Immediately after this, allow him to fight back and perhaps even get a little insecure. After a while, give your prospect some assurance by telling him you'll turn things around for him. Also say, "no promises",Cheap Malcolm Jenkins Jersey, so it'll keep him in suspense. As he fights for what he (in his mind) is about to lose, you can use this momentum to bring the sale to a close. But don't drive your prospect too hard,Cheap Terrelee Pryor Jersey, or he might get frustrated and walk away disappointed. 2. "...what you're talking about, sir, seems like something we have in our store...let me show you. (Again,Cheap Chris Johnson Jersey, wait for his response,Cheap Arian Foster Jersey, then get him to experience the benefits in his mind...) Unfortunately the stock we're left with has been pre-ordered by a client from New Jersey." 1. "...oh yes, this is what you were looking for,Cheap Champ Bailey Jersey, isn't it? (Wait for his response, then get him to experience the benefits in his mind...) But I remember Mr Kingslee has ordered the last piece and this product range has been discontinued..." The give-take close is one of the most powerful sales techniques we humans know. It employs a powerful psychological tendency to strengthen your prospect's desire for your product. Instead of begging him for his business like other salesmen do, you will now have your prospects running to you. First, you must know what is valuable to your prospect and what they want most. Then package your offer in such a way it comes in line with your prospect's main desire. Alternatively, you can create this valuable item (as a bonus) to go along with your main offer. As you present your product or bonus, get him to experience the pleasure of having it in realty (or at least in his mind). Or get him to feel the pain (physical or psychological) melting away into relieve. Here are two examples of how you can use the technique: In order for this technique to work properly, you must make adequate preparations. What makes this technique so powerful is it appeals to the fear of loss in every human being. Most people will do anything to prevent a loss but will do absolutely nothing to make a gain. Most sales techniques show prospects what they can gain, but few do the opposite. This is one of them. As soon as he starts enjoying the moments of pleasure in his mind, take it away from him. Then throw an obstacle before him. If he retorts and wants the shiny object badly, make him jump through hoops to get it...let him to do some work to have it. This step is crucial, for a prospect won't bite at your initial offer unless it is desirable. So take pains to make sure this is done. Some salesmen have this technique backfire on them when their client finds out later what they said wasn't true. So for this technique to be effective,Cheap Terence Newman Jersey, everything you say (discontinued product line, last piece in the warehouse, whatever...) has to be true. Otherwise your customer will feel cheated and promptly ask for a refund. Five minutes later, you're back with papers in hand, announcing the good news. Smiling from ear to ear, Mr Prospect promptly begins to sign on the dotted line and eagerly whips out a cheque to make payment.

Wholesale business is one of the businesses which are more important than the others. In order to see how,Cheap Albert Haynesworth Jersey, we will take a bird eye view of the supply chain of wholesale business; in it the manufacturer is producing the product and then wholesaler is buying that product in bulk quantity and then selling it to retailers which in return sell it to the end consumers. In this supply chain every part is looking equally important and has its own significance but if detailed view is given,Cheap Jermichael Finley Jersey, then wholesaler's role becomes quite prominent. The link between manufacturer and retailer seems very difficult without wholesaler because everyone has its own specific field. If we take an example of manufacturer,Cheap Ron Jaworski Jersey, it has its own work to do which is just to produce the product and then store it in his warehouse; he doesn't have time or know the contacts of retailers. Likewise the case of retailer,Cheap Mike Ditka Jersey, his work is to supply goods to consumers,Cheap James Starks Jersey, he even doesn't have time to leave his shop to go to manufacturer who is located very far probably in other city or in any other country. So here comes the wholesaler. His work is to get products and goods from manufacturers and then sell them to retailers. Wholesaler facilitates both manufacturer and retailer and has benefits for everyone linked in this chain. Manufacturers get benefits from wholesalers because wholesaler is purchasing goods in bulk quantity which retailers can't. On other hand,Cheap Deion Branch Jersey, retailers or suppliers are also getting benefits from wholesalers because they are getting less quantity of things at bulk quantity rates. Obviously wholesalers have profit margin in it but still they are facilitating both parties. In current era there are only two kinds of people. One kind is those who are doing jobs and own no private business. The other kind are those who own businesses whether private or with partnership. Business men are mainly the people who bring money to their economy. Business is a legally organized organization designed to provide goods or services to both consumers and other business parties in exchange of money. There are different kinds of businesses which are linked together to form a chain. In the business chain every component has its own significance and importance which cannot be neglected. However there are some businesses which have rather more importance and give more benefits to sibling businesses.

Don't think that maybe you are getting too personal with him; people love to talk about their problems,Cheap Laveranues Coles Jersey! If you can come out with the best solution to his problem, after spending some time listening,Cheap Steven Jackson Jersey, and not just talking, then you will more than likely have a sale. Remember you are not pitching your product; you are helping your prospect to make a decision. You are doing your best to solve his problem and he will soon realize that is what you are trying to do, then he will begin to trust you and appreciate what you are doing.  Then you can decide what would be best for him and steer him to the appropriate product or service. The correct technique is to be aware of all these objections before you start and address them during the sales process early on, so you will never have to ask a What if question.  There is a deep psychology behind selling effectively, so you must try to get inside your prospect's head before he comes up with objections. Always let the prospective customer feel like he is in control and never pressure him. Of course there are certain questions you will have to ask to get a direct yes or no answer, but be careful. Make your prospective customer comfortable and let him feel like he is driving the conversation, while all the time you are going through a gentle process of eliciting what he really wants,Cheap Michael Irvin Jersey, and this method can apply to just about any product or service. If you are in direct offline sales,Cheap Patrick Robinson Jersey, do you have any tips you can add? We would love to hear from you! What if I told you this kind of question should be avoided? My personal response to the above question would be something like "I'll think about it." To many the above question is too direct and too pushy. A What If question may work occasionally and clinch the deal, but there are far better sales techniques you can employ without asking these confrontational questions. The above "What if" sales technique is rarely effective,Jason Taylor dolphins Jersey, especially if you are trying to deal with a customer objection, it is an amateur technique that causes more problems than it can solve and if you do have to ask a What If question,Cheap Derrick Burgess Jersey, your sales technique is at fault. Make your customer or prospect think by asking good quality questions. What is a good quality question you may ask? Basically anything that makes him think about the benefits of your product or service. With the right techniques you can make your prospect sell to himself! It isn't easy, but once you have developed a systematic sales technique that includes addressing all major objections during your conversation, you will find that your customer will only be asking questions like "When can you deliver it?" You should be asking him better questions, and finding out what his exact needs are.  Many people haven't a clue what they want, while others have armed themselves with information and questions before they enter the door. Like a boy scout, you have to be prepared. "What if we matched our competitor's price, would you purchase it today?"

