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How to Avoid Becoming a Digital Prospecting Lemming
Monday, July 9, 2012, 7:36 AM
[General]
2. Integrate your approach. Letters aren't as easy to respond to as an email or voicemail, so follow up with a phone call and then an email. What I like about this approach is that we know for a fact people respond differently based on their personal preference. Make it as easy as possible for prospects to thank you for that nice letter you wrote and show their appreciation by setting an appointment.
One seller said he uses a series of faxes just as you might send a series of emails. He noted that in one instance where his letter was stopped by the prospect's assistant, the fax made it through. Not only did he get the first appointment, but his creativity ultimately won him a significant sale.
Most sellers today prefer to send an email in an attempt to get in the door and secure an appointment. I know because I train thousands of them every year on how to write prospecting emails that'll get a response. While this strategy absolutely works, a personal letter causes you to stand out in a crowd of digital lemmings - especially in an over-competitive, reluctant marketplace.
Have several ideas you want to share. Do some research. Watch their social media comments to see what they're focused on or celebrating. Write letters about those.
Or, you may share the start of an idea you have about how to help their business soar. (You don't want to share the complete thought. That you'll save for when you meet.)
Hand address the envelope and use a real stamp for postage. You want your letter to stand out as important, with no implication that it's junk mail that should be discarded unopened. Your note needs to stick out when it arrives in the mail room,Cheap Santonio Holmes Jersey, passes through the assistant, and finally lands on the executive's desk.
Draw your prospects in with a personal touch and make them want to speak with you.
In your follow up, mention your note,Sidney Rice seahawks Jersey, asking if they received it and reinforcing what you wrote. Don't be shy. Let them know that you're calling to set a time to meet.
Congratulations on the success of your practice! I noticed your advertisement in the Thursday's paper and it looks great. I'm sure it'll be wildly successful for you. Your ad caused me to go to your website to learn more, and I had an idea about how you might reach an extended base of potential patients through it. It would be an honor to share it with you.
If you wrote a compelling letter, the executive will appreciate it and remember you. Your name will be familiar and he'll take your call. Several sellers mentioned that they've actually had prospects comment when they follow up about how nice it was to receive their note.
5. Don't stop at one. Numerous sellers mentioned that one letter may not be enough. One cold call or email is never enough, so don't expect that one letter will be either. Plan to write several letters. After all, you're prospecting.
4. Consider sending a fax. In many industries faxes aren't as common as they were 15 years ago. Your fax, handwritten,Cheap Randall Cunningham Jersey, or nicely typed with a signature may stand out simply because people aren't accustomed to receiving one.
3. Use paper and envelopes that emphasize the personal nature of your letter. Write your message on a note card, greeting card, or monarch sized stationary. As long as your handwriting is legible, it feels much more inviting when your prospect opens it than a typed a letter.
Congratulations on the opening of your second office. In today's challenging market, it's exciting to see such growth in Denver. Please think of me for any of your computer support needs. I'd be honored to work with a business of your caliber. Congratulations again!
Switch things up. Don't always use the same note card or style paper. Consider sending a postcard with a fun picture on the front.
My article "Prospecting Letters Still Open Doors" sparked quite a response from readers recently and I just have to share their ideas with you! They disclosed their best secrets for using letters to gain access to some of their toughest prospects.
These are the top five techniques they shared about using personal letters as a prospecting tool. See which ones you do now and which ones you might want to try to avoid becoming a digital prospecting lemming.
1. Write a letter you'd like to receive. There's something special about receiving a nice letter. Your goal is to write a compelling one that the executive will remember. Compelling doesn't necessarily mean it's full of issues they may be facing and how you can solve them. It can be a letter of congratulations for an accomplishment you heard about.
The rush toward digital prospecting as a singular strategy leaves a gaping hole for you to step through to distinguish yourself. When you reach out with a personal letter, prospects will remember you and take your call.
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24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More
Testing Times When Recruiting 'Good' Salespeople
Monday, July 9, 2012, 7:36 AM
[General]
This brings me to the major issue at hand: sales recruitment is one of the most challenging jobs around. It is fraught with ambiguities because of the very nature of trying to assess 'soft skills' such as attitudes and actual versus perceived capability. Given this complexity, as a sales recruiter it may be beneficial to partner with a qualified and experienced organisation to support you when using assessments.
The other main issue that arises out of this 'assessment only' approach is that the 'assessment' can get blamed if the sales person doesn't work out. Assessing in isolation is the issue here, not the assessment itself.
Remembering that sales recruitment is one of the most challenging jobs around; the average increase in output resulting from improved selection is approximately 2.5 times greater in sales jobs than in low-complexity, non-sales jobs. This is why is can also be important to partner with an organisation who has a sound understanding and working knowledge of recruitment and assessments.
So what to use?
Psychometric assessments are best used to back up and cross reference the current data you have gathered via other means. Depending upon which assessments you use, they can corroborate what you have already gathered and give you additional information to further investigate areas of concerns.
In our work we use a range assessments which have been purpose built to measure different areas including:
Why use assessments?
While you don't have to use assessments when recruiting, when used in conjunction with a robust sales recruitment process they can add real value to your decision making. The problem arises when assessments are used in place of a multi-pronged recruitment approach.
To put this into perspective,Cheap Colt McCoy Jersey, my business has psychometrically assessed 40,000+ people in sales, business development and leadership roles using a variety of purpose built assessments. This has provided us with valuable insight into what assessments work best in sales recruitment. Over the years we have been exposed to many test publishers promoting their various assessments, claiming this and claiming that. We are constantly scanning for new tools.
1. Why use assessments?
2. What assessments should you use?
3. When should you use assessments?
First of all, it depends on what you want to measure. There are a variety of purpose built assessments which are designed to address the following important questions about a candidate:
We have discovered that there is no one single assessment that can measure everything you want to know about a sales person. Some test publishers have made this claim,Cheap Brady Quinn Jersey, however upon investigation we have found that they have often compiled several different assessments (measuring different things) into one offering. In doing so, they reduce the number of items measuring each area; therefore limiting the laser effect you need in sales recruitment.
There is not one-quick-fix to getting this right. To assist you in your sales recruitment, let's look at three important questions when it comes to using psychometric assessments:
Conclusion
Whether you currently use assessments or are considering (recommended) incorporating them, the important point is: Providing structure and using a multi- pronged approach are the two techniques most likely to help improve the reliability of your sales recruitment process and placements.
Recruitment, especially sales recruitment, can be very time consuming, therefore there is a tendency for people to take short cuts and replace the other steps in the recruitment process with a 'quick' psychometric assessment to base their hiring decision on.
