Online Marketplaces: If you are in need of a product that someone has for sale, you can find business email leads via online marketplaces. Many of these individuals give you an email address as a method of contact if you have any questions or comments. So lets say that you are a reseller, you specialize in buying cheap products to resell. An online marketplace is your best option. You can even go a step further, lets say that you offer a service of connecting buyers and sellers. Once again, an online marketplace where items are bought and sold is a wealth of information for you. Job Sites: If you are looking for a job, you might be in search of business email leads; these are the emails of businesses that may or may not be hiring. You can go ahead and attach your resume and a cover letter to that email address. There are lots of ways that you can obtain information on companies that are hiring, but your best option is to search job sites. You can also take the method of visiting the websites of local businesses in your area to search the site for an email address,Cheap Leigh Bodden Jersey, which is usually found in 'contact us' section. When it comes to leads,Atlanta Falcons Jerseys, there are all types of leads that you can find online. You can find job leads, sales leads,Cheap Reggie Nelson Jersey, and much much more. Whether you are looking for a job, whether you are looking to make a sale,Cheap Terrell Owens Jersey, whether you are looking to buy something you need online, you might be looking for email leads. How can you go about finding them? Here are a few of your options reviewed: Classified Websites: Whether you want to buy a product or a service,Cheap Calvin Johnson Jersey, whether you are looking to sell a product or a service, and so forth, your best option is to use online classified websites. Popular websites, like Craigslist.org, get millions of hits each month! Lets say that you want to make money working from home as a freelance writer. You are looking for sales leads (customer who have a service that you have to offer). On the other hand,Cheap Ryan Mathews Jersey, you can be a website owner who is looking for a freelance writer to write website content for you; you can also search for this writer online (a service provider who has what you need).

With a sense of trust among consumers being so important in sales these days, and increases in technology putting more and more emphasis on accurate information and a professional web presence,Cheap Donnie Avery Jersey, there are many ways that companies and salespeople can learn to build rapport with customers and clients to increase sales and profits, as well as help to boost the public image of the company and consumers' sense of trust in the product. The foundation of relationship marketing and building rapport with each individual consumer is based on listening to what your customers have to say and valuing the level of input that they have into your product,Cheap Tim Brown Jersey, your company, and your operations. By asking open-ended questions salespeople and customer service representatives as well as technicians are better able to get an understanding of the client's needs, as well as any concerns that may be hindering them from making a purchase. Learning to listen effectively enables salespersons to be able to pick up on underlying or hidden concerns that the customer may have as well. In addition, picking up on body language and the signs that it is sending is also an effective method for building rapport. Not only can you match your own body language to that of your client's in order to get on an even level with them, but you can also detect if they have any concerns or how they are feeling about the product, presentation,Cheap Packers Jerseys, or company. Learning to decipher body language is another aspect of effective listening skills that can be used for building rapport with clients. This includes interaction not only on the part of salespeople,Cheap Chester Taylor Jersey, but also the customer service and support personnel. In addition, a company website can easily incorporate aspects of its site that enable customers and clients to share their input either through a forum or a contact form that allows them to contact them directly. The general consensus that any sales presentation or conversation should be equal parts of talking and listening is often a misnomer. The truth is that the most effective sales presentations should only consist of about thirty percent talking, and the other seventy percent of the time should be devoted to listening to what the client or customer has to say. With increased access to information, along with the growing threat posed by scams and identity theft, today's consumers are becoming less trusting than ever. AS a result of this, customers want to feel valued, appreciated,Darren Sproles charger Jersey, and also reassured that their information is safe and that they are dealing with a reputable company. When it comes to building rapport and dealing with customers on a personal basis, one of the most important things to keep in mind is to listen and develop good listening skills, that means not just listening to what your customer has to say,Cheap Len Dawson Jersey, but also listening effectively.

For more information on how Bridge Capital can provide accelerated cash flow solutions for your business in the Suffolk and Nassau area of Long Island,Cheap 49ers Jerseys, NY; please visit us at You can further schedule your sales goals in a series of increments: weekly, monthly, quarterly and yearly. Make sure you are realistic when scheduling your goals. Don't set a weekly goals that you know will likely take longer than a week to complete. Try not to set more than five yearly goals. Having a clearly defined schedule of smaller goals that lend aid to the completion of larger,Cheap Miles Austin Jersey, long-term goals allows you to better focus your skills and energy. Improve Your Methods: Let your co-workers, employees and peers know about your goals. Open communication about your goals creates a team atmosphere, and allows others to better help you achieve the goals you have set for the company. Additional support also serves to increase motivation and dispel negativity, and the clear communication of goals also serves to build greater trust with the company's employees. Avoid the Negative: Each quarter, take the time to perform a full assessment of the previous quarter's completed goal schedule. Discuss what, if anything, went wrong or could be improved, and gauge the results of the completed goals. If there are goals that weren't met or completed,Cheap Leon Washington Jersey, determine why, and how the situation could be rectified. Adjust the following quarter's goals as necessary, as well as the yearly goals if they might also be significantly affected. Altering your goal schedule does not mean you are failing in completing your goals. The economy, as well as many other factors that affect your business, is always changing. Your goals may need to change more often than you think in order to reflect the course and effects of other uncontrollable events. But by focusing your time, energy and actions on a set, defined schedule of realistic goals, you are prepared to overcome the effects of an unstable economy and achieve the success you envisioned. Examine & Adjust: Don't be discouraged if your goals in any one week aren't met completely. Focus on the goals that were completed, and adjust next week's goals as necessary. Try not to let the negative comments, attitudes, and emotions of others, such as co-workers and even the media, affect you. Negativity can be like a virus sometimes, and if you aren't resistant to it, it can certainly affect your own ability to meet your goals. If you have too, avoid certain people, the news, some websites, anything that might negatively impact the goals you have set forth for yourself. Be Realistic: There is always room for improved efficiency and organization. If you think your routine is perfect, then you are doing yourself a disservice. You should always be open to new ideas, advice,Randy Moss titans Jersey, input from co-workers and peers, and the idea that what you're doing now could be done better. Take time every once in a while to examine how you go about your daily routine, and see if there is anything that could be improved for greater efficiency. Time management is a critical factor that is often overlooked, resulting in less done each day, which can effectively create a backlog throughout the week. Try to eliminate any distractions that might also impede your ability to complete daily and weekly goals in a timely, efficient manner. Restructuring Your Sales Goals - Focus on More Than Sales: It's very reasonable to assume that your current level of sales may not be as high as what they were a few years ago. Your current sales goals should reflect this. Trying to reach an unrealistic number is only going to leave you discouraged when it doesn't happen. Additionally, don't try to overload yourself each week with an incredible number of tasks. Know your limits, and adjust your list of activities accordingly. More tasks on the list doesn't equate to more success; it instead increases the potential that you will rush, make mistakes, become overwhelmed, and leave a few tasks uncompleted, adding to feelings of discouragement and stress. Be as specific as possible when you create your schedule of goals, but don't be afraid to make any necessary adjustments and add or eliminate goals as well. For example, if one of your weekly goals was to complete a number of phone calls to prospective clients, you might want to add a goal of follow-up calls or scheduled meetings to next week's goals. Of course, it can be difficult to avoid negativity altogether. To combat this, purchase items or associate with people who motivate you. This can be anything from a motivational poster to pictures of your family to having lunch with a peer. If you are properly motivated,Cheap Mewelde Moore Jersey, you are that much closer to achieving your goals. Most sales goals are constructed by quarterly intervals. Today,Cheap Bernard Berrian Jersey, it makes more sense to plan weekly sales goals, in which your goals each week aren't just to reach a number of sales, but also to complete activities that will serve to maintain or increase your sales in the future. This serves the double purpose of working to achieve your sales goals while also increasing your motivation and assurance that you will be able to continue to meet those goals in the future. The prospective activities may include anything from cold-calling a new batch of potential customers to initiating a marketing campaign.

