Anyone who has been selling for more than about a week knows that the most frustrating customer isn't the one who says "no," it's the one who says "maybe." So why would you ever intentionally give the customer an excuse to "think it over?" Give them one proposal so they can give you one answer. It'll simplify your life tremendously and you'll be absolutely shocked at what it does for your time management. How can there be three best plans? When you give the prospect three different proposals, aren't you subconsciously saying that you're not sure enough of your own abilities to make a positive strong recommendation? This approach may be fine for some types of products or services, but I've always felt that using it seriously undermines your credibility. When you practice creative selling, you're really presenting yourself to the prospect as an expert in your field. You're sending the very clear message that you have studied their situation, analyzed their opportunities and problems, and used your expertise to come up with the optimum plan just for them. Your proposal is that optimum plan. There are plenty of age-old selling strategies. Included among them is the theory that says that a salesperson should always bring three proposals to a presentation for a prospective client. The first proposal should be for more than you think they want to spend, the second one for much less, and the third should be in the middle price range. It is the third, of course,Lights Out Black Jerseys, that you expect them to buy. The rationale behind this strategy is pretty simple. The prospect won't buy the little proposal because that will make them look cheap, and they don't want that. They won't choose the biggest one because they can't afford it,Cheap Ricky Williams Jersey, and they will decide to buy the middle one because it looks like a bargain relative to the biggest one and it's the safest, middle-of-the-road choice. A common excuse for offering alternative proposals is that the first proposal might be too expensive,Cheap Vernon Gholston Jersey, so you should be ready with a fall-back position. There's nothing wrong-and many things right-with changing your proposal at the prospect's desk. After all, you're still on the first call on a new prospect and you're basing your proposal on some estimates you've prepared, not on hard data. It's unreasonable to expect that you're going to be right on target every time. You can make alterations in the proposal along with the prospect as part of your closing strategy. Another similar tactic is to give the prospect proposal "A" while keeping proposal "B" in your briefcase for use "just in case." Proposal "B" is always smaller, of course, and it's the one you whip out at the first sign of a price objection. This tactic sends two really bad signals to the prospect. The first one we've already covered: what kind of an "expert" is so unsure of himself that he can't decide which alternative is best? The second signal you're sending is a real killer,Cheap Sideline Black United Jerseys, though. Having seen proposal "A" and then proposal "B," the prospect will be sure to think proposal "C" is waiting in the wings,Cheap Mike Jenkins Jersey, and if they give the salesperson enough price resistance, it will appear as if by magic. Way to go,Cheap Marcell Dareus Jersey! You just created your own price objection. There's another big danger in using either of these methods to give the prospect alternative proposals to consider. Faced with choices, most humans delay making a decision. In fact, many people hate to make decisions so much that they will actually welcome choices that have to be made so they can use them as an excuse to delay giving you a final "yes" or "no."

4. Commit to Your Choices,Cheap Aqib Talib Jersey 1. Know Your Material. Commitment? Yikes! As salespeople we reserve the right to change our opinion based on what the client thinks, right? Wrong,Cheap Seahawks Jerseys! See your choices through; don't be batted around by every wind. You may not win everyone over,Cheap Richard Seymour Jersey, but you'll win something that is too often overlooked in sales: self respect. No matter what your partner gives you in Improv, you must always reply with "Yes, and..." to keep the action moving forward. For example, suppose your client tells you that they have never buy anything but product X. Instead of saying "Yes, but you've never tried our product," (which puts them on the defensive),Baltimore Ravens Jerseys, you reply: "Yes, and that's why you don't yet have anything to compare it to." In this way you acknowledge their point as well as offer an alternative perspective without getting their defenses up. As salespeople, how often do we walk into a situation with a thread-bare plot (like an information-gathering meeting), unsure of what's going to confront us (objections, personality conflicts, budgets, etc.) and last but not least, an audience waiting to be entertained. (Yes, your client expects some entertainment for their hard-won time and dollars!) Only by being truly in tune with the moment are you aware of subtle shifts in your partner. Silence for instance, which we are so anxious to fill,Cheap Buccaneers Jerseys, can mean: "you've lost me" or "show me why I should buy you." Stop, pause and take in the moment. You'll be amazed at what you may have missed. Nothing kills creativity faster than judgment and critique. Give that little editor in your head the afternoon off before exploring all possible options. 2. Fire the Editor This obvious but critical step is often overlooked in our rush to get in front of a client. You must know inside and out WHAT you're saying and WHY you're saying it -- and "My manager told me to" is not a good enough reason! Practice your sales script. Read it out loud to the dog. Rap it to your roommate. Know it so well that if you had to, you could pick it up at any point within the script and run through it with ease. 3. Be in the Moment Sellers can learn a lot from Improv Players, like how to take a curve ball and turn it into a home run. Learning to react quickly and skillfully to the unexpected can mean the difference between winning and losing the sale during these uncertain times. But there is more to Improv than just spitting out the first thing that comes to mind. Here are Five Tips adapted from Improv you can start applying to your sales calls today! Now you're ready to add Improv to your sales toolkit,Cheap Matt Hasselbeck Jersey! Think fast! And "Whose line is it Anyway?!" 5. Say, "Yes and..." Ever marveled at how skillfully Improv Players respond to the seemingly unrelated suggestions thrown at them? There is no script to follow, no direction and typically only the thinnest of plots. Does this sound familiar to you? It should! "Improvisation is too good to leave to chance." - Paul Simon

