Did you know that the average realtor is on the transaction side (either a buy or a sell) 7 times a year and make an average commission of $7,414 per transaction? This means that the average realtor makes $51,898 per year. The nice thing about an email newsletter is that it doesn't have to take a lot of effort each month. If you are going to showcase new homes you have for sale, in most cases you already have the pictures and the write-ups on the home. All you have to do is transfer this information to your email newsletter. A newsletter can showcase the neighborhood you sell in, maintenance tips, property tax information, housing statistics for the area, just about anything that is relevant can be added to a newsletter. Here is some background and assumptions. An email newsletter typically has an inquiry rate of 5% and I am going to assume that if someone contacts you about a home they saw in your email newsletter,Cheap Laurent Robinson Jersey, that they are pretty serious about potentially purchasing that home. I am going to assume a close rate of 20% on people who have contacted you about a home in your newsletter. One last assumption is that a homeowner purchases a home every 7 years then the odds of them purchasing a home each year is just over 14% or 1 in 7. Even with just 100 subscribers a month, you have the ability to sell 1 home per month for 12 a year, which are 5 higher than the industry average. An email newsletter doesn't just have to be for Realtors, it can work for anyone in sales. So I will combine this information to show how a real estate agent can potentially increase their income by double or greater by using an email newsletter. So if you have a newsletter with 100 subscribers and you grow the subscriber base by 10% a month, within a year, you will have approximately 264 subscribers. With the assumptions above applied, you can expect that within a year you will sell 15 homes through because of your newsletter. This is more than double the industry average. This would mean that you could add an additional $111,210 in commissions each year. Did you know that the average homeowner purchases a house every 7 years? In addition to this, an email newsletter service is relatively inexpensive at about $19/month for up to 500 subscribers. This means that for less than $240 per year,Okaland Raiders Jerseys, you can make up to $111,Cheap Miami Dolphins Jerseys,210, which is a 46,336% return on investment.

When a business is looking to increase sales they must look at the most important factors. These factors are that what ever option they choose it must be reliable and fast. Another important aspect is the fact that the option must be cost effective. A swipe machine or PDQ terminal is a way to accomplish a business's goals without compromising.,Cheap Jermichael Finley Jersey If your business does not have an internet presence or telephone ordering nor plans to get them in the future then in-store terminals are suggested. These terminals sit on the counter and require the consumer to swipe their credit card or debit card and follow the instructions provided on the screen to complete the transaction. The use of these terminals has become very popular and the demand for new technology seems to increase with each passing day. In a given day it is common to pass by 25 or more of these terminals just on your daily routine. Each store you visit probably has several located on their countertops. The equipment is very reliable, fast, and cost effective. Installation is a breeze and obtaining a merchant account for sales is simpler than ever. There are many options when considering where a business should get a merchant account from but it is important to do research and find the best deals. Your business should have a merchant account set up and equipment installed as soon as possible to maximize the potential for sales. Consumers are more inclined to make bigger purchases using credit cards than at any other time in history. Accepting cash and checks is the way of a dying business; do not let your business die. Set up a swipe machine today and let your customers commence swiping,Cheap Chiefs Jerseys! o Is it portable or in-store? o Is a printer available/accessible? o What fees are associated with the machine? o Is the machine consumer friendly? o Are transactions instantaneous? o How much does the equipment cost? (Payment gateway,Cheap Jermaine Gresham Jersey, etc.) This machine can be vital to the success of business. Allowing customers access to purchasing items or services using a credit card of debit card has become a constant part of sales. Each day that a business does not accept credit cards or debit cards they are costing themselves valuable sales. Each company will have an established set of fees as well as other costs when setting up the account. Some companies will offer free equipment. This sounds very enticing; however it is important to acquire the right machines for the job. A business can determine what type of machine is needed by simply answering a few questions about themselves. Whether or not your business requires a portable or in-store terminal is very important. Portable terminals used to be mainly for traveling or seasonal merchants however they are now used more commonly by all types of retailers. The reason for the higher demand of these types of a swipe machine is the increasing demand for purchasing over the internet or via telephone. A portable terminal allows for the credit card or debit card numbers to be entered in manually instead of the usual swiping. Some of the most important questions when acquiring a swipe machine are:

#4. Make Money Selling Wholesale Products If you want to make money quick the easy way to do is buy from wholesale and sell in the retail market. Here are some tips on how to find a wholesaler,Cheap Johnny Knox Jersey, ways to negotiate with them and how to make money from your wholesale products. Run a flea market. Lot of people do go to these markets and you can buy items online and sell them in the flea market. Visit the market first and see what is not there and then buy them on the internet so you will have a little competition. #2. Wholesale Negotiating Tips Research is vital to make money from wholesale goods. Pick at least 5 products and use Google free keyword tool to find out how many people are searching for your product per month. If the result is 4 thousand or more searches then the item is in demand. #1. Research Market #3. Verify all Wholesalers Never pay any wholesaler without negotiation. Remember if you don't ask for it you don't get it. Speak to them that you will come back again if you give some discount, because wholesaler loves regular customers. Also ask for their slow selling products,Cheap Art Monk Jersey, they will give very good discount. Once you are up and running and you know what your best items are, create a website and sell your hot selling and regular items on your website. It will also give you a reputation because website is must to run a business. Once you have your product now it's time to make money and the best place to sell your products is on eBay. You will be surprise how quickly you can become a power seller. There is millions of hungry buyer looking for bargain all over world. Before you make any purchase from wholesaler you should verify them. Make sure they have full business address. They should supply the land line contact number. Always give them a ring to verify and ask few questions,Cheap Jack Youngblood Jersey, they should say their name and company name to start with and they will give you a details answer for your question, not yes or no. If they ask you to wire the payment then keep away from them