Another question for you, what emotions are you feeling when you see these images in your mind's eye? For many, the word earn generates positive emotions that provide a sense of accomplishment, a job well done. For some the phrase "8 for 8" may come to mind,Cheap Sebastian Janikowski Jersey, eight hours of work for eight hours of pay. The words that we think, read, hear, speak and write have a powerful affect on the results that we seek be they organizational,Cheap Greg Jennings Jersey, professional or personal. There are a plethora of books that reinforce the power within words such as Napoleon Hill's Think and Grow Rich to What to Say When You Talk to Your Self by Shad Helmstetter to Get Out of Your Own Way by Robert Cooper. Now think about the word close. Do you see a door shutting or a manager shutting down discussion regarding a certain business issue? Again, what emotions do you associate with this word, close? Are the emotions positive or negative? I need to earn the attention. I need to earn the trust. I need to earn the relationship. I need to earn the appointment. I need to earn the right to ask questions. I need to earn the sale. I need to earn the referrals. During the last several years,Cheap John Riggins Jersey, as I have worked to improve both my marketing and sales skills expertise, I have come to realize that to increase business results is an earning process not a closing one and comprises these 7 earning steps: What I truly do not understand is why business and sales professionals do not use the word,Cheap Jerricho Cotchery Jersey, earn, specific to gaining a commitment from a new customer. Instead what I hear as a sales coach to business building speaker as the most common sales challenge is "How do I close the sale?" When I hear or read of this sales skill "close the sale," I literally shiver because in my world,Cheap Aqib Talib Jersey, the last thing I would ever want to do is to close off, shut down, any potential customer. Dr. Norman Vincent Pearl once said "Change your thoughts,Cheap Larry Csonka Jersey, change your world." What I know now to be true is that I by Changing my words, I improve my results. When thinking about the word earn, what images come to your mind? Do you see someone hard at work toiling in the fields? Or maybe you see someone in a manufacturing assembly line placing the correct piece in the right location.

You can influence the people that shop with you and the staff that you have with different incentive programs. If you don't make it too hard for people to reach the goals that you set out for them then it will be effective. You need to have decent rewards for reaching these goals. Give them decent promotional products that they will find handy and will use everyday.,Cheap Rodgers-Cromartie Jersey Every business wants the same thing,Cheap Paul Posluszny Jersey, more business. They want sales for 2010 to exceed sales of 2009,Cheap Jack Ham Jersey, and depending on what type of year you have just had,Cheap Austin Collie Jersey, this may not only be a goal,throwback Mark Gastineau Jersey, but a necessity to keep your business afloat. There are some things that you can do to ensure increased sales and business in the coming year. The following tips can help you increase sales for the coming year with ease. CUSTOMER SERVICE - Keep customer service as the forefront of your business and encourage employees to let customers know about upcoming events or sales on items that they might be interested in. You will find that if you keep the level of service up you will get more repeat business and customers will shop with you over your competitors even when your price is slightly higher because they know that they can rely on your integrity and the service your employees provide them with every time they shop. You might want to get your staff more excited about selling too. Some businesses have sales people that are good at what they do and are used to working on getting a commission. Other places have a more relaxed atmosphere and everyone will assist customers when they need it. If your store is like this then you would be smart to give your employees some pointers so that they are more comfortable making sales. There are plenty of ways that you can get your loyal customers feeling that you appreciate them. This can be achieved through giving out coupons to those you shop with you a lot. You can do something as simple as giving the a card and then punching it every time they come in. It is a low tech way off adding up visits and then giving discounts.

You can easily keep yourself in the position to make a single deal with the help of annuity sales. You can also avail yourself with a good income every month by selling these annuities. The income potential of an individual completely depends on the number of people who are involved. If your get involved with more number of people,Cheap Tramon Williams Jersey, then it will surely affect your income potential. There are many people who select annuity sales as the best supporting form. It is just because this selling process includes the benefit of the seller as well as the buyer. You should also consider your leading system before you get involved in the investment market. Many people try to sell annuities in order to make their future more bright and secure whereas some people try to sell them in order to improve their financial condition. Well,Cheap Cincinatti Bengals Jerseys, I would also like to tell you that you can simply become independent after your retirement by selling these annuities. You should always create a proper filter program for yourself so that you can easily enjoy a particular salary every month. Most of the people try to sell their annuities so that they can easily make a good amount of money for themselves. Selling annuities is really the best method through which you can protect yourself from the financial crisis. Annuities are really the best money earner. It does not matter at all that how you are selling your annuities but you can simply make a good amount of money for yourself by selling them. Selling of the annuities does not depend on the company in which you are working. There are many people who love to sell annuities but everyone wants to become a successful seller. There are many people who try to sell annuities but they are not at all aware of the accurate process which is required to become a perfect seller. The most important thing that you should consider is that how to get involved in the market. There are many people who simply think that annuities are only meant for the rich peoples but it is not the actual case. Annuities are really the most common element of the financial market and they are meant for every person. It does not depend on the financial condition of the person or any institution. So,Deion Branch seahawks Jersey, these are some of the important aspects that you should keep in your mind before you get involved in the market.

