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Just image what would happen if all those crazy busy sales people,Tennessee Titans Jerseys, small business owners, entrepreneurs and even C suite executives would focus on these three buying rules and these 5 sales objections buckets? This application of the science of physics has demonstrated that one plus one can exceed two. In selling,Cheap Wilbert Montgomery Jersey, this could be considered the new math. Now to be fair,Cheap Mike Sims-Walker Jersey, it is not necessarily new as it has always been there, but it was hidden because of the continued emphasis on selling instead of on buying. By taking this approach three plus five exceeds eight and truly is a 10 that being the goal to increase sales. People buy from people they know and trust. You Your company Your products or services Your price Your delivery No sale happens until someone (your prospect or potential customer) makes a decision to buy. People buy from people they know and trust. People buy first on emotion then justify it with logic. People buy on value unique to them This is why understanding the psychographics within the marketing plan are probably far more important than the demographics. You may have all the right demographics (age, gender,Cheap Rex Grossman Jersey, geographic location, income, etc.), but until you understand the "Why" behind the buying decision process you still will not increase sales and have wasted a lot of precious resources in those efforts to sell more. Sales Training Coaching Tip: Understanding the "Why" allows you to sell smarter not harder unless you enjoy being crazy busy. Three Buying Rules Years ago I heard a story about two Draft horses entered into a county fair. Individually each horse was able to pull around 1,Cheap Dexter McCluster Jersey,000 pounds, but collectively they were able to pull over 2,500 pounds. If we apply logic to this information, then this suggests the focus should be on the buyer and not the seller. Yet most sales training coaching program focus on the behaviors of the seller and truly do not look to the thought processes (the why behind the decision making process to buy) of the buyer. Of course some will include the word like within the previous statement. However,Cheap Emmanuel Sanders Jersey, I have witnessed people buying from people they do not necessarily like meaning for me they would invite them for dinner. Sales Training Coaching Tip: Again it all goes back to the words you use and your own meanings within each of those words. Yes three plus five can equal 10. The only challenge you have is to understand what is behind these numbers and adjust your behaviors and sales process to work with them instead of against them so you can truly be the Red Jacket in a sea of gray suits. By embracing this first buying rule, the salesperson can become the buying partner of the prospect or potential customer. This role goes beyond being an assistant to the that individual because he or she continues after the sales is delivered and implies a long term relationship (think customer loyalty and repeat business) until one of those involve decides to terminate the partnership. Five Sales Objections Buckets Now I am only a simple Swede without all the national credibility of other top sales experts. However, I truly believe selling is far more about creating an environment of buying and that begins with the number one buying rule: The last couple of months I have been investing a lot of time listening to my clients, observing others and expanding my readings as to the why behind the buying decision. For as my wise father who was a professional salesman told me years ago and others have also echoed these or similar words: The goal to increase sales is ever present for crazy busy sales people to even those who sit in C-Suites. Yet a science lesson may help to show that three plus five goes beyond eight and actually equals 10.

* Be willing to spend that much to get the sale. If you're a shallow-minded,Cheap Shaun Alexander Jersey, short-term thinker you'll hate that. But you'll also never be rich. So you don't make anything for the first year. But the second, third, tenth and twentieth year you are amazingly profitable. Nice. About 3 years ago, I signed up for an information pack from TempurPedic. I heard they are good marketers, and wanted to get on their mailing list. To this day I get at least a mailing a month from them. I still haven't bought,Cheap Jets Jerseys, but I was never really in the market. However,Chiefs Jerseys, I'm starting to feel guilty about all the cool information they send. I may buy just to feel better! A simple formula: So I called her again 3 weeks later. Then 3 weeks later. Then another month. And another. Our first contact was in March. October 10th, I got an email out of the blue with a $60,000 order. I figure for my time, I made about $1500 an hour on that one. I had a prospect last year. Cold as ice. Found the company info online. Didn't even know the buyers name. But I made my call and got right to her. 1. Have margin so you can afford to keep marketing and selling. What's your limit? Are you a quick sale McGraw? If you don't make a sale right now,Cheap Texans Jerseys, chances are you'll never close. That's crappy thinking. Sure there's some truth to it. The truth is you're guaranteed to not close later if you don't follow-up. But what if you did follow-up? Could you close an additional percentage? * Keep selling until that value is hit. If your sales efforts don't close the prospect by the time you've reached that number, feel okay with quitting. I know a few guys that will spend hours on the phone, multiple face-to-face meetings to try to close. And at the end of the bloody battle they stand over their new client exhausted. That's pretty dumb too. * Figure out what the client is worth based on the first year of estimated sales. What? You only have a one-time sale type of product? Quit whining. That's not true. There's always a secondary product or service or sale. How much will YOU make on that client the first year. A lot of tests and studies show different percentages of "long tail" sales. So I won't quote any. But learning from the studies, a percentage is ALWAYS made on sales after the initial effort. And if you want to instantly increase your income by 20% - 50%, simply double the length of time you intentionally follow-up. Heck if the prospect is worth it in Lifetime Value, you should never stop following up. You also need a system. A lot of sales people stop following up because the prospect slips to the back of their mind. The excitement fades and you move on the the next target. Sometimes, it's not fun or exciting to follow-up. It can be a little boring after awhile. Are you doing sales to have fun or become wealthy? Wealthy people always do repetitive,Cheap Ted Hendricks Jersey, habitual tasks regardless of how they feel. They know what I'm worth and they keep following up. Of course, if they were only selling a $50 widget they probably wouldn't keep marketing. So where's the line? How can you tell if it's worth it? What's your personal worst? You know, the time it took you to finally close a sale. 2 weeks? 30 days? 6 months? Two lessons: You probably wouldn't have made that commission. Not because you're incapable. You probably wouldn't have stuck it out that long. Most don't. Here's a tip: Want to stay excited about following up? Keep the value in front of you. Know what the client is worth. I knew what my whale was going to net me. And I know they'd keep buying. It wasn't a drudgery to make those dozen or so phone calls. I was excited each dial because I knew that call was worth $50 regardless of what happened. It was a cold lead in more than one way. This lady was short, terse and not wanting to deal with anyone. I put on my best schmooze voice and went to work. They were a whale, but a satisfied whale. She told me there was no way they'd buy from me. By the way, they continue to buy. And each progressive order requires less and less work. Which means greater and greater pay. And the lady is a lot more friendly now! Maybe it was you. Maybe it was your client. But at some point, one of your sales drug on and on. Seemed like it would never close. Final story. There's a classic story that floats around some marketing circles of the "mail stalker." Yes that's M.A.I.L. Apparently the recipient of this savvy marketers direct mail pieces got fed up. He was offended and distraught that this "crazy man" kept send him handwritten letters, note cards, and other gimmicks mailings. He logged a complaint and requested a restraining order. 2. Never "break up." Let the client sever the tie before you do. That's when you know to stop. And only then. You should never be the one to break up with a prospect-unless the effort outweighs the value. Focus on building relationships, giving value,Cheap DeAngelo Hall Jersey, and solving problems and you'll close tons of "long tail" sales. By the way, the marketer is outrageously successful with that campaign.

