We all buy products and services on a fairly regular basis. Yet many business owners will admit to having some negative thoughts around selling. It conjures up images of unwanted calls, pushy sales people and feeling pressure to make a decision. Being non-attached to the outcome. Neediness drives people away! No matter how hard you might try to cover this up, when you are desperate for a sale, then others will sense it. If you are in this situation focus instead on creating reserves in your life (time, money, resources) so that you always have a cushion for life's inevitable ups and downs. By taking the pressure off yourself, you take the pressure off others making a decision. Developing positive relationships with others. As you are aware, people will work with and buy from those that they know,Cheap Chris Long Jersey, like and trust. So unless you have a very strong brand and are well known in your market then customers usually want to feel they have developed a relationship with you or know something about you before making a purchase. You can achieve this through a regular newsletter, one to one meetings or by speaking to groups. But most importantly pay attention to what your clients really want or need to know or learn about you,NFL Lights Out Black Jerseys, your products or services, so that they can make an informed decision. Unfortunately any self sabotaging beliefs you hold around the sales process will get in the way of you making a profit in your business; which you need in order to reinvest and improve your services. So that ultimately new and potential clients gain greater benefits and better value from what you do - leading to more clients, more sales and more revenue. When this doesn't happen businesses struggle to maintain a competitive edge and start to decline. Creating value. At every opportunity look at ways in which you can create value for your clients by always striving to provide consistency and excellence in your products and services,Okaland Raiders Jerseys, and by attending to the small things. We all love being treated as individuals so how can you make your service more personal? Sending hand written cards, making a personal phone call or offering free information or additional complimentary services will go some way to giving others a sense of who you really are. In order to re-programme any negative thoughts you may have around selling, work on creating the environment where a sale naturally takes place. This means taking the focus off yourself, your products and services, and putting your attention on others by: When you base your business practice on giving rather than getting you will soon find that the sales process happens more naturally, and your mindset will shift from negative thoughts based on fear and worry to how you can truly best serve others. That's when you will experience real business abundance.

He might have made a sale. But what if he had instead offered to answer questions? What if he had taken my card and offered to send me a report telling why that mattress was superior - and then done it? What if he had let me know when there was a sale? First of all,Cheap Saints Jerseys, be pleasant! Then follow up. So what can you do with someone who could be a good prospect, but hasn't quite decided to buy? I remember when a certain brand of mattress was being heavily advertised and sounded good. We were shopping one day and saw a huge banner promoting that mattress,Cheap Zach Thomas Jersey, so decided to go in and check it out. He told me no. He said that it was a waste of time. He then went on to tell me that if people don't buy when the machine is there in their home, they never will. I beg to differ, since I've been pondering the purchase of that machine for the last couple of months - and wondering where I can buy it without dealing with that particular sales person. His attitude was such that I would never buy from him - even now, when I'm seriously thinking about a new vacuum cleaner. When we said why we'd come the salesman said "Yeah, everyone wants to come and look at it. Nobody buys it." Then he proceeded to follow us around the store, and while I attempted to try out the mattress, told us all about the mechanical problems with his car. Had he done any of that, his card would be stuck in my address book and I'd call him when I was ready to buy. That's a good thing for personal finance, but frustrating for sales people whose earnings depend upon commissions from sales. I could hardly wait to get out of there! Real estate people come to mind, as do car salesmen, party plan hostesses, and those who sell furniture. I didn't know they were on a commission until my son spent a little time working in a store that sold bedroom furniture. What if he'd been gracious instead? What if he had followed up with a thank you note for allowing him to demonstrate that vacuum cleaner? What if he had sent me a note when a new model came on the market, or sent a flyer offering replacement parts for my old one? Then there was the vacuum cleaner salesman who came to the house last year and left angry because I didn't purchase. I had told him ahead of time that I was not in the market for a new vacuum cleaner right then,Pittsburgh Steelers Jerseys, but he pleaded with me to allow him to show it - saying that he'd be paid for coming out. Smart consumers today aren't making snap decisions. They're weighing quality, price, and their actual need for a product or service before they part with their money, especially when the price is high. While he was slamming the parts back into the box before he left I asked him about his marketing and whether he had a system for following up with people who didn't buy on the first visit. Your attitude will be a deciding factor in whether that person returns to you once the decision is made.

3. If you are targeting people outside the online arena, you can advertise your seminars using traditional mediums. Use TV, newspaper, and radio advertising. You can also use flyers, banner ads,Michael Jenkins Jersey, and transit advertising. If possible, join relevant expos or trade fairs and give your calling cards to all individuals who might be interested on what you offer. 5. Press release. Create a powerful press release about your seminars at least a couple of weeks before the big day. Have them distributed on PR sites and local publications. For best results,Cheap Robert Mathis Jersey, make your press releases worth-reading and worth sharing for best results. Here's how you can sell your seminars: 2. Take advantage of your current network. Launch a referral campaign to all your previous clients and offer them with great incentives by simply recommending your seminars to their friends, family members, and colleagues. You can offer them with vouchers, freebies, or even monetary rewards based on the number of clients that they'll be able to bring you on your doorstep. There are so many ways on how you can sell information these days. It could be through ebooks, audio products, newsletters, and ecourses. However, if you want to maximize your earnings in sharing your knowledge,Cheap Denver Broncos Jerseys, I recommend that you design and sell your seminars. You can conduct these over the internet or through the traditional face-to-face method. 4. Email marketing. This is one of the most cost-effective ways to sell any type of products and services online. If you already have the contact information of your potential clients, you can send them email about your seminars. Make sure that the subject of your email is compelling and powerful. It must tell your recipients what your seminar is all about and how they can benefit from it. Make sure that your email ads are well-written and persuasive. 1. Create a dedicated website for your seminars. Choose a domain name that is very descriptive and easy to remember. People who come across it must have a solid idea that you are offering some type of seminars. Then, build an attractive, highly informative, and interactive website that will speak volumes about your expertise. Talk about the latest seminar that you are offering on your home page. Create a bullet list of all the benefits and features that this particular seminar can offer. Also, include specific details as to when it will be conducted, who is it for, and how interested parties can sign up.

