For example, yesterday, I received an email from a company that does performance improvement, organizational development and sales training. This email shouted product based marketing and education based marketing was not even on the plate less alone the buffet. I can only imagine what type of sales training their potential clients are receiving and it is probably far more than I charge since this is national organization with multiple offices. Good day Leanne. Recently you downloaded a paper (insert name of paper). As the contact person for (insert company), I was wondering if you have a few moments to share your thoughts about this paper and your company specific to some of your current challenges? Remember, you truly have only one opportunity to make that first connection memorable. Do not waste it! First, there are many talents and behaviors to be a top sales performer. To think that there is just one or two is folly. I wanted to introduce myself as your account representative for (company's name) and would appreciate a few minutes of your time on the phone at your earliest convenience. For example instead of writing the following: My observations from the 30,000 feet viewpoint is this individual is truly not a top sales performer because she was not creative,Cheap Jonathan Baldwin Jersey, she spewed one of the 3Ps virus (product, price and proposal) and most importantly she did not even attempt to build a relationship. I truly had a difficult time reading it and to be honest it was causing a negative emotional reaction. Sales Training Coaching Tip: People buy on emotions and justify the purchase with logic. The absolutely last thing you want to do is to create negative emotions specific to you as an individual or about your company. When you examine the first actually received email versus the one I suggested, you will notice the first one presumes an existing relationship. Big mistake especially when there was not one and I could not even remember this person or company. I did not recognize the person's name. So I decided to role play and see where this was exchange was going as I saw an opportunity for a learning experience and probably enough content for another article. I sent a returned, proactive and respectful email back for clarification. The sender a woman responded: The following would be a far better introduction: To be a top sales performer is all about selling yourself. This unsolicited email dramatically failed in the arena of "Selling Yourself" and do it well. Sales Training Coaching Tip: People buy you as the salesperson first before they even considered your products, services or organization. I had downloaded a white paper She had attempted to look up my company ADVANCED SYSTEMS, but could not find any information Then went on with blah, blah, blah about what they do and how they could help me In my final response to hear,Cheap Matt Ryan Jersey, I thanked her for that clarification and indicated surprise she could not find anything about my company as she already had my corporate email account. Now anyone in sales who is even the least bit tech savvy knows how to look up a company by the email address. Even if the person does not have a corporate email account, you can Google their name. If she had taken this action, she would have discovered 124,000 hits on my name and golly gee whiz the first hit is my corporate website. Of course, if she was really smart, she might have looked me up in LinkedIn and would have quickly found me. Sales Training Coaching Tip: In today's technology driven market place,Cheap Oilers Jerseys, the last thing you wish to be is foolish because you failed to do your homework.

When contacting those you found through your lead generation techniques, you want to remain memorable but not annoying. Emailing or sending out newsletters six to eight times at least is expected. Don't do it all in one week, or even one month! Contacting your leads once a week or once every two weeks with high quality, informational material will keep you in the forefront of their minds. Don't just spam them with ads and affiliate links; that will cause you to lose your leads as quickly as you found them. Be respectful, give great information,Cheap C.J. Spiller Jersey, and build trust. Those leads may just turn into long time, loyal customers. Get free publicity and generate leads by offering your expertise. Online sites are always in need of content, but don't rule out offline markets either. Newspapers, radio shows, and even news programs often seek out "experts" to interview. People who read, listen to, or watch the column or segments are likely interested in what you have to say and,Cheap Nick Collins Jersey, therefore, interested in your products as well. By branding yourself as an expert, you'll also gain credibility and trust - qualities that are sure to make your potential clients feel more at ease purchasing your service or products. Prospects to market your goods and services to are vital for any business to survive. Independent contractors and small business owners alike need to know about lead generation. The higher the interest, the higher your sales will be. Building a list of prospects should be on your list of top priorities when marketing your business. Advertising is the most obvious option for generating leads. While newspapers,Cheap Brandon Marshall Jersey, radio, and television may work well for brick and mortar stores who want local business, the online marketplace is different. Lead generation for online businesses should involve newsletters, ads on the search engines, and purchasing ad space on sites that target the buyers you want. Get the most bang for your advertising buck. More leads aren't always better. You want targeted leads to see the highest profits.

