Prospective buyers go through several stages in the decision process-unconsciously, to them. First, they have to recognize a need and decide to buy something to fill that need. This decision creates primary demand. You can equate this stage to that little pang of hunger you get in the late afternoon. Your hunger is the need-the first stage of demand. Wouldn't it be great if you could read your customers' minds? You know, get inside their heads and walk around a little bit? The very best salespeople seem to have that ability-it's as if they know what customers are going to say before they say it. They have a sixth sense about which objections a particular customer is most likely to raise. They know which ideas offer the specific benefits that really ring the prospect's bell. Demand Stage Selling is a technique that identifies how far along in the buying process a customer has progressed. This tactic dictates that you deliver the type of presentation that appeals specifically to someone at each particular stage. Demand Stage Selling immediately helps block out irrelevant objections and tremendously improves your closing ratios. Finally, the customer must decide which service provider or product brand to buy. This is third-level demand. In our afternoon snack example, this is when you decide whether to buy the Snickers or the Milky Way. Your prospect decides whether to buy from you or from one of your competitors. In sales, this third level of demand is the one concentrated on most heavily. Three Stages Of Demand One important talent top salespeople have is the ability to recognize the prospect's state of mind and shape their presentations accordingly. They determine if the customer is getting ready to place an order or just starting to comparison shop. They can tell whether the prospect has already decided to buy the product and is negotiating for the best price or whether he or she is weighing other options. They understand that different things are important to the customer at each step in the buying process. They practice Demand Stage Selling. Some of this clairvoyant ability comes from experience,Cheap Bart Starr Jersey, of course. Even more of it comes from advanced listening skills. Top salespeople really listen when their prospect is talking and pick up small cues that many others miss. Many good salespeople are also students of human psychology. They make it a point to study human nature and learn a lot about their customer in the process. As we get ready to make the actual oral presentation, let's put it in context. The prospect then has to decide on a type of product or service that will fill the need they've identified,Cheap Greg Jennings Jersey, which creates secondary demand. In our example, what are you hungry for? You have choices-a candy bar, a piece of fruit,Cheap William Henderson Jersey, or some microwave popcorn (which invariably creates more demand from everybody else within aroma range-but that's another story).

Customers care about one thing; themselves,Cheap Brent Celek Jersey! Don't we demand perfection when we are a customer? Then why when we go to sell a customer, do we not think of their needs and expectations? I was doing a business review with one of my customers a couple months back. It occurred to me that every out of stock, substitute item, or damaged box is an opportunity that we can either make good on and fix properly or just let go through it's cycle and hope the customer does not have time to think about it. Memories last a lifetime! When was the last time your customer said to you,Cheap Bart Starr Jersey, I remember that time my dinner was overcooked or my delivery was a couple hours late and you took care of me? If they have said it to you, then you are making every sell a memory. If they have not, most likely you already have lost that customer to the competition. You probably never followed up on every small, minute problem that could have been and opportunity for you to make "Every Sell a Memory". That is the key. Follow up with your customers and you'll make it a memory. But that's were we make that fatal mistake as sales professionals. We assume that our customers don't have any time to worry about the little things that go on in their day to day operations. Those are the ones that count. Those are the memories that we need to take advantage of and show our customers that we are looking out for their business. Think about it,Cheap Drew Brees Jersey! Maybe the delivery guy damaged the carton the product is stored in. How about the dishwasher not ensuring that all silverware has been cleaned properly? What about your customer service representative not answering the phone before the second ring, and then putting the customer on hold for a minute? You see, everything that goes into a sell, is a memory that could impact your business. Great Selling! Let's start the sell off on the right foot! As you look at everything that goes into a sell, make it an excellent memory for your customers. Every step of the sell is so important that you could lose a customer for life if just one mistake is made and you didn't follow up.

So what is quality you ask? Easy! Something that has style. And I am not talking about Gucci,Cheap Harold Carmichael Jersey, or other famous designers here. Style in web and graphic design is just a matter of taking the time to stylize text, colors, negative space, graphics as well as dumping all the default settings. So taking that black text on a white background and dialing the black down a bit to a dark grey. This creates less contrast and makes the text that much easier to read,Cheap Lofa Tatupu Jersey, in my opinion. Nothing like a site with tons of text and no visual structure. Giving a border some room on all sides of the text creates good negative space. Throwing splashes of color onto the headers, or links instead of keeping the traditional blue underline color for links. Just little stuff like this creates style. Again style is just stripping the basics or generic look of things, doing it differently. Style is all you need to rise up and stand out from your competition and this should be your primary concern when running a business. It doesn't matter whether your company is a single owned company,Cheap Pierre Garcon Jersey, a local medium sized company or a giant corporation, impressions are what grab the attention of consumers no matter what industry you are in. As the old age saying goes, "Appearance is everything". So many times I go to a client, and their only concern is to create websites, or advertising material only as good as their competition. And depending on what industry they are in, this could mean creating really bad quality. Of course I have to explain to them if they really want to stand out from their competition they need to do something that is eye catching and stands out from the crowd. It seems like basic business sense, but I have come to learn that not everyone has a good eye for quality. With web, there are a lot of defaults built into webpages that need to get stripped out and customized. A lot of these default settings are dated, meaning that they have been around for a long time, so if you don't customize them you automatically have a site that looks out dated. Some companies just don't take the time to customize these things. So if you want to stand out from the crowd and your competition, all you have to do is create style.

