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

,Cheap Matt Leinart Jersey Make sales everyone's job. Everyone in your company plays a critical sales role and creates an experience for customers and prospects - from your receptionist to your backroom employees. Use the crystal ball. By putting the right sales processes in place and taking into account your sales cycles, you can actually forecast what your yearly sales will be. We call this the "crystal ball." Do you have a crystal ball, or are you going to do what many companies do - set goals, evaluate them maybe once per quarter and complain at the end of the year that sales fell short? Evaluate your sales force. Get rid of those salespeople just sitting on the dock, keep your most productive farmers and give your best hunters the right tools, beliefs and management support. Are you looking for things to blame for poor sales - a bad economy,Cheap Lance Alworth Jersey, aggressive competition or a less-than-aggressive sales team? If we find something to blame, we don't have to change tactics. Truly successful companies are constantly asking, "What can I do today to improve sales?" Sell more with less. Are your top producers hunters, farmers or fishermen? Do they aggressively hunt for new business opportunities? Do they have a good base of business that they farm? Or, are they "fishermen" just waiting for a sales bite? When 9/11 hit,Cheap Adrian Peterson Jersey, Acuity Systems' clients announced major cutbacks - and training was one of the first things to go. When 50% of the company's revenue was lost,Cheap **** Butkus Jersey, we decided to re-evaluate our customer base and expand services. Are you doing anything different to improve sales? If not,Cheap Eric Decker Jersey, here are a few helpful tips: Treat clients like prospects. Think of how you court prospects when you're trying to land their business. You uncover problems, offer solutions,Cheap Daunte Culpepper Jersey, stay in touch and respond quickly. You go the extra mile. How would your clients react if you treated them the same way? Get rid of your top producers. In most companies, top producers are not hunters - they've just stuck around long enough to inherit business. Are your so-called top producers aggressively looking for and landing new business? Stop the blame game now! Take action, watch your sales grow and improve the future of your company.

If they, "Can't see the value in your price": "_________ we're a business as well, and when we look at something, like you, we know that what we spend on our business is really an investment - not a cost. It's an investment of time, energy, emotion or money. And when you look at it that way, it's not really about the money, it's about the return - the results. If they "Think they can get it cheaper somewhere else" then use: Now I know you see how this (your product or service) works, right? And I think you'd agree that by using it to (fit their solution), then like our other clients you, too, could see the results this generates, right? Then the decision is a no-brainer here, _________. "___________ you can always get it (your product or service) for less money. Heck,Cheap Chris Harris Jersey, we could do a Google search right now and I'll bet we could come up with a few different options that are even cheaper than what you're telling me you can get it for now. The question is - why aren't you going with them? Go ahead and move forward with this and as it (saves them money or makes them more money or leads), then you can do what all the other successful companies do and that is invest even more resources in it as your business grows. Now,Cheap Camouflage Realtree Jerseys, I recommend you start with our introductory package of ($____). What is the best card for you to put that on?" If I find that you are truly getting a better deal, I'll tell you so. If I find that we can match it and even give you a better price or service then I'll do my best to give you a better overall deal. Either way, you'll win - how does that sound?" Isn't it because there comes a time when price isn't as important as the loss in quality, service and results? And that's why our clients keep doing business with us. Doesn't really have the budget - must use credit: If they can't "Justify the cost" then use: They think they can get it cheaper somewhere else They just can't justify spending that much for your product or service They can't see the value in your product or service They don't have the ready cash/budget to move on this today "__________ whenever you have options,Cheap Morten Andersen Jersey, price is usually the first and easiest thing to compare. But the problem is, in comparing price what usually gets missed is comparing apples to apples. Tell you what I'll do. Go ahead and send me over the other quote (bid or offer) you have and I'll compare it directly to what we're offering you now. One of the biggest truths in all of sales is that when someone tells you they can't afford it, they usually mean something else. In other words, it's most often a smokescreen hiding another objection. In fact,Kyle Orton broncos Jersey, when you get this objection, it often means one of four things: When you begin getting (the results of your product or service), you'll also understand why our price is worth the value and results you get with us. You can always get it cheaper, but you can't get our results that pay for themselves over and over again. Let's do this...(suggest starting with an introductory package)." In other words,Cheap Eric Berry Jersey, if I invest $_____ and this much energy or time,Cheap Chris Williams Jersey, what am I going to get in return? You know what I'm talking about, right? Well, let's look at this again, and let's stay focused on the results you're going to get. (Now list them one by one) You see, this is why my other clients use us for this, and I know that it'll make sense for you, too. Let's do this..." " ___________ no company or business can grow unless they leverage other people's time, effort and money - you know that to be true. I'm not saying to go into your budget for this, rather, you need to pay for this the way you pay the other expenses of your business - with the bank's money through a business line of credit or business credit card. That's how everyone makes investments to help their business grow. Use these scripts the next time you find out what your prospect or client really means when they tell you they can't afford it. Once you've identified what is really hiding behind this objection, then you are ready to deal with it. And here is, word for word, what you need to say to overcome it:

If you are looking to sell lab equipment, it is important that you find a reliable dealer to buy it. Lab equipment is quite expensive,Miami Dolphins Jerseys, especially that used for advanced applications such as blood gas and electrolyte analysis,Reggie White packers Jersey, chemistry, immunology, hematology, microbiology, and so on. So to benefit from a good price,Cheap Ron Jaworski Jersey, you have to sell the devices to a reliable dealer. Finding a Reliable Supplier - Steps Involved Sell to a Dealer Specializing in Refurbishing Lab Devices A dealer that specializes in selling refurbished lab devices is a good choice. Such dealers buy used equipment and put them through a revamping process before offering it for sale to needy laboratories. The vendors have certified personnel look through the used device,Cheap Larry Csonka Jersey, repair it and replace parts so that it works as good as new. Original manufacturer specifications are taken into account. They offer the product for sale with limited parts warranty at a reasonable price. So selling your lab equipment to these reliable dealers is an ideal option and can fetch you a good price. There are many different ways that can help you locate a medical equipment dealer. The proper use of the available resources can easily help you locate a laboratory equipment dealer that you can trust. Going by the following steps can help: Browse the web - Browsing the Internet is one of the easiest and most convenient ways to locate dealers. Just entering the right terms or keywords on search engines can yield very specific results.Looking through the listings of lab product dealers in web directories and the yellow pages is a very dependable way of finding the right dealer for your lab equipment. Shortlist suppliers - The next step involved in choosing a dealer is to shortlist dealers you think can offer you a good price for your product. Type of equipment: See if your dealer will buy a device whether it is working or not if you are trying to sell equipment that is not in proper working order. Compare quotes and conditions:Check out the quotes and conditions that different buyers offer, including shipping costs and whether they are included in the price. Choose your dealer - From the short-listed category,Cheap Joe Greene Jersey, choose the dealer that can offer you the best deal. A CCR (Central Contractor Registration -certified vendor of laboratory devices is a good choice. Such dealers specialize in buying used lab gadgets from universities and government institutions,Cheap Chad Ochocinco Jersey, and recertifying them for sale.

