What kinds of challenges are you facing in your job?" Then, find a creative way to help, or at least begin helping that person do his/her job better, easier, faster. That's a beginning. Where people have the skills and attitude, consultative selling is alive and well. The necessary skills mentioned most frequently included face-to-face relationship skills, sophisticated product and technical knowledge, and understanding current trends and challenges in the customer's business as well as in the customer's industry. But more than skill mastery was mentioned. Many LinkedIn respondents said consultative selling required confidence. Salespeople who were successful at consultative selling felt they wanted to and could make a contribution-that their role was to find a "true" fit of product or service to the customer's need, making recommendations with integrity. The result was to become a trusted advisor-a person who the customer could rely on for the long view, providing the advice of a confidante, and the knowledge of an expert. In addition, respondents point out that many companies don't invest in or use more up-to-date sales training beyond a brief initial on-boarding. The training investment is "past due;" people are "thrown on the phones" with a quota and numbers to call. Whatever training that is done isn't followed up or supported in the field. Finally, there is an interesting notion that consultative selling doesn't fit every buying process. While some relationships do lend themselves to exchanges of information, establishment of relationships among a number of different customers within an organization, and all the other consultative sales attributes, there are those who say that kind of approach might not be for every customer. Some customers just want product information: a salesperson who can write up the order and make sure it is fulfilled without errors or delay. That makes it easy for the salesperson since he or she is turned into a human catalog and order pad. If you are selling in that kind of environment, you go with the flow and settle into the expectations your buyer has created for you. Find an opening, any opening As we mentioned earlier, there are those who hold that some sales situations don't require a consultative approach. That view is that some customers know what they want, and the sales role is more order fulfillment than consultant. But think about it; you just want a pair of socks for formal or business wear. Would it be valuable to you for a salesperson to suggest a style that goes over your calf, making for a more elegant presentation than six-inches of bare skin between your cuff and your shoes? Absolutely; that's a valuable suggestion. Now multiply that tiny suggestion by the kind of advice and insight you can use to help your customers, no matter who they are or what they are buying. Our research suggests that ideas are important to customers. Offering them as a way to help customers solve their problems, big and small, is adding value. And that's what consultative selling is all about. Another reason is that salespeople are inexperienced, often untrained,Cheap Jay Ratliff Jersey, focused on orders but not relationships, and are impatient with a relationship-oriented sales process. This crop of salespeople has a window for success that is 30-, 60-,Cheap Redskins Jerseys, and 90-days long and where commissions are based on short-term results. This sounds like an environment where control of the game is ceded to the buyer, and the seller is willing to do what it takes to get a score. That means a lot of dialing for dollars, cherry-picking predictable orders from regular customers without too much focus on segmentation, targeting, prequalification or penetrating existing accounts. Then there's what one respondent called the "Wal-Mart phenomenon," where low price not only prevails but is a philosophical and practical way of being. Even if you could get through to the decision-makers, the decision is bound to be price-only, they say. Our whole society has been driven to buy at the cheapest price possible at every opportunity. This shows up in the purchasing process where your product or service is "commoditized," where differentiation is minimized or ignored, and purchasing agents get a "commission" for buying low. To get some insight from people who are close to selling, we posted questions on a number of our sales-oriented LinkedIn groups. We received more than 50 responses from sales professionals, managers, consultants and coaches. Basically, the opinions fell into two broad camps: 1) those who felt consultative selling was alive and well, and 2) those who acknowledged consultative selling was under pressure and facing hard times. Let's look at each category. 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It is kind of interesting but people are confused about upsells. I understand that this is probably one of the hardest thing for people to do. In fact is that many people forget to even incorporate this strategy into very sales closing techniques. The fact is all so that the more you do them, the easier they be calm, and consistently the more money you make. I would really like to make sure that you understand that selling is an easy thing if you have the right attitude,Cheap Brian Urlacher Jersey, so instead of fearing upsells I would like you to enjoy them. I want you to think about them like they're the greatest thing in the world. They really are. A selling situation does not have to be pushy and does not have to be dreadful. In fact, I've had many encounters any experiences with various salespeople, that have claimed a whole purchasing process so interesting and so engaging that I was compelled to buy from them more and more. I want you to understand if people want to buy things, but they don't want to be sold. They want to make the decision to purchase something on their own, so that they are happy with that decision. The fact is that with the right cell is closing techniques, you can make sure that they will make their decision to purchase on their own. Without this strategy, sales closing techniques will not even be close to completed. You have to understand that you need this strategy, unique to offer people more after they purchase something from you,Detroit Lions Jerseys, because they are already in the buying new. They are already in the mood to buy more from you, often they already have their wallet taken out with their money inside it, and they are ready to purchase something that will make their recent purchase even better. Now,Cheap DeAngelo Hall Jersey, you don't want to sound pushy or desperate when you are trying to make people to buy more after they've just bought from you. You don't want to sound like you really want them to buy it from you. You don't want to sound like you're desperate for a few dollars here and there. Instead, you want to make sure that they understand that the upsell is actually going to help them. It is going to make their life better and it is going to make it possible for them to enjoy the product even more, and even more fully. The upsell is supposed to make the product more complete, and it is supposed to be even more enjoyable for your prospect. 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

Ø If your service is better than your competitors and results in fewer customers calling into their Customer Service Dept; quantify the savings of reduced Customer Service calls.,Cheap Nick Barnett Jersey Ø Show them how your service impacts their COGS (Cost of Goods Sold) and quantify that impact. Ø Return Process- How convenient is the return process? Determining the total cost of a product is not as simple as looking at two different prices. Price may get the most attention in the decision making process but cannot be looked at as the only factor. Here are some other important factors to consider in the total cost of a product: Ø Brand- Is this a well known brand and will they be around in the future? Ø Show them how your service saves them time and then quantify the labor savings into cost savings. Ø Money Back Guarantee- Do they offer a guarantee? Additionally, lowest price doesn't often equal best value. In fact, if the price for a product or service is far lower than the other competitor prices,Cheap Jets Jerseys, this should raise a red flag. The old adage of "you get what you pay for" is especially true here. A customer will often say their decision starts and ends with price. This could be due to the fact that they don't see any additional value in your product or service. This is a great opportunity for the salesperson to help differentiate his or her product or service from the competition. For example,Packers Jerseys, does the customer understand how your product or service will make their life better? Do they understand what the true differences are in the price? If you sell a service rather than a product then you have some additional ways of quantifying value to your customers. Here are a few ways you can ensure your customers are looking at the total cost: If you were to rank all of the factors of a customer's decision making process, price is normally at the top of the list. That being said, the most common objection to a sale a salesperson hears is "your price is too high or I found it cheaper somewhere else." Unfortunately what customers don't often realize is the cheapest price at the moment of purchase is not always the lowest cost in the long run. Herein lies the struggle that customers face when they are making a purchase. This struggle is between whether to choose the cheapest price or the one that has the best value overall. Oftentimes there is a big difference and although the decision may vary depending on what you are purchasing the harsh reality is, in the end the lowest price often does not end up being the lowest cost after all. Ø Quality of the product- How long will it last and what are the repair costs if it needs to be repaired? Ø If they receive greater visibility as a result of your service, quantify the value of that information. Ø Customer Service- Is the company easy to get a hold of? What kind of after sale service do they provide? 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