When I consider how I spend my time professionally, I find it is often devoted to demystifying two things:
1. What is 'good' selling?
2. The proper use of psychometric assessments, especially in sales recruitment
Having written on the former on many occasions, I would like to dedicate this space to the latter - the proper use of psychometric assessments in sales recruitment.
While there are some assessments you can use prior to the first interview or even at the resume submission point, the decision to assess earlier is often based on costs to the business. Obviously, it would be great to test everyone who applies, however this would not be economically viable or recommended in most recruitment situations.
What assessments should you use?
I have seen anything from the CLEO quiz, numerology, star signs, and simplistic 4 quadrant models through to purpose built psychometric assessments used in sales recruitment.
Tip: Psychometric assessments should compliment a multi-pronged sales recruitment process rather than be the recruitment process in entirety.
When should you use assessments?
As assessments should not be used as the sole determinant,Cheap Ahmad Bradshaw Jersey, it is often advised to use them after the first interview but prior to the second interview and reference checking. This is recommended so that the assessment results can be used to verify and check gathered candidate information and then incorporating the results into interview questions and reference checks.
o Personality
o Motives and Values
o Prospecting fitness- sales hesitation and call reluctance
o Leadership potential
o Cognitive Abilities - i.e. abstract, numeracy, and verbal reasoning, etc.
o Coping strategies under pressure
o Emotional Resilience and Emotional Intelligence (EI)
This 'assessment only' approach is not how psychometric assessments are designed to be applied (reputable test publishers will always tell you this). This approach is not best practice; it does not give you all the answers and could get you into trouble with recruitment and anti- discriminatory laws. In fact, best practice states that assessments should account for no more than 20% of your decision making process in recruitment, especially sales.
Tip: Use the insight gained through assessments for the second interview questions and reference checks.
o Will they sell?
o Why will they sell?
o How do they sell?
o How well can they sell?
Essentially there are thousands of so called 'psychometric assessments' out there, many claiming to test for sales effectiveness and predict sales performance.
Tip: Depending on the level and complexity of the sales roles you should match the psychometric assessments to the required competencies and areas of capability.
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Marketing Financial Services - Do Seminars Work
Monday, July 9, 2012, 7:36 AM
[General]
Among all of the options, hosting marketing seminars remain a key method for getting known to prospective clients. Which raises the question, "When marketing financial services-Do seminars still work?"
The seating arrangement was theater style with about 150 chairs, most of which were filled. While it's a great testimonial to the sponsoring organization's ability to fill the room, we did feel a bit like sardines. Now was this necessarily a bad thing? Not really when one considers who the intended audience was.
According to the firm's marketing materials, they were seeking investors with a minimum of $15,000 to invest. That's really not a lot of money. Thus the program was primarily directed to new investors or those with relatively modest amounts of capital. So the seating was probably not viewed as a negative. (However there is a psychological disconnect between having the event take place in a very elegant setting, but having the seats jammed so close together.)
There's an old saying in marketing that unless one can automate and remove the human labor element from the process, it takes just as much effort to attract a small fish as it does a big whale. Unfortunately, hosting marketing seminars are highly labor-intensive endeavors. Focusing on the small investor isn't necessarily the best use of money time and effort. Granted they "small fish" is easier to attract, but you have to get a lot of them to equal one affluent investor.
However if one were targeting the affluent market, one would want to take a different approach. Remember that they key to marketing to the affluent is to make sure they feel that you are catering specifically to them. Open with the issues of commonality that this affluent group faces. This would be even better if you sub-niched your marketing to "affluent women business owners" or some other more targeted segment. This would enable you to open your presentation with specifics that make the guests feel that they we truly listening to an advisor who understood their unique needs. So overall I'd give this presentation a good solid "B".
When one contrasts the results that come from events that cater to the mid-market compared to the affluent, there is no doubt that the latter yields much more substantive results. Granted, attracting the affluent requires a different message and approach. The reality is that many advisors are less comfortable approaching the affluent, although they all verbalize a desire to get more of them as clients. If one is serious about marketing to the affluent one needs to be willing to create events that are different than those that cater to the mid-market.
When it comes to marketing financial services there is no shortage of options. From cold calling to direct mail, to attending local networking events, advisors have lots of choices in their ongoing pursuit of new prospective clients.
In this particular instance the content of the presentation matched up well with the audience. Not surprisingly, a seminar targeted at investors with $15,000 to invest,Cheap Evander Hood Jersey, attracts a wide diversity of prospects. Since it's virtually impossible to customize a talk to such a group of modest-investors, there's no real point in trying.
So what's the lesson? Although it seems obvious, a quick check on who your neighbor is going to be and what they're going to be presenting, can help avoid these situations from occurring. I realize that this sounds basic, but as they say, "the Devil's in the details".
However, if the firm were focusing on affluent and ultra-affluent prospective clients,LaDainian Tomlinson charger Jersey, the seating arrangement would definitely be a turn-off. Upscale programs I've attended usually cap the guest list at 30-35. And I use the word "guest" deliberately. The event I attended recently had "attendees". Programs targeting the affluent have "guests". That's a true distinction in everything from the invitations, to the room arrangement, to the content of the presentation.
However it does beg one important issue. These financial advisors are expending a great amount of effort to attract very small investors. At the $15,000 investment level (and yes I realize that some-but probably not a lot-have more than $15,000 to invest) you would need to get 34 of them to equal one investor with $500,Cheap Green-Ellis Jersey,000.
Location. At first glance the venue for the location was great. A private meeting room in an upscale golf club in a wealthy community was "pitch perfect". Unfortunately no one checked what would be going on next door. As a result, the first 30 minutes of the presentation were overwhelmed by a terrifically loud movie that involved much shooting and screaming.
Recently I had the opportunity to attend a seminar hosted by a well-known financial advisor. Lets take a look at what went well, as well as where the missed opportunities were that perhaps would have made it an even more successful event.
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How to Set Up a T-Shirt Printing Company
Monday, July 9, 2012, 7:36 AM
[General]
-Consider the Fabric
Many companies use these kinds of shirts to advertise their products and services so you can expect big clients. People can easily recognize them because of their distinctive logos and catchphrase. Setting a t-shirt printing company is a profitable business because customized shirts never go out of style, are always comfortable,Brett Favre jets Jersey, and can effectively deliver a message.
-Research Online to get a good Gauge of Prices
Here are some tips that may be useful to you:
Printed Shirts: Good Gift ideas and marketing tools
Think of creative and original designs that will make your printed t-shirts attractive. You can use intricate patterns or prints like line drawings or floral prints. You can also come up with funny catch phrases. Draw the design manually first on transparency paper. Better yet, make use of old paper for drafts. You can even try printing on the transparency using a laser printer.