2. Push for a number if they don't give it to you. If they won't give it, ask, "is $5000 too much?" Just watch their face for the answer. If they keep hiding everything from you, ask yourself, "is this really a buyer". No. 7. What are your expectations of our product/service? Can you meet their expectations? If not, you better move on. What do they expect from you,Cheap Elvis Dumervil Jersey, your product, your service. Are their expectations valid. If not, why would you sell to them? Stop being afraid to move on. You got to have all four or you need to move on for now. Yes, you do need to sow seeds. But make sure you are not sowing when you need to be harvesting. Qualify, qualify,Cheap Browns Jerseys, qualify. 1. Ask, "what is your budget"? How much can you spend? If you sell a $10,Cheap Chad Greenway Jersey,000 process and they can only spend $500 - ask yourself, is this really a prospect? No it is not. Stop being afraid to ask the tough questions. If you don't know this answer - you will keep selling to a person who can never buy. Do you get this? Simply put: 1. Do they have the money to buy your product or service? 2. Do they have the authority to write the check? 3. Are they going to make a decision within your buying cycle? 4. Can you meet their expectations? To many times, people would rather keep trying to sell a person who will never buy than to move on. I think it is just plain human nature. 6. Why are you looking at our product/service? This will tell you much. Watch the face. If they have a great reason to look at you, they usually have a great reason to buy from you. Why are you looking at us? Ask the question. It is a great question. Stop being afraid to ask. 4. What is the time table to buy? Is this a fishing trip or are they going to buy. Yes,Cheap Mark Ingram Jersey, you need to build relationships and build for the future. But if you have people who need to buy this week, don't spend time with those who are going to buy next year. When do you think you will make the decision? Ask the question. 5. Are you just a final quote they need before they buy from someone else. Ask. Find out. To many times people already have a decision, they just need another price before they buy. And it really doesn't matter what your price, service or ability is. Remember, all things being equal,Cheap Anthony Davis Jersey, people buy from people they like, and all things not being equal, people still buy from people they like. Are you in the running for this deal? Yes or no? How many times I see this problem. Sales people trying to sell products and services. Companies trying to sell people they want to hire. Churches trying to sell new members. People trying to sell relationships. 3. Who makes the financial decision to buy and release the funds? Hesitation usually means they do not - that means you need to meet the person who does. Never, never, try selling a couple without both of them not there. Never try selling a partnership without all the key partners there. Problem is, the one that will talk with you is usually not the buyer. You need the decision maker at the meeting - the one who signs the checks. Ask, can you sign the check? Yes,Cheap Dave Casper Jersey, or you don't have the buyer. It doesn't matter what you sell - if you don't qualify the buyer, you are wasting your time. Qualify the buyer as early in the process as you can. That does not mean you forget building relationships. That does not mean you are rude. It simply means, buyers are buyers and everyone else is everyone else. To be successful, you have to have a process that asks the tough questions upfront. Early in the process. And you have to be willing to walk away when you know the answers and they don't fit. You do not have a genie in a bottle. You do not get three wishes. Here are a few simple things to try. You want to be successful at building - then you need to learn to move on when you have found a non-buyer. You need to stop thinking that the prospect is good if you really know they are not a buyer. Many companies go down because they keep trying to selling people who will never buy. Many sales people are fired everyday because they spent their time trying to sell the non-buyer. Many organizations are stuck and cannot grow, because they are trying to sell those who never will buy. Your selling energy need to stop being wasted on people who are never going to buy. You need to stop being afraid of moving on. You need to be honest with yourself - not keep thinking - "well, maybe".

