"If I waved a magic wand and created all kinds of time in your schedule,Cheap Eric Berry Jersey, is this something you'd want to move forward with?" "Assuming money wasn't an issue, is this something that you'd like to do?" If they say "yes" hesitantly... then it really isn't the money. You can just say, "You sound hesitant, is there something else?" This will open the door to discovering the real issue... and coaching them through it. You need to be careful with this one, because without your love and support, because the fear your client is undoubtedly feeling can quickly take over during "thinking time." And that would be tragic. Their "Yes, BUT" is the real reason why they're on the phone with you today, right now. That's what they really and truly need support on, in this moment. Because no matter what "yes, but" may be... it has stopped them before,Cheap Ronnie Brown Jersey, and it is showing up somewhere else in their life to stop them over and over again. Many spiritual solopreneurs get wiggy about objections, but they're actually a great thing. They mean that your client is really interested. They know you're offering them an opportunity to change their lives and they want to step into it. Problem is, they're just a little afraid. And they need you to support them through it. First things first: don't freak out! The "yes, but" is a concern, or objection... and you'll hear them around 80% of the time. (Remember, where there's massive transformation afoot, there is also fear.) Now here's the secret behind objections and what you MUST do when your client says "I'd love to, but..." (This is the key to smoothly sailing through concerns so that they can embrace the transformation they truly want...) 2. "I'd love to, but... I don't have the time." Most solopreneurs take the money objection at face value, without realizing that "I can't afford it" is rarely, if ever, really about the money. Your job in that moment is to find out if it's really about the money,Cheap Chris Long Jersey, or it's about something else. (Again, 90% of the time, it's the latter.) Bonus tip: don't be afraid to say what you really think and feel. Remember, your client's "yeah,Cheap Leodis McKelvin Jersey, buts" are what they need healing on,Cheap Sebastian Janikowski Jersey, in this moment, to move forward with their dream. Being fully present and pointing out what you see is blocking their success is a gift of caring, generosity and love. If they say "Yes, absolutely," then they only think they don't have time. You'll help them by exploring what's eating all their time and get clear on what's really important to them. So you're sharing your fabulous program with a potential client. You both know it's perfect and you can feel her getting excited about the transformation within her reach! You say your new higher fee (without choking - yeeha!) and... That might sound a little blunt, but when delivered with sincerity and grace, your client will actually breathe a sigh of relief. They will know that you care and that they need not be alone with their fear as they take this powerful next step. That's why coaching your potential clients on their "Yes, BUT"s is actually a tremendous gift. Here's how to sail smoothly through the top 3 (make that only 3) "I'd love to... but"s so they can say yes to the transformation they truly want... Here's the question that will instantly give you your answer: We all have the same 24 hours in a day, so the time objection is really about priorities. You can find out if they're truly swamped (or just a little scared) with this question: 1. "I'd love to,Cheap Jacoby Jones Jersey, but... I don't have the money." "... I can't afford it..." "... It's not the right time right now..." "... I need to check with my spouse..." "... I need to check with my gut - can I get back to you?" If your program is a fit for them, "I have to think about it" usually means "I'm afraid" or "I don't know if I can do this." To open the dialogue, simply say, "What is it that you need to think about?" ... the next words you hear are "I'd love to, BUT..." 3. "I'd love to, but... I need to think about it."

The fact is that a sizeable majority of MLM people first became involved in the direct marketing business because they initially used the products themselves. After using those products for awhile, they were impressed enough with the quality of those products to prompt them to take a larger role in the company. Every year, the direct selling industry continues to grow in the United States. A recent study showed that one out of every two American adults purchased a service or product from a direct sales representative last year. That figure represents more than 150 million American residents. To service that huge market,Cheap Dan Fouts Jersey, there are some 15.2 million people involved in direct sales in the United States alone. The key to success is to promote a product you love and believe in. Your enthusiasm will inspire your customers and sales team. Your sales team will see your high sales from your concentrated efforts and want to follow your example. So,Cheap Nate Davis Jersey, if you are not the sort of person who feels comfortable recruiting other people to join your marketing team, you can take comfort in knowing you're not alone. Recruiting is not for everyone. That is one of the beautiful things about direct marketing. Even if you have no desire to recruit other people to your cause,Cheap Matt Ryan Jersey, you can succeed through your own sales efforts. Historically,Cheap Jake Plummer Jersey, the statistics back up that statement. In fact, a 1999 survey by National Sales force reported that 34% of all American direct sellers make no money at all from the sales efforts of others. Every cent of their income was derived solely from selling their companies products themselves. Of course there is no doubt that finding and mentoring a team of strong and enthusiastic people can be a component of elevating your level of success. However,Cheap Shaun Rogers Jersey, recruiting is not absolutely necessary to make a good living in direct sales. You will naturally attract people who like you and your products who will gravitate toward you. If you train a small motivated team well,Cheap Chad Pennington Jersey, you will generate more sales than if you try to work with too many uninterested people. Public Growth Regarding Direct Sells Statistics from Sales One of the most enduring myths about the direct selling industry is that the key to success is being able to recruit hundreds of people to your team. However, that has never been true and it never will be. Small and Strong Sales Team