Have you heard the word "upsell"? It's a process by which a salesperson attempts to persuade the customer to purchase upgrades or add-ons to an existing sale. I define upselling a little differently. We suggested to one of our clients they put a coupon for the ancillary item in the box of the main product. Therefore when the customer opened their cell phone box,Cheap Chris Cook Jersey, they had an instant reminder that they needed to purchase additional items, and they could get a discount for making the extra purchases now. You can upsell service in a similar way. Once a client has successfully benefited from the services you offer,Denver Broncos Jerseys, you can suggest or recommend other services that you or your colleagues may provide that could be beneficial. When you upsell your client to a service that your business associates my offer, you are creating a referral network. You should benefit from the referrals from others in the network. For example; A customer comes into your cell phone store and buys a cell phone. The most basic upsell would be to add a car charger,Cheap Lions Jerseys, leather holding pouch and other necessary additional products. When I think of upselling I think about value-added or relationships established. I think in terms of taking the simple sale to the next level of the business affiliation. Not only can you upsell products, you can upsell your service. Whenever you successfully create a sale of any product or service, that is the very best time for creating additional business opportunities.

The skeptical person doesn't believe a thing the salesperson says. Aside from the obvious he is also difficult because he doesn't say much or disclose much. It may not even be a salesperson thing. It may be a life thing, a combination of experiences and disappointments which has brought him to this state. Whatever the case,Cheap Colin Kaepernick Jersey, he is what he is and it's you who must handle these traits to be successful. Definitely do not exaggerate. Make your points more understated. Believe it or not this will build his confidence in the interview. Understated points often give you more of a respectful aura from this individual. They feel more relaxed and you should look for this reaction. Start off by getting him yo agree on minor points. Anything from the weather to minor points about your product or service. Then move from these minor points and expand the areas of agreement. This takes a bit more time. It must be done so as not to put him on the defensive. He must not be aware of what you are doing. If done correctly this is very hard to detect. It's all about soothing this type of individual. Most people who are skeptical have a right to be whether they are correct in that skepticism or not. It's their nature. What is important is that you recognize it and deal with it properly. Be patient,Cheap Eric Dickerson Jersey, let him agree with you first on minor points. Don't exaggerate,Cheap Ray Nitschke Jersey, and offer proof. Put yourself in the position of not knowing about someone or something. It's human nature, only with this type of individual it's compounded. Strategy Lastly, overwhelm him with evidence, proof of satisfaction from users, people in industry that he is familiar with, or if possible people he knows.

A Fastball sales pitch is your typical straightforward pitch. It's great to use at job interviews and sales meetings. It tells your listener - who you are,Cheap Josh Beekman Jersey, what you do, why you're great/unique at what you do and asks them to take action. Like baseball's fastball pitch, it's very serviceable and everyone should have one under their belt. A Changeup sales pitch is a pitch that might take a little more time. The change up is a great choice if you sense your listener is leery of being railroaded. To create a Changeup: instead of jumping into a typical, "Hi my name is...." structure, begin with an attention getting technique like a question or interesting fact. This has the effect of slowing down the pace of the pitch. And it's a great way to engage your listener and encourage them to take a swing. Most of us learn the equivalent of the fast ball when we learn to pitch ourselves or our products. It's direct, quick and usually "gets over the plate". But like good baseball players, our listeners have gotten used to the "fastball" pitch and it often loses some of its effectiveness. That's why it's important to learn to read your (client/listener) and add new pitches to your pitching repertoire. Here is a brief description of three different pitches and how and when you might use them. FASTBALL - In baseball it is the most common pitch used. It relies on its speed and sometimes its movement to fool the batter into swinging and missing. CURVE BALL (a form of Breaking Ball) - The curveball or breaking ball in baseball is a pitch that changes direction on its way to the batter. Instead of going straight like the fast ball, it curves up or down or side to side. For those of you who know baseball, you know that there are many pitches to choose from. The pitch you choose to use in a game depends a lot on the batter you're facing. Most pitchers learn to throw a fastball first. It's the easiest to learn, the most effective and the foundation for all other pitches. If you've got a terrific fast ball, you can probably end up striking out a good percentage of the batters you face. CHANGE UP - in baseball this is slower than the fastball and therefore unexpected. The batter thinks it's a fastball and swings either too early, or too late. A lot of times in presenting ourselves we may start with a fastball or a change up and suddenly our listener gives us a visual or verbal cue that they are not engaged. Throw them a curve. Change your vocal tone, pitch or volume use humor, tell a story or give an example. Or better yet, start asking about them, their business or their needs. This unexpected turn will bring the listener's attention back and may just help you close the sale. "Sales Pitch",Cheap Tramon Williams Jersey, "Elevator Pitch",Cheap DeAngelo Hall Jersey, "30-second Pitch" - It's no coincidence that the word "pitch" is used to describe selling yourself or your product. Sales pitching like baseball pitching, is a talent not to be underestimated. My son is a baseball pitcher. He'll be playing baseball for the Ivy League this year. In addition to his team coaches, he sees a pitching coach regularly to improve his conditioning, develop his muscles, and more importantly, to develop his muscle memory. His pitching coach makes him go through the motions of his delivery over and over again. Once my son masters a particular motion for a particular pitch, he adds a new pitch to his repertoire. The pitcher in professional baseball is arguably the most important player in the game. Similarly, skilled sales pitching is one of the most important parts of your business. Like a dedicated baseball pitcher, it's important for you to learn new pitches and practice the delivery of all your pitches to develop muscle memory.