It's essential to remove all roadblocks toward developing new ideas. Anything that slows down the development of new ideas and the adaption to change must be removed from the business and working environment. Make decisions quickly. Make a rule to make your decisions on the spot. Do not sit on a decision, practise making decisions quickly. Boldness has power. Some consider speed the rock star lifestyle,Cheap Chester Taylor Jersey, but it also applies to business. One of the greatest barriers toward the development of any company is that they moved too slowly. The biggest concern in the development of these kinds of businesses is that bureaucracy and red tape which comes into play when developing new ideas and adapting to change. It's important to consider that in a small company you know who your customers are,Cheap Tony Romo Jersey, their names, what they buy and whether they like what you've got to sell. It's this kind of knowledge about your business that makes you different from the corporate management lifestyle. It takes a considerable amount of flexibility and the ability to adapt to change in order to apply this mentality on a large scale. My experience is that a business can be run in an exciting way,Cheap Vontae Davis Jersey, but moves fast, and does not have to be about getting many different layers of approval just to take one simple action. Developed speed into every activity of process to perform on a daily basis. Although many businesses these days operate more quickly due to technological advancements such as e-mail and mobile phones, the speed of today's businesses will be considered slow compared to that of the future. Make speed habit, use these skills to develop even better habits that grow your business more quickly and encourage new ideas that help adapt to change. Make sure you in courage others to do the same It's important to consider two concepts in this respect: simplicity and self-confidence. By simplifying the company structure and instilling confidence in the staff you can create a foundation which has speed incorporated into the fabric of the business. Developing this kind of business structure makes sure that growth happens quickly and is faster by the day. Communicate more quickly. Using Mallon rather than faxing or writing. Text messages and phone calls are quicker than waiting for a meeting. The faster the communication that that. Some people just do not want to follow up on handwritten notes if something is really important. Here are some ideas to instill speed in everything you do:

Merchants use mobile or portable credit card machines during point-of-sale (POS) purchases. They have become all too common and are extremely practical to have at a store or restaurant. It also provides peace of mind to the customer because the POS can be conducted in their presence since the device is movable. Purchasers do not have to be concerned with an employee taking their card to swipe and stealing private information from them. These hands-free machines have eliminated those worries. The mobile credit card machines have been popularized because they decrease the expenses of operating a business. There are fewer chances of fraudulent behavior from customers because the merchant is present at the POS transaction. The newest models of these machines can issue an immediate alert to the merchant if the card being swiped has been declared stolen or has a frozen account. A Notebook and laptop can be converted into a portable credit/debit card machine too. It is amazing that this technology exists. There is software that can be purchased for a computer's conversion into a POS device. After a credit card swiper has been plugged into the laptop, business can begin. This is an inexpensive option for small businesses that want to maintain low costs. If a printer has already been installed then the business can also print out receipts for customers. POS card machines are used everywhere. They process credit and debit cards. What many customers do not realize is that these wireless credit card machines are a new technology. The newest machines do not need a power cord because they are operated remotely. Many of them are so small that they can fit into a pocket. Now mobile credit and debit card machines are used by most merchants and vendors because they can walk around and handle business transactions anywhere. This makes it effortless for retailers to take it anywhere that they conduct business. Restaurants, open-air markets,Okaland Raiders Jerseys, swap meets, expos,Cheap Jim McMahon Jersey, and flea markets are prime locations for these machines. This is due to the fact that the machine can be moved around each customer with ease. Credit and debit card machines were designed for efficient, safe,Cheap Cam Newton Jersey, and convenient transactions between the customer and the service provider. Merchants and customers do not have to worry about a lengthy wait because these little machines can be connected through Wi- Fi, cable and DSL. The most cutting edge technology on the market is the cell phone processing machine. This will be the new wave of the future and it has not become well known but it will be famous soon. A vendor can simply punch in the credit or debit card number for processing and hook a printer up to the phone to access receipts. Cell phone credit card swipers have already been invented but they are just entering the hi-tech market and will see increasing demand. An efficient POS purchase can be made anywhere in the world with safety and assurance for business owners and the clients. The service industry and purchasing just became a little more like the space industry with this new remote equipment. It is going to change the way everyone handles business. Some mobile credit card machines have been upgraded to accept smart cards and food provision cards for people who need government assistance. A merchant can purchase a machine that has been programmed to allow gift cards as well.