2. Advertising. It's virtually impossible to make a sale without you advertising your products to your prospects. If you are targeting people within a certain geographical location, I recommend that you advertise your products using traditional media (TV, newspaper, and radio). However,Cheap Phil Taylor Jersey, if you are trying to tap the global market, you may use several internet marketing tools all at the same time to quickly widen your reach. You can use PPC advertising, article marketing, forum posting, social media marketing, video marketing, ezine publishing, and blogging. 5. Offer discounts. You can easily capture the attention of your target market by simply offering discounts. Slash off at least 5% off your tag prices from time to time. This will help you capture the attention of new prospects and promote customer loyalty among your current customers. Selling products and services is one of the oldest ways to make money. Today,Cheap Tom Brady Jersey, with the advent of the internet and other effective mediums, selling cannot simply get easier. 1. Overall packaging. Selling, just like romantic relationships, start with attraction. If you want to capture the attention of your potential clients, you need to exert conscious time and even money to make your packaging visually-appealing. Research your target market and get to know their preferences. Through this, you'll be able to determine the elements that you need to use when packaging your products to make them look more enticing to your prospects. 3. Offer free product samples. This is particularly helpful if you are selling new products. To give your prospects an idea as to how your new product works (and to gauge if it's really worth the money),Cheap Richard Seymour Jersey, you can get these people to try your product for free. For example, if you are selling a shampoo, you can give away 15 ml. sachets to your target market. If they are happy with the result,Detroit Lions Jerseys, you can be assured that they will not think twice about making a purchase. Here's how you can make money through selling products and services: 4. Ensure customer satisfaction. This is the trick to retain your old customers while you attract new ones. You see, when you strive to make each of your customers happy,Cheap Anthony Davis Jersey, they are most likely to come back for more. Not only that, they will also surely talk about your products to their colleagues, friends, and family members. As word-of-mouth advertising is still the best marketing medium these days,Cheap Jack Lambert Jersey, you can be assured that this will help you improve your sales by up to a hundredfold.

,Cheap Kenny Phillips Jersey -- If the customer is calling to place an order proceed by asking his information (name,Cheap Leon Washington Jersey, address, phone number,Chad Ochocinco bengals Jersey, email address,Cheap Sebastian Janikowski Jersey, payment method). If the customer is asking for more information about the product, offer the most appropriate answer to his question and proceed to secure a sale (would you want to place an order with me now?) -- Handling objections. If the client raised an objection, representatives must have canned rebuttals that will allow them to highlight the benefits and features of the products to make them more enticing to the eyes of their customers. 1. Assess your sales team. You will need to do this to make sure that you have enough competent people in your group. Make sure that they are all team players, personable, and easy to work with. They must have in-depth knowledge about your products, business, and chosen industry. If needed,Cheap Broncos Jerseys, hire more sales people to make your group stronger and more efficient. Also, consider conducting trainings that can improve the knowledge of your sales team about your products and about sales processes. -- End the call by telling the client when he will receive the order, what number to call for follow-up and other concerns. Thank the client for calling and ask for repeat business. If you are a sales manager, you can't just simply tell your sales team "go on and secure sales as much as you can". These people will need your guidance and they will need something that they can follow to make the process of selling well-guided and organized. This is the reason why you need to create a sales process for them. Here's how you can do that: -- Sales representative great the customer,Cheap Pierre Thomas Jersey, thank him for calling, introduce the company, and offer help (Good morning, thank you for calling xxx company. This is Andrea, how can I help you today?) 2. Create the sales process. Create a sales process that your sales team can follow. This must contain clearly step-by-step guides that are easy to understand. This must also include an option depending on how the customer will react to the initial offer. Here's a sample of sales process for a company that receives phone-in orders: 3. The last thing that you need to do is to make sure that all the steps included in the sales process are being followed. You can monitor your representatives when they are in action and you can call their attention if they miss any of the steps.