2-ROI. Re-examine the return on investment your solutions bring to your customers. For existing customers, set up a meeting to review how your products and services have been performing for them. This is an excellent opportunity to ask about their goals and objectives for the new year and how you might be able to support them. It's always easier to add business to an existing client and typically has the shortest sales cycle since you have already established a relationship where trust and credibility exist. This type of engagement with your customers also helps to preempt the competition who would be left out if they skip the request for proposal process saying the business is a modification to an existing purchase. With many companies new business from existing clients can easily be over 50% of your revenue generation. Understanding your clients ROI is important as it is proof of your solution's success. The more proof you have to give to new prospects about what your customer's have experienced is usually the MOST marketing you can do. Customers today want tangible evidence that your products and services will do what you say they will do. Make 2012 be your best year ever. Being proactive from the get go will show your customers and prospects that you have their best interest at heart. Implement the 3 Sales Tips: Happy New Year and welcome to another year with a new sales budget! You may already be thinking about the potential challenges you might face. Are you wondering,Cheap Jake Plummer Jersey, will the economy continue to improve or will it backslide; is my new sales quota achievable; what other challenges might I face either internally or externally? All these and many more are valid concerns that most of you have. But when you focus on the positive - the possibilities - you will jump start 2012 and your pacing will be ahead of schedule,Cheap Michael Turner Jersey! Consider these 3 tips to make this year a big success. 3-Incentives. Most of you have all experienced company incentives at the end of the quarter or the year as a way to generate business and meet your revenue targets. Why not start the year out by adding incremental value to your solutions as an incentive to buy now. A new year for your customers usually means a new budget cycle and now is the time to stimulate their interest and get ahead of the curve. You're not discounting your products and services, you're adding value that might attract the customer or prospect's attention. Adding value can have a low impact on your margins compared to lowering your price. Knowing your customer base and their needs will help you craft the right incentive that would gain their interest. 1-Follow up. Start this year by taking an inventory of those customers you have been working with this past year and which ones have potential to add incremental business. Which ones showed signs of interest but never made the ultimate commitment? Contact them and remind them of the benefits you discussed in the first place. Think about adding even more value that they would benefit from and how that added value makes getting together now even more important for them. Even better,Cheap Johnathan Joseph Jersey, come up with a very explicit "benefit for meeting now". Why would your solution make a difference this year? Make sure that you have a "stay in touch strategy" so that your prospects and customers don't forget about you - remember the old saying "out of sight, out of mind". Happy New Year and good selling for 2012! 1- Follow up, 2- Show them a healthy return on their investment and 3- Craft the right incentive to spur them on to invest in you and your company.