,Cheap Selvin Young Jersey The goal is to guide your customers from the beginning to the end. It means reading them when they come into the door and seeing if they need immediate help. Others may just want a quick greeting and time to browse. Sometimes a person doesn't need any help at all or might need help later in the shopping process. Reading a person is important because it can be the major difference between a huge sale and none at all. A good salesperson watches other people and learns their techniques for getting a sale. You have to be willing to devote a certain amount of time to improving your skills for sales because it won't happen overnight. It means learning when to use a certain strategy rather than another one to gain the desired results. The reason is because everybody is different and has his or her own reason for wanting to purchase something. With time,Willie Parker redskins Jersey, you start gaining expertise in reading people's body language and listening to their words for what they really want out of a sale. This will help you become better at getting sales. There are people who seem to be born to sell,Cheap Joseph Addai Jersey, and success seems to be written all over their name. They are people that can easily communicate and seem to walk with confidence wherever they go. The onlooker probably doesn't know how many sales conferences they have attended or the experience they have gained over the years. While it does help to have natural skills for sales,Cheap Kenny Phillips Jersey, this knack for selling is enhanced once you learn more sales techniques and strategies. This is what helps you develop relationships with customers and close the sale in the end. Everyone will benefit from improving their skills for sales,Cheap Joe Namath Jersey, as it helps you have fun and make money.