It was common to have someone from the committee remark how similar the presentations were. In fact, one gentleman challenged the group, "If you recorded every presentation that day and bleeped out the company names, who here could tell the difference between the presentations?" Upon momentary contemplation of the question, there was a wave of laughter that swept over the room. After much discussion it was agreed that every presentation was remarkably similar. Same tone,Cheap Anquan Boldin Jersey, same style, same general information with very similar 'here's why our customers choose to do business with us' commentary. The reality is that pre-sales interactions with virtually any reputable company are very similar. There is very little chance to separate yourself from your competitors with words alone. The salespeople that enter a business looking to extend or begin a b2b relationship are good-looking, articulate, well-trained,Cheap Julian Edelman Jersey, personable folks who are comfortable in business settings communicating with other professional business people. Yes,Cincinatti Bengals Jerseys, there are minor differences in personality types and corporate culture matches, but generally, professional salespeople can make the client comfortable with them on a personal level fairly quickly. The days of a corporate representative's stereotype being overbearing, pushy or crass are largely over. Why do buyer's focus on the seller's post-sales behaviors? That one's easy. Because that is were the good salesperson pulls away from the pack. Pre-sales skills (selling features and making promises of post sale support) are easy to learn and express by most people. But having the power and influence to see their promises through are not so easy. So if most salespeople look the same before the sale is made (in the courtship phase if you will), how do buyers decide with whom to do business? Professional decision-makers use a formula to predict how well the salesperson will support them after the sale. That's right,Cheap Wes Hopkins Jersey, buyers focus on what happens AFTER the sale. In fact,Cheap Keith Bulluck Jersey, that's the real lesson I learned as a professional with buying authority: every salesperson knows how to make promises. It is the exception that can prove they have the internal influence to see them through! Successfully position yourself as a person that can benefit the buyer after the sale is made,Cheap Larry Fitzgerald Jersey, and you'll set yourself apart from the competition and improve your sales results. And that is the disconnect between most sales training and the sellers subsequent performance. The salesperson is taught to focus on one-to-one communication styles, presentations and pre-sale meetings. The buyer is judging them on how well they predict the salesperson will perform after the sale is made. Two completely different scales. And that's the rub with professional salespeople. For the most part, the individuals on any sales team can easily move to a competitive sales group and you'd never know the difference. In fact, I was involved in numerous committee style vendor review panels. In these panels, a representative group of our cooperatives' decision-makers would hear presentations from up to six prospective vendor teams in a single day. At the end of the day our committee would have dinner together to 'download' our impressions of the days presenters.

To give you a better idea of what can be done, here are a few existing examples in the past few months: A small metal molds manufacturer was offered a market in the aerospace field by an intermediary. The company had never thought of diversification, but the intermediary was familiar with this sector,St. Louis Rams Jerseys, and they were offered to enter this market because they had the technology and machines to meet these new demands. This diversification is today 40% of their turnover. An architect had been offered various sites by an intermediary retiree who had kept a great network in his region. An American intermediary offered to reference a French winemaker to a huge chain of department stores because he personally knew by the buyer. Job centers,Cheap Scott Bernard Jersey, temporary employment agencies, recruitment firms,Cheap Jeremy Maclin Jersey, website listings... you have all tried in vain to find a job or earn more money with an additional income with more or less success. Yet you have the right skills,Cheap Laurent Robinson Jersey, background and knowledge... Put those strengths to your advantage and become an intermediary. The concept is based on people, their networks and on their ability to share and contribute new ideas in exchange for compensation through commissions. Part 2 - From the individuals' point of view Business referral is a great business plan to leverage your network and income if you know how to use your knowledge and skills. The purpose of these networks is the key to helping you achieve that. This activity can be home-based for some types of deals, and a salary supplement depending on the time spent. Above all this activity can become a full time job depending on the type of relationship you have established with the companies and partners you've encountered. Whether you are employed, unemployed, retired, student, a professional sales representative... You can become an intermediary from the time you have a network and expertise to offer to companies. Because everyone is a potential intermediary, development opportunities are endless. Occasionally or on a more structured basis,Cheap Lofa Tatupu Jersey, develop your network, your experience and make use of your free time. Becoming an intermediary is a great way to increase your revenues. Being an intermediary might also be another step in your job hunting. Use your network and developing it is an essential on going process for you to open up to new horizons,Cheap Darrelle Revis Jersey, while generating additional income. By now you've understood that business referral networks is an unlimited development tool not only for companies, but also for individuals seeking to strive in business- so try it yourself!

Now let's analyze the numbers for a minute. 1000 business cards will cost you around $100. If your goal was to pass out 1000 cards every 3 months, that is only 10 cards per day. It is said your ROI (Return on Investment) should be 7%. Let's be a little more conservative and say our ROI is 1%. This would turn 10 new customers into clients every 3 months or 3 new clients per month. You could go as far to say this would generate 40 new clients a year. Wow! The cost of business cards is lower than any other marketing or advertising cost and should be taken advantage of. This is the fastest and most cost effective way to generate leads and referral business. Add this to your written goals and watch your sales skyrocket. Pass your business cards out to everyone,LaDainian Tomlinson charger Jersey, and I mean everyone. Your waiter when you go out for dinner, the Dry Cleaners,Cheap Jeremy Maclin Jersey, the shoe repair person,Cheap Jimmy Smith Jersey, the teenage working behind the Taco Bell counter (Hint: His parents might be in need of your services), and the cashier at the grocery store. It then dawned on me; the more people that know what you do for a living, the better your chances are of people requesting your services. I added this to my goal setting list,Cheap Mike Bell Jersey, whereby I decided to pass out 1000 business cards every quarter. It can be said best by saying direct sales is a "numbers" game. Anyone in direct sales, especially commission sales, knows the more sales you make, the more money you make. This discussion will evolve around the real estate profession. However, the technique using the power of the business card may be applied to any direct sales industry. New sales people may find selling a product or service even more challenging. They have not built a reputation and usually do not have the marketing dollars to spend on marketing and advertising. It also becomes very costly to market or advertise in publications, magazines,Cheap Chester Taylor Jersey, or newspaper ads. In order to sell a product or service, the customer must be aware that you have a product or service to sell. There is an old adage, "You cannot sell a secret", and it holds true in almost any industry. The following story will amaze you. Twenty years ago when I first began my real estate career, I received tickets to the Super Bowl game. When I arrived at the game I sold my $75 ticket for $1000. I could not resist,Cheap DeAngelo Hall Jersey! I did not want to return home so I went out to the trunk of my car and pulled out a box of 1000 business cards. I returned to the long lines and started passing my cards out. In a few hours I passed the entire box of cards out to fans. Over the next 10 months, I quadrupled my sales and made over 6 figures, just from those 1000 cards.