1. Think like a customer. As a seller,Cheap Antrel Rolle Jersey, it's very important that you know how to put yourself in the shoes of your potential clients so you'll easily understand where they are coming from. The more you understand the needs and demands of these people,Cheap Kellen Winslow Jersey, the easier it would get for you to push their emotional hot buttons and make a sale in no time. Do you want to get better at selling? Then,Cheap Torry Holt Jersey, these tips are for you: 2. Active listening. Don't do all the talking during the selling process. Share the spotlight with your customers and let them talk. Encourage them to tell you about their problems and their pains. Give them your undivided attention and make them feel that nothing is more important than what they are going through. This is one of the best things that you can do to get these people to like you. 3. Get your prospects to smile,Cheap Champ Bailey Jersey, or even laugh. If you sound too serious during the selling process,Cheap Lavar Arrington Jersey, your chances of making a sale is relatively slim. Research and studies show that the fastest way to your prospects' pockets is to give them a great time during your sales presentation. Strive to make them smile by telling them humorous stories. 4. Communicate benefits not features. The only thing that buyers want to know is what they are getting in exchange of their purchase. Highlight the benefits that your products can offer; tell your buyers how your offerings can help them solve their pressing issues or how they can eliminate their pains.

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The third group is the sales "underdogs".,Cheap Emmitt Smith Jersey No matter what I'm buying, I'll take the underdog every time. How about you? From my experience in the business world,Cheap Jason Taylor Jersey, there are three groups of sales people. It's true. Some can be bad, even though they make the sale. How many of you have been enticed by their charisma, made the purchase,Cheap Robert Meachem Jersey, and then been left with a product or service that does not do what you thought it did? Even though it's not their strength,Cheap Kurt Warner Jersey, they start selling because they feel compelled to share their company's products and services. Their sales charisma may be lacking, but they speak from the heart, and you feel it. Their staff stands behind the sale, delivering you promised results. These sales people view long term customer relationships with honor and pride. They entrench themselves in your business, and you're more successful because of them. We love the masters, and we avoid the bad ones, but the sales underdogs are the ones we're drawn to because they tell it like it is. They are honest,Cheap Mike Iupati Jersey, you can always trust what they say, and they believe in what they are selling. They have integrity. First,Cheap Denver Broncos Jerseys, there are those that have mastered the art of selling. You know the type: they have sold many different services and products over their career (all successfully); they know at least five people when they walk in a room; they remember the names of all of your kids; they are eloquent; and they have you letting your guard down after five minutes with them. Before you know it, they have closed the deal with you. They make the sale AND stand by their product. On top of that, you have no support (you know, that 24 hour support group you were promised). Any product customization is out of the question because the product never moved beyond the creator's template, and no one is following up to see what you think. Where is that person that was assigned to you? Then there are the bad ones.

This is just one example. The reason to buy that will unlock the sale for you could be a discount,Cheap 49ers Jerseys, it could be a special installation team, it could be a special interest rate or it could be an accessory. Whatever reason you use,Cheap E.J. Henderson Jersey, make sure it is something that the customer told you was very important to them. One of my door to door sales training customers emailed for help with a common sales problem..."I got my door to door customers interested but they wouldn't buy it." This happens a lot and it ends many careers for those who cannot get past it. For others,Cheap Clinton Portis Jersey, it limits their earnings to the few people who are willing to go ahead. I trust you appreciate the difference and see the benefit these reasons give you. It helps you lead your customer to the right decision. I hope you see how a good reason to buy now will help your door to door sales. One of the secrets to great door to door reasons to buy now is that you must customize it to something your customer is interested in. The reason has to solve a problem they told you they have. How do you find their problems? By asking them. Another important facet of a reason to buy in door to door sales is that it must end right now. Not soon,Cheap Steve Johnson Jersey, right now. Let's look at an example that does not involve a discount at all. Let's assume you sell something that a consumer has told you they want before Thanksgiving. A weak salesperson will tell them, "No problem, we can install that tomorrow." A stronger salesperson might say, "Thanksgiving? I am sorry but we are already booked. We could install it the first week of December." Pause and wait for them to realize they won't be getting it in time. Then you might say, " I have a customer scheduled this week who doesn't really care if they get it installed before the holidays or not. I am not sure I can do this, but I'll try to get their date switched for yours. Our scheduling meeting takes place first thing tomorrow, so it's good I can still get your order tonight. I'll write "Must be installed before Thanksgiving" on your order and I'll get the paperwork started. If this happens to you more than you would like in door to door sales,Cheap Chicago Bears Jerseys, you are most likely missing a reason to buy now. Unless you have a good one,Cheap Texans Jerseys, why should they buy today? What's the rush? Why not think it over? Door to door reasons to buy now have a bad reputation because weak salespeople often misuse them. Many salespeople use the same old, "It's the last one" or "The price is going up".