Try it. You'll see. As the old saying goes, "Small hinges swing big doors." That is certainly the case here. This small question will reap you big rewards. Once finished, you pat yourself on the back, secretly smile,Cheap Mike Williams Jersey, and then ask, so what other questions do you have? THERE'S WHERE YOU MISSED YOUR CHANCE! Here it is: It's better to ask than to give. Same amount of money, same end result. One of the skills I've seen while coaching the sales pro's who are really at the top of their game is, they understand basic elements of human behavior. This scenario is one of them. The psychology behind it is that if we are given something, it doesn't mean quite as much than if we say we want it, and don't have it first. WANTING is a feeling of all human beings, and when you give, there is no want needed. Wondering how this relates to your sales game? Let's go over that: Here's the beauty of adding this simple yet effective strategy to your existing arsenal. You don't have to change anything about how you are presenting or what you are presenting. The ONLY piece you need to add is a simple, "Do you feel that would help you out?" at the end. We ALL know the answer! That's EXACTLY why you ask! This is where you get "buy in" from your client. After you present your benefit and/or solution, just ask a very simple question, "Mr. Client, do you feel that would help you?" or, "Mr. Client, would that help you out?" If you really put yourself in that scenario and imagine how you feel after each one,Cheap Tyron Smith Jersey, don't you want it more when I FIRST ask you if you want it? Scenario 1: I come up to you and say, "Here's $100. Enjoy,Cheap Cameron Jordan Jersey!" Scenario 2: I ask you, "Would you like this $100 I have? I'm giving it away." Finish this classic cliché: "It's better to give than to ( )." I'm sure you all said "receive." Let's discuss a new cliché that I want to introduce to you as it relates to improving your sales. I say, "that's GREAT!" Now you know it's not a benefit to them and you won't focus on it. That's another benefit of asking this question. Not only will it get you buy-in, but it will also show you, by their response, which benefits they want the most. Then, all of your presentations, conversations, and follow up, are geared towards meeting those top wants. Here's a question I get from a number of my coaching clients who initially balk at this idea: "What if they say "NO," that this really won't help them?" Your client is just like you and me. The more they want something, the more they will do to get it. How do we get them to want our solutions faster? Get them to want it. How do you accomplish that? Get them to emotionally buy into your advantages. You are discussing the benefits of doing business with you when your client pops out an objection. While your client is putting their finishing touches on their dissertation, you begin to race through and prepare your signature answer. You're licking your chops like a dog knowing dinner is coming, and finally the prospect finishes and you're on your way. You quickly and effectively explain how your companies new technological advances not only solves their current problem, but will also create a 15% more efficient solution. Let me explain in two different scenarios: I've personally witnessed too many sales people simply give away their benefits without receiving verbal and emotional buy in from the client.

Finding that one thing that causes sales is typically very difficult,Cheap Terry Bradshaw Jersey, especially for entrepreneurs and executives who are so used to watching a myriad of factors. As a matter of fact, this concept seems so simple to some people that they find it difficult to trust the concept. When you have identified what causes sales for you, this does not mean that you can stop doing everything else that you do to build your business. Those activities must continue to be done well and deserve attention. However, what causes sales deserves the focus of everyone in the organization. And everything that is business development related should be pursued in the effort to support the cause. WHAT GETS MEASURED GETS DONE It doesn't have to be that way. Sure, there is a lot that goes into successful selling, but the reality is that there are very few things (in many cases only one thing) that really determine whether or not a profitable sale will take place. These activities, gates or issues are what we collectively refer to as What Causes Sales. If you are like most organizations we work with, you are looking for ways to streamline your organization and simplify things. THE FOCUS BELONGS ON WHAT CAUSES SALES IMPORTANT NOTE: DO NOT CONFUSE PROXIMITY WITH CAUSALITY There is an old rule that says what you measure, gets done. If you choose to measure the number of meetings your salespeople have, they will begin having more meetings. This is good if more meetings are the cause of increased sales, but it is useless if it is not the cause. If you measure proposals going out,Cheap Pat Tillman Jersey, more proposals will go out. If you measure referrals attained, your people will get more referrals. If you measure calls coming in, more calls will come in. The key is to make sure that what you are measuring is actually the cause of sales for your company. Make a list of everything you or your company does that leads to sales. Go ahead, get a piece of paper and start writing down everything that comes to mind. No, don't read further until you've done this. Completing this exercise will save you hundreds of hours of time and frustration; failing to complete this list will cost you hundreds of hours of time and dollars. When looked at from this perspective, it is no wonder that so few companies take a scientific approach to selling - there is just too much to monitor. It is also no wonder that companies are having a more difficult time than ever achieving and sustaining the growth rates they desire, let alone achieving margin growth. For most companies (and for most salespeople), selling has become too complicated. YOU STILL MUST DO OTHER THINGS WELL Let's face it: selling is complicated. Think about it for a moment. What does it take for your business to sell successfully? By "sell successfully" I mean that your business is able to sell enough of whatever it is that you provide to meet your organization's goals and objectives. The list of those objectives, were you to list them all, would be overwhelming. Among many things, it might include: excellent product/service, successful salespeople, effective training, outstanding customer service, effective advertising, good PR, positive word of mouth, a supportive economy, knowledge of what your competitors are doing, and on and on. As you isolate the causes of your sales (preferably one,Cheap Scott Fujita Jersey, but no more than three) and you begin monitoring and measuring those issues, you will have found the most leverageable activity in managing your pipeline. The key - again - is to make sure that you are measuring what actually causes sales. For years, salespeople have made the mistake of over-focusing on "closing skills" as the most important determinant of sales success. Because asking for the sale comes just before getting the sale, they confuse proximity with cause. The ask is not the same as the creation of a significant need, as an example of a cause that produces sales. In pursuit of discovering what causes sales, sales professionals measure how many times they had to ask for the sale to be successful. I know a sales trainer who says that if a salesperson hasn't asked for the sale at least eight times (I repeat, at least eight times), the salesperson has no right to expect a sale. Don't make this mistake. Do you have your list completed? Now, go through that list and cross out anything that does not directly cause a sale to be completed. This should dramatically reduce the list of options you are considering. Now go through this list and determine the one item that has the most direct cause-effect relationship with completing a sale.