You will find that a Pop up Display Stand is really easy to transport. By utilising the wheeled trolley that almost all pop up display stands are provided in, you have an easy way of transporting your stand from car to your space in the exhibition hall - once there, it should take you less than half an hour to have your stand completely set up. I believe that any business starting exhibiting could not do better than to purchase a pop up display stand. This is not only because of the flexibility to change graphics in line with changing themes, product lines, etc.,Cheap Pat Tillman Jersey, but also to enable you to have an inexpensive stand that looks good and is easy to work with. However, it is also vital to make the most of the opportunities offered, by making sure you choose exactly the right show where you are most likely to make sales and in addition to position your stand very carefully within the show to show your company and products to best advantage to the visitors. When you are planning the location of your stand,Cheap Joe Montana Jersey, it is important to remember that the first few moments at an Exhibition for almost every visitor are spent re-orientating themselves. They will be trying to get their bearings,Cheap Jairus Byrd Jersey, putting things away in their bags, looking at signage and listening to the P.A. system. Because you need to take account of this and understand that the first few minutes of a visitor day at the show is not spent looking intently at the first stands they see, you need to avoid taking a stand near the entrance. Another important point I should mention is that in the UK, the vast majority of visitors turn left when entering an Exhibition. If you think about it, this is quite important because taking a stand on the left of the exhibition hall will mean that you get these visitors early in their day,Cheap Deuce McAllister Jersey, before they get tired out! This would be worth checking out if you do not live in the UK to see whether visitors exhibit the same behaviour in your country. Pop up Display Systems are definitely the ideal way for any small to medium sized business to start out exhibiting at Trade Fairs and Exhibitions. If you are wondering why these stands are recommended, they have two great advantages, low initial purchase price and low cost to change the graphic panels to get a completely new look to the stand. There are a few points to remember when going to Exhibitions and Trade Shows though,Cheap Michael Oher Jersey, in order to get the maximum benefit from your Pop up Display system. It is a good idea to try and visit a trade show the year prior to exhibiting there. Doing this will enable you to get a list of visitors by type so you can identify how many of them are likely to be interested in your products and services and judge for yourself how busy the show is.

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Although I think it's very important to start setting up a prospecting machine (which includes the Internet among other strategies) that works for you even while you're sleeping or dealing with other clients, you should also be careful to manage your costs. If you spend far more than you make, you only end up hurting yourself. I was once written a note from a Zen master at a stage of my life where I was at a crossroads, and trying to figure out what to do with the rest of my life. He wrote: "Matt, the only thing that never changes is that everything always changes." Unfortunately, a lot of people confronted with this situation let their egos get in the way,Cheap Jeremy Shockey Jersey, and cling on to their old sales messages that are no longer working. They believe that if it was once a great idea, it must still be a great idea. And, unfortunately, they only end up going down with their sinking ships. Annie Lowery for Slate put out an article that outlined four mistakes Borders made. Briefly synthesized, the four mistakes were: 1. Borders failed to adopt online sales, 2. Borders neglected e-books, 3. Borders failed to diversify, and 4. Borders expanded into too many stores even despite lackluster sales. I'll go over each of the four mistakes below, and then use them to offer four pieces of advice when it comes to making sales. Anne Lowery. Readers Without Borders. Slate. July 20th, 2011. Recognize that your ideas from yesterday were great ideas, but that it's also time to move forward with new ideas today. This can only make your sales stronger. Then use that information to appeal to your clients' specific desires, and watch your sales surge. Do your research. Ask questions of clients during sales calls. Dig a bit deeper. Fortunately, there are plenty of economical ways to set up a prospecting machine that works for pennies on the dollars that you will make through your sales! It adapted with the times. It moved forward. You should too. Similarly, you as a salesperson should look to create a presence for yourself online. You may still generate a lot of leads in more traditional ways, but how could it possibly hurt you to have even more leads coming to you through a web site? The beauty of having your own personal web site is that it continues to prospect even while you're sleeping or out working with clients. The web site is always there,Cheap Saints Jerseys, always available for people to visit, even if they do so while fighting a bout of insomnia at 3 AM. It's a great way to make sales by get prospects coming to you, instead of you having to go out and search for prospects for yourself! I agree with her. E-commerce has steadily grown every year, and it's harder to be competitive without a web presence. Good companies adapt and offer online services on top of their more traditional services; good salespeople should do the same. It will make your life a lot easier if you have a web site (among other things) putting in prospecting work for you, thus setting up your very own sales machine. 1. Borders failed to adopt online sales. At first, it decided to channel its "online investment" to in-store platforms instead of its web site. Tyler Cowen. Not one single investor, in the whole wide world, thought Borders had a real economic future [ Twitter Post ]. July 18th, 2011. Knowing your clients desires,Cheap Hines Ward Jersey, and then appealing directly to what they want, is a very successful method of making sales. You need to truly understand your clients, and what they want. Borders failed to adapt not just when it came to adopting e-readers, but also when it to their very product line (CDs, DVDs, coffee, etc.). Borders failed to recognize what their clients wanted; they failed to make the shift from CDs to MP3s. This was a fatal error because it's always critically important to know what your clients want. "Not one single investor, in the whole wide world, thought Borders had a real economic future," tweets George Mason University economist Tyler Cowen. It truly is remarkable that Borders mismanaged itself so badly that it not only went deeply in the red, but also got to the point where things were so bad that nobody in the world was willing to buy out the beleaguered company. By contrast, Barnes & Noble in the early-2000s recognized the importance of the Internet, and although they knew it would necessarily tradeoff with people walking into the stores, they recognized that making book sales both online and in stores was superior to trying to drive all their sales to the stores. 4. Borders opened many stores, despite lackluster sales. The stores simply got to be too big and too expensive. What? In order to buy books online, people had to go to a Borders store in the first place? Doesn't this defeat the purpose of ordering online from the comfort of one's home? Lowery concludes her article by saying: How did it go wrong, though? And more importantly, what can you learn from Borders' mistakes to keep your sales soaring? In the end, you could blame the Internet for Borders' downfall. Retail has become a challenging,Cheap Chad Henne Jersey, if not outright terrible, business, regardless of what you are selling. But, again, other companies adapted. Borders just didn't. Like it or not, your clients' desires and buying habits will change with time, too. You may have had a brilliant strategy for selling your products or services, and it worked pretty darn well to boot. Until one day...it didn't. 3. Borders failed to diversify. In the early 2000s, Borders was making hundreds of millions of dollars in CD and DVD sales. Fast forward to the mid/late-2000s, though, and music and video sales have taken a nosedive. When the likes of file sharing software, iTunes,Cheap Packers Jerseys, and NetFlix entered the mainstream, this CD and DVD sales were no longer the way to make money. Similarly, Borders failed to jump on to a popular form of coffee or alcohol sales, which is the savior of many bookstores. Barnes & Nobles got the exclusive contract with Starbucks; Borders had to settle for Seattle's Best. 2. Borders neglected e-books, even though they are almost as popular as their paper counterparts. Amazon debuted the Kindle in 2007, Barnes & Noble answered in 2009 with the Nook, Apple's iPad would come out next in 2010. Borders took way too long to jump on the bandwagon and came out with an e-reader you've probably never heard of, the Kobo, just last year. By contrast, the pork industry totally reinvented itself in the light of a lot of negative press about the health dangers of red meat. Suddenly, pork became "the other white meat." References:

Today, it's called Permission Marketing. In 1982, we had a sales and marketing automation system running on a Digital minicomputer. It sat in an air conditioned clean room. The hard drives were platters the size of big vinyl records that held a whopping 50MBs. This was not archaic; it was cutting edge, state of the art technology. For lead generation, lead nurturing, feedback, and database updating, our staff of social PR experts used the state-of-the-art technology of the day - telephones. They called our contacts every 90 days, chatted politely, caught up on news, verified prime contact information,Cheap San Diego Charger Jerseys, and reviewed the type of content they were receiving. It was very social and excellent marketing. Some things change. Mediums have changed and they will continue to change. In the not too distant future, FaceBook, Twitter, LinkedIn, the iPhone, and the internet,Cheap Julio Jones Jersey, will lose popularity or go the way of the dodo. Our customers loved it. They received high quality, current information about products and the industry free of charge. Many of our customers created libraries of loose-leaf binders filled with our marketing collateral and white papers that conveniently displayed our logo, name, and contact information. Just like a web page! Some things never change. As sales and marketing evolve, two things will remain the same; people and their behavior. Basic human behavior remains a constant. That is why networking was, and always will be social. Because if it ain't social then it truly ain't networking. Today, it's called Social Marketing. My friend David Brock nearly busted his gut laughing when I said,Cheap Mike Quick Jersey, "Heck we were doing content marketing thirty years ago. It was called print and direct mail." He wasn't laughing at me, he was laughing with me, because things have not changed as much as some people would have us believe. Then David said, "You need to write this post." As we adopt new technologies, they should be implemented as support for the core fundamentals that make sales and marketing successful. Today, it's called Content Marketing. Now that I've stirred the pot, I look forward to your reactions, responses, and rebukes. I make no claim to the development of content marketing, many others used the same techniques, and still more long before us. Sears was a content marketer in the 1800s. I'm sure a merchant or two took advantage of Gutenberg's printing press during the renaissance, and content marketing's roots may be in cave paintings. Social Marketing and Social Networking were practiced in the most rudimentary forms in the first marketplaces. With the help of the content marketing, social marketing, and social networking mediums of the day, we became trusted experts and advisors long before our competition entered the hunt. We sold manufacturing equipment, but our product was information and relationships. Everyone in our database was there because they wanted to be there. We only sent what the customer wanted. If they were looking for green boots, they received content related to green boots; not socks or blue sneakers. And when they no longer wanted our propaganda, we stopped sending it. Networking took place at trade shows, association meetings, elevators, golf courses, squash courts,Cheap Alex Smith Jersey, bridge clubs, watering holes, and any venue where business people congregated. It was as social as social gets. When we made complex sales by telephone in 1982,Cheap DeMarcus Ware Jersey, our competition called sacrilegious. Now it's archaic. Today, the majority of marketing and networking occurs on the internet. Some people thought it blasphemous; now everyone is climbing aboard. Today, it's called Social Networking.

First,Cheap Kellen Winslow Jersey, dont' let this discourage you,Cheap Arthur Moats Jersey, and just don't give up. You definitely need to continue working at it. You don't want to let all of your investment and hard work go to waste. Yet it can be hard to continue believing in yourself when you aren't getting the results you want. As you identify possible problem areas, change one of them at a time. Then test it out to see what you end up with. For example it could be that your sales letter is not convincing enough or that it isn't detailed enough. Often times this is the problem. Take the time to re-evaluate every step of the process you have done. You may be able to get an outside opinion on it as well. Sometimes a fresh pair of eyes looking over the same materials you have dozens of times can open up information you have overlooked. Often times it's well worth it to hire someone that has a lot of experience writing sales copy. It may cost quite a bit up front but once the sales start rolling in you'll be glad you did. You have to think of your sales letter as your twenty four seven salesman online. You can have the best product in the world but if your sales letter is poor,2012 Super Bowl Jerseys, you won't make the sales. The opposite is true as well. Your product may not be very good,Cheap Darren McFadden Jersey, but your sales copy is great,Cheap Josh Freeman Jersey, in this case you may make lots of sales. For a new online business it can be puzzling when you aren't generating any sales. You may feel that you have done everything right and so you were quite excited to finally put it out there. Yet the sales are either non existent or they are barely trickling in.