- Write for the web. If you are skilled in writing, you can make extra cash online by offering your services online. With web content writing and ad copy writing being in demand online, you can indeed make good  money out of it.  - Invest on stock or foreign exchange trading. Like gambling, these ventures a little risky by of course, if you mastered the trade and you have what it takes to be a good trader,Cheap Jairus Byrd Jersey, then you can indeed get huge profit from these ventures. But of course, you have to prepare, learn and practice your tools and your skills in trading so you won't regret it later. Again, these are risky businesses and for sure, you would not want to dive into them without being prepared. To help you find great ways to make cash online, here are some tips that might help you. - Make money through arts and crafts. If you have a hobby on this particular interest, then you can also make money from it by giving out tutorials and selling your crafts as well.  - Teach music. If you are music minded or you are a guitar pro, you can make extra money online by providing tutorials or selling eBooks on how to play instruments. Yes, we all want to make money online. In fact, the growing trend today is to find ways to make cash online - whether in your free time or full time. Indeed, there are a lot of opportunities online that will help you make money online, but of course,Cheap Knowshon Moreno Jersey, you have to learn how to find these resources. - Offer your web designing skills. Aside from you  writing skills, you can also make money by making web designs and marketing it or offering your web designing skills to companies, businesses and web owners who need your services as a web designer. This is indeed another skill that has become profitable online as well.  - Sell stuff on eBay. Yes,Cheap Rams Jerseys, eBay and other online auction sites can be your ticket to earning extra cash online. You don't need to have a huge investment for this as well. If you do have a few things at home that you don't need anymore, then you can actually sell it on eBay and make extra money for it. If you get the hang of selling on online auction, you can even make a bigger business of selling items on eBay and make an eBay business.  - Earn commissions by selling other people's products. If you do not have products to sell but you are good in selling, there are still ways to make cash online, and one is becoming an affiliate of other merchants. You can become an affiliate by signing in an affiliate program, agree on the commissions and percentage and start making money. - Bet on online casino games. This can be a little risky but of course, if you love casino games and you have what it takes to be a good gambler, then this can also be a great opportunity to earn cash online.  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 word "tenacity" came up repeatedly as I spoke with managers about marketing to the affluent. My conclusion is that it's probably the most important factor that separates those who are successful in building relationships with the affluent and ultra-affluent, and those who do little more than dream about it. Although most every financial and insurance advisor says they desire to have more affluent clients, so few actually achieve that goal. This disparity motivated me to contact 25 managers in the financial and insurance industries to determine why this is so. The managers I spoke with were unanimous in their belief that any advisor can be successful in marketing to the affluent. As one said, "I've had team members who are extroverts as well as painfully shy introverts. Those with awe-inspiring intellect and those who I sometimes wondered how they found their way home in the evening. Yet all of them were successful in their goal to build strong, long-lasting and numerous relationships with the wealthy." The next step was,Cheap Detroit Lions Jerseys, not surprisingly, to develop a plan for building relationships with this group. Not a general plan. Not a plan that begins with "and then when I get a meeting I'll talk about.." What the most successful advisors did was create a sales and marketing plan that addresses the real-world reality, that the affluent clients you want to do business with have absolutely no interest in meeting you. As Mr. Sendwick said, "This is the first test of how much tenacity an advisor really has. Unfortunately most people drop out at this stage. Sure they'll do business with the affluent if it's easy to get. But the reality is that it isn't. It's hard word. It requires creativity. It requires a plan." Their one common trait? Tenacity. So what exactly does that mean? As these managers commented, the path was pretty much the same for any advisor seeking to attract more affluent clients. I remember back many years hearing a lecture by one of the world's most prominent investment bankers. He made the comment, "If you ask 100 people if they would like to become a millionaire, you're likely to have 100% say 'Yes'. However,Cheap Cam Newton Jersey, if you tell them precisely what they need to do in order to achieve that status, I doubt you would get more than 2% who would be willing to do what's necessary." However, there is one market Ms. Thrushman said that is never targeted. "Successful advisors never define their market as "affluent clients". That's way too broad. Much too general. A bit like saying let's go eat American Food. If you're going to develop a marketing plan it needs to focus on a very specific audience." He went on,Cheap Steve Smith Jersey, "If you're serious about getting more affluent clients, it requires a lot of "heavy mental lifting" to create a plan that deals with reality and then the tenacity to implement it." As Michael Sendwick, a 20-year manager of financial teams says, "Success probably has more to do with mind-set than any other single factor. Specifically it's that ability to first formulate a sales/marketing plan and then have the tenacity to see it through to completion." Nancy Thrushman, a 15-year veteran of the financial services industry outlined the steps. "First they need to decide upon who they want as clients. It might be a specific group or niche such as affluent dentists or affluent retailers. Alternatively the target market might be defined as specific individuals with whom they wanted to build relationships with." 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

I believe you have to start by accepting these people for who there are. They are running behavior patterns that meet their needs for certainty, significance or maybe even love & connection. We all have these same needs; we just have different strategies for satisfying them. Their view of the world supports them. Don't view them as people who are broken and in need of "fixing." You're not likely to change these people. Should you try, the end result will probably be that you won't be effective and you risk having much of your positive energy drained. If you are looking to increase sales, you need protect your positive state of mind. In a recent article we discussed how the beliefs, expectations and attitudes of the people we spend time with have a powerful influence on our ability our behavior, our performance, and therefore our ability to increase sales. We discussed how you could either try to change the people you with spend time with or you can change the people you spend time with. For you to increase sales,Cheap Cincinatti Bengals Jerseys, you've got to be more committed to being happy, cheerful and optimistic than they are to being miserable. You can continue to love the "Negative Nellies" in your life; you might just need to love them from a little "further away." Once you recognize the potential deleterious effects of the "Negative Nellies" and you have accepted them for who they are, the next step (for me) is to put a little "distance" between you and them. This could mean physical distance i.e. don't see them as much, or if the person is someone who you are forced to interact with on a daily basis (a co-worker or your boss),Cheap Russ Grimm Jersey, the distance may just have to be emotional distance. By this I mean you need to protect yourself (as much as possible) from their negative energy by not letting them "get to you." Do you have one or two people in your life that are...shall we say "less than optimistic?" You know the type of person I am talking about. The sky could be 95% clear,Cheap Jordy Nelson Jersey, but they'll point out the one nasty cloud passing overhead. If there are no clouds, they'll remind you of the harmful effects of the sun's rays and the person they know who just died of skin cancer. They are very often the same people who always seem to find fault in others. They just seem to focus on that half of the glass that is empty! While there are some people in our lives we can make a conscious decision to spend less time with, there are others we might be "stuck" with. The person could be a relative, a co-worker or worse yet...your boss! What if it were someone who you love dearly, but recognize him or her as a "Negative Nelly?" How do you reconcile your desire to lessen the impact of their negativity with your affection for 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