Most entrepreneurs I meet are completely unprepared for the experience - hence the high failure rate of new businesses but an entrepreneur only needs three things to succeed. This is the first of ten articles aimed at the budding entrepreneur and designed to help you find your feet. Business in the Age of Aquarius. Today we are at the earliest stages of this evolution with millions finding themselves with no choice but to fend for themselves and the opportunity to do so. Cometh the hour cometh the entrepreneur,Cheap Malcom Floyd Jersey! As a result of man's success humankind multiplied to the point that the very methods that had ensured their success began to fail them. Huge coordinated work forces were replaced by efficient and super productive machines ensuring the supply or food and other fundamental life sustaining commodities. But this in itself was not sufficient to ensure future survival or social harmony. In days gone by man lived from the berries and fruit he picked off trees and shrubs. He learned how to hunt and became a hunter instead of the hunted. He learned to cultivate plants and farmed instead of picked. He learned how to use the abundant tools he found lying around and built buildings,Cheap Keiland Williams Jersey, made machines and combined their labour into an irresistible force that shaped the landscape,Cheap Chicago Bears Jerseys, the air and the sea to suit their requirements. In the Age of Aquarius sustaining the past success requires an evolutionary approach to production. This has found form in the birth of the individual corporation - the entrepreneur. Many nations count the number of entrepreneurs populating their community considering these people to be the source of future wealth generation. Entrepreneurs are the future wealth of societies, the assets of the nation. Many governments invest heavily in these resources providing the knowledge to turn a corporation consisting on hundreds or even thousands of people into a single entity - the entrepreneur. The successful entrepreneurs of the future will affect the lives of millions and generate more wealth than was ever imagined. Business in the Age of Aquarius is done the same way it was done in the past but differently.The business vision is gaining a broader perspective of assets barely realized in the past and consideration given to developing these assets is gaining momentum. Societies are at the peak of gluttony and at the beginning of enlightenment. Soon waste will be converted into energy until there is no waste just the energy process. So you find yourself an entrepreneur! A bit like the colour of your skin not something that you chose.

Benefits in sales letters are commonly done as bullet points since this makes them easier to read. You may have a list of 10 or more benefits and you need to make these benefits stand out and really engage your readers. Here's tip if you are creating a list of benefits. Readers will tend to pay the closest attention to the top two benefits on the list and the bottom one. Thus put your 3 most powerful benefits in these prime positions. So here's a trick for creating benefits. Make a list of all the features of your product or service. Then for each feature list 2 benefits that people get. Ideally you want to come up with benefits that your readers won't naturally think of. When you use affirmations to list the benefits of your product or service you trigger the reader's subconscious mind. As a result your reader will end up reading your copy to themselves in a positive present tense. This is an invisible psychological tool that you can use to persuade readers to do what you want. Whether you state your benefits in a forthright tone or allude to them using these psychologically powerful affirmations, they are the single most important element of your sales letter or marketing email. Make sure you don't inadvertently exclude yours the next time you try to persuade someone to do something. Here's a mind-ninja technique that you might want to consider. If you are familiar with positive thinking and the law of attraction then you know the power of affirmations. Affirmations are positive statements that you repeat to yourself to change your habits and thought patterns. By converting your benefits into subconscious affirmations you can increase your sales ratio. Although you have probably heard this before, every sales letter needs to contain lots and lot of benefits. One would think that since this message has been so often repeated that all of our sales copy would be loaded with compelling benefit statements. Unfortunately nothing could be farther from the truth. Affirmations are always written in the present tense and are always positive. You can use phrases like: "I know how to", "I am learning", "I am discovering", "I will uncover", "I am unlocking", "I know why", "I know the secret",Cheap Dan Fouts Jersey, "I am finding out", "I am uncovering ideas". Part of the problem is that people get confused about what benefits are. Simply put a benefit statement tells your readers know how they will personally gain from using your product or service. Features are what the product or service is. Benefits communicate what it will actually do for someone. As common sense would dictate,Cheap Larry Fitzgerald Jersey, it's not enough to just tell your readers about the features your product or service offers, you need to tell them about what it will do for them. As one marketer put it,Cheap DeSean Jackson Jersey, "People don't buy grass seed. They buy beautiful lawns."