More information on Sales Techniques here.,Cheap James Harrison Jersey The benefits of a strong sales mindset are numerous. Most importantly is a subtle shift in perspective,Cheap Randall Cunningham Jersey, which provides a meaningful change in results. The average sales professional sees his own profession in a negative light. He hears the media grumbling about some unscrupulous group of people who called themselves sales people and instead were no better than common thieves. The average sales person does not have the proper mindset in which they know the truth about the sales profession. Once the average sales person takes on the proper sales mindset, his or her confidence increases dramatically from the understanding that you truly make a positive difference in the world. The word SALES in fact originally meant "to serve"... such a striking difference from today's popular opinion of a sales person. Still this is the proper mindset to adopt. From my consulting and training I have uncovered the useful fact that the best sales people believe with all of their hearts that they aren't selling anything. They actually believe that they are solving people's problems. If a prospect doesn't have a problem that needs to be solved then the best sales professionals, after wishing the person a good day, move on to the next person. The most successful sales people have an absolute passion for solving problems. They truly want to help people achieve their desired state and be rid of the problems that are plaguing them. There is a specific mindset that a person needs to develop in order to embody the best sales mindset. Having the right mindset gives you a structure on which to stand. The right sales mindset is like the foundation of a house. If you have a solid foundation the floor may creak, the house may shift and settle; but it will stay standing in a storm. The house with a poor foundation, no matter how thick the walls, will eventually fall. Far better to deal with creaky floors than no floors at all. Unfortunately, most people find themselves in a sales position without having the proper sales mindset. That re-framing of the model by which I sold, going from a pushy hard sell to a consultative approach, made all of the difference in my sales and persuasion skills. In one job I even realized I didn't believe in the service enough to keep selling. I had to change jobs to sell a service that I truly believed in. It was by changing my belief that I was able to release the limits on myself that were holding me back. To develop the sales mindset is to decide that you are a world-class problem solver. Deciding that you are a problem solver allows you to believe in your good nature and fundamental helpfulness in spite of a prospect's resistance. In fact,Cheap Marshall Faulk Jersey, when a prospect does have resistance, by believing that you are solving problems, you will continue to persuade knowing that your message is true and valuable. The question I had, of course, was how could I achieve this mindset in myself and in others? What I realized is this mindset is already ingrained in all of us. Throughout human cultures people feel good when they are helping other people. The answer was to stop fighting this natural mindset and embrace it instead. I let go of the feeling that I had to sell everyone I met on my product or service and instead sell it to the people who needed and wanted my help. A good product or service does not sell itself. However, a sales person, who genuinely wants to help another person,Cheap Antonio Brown Jersey, makes it seem so effortless it's as if the product or service sells itself. I now make a profit helping people and I am proud of that fact. When I first started selling,Cheap Matthew Stafford Jersey, the part of me that wanted to make lots of money and the part of me that wanted to help people were separate. By switching my mindset to the correct sales mindset,Cheap Brett Keisel Jersey, I realized that the two concepts were actually one and the same.

Add something for a better price on the add-on. Added on products can be offered for a reduced price instead of free. For example, if you sell men's clothing,Cheap Giants Jerseys, buy a suit and get the shoes for half price. Nobody is going to come back later for shoes and say that the price is twice what it used to be. When selling, it's easy to drop your price, but selling by lowering your price is a mistake almost every time. In a slow economy, whether it's local or national, dropping prices is easy to justify. But here is why you want to do everything you can to not drop your price. When you drop your price for any reason,Sideline Black United Jerseys, it becomes the new price. No justification will sound reasonable to your customer when you raise the price back up to where it "should" be.Here are ways to avoid lowering our price; Change the offer. You can offer a slightly different package of items, or a slightly different model for the same price. It isn't that people have no money. It's that they feel like they need a better deal for their money. Just give them what they would see as a better deal. Do not artificially increase your price, just to take money off. These should be real offers that provide real value. That is selling. Offer free services or an extended warranty at little or no cost to the consumer. An extended warranty offered for free is a good inducement,Cheap Chad Greenway Jersey, and feels like a lower price. In fact if you give the price with the extended warranty built in, and then lower the price to your regular price without the extended warranty, you are giving the customer the feeling of a lower price with little out of your own pocket. Later,Cheap Tim Hightower Jersey, when you no longer include the warranty for free,Cheap DeSean Jackson Jersey, your price will remain unchanged. Change the terms. If you add a longer payment term, it will lower the monthly payment (or account billing terms). It will feel to the consumer as though you are offering a better offer, even though you are really just giving better terms. But three get one free. If they buy in greater quantity (at one time) they get a discount on the last one they buy, or get it for free. This offer can be discontinued later,Cheap T.J. Ward Jersey, without the price being compromised for one. Add something for free. As long as the price stays the same, you can give something away as a premium to make the offer look more attractive. Adding something for free makes it much harder for a customer to ask for a lower price. The big reason you do not want to lower your price; The customer will then know that you will lower the price. The price becomes flexible in the prospect's mind. Once the customer sees that you will lower your price, they will negotiate everything they buy from you. I hope this helps.

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Most people struggle to sell because they can't tell people in an easily understandable desirable way what problems they solve or the solutions they sell. How would potential buyers know you do these things? Would your current buyers say you do these things? In either case, how do you know? Todd easily wins the race because Todd was the only runner who focused on taking action. Todd knew if he just picked one foot up and put another down he'd finish the race. What he didn't realize was focused action concentrated on right action will always win the race. Do you know why so many people struggle to sell? It isn't because they can't close the deal. It isn't because they don't work hard enough. It's so easy to get caught up in all your to do's. It's so easy to keep your focus on the next thing rather than the most important thing. The hard thing to do is to step back and take a hard look at just exactly what you're doing, how you're doing it, and the results those actions produce. When it comes down to it you can sum up your sales success in 3 S's. If you do just these 3 things correctly you'll enjoy sales success: Solve problems Sell solutions Serve clients What are your current sales results? How many clients do you have? Race day Todd gets in position to run, Travis keeps changing his shoes,Cheap Dexter McCluster Jersey, and Tim keeps asking others for ideas. When the gun goes off Todd leaps from the starting block sees nothing but the finish line and runs with all he's got. Travis tries changing his running techniques as he watches the back of Todd's head. Tim doesn't leave the starting block because he can't decide what to do. How many future clients are advancing in your sales process? Three rabbits prepare to run a race. Travis researches running shoes and running techniques. He tries different shoes and different techniques never sticking with just one always switching on and off. Tim researches everything he'll need to run the race. He talks to other racers asking them how they'd approach the race. Todd just runs every day. How will you close the gap between the results you have now and the ones you want? What actions must you take? When will you take those actions? How many times have you caught yourself making things more complicated than necessary? How many times have you caused yourself headaches because you made things harder than they are? How often do you step back and review where you are,Cheap Dolphins Jerseys, where you're headed,Cheap Tom Jackson Jersey, and how you'll get there? Perhaps today is just as good a day as any to step back. If you've answered these questions with actual numbers,Cheap Deion Branch Jersey, as you should have,Cheap James Laurinaitis Jersey, then you also have a good idea what those numbers should be in your opinion. The two numbers aren't the same,Cheap Trent Edwards Jersey, are they? If they are, then perhaps it's time to stretch and achieve greater results. How many potential clients are in your marketing funnel?