Teachers People are always observing other people. If somebody had observed you all of last week, what might he/she have thought you were selling? Be aware that every single one of your actions,Cheap Terrell Suggs Jersey, attitudes and behaviors represent who you are and what you "sell." Employees It doesn't matter what kind of job you're seeking you are selling one thing and one thing only, YOU! First impressions always matter and when you're seeking a job, it matters more than you know. Your appearance and attitude are a piece of your selling package. Dress appropriate and be confident. You must confidently sell your skills, your abilities, your knowledge, and you must convince the potential employer you are the best candidate by showing how you will help their organization achieve their goals. Job-Seekers ### The biggest stumbling block I've had to hurdle over as a business owner has been the vision I carry in my head of a salesperson. My vision is the used-car salesman in a cheap suit, with lots of gold chains with a huge gold medallion, slicked back greasy hair, he's short and pudgy, has a thick accent making it sound like he's from the Bronx, and he's trying to sell me a bright green Lincoln that I don't want or need! Whether you're the lowest person on the proverbial totem pole or you're the boss, you're a salesperson! Whenever you seek a promotion, you need to sell your skills, abilities, and your potential. Sometimes you have to "sell" in order to get people on your team, to see things your way, to help accomplish a specific goal. Whatever your job is outside the home, inside the home - you are a salesperson,Cheap Brian Westbrook Jersey! It's no easy task to get your kids to do their chores on a regular basis is it? You probably have to use some authority and power along with your negotiation skills. If you have a picky eater, you have to sell those meals in order to get the child to eat or try something new. Years ago a friend, who is a teacher, told me two things she would never, ever do: sales and public speaking. I challenged her that she does both of those every day she is in her classroom! Granted kids don't buy their grades; however, I would argue that a teacher sells the benefits of getting good grades and passing classes. Teachers earn the trust of their students, teachers want the best for their students, and they provide an opportunity for their students to develop skills they will use the rest of their lives - if that's not the beginning of a sales process,Cheap Colt McCoy Jersey, I don't know what is! Coaches Challenge We've all had the horrible sales experience, I could probably write a novel on my experiences alone! Rather than doing that, let's think about sales in a different way. When it comes down to it, every single one of us is a salesperson. I know what some of you are thinking, so just bare with me here and read on... Parents

As a salesperson, you already know the value of persuasion within your customer interactions. Knowing how to positively influence your customer toward a desired end is helpful and must be non-intrusive. These aren't mind-games or "dirty psychological tips". The following 3 simple persuasion techniques will have a tremendous psychological effect, but that effect will be subtle and tasteful. Remember,Cheap Isaac Sopoaga Jersey, it is in your best interest to offer quality service to your customer, so this isn't about controlling someone's mind so much as it is about helping your customer to see the value of your unique solution. Nod - when you nod your head slowly, you're communicating that you're attentive and on track with the customer's concerns. Posture - stand tall, convey confidence. 3. Personalization 1. Body Language Tilt Your Head - when you tilt your head to one side,Cheap Jonathan Stewart Jersey, you are subtly displaying a sort of openness or vulnerability; this is a great trick to use frequently and shows that you understand what your customer is saying while conveying genuine concern. 2. Observation Facial Expression - this one's easy: SMILE! Eyes - make eye contact (this is KEY!); also, be sure that when you smile, you're smiling with your eyes, too! This one's easy,Cheap Charles Mann Jersey, and fun! This simple persuasion technique requires simply that you take notice of your customer. Be observant of their dress, their carriage, their articulation, etc. Find something to compliment. Whether it's a cute set of earrings, a well-coordinated outfit, or a professional attitude, draw attention to those qualities that make this customer unique. Don't dwell on them; merely mention your observation(s) casually and respectfully, then move on. Making your customer feel good about themselves is a great way to subtly influence their psyche! If you've made a good introduction, you already know your customer's name. If you haven't gotten their name, do it! Addressing a customer more personally than merely "Sir" or "Miss" has a profound psychological effect and will make the customer feel more at ease around you. It implies that you care and conveys confidence, warmth, and concern. Your body language is a separate topic all by itself, but the thing to remember is that about 80% of human communication occurs non-verbally. Interestingly enough, the majority of your communication with a customer is through body language, not spoken word! In fact, people (especially women) will automatically and subconsciously read body language in order to identify whether or not the words they hear are honest! If you know how to leverage body language to your advantage, you will notice incredible results from this simple persuasion technique! Here are a few ideas: Open Gestures - keep the palms of your hands facing upward or outward toward your customer as much as possible; try not to cross your arms. Open gestures and exposed palms imply openness and helps to make your customer feel comfortable and secure with you.

Attracting prospects. Attracting Prospects is vitally important to the life blood of any business success. Whatever means you use to attract prospects, don't be boring and like everyone else. Be creative, bold, unique and exciting. What makes you business different and more appealing than your competition in the market place? When you answer this question you have the beginning of a great marketing campaign. The number one way of attracting new prospects is "word of mouth" from your present happy, satisfied and loyal customers. This is why the most important thing you you do in your business is to make sure your employees, your product and service are excellent. The Stew Leonards Grocery Store in Norwalk Ct has a sign etched in stone that reads, OUR POLICY Rule #1. The customer is always right. Rule #2. When the customer is wrong, refer to Rule # 1. His employees are well trained, have a positive attitude, helpful and live by this rule. Go to his web site and see how he started and what taking care of customers can do for your business. Converting - Prospects to Customers is the art helping them buy. Jeffery Gitomer, speaker and author of many books on sales says, and I agree, "People Hate to be Sold but Love to Buy". Sign up for his free ezine at gitomer.com. Most business owners don't like this part of the business, but this is so important to your success and you have to be constantly converting prospects to Customers ( Clients or Patients). Train all your employees in sales and excellent customer service. A great example of this is the Apple store. You can go into any Apple store and everyone is helpful,Cheap Robert Mathis Jersey, friendly, with up energy. They don't try to sell you anything but you want to buy. If you and your employees are helpful,Cheap Dermontti Dawson Jersey, friendly, have a yes attitude and believe in your product or service then this shouldn't be that difficult. When you think about it everything we do requires some form of persuasion, whether it's trying to persuade someone to your point of view, your suppliers/vendors for better terms or the Banker for a line of credit. Learn the art of persuasion or fail, so get good at it. And it begins with a great attitude. Attracting Prospects, Converting to Customers, Leveraging for referrals and Retaining as clients. Some ways of attracting prospects: Retaining - Customers, Clients or Patients. Stay in touch with them. "Out of sight, out of mind". Develop a survey form and send out or put in every package to find out how you did in their eyes. Give some incentive for them to return the survey. This is so important to the success of your business that it is amazing how few businesses do it. You will be surprised how many customers will returned them. Always call and thank them. If they had a great experience and tell you about it, you have the makings of a testimonial or referral. This is a good time to ask if you can use their comments in your marketing material. If the experience was bad then you have an opportunity to correct the problem, apologize, tell them how you corrected the problem and how much you appreciate their business. You might want to make an adjustment in their purchase or next order. Leveraging - Customers for referrals. Once you have converted the prospect then the next step is to make sure your customers get what you promised when you persuaded them to buy or use your services. If their experience with you business is as good or better than you promised and you go the extra mile to make sure they are blown away, then they will be delighted to recommend your business to others. Don't shy away from asking customers for referrals even testimonials. Here is where the art of persuasion is important to your business again. Today you have to have a good Web Site. Targeted Direct Mail for your business and web site. Targeted E-mail campaigns. Newspaper, Magazine advertising. Radio and TV advertising. Coupons. Good Signage. Networking groups as well as internet social networking. Cold calling and it can be fun if done in the right frame of mind. Always, always and always capture and build a data base of your prospects,Minnesota Vikings Jerseys, customers, clients or patients contact information including e-mail address.