6. Don't lose your composure. Because price is the sixth most important factor in selecting a product, you should not lose composure when the prospect starts pressuring, it may be a defense mechanism, a self-stroking to show knowledge about your product, bargaining, exercising buying restraint, or whatever. Or the prospect may be seeking help in justifying the purchase, that is, a buying signal meaning, "I like it,Cheap Antonio Bryant Jersey, but help me find more reasons for buying it". Price alone makes salespeople vulnerable. Understanding that salespeople who sell price alone are vulnerable to losing the account when someone comes along with a better quality or service. Here are the strategies I use to lessen the influence of price on a sales decision. Six Ways To Get The High Price: The pay-off - a satisfied customer 2. Cost-benefit ratio. The prospects buying decision will be based on perceived value in relation to price. Values or benefits are not in the product but in the prospects mind. The salesperson has little control over price, but does have control over presenting the prospect with enough reasons to buy. Hear it out, listen. Getting the complaint out in the open relieves the distress of ill feelings clients may have. The more they talk,Cheap Arthur Moats Jersey, the more you will learn about their concerns and how to deal with it if you listen to the customer. He is telling you how to fix it. Avoid the argument; the complaint may be groundless,Cheap Jairus Byrd Jersey, but don't make an issue of it. Complaints are not resolved to mutual satisfaction in a controversial climate. Avoid meaningless excuses. These do nothing to resolve the situation. If the complaint is valid - fix it - with no alibis. Assure the customer you will get the facts and do your best to resolve the matter to his satisfaction. Don't let complaints linger. The longer they remain unresolved, the more they become a source of friction and are apt to become serious. Handling customer complaints. Comparison of price, value and quality in the business world is the name of the game. Yet even after a rigorous price comparison, price will rarely be the dominant factor. When you sell value - your best combination of quality, service and price - you will have a far happier customer than when you sell price alone. BACK TO BASICS 1. Create benefits rather than compete with prices. 2. Protect a price resisters ego with no-price extras or service. 3. Sell visions and ideas, not just products or service. 4. Create visual images of the prospect enjoying your product. 5. Reduce a price difference to the lowest unit possible. 6. Train yourself to sell value - not price. Value, again, is the combination of price, benefits, quality, and service. If I were to ask you how price ranks in the customers mind when considering a sale, what would you say? First? Second? Try again. Surveys have shown that both private business as well as government officials rank price only as the sixth-most important consideration. In today's competitive world, a price objection is the quickest way for a prospect to get rid of a salesperson. Yet top sales professionals are seldom the ones with the lowest price. Why? Value vs. Price. 3 Put a picture of something that you want to purchase on your refrigerator so that you see it every morning. But don't forget to reward yourself for short-term accomplishments. 4. Justify the price. The price can be higher than the competition as long as the prospect feels it is justified in terms of the values and the benefits offered. The best way to justify the price is with more benefits. In the end the price has to be sold, or justified, with the benefit of the product or service you offered. Price is never the dominant factor. 2 Send out mailers that require you to call on so many people each week. Use a number like 40-50 commercial contacts a week and follow up by phone. Cold calling is not required. Use information age technology to generate leads. Handling the Sales Lows: Three Ways To Think About Change: 1 When you lose momentum, you usually can trace it to the fact you have not set clear goals or your goals are so large and long-range you tend to go off-track and lose faith in your ability to achieve them. Re-evaluate your goals and break them down, so that you can create short-term rewards and a feeling of accomplishment. 1. Know that change is inevitable and it is often good and healthy. 2. Participate in change. Be eager to make a difference. Don't react from necessity. React by thinking, planning, and taking action. 3. Believe strongly that you can make a difference. It matters not if you are selling tiddlywinks or imported Italian cranes that are 30% higher in price than the closest American made crane, every price is too high until the prospect is emotionally involved. Quite often the salesperson must assume the role of "negotiator" to close a sale. You've found the right prospect and developed a strong interest in your product or service, but the terms of the deal are now under fire. Although you may not be able to change prices or delivery schedules, it is important to remember one thing: The negotiator's job is not to do the impossible, but to make the possible probable. To be effective, you must understand and apply the key principles of negotiating. Even so, there is no guarantee of success. But, not having a grasp of negotiating is almost a sure guarantee of failure. Unless you are UN expert in negotiating practices, you stand a much lower chance to get what you want. 3. Reinforce continually. Reinforcement builds the type of confidence you want in your customer. One way is to ask questions which require a "yes" to your questions. "Even if you are on the right track you will get run over if you just sit there". Every salesperson has experienced highs and lows,Cheap Scott Fujita Jersey, peaks and valleys. The trick is to minimize the lows, continue to work, and take advantage of the highs. Motivate means to move and take action,Cheap Torry Holt Jersey, so sitting and worrying is the worst possible thing you can do. Anything that produces activity is the answer. Here are three ways to get "on track": Keys to Negotiating Excellence Remember that you need to present the valve of the equipment to the man who signs the check. If you are relying for his second in command to sell the values to the one who writes the check for you, you are sadly mistaken. 1. Seek information. There is a rule of thumb in negotiation: The best prepared party gets the biggest piece of the pie. Dig out the facts. Do your homework. Find out all that you can about the other party from independent sources such as, their problems, needs, interest, goals. Your awareness of these issues helps you to create acceptable solutions. This will help make them more receptive to your ideas and gives you the advantage. 1. Arguing creates defensiveness from your clients. Ignore the customer's style of delivery and personality. Don't let that distract you from listening to what is being said. Handle the problem with a calm and rational behavior. Often price is more of a problem in the salesperson's mind than the prospects. Top sales professionals have learned that most customers start out price-conscious but end up becoming value-conscious. Understand that value is the emotional combination of price, quality, benefits and service. The objective is to influence customers as to why they are better off with the benefits and the values your company offers. 3. Buying is an emotional process. The emotional involvements run the gamut from prospects wanting the item so badly they will do almost anything to get it, to analytical purchasing agents wanting the recognition from their peers for low-cost, high-quality purchases. The strongest emotions often are based on past negative experiences involving service or quality. Ask questions to find out your prospects past dissatisfaction with service or quality and show how you will do better. Remember these valuable points in negotiation. 2. Negotiation involves seeking information so as to understand the customer's situation and needs. It requires a cool and thoughtful approach. And it needs to have the customer feel a "win". That is, that he or she is better off dealing with you than not dealing with you. 5. Pre-empting price. If your price seems high, you can soften its effect by pre-empting it. That is, you bring up the subject as a benefit and justify it before the prospect complains about it. In that way any objections to price are minimized. 2. Rehearse. Anticipate as many predictable responses, obstacles and objections as possible and prepare your responses in advance. Thomas Edison once said "genius is 10% inspiration and 90% perspiration". Preparation and rehearsal is the perspiration of negotiation genius. 1. The prospect is always asking, "Whats in it for me?" The answer to this in not features but rather benefits and reasons to buy. Rarely is any one feature worth the price, but it is possible that one benefit is worth the price.

