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Pre-Sale Preparation Test Drive Check they're covered by their own or your insurance before you let them drive. Always accompany them on the test drive and take a friend if you feel it necessary. Always keep the keys on you when getting out of the car or swapping seats. Potential purchasers may drive your vehicle harder than you would like and this happens quite often - don't be afraid to ask them to slow down if they are putting your vehicle, or the passengers, at risk. As a Motor Trade Insurance Intermediary we like to think we can help in your search of sales. Below are some tips we hope may help. Be prepared to haggle! This is usual so don't take the hump when confronted with it. Have a minimum figure in your mind and remind yourself of it during the negotiations. Don't be rude if you decline an offer - leave the door open for the buyer to make an increased offer. Don't be too rigid on your price - is it worth losing a sale for 25 if you have to re-advertise the car? If you reach a stalemate don't be afraid to throw in a sweetener - this could be a tank of fuel, a warranty or tax. Remember - preparation is the key - preparation of the vehicle; preparation of your advert; and preparation of your sales technique. Finally - Good Luck! Think motor trade insurance - think insurance. Take time to make sure that everything is in place before the potential buyer turns up. Ask the purchaser before he arrives to bring his licence and proof of insurance (if not covered on your policy) so he can take a test drive. Ask someone to be with you when they turn up for peace of mind and added safety. Make sure that the vehicle has been cleaned, inside and out to a high standard. Make sure that any problems with the vehicle have been sorted or repaired. There's nothing more embarrassing than a buyer pointing out obvious problems you've missed,Cheap Brodie Croyle Jersey! Buyer Arrives Allow the buyer to have a good look around your vehicle. Do not interfere too much or the buyer may think you have something to hide. Let them carry out a check - whether by themselves,Cheap Bills Jerseys, a friend,Cheap Casey Hampton Jersey, or a hired professional - this all helps to build their confidence for the sale. Answer any questions they might have honestly and professionally. Remain pleasant and polite even if you think they're not interested - some people are just born miserable - it doesn't mean they won't buy your car! The Deal 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

2) Getting into sales for the money. Again, The Donald is right. If you don't love what you do, you will never be as successful as you could be. You will never achieve all the goals you've set for yourself. Passionless sales people don't make anywhere near the money an enthusiastic and passionate Sales Professional does. You have to love this profession to be the best. Being a Sales Professional is like being the driver of a roller coaster - it's intense, exhilarating and fun as hell. If you're in sales for the money - QUIT. Go be a lawyer or lobbyist. 3) Excuse making and blaming others. If you are the type of person who always finds a way to pass the buck, sales is not for you. The great thing about being a Sales Professional is that the buck ALWAYS stops at you. You control your destiny. Whiners don't make it in sales. Your computers crashed - whine. Your car broke down - whine. UPS lost the package I sent - whine. Why don't you go back to your Mom's house and live there. Then while you are at it, you can tell your Sales Manager that your dog ate your proposal and the prospect didn't buy because your prices are too high (you baby). Not taking full responsibility for your success doesn't work in sales. In the old days they would say that cold calling outside sales separates the Men from the Boys. Really it just separates the losers from the winners. Making excuses is for losers. So in short, if you don't make it in sales - you're likely a loser. If this offended you,Cheap Jahvid Best Jersey, I feel sorry for your organization. If this inspired you to grow and evolve from a typical salesperson to Great Sales Professional - email me and I have a great position for you. If ever someone is a poster child for failing upwards, Donald Trump is. He has made lots of mistakes. We make mistakes every single day. Learning from them is great but some mistakes cannot be undone. Donald Trump said, "Without passion you have no enthusiasm,Byron Leftwich buccaneers Jersey, without enthusiasm you have nothing." 1) Not realizing how important your attitude is to your success. You wake up every morning and you have more choices than you realize. You can decide to make $100 that day or $1000. You can decide to hit the snooze button, not shave or watch Sports Center. I haven't hit the snooze button on my alarm clock in 4 years! Have you? Your attitude dictates your success - no question about it. One hundred years ago or so,Cheap Jabari Greer Jersey, Napoleon Hill (Sign Up for the Daily Newsletter) wrote something like - Whatever the mind can believe and conceive it can achieve. Ain't that the truth! A huge part of being a successful Sales Professional is thinking you can and expecting positive results. In sales, there are three mistakes that guarantee you are not successful: 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