In keeping with the above approach when I was working for others and had monthly targets to hit I would end up stuffing up a possible long-term relationship for the sake of making that quota. Now that I am older and (hopefully) wiser,Cheap Kyle Orton Jersey, I know that it is not only essential but imperative that I do not look for the short term solutions. If that means that I literally talk a client out of giving me a signature on a deal for this month, then so be it. The future of your long-term relationship with that client is worth much more than a short term, short sighted gain. Recently I have been seeing a lot more commercials for some traditionally bound corporations such as banks,Cheap Fran Tarkenton Jersey, to start advertising on a more personal level to clients. This has always been my philosophy on helping out my clients. As part of the relationship building exercise you will undoubtedly be called upon by clients for your input,Cheap Bart Starr Jersey, possibly even in areas that you may know nothing about! This is a great sign that your relationship with that individual has gone beyond the boundaries of the norm and you are now comfortably ensconced as an unofficial advisor to that person. Build Your Relationships Deliver What You Promise,Deion Branch seahawks Jersey, Promise Only What You Can Deliver It should come as no surprise to people that one of the easiest sales opportunities to 'Get over the line' are referrals. With that being the case everyone should be continually positioning themselves to gain as many additional referrals as possible out of their existing client base. One of the many things that I have learned over time has been that face to face is king,Cheap Bernard Berrian Jersey! What do I mean by that? Easy! Ensure that you always try to get an actual real life meeting. Face To Face Is King The difference that this can make is enormous. Subtle shifts in the clients attitude are always reflected in their demeanor and facial expressions. You will never be able to get the kind of information that you need from a client without getting a 'In Your Face' meeting. When you are dealing with someone on the phone or an alternative means of communication,Cheap Seattle Seahawks Jerseys, then I can guarantee you that you are not the focus of attention and neither is your client. Yes, at times this can be very daunting and more work for no financial gain. Always keep in mind the longer term goals of the relationship and be honest in your approach to helping your client achieve everything they want. Treating your clients as such will ensure that you begin to promote yourself and conversely your wares in an entirely new way from the start. Provide Professional And Impeccable Service - Above And Beyond A huge downfall to many a salesperson is quite simply the fact that they promise the world and do not deliver anywhere near what they promised. Never promise something that you know you will not be able to deliver on. At the very best let the client know that you will get back to them as soon as you can on the item or point in question. There is no quicker way of losing a clients trust than to not deliver on what you have promised. Help Your Client Achieve Success Being a true professional in any service or career is another definite must. Always be the best you can. Do the best you can. Achieve the best you can. Your clients may not always acknowledge that fact to you but you can be rest assured that they will definitely let others know, especially if you fail to provide it. Throw Out Monthly Quotas Always keep in mind the fact that you are looking for long term relationships and the rewards will come to you in droves! My approach to sales has always been like it is a long-term partnership.I do not want to be just selling something to someone and that is the end of it. I like to build up the trust and rapport between us until it is at the point that I have become an unofficial confidant and advisor. Someone that they know is looking out for them in every sense. Following are some strategies that may help you attain more referrals.

It is also important that you make a routine to write articles on continuous basis...,Cheap Brandon Flowers Jersey What if you discovered how easy it is to boost your high ticket sales starting today and make massive income easily? Here are 3 simple steps to get you started... The most efficient way to get started writing articles is to make sure that you hire article writers. You can get several article writers from various outsourcing based websites like get a freelancer. Step 1 - Setup an article factory hiring ghost writers. Step 2 - Create a blog out of your articles and bookmark your posts. The next step you can use to boost your high ticket sales is to make sure that you get started using a simple blog where you post unique articles which will finally drive traffic from search engines. Step 3 - Write massive articles for incoming links to your site. Writing articles will make sure that you get incoming links to your website and also it will help you to increase your search engine ranking. Writing and submitting articles to various high traffic article directories should be your most important step if you want to promote your high ticket products. Step 2 - Create a blog out of your articles and bookmark your posts. Step 3 - Write massive articles for incoming links to your site. Here are step by step details that you can apply quickly and easily... Also make sure that you drive incoming links to your blog by bookmarking every post and this will increase your search engine ranking and thus drive more traffic. The most important step to sell your high ticket products is to make sure that you get started using the power of article marketing. You can also get started creating a simple blog and post your articles out there... Step 1 - Setup an article factory hiring ghost writers.