You cannot get a competitive edge over other t-shirt printing businesses if you stick to the old technology. That is why it's important that you use the latest printing tools available. If you are planning to sell printed t-shirts, use screen printers with great graphic design and imaging software like Adobe Creative Suite, Adobe Photoshop, or Adobe Illustrator. Some designers would also recommend the latest version of CorelDRAW for making printed t-shirts. These software programs will give you free reign to draw, paint, trace, colour, and add in some special graphic effects. These tools will also help you enhance your product by changing the layers and scheme of your design.
You can find many entrepreneurs selling printed shirts in social networking sites like Facebook and Multiply. They use these platforms to display their products and promote their business. Check their products and their pricing. This will allow you to compare how other products are selling and help you set a fair and competitive price.
-Let your inner designer take over!
Everybody loves t-shirts. They are comfortable and can be worn with almost anything - denims, shorts or slacks. Add the right accessories and footwear and you will be fashionable. If you have the right printing equipment at home and the contact information for shirt suppliers,Cheap Michael Oher Jersey, starting your t-shirt printing business should be easy. If you are new at this, however, you may need to research to help you get started.
Customized printed shirts always make good gifts. They are items bearing the personal touch of the sender. These shirts also make great promotional tools. This is why educational institutions, charity organizations, and religious groups use them for relaying important messages to their target audience.
One important factor is the quality of the shirt you are going to use. No matter how good your prints are or how witty your catch phrases are, the success of your business will still rely on how comfortable your printed t-shirts are. Look for a supplier selling shirts made of cotton,Patriots 2012 Super Bowl Jerseys, polyester, lycra, and belcoro. They usually provide a clean finish and are durable enough to withstand wear and tear.
-Know the Latest Technology in T-shirt printing
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Where to Sell Chemistry Lab Equipment
Monday, July 9, 2012, 7:35 AM
[General]
Type of device Make / model Condition Year of purchase Date of last used Condition - whether it was working or not Details of missing parts, if any Original purchase price Price you expect to receive
Selling your surplus laboratory products can save a lot of space in your laboratories and also earn you money that can be put into other essential matters. Consider the following prior to sale:
Some of the details that you would need to provide to a dealer interested in buying your used instruments are:
Selling your used or surplus chemistry lab equipment to the right buyer can get you a good price. In these financially challenges times, such money can be put to good use. You can buy new and technologically advanced devices to improve the efficiency of your lab,Dallas Cowboys Jerseys, or simply use the cash for other important matters.
Find a Dependable Dealer
Dealers who buy the used laboratory equipment upgrade it and recertify it for sale. Factory-trained experts put it through different stages of refurbishment before making them available for sale. Necessary repairs,Cheap Dan Hampton Jersey, replacements,Cheap Darrelle Revis Jersey, inspections and quality control measures are carried out as part of this process. These refurbished products are recertified and placed for sale at a price lower than new. This is a great advantage for needy and budget-constrained labs.
Selling surplus and used lab instruments can present a real challenge for any organization. They lack the time and expertise necessary to engineer a profitable sale.
Sell to Reliable CCR Vendors
Search the web through the online directories and yellow pages. You can find listings of different dealers looking to expand their inventory. Get in touch with a reliable CCR certified dealer to get a good price on the sale of your organization's chemistry lab equipment.
Surplus Chemistry Lab Equipment
The recertified products are offered for sale with extended warranty. Many of the vendors also supply reagents, controls and consumables, as well as service contracts for the recertified devices.
Browse the web to find the online stores of the lab equipment dealers providing listings of the kind of equipment they are looking for. If the instruments you are looking to sell fit their requirements, you can be sure of getting a good price for them. They ensure that the solutions they offer meet your specific needs and maximize your returns on investment.
Sort out the pieces of equipment you want to sell Get a clear idea about the resale value of the product you wish to sell Understand the exact condition of the equipment. Products with minimal or no flaws can get you a better price
Things to Consider on Selling Your Used Lab Equipment
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How to Increase Sales Revenue by Geographical Area Using CRM
Monday, July 9, 2012, 7:35 AM
[General]
,Cheap Plaxico Burress Jersey
- Target your marketing into the best-performing regions.
Studying your customers buying patterns and trends when it comes to purchases is a great way to insure that you have a great ROI (Return on Investment) when it comes to marketing. By targeting core groups you'll actually be saving yourself money in the long run. This is where utilizing the power of CRM software can actually enhance this effort. With CRM software you can pinpoint a specific area or region as well as a specific group of people to aim your marketing efforts towards. This not only saves you time in determining the specifics of where to market but saves so much money in the long run.
Why did you get into business? The answer is almost always "to make money." Having a product or service that a consumer or business will need or use is why many businesses are formed but in the end, it always circles back to the "need to make money."
Marketing plays a vital role in any business. By targeting your sales to the areas where the products are services are selling the most,Cheap Robert Mathis Jersey, you are getting it into the hands of those who will benefit from them the most. Understanding where your customers are and exactly where your revenue comes from is one of the first steps to planning your marketing in a strategic way.
You may have a hot spot in your area where one product is selling more than other areas. So why not target specific areas. Another way to look at this is that you can see if you have a specific area that is buying a specific product more than other areas. If you had an additional product that you could cross sell to those customers then it would make sense to target the specific areas consumers.
- Design and target your products or services to your top markets.
Web based CRM software allows you to have access to your customers information no matter where you are at. This makes it easy when you're off site meeting with your PR/Marketing firm and you need immediate access to vital information on your company's customers and purchases. You can access your information easily and securely no matter where you are. Marketing is a must in today's business world and with the power of CRM software behind you - you're already ahead of the competition. Now that's always a good thing.
Marketing by geographical location is a great way to target specific customers. Among other things,Cheap Drew Brees Jersey, marketing to a specific area could enable you to:
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Step 8 of 10 Steps to Become the Greatest Salesperson in the
Monday, July 9, 2012, 7:35 AM
[General]
Success is like a muscle; stretch it and work it and eventually it rises to the occasion. If your goal is to be able to lift 200 pounds 10 times in a row, you can get there even if you start off lifting less than 100. When you hit your goal though, a funny thing happens: you plateau. The muscle stops growing because it's no longer challenged. Step your goal up to 300, and you kick the growth cycle off again.
It's the same with your personal growth. Once you reach a goal, you run the risk of stagnation if you stop there. Human beings have an amazing potential for growth that sometimes gets hampered because we're unwilling to push ourselves to grow. Why? Growth is painful. It's uncomfortable and scary. We set up all kinds of elaborate, unconscious schemes to avoid the pain of growth, and we seriously limit the results we can achieve in the process.