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As we get farther into 2010, it's going to become very clear who is committed to hitting their sales goals, and which salespeople have treated their targets as nothing more than wishes. I encourage you to try these tips, especially if your year is off to a slow start. You still have plenty of time to meet your goals, but only if you get serious about them. Key Sales Point: 1. Have concrete goals: The first step to meeting your goals is having them defined in the right way. Simply wanting to "sell more," or "be one of the best in your region" is a good start, but ultimately not as useful as it could be. How will you know whether you are on pace to meet those, or how to make adjustments when you're not? A better strategy is to turn your goals into something more concrete, like $8,000 in commissions per month, or 20% increase over last year's gross sales. 3. Do the daily math: Yes, you've probably heard this advice dozens of times before, but here's what you might not have realized - it always works. That is, breaking your yearly goal into a daily activity (be it so many calls, proposals, etc.), and then making sure you take care of that activity each and every day, will lead you to your desired income each and every time. That's because, even though some sales will close while others won't, over time they're going to average out in a very predictable way. Put enough in, and you're bound to get enough out, so it's up to you to do what you need to in order to set realistic daily targets and hit them. 2. Make sure they're realistic: A lot has been made about how motivating goals can be, but I would add a word of caution: setting your goals too high - to the point where you're not sure you could ever reach them - can actually deter you from even trying. For that reason,Cheap Al Harris Jersey, try to pick goals that are ambitious,San Diego Charger Jerseys, but that aren't completely overwhelming. One study after another shows that humans are great at making promises to themselves,Cheap Joe Haden Jersey, especially as the end of December rolls around, but not as strong at keeping them. This is true both personally and professionally; as much as we might want to change our lives, the momentum of our day-to-day routine nearly always pulls us back toward the familiar. That doesn't mean you have to give up on having a great 2010, though. In life, and particularly in sales, we have almost complete control over where we are headed. The key isn't to stop setting yearly goals for ourselves, but get better at achieving them. In that spirit, here are three tips to help keep you on track to achieve your sales goals this year: 3 Ways to Keep Yourself on Track 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

Why? Always start here because if you don't believe in what you offer there is a much different road you must go down. So, start with your belief in your product or service. How strong is it? (The stronger the better!) When you believe in it, you also believe in its value. In this economic climate it may seem difficult to believe in possibilities. I submit to you that this is exactly the time to believe. There truly are opportunities out there. You've heard it said that adversity breeds opportunity. Exactly right. The same is true in your business. When you decide to be open to the possibilities you'll find that more ideas come to you. In addition, more opportunities will present themselves. Do you see now how being open to the possibilities can help you in your sales efforts? Allow yourself to consider all options, variables, and alternatives. You never know what golden nugget will present itself! I tell you this story to highlight my point. You may be thinking that this is one of those once in a lifetime things. Ah,Cheap Bears Jerseys, well, you see, I don't. I believe that anything can happen. The keys are to believe and be open to the possibilities. Belief in your product/service So, how does this translate into sales? There are three items we are going to explore here. Consider additional prospect pools. Are there other pockets of individuals or organizations that could use what you offer? Many times we get so used to our client base that we fail to explore others. Now is the ideal time to review the value of your product or service and how it may be able to help others. Are there target markets you haven't explored because you don't believe you can penetrate them? Do you shy away from large prospects because you don't believe you can get them? Now is the time to believe and give it a try. Remember, if you believe in your product or service, then believe that it is of value to those markets as well! Copyright 2009 Seize This Day Coaching Desire to share the information with others You owe it to yourself,Cheap Donte Stallworth Jersey, your business, your staff, and your clients to maintain a positive, forward focused attitude. In addition, when you believe in possibilities, they present themselves. Because your mind is more open. More ideas can get in. I had a teacher who used to say, "What you focus on expands." When you focus on the problems,Cheap Jason Taylor Jersey, they expand and your ability to see beyond them is diminished. Conversely, when you focus on the possibilities many more present themselves. And you are open to seeing and receiving them! Take a look at what you are currently doing. Then take a look at what your competition is currently doing. In addition, investigate what people in other industries do. Your goal is to determine if there are other methods you could be using to deliver the message. 1. Belief in your product/service 2. Desire to share that information with others 3. Delivery method If what you're doing works for you, great! Continue it. At the same time, consider other ways you can share. If you've been using the same old strategy for awhile, it may be time to change it. Are there other methods you could employ to increase your exposure? Delivery method When you find something of value in your regular life you feel compelled to share it, don't you? The same should be true for your product or service. It is your job as the salesperson to get the word out. You can't expect people to know you are there. You can't expect others to do your selling for you. You can not wait for the phone to ring or for someone to walk in the door. You have to want to share the information and you should understand that you must. I'll share my experience as an example. Back in September I had the opportunity to submit a story for a Chicken Soup for the Soul book coming out in March 2009. As a possibilities thinker it never occurred to me that it wasn't possible for my story to be accepted. I just never considered it. I wrote my story and sent it in. I am happy and honored to say that the story was accepted. Out of more than 1000 entries they selected only 101. As times change your client base may change; your prospect pool may change. When you are open to the possibilities you will see those opportunities more readily. And discovering these additional targets may unveil alternative delivery methods. 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