Desire to Educate Customers (not sell) No wants to be sold,Cheap Mike Ditka Jersey, yet everyone loves to buy. To make better buying decision suggests an education based marketing approach instead of a sales based marketing one. When customers are educated including internal ones as well, everyone benefits. Positive Core Values and Ethics Without clearly articulated values through the corporate values statement, there is a possibility of a lot of "willly nilly" behaviors. When everyone knows the expected behaviors, this allows for far easier performance appraisals to execution of other business growth strategies. Efficient and Effective Utilization of All Resources Each organization has these five (5) limited resources of time, energy, money,Cheap Barrett Ruud Jersey, people and emotions. Being able to be efficient (doing things right) and being effective (doing the right things) will ultimately increase sales and improve profitability. In Depth to Cutting Edge Knowledge With estimates that knowledge is doubling every 1 to 2 years, ignorance is no longer bliss nor affordable. You must be ahead of the knowledge flow instead of just knowing where the flow is going. By adopting these 12 business growth strategies will help you increase sales and have a sustainable, thriving business this year and the years to come. Accountability Each individual within the organization must be accountable to both external and internal customers. Even though this strategy may be considered a value, the rationale for it being separate is because to quote Truman The buck stops here. Customers want their problems solved and not pushed off to someone else. Ongoing Innovation No longer can businesses believe that "if it ain't broke, why fix it?" Global competition to ever evolving technology demands innovation from new products or services to adding additional value to existing offerings. Culture of Self Leadership Creating a culture of self leadership where individuals lead themselves first while understanding their functions within the organization is absolutely necessary. Specific skills include: balanced decision making, higher order thinking,Cheap Ronnie Brown Jersey, problem solving, team player, etc. Exceptional Customer Service Without patrons or employees, enterprises will fold up. Delivering outstanding and exceptional customer service is simply speaking a "no-brainer." Active Listening Far too often people are talking way too much and not listening. Clear communication is the overall process. These tips may assist to improve active listening: Clarity Legitimize Emotion Agreement Retention Consistent Quality The overall quality of the products and services must be of the highest nature. This strategy also demands consistency as inconsistency not only upsets the buyer, but drains the bottom line. To increase sales suggests small business owners, single office home office (SOHO), independent contractors to C Level executives must think differently. After working with clients, listening to fellow colleagues and reflecting upon strategic changes I have made within my own business coaching training practice, I believe these 12 must have business growth strategies must be present in any organization right now and as it moves forward in the future. Mutually Beneficial Relationships Business involves a buyer and a seller even if the transaction is not monetary. Relationships must be mutually beneficial otherwise one individual or the other may feel he or she is being used. Accuracy The design, development to the delivery of the products and services need to be accurate. This accuracy extends to other process such as ordering, processing invoices to handling complaints. Processes and systems must be in place, written down and followed consistently by all involved.

Everyone is always trying to sell someone on something. For instance, early this morning I tried to sell my shivering recalcitrant Chihuahua on the idea that going outside to use the facilities was a good idea. My sales pitch failed until I found the dog treats and took them outside with me. Food won out over cold. Success! What a good saleswoman I am, at least to my dog,Cheap Anthony Gonzalez Jersey! Still think you can't or don't sell? We sell everyday in all kinds of subtle ways. For instance, I recently went on weekend road trip with my friend. When she asked me where I wanted to eat, I said, "Doesn't matter,Cheap Laveranues Coles Jersey, I'll eat anything." Now that sounds like a pretty moderate statement, but looking back I realized that I was trying to sell her (and myself) on the idea that I'm an easy traveling companion. That's pretty subtle, but it is an example of sales. Your high school teacher was also a saleswoman. Whether or not she was a good one, I have no idea, but her job was to sell you knowledge. Or at least sell you on the idea that knowledge was good to have. So if you think that you can't sell, or you don't want to sell, think again. See if you can find examples in your life where you are selling, even if you are unaware of it. Whenever you try to get people to like you, you are selling yourself. When you coax your children to eat a full breakfast, you are selling. When you smooth ruffled feathers between friends,Cheap Stewart Bradley Jersey, you are selling.

,Buccaneers Jerseys The problem is that at a sub conscious level with your prospect has categorized you as a typical salesperson i.e. "Time Waster." Please keep in mind that I am strictly talking about business as it relates to our subject matter here. Building friendships is totally different, and not the subject of this article. The President responds, "Yes it is." And away you go, down the path of soccer this and soccer that. Before you know it,Cheap J.J. Watt Jersey, twenty minutes of your sales call have just vanished. "How long have you been in this business?" "How did you get involved in it?" "What did you do before getting involved in this business?" "What's the best part, or the part you enjoy the most?" "What do you see as your biggest challenge in growing it?" I'm going to share with you the specific questions I use each and every time to help me build business rapport with my prospective clients. These questions are designed for you to use at the beginning of every sales call. So you're now in front of a company President, a prospect you've been after for six months. You enter the room, shake hands, do the traditional business card exchange, and then you notice a picture of a child playing soccer. So you engage your best bonding and rapport techniques and ask,Cheap Delanie Walker Jersey, "Is that your child playing soccer?" I know, your main objection is that you want to keep talking about their family and other non-business interests to build rapport with your prospect. The only thing I will say is, "If it's working for you, and you're hitting all of your personal goals as fast as you want, keep doing it." I have repeatedly heard from business owners, consumers, Presidents, etc. how they think this attempt at being interested in their family is annoying. The wording sounds like, "What makes you think I want to discuss my family with a complete stranger?" The concept of business rapport is getting to know your prospect, but doing it in a relevant way. Relevant meaning, "How do I learn more about my prospect while not diving right into your sales call?" You must make a connection with them and it will start as a business connection. The action step for you as the small business owner would be to do the following. Spend 10-minutes every week practicing just this part of your relationship building process. When these questions become second nature to you and your people, you'll be even more successful at building business rapport. You have enough challenges as a salesperson getting in front of new prospects without having to overcome the hurdle of "Time Waster." What do you mean by business rapport? If you've been in sales more than one week, you've probably heard about bonding and rapport. But...has anyone ever taught you the difference between business rapport and non-business rapport? On the surface this appears to be a normal call that you may have experienced, no worries right? So how do you build business rapport and not be classified as a "Time Waster?" That's it. These are the specific questions you can use to build business rapport. Tweak, adjust, make them your own. Rapport is defined as "A close and harmonious relationship in which the people or groups concerned understand each other's feelings or ideas and communicate well." Business rapport would then be defined as the same, but focused on business. The only reason to change is if your results are slower, or not what you believe you're capable of.