"Today I will multiply my value a hundredfold." - from The Scroll Marked VIII, The Greatest Salesman In the World by Og Mandino.
And how will you do it? How will "multiply your value a hundredfold"? The Scroll advises: "First I will set goals for the day, the week, the month, the year, and my life. Just as the rain must fall before the wheat will crack its shield and sprout, so must I have objectives before my life will crystallize. In setting my goals I will consider my best performance of the past and multiply it a hundredfold. This will be the standard by which I will live in the future. Never will I be of concern that my goals are too high for is it not better to aim my spear at the moon and strike only an eagle than to aim my spear at the eagle and strike only a rock?"
"And when it is done I will do it again,Cheap Denver Broncos Jerseys, and again,Cheap Cameron Jordan Jersey, and there will be astonishment and wonder at my greatness as the words of these scrolls are fulfilled in me."
The Scroll points out one difference between you and the grain of wheat, though: whereas the wheat has no say in whether it's planted and propogated, you get to decide whether your potential is realized or wasted. It's a sobering thought, isn't it? It means you get to take full responsibility for your success or failure in life. You don't get to point to your circumstances or your parents or your government...only you have the power to decide your fate.
The Scroll Marked VIII says that we're like a grain of wheat; a single grain of wheat has the potential, when properly cared for, to grow into a stalk of wheat with a head full of grains. Each of those grains, in turn, has the potential to be planted and produce many more. Given the proper conditions, a single grain of wheat can produce millions of tons of wheat. And you are like that grain of wheat: you contain unlimited potential.
The message is clear: continue to aim high, to stretch yourself, to strive to exceed your past performance. If you do, you'll never stop growing, your value will increase every day,Cheap Jon Beason Jersey, and you'll be considered by those who know you to be the greatest salesperson in the world!
What do you do when you've accomplished a goal? Hopefully, you take some time to bask in the warm glow of accomplishment...but not for too long. Hopefully, you also set your sights on something higher and start working on it immediately. Resting on your laurels and past achievements will never get you where you want to go.
What if instead we were willing to shake off the self-imposed limitations of our pre-conceived ideas and hand-me-down beliefs? What if we were able to get beyond the fear and set impossible goals, continually stretching beyond our prior capacity? What then? Michaelangelo advised that "the greater danger is not that our goals are too lofty and we fail to achieve them, but that they are too small and we do." Do you really want to look back on your life and wish you'd only tried a little harder? Neither do I.
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Successful Selling in Any Economy
Sunday, July 8, 2012, 12:01 PM
[General]
Does someone really "need" a blanket? If you answered yes, why do they "need" it? What problem or benefit does a blanket provide? Let's see here.. Blankets are made to keep you warm right? So is your customer buying a blanket or are they buying warmth? Of course they are buying warmth, the blanket just happens to be the method they will use to get that warmth. Your customer has many options to get warmth,Cheap Darren Sharper Jersey, they could go buy a space heater to be warm or even move to a small tropical island right?
If you sell a solution to a problem then simply focus on how much better your solution is and how it will make their life better. For example,Cheap Jake Plummer Jersey, if your product will allow someone to eat as much food as they want and still lose weight,Cheap A.J. Hawk Jersey, then focus on how much happier they will be and how much better their life will be once their weight problem is gone. Don't bore them to death with all the great ingredients your product has. Simply prove to them you have the solution to their problem.
Let's look at an example:
Even in today's economy, people don't typically buy products or services they need. When they buy something, they buy the benefits that those products and services provide them. They buy a solution to a problem or a combination of the benefits and solutions.
Selling is any business owner's job number 1. You may not be personally selling; you may have hired sales people, but ensuring that sales are being made and new business is making it's way through your front door is how your business is going to thrive and grow even in this economy.
Here are a couple of things you need to remember about selling (or remind your sales people about):
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Monitoring Sales Figures
Sunday, July 8, 2012, 12:01 PM
[General]
No doubt you work very hard to achieve your sales target and deserve to get paid in time. But it just needs a little more of discipline and attention to your paperwork to be able to get paid in time.
It is in your interest to have your own MIS of sales ready all the time and keep checking out the sales reports and get the mistakes corrected. This problem of making mistakes by the sales administration is universal and you would have to take care to be on the safer side.
If you change your habits a bit and make up your mind to spend sometime doing your office work sitting at your desk on weekends instead of being in the field,Cheap Bruce Smith Jersey, you can accomplish a lot more and finish your paperwork leisurely without mistakes. This way your money keeps coming in and you can take off on your holiday without having to worry about money.
Quite often silly mistakes can also cause the sales figures to be missed out from your account. If in case the customer's cheque has not reached the finance or has not been deposited,Cheap Donnie Avery Jersey, then your account may not reflect the sales figure or your might have made a clerical error while logging in the sales form.
It is not every month that you get to hit your sales target and earn huge commissions. When this happens, there is nobody who can catch up with you. You get quite fired up and wait for the weekend to go and have a blast. All the money that has been credited to your account is just waiting to be spent.
As soon as the sales report is out, you should always cross verify all the figures with your own data and ensure that all the sales figures reported under your name are correct and that the last day's sales figures have also been accounted for. While calculating sales commissions,St. Louis Rams Jerseys, it is quite likely that they miss out some of the sales figures or sometimes apply the wrong slabs and you get to loose the money that is due to you.
Once the sales report is finalized, all corrections can only be done later. But then before the next month report is out, the corrected entries will have been passed and you will be credited the commission with the next month payment.
Sales men are always focused only on their targets. They are also totally dedicated and engaged in servicing the clients all the time that they generally tend to neglect the paper work and make mistakes when they rush to complete the work in the last moment. If they were to pay a little more attention they can probably make less mistakes.
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24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More
Selling in the Current Economic Climate - What to Do to Surv
Sunday, July 8, 2012, 12:01 PM
[General]
We hear it in the news everyday that the current economic downturn is likely to be a long and turbulent storm. Your selling efforts may be experiencing declining closes and in order to hold on to existing customers you may be giving concessions that are shrinking your margins. So,Cheap Joe Montana Jersey, how do you sell in this economy?
In a down economy, everyone needs to get out and sell, and this includes your entire team from IT to your Chief Financial Officer. If you are sole proprietor,Cheap New England Patriots Jerseys, consider enlisting the help of your family and friends. Create and guide these non traditional sales teams in how they can support you and the company's sales efforts. In the short term this approach creates a sense of "we are all in this together" and offers a great tool for improved communication among team members. In the long term this approach establishes a foundation for a high performing team that will pay dividends far beyond improved sales numbers.