Prioritize: With there typically being an unlimited amount of selling that can be done, there is more work to do than time that a sales person has to do it within. Thus, it is critical to have some sort of prioritization for the identifying what needs to be done and when. Qualify prospects: It is important to qualify prospects before you invest your time trying to sell to them. Your time is very valuable and you must spend it with the prospects that have the most likely chance of purchasing from you. If you can minimize time spent on prospects that are not serious about purchasing and spend that time on more qualified prospects, you will increase sales. As a sales person, you have many responsibilities and they usually all need 100% of your attention. You need to find new business and clients. You need to take care of existing customers. And it is likely that there is a tremendous amount on administrative tasks that always need to be done as well. It is probably not uncommon for a sales person to feel like each of these areas could be a full-time job on its own. And yet, if any of these areas do not get enough attention, your success can be at risk. Get organized: The more organized you are with the processes you use and the information you manage will help you to be more efficient. Being more efficient will help you to do more with the amount of time you have. Shaving a few minutes here and there can add up to be a significant amount of time. This is time that you can spend on selling which will help to increase sales. Create focus: With the different areas of responsibilities of a sales person, it can help to create an element of focus when working on a particular area. For example,Cheap Clinton Portis Jersey, if a sales person is responsible for finding new customers and also taking care of existing customers,Cheap Devin McCourty Jersey, it can help to create focus when working in one of the areas as opposed to working on both at the same time. Focus can be created by allocating time specific for each area of responsibility. In the example, scheduling time specifically for finding new customers and then having separate time for working with existing clients can help make sure the necessary time, attention, and focus is being given to each area of responsibility. Eliminate distractions: Distractions are all around us. From the people in the office,Cheap Stephen Cooper Jersey, to the internet, to instant messages, to personal calls and text messages, we are continually bombarded by something that will stand between us and selling. Being able eliminate these distractions by either turning them off, shutting them down, or simply ignoring them, we will improve our sales effectiveness and we will be more likely to increase sales. Effectively managing your time so that you get the most done and pay attention to all the needed areas is a key to success. Below are some ways to more effectively manage your time. Time is money. The more effectively you manage your time, the more money you will make and the more successfully you will increase sales. Although, this is easier said than done as a sales person's job and day can be very chaotic. 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

However,Cheap Joey Porter Jersey, being an experienced sales person does not necessarily mean you are a good sales person. Also when thinking sales, becoming an experienced sales person may reap more rewards for you than just making the sale! If Selling is your Business then you will no doubt have sales targets. "It costs five times as much to attract a new customer as it does to maintain an established one. So, make your customers the happiest in town,Cheap Marques Colston Jersey!" Mary Kay Ash Get permission to call again so they will be expecting the call then keep your promise and call your client when you said you would. As you build relationships with your customers through your great service it will lead to referrals and an increased customer base thus also leading to increased sales which is the name of the game when you are in the Business of Selling. Give yourself a heads-up on becoming both experienced & good in sales by learning to customize your selling approach to each individual's needs. Customize the need. The more you know your products the more sincere you will sound. You can also link them to other products by sharing addition benefits they'll receive. You might send them home with a sample which gives you an extra excuse to follow-up. Remember to make notes of all phone conversations on your clients' record cards including non sales related topics chatted about so you can refer to them next time you talk with that particular client. You will also want to diarise your next scheduled contact. Create a comfortable sales experience so your customers feel you have their interest at heart and are not just there for the sales. Increasing the number of clients you have is one way to increase your sales. You can decide how many new clients you want to attract each week then create your Action Plan with a goal or target to personally add that number of new clients per week and how you will go about it. To lift your game in the sales arena you will want to have a good knowledge of your products. How do you find out what your customer needs? Ask the right questions. Find out what they are trying to change or want to fix. Make it a habit to learn the features & benefits of your products and keep up-to-date with any product changes. If you are in the beauty industry then a lot of your product knowledge comes through personally using the products so you know how they feel and the results they give plus, in effect, you become a walking bill-board or retail store. Keep your customers by keeping in touch. Don't rely on your customers contacting you from any mail-outs you do. The key here is for you to follow through with follow-up contact. I hear time and time again when a sales person makes that follow-up call the customer often says,Cheap Willis McGahee Jersey, "I'm glad you called, I was meaning to call you but..." and whatever the excuse is. It's not that the customer doesn't want to ring you necessarily but it's not their priority. If you want the sale you make the call! As your product knowledge increases it gives you the ability to speak with authority and relay a certain trust to your customers, with the likelihood of them coming back for repeat business when their experiences with the product or products pan out the way you suggested they would. Then it's really important to listen to your customer. Show them that you care about them and want to fulfil their needs. A great way to show them you are listening to them is to repeat back to them what they have just said. 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