Know your stuff. Most likely, you already know your company's history, mission statement, and products. If you do not, learn them inside and out immediately. You should also know your customers, their companies, interests, and if possible their resumes. To find this information, make Google your best friend. A few words and a click of a mouse can put useful information at your finger tips. Challenge the client. This is not an opening for a debate or argument, but rather for you to avoid being a "yes-man/woman." Treat the client like an equal, and when they say something that you disagree with,Patriots 2012 Super Bowl Jerseys, politely state that and why. Your client will appreciate your honesty and you are instantly elevated from just a sales person to a trusted advisor. Get to the point. When you get in front of a client, treat their time as valuable. Know your product, what it will do for the client, and what their ROI (return on investment) is. This should be able to be delivered in under a minute. If not, practice. The language you use should be client-focused and benefit-rich, without technical jargon the average person would think of as a foreign language. Ask away. Be sure to ask questions that relate to the client's needs. These questions should be open, so that the client elaborates on their needs. The more you know about what they need, the more you can show them how the product will help them. Be careful with this information, clients today are savvy, and will know when they are being manipulated, so always be honest. Attitude is everything. When you meet with a current or potential client, be sure to be confident. Stand straight,Camouflage Realtree Jerseys, make direct eye-contact,Cheap Troy Aikman Jersey, but not too much; you don't want to seem odd or creepy. When you shake hands, be warm and firm. Speak in calm, even tones and phrases, and finally, smile. Nothing says that all is right with the world like a smile.

I have played and coached many sports during my life. If you have been involved in any way with sports you have probably heard it said that someone was a "natural born athlete". These are the people,that have a God given ability to do something without having to practice a great deal. On the other hand you have probably seen a person who is not as gifted but has to work very hard to keep up. As a coach, I always felt bad when I saw a "natural" not working hard and not reaching their potential. They seemed to know that they had the gift and therefore did not need to work hard. As these players got older they inevitably were surpassed by the player who was working hard and giving 100% effort. As a coach, if I had the choice I would always choose the hard worker over the "natural". They were more likely to be open to learning new skills. They would be "more coachable" and this would lead to success Most articles and discussions relating to the business world at some point speak in terms of athletics. You often hear about team, goals, scoring and competition in these articles or discussions. This caused me to think, are salespeople just like athletes? The answer I came up with was YES! Here are a few things that made me come to this conclusion. It's your choice! Athletes must first learn the skills of their sport. This is true for salespeople. Without the necessary skills both would not be "in the game" Athletes must practice these skills over and over for them to become natural at them. This is also true for salespeople. If either of them does not make their skills second nature they will perform robotically and this would cause them to fail. Athletes must get and stay in shape in order to perform at their highest level. This is also true of salespeople. If either get slow,Cheap Cowboys Jerseys, lazy or take short cuts they will inevitably fail. Athletes must prepare for their contest. They must strategize before the game. They look for the opponents weaknesses which can be taken advantage of. Athletes must also identify their own strong points to see how to use them to win the contest. This is also true of salespeople. They must constantly review their performance and identify weaknesses and strengths. Then they must work on these so they can be successful. Athletes must always stay sharp. In their world, someone is always trying to take their spot on the roster or win the starting position. In the salesperson's world, they must also stay sharp by constantly keeping abreast of new techniques and sales tools. If they get complacent, someone is looking for that sale or even job. Remember that just like athletes,Cheap Prince Amukamara Jersey, someone is looking to take that sale or position away from you! Coaches or managers do not want excuse makers, they want winners! In the business world I have seen the same scenario played out. I have seen salespeople who had the "gift" but would not work hard at honing their skills. They do not embrace new sales techniques. They do not see the need for improving and developing into a better producer. Then I see the salespeople who are not "natural" salespeople but who work hard. These people are the ones reading sales books, going to sales seminars, listening to sales CD's in their cars and always looking to improve their performance. These are the people who as a manager I want on my "team". These are the people who are coachable and will contribute to the success of their company. We should all ask ourselves,Cheap Israel Idonije Jersey, what kind of athlete or salesperson do we want to be? Do you want to be the kind of person that people want to have on their team? Are you coachable? Do you embrace new sales techniques? Are you staying in shape?

Prospects buy for their reasons, not the salesperson's reasons. You,San Diego Charger Jerseys, the professional seller, must know your product's features, benefits, the market it serves, and be knowledgeable about your competition too. Nonetheless, you will be spinning your wheels, unless you develop the skill of asking the right questions to uncover your prospect's buying reasons and position yourself as a problem-solver; not a problem-giver. Nick Murray, the famous financial sales coach, says it best: "People don't care to know, until they know you care." Pain-problems are stronger motivators than gain-problems. Most sales messages are geared toward what a customer has to gain in the transaction, and are met with skepticism because the customer is afraid that she might be disappointed in the promised future result. Whereas, pain-problems demand immediate satisfaction, otherwise if nothing is done the pain will continue to get worse. You can dramatically increase your closing ratio by understanding that prospects buy for their reasons-not yours. The art of the sale is in developing the-desire-to-acquire-in-your-buyer! People buy emotionally,Cheap Haloti Ngata Jersey, then rationally justify their decisions. Touting features and benefits followed by applying price pressure, actually sets up sales resistance, which then leads to a frustrating conclusion for both buyer and seller. Easily close more profitable sales and the lifetime value of a repeat customer by asking open-ended questions first. You are naturally curious to find out what problems the prospect has that matches up with the benefits of your product or service. Here are some examples of open-ended questions: The bottom-line reason that traditional sales tactics are inefficient and ineffective is that the seller is motivated by an attitude; of "whatever it takes "to push product out the door in order to make a quick sale. Typically,Cheap Falcons Jerseys, the seller knows a lot about the product's features and benefits, has a good story to tell, and persistently overcomes objections until the deal is closed. Yet many sellers seldom delve deeply enough to uncover the prospect's true motivation for doing business, especially from the buyer's perspective. Highly paid sales professionals are problem solvers positioning themselves as trusted advisors, rather than product pushers. The motivation for the prospect to do business comes when the prospect acts on your advice to immediately solve an important problem. (That's right; the customer is buying you and your understanding of his problem first!) · How long has this been a problem? · What have you done so far? · When did the problem first happen? · What is important for you to do right now? No pain-no sale.