Advances in web technology make it no longer necessary to install and pay for software for each computer an operator will use to respond to live chat. The problem with these older solutions is that the costs can increase quickly,Cheap Santonio Holmes Jersey, software will be often out of date,Cheap Greg Jennings Jersey, IT help is needed to install each package and make it work correctly and operators are required to use one machine each to interact with customers The best chat software for business will provide a pre-determined way to determine when a website says that "operators are available" or "click to leave a message". Administrators should be able to choose if the company has after hour's operators available or weekend support, and when those times are. A good system will only provide chat to visitors when a real live operator is logged into the system regardless of pre-set hours of operation. This is true even if operators are available to chat with visitors via mobile devices. 5: Are their hidden costs for features or does the software provide everything for a single price? 3: Does the operator interface provide a way to speed up chat with prepared answers? The ability to chat live with website visitors has become a great way to answer pre-sales questions and provide support for many small business web sites. Choosing the best live chat software for a small business web site can be confusing,Cheap Derrick Mason Jersey, based on the wide range of options and prices for such products. Here are five questions to ask before selecting the best live chat solution for a web site. 1: Does the live chat solution provide a way to answer chats when you are away from the computer? Some solutions provide for a chat operator to respond to website visitors from a mobile device such as a smart phone. 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There are other packages that provide a high level of marketing gloss around the same basic features as less expensive systems at an expensive al a carte pricing scheme. Providing a way for customers from London to Tokyo to chat live with your company can quickly increase sales and decrease shopping cart abandonment. Choosing the best live chat solution for any company has become an easy and affordable process due to new cloud based services. Now any company can stay in touch with their customers from anywhere in the world just as if they had a show room in every location their customers are. A web-based live chat solution will always provide users with up-to-date software,Cheap Miles Austin Jersey, give operators the ability to log-in from any web browser (even a public one) securely and provide multiple logins for a much lower price. Web-based or cloud live chat software can be used by operators no mater if they are in New York, Los Angeles or Miami without anyone needing to visit the site and install the software. Choose a live chat software solution that provides an easy way to give operators answers to common problems and standard company positions to tough questions. Solutions can provide a detailed knowledge base that the company can easily grow over time as problems are solved, ways to search previous customer chats to answer current questions or simple responses to speed up chat when an operator needs to interact with multiple site visitors simultaneously. Obviously this type of interaction can be over done and feel robotic if it is over used,Camouflage Realtree Jerseys, but common responses such as "give me a second and I will look up your record" can be efficiently stored as text and inserted into chat. The steps to take in choosing a package are to determine how many operators you will need to give access. Look for a software solution that provides a free trial period for live chat that can give you a good sense of how well the software works. Make sure the solution does not require a long term contract in case you find a better solution in the ever changing world of software. 4: Can the business determine hours of operation for live chat within the software and how sophisticated are the settings. 2: Is the chat software web-based or will the businesses need to install operator software on specific computers.

The act of selling goes beyond the exchange of dollars for products or services. This is truly a profession where as Jeb Blount states in his most recent book,Michael Jenkins vikings Jersey, People Buy You. If you are not around,Cheap Patriots Jerseys, leave before your potential customers can know you and then buy you, no wonder so many sales leads and unfulfilled selling efforts are left withering on the vine and then turn to dust. For example, sales quotas, targets or goals are usually set based on past historical experience. For the business or organization to grow, these baselines must also grow as well. However given that most sales (80%) are made between the fifth and twelfth contact and 80% of all salespersons stop after the third contact,Camouflage Realtree Jerseys, again demonstrates that only a few truly want to sell. Yet finding good salespeople still is a challenge. The problems are many from a lack of specific sales skills to poor management to even misaligned operational policies. However,Cheap Earl Campbell Jersey, the major problem probably resides within each individual. Personal accountability Common sense Self starting ability Attitude toward honesty Personal commitment Realistic personal goal setting Relating to others Evaluating what is said Problem solving Flexibility During the last 10 years I have been approached by many people who say they want to sell, but as the conversation progresses what they really want is either a steady paycheck. With sales research still suggests that anywhere from 30 to 70% of all sales targets are not achieved only further reinforce that far too many salespersons truly do not want to sell,Cheap Ndamukong Suh Jersey, but only want the paycheck. Material possessions Personal relationships Self improvement Sense of belonging Sense of mission Status and recognition Along with these top ten talents requires having at least two of these six motivators integrated within pushing the grand total to 12: Sales people are necessary for any business. These individuals bring in the revenue from which salaries to operational costs are paid. With some good planning, there may actually be some money left over (profits) that can be reinvested. Wanting to sell starts from within and is unique to each person even though the results may not be. Having a paycheck goes beyond talents and is truly identified by what motivates a person to increase sales. Since motivation means to come from within,New York Jets Jerseys, then by knowing at least two of these motivators plus the other 10 talents, will help to identify those who have the passion for selling from those who just want the paycheck. As in any professional endeavor, you must want to be the best at your craft. Just to collect a paycheck is not the reason to enter the arena of selling or any other industry or position. And you must have both motivators and talents to excel allowing you to avoid becoming one of those who just wants a paycheck.