So don't complicate the process - and don't avoid it! Embrace it and you will find yourself in a thriving, successful business. This is a critical step. I submit that if you don't get this down cold you will struggle with sales. People don't like to be sold but they do like to buy. They like to buy the things THEY believe they need. You have to understand their perspective so you can speak to it. Then you will be heard. Steps - one at a time. That's what works. 2) Respond to what they said. If you determine that you do have a solution that fits their need, create a proposal that speaks directly to what they told you. Don't try to sell them what you want to sell them. Sell them what they need. When you propose a solution based on what they told you, you are letting them know that you heard them. Priceless! Step 2: Messaging So now that you understand the value from the client's point of view it's time to craft your message around that value. This is where you actually speak to what matters to the prospect. Remember that they need to hear you and they will hear you when you are speaking directly to them. Step 5: Follow Through This may not seem like a part of the sales process but boy is it,Cheap Heath Miller Jersey! You won't be successful if you are great at getting the sale but can't deliver. Sales is about the whole process - including continuing to develop the client relationship. So there are really two parts of follow through. The first is delivering on what you sold to the prospect (now client). There's a saying 'under-promise and over-deliver.' This is one of the keys to building a truly successful business. Exceed your client's expectations. And, once you've delivered, check in with the client to be sure they are happy. It doesn't take a lot of time but can speak volumes about your dedication to providing an outstanding experience. Step 3: Target Market Now you understand the value and you've been able to craft a compelling message. Guess what? Now you know who your target market is! Hurray! You can't be all things to all people and you shouldn't want to be. When you can target a specific market you will be able to focus and concentrate on them. You will also be able to monitor your success so you can easily identify what is working, and what isn't. The other part is continuing to develop the client relationship. What happens many times is this - we make a sale and then move on to the next prospect. We forget to continue the relationship process with the current client. Not the best situation,Cheap Arthur Moats Jersey! You want to be sure you are building the relationships with your current clients so you can get all the business there is to get from them. In addition, if you aren't working on your relationship with them you run the risk that they will leave you. They'll leave for the person who IS building a relationship with them. In a competitive environment your competition is calling on your clients. If you aren't communicating with them you won't know about this. In addition, you won't have done anything to build some sort of loyalty. In essence you will be telling your client that they just aren't that important. Is that really the message you wish to send? I didn't think so! Step 4: Listen and Respond So this is a place where many people get tripped up. They get the meeting with the prospect and think they are supposed to talk - and talk, and talk,Cheap Jason Witten Jersey! Nothing could be further from the truth. Even if the prospect says 'So,Cheap Lavar Arrington Jersey, tell me about your company (or product or service).' Your job at the prospect meeting is to ask enough questions so you gather a solid idea of what the prospect wants or needs. You also want to find out how the company operates. Step 1: Value Definition The first step of successful sales is understanding the value your product or service brings to the client. It isn't so much what you WANT the value to be. It is more about how the prospect and client perceive the value. Copyright© 2011 Seize This Day Coaching Once you have discovered this information you are in the position to do two things. 1) realize whether you have a solution for them. You may not have what they need. Don't try to fit a round peg in a square hole! If you can't help them, tell them so. You can even refer them to someone who can. But don't try to be the solution they need when you really aren't. This is where your value statement comes in big time. Refer to it. Your messaging should be short as well; the more concise the more believable. Think about it. Have you ever heard someone talk about their product or service and they go on for so long that you lose track of what they are saying? Or you are left with the feeling that even they don't believe what they are saying? Exactly! So, keep it concise and simple. This is not to say that you can't have more than one target. You can. My suggestion is that you start with one. Make it easier on yourself. You want to be able to focus and create a plan. It is easiest when you have one target you are going after. Once you have penetrated that market successfully you can add in another one. So many people are starting businesses these days. In addition, there are many small business owners who have been confronted with the necessity to sell for the first time. This can seem daunting to the sales novice. However, it doesn't have to be. There really are some basic steps to growing a client base and therefore,Cheap John Riggins Jersey, a successful business. You can see that the steps to successful selling aren't difficult. They are simple and necessary. 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This is where most people go wrong with the Law of Attraction. They start having self-doubt and stop believing them moan when nothing happens. This is where step 4 comes becomes the key part of the process If I wanted to double my sales,Cheap Jerry Hughes Jersey, I would have to ensure I was doing lead generation activities each day that would ensure I hit that target. If I sat around waiting for the phone to ring then the chances of double my sales are very slim. Once you have worked out what you want,Cheap Rob Gronkowski Jersey, you then have to state clearly and concisely exactly what it is that you want. If you want to double your sales,Cheap Brian Westbrook Jersey, you need to know how many sales that is exactly or how much money is doubling your sales. Step 1: Decide What You Want After asking for it, you must then have the positive self-belief that it will happen. You have to be putting out that positive vibe to attract what it is you have asked for. You must fully belief it is going to happen. It is a 4 step process, not a three step as so many people think. The underlying point of the Law of Attraction is you decide what you actually want to bring into your life. You must make the decision about what direction you want to take and what changes you want to happen. If you want to double your sales,Cheap Jason Campbell Jersey, what impact would that have on your life? Step 2: Ask For It You have to hold yourself to the standard expected of what you want. For example if I wanted to drop 20lbs in weight, I could do the first 3 steps but if I go and eat 6 cheeseburgers each day,Cheap Brandon Banks Jersey, it's not going to happen. I wouldn't be holding myself to the standard of what I want. It's incongruent. The act of holding yourself to that standard is why most people fail with the Law of Attraction. Don't be one of them! The Law of Attraction has received a lot of commercialised attention over the last few years to the point where a vital part of the process is often forgotten. Many users of the Law of Attraction,Cheap Peyton Hillis Jersey, therefore, give up using it without having applied it correctly in the first place. Step 3: Have Faith it will happen Step 4: Hold yourself to the standard