You are right in both cases....almost.,Cheap Dwight Lowery Jersey After 30-minutes of your prospect asking you questions and you answering them, they tell you thanks for your time and we'll get back to you. As you leave their office you are probably thinking one of two things. Do your meetings have structure? If you lay out your objectives correctly during your meetings your prospect will rarely add anything. But, to maintain respect for both parties,Cheap Mike Bell Jersey, you will still ask for their objectives. If they add nothing, so be it. Either way you will be paving the way to differentiate yourself during your meetings. Structure for Your Meetings Lower Barriers 1. You either think you had a great meeting because you answered all their questions. 2. You think you're in trouble because you don't know anything about their current situation. Does this happen to you during your meetings on a regular basis? Summary Since you may deal with business owner A.D.D. I'll keep this brief about setting up your meetings effectively with structure. There are 3 Elements you can use to create structure in your meetings. Lowering barriers is all about respect and getting rid of buying pressure. Respect comes in the form of time,Cheap Roger Craig Jersey, and how much you have. The simple way to respect the time in your meetings is to ask how much is available. So to wrap-up this concept, you want to do the following. Now go and make your meetings more effective. To get rid of buying pressure during your meetings you must share your "Best Fit" strategy with your prospect. Your "Best Fit" strategy is all about finding the right prospects who have problems and goals that you're good at fixing. If there is a "Best Fit" between you and your prospect, you have a great chance of doing business together. If there is not, you can each go your separate ways. Remember, if you can help your prospects make a "Yay" or "Nay" decision if you should do business together, you will be miles ahead. If you have no structure in your meetings with prospects, you probably lose control of most of your meetings. Define Objectives If you can explain this to your prospects during your meetings, the buying pressure will start to go away. No buying pressure means more honest communication for both parties in your meetings. 1. Lower the barriers to honest communication. 2. Define the objectives for both parties in your meetings. 3. Discuss the end results that your prospects can expect to have during your meetings. 1. Lower any barriers to having honest communication in your meetings. 2. Define the objectives for both parties in your meetings. 3. Discuss the end results that your prospects can expect to have during your meetings (Yes or No). At the end of your meetings with prospects you have two courses of action you want your prospects to take. You would like them to either tell you that there is not a "Best Fit" situation, or that there is a "Best Fit". Defining objectives during your meetings is all about learning what each party wants to discover during their time together. In order to maintain structure in your meetings you will go first. My recommendation is that you identify the specific hot button topics that your prospects are the most interested in, and use those topics as your framework for your objectives during your meetings. I want you to think of a time in one of your meetings with a prospective client,Cheap John Lynch Jersey, and after the introductions the prospect just starts drilling you for information. Being the good natured person you are, you answer all the questions in all of your meetings. But the whole time you are answering your prospects questions during your meetings you seem to find yourself wondering, "How much time do you have,Cheap Willis McGahee Jersey, who are they doing business with now, are you talking to the right person,Cheap K.Williams Jersey, etc." End Results

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I remember one day of selling that was particularly awful. It was one of those days where my numbers were so bad my supervisor considered sending me home early just so I wouldn't hurt the overall percentages for the team that day. It was a good thing she didn't send me home because I finished the day with one sale! One whole sale,Cheap Green Bay Packers Jerseys! This is a business where I should have had at least 10 sales per day at that point. One victory does go a long way. That win for Tampa Bay was so big that they went on to win the next week too, closing out their season at 2-12! Had John McKay's team focused on the first 26 games instead of number 27,Cheap Dwayne Bowe Jersey, that second win wouldn't be there. Neither would the five-win season the following year or the playoff run in just their fourth year of existence. How could I get excited about one sale? How excited were the Tampa Bay Buccaneers after Week 13 of the 1977 NFL season? After 26-consecutive losses spanning two seasons to start the franchise, the team in Creamsicle and cream (with those colors, what were they expecting?) finally had its first victory. The whole key is to remember those victories. Everyone has victories. It's just that sometimes we have to dig back into our archives to find them. Two places this can be very challenging are in sports and in sales. I have enjoyed both wins and losses in both those categories... and many times a lot more losses than wins. When it seems like all you see are losses,Cheap Lofa Tatupu Jersey, it becomes very difficult to see any victories in your future. Those losses will eat your lunch if you let them, but victories will set your table. Had I dwelled on all those sales I didn't get that day,Donovan McNabb redskins Jersey, I would have been in big trouble. Not only would I have missed out on that one sale that day,Cheap Karl Mecklenburg Jersey, but I would have also missed out on doubling my sales goal the next day (which I certainly did). The key for me was remembering the victories I had the day before and even farther back. Focusing on those is what made me the top salesman on my team that week despite having a day with only one sale. Remember the victories, and you will have a lot more of them. Remember the losses,Cheap Chester Taylor Jersey, and you will have a lot more of them.