Example: I'm expecting an unprecedented surge in individually owned and portable health insurance (my agency's "bread and butter") because the employer-based system cannot survive in its current form. And, ultimately,Cheap Eric Berry Jersey, the supporters of government-run health care will be defeated (sure,Cheap David Nelson Jersey, I agree that we need reform... pro free enterprise reform)! And always be grateful... but never be satisfied! 4. Less is more. Say what you have to say... quickly, succinctly and simply. And form the habit of telling your prospects what you want them to do and how to do it. This is your "call to action". Tell them to call you,Cheap Chris Cooley Jersey, visit your website, send you an email, "take out a pen and write down what I'm about to say", etc. 7. Develop the habit of concentrating on opportunities rather than problems. In fact, 93% of the stuff people worry about never happens... and agents that have come to us on the verge of bankruptcy are now on solid financial ground... with more income and freedom than ever! 10. Live your life and run your business as though the whole world is watching you. 8. The only power anyone can have over you is the power you give them. Without your permission, the other person is powerless. 9. When you're feeling overwhelmed, don't try to do everything... just do something (prospecting and presenting come to mind). 2. Focus on what pays you best and delegate the rest. Don't confuse "activity" with "accomplishment" and always stay in "The Green Zone" (prospecting and presenting)! No matter how bad the news is from Wall Street, how long this recession lasts or how badly your portfolio is performing... this "top 10 list" can explode your bottom line (and maybe make you "filthy" rich)! 5. Don't fall into the trap of waiting for something to happen. Make it happen,Cheap DeMeco Ryans Jersey! 1. Never compromise your integrity... for anything or anyone. 3. Avoid premature victory celebrations. Expect the best, but prepare for the worst. On the other hand, I intend to work with obsessive-compulsive,Cheap Kurt Warner Jersey, pig-headed determination (as always) over the next few years because we're living in weird times and need to be prepared for the unexpected. 6. Never rely on conventional wisdom. Be a contrarian and question everything. And associate with successful entrepreneurs. It will change your life in a huge way.

The career in sales looks very glamorous to many people. There are so many sales people praising their jobs, and enough facts about millionaire sales gurus that it seems to be the quickest way to get rich. Even though a large percentage of the rich tend to be in sales it does not make it easy. For every one that succeeds, another hundred fail. I know that sales jobs are always easy to get, as the turnover is very high, and most operate on commission only models. There are so many individuals that held at least one sales job in their past, that it is an astounding phenomenon. Most tend to think that they are better than the rest of those losers in the water,Cheap Jeff Saturday Jersey, and start swimming right away. I know that for a while it seems easy, but without the right know how,Cheap Philadelphia Eagles Jerseys, and technique the initial boost of energy disappears fast. Do not feel bad, that was usually my fast reaction as well but I learned. First, get in the water and just try to stand. Observe the people around you and see where they are succeeding and where they fail. It is only after you feel comfortable enough that you should start to swim. In the beginning stop often and reevaluate your technique. To me, all sales jobs tend to look like a current making its way downstream. Keep in mind that there is no safe side that we can pass to, but there are spots that are easier to swim in then others. This would be selling something that you are interested in or are excited about. Now, as you approach the stream it is a very interesting sight,Steelers Superbowl Champs Jerseys, some people are standing, few drowning, and some treading the water with a few swimming around with ease. Remember that this is a strong current, as the competition in sales is fierce. As it is your turn to go in, think about what your instinct tells you to do. I have seen many new sales people come,Cheap Stanford Routt Jersey, tread water for a year, and leave. They like what they see in the offices of the top sales guys, and try their hardest imitate them right away. People go after the elephants and forget the bread and butter that keeps them alive on a daily basis. There are unrealistic expectations forced up them, by themselves and it overwhelms them to the point that they stop being productive. It is also that some thought it would be easy, and are just too lazy to do the work. Now, I am not trying to turn you away from sales as I love to do it. It does not mean that I enjoy working for certain companies,Cheap Aaron Kampman Jersey, or that I think many of them have systems that are fair to the sales staff. It is simply that we go through our lives selling ourselves. We do it anytime we want something from someone, as we have to sell them on the idea. Even when you are trying to find a job, starting with the resume the sales process begins. I do however think that in the profession of sales, many shoot themselves in the foot before even starting.

All too often dealerships are comprised of frustrated salespeople who seem to fail more often than they succeed. While there are hundreds of "reasons" for this - personality lack of training, product, etc. - the responsibility lies with both the salesperson and management. To improve their success rate,Cheap Johnathan Joseph Jersey, salespeople should consider these seven common reasons for failure and take action to ensure they get back on track for success. U---Understanding As part of a team,Cheap Terrell Owens Jersey, each person has to be able to rely on a fellow associate for assistance and support. When a salesperson is unreliable and cannot be trusted,Cheap A.J. Green Jersey, then failure is surely the only possible result. R---Reliability A---Attitude E---Empathy F---Focus Attitude is critical and in salespeople, no matter how it is expressed or what circumstances are faced, it must remain positive. Often salespeople will meet customers with what appears to be a negative viewpoint. The professional must recognize this as an opportunity to turn a negative situation into a positive one and avoid being drawn in to a negative perspective. Having a deep understanding of the job, the product, warranties, etc.,Houston Oilers Jerseys, is often taken for granted. As a result, salespeople may find themselves working nine to ten hours a day with no comprehension of their goals or achievements. The professional salesperson must approach each day with a plan and clear understanding of their desired results. I---Interest All of us at one time or another wonder, "Why learn new ideas or ways when the old ways work fine?" In the automotive business, there is no "status quo." Learning must be a constant goal and successful salespeople seek opportunities to learn with each encounter they have every day. Salespeople often lose sight of their true objectives. By asking a few simple questions - "Why am I here?" "What's expected?" "How do I measure up?" - their focus can remain clear and steady. Complement this with the practice of monitoring their goals and objectives as part of a daily routine, and they've taken the first step toward success. L--Learning Empathy is defined as the ability to understand the customer's problems from their point of view. Salespeople must take the time to identify with each of the customer's concerns in a genuine manner if they want to meet or exceed their expectations, and ultimately succeed themselves. Interest sparks job enthusiasm. With a plethora of technical advancements, constantly changing products,Michael Jenkins Jersey, services, warranties, and practices, it is easy to be overwhelmed. Keeping a keen interest in the developments not only at their dealership, but in the automotive business will give salespeople an edge and spark enthusiasm in customers. Keeping these seven reasons for failure in mind and developing action plans to avoid F-A-I-L-U-R-E traps is the first step on the road to a successful career in automotive sales.