A third person might be loyal to the brand, or enamoured of the comfort of the seats. Yes, those may be features, but they provide both a physical and emotional value to the consumer. There is an old children's story about the Learning Song. It recites the mantra, "Learn to know before you go. Steady, steady,Cheap Lance Alworth Jersey, 'til you're ready." That mantra is an essential foundation to learning how to sell a relationship - a cornerstone of Value Selling. Failure, in Value Selling, is failing to obtain what is best for the customer, regardless of the consequences to yourself. And, therefore, Value Selling is an unpalatable concept for many aggressive salespeople. Value Selling is what this, the third in the series of articles, is about, and is what all of the article that we re presenting are about: how to impart value to the customer, at all times. A relationship never is one-sided. It requires the active participation of at least two parties, and the acceptance of that relationship. It involves common ground, and benefit to the parties. Of course, a bully/victim relationship involves two, and the acceptance of the parties of the roles they play. It, fortunately, is not a durable relationship. A thief/victim relationship accepts that the victim is unable to respond appropriately, and is even less durable than the bully/victim interactions. A sale without a valued relationship, in my view, has elements in common with the thief/victim one. Now, the task of "knowing" has become a little more complex. You need to know what it is that you need to know, in order to solidify a relationship. Consequently, we should redefine relationship, in our context, then, as being a "valued" relationship, which,Cheap Laurence Maroney Jersey, of course, leads us back to the concept of Value Selling. Relationship selling is a well-established concept for successful salespeople. However, conventional methodology focuses upon the attempt to convince the client that you, the salesperson, is the ultimate partner in their search for the product that you wish to sell them. This presupposes that you believe that you know what the client wants, better than the client knows, himself. The idea is fraught with self-serving ideology that often leads to failure. Of course, failure is a subjective term, as well. You also need to be able to evaluate your customer's priorities in relationship to the property being considered for purchase. You need to investigate, ask questions, listen, understand, filter and sort. This is a "bottom up" approach to sales, where you gather and glean information before imparting your knowledge to the client. Unlike more direct,Cheap Nick Collins Jersey, aggressive sales tactics that employ a "top down" approach, you need to know before you go." I have alluded to the need to know before you go in a Valued Selling Relationship (VSR). What do you need to know? Aside from all that your product or service offers, you need to know two other critical things: what do you offer, and what does your client need? What is your value, then, to the customer? What is your product's value? That will change from client to client, even when your product does not. My Prius has three intrinsic values to me. It is economical. It is environmentally responsible. It sends a message as to my commitment to my beliefs. There is much more involved in VSRs, particularly as it relates to Value Selling. However, these will be elaborated upon in future discussions. Like you and your relationship with your client, we are looking to build a VSR with you, our reader. So, stay tuned! My wife finds the value primarily in its attractive styling (for her), and its economy. Indeed, the first decision she made bout the car was its colour!

After reading people instantly, it is not already very difficult to get what you want. The question is, can you master and learn reading people instantly in a very short time? The second tip is read the facial expression and emotion. These persuasive actions may include conversation if you apply this in marketing and sales. And the third tip is harvest all you want. Reading people means that by just looking at that person, you already know what kind of person he is. Through this, you already know how to approach that person. This is the first step in gathering the information and to formulate your persuasion strategies before you attack. The information you are gathering here is the character and attitude of that lady. Example is,Cheap Art Monk Jersey, look at her actions, her friends, is she talkative, how she dress, and just like that. Another example is, when a lady likes a guy, what do you usually see from her? Ladies will start to get the attention of that guy, give a very attractive and sweet smile or even seduce that guy. Is that true ladies? Well,Cheap LaDainian Tomlinson Jersey, if you are really serious in getting all you want, just visit for an instant learning and strategies. For example, a guy is courting a very beautiful lady,Cheap Jason Witten Jersey, before that guy starts to court that lady, he will first observed her and study her by just looking at her. I know asking some questions from her friends also helps a lot but it takes time. That guy really wants to get her in that same day. This time, you already made some actions, persuasive actions to get what you want. That lady did some persuasive actions to draw the attention, ignite the emotion of that guy an easily gets what she wants. The first tip is observe and plan.

3. Nurture your business relationships with your clients. You would want your previous customers to keep on coming back for more so you can maximize your revenue. Aside from giving them great experience on their initial purchase and making sure that they are 100% satisfied with their purchase, it would also help if you maintain an ongoing communication with them so you can keep them posted about your products, new services, and promotions. You may also reward them each time they make a purchase to promote customer loyalty. 2. Watch your tone. As a salesperson, you need to master using a tone that is very pleasant to the ears of your prospects. You must be able to use your voice to emphasize the importance of your marketing messages and in expressing emotions. This is extremely crucial if you are doing sales over the phone. Your tone must reflect confidence, assurance,Cheap Colin Kaepernick Jersey, and strengths. Here are the five most effective sales tips that you must seriously consider if you want to boost your sales by up to a hundredfold: 5. Follow-up on your leads. Keep in mind that it is not a lost sale unless your customers go with your competitors. Follow-up on your leads at least once a week. You can call your prospects or send them an email. Each time you do, make sure that you properly build up your offerings and that you create a need for them to easily close a sale. 1. Know how to create a serious noise in your chosen field. Keep in mind that the competition in the field of selling is very tight right now. Thus, it is very crucial that you know how to capture the attention of your prospects. Aside from launching an aggressive marketing campaign,Cheap John Hannah Jersey, it would also help if you can run several advertising gimmicks (sales, promotions, discounts, games, raffles,Cincinatti Bengals Jerseys, etc.) that your potential clients will find exciting and rewarding. 4. Get it "write" If you intend to use sales letters, article marketing, blogging, and ezine publishing in selling your products and services, you will need to hone your writing skills. It is not enough that you are able to put your ideas into writing. If you want these tools to really work for you, you will need to make your content sound persuasive and compelling that your clients will be enticed to buy after they are done reading.