We all buy products and services on a fairly regular basis. Yet many business owners will admit to having some negative thoughts around selling. It conjures up images of unwanted calls, pushy sales people and feeling pressure to make a decision. Being non-attached to the outcome. Neediness drives people away! No matter how hard you might try to cover this up, when you are desperate for a sale, then others will sense it. If you are in this situation focus instead on creating reserves in your life (time, money, resources) so that you always have a cushion for life's inevitable ups and downs. By taking the pressure off yourself, you take the pressure off others making a decision. Developing positive relationships with others. As you are aware, people will work with and buy from those that they know,Cheap Chris Long Jersey, like and trust. So unless you have a very strong brand and are well known in your market then customers usually want to feel they have developed a relationship with you or know something about you before making a purchase. You can achieve this through a regular newsletter, one to one meetings or by speaking to groups. But most importantly pay attention to what your clients really want or need to know or learn about you,NFL Lights Out Black Jerseys, your products or services, so that they can make an informed decision. Unfortunately any self sabotaging beliefs you hold around the sales process will get in the way of you making a profit in your business; which you need in order to reinvest and improve your services. So that ultimately new and potential clients gain greater benefits and better value from what you do - leading to more clients, more sales and more revenue. When this doesn't happen businesses struggle to maintain a competitive edge and start to decline. Creating value. At every opportunity look at ways in which you can create value for your clients by always striving to provide consistency and excellence in your products and services,Okaland Raiders Jerseys, and by attending to the small things. We all love being treated as individuals so how can you make your service more personal? Sending hand written cards, making a personal phone call or offering free information or additional complimentary services will go some way to giving others a sense of who you really are. In order to re-programme any negative thoughts you may have around selling, work on creating the environment where a sale naturally takes place. This means taking the focus off yourself, your products and services, and putting your attention on others by: When you base your business practice on giving rather than getting you will soon find that the sales process happens more naturally, and your mindset will shift from negative thoughts based on fear and worry to how you can truly best serve others. That's when you will experience real business abundance.

He might have made a sale. But what if he had instead offered to answer questions? What if he had taken my card and offered to send me a report telling why that mattress was superior - and then done it? What if he had let me know when there was a sale? First of all,Cheap Saints Jerseys, be pleasant! Then follow up. So what can you do with someone who could be a good prospect, but hasn't quite decided to buy? I remember when a certain brand of mattress was being heavily advertised and sounded good. We were shopping one day and saw a huge banner promoting that mattress,Cheap Zach Thomas Jersey, so decided to go in and check it out. He told me no. He said that it was a waste of time. He then went on to tell me that if people don't buy when the machine is there in their home, they never will. I beg to differ, since I've been pondering the purchase of that machine for the last couple of months - and wondering where I can buy it without dealing with that particular sales person. His attitude was such that I would never buy from him - even now, when I'm seriously thinking about a new vacuum cleaner. When we said why we'd come the salesman said "Yeah, everyone wants to come and look at it. Nobody buys it." Then he proceeded to follow us around the store, and while I attempted to try out the mattress, told us all about the mechanical problems with his car. Had he done any of that, his card would be stuck in my address book and I'd call him when I was ready to buy. That's a good thing for personal finance, but frustrating for sales people whose earnings depend upon commissions from sales. I could hardly wait to get out of there! Real estate people come to mind, as do car salesmen, party plan hostesses, and those who sell furniture. I didn't know they were on a commission until my son spent a little time working in a store that sold bedroom furniture. What if he'd been gracious instead? What if he had followed up with a thank you note for allowing him to demonstrate that vacuum cleaner? What if he had sent me a note when a new model came on the market, or sent a flyer offering replacement parts for my old one? Then there was the vacuum cleaner salesman who came to the house last year and left angry because I didn't purchase. I had told him ahead of time that I was not in the market for a new vacuum cleaner right then,Pittsburgh Steelers Jerseys, but he pleaded with me to allow him to show it - saying that he'd be paid for coming out. Smart consumers today aren't making snap decisions. They're weighing quality, price, and their actual need for a product or service before they part with their money, especially when the price is high. While he was slamming the parts back into the box before he left I asked him about his marketing and whether he had a system for following up with people who didn't buy on the first visit. Your attitude will be a deciding factor in whether that person returns to you once the decision is made.

3. If you are targeting people outside the online arena, you can advertise your seminars using traditional mediums. Use TV, newspaper, and radio advertising. You can also use flyers, banner ads,Michael Jenkins Jersey, and transit advertising. If possible, join relevant expos or trade fairs and give your calling cards to all individuals who might be interested on what you offer. 5. Press release. Create a powerful press release about your seminars at least a couple of weeks before the big day. Have them distributed on PR sites and local publications. For best results,Cheap Robert Mathis Jersey, make your press releases worth-reading and worth sharing for best results. Here's how you can sell your seminars: 2. Take advantage of your current network. Launch a referral campaign to all your previous clients and offer them with great incentives by simply recommending your seminars to their friends, family members, and colleagues. You can offer them with vouchers, freebies, or even monetary rewards based on the number of clients that they'll be able to bring you on your doorstep. There are so many ways on how you can sell information these days. It could be through ebooks, audio products, newsletters, and ecourses. However, if you want to maximize your earnings in sharing your knowledge,Cheap Denver Broncos Jerseys, I recommend that you design and sell your seminars. You can conduct these over the internet or through the traditional face-to-face method. 4. Email marketing. This is one of the most cost-effective ways to sell any type of products and services online. If you already have the contact information of your potential clients, you can send them email about your seminars. Make sure that the subject of your email is compelling and powerful. It must tell your recipients what your seminar is all about and how they can benefit from it. Make sure that your email ads are well-written and persuasive. 1. Create a dedicated website for your seminars. Choose a domain name that is very descriptive and easy to remember. People who come across it must have a solid idea that you are offering some type of seminars. Then, build an attractive, highly informative, and interactive website that will speak volumes about your expertise. Talk about the latest seminar that you are offering on your home page. Create a bullet list of all the benefits and features that this particular seminar can offer. Also, include specific details as to when it will be conducted, who is it for, and how interested parties can sign up.