And always,Cheap T.J. Ward Jersey, end your story with a bang,Cleveland Browns Jerseys! The whole goal is to get them so hooked on what you've done for someone else that they're convinced you will do the same for them. When a prospect has a need, they want to know you will be able to fill that need. A great way to show what you can do for a prospective customer is by telling a story. Stories help us to understand by explaining and shedding light on a situation. They can also be translated very quickly into something visual. Even more importantly, they can be used to elicit an emotional response from someone. Because of these characteristics, stories are very powerful marketing tools. Marketing takes time and is an important investment in the success of your company. It may take extra work,Cheap Selvin Young Jersey, but re-thinking your marketing message and customer case studies in the context of your prospect's point of view will be fun and rewarding. All good stories have a hero (in this case, your customer). In these stories, the hero faces a challenge and learns something in the process. Too many times we write our marketing materials from our perspective and what we believe to be the benefits of our product or service. When you look at the story from your prospect's or customer's point of view, you will gain a different perspective on what may actually be important to them. Good stories also have good leads that pull us in and gain our attention. The first sentence is most important. It should give readers a compelling reason to read on without giving away the ending. Once you open with a strong lead, provide detail that keeps the reader interested. A great example of this," They hoped to increase their gross revenues by 15%. They ended up with 300%. The story of how they did this is very interesting..."

Learning when and how to ask for the business is one of the keys to being a highly successful professional. Asking for the business at the right time and in the right way, is how we let our prospects and customers know we care about them, we believe we can help them, and that we are as interested in growing their business as much as we are in growing our own. Just last week, I was having lunch with a business friend of mine. I call her a friend,Cheap J.J. Watt Jersey, because although we met through business networking opportunities, I have come to think of her as a friend. We have a lot in common, I enjoy her company, and she has been great to send me leads and introduce me to people I need to know. The connection, for me, has been fantastic. Over lunch this time, I asked her what was new in her business and what she was working on. I discovered, through the course of our conversation, that her firm was spotlighting some financial services I found very interesting. I continued to ask questions, and even took some notes. She was a wealth of information, but never once did she ask me about my level of interest or how she and her firm could help me. Oh we have all kinds of excuses: "They know what I sell, if they needed my services they would ask," or "When they are ready, I am sure they will turn to me," or "They must not be interested, because they never brought it up." Whatever the reason, fear of rejection or lack of know how, it doesn't matter. If we don't ask for the sale,Cheap Adrian Wilson Jersey, there is a good chance we will never get the business. When we don't ask our prospects for the business they wonder why. They assume we do not want them as a client, we're not looking for new business, or we don't care enough about their business to invest the time and effort. Research shows the top two reasons your customers don't do more business with you: They don't know what else you offer and you never asked. Now, I know what you are thinking, why didn't I just ask her for help? Why didn't I just ask her to review my information and set up an appointment? For the same reason your clients are not asking you. If you don't believe enough in your products and services to ask prospects to buy them than why should we ask you to sell them to us? Here is the catch 22. Prospects want to do business with professionals whom they believe are confident both in themselves and their services. Yes, you have to build trust and value with your prospects first in order to earn the right to ask for the business. However,Cheap Wes Welker Jersey, once all of that is built, you neglect to ask for the business you'll not only lose sale, you'll lose the trust and respect of your prospect. Why is that as sales professionals we will do everything short of asking for the business. We choose our prospects, we build relationships, we add value, we invest our hard earned time and money yet we don't take that final step. All too often we don't ask for the business.

Do you find yourself having to wait longer than usual for your customer to sign on the dotted line? Do you wait only to hear them lament about budgets being put on hold or a leaner budget in the current financial year? How do you manage the sales cycle in this current challenging and economic climate? Managing the sales cycle, through effective questioning, helps you to close your deals more quickly and effectively. 2. What specific milestones at which dates? Alternatively, if you are too busy making your rounds and doing sales presentations, outsource the tracking and follow-up to the staff you want to groom. The importance of understanding budget allocation can never be underestimated. A database salesperson once called his prospect for a meeting. The prospect postponed the meeting as he has an important budget discussion with his management. What will you do if faced with the same situation? Will you (a) Simply agree to meet up after the budget discussion (b) Seize the day and prepare a sales proposal with key details and value your product offer and rush to give the prospect a copy of this sales proposal to discuss during the budget? 1. Budget allocation - When, who controls it and how much? A good salesperson and a mediocre one will react differently to the same situation. A mediocre one will not go a step further and accept the prospect's manipulation of the sales process; while a star performing salesperson will seize the day to get a pie of the budget! Remember, if you do not get a share of the budget at the onset, you are probably at the back burner of their list of priorities. Make it as easy as possible for your prospect to "sell" your product or services in front of their management. Do not make them jump hoops, just to defend your product or services. That is your job, not theirs,Cheap Randall Cunningham Jersey, and no one has to go the extra mile for you. For example if you are selling accounting software, a Finance manager will be concerned about the reporting function of your program. Will your software be able to generate easy to use and read exception reports? Will your software be able to generate professional looking pie charts and graphs with the click of a button? Understanding that a Finance Manager's activities include review of exceptions on a high-level with a risk based approach, as well as making presentations to the management during monthly meetings, will allow you to pitch the benefits of your product better. Many salespeople,Cheap Scott Fujita Jersey, for fear of being rude or intrusive, do not ask the tough questions. Yet, how is one able to provide a solution without first understanding the need of the customer? Thus, position your qualifying question, from the perspective of meeting the customer's needs. The key questions include: 3. Who are the stakeholders in the decision making process? Adapt accordingly. At this juncture, do not make the cardinal sin of rattling off the functions of your product or service. No one is really keen in them. Thus by questioning effectively, adapt your sales pitch to show them the value in how your product can make their life easier. This allows them to spend less time and effort doing the same piece of work. Understanding who will be involved in the decision, in terms of the economic, the technical aspects, the eventual users and the influencers are important. Each of these stakeholders, will have different concerns and different functions of your product or service, has different value assigned to them. Clarify the buying process with them. Take time to understand the jobs and responsibilities of the people whom you are selling to, in order to adapt and cater the benefits of your database to them. Get your client to commit to an action. It is imperative to set specific actions, to be performed at specific dates. The absence of one can signal a long decision cycle, leading to no where. The whole sales cycle, has to be managed. I know this is difficult especially when we have more than one customer to attend to. Thus, it is important that you have these dates marked out in your electronic sales planner. Set the reminders for the key milestones and you will not be bogged down by them. Yet, when you are getting the user buy in,Cheap Jim McMahon Jersey, probably the Finance Assistant, elaborate on the ease of data entry into the fields, as well as navigating between the various modules of your program. Make it clear to them that it is convenient and easy-to-use without much learning. Human beings, by nature, are resistant to changes and you need to wear down their resistance to change. Question diligently and intelligently from the start