Alan Deutschman in Change or Die revealed that only one in 10 people will change even when confronted with facts,Cheap Ron Jaworski Jersey, fear or force. These individuals prefer their current existence along with their current behaviors over what is being presented to them. Are your potential customers any different? If you think so, think again. Jeb in his book stated the biggest competitor for any salesperson is the "Status Quo." So if you wish to increase sales, know who you are truly up against and then set a plan of action in place to dismantle this now known competitor and let your competitors fight among themselves. In recent years,Cheap Gaines Adams Jersey, I have added these two additional qualifiers: Commitment to take action by the customer or those involved in the decision buying process Urgency to take action now and not later For it is these two final criteria that work to ward off the evil grasp from that unknown enemy who will now be revealed as "Status Quo." Top performing sales people understand that not changing is probably the greatest obstacle or competitor they face. Until potential customers feel comfortable moving from where they are now to where they need to be,Cheap Titans Jerseys, they will even fight to maintain what is is. These relationship building salesperson may actually figuratively if not literally hold the hand of their potential buyer. Sales Training Coaching Tip: Indecision is a decision. Decision maker: The person who actually signs the contract,Cheap Y.A. Tittle Jersey, approves the invoice or signs the check Need or needs: The reason why they are considering your products or services or how you can present a solution to their meet their known and unknown needs (problems) Budget: Allocated funds to pay for the solution (Sales Training Coaching Tip: Just because a company has dollars does not automatically suggest they will spend those dollars with you.) Before I share that enemy,Cheap 49ers Jerseys, how do you qualify your potential customers? The reason for this question is because there are qualifiers that may help to ward off that terrible Darth Vader. Star Wars fans know that Darth Vader was the ultimate foe. All feared him. Probably every business and salesperson has their own foes that seem impossible to stop from taking over the galaxy or at least the marketplace. Even for those who do not believe they have any foes (think competitors), they are probably ignoring this very real one. For many,Baltimore Ravens Jerseys, the standard qualifiers from sales leads are: I realized this once again when I read People Buy You authored by Jeb Blount. In fact, this was the first time I had heard someone else talking about this very real obstacle to sales success.

When you present promotional material to you all potential clients they might be tempted to take it with them and "think about it". Make sure that this is not an option for your clients by expressing that the promotional material is for use in store only, and the next potential customer may be needing this information to make an informed decision about the product that you are currently looking at right now. There is a fine line between having too much,Cheap Kyle Wilson Jersey, and not enough promotional material available for your customers to consider. make sure when you provide your promotional material that you have plenty of copies and that you can distribute them freely. If you send out digital copies of your promotional material make sure it's sent in PDF format, and not word. PDF versions of any document will hold its formatting through digital transfer and present much more cleanly at the end user. When it is somebody say that their product sells itself, I always check out their sales material. Suddenly he believes that their products sells itself will often have shabby sales material, and is shabby sales people. So what's a promotional material should you use to woo your customers? In effect,Cheap Terence Newman Jersey, a salesperson is just that. They are a physical representation of their products and services in action. As a sales representative you represent your company, and the products and services that they promote. You must also be cutting edge, reliable,Washington Redskins Jerseys, informative,Cheap Arthur Moats Jersey, and motivational. Keep in mind that the promotional material used is just a communication aid and not the sales presentation itself. It should back you up rather than provide the bulk of your pitch. Is it accordingly. The promotional material that you use an order to sell can be an effective sales tool or it can break the sale. Most salespeople will be able to tell you that having top-quality promotional material is such an important part of selling their products but they don't know what they would do without them. I agree. Having the best sales material available to you when presenting your products is like having a second person back up exactly what you are saying. Whether it be a brochure, a sales folder, a DVD,Cheap Michael Vick Jersey, or a website they should always be professionally developed,Cheap Irving Fryar Jersey, informative and motivational. Always use great images that represent your product. Uses simple and easy to understand language. Avoid using jargon and technical stuff. used testimonials from happy customers, and always provide contact details and instructions on how people can buy from you.

Want to create changes your thoughts? Try these steps: So, your action item is to stop negative thoughts in their path and come up with positive thoughts so that you can think creatively. Here are typical situations or adverse events that may cause you to engage in negative internal dialog. You scheduled and prepared for a 30 minute meeting but as you begin the conference the client informs you that he can only spare 5 minutes. The client you have done business with for several years indicated that he is going to move his business to your competitor because of __________. Your sales numbers were just released and your results are not what you expected. Your client says yes but when you attempt to obtain the PO number your client's boss puts a hold on the project. Develop a list of the top 5 adverse situations that leave you feeling anxious and frustrated. Besides each adverse event,Cheap David Garrard Jersey, describe your internal dialog, after the event, what you do you most likely say to yourself after the event. For an example, say your hot button is only being granted 5 minutes with a client when you were prepared for 30,Cheap Nick Fairley Jersey, your internal dialog may be, "I drove all this way and prepared for the meeting for nothing. That's just typical. What if all my calls this week end like this? I am not going to have anything to count as closed business. Why didn't I confirm the meeting like I should have?" Once you outlined your thoughts, think about the consequences of the thoughts. For example,Cheap Marion Barber Jersey, if my thoughts were in line with the example I just listed, the consequences of my thoughts are that I will walk into my sales calls with dread and my customers will sense it. Most likely my calls will not go as well as they could should I walk in with a positive outlook. In this example,Cheap Frank Gore Jersey, it may be possible to reschedule the call for later in the day, allowing me to make phone calls in the cafeteria or there may be a hidden objection to working with my company that I could uncover and overcome. With a negative attitude, I may not be open to creatively coming up with solutions to meet with the client for an appropriate amount of time. When are you most likely to become negative,Cheap Aaron Hernandez Jersey, anxious,Cheap Dallas Cowboys Jerseys, and frustrated with yourself? The events that cause you frustration are likely to be different for you than others. Stopping negativity from taking over means that you need to mind your thoughts. Why? Your-self talk is critical to recovering from adverse events. Once you recover, you can easily activate creative thinking that advance the sales process.