To survive in sales, finding the time to prospect is not optional! Every sales representative needs a steady stream of new opportunities entering their sales funnel if they expect the right amount of sales flowing out. Most sales people know they need to prospect regularly in order to be successful in the long term. In fact, virtually every sales professional could improve their results if they just did more prospecting. Now prospect this week to fill the holes in next week. New appointments should be booked in the same geographical locations as the existing ones. This minimizes unproductive travel time and maximizes your time spent selling. Lastly,Cheap Mike Ditka Jersey, but most importantly, time should be scheduled for prospecting activities. Ensure that you book at least one hour each day. Remember, this time is a scheduled appointment just like a meeting with a prospect. You wouldn't cancel on a customer, so don't cancel on yourself and your future sales success by failing to complete your prospecting activities. There's a line that will send your sales manager scrambling to search through their resume database. Book your time for office duties next. This should be in non peak selling hours, either first thing in the morning or after 4 pm. Preparing quotes,Cheap Emmitt Smith Jersey, answering emails, returning voice mails and completing sales paperwork should be completed in this scheduled time, but only in this scheduled time and not in prime selling hours. Aim Higher! Use a calendar which shows a whole week on one page. This is critical,Cheap Darrelle Revis Jersey! The only way to plan a week properly is to be able to see the entire week at a glance. If your PDA can't do this, either find one that can or use a paper calendar instead. Now go to next week's schedule and start to plan your time and how you are going to spend it. With some proper planning and time management techniques,Cheap Deuce McAllister Jersey, you can fit more into your day. The key is that you need to work this week to book next week! However many are already working long hours and just don't know where to find the time. The best way to ensure that you always make time to prospect is to arrive at the office Monday morning with your week already booked. Susan A. Enns The first things to enter into your calendar are your booked appointments. This includes meetings with customers,Cheap Jonathan Stewart Jersey, sales meetings and personal appointments. When doing this, also write in the geographic location of each appointment using the postal code.

An altered state of consciousness is simply any waking state in which the brain operates in a significantly different state than the normal beta wave state humans function in. The term 'altered states of awareness' is also used. It can be used in direct selling to remove objections and close more sales. During our normal waking state our brains generally operate in beta waves. Alpha waves generally happen when relaxed or while daydreaming. Gamma waves are experienced during REM sleep and while waking. Theta waves usually occur while drowsy and also while daydreaming. But how do I use it in direct selling, you ask? Keep exploring the site for direct selling techniques that induce a trance state in clients. Accounts exist of ancient Greeks going to temples for 'healing sleep'. During this healing sleep, dream occurred which helped the individual work through problems. Deep tranquility often occurs in theta waves and is thus a target for those seeking relaxation and relief of stress. Delta waves occur during deep sleep and unconsciousness. Now in direct selling you're unlikely to induce such waves in your clients naturally but there are techniques to bypass this. Many things can induce such a state, including illness,Cheap Sam Mills Jersey, sleep and food deprivation, as well as the use of hypnosis or drugs. All three share some similarity in that they require a quiet and peaceful environment and are generally inward focused and involve a state of relaxation. As a seller you're probably asking what on earth trances have to do with direct selling. Often people let media portrayals of 'trances' affect their perception of the word,Cheap Santonio Holmes Jersey, and are unaware of what the term refers to and how it can help them as a seller. The word trance can apply to many altered states of consciousness, including those induced by hypnosis or drugs,Cheap Arizona Cardinals Jerseys, but also by meditation and prayer. If you don't believe this could have any relevance to direct selling, read on. The similarities to modern hypnotherapy are striking. Throughout history,Cheap Tom Brady Jersey, important religious figures, healers and magicians have all experienced trances or visions. Modern science now better understands trances. In direct selling scenarios,Cheap Marques Colston Jersey, a trance can influence people to buy. Hypnotic trances have been used to help individuals uncover buried memories or place suggestions to help them break bad habits. The benefits of inducing a momentary trance in your clients while direct selling are huge.

Each business is different and you may be asking yourself questions such as "what should I offer?", "what can I offer?",Cheap Todd Heap Jersey, or "where do I find these products or services to offer?" I would be happy to help you answer these questions specific to your business for free with my business help program. Get a private one on one appointment today at www.15MinuteBusinessHelp.com. Customer acquisition is expensive and for many companies their customers only do business with them once a year, once every three years,Cheap Colt McCoy Jersey, or sometimes only one transaction in a lifetime. Offering an Upgraded Product or Service For A Fraction More Than They Are Already Paying. I have a client who operates a business where he sells and installs flat screen televisions. His competitors are Best Buy,Cheap Chiefs Jerseys, Walmart, etc. Each customer that is ready to purchase a flat screen TV in the neighborhood is offered to upgrade their television to a significantly larger TV for 10% of the cost of the one they are paying. His customers are getting more and he is getting more per sale. Everyone Loves to Feel Safe & They Are Willing to Pay For It. A client of mine who manufactures musical instruments has the ability to offer clients a lifetime warranty. Their standard warranty is 10 years however a customer can upgrade to a lifetime warranty for less than 5% of the cost of the instrument. In other words the customer is being protected against themselves for the life of the instrument for what amounts to pennies a day. Customers are happy to pay for the security and those that don't have a 10 year warranty. Complimentary Products Or Services Are a Win For Everyone. While this isn't new it is amazing to me how many companies fail to offer products or services from other complimentary companies when a customer is in buying mode. For example I have business partners who sell my products to their clients. Their clients get additional value and help and both of us benefit financially from the transaction. One of the hardest parts of being a small business owner is finding a new customer. Once you have that customer in front of you maximizing the sale is critical. For those who are thinking "I don't want to s bleed my clients dry" that's not what I am talking about. These 3 strategies will increase the value of each sale dramatically. The easiest and fastest way to put these methods into place in your business is to pick one start offering it in the next few days. Regardless of your product,Cheap Lardarius Webb Jersey, service,Cheap Isaac Sopoaga Jersey, or customer buying patterns these 3 strategies will help you increase the average value of each sale as well as differentiate you from your competition. These strategies can be used online or offline. For maximum increase in your sales using these 3 strategies in both your physical store and online presence is recommended. Don't worry that some people will say no to your offer. They key is to focus on the percentage of customers who are more than happy to purchase additional products or services from you.