You lose the sale in the beginning, not the end. If you've done your homework, you should know what the objections will be before you ever enter a potential customer's office. Show them what they need to see to make an informed decision,Cheap Plaxico Burress Jersey, remove all risk and trepidation, and have an open and honest conversation. Your sales will increase, your customers will be more loyal, and you'll help your company thrive. How do you overcome objections? Make sure they never happen. Once they are voiced, they hang in the air for all eternity. They lead to a combative and hostile sales process, and they certainly don't lead to healthy ongoing partnerships. You can use all the "feel, felt, found" techniques in the world, and they won't go away. 1. Do nothing. 2. Go with a choice that carries less risk. a. Cheapest price. b. Biggest competitor, c. Whoever they're doing business with currently. Nobody likes to be sold or persuaded. In the business environment of the last few years, their buying decisions carry an incredible amount of risk. One buying mistake and they could be out the door. Change? Risk? In 2012, that's awfully scary stuff. 1. The right people - How much experience does your organization have? How many years have you been in business? Do you have proven industry experts in your company? Where do you rank? Are you growing? 2. The right solutions - Have you solved these problems for other companies that are similar to your prospect? Do you have case studies available? Can you show, in real dollars, the impact you can make for them? Can you prove that your benefit far outweighs your costs? 3. The right future - Is your company cutting-edge? Can the customer grow with you, or will your solution be obsolete in a year? What investments in innovation are you making? Will the customer be able to upgrade seamlessly? If your solution does not tip the scale resoundingly over the current challenge,Cheap Joseph Addai Jersey, they will not buy. Just because you saved them 5% on cost, the scale will not move. The sad part is, they'll never tell you the real reason during the sales autopsy, but there will safer choices that you will lose to. They will: The buying process is really quite simple. If you think of it like a pendulum, on one side is their current situation, and on the other side is your solution. Now, their current status quo may range from mildly problematic to mission critical. However, your proposal also carries: In almost every sales training seminar or book on selling ever written,Cheap Ravens Jerseys, there is inevitably a chapter on "overcoming objections." They will tell you that these are buying signals or a marker that tells you the customer is really requesting more information. I'm here to tell you that is a farce. 1. Work for them. a. They may have to change established processes. b. They may have to hire new people. c. They may have to engage in training on new systems. 2. Risk for them. a. What if it doesn't solve the problem? b. What happens if you go out of business? c. What happens if you are sold to another company? 3. Cost for them. a. How quick will the ROI be? b. How big are the risks that your solutions mitigate? Is it worth it? c. At what threshold does it make sense to make a change? d. Am I paying too much? How do you make sure they are never put forth? You need to show you have the following:

Let's look closely at how to build your skills. Use these tips to for successful selling at the whiteboard...in minutes not weeks. If you or anyone on your team is experiencing these, consider checking into a Presentation Rehab program right away. You'll find inspiration and practical tips to say, "Enough!" to the habit of getting overly serious about your whiteboard presentations. If you've been used to delivering scripted presentations and using a clicker to guide flow, there is a lot to learn. The faster your build your skills,Cheap Aaron Kampman Jersey, the better you'll be at the whiteboard in front of your important client. What happens when you sketch out ideas while the audience watches? People get instantly engaged. It's altogether different than presenting a finished poster, infographic or brochure. And it's radically different than relying on a PowerPoint slide. Showing Ideas On The Spot - Not writing or drawing anything on the whiteboard for fear of making a mistake. - Critiquing your sketches and belittling your efforts. - Apologizing for anything you do. - Erasing your sketches before anyone can see them. - Creating realistic renderings that take forever. A playful attitude is at the heart of creativity. Yet, as we get involved in working, and strive for greater achievements, it's all too easy to forget about the power of play. You can respond on the spot to individual questions, overcome objections, and trouble shoot to streamline decision-making. Drawing out simple sketches is the fastest way to help non-experts and experts speak a common language. In more organizations and small businesses, sales professionals and subject matter experts are turning to whiteboards. Presenting at the whiteboard is a flexible way to sell ideas, simplify solutions and connect with clients. Inventing Great ideas spring willingness to experiment. When you're starting out at whiteboard presenting, this can be a big challenge. It's very different than presenting with a script and a ready-made slide deck. Beware of becoming overly serious about presenting at the whiteboard. If you have forgotten about the quality of play, you could be in serious danger. Watch out for these danger signs. If you experience them, seek help immediately: Encouraging real time interaction is dynamic, fresh and lively. It unlocks quality conversations and builds rapport. Plus it's the most flexible way to structure a conversation. In addition, if English is your second language, visual sketching is a universal language. If you feel that your verbal skills in English are lacking, make up the difference with visual sketches. Many of my clients find this is a fantastic way to engage clients, teams and superiors in important conversations. The trick to inventing is to have a master plan. Using a distinct set of interactive questions, information layouts and facilitation techniques, you'll learn the ropes. As you do, you'll look and feel increasingly comfortable. What do children and sales consultants have in common? Ask them to play and they'll jump in. Tap into this natural ability and you'll unlock the secret to whiteboard presenting. Playing You'll know how to manage the flow. Get comfortable with the flow of ideas, discussion,Cheap Pat Tillman Jersey, questioning, and problem solving with your audience. Practice inventing on the spot by rehearsing your skills with a presentation coach, and with your team. Using a distinct set of skills, you'll invent interactive ways to show your value proposition, highlight benefits, address objections, and guide the conversation. Now, let's be clear. There are specific structures,Cheap Limas Sweed Jersey, standards and ways to be effective at the whiteboard. What we're focusing on here is that a playful attitude towards experimenting is going to take you a lot further...much faster.