The point here is that if you never reset the bar,Cheap Clay Matthews Jersey, people won't even try to get better. By resetting the bar you improve everyone. The thing you must consider is that if you are going to reset the bar, your team will likely need more training and help from you to achieve the new standard. 5. Improve their prospecting skills - Show your team how to target ideal prospects and how to get to the decision maker. Ultimately,Cheap Ronnie Brown Jersey, they have to increase their leads. 4. Improve their time management - In order to do more, your people have to get better at managing their time. Sign them up for a time management course or conduct a book study on the subject. 2. Increase it annually - Don't stop at just one increase. Raise it annually. It may not double each year,Cheap Jason Witten Jersey, but it should increase by at least some percentage. 7. Increase average dollar sale - A fast way to improve sales numbers is to up sell,Cheap Matt Cassel Jersey, cross sell,Cheap Bills Jerseys, and add on sale. Make sure your team understands all your products and services and how to add them to an order. 8. Increase referrals - Many businesses NEVER ask for referrals. You can't sit back and hope for referrals. Do a 180 with this and get ACTIVE about asking your clients for referrals. 3. Decrease commission over time - Don't let your sales people get lazy by building a client base that hits their numbers. Decrease the commission over a reasonable period of time or create two buckets of numbers. One for repeat business and one for new business. Lastly, understand that FEAR of the unknown is mostly likely the biggest stumbling block between you and increasing your quotas. Understand that if you position it right and provide the right tools for your team,Cheap Greg Lloyd Jersey, they will see it for the positive it really is. Being great at sales and hitting big numbers is not a mystery. There are very specific things that go into being great at sales and one of them is simply increasing the sales quota. It's similar to when Roger Bannister broke the 4 minute mile back in 1954. It had never been done so no one even tried. It was just ridiculous. Then Roger broke record and set the new standard. By the way, the current record is 3:43 seconds. 6. Increase conversion rate skills - Measure and train on conversion strategies. Invest 50% of your training in this area. If there's a silver bullet strategy in sales, this is it! Teach your team how to follow up and never give up on a sale if there is even a glimmer of hope. 1. Double the quota - Doubling the quota is strategy number one. It might freak some people out, but that's good at this stage. Get their input and brainstorm how they think they can achieve this. Here are 8 things you can do to help your team reach full potential:

Step 2 - Establish your expert status before you go about to promote your seminar.,Cheap Ryan Mathews Jersey Step 2 - Establish your expert status before you go about to promote your seminar. Step 3 - Invite experts in your seminar,Cheap Tramon Williams Jersey, this is the key that people will come. To sell your seminars it is extremely important that you build a powerful list of subscribers and build a strong relationship with them. The reason you need to do this is because you have to sell your high ticket seminar to your subscribers and they will do this only when they trust you enough for expertise in your niche. It is extremely important that you develop an expert status in your niche. Experts in your niche will provide different unique quality content to your visitors and this will get them interested to attend your high ticket seminar. Step 1 - Build a strong list and develop powerful relationship. Selling seminars is dead easy once you know what you are doing. What if you discovered how easy it is to sell seminars if you have the right system to work with? Here are 3 simple steps to get you started. Establishing an expert status is extremely important if you want to sell your seminar online. The best way to establish expert status is to speak with your clients and help them out to solve their most pressing problems in your niche. The best way you can do this is to set up a simple teleseminar for your clients and provide them valuable content related to your seminar. At the end of the call you can promote your seminar and this will make it easy for you to sell your high ticket seminar to your niche. Inviting experts in your seminar can make all the difference. Step 1 - Build a strong list and develop powerful relationship. Here are step by step details that you can apply quickly and easily. Step 3 - Invite experts in your seminar,Cheap Heath Miller Jersey, this is the key that people will come.

Having done an extensive amount of sales training,Cheap Sidney Rice Jersey, both with sales representatives, as well as sales managers, over more than the last thirty years, I have invariably been asked about the delicate balance between price and sales, especially as it relates to profitability and customer creation. One of the biggest errors I have witnessed is when sales people believe they can buy a customer's loyalty, by immediately offering the lowest possible pricing. However, the reality is that while one may make a sale by low-balling a price, it is rarely in the long term interest of the company to make that the stand operating procedure. Effective sales and marketing technique requires the ability to think outside the box,Cheap Chuck Foreman Jersey, and be a solution based, personalized enterprise. This is more true today than ever. 2. Many local businesses have had to face the reality that the large "big box" stores are often difficult to compete with simply on price. Small businesses also, obviously, have nowhere near the same marketing/ advertising budgets as these large chains. This has created a situation where some local merchants have had to close, because of loss of revenue/ business. On the other and, other local merchants have flourished. What have these merchants that have been successful done that the others did not? In many cases,Cheap Malcolm Jenkins Jersey, it was listening to what their customers were saying and what they wanted, as well as providing personalized service. In other words, the successful stores did not rely on price as their major weapon,Cheap Jason Pierre-Paul Jersey, but rather sought ways to create a niche for themselves that made them invaluable to their customers/ clients. 1. The most important need for effective sales and marketing is effective listening. Obviously, everyone wants to get value, especially in these economic times. However, the danger in concentrating most of one's marketing efforts on price, is that any other competitor can always match or beat your price, and you have done nothing to gain that individual's loyalty. For example,Cheap Devin McCourty Jersey, there are hundreds of places that wireless phones are sold near where I live, as I am sure is true nearly everywhere. Some of these places are exclusively devoted to wireless service, while others sell this alongside other products and services. Curiously, I have observed that many of these stores open, and within a short period of time, close up. I've noticed that the ones that close, for the most part, are those that attempt to entice customers by price and empty promises. On the other hand, in my neighborhood, one of the most successful of these stores, while always remaining competitive price- wise, excels in its customer service. They pay particular attention to helping even after the sale, helping with any setup that may be needed, and with any warranty or replacement phone issues. They do not nickel and dime their customers with excessive extra charges for items such as chargers, ear pieces,Cheap Von Miller Jersey, cases, etc. They bend over backward, not only to get the customer once, but to keep customers for the long haul.