Sure,Cheap Jacoby Jones Jersey, you might get a bite. But it's rare. So rare in fact that if you add up the numbers you will find that you're better off doing more productive things -like selling to interested prospects. If you get one sale out of a hundred calls then your success ratio is 1%. My hat is off to you if you're achieving a 1% success ratio through cold calling. Nobody can tell me that if cold calling results in a failure 99% of the time that it's an effective method of getting new customers. Today's age of modern technology and new economics reveal business leaders who are often forced to increase performance with fewer resources. One of those new 'modern technologies' is a call display unit. Most business people will simply not pick up their phone if they don't recognize the number calling them. And don't think for a second you can outsmart them by using a number block feature, because when that shows up on your prospects' call display screen they will know you're just trying to hide your number for some reason or other. Not the best foot to start a new relationship on. Relying on cold calling is NOT a strategy,K.Williams vikings Jersey, nor a plan. As the old adage goes: If you don't have a plan then you plan to fail. Pounding the streets. Banging on doors. Cold calling. You need other methods of getting your word out through effective marketing techniques. Cold calling is a marketing technique where you're calling one company at a time using an outdated mode of communication. Cold calling is a very inefficient way to get your message across while irritating the prospects from whom you want to gain respect and interest from. Your marketing techniques need to follow a strategy that fits your business, and a cold calling strategy most likely does not provide that fit. Your prospects are also busy. Most likely VERY busy. To be ambushed by a salesperson trying to qualify them or strong arm their way into an appointment only angers and frustrates them and they will push you away. What's even worse is if you've been trained to use silly openers like "Hello Ms X, are you interested in saving money?" "So tell me Mr. X,Cheap Jason Witten Jersey, what keeps you up at night?" not only insults their intelligence but will get you black listed very quickly. So stop doing it. These are the words that make most salespeople cringe,Cheap Chris Ivory Jersey, but there are a few who perform these tasks almost as a badge of honor. I can hear them now. "You gotta have the guts to get out there and call on people! You gotta make it happen,Cheap Jack Ham Jersey!" This folks, is true grit. So grab your mirror, put it on your desk so you can make sure you're smiling and dialing! This is of course,Wes Welker raiders Jersey, the way you radiate positivity and a comforting warm glow to your prospects in order to make them more receptive to your selling efforts. Whatever. I am here to tell you not to cold call. Period. Cold calling is not an effective strategy to attain new business fast enough to hit your quota. You're an expert at what you're trying to sell into the marketplace and your time is far more valuable spent in front of interested prospects rather than cold calling. Here's the dangerous part: One of your tasks as a salesperson is to position yourself as an expert in your field. If you're an expert then your prospects are going to be wondering why you have nobody to sell to and relying on cold calling to get business. This can also be very damaging to your credibility.

Here is a SAMPLE approach. (This needs to be planned, not canned.) Once you ask your initial question that gets a pain indicator response, e.g., "I'm unhappy with...", you say the following: "Tell me more about that."(Ask in a nurturing way and then don't say anything. Let them respond. "And?" (Ask like it's a question- they will keep talking.) "How long has that been a problem?" (Don't step over your own question. Ask it and don't say anything. Let them think. Don't be tempted to talk just because there is silence.) "What has your current vendor done to help you with this problem?" (If they say "Nothing",Cheap James Starks Jersey, then you should respond with,Cheap Rey Maualuga Jersey, "Hmmm, I wonder why.") If they indicate that the current vendor has done something, you should respond with, "How is that working?" (Keep in mind if it were working you wouldn't be there.) "How much will it cost if you don't fix the problem?" "Is the problem bad enough for you to undo your current vendor relationship?" "Do you want to fix the problem?" (Assume they say "yes") "Are you sure?" "Suppose (Magic word) we could fix the problem, what would happen next?" You must have the ability to listen carefully to what the prospect is saying because that will lead you to your next question and will help you get closer to the emotion associated with the problem. Remember, you are trying to get to real emotion because this is what will motivate the prospect to buy. And, if there is not enough emotion, you don't have a real prospect. Of course, qualifying for money is equally important, and you will want to make sure there is a budget for solving the problem. Step 3: If you are unable to qualify a prospect for mental anguish to solve a real and immediate problem with real available money,Cheap Eric Berry Jersey, then it's time to move on to the next prospect. Don't waste your time trying to create a buyer where none exists. Unfortunately, most salespeople keep non-prospects in their pipelines when they should be eliminating them. These non-prospects take up time and energy that should be directed in finding new contacts, qualifying real prospects and selling. Most salespeople, when they uncover the initial indications of problem, stop digging and go immediately to the solution. At this point in the relationship, this is inappropriate since you won't yet know if the problem is big or bad enough to motivate the prospect to take action or if they even have a budget. I know you know to do this by asking questions. But, the Rule of 3R needs to be applied: Ask the Right question, the Right way, at the Right time. If you do this, you will help the buyer discover that they have a problem and that they want to fix the problem. Then they will ask you if your product or service can make the problem go away. Drill down. Get more information. Get them to continue talking about the problem. Get them emotionally involved. Step 2: Once you have a list of prospects and appropriate decision makers and you get the opportunity to meet,Cheap Nnamdi Asomugha Jersey, you must begin qualifying for severe mental anguish - the prospect's motivation to buy your product or service. This is tricky. You will have to get past the rhetoric that invariably accompanies initial interviews. You will have to drill down past the first indication of a problem (pain indicator). Sometimes we need to remind a salesperson that "You are not a Quote Jockey. You don't make commissions on quotes. You don't need the practice of quoting. You don't need to help the current vendor by supplying the buyer with your information. You don't need to make the buyer smarter. And you don't need to waste your time, your effort or the resources of your company quoting on something that you have less than a good chance of selling." So,Darrius Heyward-Bey Jersey, stop quoting and start finding sales prospects that fit the profile of your ideal client. Start qualifying these prospects for "severe mental anguish"- the motivation to buy your product or service. Start qualifying them for their motivation to leave their current vendor relationship. Start qualifying them for their sense of urgency and ability to invest the resources required to buy. How do great salespeople do this? First, by focusing on the right prospects. Second, by asking the right questions. And third,Cheap Panthers Jerseys, by going to the next prospect when they find one who doesn't qualify to do business with them. Step 1: If you don't already know who you should be selling to, you need only look as far as your book of business (or the book of the most successful salesperson you know) and determine which clients make you the most money with the least amount of time and energy.

When convincing the CFO (Chief Financial Officer) that corporate sales training is needed,Cheap Adrian Clayborn Jersey, the first thing you should do is research your subject well so that it can be put across in terms that show it will generate a profit. The word profit is the key here. When they hear this word,Cheap Patrick Crayton Jersey, the attention is captured. A misconception among CFOs is that sales training programs are a waste of time and money. Make sure your meeting is an interactive one that shows the benefits of learning new methods,Cheap Matthew Stafford Jersey, tried and true methods, and the way that the employees react to the training methods. Since you are a salesperson, use your best sales pitch to get to the CFO and make them understand how imperative these training meetings are to your company. Help them to understand the need is definitely there and the profit that can be generated through using them can increase dramatically. There may be a solution to the problem is you invite the CFO to come along. Let them see what is covered in the corporate sales training and if you are using the right one,Cheap Dwight Freeney Jersey, they will see the benefits right away. Steer clear of the boring,Cheap Shonn Greene Jersey, old-time corporate sales training that included the long-winded speeches and putting everyone to sleep. This will definitely not convince your CFO that this training has anything to do with generating profits for the company. Another good point to emphasize is the number of customers who made a purchase before the corporate sales training was undertaken and the number afterward. Hopefully this number is going to change dramatically if the right training method was utilized. When it does, the difference will speak for itself and your CFO will see that this training does indeed improve profits within the company. Put together an impressive pitch to show your CFO the revenue that can be generated before the corporate sales training is used and afterward. Seeing the difference in this may be all it takes to convince them this is a necessity to the company if they want to generate a profit. The facts on paper in black and white are more likely to be something they understand since this is what they deal with most of the time. However, this is just not true. If you let them know how much more efficient a sales team can be after a corporate sales training event they are more likely to see it in the light that you see it. The efficiency means more sales and in turn more money. When a company does not use the sales training budget they have,Cheap Devery Henderson Jersey, they may lose it which is very counterproductive to your sales team. Using new corporate training methods can be beneficial to the company and it can help you to achiever the results you want as well. The CFO, who has the best interests of the company at heart, will undoubtedly see the value behind the corporate sales training. It should not be hard to convince them of the need for this training if they see what is going on from within the meetings themselves.