Is your buying behavior in alignment with your sales style? Reluctant sellers may be reluctant buyers. Possibly these types of individuals are always second guessing themselves by "Did I make the right decision?" or asking questions to the service personnel "Are you sure this needs to be done?" Noted Nobel prize recipient,Cheap Randall Cunningham Jersey, Albert Camus, is quoted as saying "We are what we do." What this means is our actions are very much integrated into who we are. What a potentially frightening thought. When we are in alignment with those values or business ethics,Cheap Antonio Cromartie Jersey, then our actions are also in alignment and we can be comfortable with the phrase we do what we are. However when there exists a lack of congruency between our values and our actions,Cheap Titans Jerseys, then red flags are raised in the minds of our potential customers. Having a red flag raised in the buying decision making process is that last thing you want to happen. Having worked with numerous individuals and organizations, my belief is that this statement is the most important one and needs to be addressed before any others. Since society appears to be trending to a lack of personal accountability and personal responsibility, those professional salespersons who are know their values (business ethics) and whose behaviors consistently reflect those values will have far greater success. Our actions is what our potential customers see first since mind reading is still not a honed skill set in the early 21st century. The greater alignment and congruency between those actions or behaviors with our internal beliefs including our sales style helps to strengthen the relationship between buyers (them) and sellers (you). Does there exist a disconnect between the your selling and buying approaches? For those who are high pressure or reflect that "closer" style, their buying actions may be rather quick,Cheap Chad Henne Jersey, in and out. Returning to the automotive experience, these individuals would be asking "How quick can you repair my car?" and probably are counting the minutes especially if the repair time exceeds what they were quoted. What I have observed is that far too many people are unaware of how they make decisions and the specific talents they use in coming to those decisions. This lack of awareness keeps them from having clarity necessary in making the right decisions. In a sales situation this would be "should I ask this question?" The statement "we are what we do" is indeed an interesting and one that may prompt you to respond with your own thoughts. Now consider matching your selling style to how you actually buy. Take selling or sales for example. What type of salesperson are you? You can choose from a plethora of sales styles from relationship builder to collaborative to technical or knowledgeable to high pressure or "closers" or just the opposite of the back door or reluctant one. For it is truly our authenticity that pulls us to our potential customer or clients. Since people buy from people they know and trust, they are more likely to buy from someone they perceive to be authentic. However wow to that salesperson who fakes being authentic because he or she will eventually suffer long term negative consequences. Another observation is quite a few people who earn their living by selling do not have a written values statement (business ethics). This is a simple statement of your non-negotiable behaviors reflected through what some may call ethics. If we are what we do, then we have the opportunity to make changes because as free will individuals we have 100% of the choices we make when it comes to how we sell and what we buy. The problem is that sometimes because we do not know ourselves very well, we listen to others and this further widens this authenticity gap. For example,Cheap Torry Holt Jersey, maybe your style is a relationship builder. Your goal is to build and maintain strong relationships with your potential customers, existing clients and even centers of influence. Now when you make a purchase, you may have a tendency to interact with the employees in the business such as when you take your vehicle in for some maintenance. Instead of just sitting and reading a book, you engage the service person when he or she is not busy in real, authentic conversations. Now if your style is one of being technical or knowledge salesperson when engaging that automotive service person you ask numerous questions. Your goal is to learn as much as possible about what is happening and what you can do to avoid a similar problem. As a buyer,Cheap Warren Sapp Jersey, you may engage in a lot of research before making any purchase especially a significant one. Could this gap affective how people perceive your authenticity?

Track activity: Tracking your activity levels can help you to stay focused by helping you to understand what you have done to date and this will provide clarity as to what you need to do to improve sales performance.,Cheap Tramon Williams Jersey Here are some ways to help improve focus: Attainment tracking: In order to stay focused on what you need to do to hit your quota, it is important to know where you currently are. This accomplished by accurately tracking and understanding what business you have closed to date. By having this information, you will know how much business you need to close and what you need to do in order to improve sales performance. Plan: Having a plan for the day and for the week that includes what you are going to do and try to accomplish can help you to stay on track and focused. Pipeline projections: Being able to project the best case, base case, and worst case for how your pipeline could end up with the current opportunities that you have can help you stay focused on what you need to do. If the projections are not where they need to be for you to be successful, then you will know what you need to do to improve sales performance. Divide the day: Dividing the day and the week for different tasks and areas of responsibilities can help you to stay focused when working in each area. A typical sales person will have many responsibilities. They will be responsible for finding new business, taking care of existing clients,Tennessee Titans Jerseys, and administrative tasks and responsibilities. With so much to do, it can be easy for a sales person's day to bounce all over the place, get bogged down,Cheap Derrick Thomas Jersey, and sometimes feel like nothing was accomplished. With this being the case,Cheap Matt Ryan Jersey, being able to stay focused in this chaotic, fast pace environment can be one of the keys to being able to improve sales performance. Mini goals: Most sales positions will have an annual quota. In order to successfully hit this annual target, we must make some sort of progress toward it everyday and every week. One challenge with daily progress is that the quota is typically such a big number with a deadline that is far away and this can create a disconnect with what needs to be done each day and week. A work around for this is to break down your annual targets into mini goals. These can help you to stay focused on what needs to be done right now to make sure you are making progress toward the long-term goal. One area at a time: With having many different responsibilities,Cheap New Orleans Saints Jerseys, it can be easy for a sales person to try to do everything at the same time. For example, a sales person might work to find new business through cold calling and also take care of existing clients at the same time. These are two different areas of responsibilities and if they are separated from one another, we can ensure that the appropriate time, attention,NFL Camouflage Realtree Jerseys, and focus gets applied to each individual area.