To be successful in sales and business,Cheap Miami Dolphins Jerseys, you have to adapt to doing the difficult tasks that are associated with success. We can all think of and identify the numerous activities we know positively impact our performance, but are difficult to do and cause feelings of apprehension. In prior columns,Cheap Donald Driver Jersey, I have written about one of my most effective business mentors who used to tell me "In order to be successful in sales,Cheap Mike Iupati Jersey, you have to find ways to enjoy doing the things you don't like to do." This continues to be the best piece of advice I have received in my selling career. The reality for every sales person is there are many elements of the sales process that are not easy and give you feelings of apprehension and doubt. In order to break through the wall of mediocrity, take the path of most resistance and focus on the tasks that make you feel uncomfortable and are difficult do. If it feels normal, it is likely an activity that will not improve your sales performance. There are many traits, habits and best practices that separate average from above and taking the path of most resistance is one that is often overlooked and rarely discussed. Do you think the most successful sales professionals really like prospecting? Doubtful. But they find ways to enjoy prospecting and discipline themselves to find parts of the process that they do like. Take prospecting as an example. Most of the sales people I know don't jump out of bed in the morning and say, "I can't wait to go prospect!" It's not a secret that prospecting is a challenging task that requires great skill as well as mental stamina. We also know it is essential to the success of every sales professional and something we can never stop doing. So then why do so many salespeople put off prospecting and find other sales related activities to occupy their time? There is one answer. Some people tend to take the path of least resistance and unknowingly fall into the trap of focusing on tasks that have minimal impact to their sales performance. Prospecting is known as one of the most unnatural elements of the selling process. You are constantly rejected, which is something most people don't enjoy. You are forced to talk to strangers, which is something we have been conditioned not to do since we were children. We engage people in dialogue that is usually uninvited and unexpected. These steps in the selling process, along with a list of others are unnatural and awkward for most. Instead of prospecting,Cheap Wilbert Montgomery Jersey, they will work on the report their manager asked for that is due in several days. Instead of talking to new people,Cheap Steve Atwater Jersey, they call customers with whom they already have a relationship. Instead of calling a new customer to ask for business,Cheap Plaxico Burress Jersey, they focus on the customers or accounts that they feel are more likely to say yes. This vicious cycle of avoiding the difficult elements of selling causes many sales professionals to fall into the rut of mediocrity.

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Anyone,Cheap Sam Bradford Jersey, including you can improve their selling skills and to hit your targets. Once you understand what sales actually is, your psychology of selling will change. You just need to get that shift of belief in your head and all will become clearer for you. People buy from people,Cheap Chris Johnson Jersey, and with social marketing being so massive today, this has never been more important. Word about what you are doing or anything you say can spread like wild fire around the world,Cheap Johnny Unitas Jersey, as long as your message appeals to the person you want it to appeal to. There is a simple formula to find out what appeals to your market. I learnt this from Keith Cunningham by the way. What you need to do is find out what you market actually wants. You need to engage with them,Cheap Franco Harris Jersey, talk to them, find out what is frustrating them or causing them problems. The psychology of selling is not some sort of dark art. It is strange that so many business owners are overwhelmed or lack confidence when ultimately; being a business owner,Cheap Jake Locker Jersey, sales is a large part of the game you choose to play. You are not a giant recognisable brand, so don't act like one. Speak like a human about what you do, not as if you are some massive corporation using complicated jargon. You need to understand the language your customers would use and match that. You are not ramming your ideas down their throat, you are actually showing you listen and respond with the solutions they are looking for. This is the psychology of selling yourself as a business owner in today's business world. Once you know their frustrations and problems you can put together an offer that solves this for your prospect then go back and talk to them about how you can specifically help them if they accept your offer. Being a business owner, your customers are actually buying you as a person to resolve their specific problem. Any business owner or entrepreneur,Cheap Vince Young Jersey, including you, can improve their selling skills and OBLITERATE your fear of selling forever.

6) Art of War Plus Strategy for Sales Managers, by Gary Gagliardi and Sun Tzu 5) The Silent Salesmen: Guaranteed Strategies for Increasing Sales and Profits Using Promotional Products, by Mitch Carson The author, who got his start selling for IBM in the 80s, offers advice that may be counterintuitive: sell less... to win more. He has provided thousands of people with training since 1998. This 2009 book explores promotional products as a sales strategy. Provides case studies from the dental,Cheap Nate Davis Jersey, real estate and other sectors. Are you starting out at a career in sales? Or perhaps you've been in the field for a while, but would like to fine tune your sales strategy. Here are some must-haves for your bookshelf at the office. 4) Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale, by Rick Page 2) Major Account Sales Strategy, by Neil Rackham From the author of Cold Calling Techniques (That Really Work,Cheap Darnell Dockett Jersey!) andThe 25 Sales Habits of Highly Successful Salespeople, this book gives readers many choices: promptly returning clients' calls,Cheap Antonio Bryant Jersey, be observant, try to put yourself in your prospect's shoes... This classic talks about such issues as identifying and accessing the decision makers in the organizations to whom you are selling. Its main advantage is its comprehensiveness. It talks about everything from competitors,Cheap Casey Hampton Jersey, to influencing the criteria that your prospects use to make a buying decision, to reading negative signs that can arise during difficult negotiations. This sales strategy book is actually two in one. It combines Gary Gagliardi's advice for sales managers with Sun Tzu's classic advice for warriors. 7) 42 Rules to Increase Sales Effectiveness: A Practical Guidebook for Sales Reps, Sales Managers and Anyone Looking to Improve their Selling Skills, by Michael Griego "It's Not About You." "It's Not About Your Product." "It's All About Your Customer." This is just a preliminary list,Cheap Jerry Hughes Jersey, to get your library started. There are many other worthwhile books that we could propose. 3) UnSelling: Sell Less... To Win More, by Peter Bourke Author Griego, who has worked as a consultant in the Silicon Valley, summarizes sales strategy in 42 rules that can be applied whether you are in the high-tech sector or not. Rules 2,Cheap Jim Otto Jersey, 3 and 4 make for interesting reading in themselves: 1) The 25 Sales Strategies That Will Boost Your Sales Today, by Stephan Schiffman When author Rick Page was a sales manager, he read that he should have a sales strategy, but couldn't find any suggestions as to what that might be. This book, which includes a chapter on what makes complex sales complex, is his effort to remedy that.