Let me share with you a story about two boys who are starting the first day of their senior year in high school. On the bus ride home after school, the one boy says to the other boy: "Wow. You should see this girl I met today. She is gorgeous and I am going to kiss her by prom night." The other boy says,Cheap Troy Aikman Jersey, "Sure, but you should see this sweet chic I met,Cheap Jeff Reed Jersey, she is so hot; I'm going to kiss her by Friday night." In any market there are early adopters,Cheap Derrick Mason Jersey, and there are other companies who are not so quick to make decisions. There are also tell-tale signs you can learn to quickly identify prospects at a distance to zero in on which is which. If you are landing potential prospects but they are not closing when you need to close, then it may be time to take a look at additional training materials or solution selling techniques which can give you the tools you need to focus in on the prospects that your market requires. Think about that. They both want the same thing, right? They'll both go through a similar process. They'll get to know the "prospect" and make their pitch and woo them into closing the deal. But one boy has a timeline of this week, and the other boy is going to take all year. So be sure that you are armed with the skills,Cheap Darren Sproles Jersey, sales training and knowledge to discern whether prospects will be early adopters or late players; take the time too to examine your market so that you can prioritize the ones that make sense for you. If you are looking for deep relationships that have real staying power, then aim for that flavor of customer. If you are trying to close deals at a rapid rate,Kurt Warner rams Jersey, you probably should not be calling on the kind that are going to take you all year to close. We all want to move deals along at a faster clip. Closing deals quickly frees up more time for hunting new prospects, making more calls,Cheap LaMarr Woodley Jersey, landing more sales, raising the bottom line and increasing sales success. The purpose of this story is not to judge which situation is better. The prom night girl could be the find of a lifetime and the other girl may not be around in a month -- who knows. The point is that you should prospect the type of customers you want -- not just any prospect.

It is therefore evident that if you do not trust anyone doing business with you, there will always be the fear that you are being taken advantage of and will try to drive as hard a bargain as possible. All these fears are built on the assumption that the information you are being given is neither correct nor reliable. This however gets even more complicated by another layer of deception. Here,Cheap Peyton Hillis Jersey, each of the parties tries to 'call the other's bluff' to see how far they can push each other. The idea is 'don't quit until you draw blood, for that is the only test of truth.' The end result is that the better of the two 'actors' wins the day. The credibility and cost of a university degree is driven by factors such as the expertise,Cheap New York Jets Jerseys, research achievements and international standing of their faculty, the sophistication and state of the art of their facilities, access to as well as size and quality of libraries, data-banks,Cheap Ed Reed Jersey, rare documents for research,Cheap Lyle Alzado Jersey, research laboratories and other facilities as well as the quality of campus life and opportunities for professional and social development, etc. "Yes, But..." and the bargaining cycle begins." No one can operate at a loss for very long without eventually going out of business, so what normally happens is a systematic 'cutting of corners', at first in less obvious places and later in as many places as possible. The result is that as quality is driven down, both the suppliers and the customers pay for the consequences in terms of more financial losses. This brings me to the third, and final point I plan to discuss in this analysis - ignorance of the variables affecting the product or service area. What I mean by 'ignorance' is the total lack of information about what drives prices in a certain industry or service area. It appears that people in many third world regions have a 'passion for bargaining on price'. Unless they bargain intensely over the price of a product or service, they feel they have not done their duty as 'smart business persons'. The question I would like to explore is how to assess prices and how to get the best value for your money through pragmatic analysis and negotiation as opposed to irrational bargaining. Let us first tackle the issues related to 'lack of trust'. This is an area that taps deep into the psyche and culture of a specific region. For many centuries survival probably depended on how good one was at hiding their true beliefs. This is even reflected in many of expressions and proverbs that celebrate 'cleverness' and 'deception'. How? Goods don't last as long as they should or do not perform as they should. 'Services' become more cosmetic and as a result do not provide the desired outcomes. As time passes, the financial impact is felt on both sides. Many suppliers will go out of business and the customers will have to pay several times over to repair or recover from the impact of the poor quality of products or services. As we examine the issues involved, I would like you to keep in mind this quotation from a source I cannot recall: "There is nothing that another man cannot do a little worse and sell for less." Such relationships must be built around intelligent, well-studied negotiations based on the necessary specifications for a product or service. YOU GET WHAT YOU PAY FOR AND SOMETIMES EVEN LESS This is what results in 'value for money' where the cost will certainly be optimized and could even be less than what would come from 'bargaining' as opposed to negotiation. Unfortunately, such awareness is only to be found with quality conscious buyers and suppliers. These individuals understand the consequences of looking at price as the only criteria upon which to base a buying-selling decision. In brief, the 'arm wrestling' over price rather than 'value for money' hurts both the so-called 'winner' and 'loser'. It is appropriate here to mention that 'value for money' means that you recognize that you must look closely at what goes into the delivery of a high quality product or service. You also recognize that each level of quality comes with a different price tag. Bargaining is of course a 'win-lose' equation. The party with more muscle usually wins especially during an economic depression. So what? A gradual and steady decline in quality, proportional to the erosion of profit is the result. The second cause of misunderstandings related to money comes from confusion between price and value for money. Now I am sure you are all saying, "But that is obvious! Is there anyone who doesn't know the difference between 'price' and 'value for money'?" It is then up to you to choose how important it is to have the appropriate level of quality for the product or service you are buying. You must then make sure that is exactly what you are getting in exchange for your money. This can only be achieved through 'negotiation' and educated evaluation of the features and benefits of the product or service under consideration. However such a relationship between buyer and supplier presupposes a minimal level of awareness of how to judge good or bad quality. The cost of services is driven by the degree of customization and individualization, the qualification, experience and skill of the staff delivering the service,Cheap Colts Jerseys, the reliability of the tools, instruments or software products used in the delivery of the service and the degree to which there is long-tern support and commitment after the initial 'sale' of the service. The answer is 'yes'! If they know the difference, then they are doing an extraordinary job of hiding their wisdom. The usual response to any price quotation is: "Why is it so expensive? X or Y is much cheaper." And even when given a detailed, factual answer to that question, they will still answer: "But 'so and so' is really much cheaper." Price is the only indicator for the ignorant,San Francisco 49ers Jerseys, the greedy and the poor. It is not the only condition upon which wise, long-term supplier-customer relationships can be built. In fact, the three critical areas at the root of this bargaining behavior are: 1) Lack of trust based on the assumption that all fellow citizens are liars and/ or thieves unless they are simple-minded. 2) Price is what matters most. 3) Ignorance of the variables affecting price in a service or product area. For example, the cost of a product is driven by the depth of design, the nature and quality of raw materials used in manufacturing, sub-assembly parts, manufacturing processes, labor costs and public image among others.