3. What the post-sales relationship looks like: After a prospect becomes a client how does the organization supports and nurtures that relationship. Again, take a close look at roles and process to understand the responsibilities and contributions of the various individuals or groups are in association with that process. While some compensation models may be perfectly suited for a commission only program, I do not embrace the notion that one-style fits all in the ever changing sales arena. Before you start drawing up a compensation plan understand your process, know who plays a critical roles in your growth model, and reward your team for the successful contributions for both growth and retention. 5. Create a financial model that provides incentives to everyone: I am a firm and passionate advocate for the highly interactive, engaged and empowered team. Compensating a lone-wolf sales professional solely on production that is dependent upon others does not bring strategies and teams together -- it divides them. Offer performance based, performance related compensation models to the team and reward the team for their outcomes. This puts the sales professional in a leadership role to manage strategy, process, and the internal/external relationships necessary to steadily grow revenues. 2. Who else gets involved: Understanding those people that have become part of the process is a required informational piece. Before you can reward anyone for the results of the organization, you need to know what their specific roles, accountabilities,Cheap Randall Cobb Jersey, contributions were in relationship to the sales process. I have long been a passionate proponent of commission only sales programs (including draw against commissions). While revisiting the wide ranging reality of the sales professionals' role and interactions with their organizations as they produce help grow the business, I have had a significant change of heart. Defining what the compensation model is for a sales professional in your organization, I would examine and understand the following first: 1. What the sales process is: Map out the entire sales process from lead generation through qualification activities to proposal generation to strategic development and planning to close. 4. Define the financial allocation for new business and retention: In other words, assign the variable compensation the organization is willing to allocate to the results associated with both growth and retention. This figure is usually derived from a component of the percentage of gross profits associated with growth and retention. The notion that most sales professionals are solely responsible for their growth efforts is,Cheap Brady Quinn Jersey, in many cases, outdated and misapplied. In most businesses, the sales person now relies on a team of resources to assist them with the client acquisition and management. That they act in concert with the commitment, support, and dependence of a team does not make them solely responsible for, or deserving of, a compensation system that rewards merely one aspect of their role -- results. This is not to say that all commission only or commission intensive compensation programs are inherently outdated. I am merely articulating an altered philosophical and business perspective that recognizes that sales professionals are not the only people participating in the growth process. Further, their role is often merely not dependent upon or limited solely to new business activities or results. If that is the case in your sales model,Cheap Kenneth Moore Jersey, exclusively or significantly rewarding them for bringing in new business is financially inappropriate. Hence, your compensation model is likely giving undue credit or overemphasizing a desired behavior or expected outcome.

Your Action Plan: 1. Know what results you need. 2. Know what choice of actions you have to achieve your result. 3. Choose the action you will enjoy most. 4. Work hard at it and enjoy the process. 5. Celebrate your successes.... you will have lots of them. 6. Realize that you are building a great business without really trying. Working Hard and Trying Hard are two very different things. So, how do you become successful without trying that hard? The same goes with your business. If you want your business to grow you need to create sales. However,Cheap Kerry Collins Jersey, there are many ways you can create sales. The key to sales success, is to pick out those sales activities that most resonate with you and then commit yourself to them - 100%. Here is what is important: Know your skill sets, your strengths, your weaknesses, your experience and your activities of desire. Build your business around those things that are most natural and enjoyable for you. If you enjoy what you are doing you will be more energetic, positive and creative in pursuing it. You will be consistent,NFL Sideline Black United Jerseys, good and most importantly, effective at it. Example: Let's say that you hate cold calls and telemarketing in every way. However, you love going out and meeting new people. You like building relationships. This would mean that face-to-face networking would be a perfect vehicle for your sales activities. It allows you to go out and meet new people, socialize with those you know and form great friendships. You will be marketing and selling without even knowing it. Focus on doing what resonates for you. Resonate comes from root word, Resonance: "When the frequency of the stimulus is the same,Cheap Shawne Merriman Jersey, or nearly the same, as the natural vibration frequency of the system." Now, go make money! Trying Hard is about effort, struggle and resistance. If you have to try harder and harder, it means that something it not working. You are putting out more effort than you need to. Owning your own business takes a lot of time and energy. You want to make sure you are doing activities that are the most efficient and effective at helping you to achieve the results you need and desire. Working hard refers to the intensity at which you work. You can be working very hard and still love what you do and truly enjoy your work. If you network effectively you will develop a great word of mouth referral source. A GREAT way to do business. Metaphorically speaking, this is like when you do something that "feels good" or" feels right." We have all had this experience haven't we? You start to do some type of activity and you say, "Oh, I Just LOVE this." or "This is fun." or " This is cool." That would be resonation.