Here what we are proposing is that the salesperson should understand the needs of the prospect and as a professional, be able to communicate a picture of the end result. We can accomplish this by simply explaining the desired outcome of the benefit of using his product. I believe that it is possible to help the prospect do it for herself. Making effective eye contact with the prospect is little more than "focusing" on the prospect. We can insure this is being communicated to the prospect by practicing looking at an object for five seconds. Weeks after we had our talk,Cleveland Browns Jerseys, I was helping my wife look for a new family station wagon. A salesman was, very clumsily, demonstrating the space in the cargo area. The salesman finally gave up trying to fold the third seat down and began explaining about all of the square footage available in the back compartment. I had to bite my tongue. I wanted to interrupt. We had told him we were looking for a car for the school car pool, the Cub Scout den, the groceries and our upcoming trip with the kids to Disney World. We have long heard much about the value of First Impressions and those comments are well founded. The first impression will outlast any later actions, all out of proportion to relative value. Knowing now how critical the visual impression is, we have the opportunity we have the opportunity to make our favorable approach with confidence and power. Our very unscientific surveys indicate that most sales professional feel that they are exuding positive Body Language.... while equally unscientific surveys of the customers indicate that they are seeing very mundane sales presentations. What is certain is that when we get sales people in our video training sessions most find that they are not presenting the confident and enthusiastic image they want to present. I would suggest,Cheap Jack Lambert Jersey, then, at least once a quarter the serious sales professional spends, a couple of hours with a sales partner and do role-plays with a video camera. I am no expert in the field but I have a feeling that if I spent all of my time trying to remember what each movement meant I would be hard pressed to recall at all what had been said. I believe that I need a much simpler version of "Body Language." Building word pictures simply puts your prospect in the mental drivers seat. THE EYES HAVE IT On the other hand, if I am approached by a bright and enthusiastic personality, I would be open to listen. If the bright and enthusiastic behavior, turns into "bubbly and cute", I assume I should be spending my time with more important issues. We hear much about "Body Language" and much of it I fail to understand. There are some people who would tell you that if a person pulls on her ear, it means one thing and if she then wipes her brow with her left hand it means something different than if she wiped with her right hand. He kept talking about cubic feet and I kept waiting for him to say something like, "Lady there is so much room in the back, when those kids get car sick, chances are they won't get none on you." Imagine the client trying to believe everything you say, while your eyes keep flashing away to the well-turned leg of a lady across the restaurant. The message the prospect gets is that the sales person is more interested in some futile Romeo fantasies than in business. SEEING IS BUYING YOUR CONFIDENCE SHOWS Years ago I asked the late Nick Carter, V.P. of Marketing for Nightingale Conant Co. what he thought was the greatest secret of salesmanship. Nick said that he felt "It is the ability of a sales person to build word pictures for the customer. To make the customer see himself using and enjoying the benefits of the product." The salesman, whose eyes become distracted by a cute waitress at a business lunch, seldom goes home with more than salad dressing stains on his tie and a receipt for expenses. This by the way goes double for the salesman who has taken a female executive to lunch. We must recognize that some of our customers want an enthusiastic, firm handshake while others would find that same approach overbearing. It is up to the professional to adjust his or her personality to meet the needs of many types of prospective customers. People view us through their own perspectives and we must be open enough to intuitively give each prospect what they require to see us as competent professionals. I believe it is quite important and very basic. Those people who find it difficult to make and hold eye contact with their prospects are at a serious disadvantage but most of the time problems with eye contact are much more basic. What Nick was talking about takes us back to visual communications and he was right. Pick a spot on the wall and focus on it for five seconds... count one thousand-one... one thousand- two... and so forth. If you practice this for a short time, you will develop a good sense for how long most people are comfortable with direct eye-ball-to-eye-ball contact. Eye contact held much longer than five seconds sets up a staring contest that is unnatural. Further,Cheap Todd Heap Jersey, Ron Willingham, author of THE BEST SELLER, advises that we should look into one eye. The reason he makes this very good advice is that it is impossible to look into two eyes at a time and we make more impact by concentrating on one eye. I think it makes sense and is good advice. How many of us have been approached by a car salesman who looks to have just been punched in the chest by a milk truck. Shoulders stooped, chest caved in and a halting step would, I think, speak more loudly than any eye contact. This is going a step farther than features, benefits discussion. Now we are asking the prospect to tell us why the benefit is important, how they would use the feature and what would happen if they didn't have it. For instance, if I see a sales person who walks in like his Popsicle just melted in my lobby, I know all is not well back at his farm. My first reaction is that I haven't time to listen. He has been shut out before he opened his mouth. Body Language naturally includes many other aspects than just good eye contact. A smile can tell us many different things, an arched eyebrow can raise a question and a turned hand can answer one. Suffice it to say many of these things we learn from experience. Opening up a prospect to believe us, have faith in our recommendations and respect us as professional business consultants is not to be performed by someone who needs directions to open a beer can. Simply put, we need to be certain we are showing the most positive communications possible before the prospect has the time to make a negative assessment. Eye contact has long been touted as the most telling of all Body Language feedback systems. Does all of this mean that we should practice cheerleading down at the local bowling alley to develop enthusiasm, or take a Dale Carnegie course to come out of our shell? Definitely not, but perhaps what it does mean is that most of us are not animated enough to "show" confidence.