You survived 100% overhead and you can survive 70% overhead, 50% overhead or whatever your overhead ratio is currently. How do I know? You did it! In other words, you can optimize your current marketing results by just changing the headline, modifying the copy or your internal scripts! Marketing is everything that you do that can be seen, heard and smelled by your patients and the people in your marketplace. How? It's a four letter word. Patients are the results of your SELLing skills. Pure and simple. ....remember what the overhead was then? 100%! In fact, it was more than 100% because you had to invest funds before you opened for business. Factor in improvement on your marketing... spending the same amount of money... but improve the message, you will get more calls who are converted on the phone using effective and impactful "scripting." If you don't have enough new patients.... you need better selling sills. How you answer your phones. Your patient forms. And, your "scripting" are all part of the sales process. Without patients,Cheap Derrick Thomas Jersey, it is very difficult to sustain an ongoing practice. I know and respect dozens of practitioners who are exceptional treating chiropractors, but, often have trouble covering their overhead. It's not about your skills as a chiroractor,Cheap Lynn Swann Jersey, its about your skills as a communicator.... a salesperson. And, right now as you are ready this, you have several salespeople on your team right now.... they just don't know it and neither do you. Until you SELL a person on the benefits of your brand of chiropractic, you cannot expect to increase your bottom line profits. You could reduce overhead by firing employees. You could recruit people for minimum wage to lower your payroll. You could buy toilet paper at Sam's Club instead of Charmin to reduce your expenses, etc. Of the major functions of a practice... adjusting skills, patient service, accounting and collections, office flow, and marketing... the one that should always be given top priority is marketing. The first responsibility of you and each member of your team. is "selling." (In fact, in your office system manual, for each job description, the last responsibility on the list is they must refer at minimum number of new patients to the office each month in order to keep their job!) If your PVA is under 40.... you need better selling skills. Without new patients, without lifetime patients, you cannot sustain growth or increase your bottom line or to put it another way... reduce your overhead ratio. It is much easier to increase revenue than it is to cut overhead. Let me give you an example of how this impacts your Profit and Loss Statement: Consider this.... the fastest way to get new patients is to host screening events in your marketplace. If you screen 10 people and sign up 2 new patients,Cheap Mewelde Moore Jersey, you have a 20% close ratio. Improve your "scripting" your sales skills and close 4 new patients out of 10 screenings and you have double your new patient production in just one area of marketing. So instead of having to screen 35 people to get your extra 7 new patients, you only have to screen 20 people! Less work and another $15,000 to your bottom line,Cheap Lions Jerseys! Right! Increase collections. How do you do this? New Patients and Patient Retention. You would need to increase collections to $35,000. Now, you have already figured out how to collect $20,000,Cheap Chris Ivory Jersey, so you need to increase your collections by $15,000 to REDUCE your overhead to 30% from 50%. If your Case Average is $2,000, then you would need 7 more New Patients over your current average. Or, skip new patients and you only need to add 300 office visits if your average visit income is $50... Can you remember your first patient.... the one who accepted your recommendations and became a patient under your care? Sure you can. You sold that patient on the benefits of your brand of chiropractic and you had your first case. If your word of mouth efforts are not effective... you need better selling skills. Why is the word SELL so distasteful to so many Chiropreneurs? it is the backbone, pun intended, of building a chiropractic business empire. So, let's flip the equation. In order to have a 30% overhead ratio with a fixed overhead of $10,000, you would need to do what? Let's assume you are collecting $20,000 per month... a nice little quarter of a million dollar practice. And, your overhead is $10,000 per month including payroll, rent, etc., your overhead ratio is 50%. Now, to reduce your overhead ratio to 30%, you would need to CUT $4,000 from your overhead. Where will you cut? ....the number one component of marketing is: SELLing Within the broad definition of marketing.... There's a four letter word that will solve all your financial issues. And, I will share it with you in a moment. But, first, I would like you to close your eyes and recall the day that you opened your practice for business.... Since many of you felt that your overhead ratio was too high, your natural inclination was to learn how to REDUCE overhead. Selling is a process. It begins with your marketing, both internal and external. It never ends. it's isn't your adjusting technique, your certifications, your team talent, your physical office,Cheap Jim McMahon Jersey, your equipment, your collections or even your marketing. What is it? Continue reading. Now, the other functions are vital for having a financially successful practice, but without marketing you will not have new patients and without new patients you will not have cash flow and without cash flow you will not be able to pay for all the other functions. Put differently.... Best way... a combination of both! But, what is the outcome.... Do you believe if you try to shrink your practice to greatness by cutting out every little nickel and dime of overhead that you sill continue to collect $20,000? If you build it they will come....with marketing and selling!

Let me tell you another story;,Cheap Tony Scheffler Jersey Since then, I have come to learn that the price of a product should always be the amount that it is worth to the customer, so ask yourself this; Price really embarrasses some people. When a sales person has some flexibility with margin to "get the business" sometimes their inner voice just wants to knock a little off, that the amount could possibly be a little on the high side and anyway,Cheap Rolando McClain Jersey, the margin flexibility was probably built in for a moment just like this. When, I got back to the store,Cheap Kevin Greene Jersey, the only thing I could afford was a ping pong ball, which I bought (so that the trip hadn't been a complete waste of time!?,Cheap Deuce McAllister Jersey!) and then hid it from my mother because I felt stupid. So, one day this guy calls and asks if we have a certain model in stock, I take the call, check the storeroom and call him back. Do this now Write down the price of your service or product next to the price of three competitor prices. If someone is ready to offer you the right amount of money, don't let your own insecurity force you to make do with a ping pong alternative. "Yes we do! It costs 1,000. You want to pick it up this afternoon? OK, see you then." So the guy turned up, introduced himself and he inspected the aquarium. He turned to the most senior salesman in the room and asked "How much for cash?" To which Mr. Senior Salesman replies "10%" So the customer pulled 1,000 in cash out of his wallet, counted 100 from the top and gave us the 900. Now as a business there was no 10% discount rule, there was flexibility sure, but there was nothing in the induction about cash discounts. I hate being ripped off, worst of all I hate ripping myself off! Simply put, these few sentences should enable you to prove why your product or service costs as much as it does. When I was about eight years old there was a sign in the corner shop window for tennis balls. Suddenly overwhelmed with an urge to buy one, I rushed home and asked my mother if I could have the money. To my surprise she said, "Yes,Cheap George Blanda Jersey, OK, how much do you need?" So why did the salesman feel the need to give him a discount? Maybe he only liked to deliver 'good' news, maybe he didn't think the customer would give him the full amount - either way he got less than he actually could have got, 10% less - could you imagine increasing your turnover by 10%? I'll tell you something,Cheap Tracy Porter Jersey, it's a lot harder than decreasing your turnover by 10%! Why? But if it's worth it, if the price is fair, what's your problem? The customer had clearly come equipped to buy the aquarium; he had called to check the price, travelled to pick it up himself and brought the full amount in cash. Do this from now on Are you ever embarrassed when you tell people how much they will have to pay for your product or service? Flushed with a sense of embarrassment which I still can't explain, I knocked the price down by about 30%. I don't know why, maybe I only like delivering good news, maybe I didn't think she'd give me the full amount - either way I got less than I actually needed, making the whole process a little pointless. I'm telling you this because it came rushing (embarrassingly) back to me last week when I overheard a negotiation, and the salesman got me thinking - "how many grown-ups are doing something similar with their company's money?" Similarly, for all those that are more expensive, find three things that both your product and theirs have in common. If you are ripping people off, then quite right, feel embarrassed, get out while you can and find a product which you feel proud of. Those are the reasons that make what you have to offer special and value for money, they should form a major part of your defence during objections regarding price. I bet they weren't. Someone out there was selling cheaper shoes than you bought; so why did you buy them? Was it because you wanted them, liked the colour, liked the style, made you feel good about yourself, because they were a really nice fit, was the sales person pleasant? Skip ahead about ten years from the tennis ball debacle and I'm working for a business that imports the most expensive, stylish and technologically cutting edge aquariums around at that time. If you wanted one of these, you took your home aquarium hobby really seriously - or could afford someone else to look after it for you. Then, underneath the prices that are less expensive than yours, write three good reasons why your product or service is a better buy. Those shoes you wear to work, were they the cheapest on the high street? Here's another question; Let's have a look at that again;