Everybody uses their own type of language with their own favourite words and when you sell you need to be very conscious of this. If you want to exploit the use of language when selling it's a great idea to collect words that fit your product or service. Keep a list of them and learn some new words every week. Believe me it will bring you more advantages than you would imagine. People will see you as an authority in your field and this will allow people to trust you more. When people see you as the trusted authority they will be much happier to buy from you. So I hope you now realise the importance of being a great communicator as a pose to being a great sales person. There is a huge difference between these two concepts and once you grasp it, sales will start to grow. 4. NLP Can Increase Sales 2. Language Style So what do we need to do to increase our ability to communicate with customers? Well a lot of the techniques should come naturally to us but some will need to be practiced and fine-tuned in order to maximise our selling capabilities. You may not be very aware of this but when you speak or write to people,Cheap Nick Fairley Jersey, you are often "misunderstood!" The person on the receiving end of your communication doesn't completely understand what you are trying to communicate. One of the main reasons for this is because your information is often "inarticulate" and confusing. There's nothing new about the idea of using NLP in sales but only a minority of sales people know how to use it to their advantage. The reason for this is that only a few sellers are prepared to study these techniques and adopt the ones that work best for them. Here are few ways that NLP can help you sell more: I came up with this idea a few years ago when I was coaching some people in the telesales industry but it can be used in pretty much any type of selling, including copywriting and sales letter writing. The idea is to break each part of your presentation into different sections and to put them in a consequential order. This will help people to understand what you are offering in a much clearer way. One of the reasons this is important is the fact that our own knowledge can sometimes be very detrimental to the sales process. For example, if you sell digital cameras you will constantly be exposed to information about all the different models with all their different advantages and disadvantages. This is perfectly fine until you start talking to customers on "auto pilot" When you are in auto pilot mode you start using all the internal jargon that sales people use when talking to each other. As well this you start to assume that the customer has the same level of understanding that you have. Well most of the time you will find that they don't have this knowledge and if you speak this way you will just confuse them with too much jumbled information. Therefore putting your presentation into smaller,Byron Leftwich buccaneers Jersey, orderly chunks will make everything clearer and easier to absorb. Pattern Interrupt- This is a technique where the sales person starts the conversation with something shocking or unconventional that takes the prospect out of their day to day "regular expected pattern of thought" I used to use this technique when I worked with the Marriott Vacation Club. I would call the customer and start the conversation talking about something funny and completely different from what they were expecting. I would then change the course of the conversation towards the timeshare and they would be much more receptive than if I hadn't used this "pattern interrupt" technique. So like many other NLP selling methods,Cheap Tashard Choice Jersey, it really does work if applied properly with the correct timing. 3. Pitching 1,2,3 I think many people who enter the world of selling often fail to understand that the whole concept of selling is not about persuading a prospect to make a purchase. In fact the worst type of sales person is the one who keeps imposing their idea without listening properly to the prospect or customer. A more experienced and highly skilled sales person knows that it's all about being an effective COMMUNICATOR. Repetition- Using the same deliberate words over and over again throughout the sales presentation. A clever way to do this would be to "coin a new phrase" that will start to feel natural to the prospect after repeating it many times. Mirroring - Copying the type of language and expressions used by the prospect Pace & Tone- Here again you mirror the customer, but you focus more on the pace of their speech and the tone of their voice. If a person has a jolly and quicker way of speaking, matching them can create instant harmony, without them realising what you are consciously doing. 1. Clear Communication

"Sharon Drew." If the woman chose to use my name at every possible juncture, at least she could get my name right, especially after having been corrected twice already. FAULTY ASSUMPTIONS What, exactly, was that? This woman was using an age-old sales ploy: send something so I am familiar with her, then call me on a 'warm' cold call, and then lure me in on the strength of the offering... not to mention the old Dale Carnegie ploy of using the person's name a lot. This makes a few serious assumptions: "No,Cheap Torry Holt Jersey, I'm not calling to hire you." [Note: this woman was SO out of control on this call.] [Note: for those of you who study Buying Facilitation® I suggest you begin calls with strangers by giving your own name, saying it's a 'sales call' and then asking who you are speaking with, even though you may have a name in front of you.] "I think we should end this call." "No, Sharon, you don't." "Is this a sales call, or are you calling to hire me?" "What card? I only open cards from folks I know cuz they often contain viruses. Do I know you?" We have nothing to sell if the prospect has nothing to buy. Stop selling, and help your buyers get buy-in for change. Then you can send all the cards you want. "I'm selling cards for you to send to your clients to helps you build a relationship with them." [Did she not see the humor here? She sent me a card to build a relationship, and I didn't open it, and it harmed the relationship.] When sellers push a solution into a 'closed system' that is happy the way it is (whether or not you believe it's possible for them to be even more successful with your solution), you face rejection: the system doesn't want to change and will reject, out of hand, anything pushing in. No matter what your solution, or how great the problem, begin all interactions by helping buyers recognize where they are, and what they would need to address if they wanted to expand possibilities. And then lead them to figure out how to get buy-in for change. Do you get the point here? Just because you have a great product doesn't mean the buyer knows how to buy it. Here is how a Buying Facilitation® conversation between us could have started like - without her having to send a card. The woman then proceeded to get herself into very hot water."I've read one or two of your books, Sharon,Cheap Ryan Clark Jersey, and appreciate them. I am wondering..." 'Interesting. OK, Sharon Drew. I'm selling a relationship management solution. How are you currently going about making and maintaining prospect and client relationships?' "Hello. My name is ____. This is a sales call. Who am I speaking with?" As a prospect, me understanding what your solution is makes no sense if I like what I'm already doing and don't know how to operate,Cheap Philip Rivers Jersey, as a person or as a company, with the addition of something new. It goes back to one of my tag lines: Would you rather sell? Or have someone buy. That I opened the card. That I liked the card. That I knew what to do with the card. That I was looking to build relationships with prospects. That I thought that using an email card would build a relationship. That I thought that her card would build the sort of relationship I wanted to have. That the card she sent - even if I opened it - would have created a relationship. From there, she could lead me through my current choices, and determine how I might add another possibility to what I was already doing. She might even have sold me. "Sharon Drew. I call myself Sharon Drew, and use both names." I was still patient but getting less so. Etc. "You call yourself both names? Ok. I can do that. Did you get my card last month? The card I sent you?" "Ok. So this is a sales call. What are you selling." "Um, I don't use those sorts of ploys to help my buyers make buying decisions. Are you sure you've read any of my books?" Sharon Drew - and that's my first name. And what are you selling? "Ah, yes. Sharon Drew. I sent you a card to look at."