In the final analysis, all really good salespeople, introvert or extrovert, are flexible to some extent. They have the ability to read clients and prospects and to subtly adjust their appearance and presentation to mirror their prospective buyer. Sure, it is probably easier for an extrovert to sell to an extrovert and an introvert to sell to an introvert. But true success demands the ability to sell to anyone; no matter what type personality they might have. I'm not saying you have to be a chameleon adopting your customer's personality and mannerisms. It is much subtler than that. On the physical level it may mean moving just a bit more quickly, speaking with a faster cadence, and sitting a bit closer to someone than you usually do. This challenge isn't confined to introvert's exclusively. One of the most valuable assets for any sales person to possess is the ability to "read" people. In theory,Cheap Kellen Winslow Jersey, introverts should actually be better at this than extroverts because by being quiet and less obtrusive, they have the opportunity to listen more and get a better read on the person to whom they are speaking. Armed with this information they can then adjust their own demeanor accordingly. Talking with a non-native English speaker presents its own special challenges. If you don't know how well your listener understands English you might inadvertently speak too slowly and embarrass the person or you might speak normally and risk having the person not be able to follow you. It's best to speak just a little bit more slowly and get feedback from your listener to make sure you are being understood. If your prospect's office is full of material but sorted into piles and neatly stacked,Cheap Chris Williams Jersey, you've got a detail person. You probably still need to be highly focused but be sure to have the time to include all the details of your product or service. As long as you stick to the subject and provide substance, you'll have an audience. But be prepared for questions. Detail people like details, details,Indianapolis Colts Jerseys, details. Make your answers comprehensive and always ask if they need further explanations. As we've discussed, being flexible is an essential asset for any salesperson. By being aware of others and making subtle adjustments in your own style, you'll find your prospects and customers warming to you as you warm to them. Body Position Body language is much more difficult than speech to interpret. Of course, crossed arms and legs are signs of resistance and arms legs relaxed are signs of acceptance. Bu it has been my experience that body language can be so changeable and affected by so many variable that it is better to control your own body language than to constantly try to adjust yourself to your prospect. So always be sure that you are open, looking directly at your prospects and leaning slightly toward them. But be sure to always leave a respectable space between you and the person with whom you are speaking. Nothing can be more disconcerting to a person that likes their space than someone who sits too close for comfort. The intelligent extrovert, upon ascertaining that his prospect doesn't share his devotion to a frenetic pace, moves a bit more slowly, tones down his speech and sits just a bit further back from the desk. The key is to be aware of your prospect's or customer's style and adjust accordingly. There is no shortage of books on how to read people. Self-help books can show you how to take your cues from indicators such as office layout and decorations, body language and business dress. I suggest you invest the time to learn more about the intricacies of reading people and personality styles. As introverts, we should enjoy the challenge and opportunity to learn something new about people and put it into use. Over the years, I have worked with a few salespeople who have had an annoying habit of getting too close to me when talking. In my experience, these were usually more extroverted people, "touchy, feeling types." But getting too close is not only an extrovert problem. But getting too close is not only an extrovert problem. After all, we introverts appreciate our personal space and are not as prone to invading others personal territory, right? But what I have found is that introverts who are not comfortable in a selling situation can react to their nervousness by getting "up close and personal" and be just as obnoxious as any extrovert that gets too close. The Office The office is easy. The sparser the office, the more likely the person wants to get down to business quickly without a lot of small talk and introduction. Just give these types the facts. Don't start out telling the story of your company's founding in 1932. Get to the point quickly and explain your best benefits first. With someone like this, it is a good idea to tell the person how long you expect to need and then stick to it. Rambling and long drawn out presentations are your enemies here. If your prospect has a generally messy office with papers strewn here and there, the photos a little crooked on the wall and a couple of old coffee cups on the window sill, you probably have someone more creative, more easy going, a big picture person. So most likely you can take a few moments to warm up, tell a few stories and take your time asking questions or explaining details. Don't rush with these people. You'll take more time but should be richly rewarded. For our purposes, and in the short run, I would advise you to focus on three signs of a person's character you can assess during a business call: their office layout, their speech pattern and their physical position while talking to you. Be watchful of how your listener reacts. Start out where you feel comfortable and then adjust as you take your cues from the other person. If they appear to like you closer, then by all means move closer. But if they are like me and don't want you too close, stay back and make sure they are comfortable. Speech Patterns Speech is also a very telling sign of our internal makeup. In general, just be aware of your prospect's speech patterns and try to move your own natural patterns closer to theirs. If he or she is a fast talker, speed up your speech. Conversely, if they speak slowly and methodically, you do the same, as much as feels comfortable to you. Never stray too far from your comfort zone because you will feel unnatural and it will project to your listener. It's said that people tend to like people they believe are similar to them. Opposites don't attract. In fact, they repel. You want to be perceived to be as much like your prospect as possible within the boundaries of your own comfort level. Step out of those boundaries and you run the risk of appearing foolish or, even worse, you might be perceived as mocking your listener.

In addition, a personal note increases the buyer's curiosity and the odds that your material will be read sooner than later. When I received a 60-page catalog filled with junk I didn't ask for and no note from the seller, the catalog found its way to the far corners of my desk where, to borrow from Verizon, it was forever in "the dead zone." Ever heard that famous saying "For want of a nail...the war was lost?" It suggests that if you focus too hard on the little mundane details, you may lose sight of what's really important- winning the war,Cheap Vernon Gholston Jersey! But I'm here to tell you that sometimes it's the little details that really matter in building and managing business relationships and the "little things" can put you ahead of the competition when dealing with a buyer. Buyers are busy enough before you walk in the door or give them a call. If you can save your buyer even a little time and effort, not only will they be appreciative, they also will remember that effort in the future. If you're sending out a booklet or catalog bigger than a couple of pages, write a quick personal note and make the message relevant. Put your note on the inside cover or shoot the buyer a quick e-mail saying "Tom, the products you're interested in are on pages 45-48. Have a good day, -John Doe." Hardly any of the salespeople that called on me did this, and the ones that did had a huge advantage when I came to choosing my rep. 1. Why am I receiving this communication? 2. How did you get my name? (If it was a reference, make sure to name the reference so the buyer knows you are recommended by a trustworthy source. Example: Hi John, Bill from Company B gave me your name and thought you would really be interested in...) 3. Do I know this person? (i.e.: you,Cheap Patrick Kerney Jersey! Have you met before? Been at a meeting together?) 4. Is this product important to me,Cheap Matthew Stafford Jersey, the buyer? 5. Is there any reason I should pay attention? Make it easy for the buyer to see the relevance of your communication and your message will get read. These little things may not win you the war, but it keeps you in the battle. How to win over professional decision makers? Prove that assurance that time spent with you today can pay dividends tomorrow. Another little detail often overlooked: prepping for common buyer questions. Buyers often ask themselves these questions every time they receive a communication from a rep. Before the buyer has time to wonder the vast possibilities of answers to these questions, make sure you have a response lined up for them, and don't wait for them to ask, make sure you tell them in your introduction.

Tenth you need to let go of your ego and historical prejudices or viewpoints that may get in the way of your success. How do you develop a sales system? Seventh you need to test elements of the process in the real world and continually refine it to ensure it works more than it doesn't. I don't care if you use any sales system, sooner or later if you want consistently increased sales results,Cheap Kenny Britt Jersey, you need to implement a workable, practical,Cheap Dermontti Dawson Jersey, customer focused and repeatable process. There are only three ways to sell more - and the key to all of these is the ability to learn from your mistakes, develop and apply new approaches. People who consistently have poor sales results generally keep making the same mistakes and these generally are in three areas - prospecting, closing sales and the lack of a strategic sales process that they use again and again and it works. So I'll leave you with a simple question? Do you have a repeatable sales process or system that you use that works? I am not going to delve into the various available systems today and their merit but rather the value in developing or using a successful approach that works and you are comfortable with. Second you need to understand your prospect's needs,Cheap John Lynch Jersey, wants, agendas and objectives. OK that's it. A selling system or process... easy? No. Complicated? Doesn't need to be. Critical for your success? Yes. Eighth you need to memorize the various elements so that you can use every aspect automatically. What exactly is a selling system? Third you need to tailor the system to your industry. First you need to understand the basics of selling. If you evaluated the results of the most successful salespeople you would quickly discover that they have a repeatable sales process or sales system. Sixth you need to learn to get more information than you give. Fourth you need to understand your customer's fears, concerns and mindsets in general. It's grounded in a number of important elements such as; Fifth you need to create trust and mutual respect early in the relationship. -It's repeatable -It has a high closing percentage -It is customer friendly -It is easy to use -It is comfortable for the salesperson -It eliminates poor prospects quickly and professionally -It contributes to repeat and referral business Ninth you need to keep adequate sales records so you can continually evaluate your system's effectiveness.