It's essential to remove all roadblocks toward developing new ideas. Anything that slows down the development of new ideas and the adaption to change must be removed from the business and working environment. Make decisions quickly. Make a rule to make your decisions on the spot. Do not sit on a decision, practise making decisions quickly. Boldness has power. Some consider speed the rock star lifestyle,Cheap Chester Taylor Jersey, but it also applies to business. One of the greatest barriers toward the development of any company is that they moved too slowly. The biggest concern in the development of these kinds of businesses is that bureaucracy and red tape which comes into play when developing new ideas and adapting to change. It's important to consider that in a small company you know who your customers are,Cheap Tony Romo Jersey, their names, what they buy and whether they like what you've got to sell. It's this kind of knowledge about your business that makes you different from the corporate management lifestyle. It takes a considerable amount of flexibility and the ability to adapt to change in order to apply this mentality on a large scale. My experience is that a business can be run in an exciting way,Cheap Vontae Davis Jersey, but moves fast, and does not have to be about getting many different layers of approval just to take one simple action. Developed speed into every activity of process to perform on a daily basis. Although many businesses these days operate more quickly due to technological advancements such as e-mail and mobile phones, the speed of today's businesses will be considered slow compared to that of the future. Make speed habit, use these skills to develop even better habits that grow your business more quickly and encourage new ideas that help adapt to change. Make sure you in courage others to do the same It's important to consider two concepts in this respect: simplicity and self-confidence. By simplifying the company structure and instilling confidence in the staff you can create a foundation which has speed incorporated into the fabric of the business. Developing this kind of business structure makes sure that growth happens quickly and is faster by the day. Communicate more quickly. Using Mallon rather than faxing or writing. Text messages and phone calls are quicker than waiting for a meeting. The faster the communication that that. Some people just do not want to follow up on handwritten notes if something is really important. Here are some ideas to instill speed in everything you do:

Merchants use mobile or portable credit card machines during point-of-sale (POS) purchases. They have become all too common and are extremely practical to have at a store or restaurant. It also provides peace of mind to the customer because the POS can be conducted in their presence since the device is movable. Purchasers do not have to be concerned with an employee taking their card to swipe and stealing private information from them. These hands-free machines have eliminated those worries. The mobile credit card machines have been popularized because they decrease the expenses of operating a business. There are fewer chances of fraudulent behavior from customers because the merchant is present at the POS transaction. The newest models of these machines can issue an immediate alert to the merchant if the card being swiped has been declared stolen or has a frozen account. A Notebook and laptop can be converted into a portable credit/debit card machine too. It is amazing that this technology exists. There is software that can be purchased for a computer's conversion into a POS device. After a credit card swiper has been plugged into the laptop, business can begin. This is an inexpensive option for small businesses that want to maintain low costs. If a printer has already been installed then the business can also print out receipts for customers. POS card machines are used everywhere. They process credit and debit cards. What many customers do not realize is that these wireless credit card machines are a new technology. The newest machines do not need a power cord because they are operated remotely. Many of them are so small that they can fit into a pocket. Now mobile credit and debit card machines are used by most merchants and vendors because they can walk around and handle business transactions anywhere. This makes it effortless for retailers to take it anywhere that they conduct business. Restaurants, open-air markets,Okaland Raiders Jerseys, swap meets, expos,Cheap Jim McMahon Jersey, and flea markets are prime locations for these machines. This is due to the fact that the machine can be moved around each customer with ease. Credit and debit card machines were designed for efficient, safe,Cheap Cam Newton Jersey, and convenient transactions between the customer and the service provider. Merchants and customers do not have to worry about a lengthy wait because these little machines can be connected through Wi- Fi, cable and DSL. The most cutting edge technology on the market is the cell phone processing machine. This will be the new wave of the future and it has not become well known but it will be famous soon. A vendor can simply punch in the credit or debit card number for processing and hook a printer up to the phone to access receipts. Cell phone credit card swipers have already been invented but they are just entering the hi-tech market and will see increasing demand. An efficient POS purchase can be made anywhere in the world with safety and assurance for business owners and the clients. The service industry and purchasing just became a little more like the space industry with this new remote equipment. It is going to change the way everyone handles business. Some mobile credit card machines have been upgraded to accept smart cards and food provision cards for people who need government assistance. A merchant can purchase a machine that has been programmed to allow gift cards as well.