Reason #2: Goal setting and achievement works when written, aligned and yours In June of 2010 I received a notice from Sylvia Rosen of the Buyer Zone that my relatively new sales blog (established in February 2010) has been included in the 20 great sales blogs. What an honor and it is very much appreciated for these three reasons: Increase traffic by at least 20% over the previous year. This goal has been achieved every month since the debut of my blog. Achieve an Alexa ranking of under 300,000 by September of 2010. This happened in May 19, 2010. Sales Training Coaching Tip: Alexa.com is a trending tool as is Compete.com Achieve 150 unique visitors per day by September of 2010 (currently at 130 unique visitors per day) Achieve Alexa ranking of under 200,000 by December 31, 2010 Achieve 500 unique visitors per day by December 31, 2010 Achieve Alexa ranking of under 100,000 by December 31, 2011 Achieve 1,000 unique visitors per day by December 31, 2011 In the sales process, many marketing and selling actions are the result of good intentions. However they fail to deliver the desired results of more customers and increase sales. This outcome can be changed when goals are part of the overall sales process. Sales Training Coaching Tip: If you have not followed up on all sales leads but you want to this is an example of having good intentions while traveling the road to Hades. In late April of 2010, I added another target and that was to be included in the top 100 sales blogs by 12/31/2010. Recently due to the achievement of some of the above goals, I just added this goal, secure $1,000 in passive income by 12/31/2010. To achieve this new objective means including some relevant advertisements be them Google Adwords or from other sources such as Reach Sales. Some say the road to Hades is paved or littered with good intentions. I always thought that to be true because there was no predetermined destination. With so many in selling not achieving their sales quotas according to a CSO Insight survey in early 2010, this old adage appears to still be true. There is tremendous power for any one in sales who combines intentional thoughts with WAY SMART goals. Just make sure you keep track of all those targets achieved so when you hit a bump in the road your thoughts will stay incredibly intentional. When I began my sales blog, I committed these goals to writing: I have always been a big believer in SMART goals. As I grew older I revised the goal achievement criteria from SMART goals to WAY SMART goals. Over the course of time, my personal action plan became more standardized and was then put onto one format for easier review. Transitioning into my consulting and sales coaching practice,Cheap Falcons Jerseys, I then created a series of one-page action plans beginning with an overall business action plan. Sales Training Coaching Tip: W is for Written; A is for Aligned and Y is for Yours. Reason #3: Intentional thoughts (positive thinking) are necessary for success Everyone likes to be acknowledged for a job well done. When this recognition comes from a totally unbiased and unexpected source, it has even more meaning. Henry Ford I believe said it best "Whether you think you can or you think you cannot,Cheap Cleveland Browns Jerseys, either way you are right." Positive intentional thoughts must be present if you truly want the sales success you deserve in sales. One of my colleagues, Laura Novakowski of Positive Power Strategies,Cheap Joseph Addai Jersey, Inc. is writing a series of articles on this very subject in her blog. Reason #1: Outside acknowledgment validates the quality of your writing and thinking efforts From these written statements, my thoughts are very intentional and directed to achieving these desired results. My belief right or wrong is if I had not committed these dreams to writing, my thoughts would not be as clear and clarity of thought is required unless you like selling or living in a fog. Sales Training Coaching Tip: Louie Armstrong is quoted as saying: "Goals are dreams with endings."