In a brilliant little book entitled "RFP Sucks,Cheap Dolphins Jerseys!" Tom Searcy counsels thinking hard before responding; ask yourself, he says: Typically A Poor Success Rate with RFPs? I recently reviewed a software firm's list of forecast opportunities - deals that they had forecast to close last year. What proportion of these opportunities involved an RFP? One in five involved responding to an RFP. What was their success rate? Their win rate on RFP's was just 19%. Losses to competitors plus "no decisions" amounted to 81%. Spending All Your Time on RFPs? A year or so ago I talked with a sales director of the market leader in their industry. Whenever anyone sent out an RFP his firm was top of the list to get one. He told me that his salespeople spent most of their time responding to RFP's and invitations to tender. "Do we know anyone within this buying company? Does anyone in our company know his peers in their company? Does our CEO know their CEO or does our CFO know their CFO? Do we know any former employees? Any board members?...If you don't... think about skipping this RFP. You won't be able to present yourself in your best light". Is the euphoria about this opportunity misplaced? The problem is that responding to an RFP is a big job involving not only your time as a salesperson but, more than likely,Cheap Julius Peppers Jersey, a lot of time from pre -salespeople,LaDainian Tomlinson charger Jersey, technical and/or business experts - at least that's how it usually is in the IT space. And if that isn't the case you're probably just snatching at it and sending out barely camouflaged boilerplate. The signals were becoming depressingly clear. I recommended a last ditch attempt - the CEO should write again, this time to the finance director whose department we were fairly sure would be initiating the RFP. But our CEO did not want to do this and had got cold feet about not responding. Against my advice, a decision was made to complete the RFP document and submit our proposal regardless. How Often Does This Happen? A little story: an RFP arrived unexpectedly at a software vendor - from a major building society (now a bank). It was completely out of the blue; nothing had been known about it before the envelope plopped on the mat. Everyone in the firm - a start up firm struggling to gain traction in the market - was excited. "At last... people are beginning to send us RFP's" exclaimed the ecstatic CEO. Asked for my advice, I suggested that the salesperson call the contact name in the RFP and ask for a meeting. He did and the meeting was denied. Nobody in the firm, by the way, had any contacts in the building society. Our knowledge about the building society was zilch. As Tom Searcy says "Don't answer every RFP. Be very selective.....even for those of you who are adamant about avoiding RFP's at all costs there will inevitably come a day when that irresistible RFP lands on your desk. You know the one; you glance at it and can almost smell the boatloads of money and hear the accolades of your business associates. I think we should do this, you say to yourself.." Experience tells us that if an RFP arrives unexpectedly without any prior involvement from us we stand a very small chance (10% -15%) of winning the business. We might be better off chucking it in the bin and going back to cold calling rather than taking the trouble and time to respond. In these cases the buying firm will have already researched the market, may well have met with one or more of our competitors and, worse case (not that uncommon), already have a preferred supplier in mind. But nevertheless they need to go through the motions of a procurement process, searching the market and getting competitive quotations. Hence your RFP, you lucky salesperson! Surprise, surprise in a week or two we got a standard letter telling us that we hadn't been successful on this occasion but our proposal would be kept on file in case...in future etc etc. Phone calls to try to find out who had won proved fruitless; the building society refused to discuss it. Better Off Saying "Thanks But No Thanks"? Who knows? It may be the big one. Or just possibly you may be better off resisting the temptation to respond. Spend your time prospecting, maybe even cold calling! (now there's a topic for another bulletin!). I was fairly forthright in my recommendations which the sales director considered too radical and refused to accept; I never did any work for them. Some time later I met the sales director again. He informed me - without any acknowledgment of our past conversation - that they were now very selective in responding to RFP's. I bit my lip and congratulated him on his smart thinking. Imagine you are a salesperson who has spent most of the month trying to generate new business by cold calling without much success. This morning, out of the blue, your sales manager hands you a request for a proposal (RFP). Phew!...you can stop prospecting. Here's someone who actually wants to buy your product! You can put the phone down and start work right away on a real live one! And the Moral of the Tale? To me the lesson is clear. If you aren't involved in discussions with the buying organisation before the RFP arrives your chances of success are so very small that you should 'no bid' and save the time and expense. But not before you have tried this. Insist on meeting at least the RFP's gatekeeper to understand the drivers for the RFP. Ideally, you want to meet with the sponsor and the people who would be using your product or service. If these requests are denied you are probably going to be what US sales guru Mike Bosworth, calls "column fodder" - the buyer wants to have multiple firms responding so they can demonstrate that they have done a thorough job of gathering competitive bids. Why did they respond to all of them? "We have to... to be in the game" he said "but we've got it down to a fine art now - we use a template and cut and paste so it doesn't take too much time to respond." Their loss rate on proposals submitted was staggering. Looking at a sample of their proposals I could see that 90% of every proposal was pure boilerplate - generalisations about their products features and benefits - not specific in any way to the individual prospect's business. I suggested that our CEO write to the contact person thanking them for the opportunity to provide a proposal but strongly requesting a meeting in order to understand the requirement better. If this request was denied we would respectfully decline to respond in the best interests of both parties. The letter was sent and again our request to meet them was rejected. If there were any questions, however, we were to email them to the contact who would provide a response. They would then circulate the questions and answers to all competing firms. One highly successful consulting company I know will not pitch for a job in an organisation where they don't have a "friend at court". As their overall win rate on all forecast opportunities was 52% (higher than the software industry average of 48%) it was clear that as far as RFP's were concerned this was a disaster area for them. Where RFP's were involved their chances of losing were 4 to 1 - a huge waste of scarce pre- sales and domain resources! How does your RFP success stack up? 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Within the past month I have witnessed both observationally and personally, the feeling that "sales" professionals are so focused on the 'sale', they are forgetting the client. What I mean to say is that they don't even appear sincere and if they do it's so insincere that they should not bother. Question: Do you want the sale more than the client? We have a whole plethora of new ways to connect. The two-way internet is chock full of social networking sites where we can gather in tribes of people that care what we are doing. When a sales opportunity comes our way and we are confronted with insincerity,Cheap Joey Porter Jersey, it will be so obvious and feel "uncomfortable" that we will literally run the other way. It does not take much to care about the client/customer. It's called sincerity. Sincerity to your self and to the cause you are trying to sell. Think you aren't selling a cause? You are. You are selling a lot more than just a product/service every time you engage and do your job. It goes without saying that we live in a world of pressure to perform. Do better. Do more. Make more. Raise the bar. However, a sale should be thought of as a way to foster a long-term relationship that will increase with value exponentially as that loyalty is fostered. I think as a sales professional in the modern day and age of business, you should want the client far more than the sale. The client is not stupid. They can pick up very quickly the intentions that sales people have. Once those intentions are reinforced,Cheap Troy Aikman Jersey, then any hope of a loyal client/customer are pretty much gone. The only thing that is left is a sale. And a sale is a short-term fix. What you want are long-term trust relationships,Cheap Tony Gonzalez Jersey, not short-term satisfaction. I know these all sound very basic, but I feel it's missing. No one should want any type of sale over wanting the client/customer; even if it means not making the sale. Focus on the long-term loyalty instead of the short-term fix. Try this with sales. Start off examining how passionate you are about what you are selling and why. If you are still with it then examine your market profile and understand them a little better. When you do engage, have sincere passion and use some good old fashioned active listening. Take time. Make time. Find out what your customer/client really has to say and come up with a solution that makes sense - not an answer to fill quota. 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