3. Present your credentials. The most common questions that most customers would ask before making the decision to buy your products or even listen to you are the questions "Who are you?" and "Why should we trust you?". It is easier to believe in someone who has been in the same situation, experienced the same problem and was able to solve it. Your credentials could include your field of expertise, years of experience, Conference attended and other awards and recognition received. Sales letters have been one of the most effective and efficient ways in getting potential clients to buy your products. It is also considered the thin line between a buyer's YES and NO. Making one is not that complicated as it may seem. Here is how: 4. State your offer. The offer is the "make or break" part of your sales page. It should be so compelling that your customers will not hesitate to make the purchase. Try using the combination of free gifts, added service and low prices when stating your offer. And instead of lowering the price of the product, try adding products and services. This will give your customer the impression of having more while paying for less. 1. Make a noticeable headline. In general, readers will only read your sales letter when they are curios or interested on the headline. The following phrase could help your Headline standout among the rest: "How to",Cheap Antrel Rolle Jersey, "tips on", "Secrets to",Cheap C.J. Spiller Jersey, "Help", "How can I", "Free", "New ways", "Where can",Cheap Justin Smith Jersey, "Found", "Hints and tips", "Best", "Exposed" and "Warning". Having these phrases in your headline makes it interesting to read. Also, include the keyword in your headline but be very careful not to make your headline too specific, for it will limit the visitors to your site. 2. Recognize the problem and provide a solution. The visitors in your site are there for a reason, they have a problem and they want a solution. They are hoping that you have the solution they need. Relating to the problem of your visitor is an effective way to get them to purchase your product. Talk about the problems and the solutions your product can provide. Talk about the short and long term benefits. This will add to their interest to purchase the product. 5. Reassure your customer. Your sales letter should also include an assurance that your product will be able to help them solve their problem. Assurance comes in many forms. You can have a money back guarantee program. You can include statistics with real figures of the number of purchases made for your product and testimonials for other users. Be creative in assuring your customers with your sales letter template.

Let's first look at a fairly common and flawed process and then explore a solution using Web Forms, which web-enables order-to-fulfillment, eliminates redundant data entry and electronically routes between sales, engineering, accounting, order processing and shipping departments. If your company spends considerable man-hours tracking orders between the time a product quote is requested and the actual product is shipped, using Web Forms technology can assist you in streamlining your fulfillment process. This pain point is widespread in industries where products or services are customized - manufacturing for example. In some cases the order or quote request can get lost before it actually gets entered into the order entry system. Because these steps are likely done via paper documents being passed around in a manila folder or a steady stream of "reply all" emails, the chance of errors or the quote request getting lost in translation is very high. Problems are often found in customer support prior to shipping or even worse, by the customers themselves. Not only are these mistakes completely avoidable, but companies can lose considerable profits and damage brand equity when employing imperfect order-to-fulfillment processes. Unfortunately, this scenario may sound all-too-familiar. If you're looking to improve your order-to-fulfillment process and want keep your customers happy, consider using Web Forms technology to streamline your customer and vendor business processes. By capturing the quote information at the beginning of the process and tracking it until the time the order is entered and shipped, we have averted the dreaded "you screwed up my order" call and have delivered the product correct to specifications and on time. The current process may go something like this: An order is received by email,Cheap Jason Witten Jersey, phone or fax for your product or service. In some instances, the product is mass-produced and can just be grabbed from the shelf and shipped. This particular order however, requires a quote for product customization. Because of this, the quote request needs to be routed from sales to the development or engineering team for a review to make sure they can fulfill the customer's special order. Once engineering has determined they can configure or build the product to specifications,Cheap Sideline Black United Jerseys, the accounting team needs to estimate the product cost, margins needed and the final pricing for the product. The order can finally get entered into the order entry system for processing, shipping and billing. A new streamlined process using Web Forms might look like this: Customer goes to your website and fills out a new order or quote request,Cheap Nick Fairley Jersey, or simply calls a salesperson who takes their order. In either case, the order or quote information is immediately captured to a web-based form where it can be monitored and tracked until the order is completed. Once captured, the order form is electronically routed to various departments where they add their information to the all-encompassing form. Once it clears these steps, the quote or order can be entered or captured automatically into the order processing system and fulfilled.

Now, I know what you might be thinking. You might be thinking that recognition and rewards are of no interest to you personally. And this may be completely true. You may have no interest in this at all. But please understand this. You are not always your customer or referral partner. Step 4: Reward. At the very least send a thank you card. I would personally recommend sending food because few people truly thank people for referrals. It will make you stick out and be remembered. If someone makes you $5,Cheap Greg Jennings Jersey,000 is it worth it to give them $500 or $1,000? I honestly can't answer that question for you, but if you have salespeople and you would pay them this amount then I would recommend you seriously consider paying referral partners a lot because you can almost have a "silent" sales force working for you. If you have a "walk in" store often times a "leader board or thank you board" can "recognize" people who are giving you referrals. It all depends, but recognition is extremely important because many times people get competitive and want to be known as a person who refers. And even if that referral does not always convert into business you still want to reward people. Why? Because it is the polite thing to do, and it is the right thing to do. Even if that referral didn't lead to business a person still tried and will keep sending you business. Lastly, people WANT to be rewarded for referrals. It makes them feel appreciated. I have sent people business before and not even received a thank you card or someone even mentioning it. If you are an accountant perhaps you can review their taxes from last year at no cost, provide a workshop for how they can get additional tax benefits, or provide some other type of bonus. The key here is to make a big list of ideas and then test and see which one works for your business. Ask yourself this question: What could someone do for you that you would be forced to tell 3 to 5 people? Then DO That! The last 3 tactics involve all 'R' and they are remind, recognize, and reward. Reward: Lastly you need to reward people. You need to quantify how much a good referral is worth to your business and REWARD people when they send you a referral. Do not be cheap here. Remind: You have to constantly be asking, in the right way of course, for referrals. How do you do this? As many ways as possible. Well, it depends on your industry and what you do but what type of bonus can you throw in for free. For example, if you are a restaurant is it worth it to give out a free dessert to generate good will. Thank you cards always work very well. Monthly holiday campaigns also do well. So do referral contests. But ALL of these do not work unless you have top of mind awareness and people are constantly thinking of you. I have personally seen millionaires refer to get a Star bucks gift card, or a box of brownies. I have seen very prominent business people get in an argument over who referred the most. So just because it may not appeal to you doesn't mean you cannot use this in your business. If you're interested in getting more referrals but are not sure where to start here are 4 simple strategies you can use get more referrals. Recognizing people want to be thanked for the things they do. When I say recognizing people I literally mean calling attention to people who give you referrals. It*may* be, but it depends on your business. IT definitely would be worth it if you are to collect names for a mailing list -- but that is another subject. That is what I mean when I say "wow." Just doing what you promise will not get you a boatload of referrals. So what are ways to "wow" people? So the first key is to wow people. Step 2, Remind people of your contests, what you have done for them, and what is in it for them. There are several ways to go about this. If you have a newsletter you can recognize people who give you referrals in your newsletter. This can be done in a print newsletter, or digital email newsletter. So, remember the following: Step 1,Wesley Walker Jersey, WOW people. Make them HAVE to tell their friends, clients,Cheap Terrell Suggs Jersey, associates, and vendors about you. How so? Go above and beyond the call of service. Step 3: Recognize people who do refer. Recognition is extremely important because people want win. First, realize that people WANT to refer if you can WOW them. What do I mean by WOWING them? Well, have you ever ate at a restaurant or seen a movie that was so good you HAD to tell your friends about? Yes, you might need to refine and tweak this a bit, but you definitely need to be utilizing these concepts in your business.