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Reactions of top salespeople:,Cheap Clay Matthews Jersey Reactions of top salespeople: It is an important skill of any sales manager to be able to identify would be prosperous sales people. This important subject is a hot topic on sales management courses. Following are a series of archetypal questions and the likely answers from both run of the mill and apex sales people. Sees the behaviour of their competitors as a personal challenge. Compares every aspect of the competitor's offer with their own. Strengthens their own sales stratagem with the recognized compensation and shortcomings and fights to secure the order. Client demands "What do you think of clients who make their order dependent on you making a presentation to a decision-maker within their company?" First asks the client several clear qualifying questions in order to assess the amount of time to be invested and the possible return. Tests the seriousness of the client's wish by asking the client to help them do so. Determines ahead of time what decision-making criteria the customer regards as most important. Sees a challenge in the client's positive answers about the presentation. Makes the client a promise (at the company's expense) in order to quickly conclude the conversation. Decides to visit this client less often in the future and only offer them the tried and tested standard products. Do not see this kind of situation as a challenge to make sure that the client is truly satisfied and thereby improve the relationship. Instead,Cheap Paul Krause Jersey, they see it as a threat to their self-confidence and work. Know their own success rate and stick to their sales strategy. Carries on undeterred and recognizes (due to their self-assurance and achievement record) that they will be triumphant sooner or later. When faced with particularly difficult failures,Cheap N. Harris Jersey, they react defiantly. Reaction of an average salesperson: Reactions of top salespeople: Refuses to make calls out of the blue. Speaks about "hawkers" or "currying favour". Sees it as a pure waste of time. Immediately asks if that can be done by telephonists. Sees this as an unjustified use of their time. Is immediately pessimistic about the chances of success. Would rather avoid doing this and prefers to press the client for a clear answer. Does not interpret this situation as a personal challenge. Sees it rather as a potentially dangerous situation which could lead to failure. Overcoming failure "How would you react (what would you think,Cheap Sam Mills Jersey, feel and how would you act) if you had not received a single order by midday?" Reaction of an average salesperson: Thinks the competitor's behaviour is unfair. Would want to counter-attack with even lower prices. Places faith in their "good contact" with the client. Would be depressed. Would have doubts in himself (or in his offer) Would alter their sales strategy in the afternoon and switch to asking, pressing,Cheap Dolphins Jerseys, etc. Reactions of top salespeople: Reactions of top salespeople: Shows understanding for the client's position and promises them that they will look into the matter. Asks the client how they would like the complaint to be dealt with satisfactorily. Is prepared to commit himself to the client's full satisfaction (if the criticism is correct). Makes every effort to keep the client. Reacts in a professional,Terrell Owens cowboys Jersey, business-like manner both to the client and the office sales force. Applying these questions at the interview stage and gauging the answers can help to identify successful sales people and avoid the costly mistakes of recruiting under performers. The successful conducting of any recruitment meeting is an essential ability of a manager and this theme is taught on all good management courses. Reaction of an average salesperson: Reaction of an average salesperson: Complaints "What would you do if a client complained about the poor quality of your last delivery?" Telephone acquisition "What do you think of telephoning a potential client out of the blue in order to gain a new client?" Competitive pressure "How would you react if you found out that one of your competitors had approached your regular clients offering particularly cheap prices?" Reaction of an average salesperson: Asks about success rates. Asks about appropriate experiences or organisational aids. Is prepared to give it a go. Job interview: the answers successful salespeople give to test questions

For the experienced salesman, relationship selling is the successful way to make a career out of sales. You will hear a lot on relationships from me in my writings, hardly ever "accounts". For those who have careers in sales and not jobs (if you don't then get out now, for all of our sakes) there is one non verbal action that can be worth even more than the most well crafted question, and that is; "How do you keep your competitors on their toes with the products you have in your catalogs?"; gets them immediately open to adding new products that their competition may not offer yet without even having to ask if you can show them your product line. Isn't that a more comfortable way then starting a meeting off with a company bio,Cheap Warren Sapp Jersey, followed with "here is our catalog",Kellen Winslow charger Jersey, i.e. the stone age way of trying to sell? o BE OBSERVANT Asking "what is your biggest concern in your company on a day to day basis?" to someone in need of furniture for their university remote campuses, will automatically give you what you need to concentrate on for the sale. Whether it is having shipments arrive in time for the semester, price,Cheap Dexter McCluster Jersey, or quality, their response gives you what you can now emphasize on. 3. How about within your own company or sales team? Every time I take out a certain salesperson out for lunch she orders a Peach Snapple, you don't think I have a visual post it note with peach Snapple on her forehead every time I see her? Just waiting for a frustrating day to come along for a nice iced surprise left for her in her box. 2. Met a recent prospective relationship that was referred to me in his office. Saw fishing and golf pictures on his wall and what was a huge ball made of rubber bands. It was bigger than a cantaloupe and was started 16 years ago and it was heavy! I noticed the most recent ones added were colored ones. Yesterday I was in a dollar store with the kids and spotted a bag of rubber bands and it had neon colored rubber bands. Guess what's going into an envelope tomorrow morning from my office to him? What is the single biggest tool in a salesperson's arsenal that doesn't cost a dime out of pocket? Inside info? Nope. A nice suit? Nah. Promotional items? Please...you're embarrassing yourself. Before you think the altitude on my flight to Ft. Lauderdale from Montreal Canada made my brain work slower as I edited this nugget; simply ask your prospect/client a question. By asking the right questions in the correct formation you are forcing them to think about the things you want them to think about without being intrusive. 1. One of my biggest relationships in a previous industry I worked in had an adopted daughter that played violin, and through observing her desk I zoomed in at a high school musical graduation card obviously for her girl,Cheap Rodgers-Cromartie Jersey, and I pounced on it. I asked her about the card and she went on to explain her daughter's obsession with the Disney cult. Two months later I got my hands on tickets to High School Musical on Ice and who do you think I gave it to? I can't tell you how much it meant to her in words or the dollars spent on that season's orders but I got a thank you card from her and her daughter. To top it off,Cheap LaRon Landry Jersey, I really was happy to do it too. Getting the right information takes time, recording the information for use in the future takes effort, putting the information into practice at the right moment is priceless. In a slight tweak of words of the best envelope salesman on the planet Harvey Mackay; "In sales,Cheap Barry Sanders Jersey, as in poker, a superior hand (or product) can be beaten by superior knowledge of the customer and opponent." Be aware! Look around your customer's office. In a meeting with someone on their turf I turn into one of those robots with a probe scope that scans the room. Why? Too many reasons, I will as I usually do use an example, here are three: The answer is... a question.