Desire to Educate Customers (not sell) No wants to be sold,Cheap Mike Ditka Jersey, yet everyone loves to buy. To make better buying decision suggests an education based marketing approach instead of a sales based marketing one. When customers are educated including internal ones as well, everyone benefits. Positive Core Values and Ethics Without clearly articulated values through the corporate values statement, there is a possibility of a lot of "willly nilly" behaviors. When everyone knows the expected behaviors, this allows for far easier performance appraisals to execution of other business growth strategies. Efficient and Effective Utilization of All Resources Each organization has these five (5) limited resources of time, energy, money,Cheap Barrett Ruud Jersey, people and emotions. Being able to be efficient (doing things right) and being effective (doing the right things) will ultimately increase sales and improve profitability. In Depth to Cutting Edge Knowledge With estimates that knowledge is doubling every 1 to 2 years, ignorance is no longer bliss nor affordable. You must be ahead of the knowledge flow instead of just knowing where the flow is going. By adopting these 12 business growth strategies will help you increase sales and have a sustainable, thriving business this year and the years to come. Accountability Each individual within the organization must be accountable to both external and internal customers. Even though this strategy may be considered a value, the rationale for it being separate is because to quote Truman The buck stops here. Customers want their problems solved and not pushed off to someone else. Ongoing Innovation No longer can businesses believe that "if it ain't broke, why fix it?" Global competition to ever evolving technology demands innovation from new products or services to adding additional value to existing offerings. Culture of Self Leadership Creating a culture of self leadership where individuals lead themselves first while understanding their functions within the organization is absolutely necessary. Specific skills include: balanced decision making, higher order thinking,Cheap Ronnie Brown Jersey, problem solving, team player, etc. Exceptional Customer Service Without patrons or employees, enterprises will fold up. Delivering outstanding and exceptional customer service is simply speaking a "no-brainer." Active Listening Far too often people are talking way too much and not listening. Clear communication is the overall process. These tips may assist to improve active listening: Clarity Legitimize Emotion Agreement Retention Consistent Quality The overall quality of the products and services must be of the highest nature. This strategy also demands consistency as inconsistency not only upsets the buyer, but drains the bottom line. To increase sales suggests small business owners, single office home office (SOHO), independent contractors to C Level executives must think differently. After working with clients, listening to fellow colleagues and reflecting upon strategic changes I have made within my own business coaching training practice, I believe these 12 must have business growth strategies must be present in any organization right now and as it moves forward in the future. Mutually Beneficial Relationships Business involves a buyer and a seller even if the transaction is not monetary. Relationships must be mutually beneficial otherwise one individual or the other may feel he or she is being used. Accuracy The design, development to the delivery of the products and services need to be accurate. This accuracy extends to other process such as ordering, processing invoices to handling complaints. Processes and systems must be in place, written down and followed consistently by all involved.

Everyone is always trying to sell someone on something. For instance, early this morning I tried to sell my shivering recalcitrant Chihuahua on the idea that going outside to use the facilities was a good idea. My sales pitch failed until I found the dog treats and took them outside with me. Food won out over cold. Success! What a good saleswoman I am, at least to my dog,Cheap Anthony Gonzalez Jersey! Still think you can't or don't sell? We sell everyday in all kinds of subtle ways. For instance, I recently went on weekend road trip with my friend. When she asked me where I wanted to eat, I said, "Doesn't matter,Cheap Laveranues Coles Jersey, I'll eat anything." Now that sounds like a pretty moderate statement, but looking back I realized that I was trying to sell her (and myself) on the idea that I'm an easy traveling companion. That's pretty subtle, but it is an example of sales. Your high school teacher was also a saleswoman. Whether or not she was a good one, I have no idea, but her job was to sell you knowledge. Or at least sell you on the idea that knowledge was good to have. So if you think that you can't sell, or you don't want to sell, think again. See if you can find examples in your life where you are selling, even if you are unaware of it. Whenever you try to get people to like you, you are selling yourself. When you coax your children to eat a full breakfast, you are selling. When you smooth ruffled feathers between friends,Cheap Stewart Bradley Jersey, you are selling.

,Buccaneers Jerseys The problem is that at a sub conscious level with your prospect has categorized you as a typical salesperson i.e. "Time Waster." Please keep in mind that I am strictly talking about business as it relates to our subject matter here. Building friendships is totally different, and not the subject of this article. The President responds, "Yes it is." And away you go, down the path of soccer this and soccer that. Before you know it,Cheap J.J. Watt Jersey, twenty minutes of your sales call have just vanished. "How long have you been in this business?" "How did you get involved in it?" "What did you do before getting involved in this business?" "What's the best part, or the part you enjoy the most?" "What do you see as your biggest challenge in growing it?" I'm going to share with you the specific questions I use each and every time to help me build business rapport with my prospective clients. These questions are designed for you to use at the beginning of every sales call. So you're now in front of a company President, a prospect you've been after for six months. You enter the room, shake hands, do the traditional business card exchange, and then you notice a picture of a child playing soccer. So you engage your best bonding and rapport techniques and ask,Cheap Delanie Walker Jersey, "Is that your child playing soccer?" I know, your main objection is that you want to keep talking about their family and other non-business interests to build rapport with your prospect. The only thing I will say is, "If it's working for you, and you're hitting all of your personal goals as fast as you want, keep doing it." I have repeatedly heard from business owners, consumers, Presidents, etc. how they think this attempt at being interested in their family is annoying. The wording sounds like, "What makes you think I want to discuss my family with a complete stranger?" The concept of business rapport is getting to know your prospect, but doing it in a relevant way. Relevant meaning, "How do I learn more about my prospect while not diving right into your sales call?" You must make a connection with them and it will start as a business connection. The action step for you as the small business owner would be to do the following. Spend 10-minutes every week practicing just this part of your relationship building process. When these questions become second nature to you and your people, you'll be even more successful at building business rapport. You have enough challenges as a salesperson getting in front of new prospects without having to overcome the hurdle of "Time Waster." What do you mean by business rapport? If you've been in sales more than one week, you've probably heard about bonding and rapport. But...has anyone ever taught you the difference between business rapport and non-business rapport? On the surface this appears to be a normal call that you may have experienced, no worries right? So how do you build business rapport and not be classified as a "Time Waster?" That's it. These are the specific questions you can use to build business rapport. Tweak, adjust, make them your own. Rapport is defined as "A close and harmonious relationship in which the people or groups concerned understand each other's feelings or ideas and communicate well." Business rapport would then be defined as the same, but focused on business. The only reason to change is if your results are slower, or not what you believe you're capable of.