What you'll fret about whether you have ENOUGH information to fill the time allotted. What difference will a few weeks make? Each day that the training lasts longer than necessary, it is adding needless and senseless complexity and confusion to a new rep's repertoire. Moreover, they'd believe it! A one-day program will stretch to a business week. A week will require a month. And a month will call for a full third of a year. Obviously, wasting time in overly long sales training programs is foolish from a monetary standpoint. But it is especially problematic because it needlessly and foolishly elongates a new hire's SPEED-TO-THE-FIRST-SALE. Would you believe me if I told you that those three days still contained a substantial amount of BLOAT? Ironically, as you believe you are investing trainees with more confidence, you're actually eroding it with each passing hour, week, and month. In a separate article I'll describe a FOUR-HOUR sales training program that I conducted that enabled a Fortune 500 company to soar. While organizing the material may be a challenge, this isn't a worry, either. If you simply follow the Anatomy of a Sale, from start to finish,Cheap Philadelphia Eagles Jerseys, you'll be in good shape, there. If I can deploy a new rep in a week's time, she has a chance to prove herself during Week 2. If it takes four weeks to train her, she can't start to succeed until week 5 or 6. The first thing you worry about when designing a new sales training program isn't whether the material will be useful or practical. "Gee,Cheap DeMeco Ryans Jersey, what if I finish a few hours or a day, early?" you'll wonder. I was doing a consulting project at a financial company that offered an eight-week instructional program for it's sales reps. I asked the trainers of that class to reduce its contents to THREE DAYS and to deliver the radically condensed version to me, which they did, under haughty protest. (This violates the ages-old wisdom of the KISS Method: "Keep It Simple, Salesperson.") If I asked this firm's trainers, "Why does your training take several months to deliver?" they'd reply that EVERY MINUTE of it is necessary and filled with essential wisdom. If you've been a successful seller,Cheap Carson Palmer Jersey, you know you're offering good techniques. Heck, they've worked for you, right? After you've delivered your new training program once or twice, you'll see the opposite has happened. Worse, the slower the SPEED-TO-THE-FIRST-SALE, the more insecure reps will feel about their ability to generate business, successfully. As I'm writing this, I'm aware of a company that sells gold coins and bullion. It BOASTS about having a 16-week sales training program. What is there about selling gold that takes this long to learn? The course will grow LONGER than you anticipated. Your stories and jokes will take on lives of their own, and at every turn you'll be tempted to overindulge your expertise and the comments and questions of attendees. If you then train another trainer, he'll add his war stories to yours, and the process of endless elaboration will worsen. Your trainee comes to believe that ALL OF YOUR MATERIAL IS ESSENTIAL to becoming a successful seller. So, when she is finally unleashed, if she hasn't forgotten 80% of what you have covered, she'll tend to over-talk and to confuse, and to waste too much time with the wrong prospects. How brief can great sales training be? These are terrible habits, inculcated by the bloated sales training program she survived. This is especially alarming if you are a hired gun, offering a seminar in a hotel or offsite. Onsite, as a company's sales trainer, if you finish early with a particular group your attendees can simply begin their jobs or resume them. 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

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

Rather than thinking about how many hours you put into your sales work, try flipping this notion around and think of how much work you can put into your hours. Look for more ways to multitask, particularly the "C" activities. Try making phone calls while looking over your e-mails. You are bound to be placed on hold at some point. One of the best starting points to develop a workable time management strategy is to review carefully what you are doing with your time right now. After all,Cheap Keiland Williams Jersey, how can you plan you time if you are unsure of what you are doing with it in the first place? Take a good look at the "C" activities on your summary and see if you can eliminate any of them right now. You may get lucky and see a few glaring time traps that can be immediately reduced if not eliminated altogether. Some of the other time traps can be handled through multitasking. The next step is to look at the activities within each of these categories and attach a priority to each. For example,Cheap Joey Porter Jersey, time spent prospecting can be noted as an "A" priority, while time spent reading and responding to e-mail messages and faxes and regular mail would be assigned a "B" or "C" priorities letter. One important rule that underlies every step of effective time management is that "A" activities are done before "B" activities and "B" activities are done before "C" activities and so one down the list. Write down all of your activities each day, from the time you get up until the time you go to bed, during a one -week period. Be prepared to be shocked at the amount of time that is taken up by interruptions, waiting, administrative work, meetings, looking for lost items,Cheap Randy Moss Jersey, and chit-chat. This shock is the first tip-off that it's time to manage your time. The Week in Review Where has all the Time Gone? In reviewing your week, batch and categorize all of your activities by functions. You will probably have categories with headings such as Business, Social, Recreational, Personal, and Other. 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

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, 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. 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. 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. 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. Regardless of your product,Cheap Nick Mangold Jersey, service,Cheap Felix Jones 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. Each business is different and you may be asking yourself questions such as "what should I offer?", "what can I offer?",Albert Haynesworth titans 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, or sometimes only one transaction in a lifetime. 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