Essential - the minimum we need. Less than this is "no deal" as you are at the "walk away point.",Cheap Darren Sharper Jersey When do I use it? Don't offer them, only use them to bridge the gap. Remember always use the term If I do this for you,Cheap Dermontti Dawson Jersey, I will need this from you,Cheap Tyron Smith Jersey! "Never give anything without asking for something in return." Desired - the objective you set out to reach Ideal - What dreams are made of. You will need to consider everything that is on your wish list and also the value of it to your business and the value of it to the other parties business. Good negotiators will always try to pre-empt what is on the other party's wish list. This will enable you to pre-arm yourself and know what you may need to get back in return of their wishes. What is a variable? It is everything on your and their wish lists and that is available to be traded. How do I use one? Identify them and ensure they are at your and their disposal. Evaluate them - High or Low cost to you and them Give the buyer every reason to say Yes and every reason not to say No. Be believable Have credit Position on which you are prepared to negotiate Always give yourself a position to maneuver Remember they need to feel that they are getting a good deal! A good deal for both parties will be one that has longevity. Before trading any variables you need to clear in the preparation of where all the variables are positioned and where the gap is. Some other key points in negotiation to consider are; There are four critical areas of negotiation are in the preparation of the following : "Effective selling reduces the need to negotiate!" The most important area of negotiation is the preparation and this is where most of the work will be done in order to land the deal. (3) Variables When do we use Negotiation? 1. Power 2. Wish Lists 3. Variables 4. Positioning (1) Power . Its in the mind and breeds confidence. We can only show power if we are confident on how we feel,Cheap Jason Taylor Jersey, look,Cheap Donnie Avery Jersey, act and what we say. Power is not about being domineering,Cheap Richard Dent Jersey, complacent or arrogant. Knowledge is power and gives credence to what you do A good negotiator will ensure that both parties feel they have come away with a good deal. It is much better not to enter into negotiation. This can be achieved by ensuring that what you are selling is matched to their needs and they cannot do with out it. (2) Wish Lists These fall into 3 separate groups When a selling process has not finalised a deal we begin Negotiation. It is used when all parties can see the benefits of the sale and want to land the business. (4) Positioning. An opening position :- Consider the following as its imperative for a negotiation discussion to go well for both parties AIM HIGH - OPENING POSITIONING - As you will always get knocked down. EXPLORE THE LIMITS - see what is on offer. GET THE WISH LIST OUT BEFORE NEGOTIATION - give them the understanding of what you expect to gain. EXCHANGE VARIABLES - use your variables in order to gain what you want out of the negotiation.

Have you ever thought about why customers say "no"? Have you ever wondered how they can say no to the great offers you give them?,Cheap New York Jets Jerseys Do you know what they are asking? If you work on always making one last attempt you will learn to be more skilled at finding ways to go for the close. This way you can work more closing techniques into your sales calls and ultimately make more sales. Too many salesmen give up much too early. In every sales instance the customer will say no, more than once. This for a wide variety of reasons, It could either because they are unsure and need more information. But because they don't want to sound dumb they just say no. They might want to see if you can lower the price, the best way to bargain is by saying no. Always take the chance when it is given to you and try to find new ways of presenting your product and try to figure out why the customer is saying no. If you can answer the real reason they are saying no,Cheap Patrick Chung Jersey, chances are that you will get the sell. Even if they don't buy as a result of your last argument,Cheap Atlanta Falcons Jerseys, you don't lose anything by trying. You were about to give up anyway. They are asking; why did he give up? In any case it is important that you continue to argue your case. If you don't the customer won't get the chance to buy your product even if they want to. There is a golden rule to follow in these situations, 85% of all deals come after at least 7 close attempts. This means that the customer has to say no at least 6 times before they will buy. This means that you can never take no for an answer. Because chances are that the customer isn't saying no,Cheap Tashard Choice Jersey, they are saying; convince me,Cheap Ahmad Bradshaw Jersey! I can remember countless times that I have given up on making a sell to a customer but because of this rule tried one more argument, it didn't even have to be a good argument, and the customer bought the product. A rule of thumb that can help you when you are talking to a customer and they just keep saying no, you are ready to give up and start to leave, always try one last close attempt,Cheap T.J. Ward Jersey, give them one last chance and reason to buy your product.

So if you are in sales, when you make that call, take a deep breath, wait for the other person to speak,Cheap Michael Crabtree Jersey, listen to hear his or her response, then and only then speak. By not listening you are losing sales and even worse through negative word of mouth advertising being identified as one of those salespersons, you know that pushy type. When are sales people going to get it? I mean how hard is it to listen? Are they so focused on their sales script that they forget they have an actual person on the other end who is being professional and responsive to their phone call? Sales Coaching Tip: If you are telling, you are not selling. Maybe this happens to you as well.? Do you ever receive a phone call from a tele-marketer and they simply did not listen to your first 10 words? For me,Cheap Lee Evans Jersey, I receive these calls at least once a week if not several times. I pick up the receiver, speak clearly into the phone sharing my name and then asking this question: How can I help you? And would you not know it,Cheap Marshall Faulk Jersey, the calling party pays no attention to what I have just said and then asks for me by name. In other words this person,Cheap Cincinatti Bengals Jerseys, did not listen to my when I answered the phone. This leads to the bigger question is why don't people engage in active listening skills? The answer to this question is probably directly connected to one if not more of these 5 areas: Their ego is engaged in what me go by focusing on telling instead of listening They do not know their talents and this lack of awareness is reflected in their rush to tell They have not learned how to develop their active listening skills They are probably engaged in sales based marketing instead of education based marketing Overall corporate culture of full steam ahead,Cheap James Hardy Jersey, damn the torpedoes,Cheap Jonathan Vilma Jersey, get the sale Today, it happened again. However no longer does this experience upset me. Now I use it as an opportunity to write about it or share it within my business coaching training practice.