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What? Yep...you heard me. The sales guy. That guy. That girl. We spend a lot of our time trying to avoid being seen as "that guy" because it has a negative connotation attached to it...thanks in large part to a minority of shady sales people. Believe it or not, I'm walkin' on air. I never thought I could be so free. Ahhh...but salesmanship comes with a price. A human ego. We think we're great, and we're right most of the time. Problem is,Cheap Washington Redskins Jerseys, there are a lot of us, and we can't sell every potential customer every time. (If you remember the show I'm referencing...that guy fell down A LOT!) Yield to the inevitable - There is no magic method of learning to deal with rejection. It's just going to happen,Cheap Gaines Adams Jersey, and you have to deal with it. Do you know why it's said so often? Because it's true. Don't fight it,Cheap Calvin Johnson Jersey, the numbers don't lie. The more times you ask for the business, make a presentation, etc...the more you'll sell. This also means you'll hear "no" more. No to the pitch. No you cannot make the pitch. No, we don't even want to see you. No no no no no no no. Make sure you have a hobby you enjoy. Spend time with people you love. Enjoy your time off. You should be working to live, not living to work. It's inevitable, and you must yield to it. If you don't it will break you. Iron is strong, but it will break if you bend it too far. Steel has the same strength, yet it will yield and bend under stress...and not break. Leave work at work - It is VITAL that you have a good work/life balance,Cheap Ryan Clark Jersey, and that you leave work at work. Don't carry all of the "no's" home with you. Home is where, hopefully, the yes's come out to play much more than the no's. Rejection hurts, but if you don't bend a bit and learn to take it, you will break. If every "no" is personal, you won't be able to live with sales for very long...not if you want to sell enough to really thrive. So why the Greatest American Hero bit? Because in a way, we are! Okay, I've been a soldier. I've seen military service. I respect our police and fire fighters. I'm not trying to take anything at all away from real "heroes" in our country. Leave it at work as much as possible. It will be there tomorrow. Tonight, enjoy this wonderful life we've been blessed with. I am... the Greatest American Hero. So "just do it"...make the calls, take the no's. It's not about you most of the time, so don't take it personally. We provide the means for people to properly address the acquisition of wants and needs. Most things that are actively sold fall squarely in the "wants" column. Sure, a lot of it is necessary or important, but not always imperative. Even if it is imperative, the fact that a consumer can readily buy whatever they "need" at almost any time is amazing...and I love the fact that we have the job of "selling" it to them. If you need to buy what I'm selling...I'll be the Greatest American Hero of that moment for you. Play the numbers game - Sales is a numbers game. How many times have you heard that? Hundreds? If you've been in sales very long, it would have to be in the hundreds. It's okay. There will be more to sell tomorrow. Yield to the inevitable, and come back stronger next time. Obviously certain people close a higher number of the sales attempts than others...but as a general rule, if you make more sales calls, you'll sell more. Note: The above reference is to an old TV show that ran from 1981-1983...if you're not familiar with it...it was terrible, and I loved it! Look it up. So the hero has to fall, and fall often. This part of sales is what drives most people out of the profession. It's hard to hear "NO". How do we deal with it? Here are a few tips... Go home, have fun. Forget about that presentation or why you may have lost it. If you do all you are supposed to do to serve the customer, and they still say no,Cheap Art Shell Jersey, it's not your problem anymore. Don't brood over it. Don't air it out too often at home. Guess what...there WILL be a yes in there sometimes. The more no's you get...the more yes's will follow. I know that sometimes it is important to vent to someone we trust. I do it from time to time with my wife or a parent or friend...but try to keep it minimal at home. A better solution is to find an outlet at work...someone you trust...to blow off steam with. Whine, moan, and complain until you're blue in the face at work (behind closed doors, and only with a close confidant),Cheap Brett Favre Jersey, but keep it minimal at home. Your family with thank you, and you'll enjoy life much more. What I'm talking about is our way of life. The American way of life is wealthier than any other in history. We LOVE to have "things"...and because we've been so successful and industrious...why not? That's where we come in. The sales guy is necessary (and by "guy" I mean person...no gender preference here).