So many times when faced with a sale or marketing opportunity, lawyers pitch themselves as the decision points for closing the sale. "I am a successful and experienced trial attorney." "I have a terrific track record." "I can do more for less." Then you hand over the high-priced brochure with more about you,Cheap A.J. Hawk Jersey, your results and your services and hope you have made your point. All that is nice, but when it gets down to it, while the credentials are necessary to make the cut,Cheap Ray Lewis Jersey, to close a sale, the conversation should not be about you. "It's not what you've got, it's what you use that makes a difference." Zig Ziglar If you want to make the sale,Cheap Chase Daniel Jersey, then sell your knowledge,Cheap Rex Grossman Jersey, experience and skills by demonstrating them. If you focus the conversation on a discussion of your prospective client's needs and problems, and how you propose to solve them, you are more likely to convince them you really have the credentials it takes to do the job much more effectively then a sales pitch about you. Try "What problems are you facing." "Here are some ideas on how to solve them." Most clients understand that slick marketing materials are designed to show you in the best light and expect that there is some spin involved. Doing the job by listening to your client,Cheap Brett Favre Jersey, figuring out what needs to be done and offering solutions on the spot demonstrates real skill and credentials without the spin. Show you can do the job by doing it,Cheap Jets Jerseys, and your credentials become a mere checklist of information for the file on your way to a new client.

Most out-of-the-blue requests (with no discussion possible) will result in a massive amount of time wasting and mostly no deal. You may, if you wish, now add, towards the back, some brief sections about you, your company and how long you've been in business, but DO keep it short. People don't have time or the interest to wade through loads of stuff...would YOU? And,Cheap Josh Beekman Jersey, as a general rule, no pictures of warehouses, factories or trucks...one looks like another. Nobody's impressed. - Title page - Contents Page - Problems in need of fixing - Knock-on effects of not fixing - Our Focused Solution - Price - Who we are/experience/background - References - Any other relevant material (keep it short and simple) - What to do next Driven by an almost universal belief in these stories, the assembly order of most business proposals tends to be as follows: To satisfy this basic customer need, the first few pages of your proposal must therefore feedback to the customer, in his/her own words if possible, that you were listening and have understood all the problems that your customer wants fixing. There should be nothing 'problem-solving' in your early words. It should be a mirror-summary of what the customer said to you. 2) The first thing proposal-readers are looking for is information about us. So if, for some vague masochistic reason,Cheap Chris Cook Jersey, you want to generate price objections, do add in more un-asked for stuff. If you don't want them then DON'T. Invariably another preferred supplier has already quoted. But during the decision making process the boss asked for a few comparative quotes just to cover himself if anyone asked. The problem is that the tender document is based on your competitor's existing quote (and strengths) so you are, from the outset, fighting a very tough battle. Bob Etherington As the reader ventures further into the proposal, in a vain search for that which he truly seeks, he is next confronted by 'the product brochure'. This usually consists of a description and/or pictures of the products the customer is interested in, plus - for good measure- all or nearly all the other products and services offered (just in case). This is several pages long and often includes detailed technical specifications. The stories are: If business proposals were judged solely on their weight and volume (rather than content and focus), then most of them would be very successful. It is often good to offer references at this point but only if they have asked for them. Remember that the proposal reader has usually and subconsciously made a decision by now. This is because people (your customers) primarily accept 'you' based on the amount of interest you have shown in them. So, if you kick-off your proposal with a whole lot of guff about you and your business, it will soon have a key position in the pile labelled: "Same As All The Others". - Title page - Information about ourselves- how long we've been in business etc - Pictures: Our directors (with career backgrounds), Our office/ warehouse - Detailed Information about our services and products - Confirmation of the amount of product/service the customer wants to buy - The Price the customer will have to pay - The Installation and implementation requirements - Terms and Conditions and copy of our contract - Conclusion When your customer made contact with you -or responded to an overture from you- the only reason they did it was that they thought you might be able to solve at least one problem for them. What that specific problem is (and there maybe more than one) depends on the type of problem your business is set-up to solve. It is also going to differentiate your offering from the many, even if your product looks very much like your competitors. And best of all it will bring you more business. That's not a fairy story Following the method outlined above is going to make your proposals more interesting, readable and effective when presented to you customer. Far from making a proposal more desirable, research shows that there is a direct correlation between loads of unrequested bits and pieces and the prospective customer complaining about the price! The word 'I' (alongside its close companion words, 'We' 'Me' and 'Our' ) is the weakest and least persuasive word in the World. And yet it is the commonest word in all business communications. Yes,Cheap Tyron Smith Jersey, despite the fact that every bit of research on business-persuasion says that, 'stuff about you and what you think', has no positive effect on the selling process, business people still cram their proposals full of it. Now print it on very good quality paper (Not the usual 60-80gm copier-stock). Check for spelling mistakes -especially people's names- and use a good clear font (NOT 'Comic Sans' it makes you look 'stupid' not 'quirky'). And do number the pages and,Cheap Nick Collins Jersey, after the front title page, add a contents page....it makes the document look more professional. There is nothing more I need to add and it isn't difficult to do. So in these first two sections you have shown the customer that, unlike probably ALL the other proposals on his desk, YOU were listening to what he was saying. This is as rare as a '90 cent Bill' 1) Lots of 'bumph' is better than too little. In this next section you will be outlining what, 'might'... 'has'... 'could' happen if these problems are not fixed. Enlarging on the knock-on effects of not fixing a problem, starts a process of psychological reinforcement which increases the desirability of your service. This is especially powerful if you have previously managed to get the customer to tell you what he thinks could happen if the problem rolls on unchecked. And it is even better if he has revealed how much the problem is costing or might cost him. If he's told you put it in (but don't invent anything). The first, horrible truth I have to set before you, in an effort to wean you off this mythical-magic-proposal- template, is written below. It is so fundamental to the whole sales process that I would like you to do this for me right now: (write, print, draw, daub the following words on a very large piece of paper and place it over your desk where you can see it every day: But beware; DO NOT at this stage be tempted to talk too much about what the product 'is' or about your company and its background. Rather set out the way and manner in which your product or service will solve the problem. In other words concentrate on the solution ('the benefits') rather than the raw-facts ('the features') Not only do the majority of proposal-writers pad out the first few pages of their proposals with stuff about themselves ("Yeah-this is what they want to know...this'll impress them!"), but they go into tremendous detail about it too. You will find full 'Bios' and CV's of all their key players, smiling head-shot photos,Cheap Kellen Winslow Jersey, photos of the premises, pictures of warehouses and offices and even photos of the trucks and vans used for delivery. First let us remind ourselves about the reason your business exists. It exists, like all businesses, companies and commercial organisations, to solve at least one problem. That's it!...If you are not clear about the problem your business solves then you probably don't have a business. Having now taken the trouble to pay the customer the compliment of clearly having listened to their problems and shown how you can fix them, he/she will be looking for the price. OK it's not difficult...here goes: So, in the next section (new page) set it out very simply. And always endeavor to have already given them a good idea of what it will be in previous conversations. The proposal should ,whenever possible, NOT be the first time the prospect learns about the price. If there has been no opportunity to do this, you must do everything in your power to deliver the proposal in person and go through it with the customer face to face. Yes, sometimes, despite your huge arsenal of products, they only want ONE thing from you...that's it; and in that case, that's enough! Finally comes the killer conclusion: "Do not hesitate to call us if you require any further information. We look forward to hearing from you soon." Well here you are...the bulk of the important work is now done. Would you like me to show you how your proposal can go in the rare pile marked "Winner." The final part in the compilation of your 'Winning Proposal' should concentrate on telling the customer what he needs to do next. This should be expressed in very positive terms with none of the usual, 'Please do not hesitate to call me', stuff which accompanies the majority of business offerings and covering letters. Remember that the human brain can't hold a negative thought and fails to register the 'do not' leaving only the, "Please....hesitate to call me", as the final message. So the first thing that needs to appear in your proposal is something about 'the problem'. Because the first thing your prospective customer will be saying to himself, as he opens the pages,Cheap Ndamukong Suh Jersey, is: "My problem.. where is it?...Was this person listening when I was telling him about all my problems- the ones he might be able to fix?... Does he show, somewhere here, that he understands my problems and the effect they are having on me?" Immediately following this opening section, start at the top of a new page. If your proposal is actually a response to a Request for Quote (RFQ) or Request for Proposal (RFP) received from a potential customer out-of-the-blue (no prior face to face discussion possible), then I have to tell you something rather alarming: You are probably very late to the table and the whole deal is more or less sown up with someone else. You are being used! So what's to be done? Make sure too, that you print and bind your proposal with a decent front title page and a see-through front cover. Do several top-copies too in case your prospect wants to distribute it to her colleagues; much better they all have a top-copy rather than a misaligned, gray copy, of a copy, of a copy. If you can't do it take it to your local copy-store, on a memory stick, and ask them to do it for you. If you do this DO check that the pages look the same on their P/C and that there are no formatting differences that cause words, titles and sentences to leak across on to the next page. After that comes the price list and bottom-line quotation for the job in hand. Plus a full description of payment terms and penalties for not paying on time and other ancillary costs. If you want to read up on the research and books about why this is not the way to do it, you can start back 75 years ago with Dale Carnegie's seminal work: "How to Win Friends and Influence People" (still a best seller and still in print) and work through to all of the most recent business books. But they will ALL tell you the same thing: (Apart from your family and close friends) Nobody cares about you....nor what you are...nor what you do....nor what you think. And 'no' your business is NOT different. And 'yes' this does apply to YOU too. Only at this point is the customer sufficiently 'softened-up' and therefore open to read about how your service and/or product will be able to address the previously described problems. Having been reminded of his problem he is ready for the solution. "NOBODY CARES ABOUT YOU AND YOUR BUSINESS" OK You've got your wish: You're dead. And DO NOT be tempted into the common trap of adding-in a load of other features and benefits which don't address the specific problems given to you by the customer. Spurious bits and pieces added in, like sprinkles on a cake, in order to give a proposal substance (and generally pad it out a bit), will usually not have the desired effect. The problem is that, somewhere in sales folklore, there are two fairy-stories about proposals that, most proposal writers appear to believe, will cast the magic 'buy-this-one' spell over any prospective customer.