The sales model does not manage the behind-the-scenes change issues buyers must handle before they can buy. But using Buying Facilitation® as an additional skill you'll have the ability to  The question is: how would you know when it was time to add a new skill set? or know in advance that new skills could make you more effective? or know in advance if it would be worth the time and effort? HOW DO YOU KNOW WHEN IT'S WORTH THE TROUBLE TO CHANGE? I know that my solution will work in your situation, and make you far more effective. But you'd have to change - add to - what you are doing because the sales model has been your work-around. Therefore, you'd have to go through some sort of change management process internally before you're ready to buy.... regardless of how well your need and my solution match: maintaining your status quo is a powerful deterrent to change,Wesley Walker Jersey, as you'll note. What would you and your management need to know or believe differently to be ready, willing, and able, to add a new change management/decision facilitation capability to your current sales skills? To learn Buying Facilitation®? WHY AREN'T YOU BUYING? Note that your status quo - the way you sell, the way you're paid, the way your company operates - is operating at some level of efficiency and comfort and hinders your desire to change. Note that it's not about your need or my solution, that you would have to go through a series of decisions and get buy-in for you to change, separate from the initiating problem or potential solution. Whatever thoughts you come up with, apply to your buyers. You'll note that regardless of the need, the solution, the available data, or proof that a purchase is necessary, until or unless there is a path through to the change so that disruption is avoided, buyer's won't buy. help buyers buy quicker as they manage their internal change issues,Cheap Dan Fouts Jersey, find the best prospects on the first call, get onto the Buying Decision Team on the first call, avoid time wasting, be able to forecast effectively - i.e. know who is closing and when, become an integral part of the buyer's change management activities, increase your current closing rate significantly. Your prospects need your solution. Desperately. But they are stalling. And it makes no sense. Buyers aren't ignoring their needs. And they are not in pain. In fact, they are operating relatively efficiently because they have developed some sort of a work-around that manages the problem well-enough. A new solution will create some sort of disruption, in and of itself, and therefore bring its own brand of sub-optimal functionality until the change is integrated. Think of yourself as a potential buyer of sales tools that can enhance your success. But are they stalling? Are they really ignoring their needs,Cheap Patrick Willis Jersey, working with sub-optimal functionality, for a reason? When do YOU decide that what you're doing could be better? Are you stalling? Ignoring your needs to close more and make more money? Telling yourself that your status quo has worked 'well enough' for years and you're making 'enough' money so why change? How do you decide when it's time to change your status quo or add something new? A question for you to ponder. From my vantage point, your selling skills offer you suboptimal results: it takes you far too long to close,Cheap Patrick Robinson Jersey, you spend too much time running after non-viable prospects,Cheap Harry Carson Jersey, and you're only closing a fraction of the business you should be closing. It looks to me like you have a need that my solution can resolve. Buyers can't buy until all of the people, policies, market drivers, partners and historic choices that maintain their status quo have bought in to, and added their voices to, the changes that will result when they make a purchase. The time it takes them to manage this change is the length of the sales cycle. Your solution cannot be chosen until it's all figured out. No. No. No. Yes. Not stalling, not ignoring their needs. Not working with sub-optimal functionality. Yes,Cheap Ron Jaworski Jersey, there is a powerful reason. Enough reasons?

Good selling! Your customers will respect your honesty even when you are the bearer of bad news. Owning up to customer disappointments shows character. Trust is the combination of the character and expertise you deliver, and customers buy from people they trust. Being accountable will help you build long term trusting relationships with your customers. So, when you can't deliver on the customer's expectations, let them know immediately. Then there are those times when we are standing at the door at 6:55 and the staff notices you waiting and they immediately run to the door to let you in, apologizing for making you wait,Cheap Joe Greene Jersey, even though you were early. Isn't that who you want to give your business to? Customers do business with those that set the expectation of over delivering on their promise. It's dropping off the proposal on a Thursday when it's due on Friday. It's estimating what a project will cost,Cheap Greg Jennings Jersey, then coming in under the estimated budget and 2 weeks earlier than planned. That's what's called "customer delight". A trusted sales person becomes the quarterback of the team and helps to decide which team members need to be involved to meet the challenges and needs of the customer. Sales professionals that focus on building a long term relationship earn the right to ask the tough questions that others might not get to ask, or might not get answered. Would you answer a personal question the same way to a stranger that you would to a close friend? I don't think so. It works the same way with customers. Generosity builds the long term relationship with the customer just as it does with your friends. Law # 2 - Law of Intention. Your motive is to satisfy your customer's needs but your intention sets the customer's expectations. Ideally your intention should be to always exceed their expectations. Have you ever arrived at a store with a sign on the door that says "Open at 7am" yet you're still waiting for them to open at 7:05? You've probably experienced this many times - what goes through your mind? They don't care, they're lazy, their apathetic, they come first, not you the customer. Perception is reality and when we over promise and under deliver, it sets us up for failure in the mind of the customer. Law # 3 - Law of Accountability. It seems like we live in a world where the only time people are accountable for their actions is when there's good news. You need to be accountable regardless of the nature,Cheap Ed Reed Jersey, and you often have to help your customers be accountable too. It's easy to blame others for the events and circumstances that affect your customers. Yet that is exactly when you want to take responsibility and avoid the excuses. Accountability means owning up to the good,Cheap Tony Scheffler Jersey, the bad and the ugly and as the team quarterback it's your responsibility to communicate the news to the customer. Here's an oxymoron - if you want to be successful in the world of sales, stop selling,Cheap Matthew Stafford Jersey! You don't need to convince the prospect to do business with you; they must convince themselves that you are the person they prefer to buy from. Prospects and customers don't just buy the products and services they need, they buy a relationship with someone that they know is looking out for their best interest. Do you really know what it takes to build a solid, long term relationship with a customer? Consider The 3 Laws of Relationship Selling. Law # 1 - Law of Reciprocity. If you want to receive business from a customer you need to give. Giving of your time and expertise will lead to getting. If your goal is to satisfy your customer's needs and not your own, then you are giving, and, taking care of the customer trumps all else. Customers enjoy buying from sales professionals that work hard to satisfy their business and personal needs. They love to give the good news to the person that has earned their trust and their business. To truly serve the needs of your customers,Cheap Tyron Smith Jersey, remember the Three Laws of Strong Relationships: 1. Law of Reciprocity 2. Law of Intention 3. Law of accountability Study each one and reflect on how well you understand and execute on each of these laws. Once mastered, the three laws will help you become the trusted adviser and the quarterback of a team that is in demand for solving customer needs.