Show benefits,Cheap Kenny Britt Jersey Identify the core feelings to which you will be speaking. Remember that people buy with their hearts,Cheap Roman Harper Jersey, not their heads Restate the USP Collect all relevant data Ask a question (e.g. "Did you know that 90% of dieters regain all of the weight that they lose within 3 months?") Restate the order promise in a different way State the offer (e.g. "and now you can get this for only...") Define the offer that you will make to break down the barriers to the sale. Restate the guarantee Provide a guarantee Introduce an idea (e.g. For years people have sought a way to make big money working from home) Ask for the sale Sharing a historical perspective (e.g. "In 2001 one man decided to...") Debunk a common belief (e.g. "So you think milk is good for you,Baltimore Ravens Jerseys!") Making a promise of what your prospect will achieve if they buy your product State or re state the offer (e.g. "that's right, all this for...") Equate the product with the desired benefits 6. The Close State or restate the offer 8. The order device Make the deal seem like good value (e.g. "If you bought each of these separately you would pay...") 3. The Lead Provide testimonials Approach and withdraw (e.g. "Where can you get this wonderful program? Before I answer that let me tell you about another benefit of...") Provide facts and figures (e.g. "Last year over 500 people started new businesses ") Alleviate any residual buying reservations In this section you should: Create a sense of urgency (limited availability or short term offer) Introduce the product (e.g. "How you can start making big money as a coach...") Make another promise or state another benefit 4. The Sales Presentation Define what the big promise is going to be. What results will people get if they buy this product? 7. The guarantee This is the pre work you embark on before you even start writing. During this part you should: When you come to present the prospect with an order form (or whatever you are asking them to do) Decide how long the sales copy (letter, e mail, web page) will be State a fact (e.g." 80% of businesses fail in their first 12 months") This should be short and concise and contain something along the lines of the following: Now it's time to close the deal during which you should: Your prospect wants to know that they can buy without risk and this is where your guarantee comes in Formulate a prediction (e.g. "In three months you will have...") Secure the signature / payment Make and prove claims (e.g. "You'll be making a six figure income inside of a year, just ask John Smith of... ) 5. The false close State the actual terms of the guarantee 1. The preparation Draw a picture with words that gets the prospect to visualise the end result (e.g. "Imagine waking up one morning and...") This is where you grab the attention of your prospect and keep them curious about what's coming up. These should include: Decide on the format - direct mail,Cheap Pierre Thomas Jersey, e mail,Cheap Sedrick Ellis Jersey, web page etc. 2. Headlines and Teasers If you are going to write a sales letter, or a sales e mail,Cheap Ronnie Brown Jersey, or a sales page for a web site, then you need to consider the eight main components of any really effective sales copy. Restate the promise Rationalise the buying decision (e.g. "If you went to... you would be paying hundreds per hour, with my program you will do this yourself and save thousands") Present the USP (e.g. "this program is like no other, it is written by...") Prompt the action (e.g. "don't delay...") Summarise the key benefits Restate the promise Add an additional unexpected benefit This is a bit of a distraction and comes once you have already got your prospect nearly ready to buy. Just when they think the call to action (where you ask them for money) is about to come you do something else such as:

Small business marketing is about being able to generate sales leads, as well as potentially create cross-sales; that is,Cheap Derrick Thomas Jersey, being able to sell items other than those voluntarily chosen by the customer. Cross selling is an effective method in maximizing profit. However, it needs practice and a systematic process so as not to confuse customers. Here are the steps. It may be better if you offer a package discount for your cross selling with their purchase. This way,Cheap Nick Fairley Jersey, it would be more enticing for them and also give your service a good impression of customer care. Having a five to ten percent off for a package deal is a good deal, depending on your accounting and profit system. The method of cross-selling is different from hard selling in a way that you maintain client independence to choose. Furthermore, your tone is more of suggestive and subtle rather than direct and straightforward. This space would be just right for your clients to enjoy and for you to widen your sales generation. Whenever you cross-sell, do not do it just to drive another item off your inventory. Critical customers can see when they are being offered hard selling,Cheap Tom Brady Jersey, and it may cause them to have a negative evaluation of your service. Treat customers with respect by offering them something that would help them,Cheap Jonathan Baldwin Jersey, not help you. Through time, create a list of the most bought items by your customers and base your succeeding packages. This would definitely sustain sales in your small business marketing venture and land you more clients as they refer your discounted package to others. Do not overwhelm your client with multiple items during cross-selling. This would lead to confusion and loss of interest enough for another buy. If possible just offer another single item. If the customer finds enough reason,Cheap DeAngelo Hall Jersey, he will ask for something else. Drowning your customers with alternatives becomes burdensome on their part. Know your clients a little bit more. Rather than just treating them as a source of income, get to know them a little bit more. Maybe include a form that would include options for them to state where they would be using it,Cheap Fran Tarkenton Jersey, or perhaps what their interests are. Even if it sounds irrelevant with their purchase, every bit of information helps future offerings and cross-selling. While the client is currently making a purchase, it would be good to be quick in offering relevant items with the bought item. Do not wait until the purchase has been completed as the primary concern for your customers would be to get back to their place and try their item. Cross-selling entails interactive selling.