One of my clients was able to launch a seven-figure business for this reason; they had customers who were interested in their products and then once they got their commitments only then did they start the manufacturing process. It doesn't serve you at all to have your products sitting on your warehouse shelves rather than retail shelves, especially when you're starting out. So be very careful in your launch efforts and think strategically before going into production. But here's the thing...yes,Cheap Oilers Jerseys, most retailers won't buy from you unless you have products in inventory because they want to make sure you can fulfill their orders immediately. The last thing a buyer wants is to be compromised by not having inventory on their shelves. This is a big no-no! So admittedly this does not work for most retailers, but if you can (and there are strategic ways to do this), this will definitely work to your advantage. In the end, this strategy will benefit both parties. Along the way if you find that buyers are not particularly interested in your product, then consider yourself blessed because you haven't spent thousands of dollars in production! Products are produced and delivered to the warehouse in hopes that their sales team will write tons and tons of orders. Unfortunately,Cheap Matt Ryan Jersey, most of the time products sit on the shelves for months and months waiting to be pulled while incurring major fees. Warehousing can be a major expense in your business. So the best strategy is to create your prototype, get it in front of buyers and focus on getting purchase orders! Q: What's one of the surest ways to ensure you don't lose your shirt when taking products to market especially when you're just starting out? Additionally,San Francisco 49ers Jerseys, especially for new companies, having a purchase order on hand gives you a much better chance to get a factory to do business with you especially when you're producing thousands of units and working overseas. A: Have a commitment or order from a major retailer prior to manufacturing your products. This may sound like a no-brainer, but let me tell you, most inventors and entrepreneurs and even large manufacturers don't think this way, and in my experience, this is one of the surest ways to avoid sleepless nights trying to figure out how to move goods out of your warehouse. Another big advantage in getting your products in front of buyers prior to production is that it will allow you the opportunity to get feedback and possibly tweak the product to their liking so they can potentially place an order once you've made the modifications. Use this to your advantage and pay attention to what they have to say and work with them - be flexible! If you must produce, start with a small quantity or a minimum run to test the market. Most major retailers will do this anyway. They will start off with a few stores at strategic locations to see if the products will sell before they place a larger order.

A word of caution. It is easy to go overboard with consequences and make your copy start to sound a bit like Chicken Little with the refrain that the "Sky is falling". This type of overstatement falls on deaf ears.,Cheap Matthew Stafford Jersey While this is an effective technique, it can be very quickly overused. I've found that the key is to focus on capitalizing your most powerful emotional terms such as, anger, excitement, enthusiasm or frustration. This works very effectively in both emails and sales copy on a squeeze page or landing page. Capitalization works far less effectively in hard copy sales letters that are sent in a Business-To-Business marketplace. The next question is "What emotions should I focus on?" Although it can argued that there are lots of different emotions that are powerful to raise, the most important ones are those that focus on either pain or gain. Throughout copywriting history these twin levers are the two most powerful. However, as powerful as the emotion of gain is, it is pain that causes most people to actually act. In my opinion if you are going to focus on one emotion in your sales letter, it should be those associated with pain. However, just stating the problem by itself is usually not enough. You need to build on it. Make your readers really care about it to the point where they are willing to take action. In order to do that you need to communicate consequences. These are simply the answer to, "What happens if the problem isn't addressed?" As you can imagine this is where we really make the reader care about the problem. The aim of your sales copy is always to sell your product and service and once you have learned the standard format of sales letters it is time to take it to the next level. One way to do this is to use emotional triggers. These words or phrases are used to get your readers feeling whatever emotion it is you want them to feel. If our readers do not feel that they can achieve the goal, if they feel that attainment is outside of their capabilities, then inertia will take over. That's deadly since our goal at the conclusion of the letter or email is to motivate our readers to do something. Unless they feel hope and aspire to the "gain" that is communicated in the copy, they won't act. Thus you want to ensure that your copy is filled with emotion laden statements that emphasize the gain that one can achieve by taking action. You want people to pay attention to the problem through the use of consequences, but you don't want to overplay your hand. A good way to check this out is to read your copy out loud once you've finished writing it. If it doesn't sound believable to you, that's a clear indication that you've probably had "too strong a hand on the tiller" when you communicated the consequences. So how do we communicate pain? It's most effectively done through a two-step process. First, you want to communicate what the problem is that your readers are facing. I'm assuming that you're writing to a highly niched market or offering a very specific service to a larger group of prospects. People pay attention to problems that either they suffer from or that those who are similar to them face. Thus the more you niche your audience the better. Although a lot of copywriters disagree,cheap Super Bowl Jerseys, I prefer to convey emotion through the judicious use of capital letters. A single word all in caps will pop out and visually convey the emotion you're trying to get across. Simply put,Cheap Ricky Williams Jersey, the emotion of gain focuses on aspirations, goals and ambitions. It is the proverbial chest of gold at the end of the rainbow. The emotion of gain is closely linked with hope. Providing readers with hope is crucial if we expect them to take action.