This is pretty simple. With any info product, you're the one making the price for it. So long as it is valuable (which it mostly should be) you can sell a special report for as much as $97. Always say in your sales copy the precise amount the bonus is worth, but that they get it free with the acquisition. Implant that word free into your customers' minds,Cheap Steven Jackson Jersey, without being unpleasant. Type your seed keyword for that niche into a keyword tool to discover how many searches it becomes each month. It's often best to stay over ten thousand searches. Offering free presents / bonuses is among the strongest methods to boost your web sales. This is as adding bonuses really increases the accepted cost of your product. This approach works on man's instinct. Folk naturally desire the best out of life. And folks simply hate spending cash. What folk love is getting something absolutely free. What is the most simple way to dramatically increase your number of paying customers? Give them something for free! Folks like to get free presents. Hence naturally, if your product includes gifts, folks will be more inclined to purchase. Most folks do not wish to luck out on the possibility of taking something freely. This will always convert more folk into paying patrons, who'd have otherwise left your internet site unconvinced. The fantastic thing about online marketing is that it's simple to create bonuses. You can write up a special report,Cheap Lofa Tatupu Jersey, an audio or video file,Cheap Tennessee Titans Jerseys, or any other info product associated with your niche. These all have terribly high-perceived value and when you offer them for nothing your conversions will soar. Many individuals could be drawn to make the acquisition not for the product itself but for the bonuses they get with it. You must attempt to get the acknowledged price of your bonuses to equal at least three times that of your precise product / service. As an example, if your product sells for $99, then the value of your bonuses should come to about $300. You then have got to check to verify if it is excessively competitive. Type into the search in quotes your seed keyword. With Google, it's often best to stay under 1,000,Cheap Mike Ditka Jersey,000 results. With Yahoo!, under half a million. And with MSN, under three hundred thousand. This can keep the competition at a minimum,Cheap Brent Celek Jersey, and clearly, the less the better with these numbers. These figures are what I am going by nonetheless,Cheap Devery Henderson Jersey, you'll get different suggestions from different net marketers. When you find a slot that fits into the above factors, type the keyword into Google and scan through the internet sites that come up. See what other folks are selling, if there are folk selling. You might find that there's so much free info, that it'd be practically most unlikely to sell anything in it. The freebie concept also works well when you give a freebie away for joining your list, and then promote and sell your more expensive products once you get your targeted leads into your sales line. This is one of the most powerful marketing methods of the planet.