And always,Cheap T.J. Ward Jersey, end your story with a bang,Cleveland Browns Jerseys! The whole goal is to get them so hooked on what you've done for someone else that they're convinced you will do the same for them. When a prospect has a need, they want to know you will be able to fill that need. A great way to show what you can do for a prospective customer is by telling a story. Stories help us to understand by explaining and shedding light on a situation. They can also be translated very quickly into something visual. Even more importantly, they can be used to elicit an emotional response from someone. Because of these characteristics, stories are very powerful marketing tools. Marketing takes time and is an important investment in the success of your company. It may take extra work,Cheap Selvin Young Jersey, but re-thinking your marketing message and customer case studies in the context of your prospect's point of view will be fun and rewarding. All good stories have a hero (in this case, your customer). In these stories, the hero faces a challenge and learns something in the process. Too many times we write our marketing materials from our perspective and what we believe to be the benefits of our product or service. When you look at the story from your prospect's or customer's point of view, you will gain a different perspective on what may actually be important to them. Good stories also have good leads that pull us in and gain our attention. The first sentence is most important. It should give readers a compelling reason to read on without giving away the ending. Once you open with a strong lead, provide detail that keeps the reader interested. A great example of this," They hoped to increase their gross revenues by 15%. They ended up with 300%. The story of how they did this is very interesting..."

Learning when and how to ask for the business is one of the keys to being a highly successful professional. Asking for the business at the right time and in the right way, is how we let our prospects and customers know we care about them, we believe we can help them, and that we are as interested in growing their business as much as we are in growing our own. Just last week, I was having lunch with a business friend of mine. I call her a friend,Cheap J.J. Watt Jersey, because although we met through business networking opportunities, I have come to think of her as a friend. We have a lot in common, I enjoy her company, and she has been great to send me leads and introduce me to people I need to know. The connection, for me, has been fantastic. Over lunch this time, I asked her what was new in her business and what she was working on. I discovered, through the course of our conversation, that her firm was spotlighting some financial services I found very interesting. I continued to ask questions, and even took some notes. She was a wealth of information, but never once did she ask me about my level of interest or how she and her firm could help me. Oh we have all kinds of excuses: "They know what I sell, if they needed my services they would ask," or "When they are ready, I am sure they will turn to me," or "They must not be interested, because they never brought it up." Whatever the reason, fear of rejection or lack of know how, it doesn't matter. If we don't ask for the sale,Cheap Adrian Wilson Jersey, there is a good chance we will never get the business. When we don't ask our prospects for the business they wonder why. They assume we do not want them as a client, we're not looking for new business, or we don't care enough about their business to invest the time and effort. Research shows the top two reasons your customers don't do more business with you: They don't know what else you offer and you never asked. Now, I know what you are thinking, why didn't I just ask her for help? Why didn't I just ask her to review my information and set up an appointment? For the same reason your clients are not asking you. If you don't believe enough in your products and services to ask prospects to buy them than why should we ask you to sell them to us? Here is the catch 22. Prospects want to do business with professionals whom they believe are confident both in themselves and their services. Yes, you have to build trust and value with your prospects first in order to earn the right to ask for the business. However,Cheap Wes Welker Jersey, once all of that is built, you neglect to ask for the business you'll not only lose sale, you'll lose the trust and respect of your prospect. Why is that as sales professionals we will do everything short of asking for the business. We choose our prospects, we build relationships, we add value, we invest our hard earned time and money yet we don't take that final step. All too often we don't ask for the business.