2) Hand the customer a bonus coupon. Third, hand this valuable gift to the customer and deliver with a smile,President Obama NFL Jersey! This courtesy may not always be possible; you may be the only one in the store, for instance. Very well. But don't throw the baby out with the bath water. If you cannot always offer this special courtesy, do not for that reason never offer it. You're able to achieve this result if and only if you have created one or (even better) more offers before you need them! Last Words Second, make sure the bonus coupon has an expiration date. Remember, offers work because they are meaningful in value... and because they expire. As every smart business person knows, your success (and comfort) derive mainly from one source: your customers. Right now you SAY this... but you may not run your business properly to derive maximum profit from customers. This article should help. Read it! Print it! Live it,Cheap Peyton Hillis Jersey! You will start seeing the pay-off at once,Cheap Dan Hampton Jersey! And, remember,Cheap Dolphins Jerseys, in offering this special benefit, don't stint on the accompanying smile... or customer's name. Do a little survey. For the next few days, take a look at how you're treated in the various stores you patronize. When you buy do you get a radiant smile from the check-out clerk and a warm thank-you? Or is the action meagre and perfunctory; or even absent altogether? The warmth of the thank you,Cheap Paul Hornung Jersey, the brilliance of the smile are indicators of just how much you value this customer and desire his business. 3) Offer to carry the customer's purchase to her car. 4) E-mail the customer a thank you and bonus offer. You SAY you want more business and the money that comes thereby. But unless you do these 5 things, you're just whistling "Dixie". What should be awaiting your valuable customer when he gets home? A terrific bonus offer e-mailed at once! P.S. Whenever possible, use the customer's name. "Thanks so much for your business, Mrs. Smythe. We do it appreciate it you know,Cheap Otis Sistrunk Jersey!" And be SURE to make eye contact. This is essential. Say the average customer uses up this product in 60 days. ALL businesses live or die by repeat customer business. That's why you need to give each customer a bonus coupon. 5) If your product runs out, make sure to e-mail the customer when you've estimated he will need more. THAT is your moment to appear supremely customer-centered... and put more money in your pocket, too. 1) Smile & Say Thank You Speed here is everything. That offer should be e-mailed right away. The speed with which you send this bonus offer will be a clear indication to the customer of how much you value her business. It goes without saying that you must have the customer's e-mail address. You do request it from every customer, don't you? Semper paratus is not just a motto for Boy Scouts. E-mail a bonus offer 30 days before renewal is necessary... then 15 days... and 7 days. Make SURE you include a special offer with every e-mail and make sure this offer has a clear expiration date: like 5 days from e-mailing. Want to make an especially good impression... the kind the customer will convey to her social circle? Then carry her purchase to her car! First, make the bonus a valuable one, nothing cheap and insubstantial for your vital customers, please.

The bottom line of any business is sales - the point where the customer hands over their money for your product or service. No sale equals no business.,Cheap Jonathan Vilma Jersey Possibly the best way to develop a confident personality is to put yourself way out of your comfort zone but in a supportive environment. You grow the most when you're at the outer edge of your comfort zone. There ARE salespeople out there that try to extract every last dollar they can get from a prospective customer. But that is not what professional sales is about... Join a Toastmasters club in your local area. Your local Toastmasters club is a great environment where people who have overcome their own fears of public speaking,Cheap Matt Hasselbeck Jersey, guide and support those who are challenging themselves to overcome theirs. Visit the Toastmasters website to find a club near you. Most people are uncomfortable with sales. Some think that salespeople are "second class citizens". That is understandable. Coming from that position requires self confidence. Self confidence is key to making the sale. Self confidence can be developed. So if you don't have a lot of self confidence now, good,Cheap Ray Lewis Jersey, because you have a great opportunity to improve it. How you come across will determine whether or not a good prospect will become your customer. It's not just the words you say,Cheap Limas Sweed Jersey, but how you say it, which is directly reflected by your level of self confidence. Trying to convince a prospect to hand over their money is NOT what professional sellers do - that is the typical "used car salesman". In fact,Cheap John Abraham Jersey, the prospect needs you more than you need the prospect,Sideline Black United Jerseys, if you have something that is valuable to them. And that is the position you need to come from when talking directly with a prospect. You're thinking "What if they don't like me? What if they think I'm an idiot? What if they say 'no'? What if...? What if...?" Sales often requires one-on-one interaction between you and the prospect. That can be an intimidating experience for someone who hasn't got a lot of experience. Selling in a professional manner is all about understanding the needs of your prospect and and seeing if you can fulfill their needs with what you have to offer. It's really about creating value for the customer and forming a mutually beneficial relationship with them. When you come from that paradigm, you can begin to realise just how important sales is. Selling activities such as phoning a prospect (even one who has come to you for information) or having a one-on-one meeting can be a daunting experience when you're overcome by fear. For some people, there's nothing more uncomfortable than public speaking. The problem with that thinking is you're putting the spotlight on you. And it isn't about you. It's about what you can do for THEM. The spotlight should be on them.