Emails are the accepted business standard for most written communications. But, handwritten notes and cards in the customer's mail box are number 1 of all the forms of written communications in business. Statistically, they are most often read, remembered and responded to. I am not suggesting that sales professionals should start handwriting their business communications. I am suggesting that handwritten notes of appreciation can be a powerful tool. I mail notes to clients, prospects and colleagues when I wish to convey a sentiment or evoke a response where an email would fall short. Few would disagree that appropriate handwritten notes in sales can be a powerful relationship building business tool. Over time, many learn that written humor is a skill and a risky endeavor in business emails. What you think is hilarious or a cute reference in your written communications can be easily misunderstood. In business it is best to leave comedy writing to comedy writers. Unless you are really good at penning a joke, just say "no" to your urge to write something funny. "Have an unyielding personal policy to be timely with all your call-backs and written communications." The best rule-of-thumb is to simply request a call-back in your voice mail message. It is a very good idea not to attempt to accomplish more. But, often in business it is expeditious to let the one you are calling know the reason for your call. If your verbal message is to be long or has multiple topics or points, make it your habit to let your voice mail recipient know that at the very beginning of your message. Say that you have, "...2 quick topics" or, that your message, "...may take 30 or 40 seconds". This will give your recipient the option of saving your message for later. It will also prevent the one you're calling from mistakenly deleting your message early; not realizing you had a second topic. Most importantly, be the "Champion for Brevity". Technology has solved all the above. Yet, I am confident only a very few in sales know about or,Cheap Nate Clements Jersey, are taking advantage of the recent advancements and web services. I took the time to fill-out a handwriting-font-form and provided several of the ways I write my signature. I mailed the form to the web based service. My handwriting font is now accessible for me to mail business postcards and enveloped cards from my laptop or mobile phone. The service stuffs and addresses the envelopes, uses real stamps, and mails my personal notes, in my handwriting the next morning. The cards and envelopes are very professional in look and feel. I use the image of my company's logo on the front with a header that reads, "from the desk of...". I can now send a handwritten message as easily as sending an email. My wife spent time as a GM for a fine dining corporation. Employees in her restaurants new here famous adage,Cheap Randy Moss Jersey, "if you've got time to lean, you've got time to clean'. In other words, if you're on-the-clock,Cheap Eddie Royal Jersey, then stay busy. The same applies to road warriors. Driving to your first appointment or from one appointment to another can be good customer contact time. I like music, sports talk radio and socializing on the phone with my friends as much as the next sales professional. But, effective business use of travel time will set you apart. Here are a few ideas that will help you take full advantage of your time behind the wheel. Let's begin with the most basic of good ideas. "Don't complain and don't explain" "Your voice mail lead-in message should be an anxiety reliever" We all know to promptly return calls, texts, and emails from our customers. But calling or emailing to say, "I don't have the answer" or, "the answer is no" or, "The part is on back order and I don't know when it will be available", causes even the most experienced Sales Professional to hesitate. You may think the problem is not your fault, but you're the one that is going to take the heat when you call. Or, you think it best not to call until you have some good news. The best option is simple. Make the call immediately. Let the customer know that you are on top of the situation and will be giving them regular updates on your progress. Oddly, this is an opportunity to positively set you apart in their eyes. If you empathically and diligently effort a solution you will, at the same time, be growing your personal relationships with the client. The problem they are having with your company may be out of your control and you may not be able to affect a quick or positive outcome. Handled correctly, you will be seen as one who did everything you could to help. And, regardless of their frustrations with your company, they will remember your efforts and chose to continue to do business with you. "Friday, December 23rd; this is John with ABC Corp. I'm sorry I missed your call. Leave a message and I'll call you back today." "Use your windshield time for customer care and to grow your business" Update your car's "hands-free" technology (microphone and speakers) to give you the highest quality of clean sound. Your customers will be as irritated as you would be when fielding a call with poor or inaudible sound quality. "Keep your emails sweet" Take a moment to pre-plan each day's travel in and around your Sales-Zones (Sales-Zone = a segment of a sales territory that can be canvassed or worked in 2 to 4 days). Often you are being pulled into a territory-zone to further develop specific sales, qualify leads, or address customer needs. The best use of your windshield time is to extend the length of your stay and develop your relationships in the Sales-Zone. Before hopping in the car, make a list of all those in and over your sales funnel that you will want to make appointments to visit. Making plans by searching contact lists and reading texts and emails while driving is much less effective. More importantly, I am sure it breaks many states' "Distracted Driver Laws". "If you are going Off-The-Grid, let them know" "Business emails: no place to practice your standup routine" Practice the "Economy of Words" when writing business emails. Years ago, while boarding a plane I noticed a sign overhead. It read, "Bathrooms Aft". It would be difficult to craft a clearer message with greater brevity. When I think of short emails I remember the example of "Bathrooms Aft". Lovers may pour over every word of a partner's email, but everyone else, particularly in business wants the sender to get to the point - fast! I appreciate the old adage, "If I had more time, I'd write a shorter letter". "A mailed handwritten note sets you apart" "Make time every day for emails" Here are a few "Best Practices" for the emails of Sales Professionals in the field. Practice the discipline of updating your business contact lists daily in your company's CRM, laptop and mobile phone. You will thank yourself for years to come and your travel time will be that much more productive when using voice command calling and voice texting. It only takes 45 seconds to re-record your company voice-mail lead-in message. Make it a habit to update your lead-in at the end of a work day. Colleagues and customers in Eastern time-zones who call before the sun comes up will be nicely impressed as well. A sweet greeting or salutation is a good way to off-set the smart brevity of a business email. Something as simple as beginning with, "Good morning John" or "Sally - Good Afternoon" can let your email reader know that all is well and friendly that follows. And yes, first names are most always acceptable. Should you be in a true gray-area regarding the use of the recipient's first name or, have a need to be a little more formal, try the following: "Dear Mr. Jones (Dave)". These were my excuses for not mailing a handwritten note. Apply these 3 tips for working while driving and you will add several affective hours to your sales week. You will truly be "Working Smarter, Not Harder". My handwriting was, at best, average I've become dependent on "spell-check" I am a slow proof reader of my own work Stamps, cards, and envelopes required prior planning It was significantly faster and easier to send the text or email I don't have the time right now to pen a note and mail it "Keep your emails short" If you are going to be unable to read emails for a day or more, be sure to use your "Out-of-Office" notification feature. Many of your colleagues in the field only use this feature if they are vacationing for a week or more. Be sure your auto-send notification lets them know when you're returning and provides alternative people to call should there be an urgent matter. "Less is more when leaving a voice messages for customers and colleagues" It is never a good idea to manage a heated topic or a misunderstanding in an email. You may think your logical and righteous paragraph will win a convert but, very often, it does the opposite. In my series, "The 1st 100 Days...", I provide tips and tools that I have learned over a selling career that spans 3 decades. Bad communication habits and mistakes made by a new Sales Professional in their territory can greatly hamper success. This is critically true when it comes to a sales professional's responsiveness to customers and how correspondence is managed. Here are a few good tips and rules-of-thumb that will help you sidestep the pitfalls and drive your sales success. Obviously, respond to or, at minimum, personally acknowledge receipt of emails and texts as soon as possible. If it is a busy day, be sure to schedule 2 or 3 times during the day to return written communication. The tips I provided here were learned over decades. They have save me time, earned me sales, and helped me avoid problems and pitfalls. Pick the ones you like and make them your good habits going forward and, especially for "The 1st 100 Days in Your New Sales Territory". The smart practice of turning your mobile phone off during an appointment will send your customers to your voice mail. The most common last words of a voice-mail lead-in message are, "...and I'll get back to you right away". Your caller has heard this promise from others a thousand times. They know that many a company representative does not do anything "...right away". A simple way to help relieve customer "call-back anxiety" is to have your lead-in message assure them that you are On-The-Job and actively working today. And, remember to always keep your lead-in message short. Telling callers to leave a detailed or short message, to wait for the tone, to leave a call-back number, etc., is no longer necessary. Here is just one example of a brief, call-back anxiety relieving lead-in message that you can use for your company voice-mail.