Stop trying to provoke, push, get an appointment, understand needs, be in relationship, get in the door or to the top, be an advisor, be a consultant - all of that is just a Trojan Horse to make a sale. Be a real consultant. Put on a GPS hat and be the lead dog in helping your prospect manage their change issues first so they get buy-in from the Buying Decision Team. Then there is no need to be provocative. For those of you who have been reading my posts for years, you know what I'm going to say. Until or unless a buyer recognizes and manages all of the back-end, private, behind-the-scenes issues they need to address to get the buy-in to make a change, they will do nothing. How silly. This goes back to the age-old pain-principle. According to the authors, if a vendor can identify a process critical for the buyer in the current environment (and this assumes the buyer hasn't figured this out) and developed a 'compelling point of view on how it was broken and what it meant in terms of cost, and then connected the problem to the solution' then the buyer will be provoked into a purchase. Think about this for a moment. Targeting pain as the reason to make a sale assumes that: Just saying... Haven't we been doing this for decades? And our success rate has been..... 7%. If I provoked you, could I get you to go to the gym more? I can certainly make a case for it. What about changing your hairstyle? Can I provoke you into changing your selling style? SALES TREATS A PROBLEM AS IF IT WERE AN ISOLATED EVENT I can make an amazing case for you to be using Buying Facilitation™! Indeed - I can triple your sales, halve your sales cycle, and get rid of all objections. I really can (lots of testimonials). Soooo can I provoke you? Can I show you numbers that you're not tracking? Oh. I've done that. Can I explain how managing the buying decision journey will turn leads into prospects on the first call,Cheap Bart Starr Jersey, and teach them how to close a couple of calls later,Cheap Jerome Bettis Jersey, with no meetings,Cheap Chad Ochocinco Jersey, proposals, or appointments? Oh. I"ve done that. Geesh. Haven't I provoked you enough... and you're not buying? Please. Continuing to focus the sales effort on different ways to get a buyer to take action, rather than add the capability of assisting them in managing their entire pre-sales buying journey, makes no sense. A purchase is not an isolated situation,Cheap Andy Dalton Jersey, but demands a systemic approach to change management. REALLY? BUYERS BUY BECAUSE THEY ARE IN PAIN? REALLY? CAN I PROVOKE YOU INTO LEARNING BUYING FACILITATION(TM)? I found the article ruefully humorous. Here are some of the smartest business minds in the country who have fallen victim to the conventional hype that buyers must discover their pain in order to be ready to buy. Indeed, in this article they suggest that you provoke them into buying: "Provocation-based selling helps customers see their competitive challenges in a new light that makes addressing specific painful problems unmistakenly urgent." We all know that the sales model is horribly broken, and yields very poor results. Why keep finding ways to push harder and harder? The definition of insanity is..... And we all know systems theory: every system will maintain its status quo (homeostasis) until or unless the system knows how to shift without disruption and will easily incorporate the change. Hence the failure of sales. the buyer or company doesn't recognize the severity of the problem they have; the seller knows better than the prospect the ins-and-outs of the problem, causes, choices, and internal politics to choosing the timing on a fix; they haven't tried to fix this before, or aren't in the process of choosing a fix,Cheap Nnamdi Asomugha Jersey, or have a work-around for it that's good-enough for now; there aren't a whole lotta systems issues tied up in the status quo that would need to be resolved first - or that these can be resolved immediately; an outsider (and a stranger at that) can manipulate [Oops. Sorry. Provoke.] their way in to a buyer's environment, have the answer,Cheap Anthony Munoz Jersey, and expect to be trusted, believed, or listened to, and that everyone on the Buying Decision Team is sitting and waiting for someone to show up so that everything currently in place can be dismantled because SuperSeller has appeared. A friend sent me the Harvard Business Review article written by my hero Geoffrey Moore and two of his colleagues - Todd Hewlin and Philip Lay - titled "In a Downturn, Provoke Your Customers."