Planners are asking me all the time, "Ciara how do you sell couples on your services when you're fees are a lot higher than other planners in your area?" I think the reason facebook and twitter are becoming such hot hubs for attracting new business is because you actually see what someone is like on those social networking sites. And the most successful people using social networking for business are not the ones who are updating their status all the time about their upcoming promo... I was sitting at my desk trying to think about what I wanted to write today. Do I talk about the economy? Do I talk about mindset? Do I talk about bridal fairs? As I sat here pondering about my topic choice one of my bichon shih tzu's came into the office. His name is Chayse and he's got attitude. When he wants me to pay attention to him he's not subtle at all, he just sits and looks at me and starts whining. Why Is It So Hard To Be Ourselves? So you're probably wondering,Cheap Paul Oliver Jersey, "Where is Ciara going with this?" It's the ones who tell you what they had for lunch and share pictures of their latest vacation. When I was in New York recently with a bride wedding dress shopping we went to 4 different salons, but at Mark Ingram Bridal Atelier the experience was amazing and we connected with both Mark and his salon manager. They were super authentic with us (as was not the case elsewhere). And that's where my bride bought her dress. All the other stores had dresses that looked great on her too but it really came down to who she wanted to deal with, who she felt she connected with the most. Do you ever feel like there are so many "rules" for wedding planners out there? Guidelines of how we should act and dress? What we're really feeling is the burden of putting made up expectations onto ourselves. Are You Authentic With Your Brides? You are selling YOU to each bride and groom you meet with. Once you come to terms with this it's really easy to make sales. Are you truly being yourself with your brides? Or are you trying to fit into this mold that you think that they want? When we do that we don't attract the brides that are going to be good for our business because they are a fit for the fake you... not the authentic you. Rockstar Advice And of course I picked him up. Well, as they sat on my lap, happy and content I realized that they both got what they wanted by doing one similar thing. And that it's one of the hardest things for entrepreneurs to do. You are the face of your business and YOU are what you're selling to brides and grooms. Remember that you are selling the experience of working with you and in order to do that you MUST be authentic and establish a real connection with the couples you want to work with. So How Do You Sell Brides & Grooms On Services? I had a meeting with a potential bridal couple tonight. I used to get really nervous about meeting couples,Cheap New York Giants Jerseys, impressing them, selling them. But I learned that by being myself, by being authentic and real with them they sign with me. In fact, this one couple actually mentioned how "real" we were and that they hadn't had that experience with other planners they'd met. I told them that we really liked them and wanted to work with them and they signed on with us. I was authentic and I asked for what I wanted. Soon my other bichon shih tzu Kohl was toddling up and he wanted attention too, but he's got a different approach. He gets as close to me as he can and he looks up at me with big brown eyes and his little tail wagging. He gets picked up too. They were authentic,Cheap Hakeem Nicks Jersey, true to their nature and they (in their own little way) asked for what they wanted. Well, the answer is that I'm authentically ME. I'm not selling them on what's listed in the contract, I'm selling them on working with me. Other wedding planners out there can all provide to some degree what I've got in my list of services, but the big difference is who's providing the service. And guess what? You're happier and easier to connect with when you're being yourself! 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

Now,Cheap Eli Manning Jersey, the question you should ask yourself is: Are You an Order Taker or an Order Maker? What is it? What's the difference? Simply this - the salesperson must create a specialized situation,Cheap San Francisco 49ers Jerseys, and place people in the market who didn't feel that way when they walked in the store. It has been said that sometimes a good salesperson sells to buyers who don't think they want what they buy. The heads of ninety-nine out of every hundred companies employing salespeople reflects that sentiment. Often the main limit to the salesperson's earning power is a self-imposed one. Let's take a look at the order-taker, not as a negative example, and not as an object of pity, but only to make a point. Chris the "order-taker" visits on Smith, Brown, Jones,Cheap Steve Johnson Jersey, James, and Robinson. They are not in the market. Then she opens her portfolio in Harrison's store and Harrison buys. I am sure you know the question in the mind of the person starting out with a cell phone in one hand and an expense check in the other is: "How can I sell?" These people are working more than the average salesperson because they are better than the average. And here is what they have found produce real results. The order-taker accepts the advantage of the situation he finds. But the order maker, a professional salesperson creates specialized situations to suit his purpose. Consider the following letter by an active head of one of the largest software company in America: She encountered a favorable situation; she was standing directly under the apple with a bushel basket when it dropped from the tree. That is what makes it possible for the order-taker to exist. If the order-taker calls on enough people they are bound to find a certain percentage needing what is sold and ready to order. "Results are the only things that count. We are perfectly willing to pay a salesperson $100,000 a year if they deliver the goods; we are willing to pay $750,000 a year if that person delivers, and a person's earnings from $7500 a month up to almost anything is in their own hands." The question in the mind of the salesperson producing now is: "How can I increase my sales?" Are You an Order Taker or an Order Maker? The reason why is this: the good salesperson makes the buyers realize they want what is being offered. Understand in advance, please, that we offer no theories. The source of the methods offered herein derives from the operation of thousands of successful salespeople in varied lines the country over. Let's leave the subject of order taking. Let's deal with the problem of the person who really sells. Let this sink in deeply. The order-taker canvasses looking for people who want to buy. However, the professional salesperson tries to make every person he or she calls on wants to buy. Mind you, she didn't sell anything. Harrison was ready; the order taker had the goods, showed them and took the order. Why? Simply because the prospect was in the market, ready to buy. 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