,Cheap Ronnie Brown Jersey New business lists should not only be made with care, they should also be very specific on what you want to have the information on. They should not be, for example, 200 pages long and contain every business in a 400 miles radius. Limit them to those it will be beneficial to associate with and with who you can hope for later partnerships with in order to gain mutual market growth. One possible method to segment your new business list would be to have 3 lists: one with businesses that have a good stance, one where businesses have an equal stance and one where you single out businesses you will not deal with. You should then order this list by age, as the older the company the more likely longevity the relationship is likely to have. However, do not always go by this rule, every business was new at one stage. With the economy in a constant flux: with issues from the credit crunch to new members joining the EU opening up more trading routes, it is always wise to keep an eye out for possible moves your businesses might make in order to establish a greater market share for its products and in order to increase profits or reinvest in a new market. However,Cheap Redskins Jerseys, creating a new business list is not something to be done in a day or two, it demands high levels of research and commitment to detail. You need to remember that each business that you may choose to work with can not only change your stance in the market, but also change how people and other businesses perceive your business and where your business ethics stand for the better or the worse. New business lists should include not only the names and age of the companies you may want to deal with in the future, but also the contact details, the past affiliations, their ethics (you don't want to be working with an animal testing firm if your anti animal testing) and even their current businesses dealings in order to make sure you can not be linked to any bad seeds that competitors might use in order to steal the public's opinion and make them doubt your businesses validity. For example, you being a UK manufacturing company who deals with a similar company, but they import 50% of their clothes from china: fine for them but it may raise suspicion on your business. Many businesses build up what they call new business lists. These lists include details such as past dealings with other businesses and manufacturers, as well as possible businesses to work with in the future. It has been, and always will be,Cheap Derrick Ward Jersey, key to a businesses growth to create new business lists on at least a yearly basis if not bi-yearly. The reason I say new business lists, rather than list, is that you should segment your possible business partners into sections.

Prospective buyers go through several stages in the decision process-unconsciously, to them. First, they have to recognize a need and decide to buy something to fill that need. This decision creates primary demand. You can equate this stage to that little pang of hunger you get in the late afternoon. Your hunger is the need-the first stage of demand. Wouldn't it be great if you could read your customers' minds? You know, get inside their heads and walk around a little bit? The very best salespeople seem to have that ability-it's as if they know what customers are going to say before they say it. They have a sixth sense about which objections a particular customer is most likely to raise. They know which ideas offer the specific benefits that really ring the prospect's bell. Demand Stage Selling is a technique that identifies how far along in the buying process a customer has progressed. This tactic dictates that you deliver the type of presentation that appeals specifically to someone at each particular stage. Demand Stage Selling immediately helps block out irrelevant objections and tremendously improves your closing ratios. Finally, the customer must decide which service provider or product brand to buy. This is third-level demand. In our afternoon snack example, this is when you decide whether to buy the Snickers or the Milky Way. Your prospect decides whether to buy from you or from one of your competitors. In sales, this third level of demand is the one concentrated on most heavily. Three Stages Of Demand One important talent top salespeople have is the ability to recognize the prospect's state of mind and shape their presentations accordingly. They determine if the customer is getting ready to place an order or just starting to comparison shop. They can tell whether the prospect has already decided to buy the product and is negotiating for the best price or whether he or she is weighing other options. They understand that different things are important to the customer at each step in the buying process. They practice Demand Stage Selling. Some of this clairvoyant ability comes from experience,Cheap Bart Starr Jersey, of course. Even more of it comes from advanced listening skills. Top salespeople really listen when their prospect is talking and pick up small cues that many others miss. Many good salespeople are also students of human psychology. They make it a point to study human nature and learn a lot about their customer in the process. As we get ready to make the actual oral presentation, let's put it in context. The prospect then has to decide on a type of product or service that will fill the need they've identified,Cheap Greg Jennings Jersey, which creates secondary demand. In our example, what are you hungry for? You have choices-a candy bar, a piece of fruit,Cheap William Henderson Jersey, or some microwave popcorn (which invariably creates more demand from everybody else within aroma range-but that's another story).

Customers care about one thing; themselves,Cheap Brent Celek Jersey! Don't we demand perfection when we are a customer? Then why when we go to sell a customer, do we not think of their needs and expectations? I was doing a business review with one of my customers a couple months back. It occurred to me that every out of stock, substitute item, or damaged box is an opportunity that we can either make good on and fix properly or just let go through it's cycle and hope the customer does not have time to think about it. Memories last a lifetime! When was the last time your customer said to you,Cheap Bart Starr Jersey, I remember that time my dinner was overcooked or my delivery was a couple hours late and you took care of me? If they have said it to you, then you are making every sell a memory. If they have not, most likely you already have lost that customer to the competition. You probably never followed up on every small, minute problem that could have been and opportunity for you to make "Every Sell a Memory". That is the key. Follow up with your customers and you'll make it a memory. But that's were we make that fatal mistake as sales professionals. We assume that our customers don't have any time to worry about the little things that go on in their day to day operations. Those are the ones that count. Those are the memories that we need to take advantage of and show our customers that we are looking out for their business. Think about it,Cheap Drew Brees Jersey! Maybe the delivery guy damaged the carton the product is stored in. How about the dishwasher not ensuring that all silverware has been cleaned properly? What about your customer service representative not answering the phone before the second ring, and then putting the customer on hold for a minute? You see, everything that goes into a sell, is a memory that could impact your business. Great Selling! Let's start the sell off on the right foot! As you look at everything that goes into a sell, make it an excellent memory for your customers. Every step of the sell is so important that you could lose a customer for life if just one mistake is made and you didn't follow up.