Remember, markets are cyclical and things will improve. While you may want to hunker down and ride the storm out by cost cutting, this is not the time to do that. In fact, now is the time to start preparing to capitalize on the upcoming improved selling environment. The actions you take now will help you improve your selling today and will reap rewards as the economy improves.
Prioritization of your efforts and those of your non traditional sales team is also critical in these economic times. The following are approaches that will assist you in navigating these turbulent times in the sales arena:
Strengthen Existing Relationships - Perhaps your competitors are attempting to sway your customers by discounting aggressively. Now more than ever, staying close to your customers and leveraging your non traditional sales team to expand and strengthen relationships is critical. Talk to your customers; ask them what you could be doing to become a better partner. Put your non traditional sales team on a mission of asking how your company could be a better partner when they make contact with the customer. You may discover new ways of how to keep their business. Contact Lost Opportunities - It's human nature to work with people you know and to shy away from cold calling. Time to re-engage with prospects and customers that got away. In this economy your competitors might be going out of business,Cheap Victor Cruz Jersey, laying off staff or any number of actions that are alienating to their customers. Capitalize on this situation; ask prospects to give you another chance at their business. There's no harm in asking. Seek Out New Business - This economy is an equal opportunity offender and your competition might be reacting to this market in ways that aren't in their customers' best interest i.e; reducing customer service or discontinuing products/services. Business that was previously locked up with the competition could now be up for grabs. Take advantage of the opportunities presented by this economy.
The author introduces:
24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More
The 3 Facts on the Psychology of Selling
Sunday, July 8, 2012, 12:01 PM
[General]
People don't buy just for the logical facts about your solution. Why do you buy a car? For the 30 miles per gallon, it's rating in the consumer report or the safety record? While these are all important,Cheap Al Harris Jersey, the real decision relates more to the look and feel of the car. It's what is going on in the emotional part of your brain. There are 3 facts about the psychology of selling. But before we get into these facts we need to define what selling really is. Selling is the transfer of emotions from one person to another. It's not selling logic or rationale; it's engaging the customer's emotions. Now let's look at the 3 facts.
Fact number two: in order to impact the customer emotions, you need to take them into the future. If you don't alleviate the problem now, or you wait six months, what happens? Again, when you go into the future you have the opportunity to create what you see. Will it be bad by not taking action, or will it be resolved by fixing the issue now? It's human nature to take things to the extreme especially when you look into the future. You can either paint the ugliest of pictures or the brightest of opportunities. Depending on the situation at the moment, you have the opportunity to steer the customer in the direction that favors your solution.
Fact number one: consider a little brain science. Customers react to a pain 3 times more often than a gain. Why? Because dealing with pain is emotional. Your emotions reside in your limbic brain. Logic resides in the neocortex. Your limbic brain is stimulated 3000 faster than your neocortex. People respond to pain by finding a cure as soon as possible. As a sales professional, your goal is to find the pain and heighten the impact of what that pain can do. That's why impact questions used after uncovering a problem are so successful when engaging the customer. Think about having an illness and what goes through your mind before seeing the doctor. Is it just a cold or is it more serious than you think? When you don't have a solution to pain, you worry which only increases your sense of urgency.
When it comes to reviewing a sales opportunity that either ends in a win or a loss you assess what happened. Why did you lose or why did you win? But what really matters is, "did you connect with the prospect", and what does that mean? When you connect with your customer,Cheap Maurkice Pouncey Jersey, it means that you understand their perspective. Further you convey your message in a manner that lands - they see the value of your solution. When you establish a comfort level with them, they can rest assured that they will be successful partnering with you. This is key when it comes to the psychology of selling.
Fact number three: when customers are engaged emotionally with us, you will build stronger relationships. Think about the relationships you have with friends. Are they built on logic or emotion? You connect emotionally 100% of the time. Emotions have the upper hand over logic every time because our brain is hardwired that way. That's why customers buy emotionally and back it with logic. Your first reaction to anything is emotional. Just think about how you connect with a movie. It's not the words or the actions,Cheap Chase Daniel Jersey, but the music in the background that connects us emotionally to the scene. Emotions are a right brain activity and relationships are formed in the right brain. To engage the customer's right side of the brain you need to establish a conversation that takes them to what's most important to them personally. This is when they will take action.
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24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More
Overcoming Sales Reluctance
Sunday, July 8, 2012, 12:01 PM
[General]
Step #3: Practice! Or as Nike says: "Just do it,Cheap Chad Ochocinco Jersey!" When learning anything new, just hearing about it, or reading about it isn't the same as doing it. When you learned how to ride a bike for the first time, you were given instructions, and then you incorporated this into action. Expect not to be perfect the first time or two out, but these first few tries are what gets you feeling more comfortable and then to expertise status. Find someone close to you to try your new skills and make it as real as possible, then go to a local networking event and practice there. Before you know it, sales conversations will be a natural extension of your every day business.
Here are 3 steps to overcome your sales reluctance:
Would you consider yourself to be "sales reluctant"? Are you a health and wellness practitioner running a small to medium-sized business that is not seeing the level of clients that you deserve? If so, then you are not alone. As a matter of fact, one of the top reasons that small businesses stay empty is due to poor promotion of their offering. There is a plethora of ways to promote your offering yet for health and wellness providers there is also a belief that doing so is contrary to what healthcare is all about. I've heard many practitioners say things like, "I want my work to speak for itself" or, "If I'm doing good work, people will find me." Although these may be true, in many cases "doing good work" alone won't fill your practice - especially if no one knows what you're doing.
Having the ability to sell your services and products with authenticity & integrity will help you grow your business, solidify existing client relationships and fill your practice!
Step #1: Identify your negative beliefs. Most people who are sales reluctant are so because of a past negative experience in selling interactions. Break down the components of what happens when you are the potential purchaser being "sold to" and identify exactly what you don't like. Then, define what makes you different from that image when you are the one initiating a selling interaction. Seeing yourself and what you do as being different from the image you dislike is a critical step in overcoming these beliefs.
Step #2: Have a framework. Having a framework includes understanding how the process of selling unfolds and it also includes being appropriately prepared when the opportunity arises. A quick 3-step outline for a selling process is: Introduction, Understand your clients needs and Ask for the business. You can be prepared for this interaction by knowing your strengths,Cheap Jordan Shipley Jersey, knowing your market, your ideal clients' needs, and having a way to ask for the business that works for you. By utilizing this framework selling interactions are authentic,Cheap Chester Taylor Jersey, effortless & joyful!