So to help you succeed at putting high-end design jobs in your portfolio, here are 3 simple tips that can easily increase your creative opportunities and add big dollars to your bank account. When you follow these steps you will be able to charge higher fees, honestly and comfortably, just like I do. 3) Don't skimp on uncovering the source of frustration. The truth is, I find that it is actually easier to sell high-end clients than lower-end ones. Why would that be? High-end clients already know that they can't solve the problem on their own, yet they have the financial resources to hire someone to do it and they are accustomed to searching for the solution. If you think that selling a high-end client or job means that you need to sell harder, you are wrong. I enjoy taking my time to get to know this type of client, working on setting up a sense of connection, understanding and intimacy in the developing of our relationship. I let my prospective client know that I am interested in them, and that I value them and their opinions. After all, I am interested in a long-term relationship Now, high-end clients are not going to just come running saying "help me, help me!" They need to know that their investment is going to pay off as a great experience, as well as a beautiful design solution. Your potential client is sophisticated. They suspect that you do need to sell this job and they are going to be wary. So, don't do it! Stop and take a big breath,Cheap Logan Payne Jersey, and relax. Put your focus on developing the relationship with this client, find out who they are and how to connect with them. After all, you want this to be a long-term relationship not a one shot deal. Take your time and ask concerned and focused questions about what they have been struggling with and are unable to solve on their own. Do not jump into "I can fix this mode," keep listening. Approach your next big opportunity with confidence, grace and ease,Cheap Eddie Royal Jersey, remembering that it is a long- term relationship that you are creating,Cheap Chris Harris Jersey, one that could last for years, and one that can bring you tens of thousands of dollars or more. You will find that you will love the fascinating people that you get to work with, the money that you make, as well as the wealth creative opportunities that come your way. Remember you must ask thoughtful questions to uncover important and telling information that will let you know if this potential high-end client is a good "fit" with you and your individual style of working. While you are listening you must decide is whether or not you want to work with them. High-end clients are the best to work with... 2) Don't jump into explaining the cost of your services too soon. Your client will undoubtedly ask about the cost of services early on in your conversation. This is where you need to, again, curb your desire to immediately leap in and help. Say instead, " I would be happy to talk about the cost of design services. May I ask you a few questions first?" You need to discover, in depth, what the design problem is and what difficulties it is causing, before talking about how much a solution costs. 1) Do not jump into selling immediately. So, knowing WHAT to say and WHEN to say it is not hard. Once you know these tips you can apply them to any conversation where you want to have a positive outcome. Now you know, that if your potential client could solve the design problem on their own they would have done so. I am personally an "up" sort of person and I don't like to focus on negative things, but think about this; if you don't find out why they aren't getting what they want and how that impacts their life at all sorts of levels, you probably won't get this job. And that means that you won't be able to help them. When you take the time to find the source of all that unhappiness, you set yourself up as the solution to their problems. You have set the stage for them to choose to feel better now, by hiring you. 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