So what is quality you ask? Easy! Something that has style. And I am not talking about Gucci,Cheap Harold Carmichael Jersey, or other famous designers here. Style in web and graphic design is just a matter of taking the time to stylize text, colors, negative space, graphics as well as dumping all the default settings. So taking that black text on a white background and dialing the black down a bit to a dark grey. This creates less contrast and makes the text that much easier to read,Cheap Lofa Tatupu Jersey, in my opinion. Nothing like a site with tons of text and no visual structure. Giving a border some room on all sides of the text creates good negative space. Throwing splashes of color onto the headers, or links instead of keeping the traditional blue underline color for links. Just little stuff like this creates style. Again style is just stripping the basics or generic look of things, doing it differently. Style is all you need to rise up and stand out from your competition and this should be your primary concern when running a business. It doesn't matter whether your company is a single owned company,Cheap Pierre Garcon Jersey, a local medium sized company or a giant corporation, impressions are what grab the attention of consumers no matter what industry you are in. As the old age saying goes, "Appearance is everything". So many times I go to a client, and their only concern is to create websites, or advertising material only as good as their competition. And depending on what industry they are in, this could mean creating really bad quality. Of course I have to explain to them if they really want to stand out from their competition they need to do something that is eye catching and stands out from the crowd. It seems like basic business sense, but I have come to learn that not everyone has a good eye for quality. With web, there are a lot of defaults built into webpages that need to get stripped out and customized. A lot of these default settings are dated, meaning that they have been around for a long time, so if you don't customize them you automatically have a site that looks out dated. Some companies just don't take the time to customize these things. So if you want to stand out from the crowd and your competition, all you have to do is create style.

Try it. You'll see. As the old saying goes, "Small hinges swing big doors." That is certainly the case here. This small question will reap you big rewards. Once finished, you pat yourself on the back, secretly smile,Cheap Mike Williams Jersey, and then ask, so what other questions do you have? THERE'S WHERE YOU MISSED YOUR CHANCE! Here it is: It's better to ask than to give. Same amount of money, same end result. One of the skills I've seen while coaching the sales pro's who are really at the top of their game is, they understand basic elements of human behavior. This scenario is one of them. The psychology behind it is that if we are given something, it doesn't mean quite as much than if we say we want it, and don't have it first. WANTING is a feeling of all human beings, and when you give, there is no want needed. Wondering how this relates to your sales game? Let's go over that: Here's the beauty of adding this simple yet effective strategy to your existing arsenal. You don't have to change anything about how you are presenting or what you are presenting. The ONLY piece you need to add is a simple, "Do you feel that would help you out?" at the end. We ALL know the answer! That's EXACTLY why you ask! This is where you get "buy in" from your client. After you present your benefit and/or solution, just ask a very simple question, "Mr. Client, do you feel that would help you?" or, "Mr. Client, would that help you out?" If you really put yourself in that scenario and imagine how you feel after each one,Cheap Tyron Smith Jersey, don't you want it more when I FIRST ask you if you want it? Scenario 1: I come up to you and say, "Here's $100. Enjoy,Cheap Cameron Jordan Jersey!" Scenario 2: I ask you, "Would you like this $100 I have? I'm giving it away." Finish this classic cliché: "It's better to give than to ( )." I'm sure you all said "receive." Let's discuss a new cliché that I want to introduce to you as it relates to improving your sales. I say, "that's GREAT!" Now you know it's not a benefit to them and you won't focus on it. That's another benefit of asking this question. Not only will it get you buy-in, but it will also show you, by their response, which benefits they want the most. Then, all of your presentations, conversations, and follow up, are geared towards meeting those top wants. Here's a question I get from a number of my coaching clients who initially balk at this idea: "What if they say "NO," that this really won't help them?" Your client is just like you and me. The more they want something, the more they will do to get it. How do we get them to want our solutions faster? Get them to want it. How do you accomplish that? Get them to emotionally buy into your advantages. You are discussing the benefits of doing business with you when your client pops out an objection. While your client is putting their finishing touches on their dissertation, you begin to race through and prepare your signature answer. You're licking your chops like a dog knowing dinner is coming, and finally the prospect finishes and you're on your way. You quickly and effectively explain how your companies new technological advances not only solves their current problem, but will also create a 15% more efficient solution. Let me explain in two different scenarios: I've personally witnessed too many sales people simply give away their benefits without receiving verbal and emotional buy in from the client.