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6 Cross-Selling Tips to Increase Small Business Marketing Sa
Sunday, July 8, 2012, 12:00 PM
[General]
Do not overwhelm your client with multiple items during cross-selling. This would lead to confusion and loss of interest enough for another buy. If possible just offer another single item. If the customer finds enough reason, he will ask for something else. Drowning your customers with alternatives becomes burdensome on their part.
It may be better if you offer a package discount for your cross selling with their purchase. This way, it would be more enticing for them and also give your service a good impression of customer care. Having a five to ten percent off for a package deal is a good deal, depending on your accounting and profit system.
The method of cross-selling is different from hard selling in a way that you maintain client independence to choose. Furthermore, your tone is more of suggestive and subtle rather than direct and straightforward. This space would be just right for your clients to enjoy and for you to widen your sales generation.
Whenever you cross-sell,Cheap Mike Bell Jersey, do not do it just to drive another item off your inventory. Critical customers can see when they are being offered hard selling, and it may cause them to have a negative evaluation of your service. Treat customers with respect by offering them something that would help them, not help you.
Through time, create a list of the most bought items by your customers and base your succeeding packages. This would definitely sustain sales in your small business marketing venture and land you more clients as they refer your discounted package to others.
Small business marketing is about being able to generate sales leads,Cheap Bernard Berrian Jersey, as well as potentially create cross-sales; that is, being able to sell items other than those voluntarily chosen by the customer. Cross selling is an effective method in maximizing profit. However, it needs practice and a systematic process so as not to confuse customers. Here are the steps.
Know your clients a little bit more. Rather than just treating them as a source of income, get to know them a little bit more. Maybe include a form that would include options for them to state where they would be using it, or perhaps what their interests are. Even if it sounds irrelevant with their purchase,Cheap Art Monk Jersey, every bit of information helps future offerings and cross-selling.
While the client is currently making a purchase, it would be good to be quick in offering relevant items with the bought item. Do not wait until the purchase has been completed as the primary concern for your customers would be to get back to their place and try their item. Cross-selling entails interactive selling.
The author introduces:
24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More
Ventless Hoods in Tough Situations
Sunday, July 8, 2012, 12:00 PM
[General]
Ventless hood systems eliminate the need for running ducts through buildings and onto roofs, or out the sides of buildings. Fire protection companies have installed Long Beach, CA fire alarm systems, as well as commercial kitchen hoods, for more than 20 years.
When kitchens are located in multi-story buildings or in basements where there is no access to a roof, hood cleaning companies recommend using ventless hood systems rather than vented ones.
There was no room anywhere to run a duct up to the roof or even out the side of the building because of where the facility was located within the building. Their only option was to go with a ventless hood system, because it's the only legal way to have a fire-protected commercial hood in place that meets all existing building and fire protection codes.
This is a feature that environmentalists really like.
The most recent occurrence was in a multistory building in Los Angeles. A law firm that occupied several floors of the building had an area where food was prepared for employees. The local fire department cited them for the operation,Cheap Brian Dawkins Jersey, stating that it violated fire and building codes to cook food in the facility without a kitchen hood.
They began promoting ventless hoods to clients inquiring about their company's hood sales services after encountering several instances recently where the ventless systems were the only options for some commercial cooking operations.
The law firm's representatives had been worried about how to resolve the issue and were relieved to learn that there was a viable option. Because the cooking equipment was electric and not gas, the ventless hood was possible.
A ventless hood system does not require a vent to remove smoke, fumes and steam from the air in a kitchen. Instead,Cheap Deion Branch Jersey, the system uses a sophisticated filtering system to clean the air while it is recirculated. The system frequently has an electrostatic filter that collects particles by using gas or air to create an electric charge to attract the particles,Kellen Winslow charger Jersey, similar to static electricity on clothing. Odors are eliminated with the use of a charcoal filter. When used together, the filters make a ventless hood nearly as effective as a vented hood. A UV package also can be added to the system, which disintegrates the grease.
The author introduces:
24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More
How to Overcome the Economy and Find Promising Sales Leads N
Sunday, July 8, 2012, 12:00 PM
[General]
The key to increasing your client numbers and profits in today's economy is to find your targeted market. This is individuals who are likely to buy what you have for sale (whether it be a product or a service). This is easy to do online. Lets say that you sell pet products online; look for classified postings where individuals are saying "I want a dog" or something. Since you sell pet related products, pet owners or hopeful pet owners are within your targeted market. Going after your targeted market saves you both time and money, as well as increases your profits.
Many business owners are busy and have a lot of business related tasks to tend to. For that reason, the task of finding sales leads is often outsourced. While you can buy sales leads from a third-party company, the results are not guaranteed. You might just get a list of names, email addresses, or phone numbers. This is great, but are these individuals within your targeted market? If not, contacting them results in nothing but wasted time and money.
Whether you run an online business or a local business and whether you sell a product or a service, you might have seen your sales decrease due to the poor economy. While things are expected to improve,Cheap Santonio Holmes Jersey, consumers have limited their spending greatly in the past. Many will keep doing so for years because they will always have those what-if questions in their mind and good spending has now become a habit. You might assume getting new customers is a hopeless cause,Cheap Chad Henne Jersey, but it isn't. What you need is a good plan to generate promising sales leads. Keep reading on to figure out how you can do so.
The example of browsing online classified websites was used above. This is just one of the many websites that you can find your targeted market online. Online classified websites are ideal because an individual is looking for something and they are likely to post their email address or phone number, enabling you to make contact with them.
In short, you can increase your profits and overcome this troubling economy that is affecting many business owners by generating sales leads and not just any leads but great viable ones. To reduce the amount of time you spend searching classified websites, marketplaces and more, consider buying a leads generating program that lets you search hundreds or thousands of websites with one search,Jacksonville Jaguars Jerseys!
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24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More
Medical Device Sales Jobs Main Difference With Pharmaceutic
Sunday, July 8, 2012, 12:00 PM
[General]
Medical devices on the other hand, need to continue servicing as part of the job requirement. The most visible aspect of device that needs attention is maintenance. Some customers are aware of the need but some just take it for granted, and somehow,Cheap Taylor Mays Jersey, the responsibility falls on the shoulder of the reps.
From afar,Cheap Al Harris Jersey, pharmaceutical and medical device sales jobs look-alike. Both targeting almost the same customers and going through the same process. Having been involved with both jobs for more than a decade combined, there are a few major differences which put them apart that I have observed. Understanding them will greatly help in delivering better performance.
The second difference to note is the sales cycle period.
The challenge is when servicing takes over actual selling. Such thing could not happen to pharmaceutical industry but is very common in medical device sales.