The generation of lead is only the very basic process. It is the first step; however,Cheap Kevin Faulk Jersey, in case the subsequent steps are not followed properly,Cheap Sidney Rice Jersey, the sale can still fail. This method relies on stimulation of customers' curiosity and interest towards the products or services offered. The customers fill up forms or questionnaires related to the products,Cheap Donovan McNabb Jersey, only if they are interested. Now,Cheap Jake Plummer Jersey, all the companies have to do is pitch their product or services to these customers and convert their efforts into a sale. This is the age of technology. We must always focus on using technology to our best possible advantage. Now, there was a time when a new business had a very slow beginning. People had to rely on word of mouth marketing or the occasional trade fairs. Lead generation method: The execution of the whole transaction depends on the proper management of the lead. It is mandatory that the management of the lead should be proper, even though the sale does not follow through. In that case maintaining a record would retain the customer as a contact and also the problem that caused the sale failure can be diagnosed and corrected, which in turn ensures that it won't happen again. The proper propagation of the leads helps in maintaining a healthy balance. The lead dissemination is a very essential step which ensures that all the leads that we have accepted are all presented with a proposal. Improper lead dissemination leads to a case of biting more than can chew. Lead Dissemination: Thus,Cheap Eric Weddle Jersey, technology has provided business people with a unique method of marketing. This will only get more powerful and popular with the coming age. Lead management is the step where basically we keep a comprehensive detail of the lead. This includes the recording of the customers' information. Also,Cheap Falcons Jerseys, the presentation for the product and its final sale report are made and recorded. Lead generation therefore is a very direct kind of marketing. It is essentially an interactive procedure which is what makes it so effective. The concept is based on getting interested people to sign up and fill in forms regarding the product. This way the companies get to determine their target audience and most importantly they get to put up a proposal of their product to people who are genuinely interested in it. Lead generation is sometimes done through specific agencies that specialise in lead generation. Search engines are also very popular tools for generating viable leads. Times change and so we change with time. Now we have all kinds of advertising techniques that we use for promotion of sales. The newest trend on the block is lead gen or lead generation. Lead management:

2. What can Fred do right away to get back in favour with Sarah? Fred really should make an effort to setup a meeting with Sarah to explain the situation. He could, for instance, write Sarah an e mail inviting her to lunch so that they are able to discuss what seems to be a possible misunderstanding. In such a discussion, he must set out what took place, and convince Sarah that it was not a question of seeking to go behind her back, but instead the outcome of a chance personal meeting with Charles. Having read the model answers, how did your responses compare? If you want to turn out to be a more proficient and professional salesperson you'll do this by attending frequent sales training courses. Just when it seemed that all was lost an opportunity appeared to come to Fred's rescue. Fred was a keen tennis player, and as such represented his team side in a regional knockout tournament. In the second round of the tournament, he came up against Charles Lister, who was a member of the board of ABC Ltd. To the surprise of those who knew how great he was, Fred lost the match. A happy Charles Lister invited Fred to join him for a drink at the club bar after the match. Fred seized his opportunity with both hands. Over a drink he explained to Charles whom he worked for as well as the issues he had experienced in attempting to secure ABC's business. The evening ended with an agreement to participate in a return match at Lister's tennis club,Cheap Panthers Jerseys, and that Fred ought to take his quotation along with him. Fred thought that he knew why Sarah was so off-hand with him. He called Charles Lister once more and asked him to put in a good word for him with Sarah. Rather to his surprise, Charles refused explaining: "I've said to Sarah that your products are OK and that she ought take you into consideration as being a provider as soon as she's considering placing an order. Above that I can not do for you." For some 12 months, Fred Green has long been trying to win an order from ABC Limited but without success. Every 2 months he visits the company and the purchaser, Sarah Brown, at all times receives him politely, listens to all his sales arguments thoroughly, looks over the papers in the quotation, and then merely repeats that she's satisfied with the performance of the two businesses who provide her for the moment. Occasionally she adds with a smile: "someday or other these businesses may fall down on the task and you'll get your chance then Fred." Fred Green is nonetheless becoming impatient with this treatment and believes that he cannot wait eternally for an order. He feels that Sarah is only playing very difficult to get,Cheap Derek Hagan Jersey, and just isn't really serious about making use of his company in the future. He also has one more concern in that his boss, the sales director, wants to see the name of ABC Limited, the top name in the marketplace,Reggie White packers Jersey, on the list of the company's clients. He's regularly asking Fred when they're going to see an order from ABC Limited. For Fred, ABC Limited represents a standing issue. 1. Was Fred right in taking advantage of his chance encounter with Charles Lister? In principle, Fred was right to take advantage of this chance. Having said that, his error lay in not telling Sarah,Cheap Seahawks Jerseys, the buyer, straight away about the chance meeting with Sarah's manager Charles Lister and explaining the position to her. This may put Sarah in the picture, and Sarah wouldn't have been left with the feeling that Fred had somehow managed to by-pass her. A few days after the return match, Fred got a modest trial purchase from ABC Limited. He was hugely pleased with this development, and believed that it wouldn't be long before he started to acquire regular and bigger orders. Sales training courses continually use case studies to help learning and development. Below you will find a case study about a fictitious sales scenario between a sales professional and a client. The moment you've read through the case study write down your answers for the three questions which have been posed at the end of the case study. These may help you test your awareness on the way to address challenging selling scenarios. There are some example responses offered at the end of the post to which you'll be able to compare your answers. Having looked at the situation of the by-passed customer described above, it might have seemed that salesman Fred has dug himself into a massive hole. Although Fred has received a minor trial order from a potentially large customer, ABC Ltd, through a personal contact with a company director, Charles Lister, at ABC Ltd. he has upset the customer, Sarah. Sarah naturally feels that she has been by-passed and has reacted by stopping all direct contact with Fred. You were asked 3 questions about the case. These identical questions were asked of an experienced teacher who runs sales training courses. Listed below are his responses and suggestions: 1. Was Fred right in taking advantage of his chance encounter with Charles Lister to put forward his goods and also to try for a trial order? Now think about the following 3 test questions. Make a note of your ideas after which examine them aided by the suggestions on the case study, which you'll find below. Fred ought to keep up contact with Charles, but on a personal foundation, rather than at a business level. At first, however, he may have to convince Charles to call Sarah and describe the background around the situation set out above. Even so, after this the relationship with Charles must be kept strictly on a private level. Without a doubt the next time Fred plays Charles at tennis, he should seek to win! 2. What can Fred do now as a way to get back in favour with Sarah? 3. Should Fred limit his connection with Charles Lister? If yes,Cheap Johnny Unitas Jersey, how should this be carried out? 3. Should Fred limit his connection with Charles Lister and if so, how? Fred really should admit to Sarah that he had not taken care of the matter very effectively. Fred most definitely made one more mistake in heading back to Charles Lister and asking him to "put a good word in for him". It would have been much better if Fred had asked Charles to explain to Sarah how the circumstances had arisen and furthermore to stress that any decision about placing orders clearly lay with Sarah as the buyer. This could have allowed Sarah the chance to recover her loss of face,Cheap Eric Weddle Jersey, which she clearly thought she had suffered. However, when he next turned up at ABC Ltd for his usual two monthly meeting with Sarah, she sent a message by means of the receptionist, stating that she was incredibly busy and had no time for a meeting that day. The next meeting was equally unsuccessful. Sarah simply advised Fred (again by means of the receptionist) that any quotations or offers must be put in writing and sent to her via e-mail.