Finding that one thing that causes sales is typically very difficult,Cheap Terry Bradshaw Jersey, especially for entrepreneurs and executives who are so used to watching a myriad of factors. As a matter of fact, this concept seems so simple to some people that they find it difficult to trust the concept. When you have identified what causes sales for you, this does not mean that you can stop doing everything else that you do to build your business. Those activities must continue to be done well and deserve attention. However, what causes sales deserves the focus of everyone in the organization. And everything that is business development related should be pursued in the effort to support the cause. WHAT GETS MEASURED GETS DONE It doesn't have to be that way. Sure, there is a lot that goes into successful selling, but the reality is that there are very few things (in many cases only one thing) that really determine whether or not a profitable sale will take place. These activities, gates or issues are what we collectively refer to as What Causes Sales. If you are like most organizations we work with, you are looking for ways to streamline your organization and simplify things. THE FOCUS BELONGS ON WHAT CAUSES SALES IMPORTANT NOTE: DO NOT CONFUSE PROXIMITY WITH CAUSALITY There is an old rule that says what you measure, gets done. If you choose to measure the number of meetings your salespeople have, they will begin having more meetings. This is good if more meetings are the cause of increased sales, but it is useless if it is not the cause. If you measure proposals going out,Cheap Pat Tillman Jersey, more proposals will go out. If you measure referrals attained, your people will get more referrals. If you measure calls coming in, more calls will come in. The key is to make sure that what you are measuring is actually the cause of sales for your company. Make a list of everything you or your company does that leads to sales. Go ahead, get a piece of paper and start writing down everything that comes to mind. No, don't read further until you've done this. Completing this exercise will save you hundreds of hours of time and frustration; failing to complete this list will cost you hundreds of hours of time and dollars. When looked at from this perspective, it is no wonder that so few companies take a scientific approach to selling - there is just too much to monitor. It is also no wonder that companies are having a more difficult time than ever achieving and sustaining the growth rates they desire, let alone achieving margin growth. For most companies (and for most salespeople), selling has become too complicated. YOU STILL MUST DO OTHER THINGS WELL Let's face it: selling is complicated. Think about it for a moment. What does it take for your business to sell successfully? By "sell successfully" I mean that your business is able to sell enough of whatever it is that you provide to meet your organization's goals and objectives. The list of those objectives, were you to list them all, would be overwhelming. Among many things, it might include: excellent product/service, successful salespeople, effective training, outstanding customer service, effective advertising, good PR, positive word of mouth, a supportive economy, knowledge of what your competitors are doing, and on and on. As you isolate the causes of your sales (preferably one,Cheap Scott Fujita Jersey, but no more than three) and you begin monitoring and measuring those issues, you will have found the most leverageable activity in managing your pipeline. The key - again - is to make sure that you are measuring what actually causes sales. For years, salespeople have made the mistake of over-focusing on "closing skills" as the most important determinant of sales success. Because asking for the sale comes just before getting the sale, they confuse proximity with cause. The ask is not the same as the creation of a significant need, as an example of a cause that produces sales. In pursuit of discovering what causes sales, sales professionals measure how many times they had to ask for the sale to be successful. I know a sales trainer who says that if a salesperson hasn't asked for the sale at least eight times (I repeat, at least eight times), the salesperson has no right to expect a sale. Don't make this mistake. Do you have your list completed? Now, go through that list and cross out anything that does not directly cause a sale to be completed. This should dramatically reduce the list of options you are considering. Now go through this list and determine the one item that has the most direct cause-effect relationship with completing a sale.

Most entrepreneurs I meet are completely unprepared for the experience - hence the high failure rate of new businesses but an entrepreneur only needs three things to succeed. This is the first of ten articles aimed at the budding entrepreneur and designed to help you find your feet. Business in the Age of Aquarius. Today we are at the earliest stages of this evolution with millions finding themselves with no choice but to fend for themselves and the opportunity to do so. Cometh the hour cometh the entrepreneur,Cheap Malcom Floyd Jersey! As a result of man's success humankind multiplied to the point that the very methods that had ensured their success began to fail them. Huge coordinated work forces were replaced by efficient and super productive machines ensuring the supply or food and other fundamental life sustaining commodities. But this in itself was not sufficient to ensure future survival or social harmony. In days gone by man lived from the berries and fruit he picked off trees and shrubs. He learned how to hunt and became a hunter instead of the hunted. He learned to cultivate plants and farmed instead of picked. He learned how to use the abundant tools he found lying around and built buildings,Cheap Keiland Williams Jersey, made machines and combined their labour into an irresistible force that shaped the landscape,Cheap Chicago Bears Jerseys, the air and the sea to suit their requirements. In the Age of Aquarius sustaining the past success requires an evolutionary approach to production. This has found form in the birth of the individual corporation - the entrepreneur. Many nations count the number of entrepreneurs populating their community considering these people to be the source of future wealth generation. Entrepreneurs are the future wealth of societies, the assets of the nation. Many governments invest heavily in these resources providing the knowledge to turn a corporation consisting on hundreds or even thousands of people into a single entity - the entrepreneur. The successful entrepreneurs of the future will affect the lives of millions and generate more wealth than was ever imagined. Business in the Age of Aquarius is done the same way it was done in the past but differently.The business vision is gaining a broader perspective of assets barely realized in the past and consideration given to developing these assets is gaining momentum. Societies are at the peak of gluttony and at the beginning of enlightenment. Soon waste will be converted into energy until there is no waste just the energy process. So you find yourself an entrepreneur! A bit like the colour of your skin not something that you chose.

Benefits in sales letters are commonly done as bullet points since this makes them easier to read. You may have a list of 10 or more benefits and you need to make these benefits stand out and really engage your readers. Here's tip if you are creating a list of benefits. Readers will tend to pay the closest attention to the top two benefits on the list and the bottom one. Thus put your 3 most powerful benefits in these prime positions. So here's a trick for creating benefits. Make a list of all the features of your product or service. Then for each feature list 2 benefits that people get. Ideally you want to come up with benefits that your readers won't naturally think of. When you use affirmations to list the benefits of your product or service you trigger the reader's subconscious mind. As a result your reader will end up reading your copy to themselves in a positive present tense. This is an invisible psychological tool that you can use to persuade readers to do what you want. Whether you state your benefits in a forthright tone or allude to them using these psychologically powerful affirmations, they are the single most important element of your sales letter or marketing email. Make sure you don't inadvertently exclude yours the next time you try to persuade someone to do something. Here's a mind-ninja technique that you might want to consider. If you are familiar with positive thinking and the law of attraction then you know the power of affirmations. Affirmations are positive statements that you repeat to yourself to change your habits and thought patterns. By converting your benefits into subconscious affirmations you can increase your sales ratio. Although you have probably heard this before, every sales letter needs to contain lots and lot of benefits. One would think that since this message has been so often repeated that all of our sales copy would be loaded with compelling benefit statements. Unfortunately nothing could be farther from the truth. Affirmations are always written in the present tense and are always positive. You can use phrases like: "I know how to", "I am learning", "I am discovering", "I will uncover", "I am unlocking", "I know why", "I know the secret",Cheap Dan Fouts Jersey, "I am finding out", "I am uncovering ideas". Part of the problem is that people get confused about what benefits are. Simply put a benefit statement tells your readers know how they will personally gain from using your product or service. Features are what the product or service is. Benefits communicate what it will actually do for someone. As common sense would dictate,Cheap Larry Fitzgerald Jersey, it's not enough to just tell your readers about the features your product or service offers, you need to tell them about what it will do for them. As one marketer put it,Cheap DeSean Jackson Jersey, "People don't buy grass seed. They buy beautiful lawns."