Transactional buyers (we'll call him/her "Tran") know what they need or want. They focus on delivery times and price. They are convinced that each vendor sells a commodity they can purchase from an alternative vendor. Those of you selling widgets are most likely to encounter Tran. Tran can often be found in the purchasing department of large organizations. I often speak about the importance of consultative selling approaches. The unfortunate reality is that very rarely can you engage Tran in a consultative process. Why not? At a recent presentation at a conference, I met Dianne,Cheap Paul Hornung Jersey, an accomplished salesperson. She sells specialty paper products. She has a masterful ability to engage her potential clients in a consultative process to establish value and earn higher margins than her competition. She commented to me, however,Cheap Denarius Moore Jersey, that once the first order is placed, she ends up getting redirected to the purchasing people for reorders. Even though she earned a good profit margin on the initial order, Dianne consistently gets pressure from the purchasing people who no longer see what she does as anything but a commodity. She asked me "Even when I earn the initial sale by following a consultative process, how can I prevent the reorders from being relegated to a transaction where it is all about price?" Selling MBA in Action: Recognize whether you are dealing with "Connie" or "Tran" Strive to work with "Connie." Recognize that "Tran" has different priorities. Working with "Tran" likely means lower margins If you start with "Connie," be sure to establish an agreement up front to be able to contact her if "Tran" appears to be taking over Tran sees their job as filling a request. Once Tran has identified a need, anyone who claims to fulfill that need looks pretty similar to him through his lens. Tran is likely to first ask you about price, and then when you can deliver. Tran's fear is that they company might receive the wrong product, or might not receive what they need when they need it. Consultative buyers (we'll call him/her "Connie") place some value on the vendor to provide thought leadership and make recommendations. Connie recognizes that the right vendor will bring experience, expertise, and wisdom about solving her specific challenge. Connie is open to the idea that all vendors may not be created equally, and appreciates the potential value her vendors bring to the table. She strikes a balance between time, risk and money. In the above example, Connie now has a reason to call you directly. Connie still may delegate to Tran. But, at least you have permission to reach back to Connie. The best way to address this issue is at the beginning of the initial sales process. Dianne can say "Connie, I'm glad that we were able to fully understand your needs and recommend the best product to meet your needs. Can I share one concern?" Connie would of course accept. "Sometimes I'll work with someone like you to determine the best product for an application. Six months later,Cheap Robert Mathis Jersey, when you run out, a purchasing person will call me to simply reorder. During that time, we might have new products that would be better, or your needs might have changed. Eventually, even though we delivered a perfect solution this time, we end up delivering a less-than ideal product in the future. When you are running low,Wesley Walker Jersey, would you be comfortable calling me? I'd hate for you to simply reorder and find out after the fact that your needs or our options have changed? With your permission,Cheap Bob Griese Jersey, if I fear that the purchase has shifted to autopilot, would you mind if I contacted you to be sure it is still the right fit?" So, back to the original question... What do you do if you successfully sold a creative idea to Connie,Cheap Jerricho Cotchery Jersey, and find your reorders being redirected to Tran to make future purchases? Connie was willing to pay a bit more up front because you helped her identify the best product to fit her needs. The reorders are in Tran's court, who, of course, is only interested in the lowest cost and fastest delivery.

Below there are a few techniques that are responsible for a guaranteed success while you market your products via telephone. You will find that with these techniques that are taught in telephone sales training works wonders for any business.,Cheap Demaryius Thomas Jersey · Follow Through: The positive verbal agreement ensures that your sale is complete,Cheap Vince Young Jersey, but it is important that you thank your client and give your contact information to him for future needs. All the above techniques are a vital part of telephone sales training. All of these are carried out with professional and positive attitude. There is no way you can skip these time tested basic techniques. Your sales will increase exponentially once you start applying them. · Sales Negotiation: Negotiate with your prospect on your terms. Make him understand that it has to be two way. This way you could commit him to immediate purchase. · Sales Introduction: Giving a perfect introduction about your company and yourself. Everybody wants to be sure that they have found the correct place and the right person. This way you establish your representative authority. This is the first and foremost thing in telephone sales training. · Saying No: Having the guts to say a no to low ball offers. No need to focus too much on saying ok. Saying no is fine. The trick is to say it firmly and kindly. This way you don't have to make excuses or hesitate while saying it. If you can carry off this bluff,Cheap Colt McCoy Jersey, you can go ahead with very little resistance. · Building Value: By saying no you build value,Cheap Bernard Berrian Jersey, referencing the various market condition and quality of your product. You use common logic by implying that the market value of the product should be respected. This is a standard guideline. You don't get angry by the offer of the prospect or show that you are worried about not securing the sale. You just flip the table.