However,Cheap Matt Hasselbeck Jersey, a decade later many new discoveries were made regarding how best to sale products and services and the changes that was rung in made for a new approach. It meant using certain words and applying certain methods to persuade consumers to being attracted to your branding. The end result was that all these changes led to fine tuning,New York Jets Jerseys, perfecting and proliferating different techniques that meant the focus was not on consumer requirements or even building relationships; instead the focus was on how to close a deal and creating better bottom lines. It is therefore in the best interests of companies to take some time out in which to think about which approach to take and which is the best in so far as helping to achieve maximum sales go. For example,Cheap Adrian Peterson Jersey, if your main line of business involves consulting or is service oriented then you must use techniques that help in building and sustaining solid relationships with your clients. You must also realize that selling is an art that is anything but straightforward and so unless you have experience in selling you will not achieve your company's maximum selling potential,Cheap Willie Brown Jersey, unless you know which techniques are to be used. Even sales people that are seasoned professionals and who are in positions of responsibility in the sales team may need to learn a thing or two about the best selling techniques. At one time,Cheap Mike Quick Jersey, these techniques involved understanding and using ethics and building relationships and doing plenty of hard work as well.

4. Laughter is the fastest way to your clients' pockets. Have fun when doing your sales presentation and never sound like you are pressured to make a sale. Strive to set the mood and try your hardest to make your prospects laugh. This is the easiest way to build rapport with them.,Cheap Seattle Seahawks Jerseys Do you want to dominate the field of selling? Then,Cheap Brett Favre Jersey, these tips are for you: 3. Confidence. If you have some issues with your self-confidence and if you are struggling to talk with other people,Cheap Antrel Rolle Jersey, selling isn't really the job for you. As a seller,Cheap **** Butkus Jersey, you need to be confident all the time as buyers will depend on you when they want to make well-informed decisions. 2. Develop your own selling process. The selling processes that are being used by other sellers might not work for you especially if you are targeting different market and if you are using different mediums. I recommend that you get to know the things that work for you and those that do not to create your very own foolproof selling process. 1. Product knowledge. Do not even think about advertising your products or selling them to your prospective buyers unless you know them inside out. I highly recommend that you use them until you get in-depth knowledge on how they work and until you know the exact benefits that they can offer to buyers. Through this,Cheap Antonio Gates Jersey, you'll sound somebody who's in authority when talking about your offerings. 5. Create a sense of urgency. You do not want your prospects to leave without making a purchase. So,Cheap Tramon Williams Jersey, end your sales presentation by creating a sense of urgency. Tell these people that they can get perks or freebies if they buy right away.

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