Almost every salesperson has had the experience of being beaten-up by a buyer (metaphorically speaking,Cheap Josh Freeman Jersey, of course!). Indeed, with the fundamental shift in the balance of power in favour of buyers, selling has become an increasingly bruising activity. It may be a knockout blow that loses the sale, or perhaps a severe bruising on price and terms. All too often the killer punch is preceded by a slow wearing-down of the seller through ever more drawn-out and complicated buying processes. There are 5 areas where sellers are most at risk of being beaten-up: As another battle-weary supplier we spoke to pointed out: "The buying process has been designed to put the buyer to the test,Cheap Matt Hasselbeck Jersey, to pit one supplier against another and to wear the seller down. It can be a long-drawn-out, often gruelling process,Cheap Charles Woodson Jersey, with lots of false-starts and setbacks." To conclude, if sellers are to avoid being beaten-up,Cheap Panthers Jerseys, then for each opportunity or bid they must understand exactly what is involved, as well as how long it is likely to take and what the key stages/decision-making criteria are. "I often hear sellers crying foul play", explained another sales consultant we spoke to, "but whenever I hear a salesperson complain about either being lied to by the buyer, kept in the dark or taken advantage of, I immediately figure that they themselves must be at fault. That is, they have generally failed to adequately understand the buying process, read the situation or spot the early warning signs", he concluded. In the words of one sales manager we spoke to: "Salespeople must realize that, as far as most buyers are concerned; 'the gloves are off'. It is a tough marketplace, and we need to become hardened to it - there's no point in licking your wounds, or crying foul play." To download the full whitepaper in PDF format, please visit The ASG Group website. The point made by many is that sellers are frequently allowing themselves to be beaten-up because of a lack of preparation, or a mismatch of expectations. In particular, they are exposed when they show a lack of understanding of the rules of the game - and specifically those of the buying process. Are You Getting Beaten-Up Unnecessarily? It is only based on a better understanding of the buying decision that the seller can confidently get into the ring with a buyer, or decide to sit it out if they cannot win. Have You Been Beaten-Up By A Buyer Recently? The question is whether we as salespeople can justifiably complain about the buying process - given that it is simply a competitive reality. Isn't it more important to address the manner in which we respond to it? "Buyers don't treat salespeople with kid gloves any more, that's for sure", said another manager. "That's why being seen as an expert, rather than a salesperson, is important if you want to be treated with the respect of a peer or equal." Sellers often complain of gruelling buying processes, as ever-lengthening sales cycles mean they must be willing to 'go one more round'. They may also give out about buyers who change the rules along the way, or simply make them up as they go. Negotiation Procurement Contracts Competition Implementation The advice for sellers, then, seems to be to 'go in with their eyes wide open' - or,Cheap Adrian Peterson Jersey, more specifically, to: Continually pre-qualify opportunities, and to forecast them more realistically Understand the buying process and what it will demand of them Fully understand the buying logic (or business case), as well as the complexities of the buying team Expect surprises - the buying process that has been set out is likely to flux and change There Is No Point 'Crying Foul Play'!

Step 2: I) A guideline related to travel or overnight stays in a given week: Whether your sales territory is geographically huge or, is small with thousands of call points, you will benefit from a smart coverage plan. Regardless of the type of field sales you do, there are some basic and simple ways to maximize your success. A smart sales territory coverage plan should be designed to provide you the following benefits: "I should be able to see all my "B" list targets every 3 month time-frame and,Michael Jenkins vikings Jersey, all my "C" list targets every 6 month time-frame. Step 3: A smart Sales-Zone plan is the way to maximize your time and give yourself the absolute best opportunity to achieve success in "...Your New Sales Territory." It is surprisingly common for company Sales Representatives to neglect large segments of their assigned territories. Like many Anglers,Cheap Ricky Williams Jersey, they're overwhelmed by the size of the lake. So, they tend to work a few favorite fishing holes. Here are some simple guidelines to help the Field Sales Professional design a winning territory coverage plan. In my series, "The 1st 100 Days...", I have laid-out some Best-Practices and a few unique ideas for the Sales Professional who wants to "Hit the Ground Running" in their new sales territory. - More opportunities in your Sales Funnel - More Sales - Increased commission Income - Reduced travel expenses - More and better customer relationships - More quality-time with your family - Greater job security - Top rankings in your company's sales organization Do you remember the old riddle about attacking large tasks? - All your "Ideal Sales Prospects" - All current "Sales Leads" - All accounts currently in your "Sales Funnel" - All accounts that you consider significant "Current Customers" - A strategic selection of your competitors' biggest and best customers The best territory coverage plans begin with a well thought-out categorization of those you call on. You will want to define what type of businesses or accounts represent your best opportunities. Start by making a list of the general characteristics of the "Ideal Prospect" to call on. These general characteristics should not require an intimate or Insider's knowledge of the prospective account. This task should end with 2 simple and clean definitions: 1) for an "Ideal Sales Prospect" and, 2) for a "General Sales Prospect". Your "B" sales call targets will include those accounts that make up your "General Sales Prospects", along with all those who fell-a-little-short of making the "A" list. "Answer: One bite at a time." "When I visit a Zone in my territory I will stay or Work-the-Zone for 2 to 4 consecutive business days." "I should be able to see all my "A" list accounts every 1 to 2 visits to that Zone." Your "C" targets will be the remaining universe of sales call opportunities in your territory. II) A guideline related to coverage of "A" list accounts and targets: Create the "Sales Zones" of your territory. Divide your territory into 4 to 10 Zones. The number of Zones you have in your territory will be dependent on the size of your territory (both geographic and number of call points) and the type of selling you do. Devise a couple of your own rules-of-thumb for the mapping of your territory subdivisions, similar to the following. This will serve as a guide to help you establish the number,Cheap Mike Iupati Jersey, size, and location of your territory's Zones: You will need to adapt these Zone creation rules-of-thumb to your selling environment. "How do you eat an elephant?" Define your "A", "B" and "C" sales call targets in your territory. Your "A" List sales call targets will include the following: Step 1: III) A guideline related to canvassing your "B" and "C" list accounts and targets: I typically warn Sales Professionals about scheduling patterned visits or "Cycles" to their Zones. The practice of pre-assigning Zone visits to specific weeks of a month or a quarter often fails. A Sales Professional will be "Pulled" into a Zone more often than "Cycling" into a Zone on a scheduled visiting pattern. Customer issues,Willie Parker redskins Jersey, sales leads,Cheap John Matuszak Jersey, and sales funnel activity will often be the reasons for scheduling a visit to a Zone. Whenever you are "Pulled" into a Zone, be sure to pre-plan your time there and extend your stay.