1. Seek information. There is a rule of thumb in negotiation: The best prepared party gets the biggest piece of the pie. Dig out the facts. Do your homework. Find out all that you can about the other party from independent sources such as, their problems, needs,Cheap Arthur Moats Jersey, interest, goals. Your awareness of these issues helps you to create acceptable solutions. This will help make them more receptive to your ideas and gives you the advantage. 3. Reinforce continually. Reinforcement builds the type of confidence you want in your customer. One way is to ask questions which require a "yes" to your questions. 2. Cost-benefit ratio. The prospects buying decision will be based on perceived value in relation to price. Values or benefits are not in the product but in the prospects mind. The salesperson has little control over price, but does have control over presenting the prospect with enough reasons to buy. 5. Pre-empting price. If your price seems high, you can soften its effect by pre-empting it. That is, you bring up the subject as a benefit and justify it before the prospect complains about it. In that way any objections to price are minimized. Handling customer complaints. Comparison of price, value and quality in the business world is the name of the game. Yet even after a rigorous price comparison, price will rarely be the dominant factor. When you sell value - your best combination of quality, service and price - you will have a far happier customer than when you sell price alone. BACK TO BASICS Quite often the salesperson must assume the role of "negotiator" to close a sale. You've found the right prospect and developed a strong interest in your product or service, but the terms of the deal are now under fire. Although you may not be able to change prices or delivery schedules, it is important to remember one thing: The negotiator's job is not to do the impossible, but to make the possible probable. To be effective, you must understand and apply the key principles of negotiating. Even so, there is no guarantee of success. But, not having a grasp of negotiating is almost a sure guarantee of failure. Unless you are UN expert in negotiating practices, you stand a much lower chance to get what you want. 3 Put a picture of something that you want to purchase on your refrigerator so that you see it every morning. But don't forget to reward yourself for short-term accomplishments. 1. Know that change is inevitable and it is often good and healthy. 2. Participate in change. Be eager to make a difference. Don't react from necessity. React by thinking, planning, and taking action. 3. Believe strongly that you can make a difference. 1. The prospect is always asking, "Whats in it for me?" The answer to this in not features but rather benefits and reasons to buy. Rarely is any one feature worth the price, but it is possible that one benefit is worth the price. 1. Arguing creates defensiveness from your clients. Ignore the customer's style of delivery and personality. Don't let that distract you from listening to what is being said. Handle the problem with a calm and rational behavior. Handling the Sales Lows: Remember that you need to present the valve of the equipment to the man who signs the check. If you are relying for his second in command to sell the values to the one who writes the check for you, you are sadly mistaken. 2. Negotiation involves seeking information so as to understand the customer's situation and needs. It requires a cool and thoughtful approach. And it needs to have the customer feel a "win". That is, that he or she is better off dealing with you than not dealing with you. "Even if you are on the right track you will get run over if you just sit there". Every salesperson has experienced highs and lows, peaks and valleys. The trick is to minimize the lows, continue to work, and take advantage of the highs. Motivate means to move and take action, so sitting and worrying is the worst possible thing you can do. Anything that produces activity is the answer. Here are three ways to get "on track": 6. Don't lose your composure. Because price is the sixth most important factor in selecting a product, you should not lose composure when the prospect starts pressuring, it may be a defense mechanism, a self-stroking to show knowledge about your product, bargaining, exercising buying restraint, or whatever. Or the prospect may be seeking help in justifying the purchase, that is, a buying signal meaning, "I like it, but help me find more reasons for buying it". Price alone makes salespeople vulnerable. Understanding that salespeople who sell price alone are vulnerable to losing the account when someone comes along with a better quality or service. 1 When you lose momentum,Cheap Jim Kelly Jersey, you usually can trace it to the fact you have not set clear goals or your goals are so large and long-range you tend to go off-track and lose faith in your ability to achieve them. Re-evaluate your goals and break them down, so that you can create short-term rewards and a feeling of accomplishment. 3. Buying is an emotional process. The emotional involvements run the gamut from prospects wanting the item so badly they will do almost anything to get it, to analytical purchasing agents wanting the recognition from their peers for low-cost, high-quality purchases. The strongest emotions often are based on past negative experiences involving service or quality. Ask questions to find out your prospects past dissatisfaction with service or quality and show how you will do better. Hear it out, listen. Getting the complaint out in the open relieves the distress of ill feelings clients may have. The more they talk,Cheap Fred Taylor Jersey, the more you will learn about their concerns and how to deal with it if you listen to the customer. He is telling you how to fix it. Avoid the argument; the complaint may be groundless, but don't make an issue of it. Complaints are not resolved to mutual satisfaction in a controversial climate. Avoid meaningless excuses. These do nothing to resolve the situation. If the complaint is valid - fix it - with no alibis. Assure the customer you will get the facts and do your best to resolve the matter to his satisfaction. Don't let complaints linger. The longer they remain unresolved, the more they become a source of friction and are apt to become serious. Keys to Negotiating Excellence 4. Justify the price. The price can be higher than the competition as long as the prospect feels it is justified in terms of the values and the benefits offered. The best way to justify the price is with more benefits. In the end the price has to be sold, or justified, with the benefit of the product or service you offered. Price is never the dominant factor. Three Ways To Think About Change: Remember these valuable points in negotiation. Often price is more of a problem in the salesperson's mind than the prospects. Top sales professionals have learned that most customers start out price-conscious but end up becoming value-conscious. Understand that value is the emotional combination of price, quality, benefits and service. The objective is to influence customers as to why they are better off with the benefits and the values your company offers. If I were to ask you how price ranks in the customers mind when considering a sale, what would you say? First? Second? Try again. Surveys have shown that both private business as well as government officials rank price only as the sixth-most important consideration. In today's competitive world, a price objection is the quickest way for a prospect to get rid of a salesperson. Yet top sales professionals are seldom the ones with the lowest price. Why? Value vs. Price. It matters not if you are selling tiddlywinks or imported Italian cranes that are 30% higher in price than the closest American made crane, every price is too high until the prospect is emotionally involved. 2 Send out mailers that require you to call on so many people each week. Use a number like 40-50 commercial contacts a week and follow up by phone. Cold calling is not required. Use information age technology to generate leads. The pay-off - a satisfied customer Six Ways To Get The High Price: 1. Create benefits rather than compete with prices. 2. Protect a price resisters ego with no-price extras or service. 3. Sell visions and ideas, not just products or service. 4. Create visual images of the prospect enjoying your product. 5. Reduce a price difference to the lowest unit possible. 6. Train yourself to sell value - not price. Value, again, is the combination of price, benefits, quality, and service. Here are the strategies I use to lessen the influence of price on a sales decision. 2. Rehearse. Anticipate as many predictable responses, obstacles and objections as possible and prepare your responses in advance. Thomas Edison once said "genius is 10% inspiration and 90% perspiration". Preparation and rehearsal is the perspiration of negotiation genius.