The best way to prevent sales objections cause by disbelief is to prove everything you say. If you can't prove it, don't say it. You will need props, video, industry articles and other items to prove what you say. Try this exercise. Do your presentation for yourself. Write down every claim you make. Can you prove each claim to be true? If not, why assume that the customer is believing everything you say? Anything they doubt will come back to haunt you as a sales objection. One thing very few people want to talk about in sales is the customers' level of belief. But do customer believe everything we say? We actually cause many of our own sales objections with this approach. This flawed belief can cost us lots of sales and lead to a tough time overcoming objections. Here are a few things you can do to be more believable to your customers. It is so easy to offend a customer and if we do, we become someone to distrust,Cheap Darren Sproles Jersey, not someone to do business with or buy from. Be extra polite and respectful. Ask if you can sit down, ask if you can put your case on the table or desk. Don't wear religious or political symbols. Don't ask if a picture on their desk is their daughter,Cheap Stanford Routt Jersey, it could be their wife. Don't congratulate them on being pregnant, they could be just fat. See what I mean. Watch what you say. Never assume the customer believes all that you say. Use these techniques to reduce the sales objections you face because the customer didn't believe you. Be Like Your Customer One final technique few salespeople use is to bring up belief if you can't get the sale. You could say something like, "If you felt the same way I do about my proposal, you would be asking to get started. I am guessing there is something I said that you don't quite agree with. May I ask what it is?" If they tell you, you are ready to overcome the objection. Prove Everything You Say End Each Statement With A Benefit And A Question Customers believe salespeople who are "their kind of people". Try to look like your customer in your attire. Try to talk like your customer in terms of speed and range of vocabulary. Don't say things that would mean you are different than your customer, such as comments on sports or politics. Even the weather cause trouble. For example,Cheap James Laurinaitis Jersey, if I like snow and you open with a comment about hating winter,Cheap LaRon Landry Jersey, you are not my kind of person and you have increased buyer resistance. Bring Up Belief If You Don't Get The Sale Every time you state a feature, add a benefit and end with a question. This will help flush out things the customer is not in agreement with. For example, if your feature is 24-hour customer support line. Don't just say that, add a benefit like,Cheap Roscoe Parrish Jersey, - that means we will be here to help you any time you need us without delay. You'll never face problems alone. Then, end with a question like, - is that they kind of customer service you are looking for? If your client says "yes",Cheap Kevin Boss Jersey, chances are they believe you. If you don't ask the customer, you will never really be sure. Don't Offend Your Customer

If your product or service matches their budget, your customers will lap up your product or service without hesitation,Cheap Terrell Owens Jersey, which is the ideal situation that rarely happens. Question #2 - What is their comfortable budget? Ask your customers what level of quality they are looking for and match their requirements with your product or service. Always keep in mind that the customer have the final choice, avoid making presumptions that your "best" is theirs. No longer viable are the days of selling a one size fits all product or service to customers. If you are still stuck in that kind of mentality, you will be left behind. The market is evolving into needs based selling and customer oriented focused services. However, it is not easy to be a needs based seller that is customer oriented. This requires knowledge, skill and the correct attitude. There are three reasons why customers engage in conversations. To create a new status quo,NFL Sideline Black United Jerseys, to repel an old status quo and to maintain the present status quo. Find out their purpose of engagement which is one of the reasons stated here and you will be on your way to serve them better. This is often taken note of by sophisticated needs based sales people. They know that the customers have to meet their own value judgement on products and services and will assist them in matching the right product or service with their budget. An easy way to prevent buyer's remorse is to imagine you in their position and see what pros and cons are for purchasing the product or service offered. Almost every customer will have a figure in mind even when they tell you they don't. Never buy into those stories as customers are always shopping for the best deals and they will not tell you that so that they can be more flexible in their decision making. In order to become a truly customer oriented salesperson that sells on needs,Cheap Sean Taylor Jersey, you need to know what your potential customers are thinking and what you should focus on in order to clinch that deal. Here are 6 questions you need to ask yourself in order to become a customer oriented needs based salesperson: If your product or service is less than their budget, you also have to explain the rationale behind that. Never leave your customers to make perceptions. Chances are they might think that the product or service rendered is going to be under expectations for the price they are paying for. You will be surprised to know that the popular belief of the best quality with the right price will normally move your customer's hearts. In reality,Cheap Jerome Harrison Jersey, customers do not always go for the best quality even though the price may be justified. The very last step of the business transaction is the closing. Even though every part of the sales process may precede smoothly but the transaction still fails because your customer's preferred mode of payment and structure is unavailable. The solution is to offer flexible and accommodation payment modes. Try to focus on making it a pleasant and convenient shopping experience for your customers. Question #4 - What is their underlying value tone? Question #6 - Their preferred mode for payment? Question #1 - What are the reasons that your customers are engaging in a conversation with you? The above points are just the tip of the iceberg when it comes to needs based selling. The ideal sales process is always to strive for a win-win situation for your customers,Cheap Darryl Tapp Jersey, organisation and its people. Everyone ends up benefiting and happy, so do your pockets. Question #3 - What level of quality do they desire? Question #5 - What product features and functions are customers looking for? If your product or service is above their budget, you have to justify why the charges are higher and what the customers are actually paying for. The easiest way to find that out is to ask your customers directly. Ask them about the features and functions they need and those they can do without. Ask them on how they are going to use your product or service and find the matching fit. We do not like to pay for things we do not need, so do your customers. The focus should always be on satisfying their needs. When they realise the high ethics that you are operating with,Cheap Roger Staubach Jersey, chances are you have a loyal customer that will keep returning and also refer new customers to you.

In establishing goals for your business, you need to examine your sales and marketing plan. To effectively understand the full experience,Cheap Vincent Jackson Jersey, you need to break your marketing and sales strategies into two separate plans. The first plan you should focus on is the marketing strategy or experience. This marketing plan needs to focus around the customer or the person who is actually buying your product. To effectively do this,Cheap Israel Idonije Jersey, you must completely understand your customer. Why do they want the product? How do they use the product or service? What is the product purchase frequency? Understand your consumer and develop a marketing plan that effectively creates an experience to fulfill what your consumer wants. I have worked with many businesses that seem to have either a great marketing plan or an awesome sales plan but not both. Few businesses see the need to have both an incredible marketing and sales strategy. If you haven't guessed it by the now, the key to having an effective sales and marketing strategy is an understanding of the Experience. Without the experience,Cheap Plaxico Burress Jersey, your strategies will fall short of achieving your growth goals. But, if you can define the experience people want; give people this experience, and maintain the experience whenever they want it, you are well on your way to business greatness. Spend some time this week focusing on your customer's wants and needs. When I'm working with clients,Cheap Green-Ellis Jersey, I advise them to spend most of their time working on developing this complete Understanding before any money is spent on developing the actual product or service. Many entrepreneurs develop what THEY think is an awesome product yet they fail to realize or understand what the CUSTOMER'S needs actually are. You need to completely understand your customer,Cheap Matthew Stafford Jersey, develop a product which meets this understanding,Jacksonville Jaguars Jerseys, and create the marketing strategy to fulfill this understanding.