Do you find yourself having to wait longer than usual for your customer to sign on the dotted line? Do you wait only to hear them lament about budgets being put on hold or a leaner budget in the current financial year? How do you manage the sales cycle in this current challenging and economic climate? Managing the sales cycle, through effective questioning, helps you to close your deals more quickly and effectively. 2. What specific milestones at which dates? Alternatively, if you are too busy making your rounds and doing sales presentations, outsource the tracking and follow-up to the staff you want to groom. The importance of understanding budget allocation can never be underestimated. A database salesperson once called his prospect for a meeting. The prospect postponed the meeting as he has an important budget discussion with his management. What will you do if faced with the same situation? Will you (a) Simply agree to meet up after the budget discussion (b) Seize the day and prepare a sales proposal with key details and value your product offer and rush to give the prospect a copy of this sales proposal to discuss during the budget? 1. Budget allocation - When, who controls it and how much? A good salesperson and a mediocre one will react differently to the same situation. A mediocre one will not go a step further and accept the prospect's manipulation of the sales process; while a star performing salesperson will seize the day to get a pie of the budget! Remember, if you do not get a share of the budget at the onset, you are probably at the back burner of their list of priorities. Make it as easy as possible for your prospect to "sell" your product or services in front of their management. Do not make them jump hoops, just to defend your product or services. That is your job, not theirs,Cheap Randall Cunningham Jersey, and no one has to go the extra mile for you. For example if you are selling accounting software, a Finance manager will be concerned about the reporting function of your program. Will your software be able to generate easy to use and read exception reports? Will your software be able to generate professional looking pie charts and graphs with the click of a button? Understanding that a Finance Manager's activities include review of exceptions on a high-level with a risk based approach, as well as making presentations to the management during monthly meetings, will allow you to pitch the benefits of your product better. Many salespeople,Cheap Scott Fujita Jersey, for fear of being rude or intrusive, do not ask the tough questions. Yet, how is one able to provide a solution without first understanding the need of the customer? Thus, position your qualifying question, from the perspective of meeting the customer's needs. The key questions include: 3. Who are the stakeholders in the decision making process? Adapt accordingly. At this juncture, do not make the cardinal sin of rattling off the functions of your product or service. No one is really keen in them. Thus by questioning effectively, adapt your sales pitch to show them the value in how your product can make their life easier. This allows them to spend less time and effort doing the same piece of work. Understanding who will be involved in the decision, in terms of the economic, the technical aspects, the eventual users and the influencers are important. Each of these stakeholders, will have different concerns and different functions of your product or service, has different value assigned to them. Clarify the buying process with them. Take time to understand the jobs and responsibilities of the people whom you are selling to, in order to adapt and cater the benefits of your database to them. Get your client to commit to an action. It is imperative to set specific actions, to be performed at specific dates. The absence of one can signal a long decision cycle, leading to no where. The whole sales cycle, has to be managed. I know this is difficult especially when we have more than one customer to attend to. Thus, it is important that you have these dates marked out in your electronic sales planner. Set the reminders for the key milestones and you will not be bogged down by them. Yet, when you are getting the user buy in,Cheap Jim McMahon Jersey, probably the Finance Assistant, elaborate on the ease of data entry into the fields, as well as navigating between the various modules of your program. Make it clear to them that it is convenient and easy-to-use without much learning. Human beings, by nature, are resistant to changes and you need to wear down their resistance to change. Question diligently and intelligently from the start

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

Let's look closely at how to build your skills. Use these tips to for successful selling at the whiteboard...in minutes not weeks. If you or anyone on your team is experiencing these, consider checking into a Presentation Rehab program right away. You'll find inspiration and practical tips to say, "Enough!" to the habit of getting overly serious about your whiteboard presentations. If you've been used to delivering scripted presentations and using a clicker to guide flow, there is a lot to learn. The faster your build your skills,Cheap Aaron Kampman Jersey, the better you'll be at the whiteboard in front of your important client. What happens when you sketch out ideas while the audience watches? People get instantly engaged. It's altogether different than presenting a finished poster, infographic or brochure. And it's radically different than relying on a PowerPoint slide. Showing Ideas On The Spot - Not writing or drawing anything on the whiteboard for fear of making a mistake. - Critiquing your sketches and belittling your efforts. - Apologizing for anything you do. - Erasing your sketches before anyone can see them. - Creating realistic renderings that take forever. A playful attitude is at the heart of creativity. Yet, as we get involved in working, and strive for greater achievements, it's all too easy to forget about the power of play. You can respond on the spot to individual questions, overcome objections, and trouble shoot to streamline decision-making. Drawing out simple sketches is the fastest way to help non-experts and experts speak a common language. In more organizations and small businesses, sales professionals and subject matter experts are turning to whiteboards. Presenting at the whiteboard is a flexible way to sell ideas, simplify solutions and connect with clients. Inventing Great ideas spring willingness to experiment. When you're starting out at whiteboard presenting, this can be a big challenge. It's very different than presenting with a script and a ready-made slide deck. Beware of becoming overly serious about presenting at the whiteboard. If you have forgotten about the quality of play, you could be in serious danger. Watch out for these danger signs. If you experience them, seek help immediately: Encouraging real time interaction is dynamic, fresh and lively. It unlocks quality conversations and builds rapport. Plus it's the most flexible way to structure a conversation. In addition, if English is your second language, visual sketching is a universal language. If you feel that your verbal skills in English are lacking, make up the difference with visual sketches. Many of my clients find this is a fantastic way to engage clients, teams and superiors in important conversations. The trick to inventing is to have a master plan. Using a distinct set of interactive questions, information layouts and facilitation techniques, you'll learn the ropes. As you do, you'll look and feel increasingly comfortable. What do children and sales consultants have in common? Ask them to play and they'll jump in. Tap into this natural ability and you'll unlock the secret to whiteboard presenting. Playing You'll know how to manage the flow. Get comfortable with the flow of ideas, discussion,Cheap Pat Tillman Jersey, questioning, and problem solving with your audience. Practice inventing on the spot by rehearsing your skills with a presentation coach, and with your team. Using a distinct set of skills, you'll invent interactive ways to show your value proposition, highlight benefits, address objections, and guide the conversation. Now, let's be clear. There are specific structures,Cheap Limas Sweed Jersey, standards and ways to be effective at the whiteboard. What we're focusing on here is that a playful attitude towards experimenting is going to take you a lot further...much faster.