Many sales people,Cheap Bart Starr Jersey, for the first time, are experiencing tough times when it comes to selling and many are not sure how to handle themselves in these difficult situations. Here are some tips. In recent weeks and months at Barrett, we have seen an increase in the number of conversations we are having with clients about how to help their salespeople to deal with distressful situations. They are seeking support, coaching and training in how to help sales people and sales managers handle the emotional fallout from the GFC. The requests for support and training range from wellbeing, emotional resilience, optimism, stress management, how to re-engage with the team or clients, and how to lead a healthy life. Developing a Resilient Attitude For instance at a recent management meeting, the sales leaders raised their concerns about how the sales team was handling the distress arising from severely reduced incomes for themselves and their clients and loss of a number of clients from their industry. They wanted to know what they could do about it because what they were doing by way of standard management practice wasn't working. For the first time they are seeking help around emotional resilience, and optimism. o Have realistic and attainable expectations and goals. o Show good judgment and problem solving skills. o Be persistent and determined. o Be responsible and thoughtful rather than impulsive. o Be effective communicators with good people skills. o Learn from past experience so as to not repeat mistakes. o Be empathetic toward other people (caring how others around them are feeling). o Have a social conscience, (caring about the welfare of others). o Feel good about themselves as a person. o Feel like they are in control of their lives. o Be optimistic rather than pessimistic. If, as is being highlighted, these and other sales people like them are not used to dealing with sets backs, overcoming obstacles or they let the negative sentiments of others overtake them then their work will suffer. It will be much harder to achieve results. This negativity can cloud their thinking and potentially keep them from seeing and realising those ideas and strategies that will get them back on track and producing again. The current climate is, indeed, a test of character. Besides the obvious sales skills, processes and tools, we need to learn (if we haven't already) and apply the skills that go to developing strategies for healthy thinking, emotional resilience, optimism, healthy lifestyle practices, etc. Many sales people, especially those in their 20's and 30's have not likely experienced selling in tough markets before. For the past 12 years prior to 2008, at least, the business climate in our market place has been, for the most part, buoyant. As we all know it's very easy to sell when times are good. It is possible to teach people how to develop the skills to enhance their emotional resilience, optimism and ways of thinking and dealing with the world. This information is not new either, it has been around for thousands of years. We can all encourage a resilient attitude at work and at home. How do we do this? Among other things this requires people to have access to insight and self awareness. Another business, in the advertising space, reported that their sales team had been hit hard too with lower than expected advertising spend. Management was observing very low motivation levels and rising levels of distress in the team. They realised that their people didn't have strategies to cope with this crisis. They were worried their people were feeling useless and dejected. Whether we learn to develop and cultivate our resilience in relatively safe environments like playing both team and individual sports,Cheap Isaac Sopoaga Jersey, or learning music and performing at recitals, or we develop resilience via our personal experiences such as developing and losing friendships, or other trials of childhood like playing favourites, not fitting in, learning difficulties, etc., or more extreme difficulties such as losing a parent to cancer, chronic illness,Cheap Jonathan Baldwin Jersey, and other life changing events, all these have an effect on each of us. How we are taught to deal with and overcome these challenges and learn from them the best way we can is what helps us develop resilience. If someone else tries to assume responsibility for your journey, even if it is with the best intentions, they are really taking away your ability to learn and grow. My concern is that many people, especially younger people may not have been in a position to really build up their resilience and toughen up, especially in sales and tough markets like this. It appears that many don't seem know how to navigate and manage their thinking and emotions through these times. We can all learn how to be resilient and we can learn from a very early age. No one can ever be guaranteed of winning. We know we have to work for our successes. We usually fail more than we succeed but that is par for the course in life. We need to encourage each other to pick ourselves up and keep going, learning from our mistakes, stretching ourselves to do better. It's about doing our best at whatever we do. Winning isn't everything, but doing our best, developing self mastery, taking calculated risks and learning from everything we do is what life was all about. The sales teams mentioned above are all highly trained and skillful sales people. They have been trained in appropriate sales skills and processes but many do not have the tools or know-how when it comes to managing their own wellbeing, stress, emotions, and the emotions of others. In my opinion, we need to help people become more emotionally aware, and resilient in a number of ways. We need to give people access to tools, processes and assessments that can help them develop insight and strategies to enhance their emotional resilience and allow people to make the most of their capabilities and the situations they find themselves in on a daily basis. Particularly if they have not had the chances to really test themselves in previous roles or earlier in their lives. Some of us might be born with the potential to be more resilient than others but you do not know how resilient you are until you put yourself to the test or life does it for you. The saying 'if it doesn't kill it will make you grow stronger' is quite apt here. Developing emotional resilience and awareness in a variety of situations is vital for your ongoing survival and ability to thrive despite the markets or life's other circumstance. Developing emotional resilience supports individuals to better achieve their goals, communicate with and manage other people, and spring back emotionally after suffering through a difficult and stressful time in one's life. The one thing these two sales teams have in common is that their sales people earn significant commission from their sales results. With their clients in freefall and sales down, these sales people's earnings were being affected which meant that some are having trouble paying their mortgages, maintaining their life styles, etc. Certainly reasons for concern, however doing nothing and getting 'depressed' isn't going to help solve their problems. It now begs the question: How well have we prepared ourselves practically, emotionally, and physically to manage our way through these tough times? As a parent I know I want my children to be safe and free from harm, however if I cotton wool them from life's tough experiences then they will not develop their resilience and learn the lessons of life. None of us need ever be a victim when we know we have choices in every moment and we take responsibility for them. So what do you rely upon to get you through the tough times? The first step to becoming more emotionally resilient is the acknowledgment that there is room for improvement and taking the time to learn more about yourself. The following behaviours and attitudes are some ways in which emotional resilience can be demonstrated and measured: Selling, as a career, is not for the faint hearted as I have often stated. Besides good selling skills, quality thinking and solid process it takes courage, self discipline,Cheap Green Bay Packers Jerseys, determination, persistence,Cheap Nate Clements Jersey, the ability to learn from your mistakes, a sense of humour, and a healthy approach to life to lead a healthy sales career. Not surprisingly, many of these requests have come from the finance and advertising sectors reporting that the current landscape has been one of turmoil and distress. While other sectors have also sort support it is not at the level suggested above. These business leaders have indicated that many of their clients have been severely affected by the GFC and this has created a significant amount of depression in the market place, also affecting their sales teams. But it isn't just the income drop that's causing concern, another sales team whose incomes are not linked to commissions, also found it hard to remain positive and keep going in the face of adversity. With clients feeling the pain, these sales people didn't want to be around the negativity or distress. It's almost as if they have chosen to put their fingers in their ears and saying 'la la la la la' to block out the stress hoping it all goes away. Not very useful either. Not only do we need to be skilful in selling we need to be skilful in how we manage our wellbeing,Cheap Jeff Reed Jersey, our emotions and the emotions of others. So as I reflect on my life so far and all the challenges and joys that come with it, I am indeed grateful for the gift of resilience, it keeps me growing.

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