Step 13 - A warning. Warn them about what will happen if they don't take action right now. A limited time offer can be a very powerful tactic to gain sales. Step 8 - More testimonials When people talk about sales letters with me, a common question is "Well, if people only read the headline and then they read the P.S., then why do I have to write all the stuff in the middle?" Well, because there are multiple different types of people. You've got those analytical that are going to read every single thing. They're going to print it off, they're going to highlight it,Cheap Jack Ham Jersey, and they're going to read every little element of what you wrote. Then, there's going to be other types of people that are going to just say,Cheap Cortland Finnegan Jersey, "Just tell me what it is. Let me get it." Still, there are others that are there just to look, "Let me see more". They are kind of like window shoppers. So, you really don't know what people are looking for inside there. That's why you want to have every single element covered. Step 4 - The opening paragraph Step 14 - The close. Tell them exactly what you want them to do and don't beat around the bush. I've been even as bold to say, "Folks, here's what I want you to do right now. Put your hand on your wallet,Cheap Tim Hightower Jersey, grab your purse, and pull out your credit card. And see that link below? Click on it and go fill in your information right here." You don't have to be that demanding but you do want to be very strong. You want to have a strong close because people will listen and you want to give them direct commands. Step 5 - Credibility Step 15 - The postscript. Basically you can't forget your P.S. It has been proven that the second most important thing behind the headline is the P.S. There have been more studies to show that when people read a sales letter, they read from the top and scroll all the way down to the bottom. Step 9 - Free bonus, which is very powerful Step 10 - A money-back guarantee, basically taking away all the worries. Step 6 - Testimonials Next, after adding bullet points, a lot of times what I'm doing is adding in more testimonials. This works like a charm. So, what you need to do is to sprinkle a few of your testimonials above your bullet points and then sprinkle a few below the bullets. Then you want to say something like, "Here's a free bonus that will increase your sales..." and then present your bonus offer. People absolutely love free stuff! This technique really helps convert your prospects into customers. Step 3 - The salutation Step 1 - The headline So,Cheap Rob Gronkowski Jersey, here is a short recap of the steps involved in creating a strong sales letter: In part 1 and part 2 of this article series called Evaluating Your Sales Letter, I spoke about how to begin your sales letter and how to present your information in the content of your letter to gain credibility. Today in part 3, I'm going to discuss the power of using testimonials in your sales letters. I'll also address what other things you can do to make your sales letter benefit-driven for your reader. And lastly you'll learn how to end your sales letter with a powerful close that will entice your reader to buy immediately. So, let's begin... After the testimonials, I list some benefit-driven bullets. Maybe even little headlines that list what the consumer will receive when they buy my product. I always like to have odd numbers of bullets of three, five, or seven benefit-driven bullets to tell the customers why they need to take action. Based on testing, an odd number of bullets seem to produce better results. Step 7 - Bullets If you follow these tips that I've given in part 1, part 2 and part 3 of this article series titled: Evaluating Your Sales Letter, there is no reason why you cannot produce a winning piece that will result in hundreds of sales. Taking action and testing your results are keys to growing your online business. Step 2 - The sub headline Step 12 - The payment information. You tell them exactly what they can use and how you can take the order. Lastly, the length of the sales letters should be as long as it takes to prove your point and to make sure that everybody gets all their questions answered. You can even split test different sales letters to see which one gives you the highest conversions. In addition, if you have a squeeze page in front of a sales letter and wish to test different versions of that as well, I highly recommend only testing one thing at a time. When it comes to split testing - and if I have a squeeze page or an opt-in page in front of a sales letter, I'm only going to test the opt-in page. I'm not going to be running a split test on the sales page. Why? Because you don't know which variation of the squeeze page is going to change the results. So I'm only going to test one thing at a time to keep track. Once I've increased the conversion, now I keep the winning opt-in page. Then I move over to the sales letter and focus on that. Now, after you have established your self-proclaimed credibility, this is when you're going to start to throw in your testimonials because if other people are saying how good you are, this will drive the point home even further. That's what the function of a testimonial is. It's basically a transfer of credibility. Then comes the price, however, before you state your price, you want to briefly tell the reader exactly one more time what they will get. Follow this up by listing the payment information. Next,Cheap Kerry Collins Jersey, you want to have a money-back guarantee. This is one of the surest ways that you can increase your sales. You tell them not to worry because you are taking all of the risk. You can give them a 30, 60 or 90 day guarantee that says if they don't like the product they can send it back for a full refund. People almost never take you up on that. However, you will most likely receive a few, but with such a strong guarantee like that,Cheap Jason Taylor Jersey, the refund rate is few and far between. Step 11 - The price

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