Leading Probes There is a limit to the number of questions a customer can put up with. If you are going to ask a series of questions one after the other, the likelihood is that their responses will just get shorter and shorter as the interrogation continues. Misconceptions about Questioning Techniques Open Probes Some people seem to think that OPEN questions are good and CLOSED questions are bad. So, as an example, instead of asking "Is tonight your busiest night?" you ask "When is your busiest night?" A bad salesperson will present all the drills that are on offer, a good salesperson will discuss the desired hole with the customer." You see, your products deliver benefits and solve problems for customers; do you know what they are? You've got two ears and one mouth; they should be used in that ratio. It is their selection and how they are used which is either good or bad - you wouldn't use a screwdriver to bang in a nail would you? You are trying to sell something in or increase business somehow, questions won't get the order by themselves, a couple of answers would really help too. Leading Probes control a situation in a way that qualifies what the customer has just said and gets you back on track, for instance; They know you are trying to sell something to them, they are already quite cautious, but if you just go in with question after question you will starve them of their 'psychological oxygen' and the conversation will just dry up. Closed Probes The two most talked about questioning techniques are 'OPEN PROBES' and 'CLOSED PROBES'. - Establish the customers' needs - Make sure they feel part of the buying decision - To collect information - To qualify and confirm their genuine interest - To keep some element of control during the meeting Different Types of Questions An over use of any type of question,K.Williams vikings Jersey, open or closed, will present difficulties. "So you are saying that you have too many old brands in stock and you need to work out which you will be replacing is that correct? The clue is in the title really, they are used to 'OPEN UP' the conversation. If you ask an Open Probe the customer shouldn't be able to just answer with a YES or a NO and they often start with the words; Who,Cheap Atlanta Falcons Jerseys, What, Where, When, Why, How and Which. That isn't the case at all. They are just useful tools with their own place and purpose. "When a customer walks into a DIY store to buy a drill, he doesn't really want a drill - he wants a hole,Dallas Cowboys Jerseys! Closed Probes are the complete opposite; you use them when you want to bring the conversation to a shuddering halt. What we are looking to do with these techniques is; If all you have are questions, questions,Cheap Marcus Allen Jersey, questions - the following problems will occur: "So, if I can do all that for you do we have a deal?" They are being careful with their choice of words in case you trap them with your magical and mysterious salesperson ways. If you question them into a corner they will just refuse to continue. Your customer will become defensive Remember - Asking Questions isn't the Objective. I'm sure you have heard this before,Cincinatti Bengals Jerseys, but I'll repeat it because it's undoubtedly true; Occasionally you might wish to lead your customer into a particular direction or to qualify something they have just said these are called Leading Probes. "You said you thought that was a good idea before,Cheap Prince Amukamara Jersey, how do you think you'll be moving forward?" Understanding the next statement will set you head and shoulders above your competition. Your customer will switch off Using any tool inappropriately will cause you problems. The ability to ask questions enables us to ask about that hole and supply the appropriate drill (or whatever - you get the idea).

Reframing is not difficult to use,Cheap Larry Fitzgerald Jersey, provided that you can come up with creative tactics. It is best not to use ready scripts,cheap Super Bowl Jerseys, but to come up with the reframe on the spot. Now you know how to use a powerful method form the NLP and covert hypnosis sales book. The more you learn the better salesperson you will become. Expanding your knowledge can only bring you more profit. Let's say that the prospect is looking for a larger car than his previous one. The salesperson can readily ask, "In understand what you are looking for. May I ask why having a big car is so important to you?" One of the best ways to do this is to give the person a choice between two options at the end of the selling process. You can ask him whether he wants the product in black or white. You can ask whether he wants to pay by cash or using a credit card. You can use this one of the sales book techniques in a more direct way. Let's say that the prospect is unhappy about the color of the product. Now I will show you how to use one of the most effective NLP and covert hypnosis sales book methods. It is called reframing. You can use it in any part of the sales process in questioning, overcoming objections and in closing. By agreeing with the prospect, you are automatically setting his thinking patter on another subject, the other features, in this case. You can use a hypnotic line, such as, "It is not about the color of the product. The important thing is that the product is how this color affects its functionality. The unit is easier to clean and to maintain. Furthermore,Cheap Warren Moon Jersey, it is elegant and can match your elegant interior perfectly." If you follow the rules of the NLP and covert hypnosis sales book, you will certainly be able to reframe any objection. During the questioning stage of the process, you are trying to identify the prospect's needs. You can readily use reframing to get to the bottom of the person's desires and beliefs. This will help you influence him more effectively in later stages of the selling process. Reframing is exactly what it says it is. Your task is to set the belief or the thinking pattern of the prospect in the context, in which you desire. If the prospect answers that now he has two kids to take to school every morning, you can readily use this in your sales presentation to influence him. The best way to indentify the prospect's true desires and needs is to simply ask, "Why?" Of course, you may not want to do it in such a straightforward manner. There are much more subtle ways to do this. You have certainly thrown your technical sales book in the trash. If you have not done so, it is high time you did. Sales practice shows that the traditional technical methods cannot be applied to every prospect customer with the same success. The logical question is where to look for effective methods for selling. I suggest taking a look at the NLP and covert hypnosis sales book. You will find a lot of effective selling techniques that can be individually modified for influencing any prospect in line with his/her personality,Cheap Ted Hendricks Jersey, emotions and needs. In some cases,Cheap Stanford Routt Jersey, even one word can change the prospect's beliefs. If you start referring to the price as an investment, you can readily convince the prospect that the bigger investment means greater returns. This will automatically counter his objection about the high price. Alternatively, you can use the NLP and covert hypnosis sales book agreement technique. Using the example with the color,Cheap Derrick Burgess Jersey, you can say, "I agree the color is not perfect, but the other features (you can mention them) of the product are perfect. They will give you such and such benefits." You can readily use this NLP and covert hypnosis sales book method for closing sales. The trick is to reframe the decision the prospect has to make. You have to assume that he has already decided to buy, so you have to ask him another question to focus his mind on. In general, you can ask any question that supposes the person has already decided to buy.