The first difference to note is heavy emphasis on service. I observed that, like pharmaceutical selling, the salesperson job starts when customers by the products. But for pharmaceutical reps, the scope is somewhat limited to organizing talks and continuous medical education to maintain the awareness of the product.
All I can say after those years are joining pharmaceutical companies will put a salesperson on a better road to better financial situation. Plus, with less selling effort required, one can enjoy better quality of life without worrying a breakdown that could happen anytime; always without warning.
The third major difference to note is the amount of remuneration.
A chemistry analyzer for a big hospital, for example, will take about 3 to 5 years as stipulated in contract. Within those years, if another company is thinking of going in, the only thing it can do is to keep contacting and offering continuous education related to their portfolio until the contract if expired.
Then, if the customers see the need to make a change,Cheap Chuck Foreman Jersey, they might consider the new analyzer brand after making a fair comparison with the others. That is the reason why it is important to keep the communication channel opens even though there is no solid guarantee that customers will choose you later.
Right until now, I am amazed at the amount of remuneration offered by medical devices companies compared to pharmaceutical companies. With the amount of tasks and efforts needed to maintain sales for a medical device, I expect that devices sales reps would be paid better.
But that does not happen.
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24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More
How Do You Use This Sales Power Word, Resource
Sunday, July 8, 2012, 12:00 PM
[General]
Have you taken the time to reflect upon you? Do you know who you are? Have you listed you talents, potential talents and areas need to be improved? How can you leverage your resources both efficiently and effectively without being able to answer these questions? (Ever heard of working harder not smarter?)
When we think in many cases, we are taking stock of our resources through the act of thinking or reflection. To do so usually suggests that you must know yourself, know what you want, know where you are going and know how to get there. Until we reflect, we may waste our limited resources of time, energy, money and emotions. Given that business is moving at lightening speed, salespersons cannot afford to waste any resources.
So where in the heck are you anyway? Through reflection of our resources, we can continually check where we are in respect to our plans, our goals, our passion and our purpose.
Reflection, the act of thinking,Cheap Ron Jaworski Jersey, is a critical partner when we look at our resources. These resources are be someone else's time, money, energy or emotion, but everyone has the same 4 resources. How we unite those resources to our daily actions so that we continue to successfully master success are the daily choices that we make in our lives.
Do you know the "what" of your life? During the past 10 years within my executive and sales coaching practice,Cheap Kellen Winslow Jersey, I have come to learned that many people cannot quickly and convincingly answer this question: What do you specifically want in the next 3 to 5 years? Without the "what," you are potentially walking down the wrong path and wasting your precious resources.
Now the choice is yours. Just imagine what would happen if you scheduled just 12 minutes once a week to reflect upon the past week's sales activities and look to the next week. Take stock of your resources. Are you using your time wisely? How are feeling physically (energy)? Where are you investing your dollars? And finally, what level of emotions do you need to work through the next week or weeks? Use your reflection as your secret personal key allowing you to increase sales.
Recently, I read a quote by Dr. Albert Schweitzer who was responding to a question by the press. He was asked "What is mankind's problem?" After several moments of reflective thought, Dr. Schweitzer responded: "Men do not think." For many sales professionals, I believe Dr. Schweitzer was talking about them.
Finally, how are you going to get to where you need to go? When you go to the grocery store, usually you have taken some reflective time to construct a written list so that you best utilize your resources of time,Cheap Peyton Hillis Jersey, energy, dollars and emotion. You construct a plan based upon that list so that you are in and out because you have other things to do.
The author introduces:
24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More
Disappointment or Value The Importance of Value in Sales
Sunday, July 8, 2012, 10:45 AM
[General]
It seems there has been a shift from a desire for bad capitalism to good capitalism. People are expecting and wanting more from businesses than just existing to make profit. If Britain is to compete with the emerging economies of Brazil, Russia, India, China and South Africa, we need to become a nation of innovators, of developers, of leaders and wealth creators.
Since the financial crisis and its resulting aftershocks, there has been a minor shift in thinking towards private sector businesses. Yes they are seen as our salvation, but they are also seen as having to do more.
Secondly, look at how much tougher it can potentially be for your sales force now. If there is less business around, then it becomes harder to win business. If it becomes harder to win business, the job of a sales person becomes harder. The harder a job,Cheap Randall Cunningham Jersey, the more people fail and the more people leave.
From a financial perspective there are multiple reasons to grow and develop your sales force. Each replacement costs money. You lose time and money teaching them how to sell, about the product and their potential future.
But is it possible, as a result of the worst recession in 80 years that things are harder now?
Clients know if you run your business like a boiler room. The constant different stream of people calling them, each as desperate as the last, is off-putting and unfortunately, does not present the image you wish to project.
What if they were the difference due to their expertise, their longevity and their development within your business?
Needless to say I was disappointed but, ultimately, I was not surprised.
If you pitch yourself differently, but your delivery and your set-up is identical to your competitors,Cheap Karl Mecklenburg Jersey, then why should a client choose you?
My point is this:
The money in question worked out to £600 per person.
In the 'good old days' you did not need to differentiate yourself because there was an abundance of business.
He is a HUGE biller, a multi-millionaire and one of the few people I know, who, despite any road block, will find a way to make a business profitable.
Hence Clients look at all recruiters as being the same.
Not a huge amount of money.
So imagine a 'blue sky scenario'. Imagine a business thriving because its staff are thriving. Imagine being perceived as the employer of choice for your industry. Imagine a company where people grow and develop. Imagine a company of winners, who have purpose and intent to provide value to your clients.
In this new age of business, I know which business I would like to run.
The only part of their offering that they try to change is the sales pitch. What do they TRULY do different?
I quoted him our standard rate and to my extreme disappointment he said something along the lines of "those people,Cheap Chris Cooley Jersey, who you would be working with, have not justified their position in the business to such an extent that we would pay that sort of money..."
This mentality has not completely gained ground within a lot of markets yet because it has largely proven unnecessary.
When I started in Sales Performance Therapy, he and I spoke about doing some development work for his teams.
What if your staff were the difference? In their approach, in their attitude and mentality and in their delivery?
Possibly.
Reputation and perception spread like viruses in this age of social media. A bad reputation or perception can cost you the best staff and it can cost you business. A good reputation and perception can help your business move up to the next level.
Firstly, look at what separates you from your competitors. How can you be innovative? How can you be a leader?
Finally, what if you could combine the two?
As a business in this age of new economics you may need to do two things.
In industries with low (or relatively low) barriers to entry, a company's reputation is normally quite poor before it even starts to develop itself. For instance, in Recruitment, due to the ease with which a business is set-up and marketed, it can become extremely saturated. Multiple agencies can chase the same client and, unfortunately, in many cases they all offer the EXACT same service.