For example, yesterday, I received an email from a company that does performance improvement, organizational development and sales training. This email shouted product based marketing and education based marketing was not even on the plate less alone the buffet. I can only imagine what type of sales training their potential clients are receiving and it is probably far more than I charge since this is national organization with multiple offices. Good day Leanne. Recently you downloaded a paper (insert name of paper). As the contact person for (insert company), I was wondering if you have a few moments to share your thoughts about this paper and your company specific to some of your current challenges? Remember, you truly have only one opportunity to make that first connection memorable. Do not waste it! First, there are many talents and behaviors to be a top sales performer. To think that there is just one or two is folly. I wanted to introduce myself as your account representative for (company's name) and would appreciate a few minutes of your time on the phone at your earliest convenience. For example instead of writing the following: My observations from the 30,000 feet viewpoint is this individual is truly not a top sales performer because she was not creative,Cheap Jonathan Baldwin Jersey, she spewed one of the 3Ps virus (product, price and proposal) and most importantly she did not even attempt to build a relationship. I truly had a difficult time reading it and to be honest it was causing a negative emotional reaction. Sales Training Coaching Tip: People buy on emotions and justify the purchase with logic. The absolutely last thing you want to do is to create negative emotions specific to you as an individual or about your company. When you examine the first actually received email versus the one I suggested, you will notice the first one presumes an existing relationship. Big mistake especially when there was not one and I could not even remember this person or company. I did not recognize the person's name. So I decided to role play and see where this was exchange was going as I saw an opportunity for a learning experience and probably enough content for another article. I sent a returned, proactive and respectful email back for clarification. The sender a woman responded: The following would be a far better introduction: To be a top sales performer is all about selling yourself. This unsolicited email dramatically failed in the arena of "Selling Yourself" and do it well. Sales Training Coaching Tip: People buy you as the salesperson first before they even considered your products, services or organization. I had downloaded a white paper She had attempted to look up my company ADVANCED SYSTEMS, but could not find any information Then went on with blah, blah, blah about what they do and how they could help me In my final response to hear,Cheap Matt Ryan Jersey, I thanked her for that clarification and indicated surprise she could not find anything about my company as she already had my corporate email account. Now anyone in sales who is even the least bit tech savvy knows how to look up a company by the email address. Even if the person does not have a corporate email account, you can Google their name. If she had taken this action, she would have discovered 124,000 hits on my name and golly gee whiz the first hit is my corporate website. Of course, if she was really smart, she might have looked me up in LinkedIn and would have quickly found me. Sales Training Coaching Tip: In today's technology driven market place,Cheap Oilers Jerseys, the last thing you wish to be is foolish because you failed to do your homework.

When contacting those you found through your lead generation techniques, you want to remain memorable but not annoying. Emailing or sending out newsletters six to eight times at least is expected. Don't do it all in one week, or even one month! Contacting your leads once a week or once every two weeks with high quality, informational material will keep you in the forefront of their minds. Don't just spam them with ads and affiliate links; that will cause you to lose your leads as quickly as you found them. Be respectful, give great information,Cheap C.J. Spiller Jersey, and build trust. Those leads may just turn into long time, loyal customers. Get free publicity and generate leads by offering your expertise. Online sites are always in need of content, but don't rule out offline markets either. Newspapers, radio shows, and even news programs often seek out "experts" to interview. People who read, listen to, or watch the column or segments are likely interested in what you have to say and,Cheap Nick Collins Jersey, therefore, interested in your products as well. By branding yourself as an expert, you'll also gain credibility and trust - qualities that are sure to make your potential clients feel more at ease purchasing your service or products. Prospects to market your goods and services to are vital for any business to survive. Independent contractors and small business owners alike need to know about lead generation. The higher the interest, the higher your sales will be. Building a list of prospects should be on your list of top priorities when marketing your business. Advertising is the most obvious option for generating leads. While newspapers,Cheap Brandon Marshall Jersey, radio, and television may work well for brick and mortar stores who want local business, the online marketplace is different. Lead generation for online businesses should involve newsletters, ads on the search engines, and purchasing ad space on sites that target the buyers you want. Get the most bang for your advertising buck. More leads aren't always better. You want targeted leads to see the highest profits.