2. Handle objections in exchange for the deal. My favorite phrase in this technique is something that I use even before the sales presentation. "If I can show you how you can get (insert value here),Deion Sanders cowboys Jersey, will you get the product/service today?". This is a great way to get the objections out and handle them. In return for the presentation,Albert Haynesworth titans Jersey, you've got a commitment to buy if you can satisfy their needs. 5. Show them the cost of not making a decision. Often customers are there to solve a problem. Point out how they'll have to deal with their problem even longer and experience more pain the longer they leave it. Really let them know that it'll be uncomfortable to continue the way they've been going up until now. 3. Reduce the price to a daily investment. Often a big ticket item is a big decision to a customer. But if you can break it down to a daily figure it's much smaller. Liken it to a cup of coffee that the customer is already buying. Most people can give up a cup of coffee each day in return for all the value they'll receive in the deal. Get the calculator out and show them how much they'll save. Here are some more ways to close the sale: 1. Ask your manager - This technique involves a bit of "good cop, bad cop" to make it work. Make out that you're looking after the customer, and you're on their side. See if you can get a better deal,2012 Super Bowl Jerseys, or you can get the deal approved by your manager. This is a great way to build trust with the client and show them that you're working to get the sale. But you've obviously got an agreement with the manager on how much you can do,Cheap Jairus Byrd Jersey, and he'll most likely just ask you about your weekend while you're pretending. But the customer doesn't need to know that,Cheap Derrick Ward Jersey! 4. Use a bit of emotional manipulation. There are many ways to push someone's buttons. My favorite is to imply that the product or service is only for intelligent people who know how to save money and get the best results. This is a great way to highlight the key ways buying it from you will save them money and get them quality results,Cheap C.J. Spiller Jersey, but it also highlights the fact that when they buy from you they'll be making a smart decision.

Once you deliver your Elevator Pitch, you need to follow-up with some kind of call to action. My favorite call to action was given to me from life coach,Cheap Raiders Jerseys, Shayla Roberts, who ends each 30 second commercial with this simple statement, "I am happy to tell you more about that, but I am much more interested in learning about you. Would it be possible to meet this week for coffee or lunch?" Writing your 30 to 60 second commercial, often referred to as an "Elevator Pitch" is essential for any sales professional who wants to make a powerful first impression. One of the best books I've found on this subject is "How to Get Your Point Across in 30 Seconds or Less" by Milo O. Frank. What can you possibly say in 30 seconds or less that will grab a potential client's attention and make them want to learn more? Even better,Cheap Mike Bell Jersey, if you were in an elevator with your absolute dream prospect, how would you explain the benefit of what you offer and make a sale from the time it takes you to get from the bottom to the top of a thirty floor building? "As an author,Cheap Kyle Orton Jersey, trainer and business coach, my life has always been about helping people prosper and succeed in business and life. One thing I've observed is that many professional advisers face a lack of understanding about how to acquire a steady stream of new and better clients which leads to less business profit and results in a lot of unnecessary stress in their lives. Now it's your turn. In four to five sentences briefly describe: After more than twenty years in the industry I offer a unique six-step system that helps financial professionals and attorneys position as "trusted advisers" while teaching them everything they need to know about marketing to ideal clients with professional websites, articles,Cheap Tony Scheffler Jersey, free-reports and making powerful strategic alliances. My proven six-step process helps professional advisers live their perfect life calendar by empowering them to turn ideal clients and other professionals into marketing advocates. Like one of my favorite clients says,Cheap Shonn Greene Jersey, "Thanks to you, I am making more money and I have a lot less stress in my life." What you do and for how long Who you do it for What the benefit to the potential client is What sets you apart from your competitors What a top client says about you So let's say you meet an ideal prospect on the golf course or at a charitable fund raiser. Eventually they ask you, what do you do for a living? Hopefully, you have learned a little about them so you can adapt your story to them. For example,Cheap Javon Walker Jersey, when I meet attorneys or financial advisers I use the following. Notice how the "Elevator Pitch" in the example contains a marketing message that can be easily broken down into a few simple elements. The "pitch" ends with a brief testimonial and a simple call to action as explained in the last paragraph.

Prospecting Tip 4: Breakfast, Lunch or Dinner Events. As with networking events, a lot of Chambers have events. I know the local Chamber in Calgary have numerous events with speakers where you end up sitting at a table with others from the Chamber. Once again,Cheap Robert Meachem Jersey, a great place to meet people who could be of benefit. So when it comes to identifying prospects, there are several different ways to leverage your local Chamber of Commerce. First off,Cheap Reggie Wayne Jersey, you should investigate getting a membership so that you have access to the benefits that the chamber can provide. Prospecting Tip 3: Committees. Chambers often have committees that need volunteers. By volunteering, you will meet like-minded people who you can form great relationships with. Do not overlook this opportunity to meet influential people. In sales, identifying prospects and filling the sales pipeline is a constant process that you should be doing daily. If you fall behind in doing this important aspect of sales,Cheap Nick Barnett Jersey, you can be in a position where you do not have enough sales coming in and will be doing a lot of catch up. Prospecting Tip 2: Networking events. Most Chambers have networking events that allow you to mix with other members to get to know them and what they do. In regards to events like this, do not go and try to hard sell someone the first time you meet them. Instead ask them what they do and see how you might be able to help them out. This is a refreshing approach for most people and you will be looked at more favorably than someone who is simply looking for a sale. Here is a golden rule on the chamber, remember that it is not about take,Cheap Charger Jerseys, it's a give and get mentality. The more you give, the more you get. There are also other ways to leverage your local Chamber of Commerce too,Cheap Jared Allen Jersey, all you have to do is look into it. One great place to network and find potential prospects is your local Chamber of Commerce. A Chamber of Commerce is a place where likeminded business people promote business interests. Prospecting Tip 1: Chamber of Commerce directory. Typically Chamber of Commerce have a membership directory that you can access. This will list local business and potentially other information such as industry, size of company,Cheap Josh Morgan Jersey, contact(s) and others. This is a great place to identify companies that might be ideal for your product or service.