,Chad Pennington dolphin Jersey Can't Miss Secret #2 You can't possibly work 200 hours a week to make that happen. So you have to stop thinking in terms of trading your time for dollars. This is hard because working harder is the easy logical choice for making more money. Stop thinking in terms of working harder equals more money,Chiefs Jerseys! The problem with thinking that the more you work equals more income is that it never ends! What if you make $100,Cheap Lawrence Taylor Jersey,000 a year working 50 hours a week and you want to make $400,000 a year though... Find your greatest leverage point and spend all your time mastering it. If you're a great closer and you have good lead flow coming into your business, then focus on mastering your closes. Don't just be happy with your closing rate and then go work on getting more leads. You need to master one area of your selling system so that you can leverage it the most. So don't just work harder! Find your biggest leverage points, think big and make it happen right now. Also - if you focus on mastering what your good at, you'll actually start to enjoy what you are doing more and then your passion will show and you'll make even more sales and money. Can't Miss Secret #1 The potential to build a successful business in sales is very real. But the problem is how do you increase your sales without working harder? I want to show you 2 can't miss ways to make that happen in your life... 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 do you know what your customer needs? Simple: ask something like, "What are your needs?" "How can I help you?" Or you may even try, "What are you looking for, I'm sure I can help you find it?" Of course, this all depends on the type of sales you're in, and your personal selling process. If you're cold-calling, knocking on doors in the neighborhood, you don't want to ask, "What are you hoping for by the end of this conversation?" Your answer will be a slamming door! 3. Motivate the Customer to Buy The final aspect of this list of sale-closing techniques is to simply motivate the purchase now. This is commonly referred to as "urgency," and can be set any number of ways. Sale-closing techniques and opinions on the subject are as wide as the Nile River in flood season, but the truth of the matter is that they can be categorized into three broad headings: assessing customer's need, eliminating sales resistance, motivating them to buy. Armed with this information, you can close more sales and win more business. One word of wisdom before you attempt any of this, however: be ethical in your selling. The world is inundated with snake-oil salesmen, and they get all the press it seems. One of the fundamentals in selling anything is to gain and keep your customers' trust. Win their trust every step of the way. 1) Assess the Customer's Needs In other words: do not spin your wheels or waste their time trying to sell an pair of shoes to a man with no legs. It's unethical, pointless, and a colossal train wreck on your career just waiting to happen. This is true for any sales, in any industry. Sell your prospect what he or she needs, and you'll close more deals. Even if you did close a deal selling something to your customer a product or service he or she didn't need, a few weeks or months down the road this may simply turn around and bite you. Don't hurt your long-term business for immediate gratification. The beauty of assessing your customer's needs during the sales process is at least two-fold. First, it lets their guard down. You are building rapport. Secondly, the more information you have about your customer, the more "ammunition" you'll have to answer their objections later. Usually expiration dates on special offers are used to introduce the customer to your company. "Act now, these won't last at this price!" is another example (and do yourself a favor: don't word it that way). Urgency works if it's subtle,Cheap Sidney Rice Jersey, and not blunt, however. Here's another fine example: "You'll be our only injury lawyer in this new L.A. phone directory, if you get the ball rolling today." Another way to eliminate sales resistance, besides your first impression,Cheap Camouflage Realtree Jerseys, is to win their trust during every stage of the conversation. Be on their side - you shouldn't be "the salesman," but their advocate, on their team. If you can save them money by recommending a sale, or the like, then do so! You will also want to be sure that you don't come off as pushy. 2. Eliminating Sales Resistance Eliminating sales resistance is a fancy way of saying "removing obstacles to buy." This is done a number of ways. First off, your first impression counts plenty. Make sure you look presentable,Cheap Warren Sapp Jersey, that you have fresh breath, maintain eye contact and learn the art of "mirroring" your customer. You don't want to be brash if your potential customer is quiet - speak in a way that your customer feels naturally inclined to speak with you. The whole art of creating a customer flood is to discover and then close on what your prospect needs or wants. Using these sale-closing techniques to win your customer's trust will step up your success rate, so long as you integrate them into your personal selling process. That being said, here are some of the cream-of-the-crop sale-closing techniques: Lastly, be willing to part with a freebie/no-risk trial of your product or service, or even a discounted introductory price. These do really well to lower objections of price. When price is a main objection, the real question behind it is, "What is the real value of what you're selling?" Benefits highlight this value to the customer. Free trials allow the customer to try the service or product, as your guest, and thus to experience the value of what you're selling. The obvious way to remove obstacles is to answer objections, and be prepared to do so. Expect objections, in fact. Make it a point to study your past conversations with other customers, and when you notice trends in objections, you can be sure that you'll face those same objections repeatedly. The best way to answer objections is to highlight the benefits and advantages that your product/service gives to the customer - does it save time? Money? Lives? Every objection should end with highlighting some benefit(s) to the customer. 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

As a favor to me, a guy by the name of Eric Marcy, who is a friend of mine in Chicago, mentors some of the younger sales representatives at my firm. The other day, we read a blog from a sales consulting company discussing how anybody can learn sales. I don't blame this company, well, then again I do. On the first hand, they are trying to make money, on second hand, they are misleading the organizations whom they are consulting for. Quickly, we agreed; sales is not for everybody. You can't force sales. You can't teach sales. Yes,Cheap Charger Jerseys, you can teach somebody to ask questions to uncover needs,Cheap Darren Sharper Jersey, though aside from being in the boardroom with them, what are you supposed to do? These firms are about 25 years late to the dance as sales is taught when you are younger. Now, there are many consulting firms who have statistics about the rise in sales after they go help a company. I have two theories as to why this is. The first is that these employees are not top sales representatives or they are made aware as to how much the company just spent on these lessons and begin to move their you know what. Also, when you go in and train a Fortune 500 company, there are too many variables to truly tell who made a difference. I'm not saying that sales consulting does nothing, but it is the personality of the person which counts and a person's personality is mostly shaped by his or her family. Don't mistake that I am saying that the salesman with the most "best friends" wins. It is the salesman who understands that his or her clients are paying a lot of money for the service which their company provides and they should be treated with respect and appreciation. Therefore, all the sales people who are reading this and my presumption is that if you've made it the whole way through, you have some agreements with me, should thank their parents and their friends for making them the sales professional which they are today. Additionally, children are taught at an early age the two most important words that a sales representative has in their inventory, "thank you." People who are taught to appreciate the actions of others are miles ahead of the game. Those who are not, yes, can skate their way through sales for a bit. However, once a client puts a $1,000,000 into their product, the purchasing company is in for quite a good ride as to getting that person to do any sort of account management. I try to teach this to my vendors and the only way I know how is to be upfront with them about my expectations and the subsequent ramifications if they are not meant. Not only is it the way someone is raised and the values they are brought up with, being effective at business development has to do with education as well. Let's begin with the upbringing aspect. Children mimic their parent's behavior. Therefore,Cheap Jason Taylor Jersey, if their parents show them that being rude is acceptable, than they will grow up, mostly as there are exceptions, thinking this is the correct way to handle things and treat people. Also, I'll never forget and am quite grateful that one day, while driving in the car with my mother and my best friend from grade school, my mother reprimanded me for using the word "good" as an adverb. My household was not in the least bit strict, however speaking like an educated, sophisticated person was a hard rule. Sales Skills Are Taught At an Early Age Not Later in Life 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