A man I admire greatly is a true achiever in the world of recruitment.
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24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More
Raise Prices Without Losing Customers
Sunday, July 8, 2012, 10:45 AM
[General]
Price increases are never pleasant, but they are often the only way to maintain profitability when your expenses go up. Your customers are living in the same economy that you are and their other suppliers are probably also raising prices, so this isn't likely to be a shock to them. However, it's a good idea to ease customers into your new pricing structure to make it as palatable as possible. Let them know that gradual increases are necessary for you to cover your costs, and that those increases will be reflected on future orders.
What it boils down to is this: If you are losing money because your costs are exceeding your revenue and there is no way to reduce costs, you have to raise your prices. But you need to do it carefully so that you can retain your existing customers and continue to attract new ones.
Be honest with your customers. If you're raising prices, call it what it is: a price increase. Don't insult your customers' intelligence with gimmicks such as "fuel surcharges" or ala cart add-ons. Doing that can have a negative impact on the trust your customers have for you and your company.
If possible, don't raise prices to all customers all at once. This is easier if you're in a professional service business; it's more difficult if you're in a retail or even B2B tangible product business. First increase prices to your least-profitable customers. If you lose one of those accounts because of the increase, you'll probably be better off; take it as an opportunity to find a new,Cheap Torrey Smith Jersey, more profitable buyer.
If your business is built on repeat customers who buy a lot of different products from you on a regular basis,Cheap Denarius Moore Jersey, it's a good idea to avoid across-the-board price hikes. Increasing everything the same amount at the same time can have a jarring impact on customers. Stagger the increases for a softer reaction.
A word of caution: Your accounting department will likely prefer that you raise prices as simply as possible, which would be across-the-board for every customer. While that may be the easiest way to do it for the bean counters, it's not the best way to do it for the financial health of your company.
Even if you lose a better account because of higher prices, keep two points in mind: First, chances are your competitors are charging similar rates, so there's an excellent possibility those customers will come back. Second,Cheap Rodgers-Cromartie Jersey, the only way for your own company to grow and thrive is for your business to be profitable.
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24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More
Sales Gets Tougher - Why It's Harder To See The CEO
Sunday, July 8, 2012, 10:45 AM
[General]
Act Small. By this idea of acting small means to trim your list to bare bones and focus all energy on one at a time. Even though your energy is directed at one client at a time, your efforts replicate as you build you knowledge base of the industry. The same facts work are top of mind facts on clients two, three, and one-hundred. You, by acting small, have become a specialist.
The big pay off comes when you make an approach that demonstrates you knowledge instead of just announcing you want an appointment - just like everyone else.
Once upon a time there were tricks of the trade. If you have been in sales for anytime the lure and attraction of securing the best list of guaranteed questions with tie-downs has most likely been thrown at you. Today, if you rely on the ancient trades banter, you will not sell, you won't even get in the door. Don't believe me? Try this. Walk up to anyone and say the following script, "If I can get you anything you want for nearly nothing, you'd be interested, right?"
Like you, in most cases of career starts, the idea of training became a self help adventure and my bookcases are lined with hundreds of books on the art of selling. Some really good ones are on those shelves. Some were good, back in the 1930s. In my youthful exuberance, I quickly memorized those principles and took off to the marketplace loaded for bear. All that happened was I came back bare. I read one tip that said, never stop closing, never take no for an answer. So, an appointment with a major client was coming up and the manager asked to go along. This was the opportunity to show off my new learned skills and tenacity. The poor buyer heard me come up with a laundry list of reasons she must buy now. After the meeting, we left with no order, however, I proudly proclaimed my persistence. The manager said, "If I could have kicked you I would have broken your leg."
Truth is, only a few can. And, they are stars.
These two concepts will position you as a resource. When clients see you as a 'go to' person, they call you. You don't have to call them.
Think Big. Go after not only larger clients, but think in terms of industries. Say, the automobile industry. What do you know about buying and selling cars,Cheap LeGarrette Blount Jersey, other than it's about as much fun as teeth drilling without mind numbing drugs? Time to re-think that assault on the profession of car sales. It really is a fascinating business loaded with sharp, bright, and mostly wealthy individuals. The auto industry is a millionaire maker. It deserves serious respect. To me, car sales is like the grand Knights of old, sizing up the opponent and hurling break neck on a horse headed toward the other guy with a sharp instrument to do him in. Only the brave go there. The crowd loves the spectacle and watches from the sidelines saying, "I could do that."
Most products and services today come in every shade of color, size,Cheap Morten Andersen Jersey, and price. It's competition. As your new shiny beautiful concept is being reduced to a commodity, what will you do? You have a great story. But no audience.
Those old guys rant about making twenty calls here, another ten over there, and at the end of the day before you pass out, there's OMC, or One More Call. Try this for a while and you'll end up hating sales as much as your worn out prospects hat answering the phone. This kind of thinking that keeps you doing the busywork of chasing neon signs will only wear you out in today's world of too many salespeople, calling too often, and never gaining traction.
In this suggestion to think big, learn everything you possibly can about the automobile industry and learn the difference between what a floor plan is and a floor mat. The more you know, the better armed you will be to talk to the person at the top.
The motes today are loaded with technologies like voicemail, herds of lower level buyers that really are data collectors,Cheap John Hannah Jersey, and assistants to assistants. Try the old worn out stuff that worked for grand dad, and you may as well be using broomsticks against cannons and boiling oil dropped over the side of the castle to keep you out.
How could that be? Didn't I do exactly what the sales book said? Of course I did and the real lesson is in the marketplace. The marketplace does what it wants when it wants.
Imagine the response. The old time idea was to get someone's interest. Hook 'em. Reel 'em in. Then close 'em. Do that today and eyes will roll at you, phones will hang up, emails will be deleted, and you will want your money back for the sales book you bought. When I first went into sales the extent of my training was the Yellow Pages and the manager's pep talk, "Go get 'em tiger."
A better way is to use today's technology to think big, and act small.
This mindset of developing your skills in any industry, pick one, foods, drugs, retail, high tech, or any thing that suits your level of interest. If you have a sincere interest in any industry, that alone sets you up to really enjoy your work. As you research, study, learn, and network in that niche, your energy will rise to a level of enjoyment that you may think of cold calls as play.
Today the sacred buyers hunker down behind barricades as formidable as motes loaded with alligators and snakes when Kings and Queens kept the lowly serfdom at bay. Getting past the security measures is as dangerous to your career as being drawn and quartered was to your life if you were lucky enough to smooth your way past the guards and the King decided you were a nuisance.
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24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More
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