And remember: it's not just your own circumstances that are improved by laughter. Laughter, like any emotion, is contagious to those around you, including your customers. Remember the famous Ella Wheeler poem that starts, "Laugh, and the world laughs with you; weep, and you weep alone. For the sad old earth must borrow it's mirth,Cheap Jack Ham Jersey, but has trouble enough of its own." Your positive mental attitude will rub off on your customers; they won't be able to help it! And happy customers are far more likely to buy than gloomy ones. It's been said that tragedy plus time equals comedy, so why not shortcut the system? If you can see that you're probably going to look back on a bad situation and laugh, why wait? Why not "laugh at the world" now? Mandino teaches four magical words that make this easy to do: this too shall pass. If you can always remember that, no matter what's happening for you right now it will eventually pass, you can survive almost anything. Once again, we find that it's all a matter of our perception of our situation and our chosen reaction to it. We can choose to be in a depressing slump or we can do something about it: laugh,Cheap Fran Tarkenton Jersey! Have you ever been in a situation where things were so bad,Cheap Tim Brown Jersey, so depressing, that you didn't know if you could endure any more, then caught a case of the giggles? How did it make you feel? At first it's a little disturbing and you question whether you've lost your mind, then you start to feel a little better. The giggle turns into a hearty belly laugh and, before you know it,Cheap Desmond Bishop Jersey, you're wondering what you were so worried about! Let's face it: we humans are a funny bunch. We're the only ones on the planet with the ability to laugh at ourselves. Why waste this great gift and mope around in perpetual gloominess? Instead,Cheap Andre Tippett Jersey, choose to laugh at the world and bring a little joy along with you wherever you go. "I will be happy. I will be successful. I will be the greatest salesman the world has ever known." "I will laugh at the world." - from The Scroll Marked VII, The Greatest Salesman In the World by Og Mandino What if you don't feel like laughing, though? Mandino provides a source of constant inspiration for laughter: "And most of all, I will laugh at myself for man is most comical when he takes himself too seriously. Never will I fall into this trap of the mind. For though I be nature's greatest miracle, am I not still a mere grain tossed about by the winds of time? Do I truly know whence I came or whither I am bound? Will my concern for this day not seem foolish ten years hence? Why should I permit the petty happenings of today to disturb me? What can take place before this sun sets which will not seem insignificant in the river of centuries?" Is there any ailment in the world that a good laugh won't cure? I don't think so. I mean, the jury's still out on whether Norman Cousins actually healed himself by watching Marx Brothers movies, but I'll tell you one thing for certain: he sure felt better,LaDainian Tomlinson charger Jersey! And that's all that really matters, isn't it? I know that when things are going great and I'm happy, I can be sick as a dog and it doesn't phase me. I to recover a lot faster from any illnesses, if I get them at all. On the other hand, whenever I'm feeling down or depressed, the slightest cold can put me down for days.

Telling stories is a wonderful way of getting,Reggie White eagles Jersey, and keeping your prospects attention while you deliver other messages regarding your product or service. They're great for building rapport, and discovering what messages motivate your client/customer, and what other subjects to avoid. It's your turn to find out how easy it is to weave a story that paints a picture in your clients mind. After you finish making an important point about your product or services and its benefits, follow up with a powerful story about someone who has received its benefits. "Every memorable act in the history of the world is a triumph of enthusiasm. Nothing great was ever achieved without it because it gives any challenge or any occupation,Cheap Felix Jones Jersey, no matter how frightening or difficult, a new meaning. Without enthusiasm you are doomed to a life of mediocrity but with it you can accomplish miracles." -- Og Mandino Now take the next step and paint a compelling word picture that will cause your potential client to want to see themselves enjoying the benefits of what you have to offer. Powerful stories can be used in every step of the sales process. But their real power is in overcoming objections. When people listen to your story,Cheap James Laurinaitis Jersey, they will be asking themselves,Cheap Ricky Williams Jersey, "will this work for me?" Answer that question before it's asked out loud with a power story. Remember,Cheap Karl Mecklenburg Jersey, people buy benefits and they buy what's in it for them. Gather your power stories,Pittsburgh Steelers Jerseys, re-arrange your selling materials as needed and ignite the fire that compels people to buy your product or services.

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