Have you heard the word "upsell"? It's a process by which a salesperson attempts to persuade the customer to purchase upgrades or add-ons to an existing sale. I define upselling a little differently. We suggested to one of our clients they put a coupon for the ancillary item in the box of the main product. Therefore when the customer opened their cell phone box,Cheap Chris Cook Jersey, they had an instant reminder that they needed to purchase additional items, and they could get a discount for making the extra purchases now. You can upsell service in a similar way. Once a client has successfully benefited from the services you offer,Denver Broncos Jerseys, you can suggest or recommend other services that you or your colleagues may provide that could be beneficial. When you upsell your client to a service that your business associates my offer, you are creating a referral network. You should benefit from the referrals from others in the network. For example; A customer comes into your cell phone store and buys a cell phone. The most basic upsell would be to add a car charger,Cheap Lions Jerseys, leather holding pouch and other necessary additional products. When I think of upselling I think about value-added or relationships established. I think in terms of taking the simple sale to the next level of the business affiliation. Not only can you upsell products, you can upsell your service. Whenever you successfully create a sale of any product or service, that is the very best time for creating additional business opportunities.

The skeptical person doesn't believe a thing the salesperson says. Aside from the obvious he is also difficult because he doesn't say much or disclose much. It may not even be a salesperson thing. It may be a life thing, a combination of experiences and disappointments which has brought him to this state. Whatever the case,Cheap Colin Kaepernick Jersey, he is what he is and it's you who must handle these traits to be successful. Definitely do not exaggerate. Make your points more understated. Believe it or not this will build his confidence in the interview. Understated points often give you more of a respectful aura from this individual. They feel more relaxed and you should look for this reaction. Start off by getting him yo agree on minor points. Anything from the weather to minor points about your product or service. Then move from these minor points and expand the areas of agreement. This takes a bit more time. It must be done so as not to put him on the defensive. He must not be aware of what you are doing. If done correctly this is very hard to detect. It's all about soothing this type of individual. Most people who are skeptical have a right to be whether they are correct in that skepticism or not. It's their nature. What is important is that you recognize it and deal with it properly. Be patient,Cheap Eric Dickerson Jersey, let him agree with you first on minor points. Don't exaggerate,Cheap Ray Nitschke Jersey, and offer proof. Put yourself in the position of not knowing about someone or something. It's human nature, only with this type of individual it's compounded. Strategy Lastly, overwhelm him with evidence, proof of satisfaction from users, people in industry that he is familiar with, or if possible people he knows.

A Fastball sales pitch is your typical straightforward pitch. It's great to use at job interviews and sales meetings. It tells your listener - who you are,Cheap Josh Beekman Jersey, what you do, why you're great/unique at what you do and asks them to take action. Like baseball's fastball pitch, it's very serviceable and everyone should have one under their belt. A Changeup sales pitch is a pitch that might take a little more time. The change up is a great choice if you sense your listener is leery of being railroaded. To create a Changeup: instead of jumping into a typical, "Hi my name is...." structure, begin with an attention getting technique like a question or interesting fact. This has the effect of slowing down the pace of the pitch. And it's a great way to engage your listener and encourage them to take a swing. Most of us learn the equivalent of the fast ball when we learn to pitch ourselves or our products. It's direct, quick and usually "gets over the plate". But like good baseball players, our listeners have gotten used to the "fastball" pitch and it often loses some of its effectiveness. That's why it's important to learn to read your (client/listener) and add new pitches to your pitching repertoire. Here is a brief description of three different pitches and how and when you might use them. FASTBALL - In baseball it is the most common pitch used. It relies on its speed and sometimes its movement to fool the batter into swinging and missing. CURVE BALL (a form of Breaking Ball) - The curveball or breaking ball in baseball is a pitch that changes direction on its way to the batter. Instead of going straight like the fast ball, it curves up or down or side to side. For those of you who know baseball, you know that there are many pitches to choose from. The pitch you choose to use in a game depends a lot on the batter you're facing. Most pitchers learn to throw a fastball first. It's the easiest to learn, the most effective and the foundation for all other pitches. If you've got a terrific fast ball, you can probably end up striking out a good percentage of the batters you face. CHANGE UP - in baseball this is slower than the fastball and therefore unexpected. The batter thinks it's a fastball and swings either too early, or too late. A lot of times in presenting ourselves we may start with a fastball or a change up and suddenly our listener gives us a visual or verbal cue that they are not engaged. Throw them a curve. Change your vocal tone, pitch or volume use humor, tell a story or give an example. Or better yet, start asking about them, their business or their needs. This unexpected turn will bring the listener's attention back and may just help you close the sale. "Sales Pitch",Cheap Tramon Williams Jersey, "Elevator Pitch",Cheap DeAngelo Hall Jersey, "30-second Pitch" - It's no coincidence that the word "pitch" is used to describe selling yourself or your product. Sales pitching like baseball pitching, is a talent not to be underestimated. My son is a baseball pitcher. He'll be playing baseball for the Ivy League this year. In addition to his team coaches, he sees a pitching coach regularly to improve his conditioning, develop his muscles, and more importantly, to develop his muscle memory. His pitching coach makes him go through the motions of his delivery over and over again. Once my son masters a particular motion for a particular pitch, he adds a new pitch to his repertoire. The pitcher in professional baseball is arguably the most important player in the game. Similarly, skilled sales pitching is one of the most important parts of your business. Like a dedicated baseball pitcher, it's important for you to learn new pitches and practice the delivery of all your pitches to develop muscle memory.

2-ROI. Re-examine the return on investment your solutions bring to your customers. For existing customers, set up a meeting to review how your products and services have been performing for them. This is an excellent opportunity to ask about their goals and objectives for the new year and how you might be able to support them. It's always easier to add business to an existing client and typically has the shortest sales cycle since you have already established a relationship where trust and credibility exist. This type of engagement with your customers also helps to preempt the competition who would be left out if they skip the request for proposal process saying the business is a modification to an existing purchase. With many companies new business from existing clients can easily be over 50% of your revenue generation. Understanding your clients ROI is important as it is proof of your solution's success. The more proof you have to give to new prospects about what your customer's have experienced is usually the MOST marketing you can do. Customers today want tangible evidence that your products and services will do what you say they will do. Make 2012 be your best year ever. Being proactive from the get go will show your customers and prospects that you have their best interest at heart. Implement the 3 Sales Tips: Happy New Year and welcome to another year with a new sales budget! You may already be thinking about the potential challenges you might face. Are you wondering,Cheap Jake Plummer Jersey, will the economy continue to improve or will it backslide; is my new sales quota achievable; what other challenges might I face either internally or externally? All these and many more are valid concerns that most of you have. But when you focus on the positive - the possibilities - you will jump start 2012 and your pacing will be ahead of schedule,Cheap Michael Turner Jersey! Consider these 3 tips to make this year a big success. 3-Incentives. Most of you have all experienced company incentives at the end of the quarter or the year as a way to generate business and meet your revenue targets. Why not start the year out by adding incremental value to your solutions as an incentive to buy now. A new year for your customers usually means a new budget cycle and now is the time to stimulate their interest and get ahead of the curve. You're not discounting your products and services, you're adding value that might attract the customer or prospect's attention. Adding value can have a low impact on your margins compared to lowering your price. Knowing your customer base and their needs will help you craft the right incentive that would gain their interest. 1-Follow up. Start this year by taking an inventory of those customers you have been working with this past year and which ones have potential to add incremental business. Which ones showed signs of interest but never made the ultimate commitment? Contact them and remind them of the benefits you discussed in the first place. Think about adding even more value that they would benefit from and how that added value makes getting together now even more important for them. Even better,Cheap Johnathan Joseph Jersey, come up with a very explicit "benefit for meeting now". Why would your solution make a difference this year? Make sure that you have a "stay in touch strategy" so that your prospects and customers don't forget about you - remember the old saying "out of sight, out of mind". Happy New Year and good selling for 2012! 1- Follow up, 2- Show them a healthy return on their investment and 3- Craft the right incentive to spur them on to invest in you and your company.

Everybody uses their own type of language with their own favourite words and when you sell you need to be very conscious of this. If you want to exploit the use of language when selling it's a great idea to collect words that fit your product or service. Keep a list of them and learn some new words every week. Believe me it will bring you more advantages than you would imagine. People will see you as an authority in your field and this will allow people to trust you more. When people see you as the trusted authority they will be much happier to buy from you. So I hope you now realise the importance of being a great communicator as a pose to being a great sales person. There is a huge difference between these two concepts and once you grasp it, sales will start to grow. 4. NLP Can Increase Sales 2. Language Style So what do we need to do to increase our ability to communicate with customers? Well a lot of the techniques should come naturally to us but some will need to be practiced and fine-tuned in order to maximise our selling capabilities. You may not be very aware of this but when you speak or write to people,Cheap Nick Fairley Jersey, you are often "misunderstood!" The person on the receiving end of your communication doesn't completely understand what you are trying to communicate. One of the main reasons for this is because your information is often "inarticulate" and confusing. There's nothing new about the idea of using NLP in sales but only a minority of sales people know how to use it to their advantage. The reason for this is that only a few sellers are prepared to study these techniques and adopt the ones that work best for them. Here are few ways that NLP can help you sell more: I came up with this idea a few years ago when I was coaching some people in the telesales industry but it can be used in pretty much any type of selling, including copywriting and sales letter writing. The idea is to break each part of your presentation into different sections and to put them in a consequential order. This will help people to understand what you are offering in a much clearer way. One of the reasons this is important is the fact that our own knowledge can sometimes be very detrimental to the sales process. For example, if you sell digital cameras you will constantly be exposed to information about all the different models with all their different advantages and disadvantages. This is perfectly fine until you start talking to customers on "auto pilot" When you are in auto pilot mode you start using all the internal jargon that sales people use when talking to each other. As well this you start to assume that the customer has the same level of understanding that you have. Well most of the time you will find that they don't have this knowledge and if you speak this way you will just confuse them with too much jumbled information. Therefore putting your presentation into smaller,Byron Leftwich buccaneers Jersey, orderly chunks will make everything clearer and easier to absorb. Pattern Interrupt- This is a technique where the sales person starts the conversation with something shocking or unconventional that takes the prospect out of their day to day "regular expected pattern of thought" I used to use this technique when I worked with the Marriott Vacation Club. I would call the customer and start the conversation talking about something funny and completely different from what they were expecting. I would then change the course of the conversation towards the timeshare and they would be much more receptive than if I hadn't used this "pattern interrupt" technique. So like many other NLP selling methods,Cheap Tashard Choice Jersey, it really does work if applied properly with the correct timing. 3. Pitching 1,2,3 I think many people who enter the world of selling often fail to understand that the whole concept of selling is not about persuading a prospect to make a purchase. In fact the worst type of sales person is the one who keeps imposing their idea without listening properly to the prospect or customer. A more experienced and highly skilled sales person knows that it's all about being an effective COMMUNICATOR. Repetition- Using the same deliberate words over and over again throughout the sales presentation. A clever way to do this would be to "coin a new phrase" that will start to feel natural to the prospect after repeating it many times. Mirroring - Copying the type of language and expressions used by the prospect Pace & Tone- Here again you mirror the customer, but you focus more on the pace of their speech and the tone of their voice. If a person has a jolly and quicker way of speaking, matching them can create instant harmony, without them realising what you are consciously doing. 1. Clear Communication