1. Keep your salon clean at all times! Hygiene means a lot to many people. The last thing you want is for a client to come back saying they got a fungal infection from a comb, razor or improperly washed basin. Clean and sterilize everything once you're done with one client, before you move onto on the next one. Give each client a new towel and cape to wear to ensure that you're bases are covered. Also ensure you keep your bathroom clean and well stocked. Assign someone to ensure that there is enough toilet paper and paper towels. Pamper your clients so they keep coming back! 5. Treat your customers well at all times! Regardless of your mood, you have to always greet your customers with a smile. A genuine smile and honest conversation keeps people coming back to see you. Give each customer your undivided attention when it comes to their time in the chair. That personal contact and genuine interest in them,Cheap Isaac Sopoaga Jersey, will speak volumes - not only in the amount of referrals you'll gain from them, but also in your profits! 4. Always offer directions on how to get to your salon, along with your working hours and parking situation. This reduces the amount of calls for this information, giving you more time to focus on your existing clients. If you follow these 5 steps, you're sure to see a boost in your salon profits and customers! Today I'm going to share 5 unique ways that you can boost your salon profits without spending a dime! So, are you ready! You have employees to manage, customers to greet and tend to, and then you have the administrative aspects like accounting and scheduling. These are just a few of the time consuming processes that salon owners have to deal with on a daily basis. There's a lot of money that goes out the door, but is there enough coming in? 2. Offer snacks or refreshments. Often times clients are visiting your salon after work or school and sometimes may be beat at the end of the day. A courteous greeting and kind offer of a drink or snack can be that little extra pick me up that they need. Treating your clients kindly also helps in increasing the tip you receive. 3. In the entrance way or at the desk of your salon,Cheap Dan Marino Jersey, display awards, testimonials,St. Louis Rams Jerseys, articles from the media or any other achievement that your salon has received. This not only gains you respect, but it also increases your credibility. Usually stylists who are well-respected, gain more attention and can charge more for their expertise. If you offer excellent service, you're clients will not mind paying you that little extra that you so well deserve.

The fear of getting caught is pretty natural when you start doing this, but nobody will ever catch you. Once you develop rapport, and you've chit chatted about various things,Cheap Kerry Collins Jersey, then you can start with your sales presentation. Give it about five minutes or so to really sink it. You'll find that this will give a great advantage over the old way of doing things. To begin with, what exactly is rapport? It's one of those things that you know what it is when you have it, but you can't really describe what it is exactly. When you are with somebody that you feel comfortable with, that you know you can trust, then you are in rapport. If you see an old friend that you haven't seen in many years, you will quickly fall into rapport. However, when meeting somebody for the first time, it can be difficult to create it right away. The longer you do this, of course, the more effect it will have. One way to notice this in other people is to look around next time you're out and about and check couples who are sitting in coffee shops or what not. If their body language is matched pretty well, they are getting along fine. If their body language is completely mismatched,Cheap Scott Fujita Jersey, then they aren't getting along very well at the moment. And when you start using this in your sales, you will notice a dramatic increase in your income. People who have been in sales for any amount of time know how incredibly important they are for your business as well as for your personal income. Regardless of the size of your company, whether it's a huge multi billion dollar operation, or a home based business that is just getting started, sales is absolutely vital to your companies success. In this article you'll learn a powerful trick that will dramatically increase the amount of sales you make. It's easy, and you can start doing it as soon as you finish this article. The name of this technique is rapport. The best way to create rapport is to simply match their body language. This is pretty easy to do, and you'll almost never get caught. Just match how they are sitting or standing. Cross your legs if they've got theirs crossed, cross your arms if they've got theirs crossed and so on. If they reach back to scratch their head, wait a few seconds and then do the same. The question is, how do you create this with somebody you've just met, know little about, and is already being defensive, since you are obviously going to try and sell them something? You can try traditional methods,Cheap Michael Irvin Jersey, like asking about their hobbies, and saying how great they are, but the truth is those methods are shallow and superficial, and won't get you very far. You've got to develop true, unconscious rapport.

3. Limited time offer. Buyers, for some reasons, love it when they only have limited time to make a purchase. Somehow,Cheap Michael Crabtree Jersey, this creates a sudden rush of adrenalin. Put your products on sale for like 1-2 days and expect that people will flock your store in no time. 2. Freebies and discounts. If you don't want your prospects to waste a single second, I recommend that you offer them something for free to entice them to purchase ASAP. You can offer them with free product sample or items that compliment the products that they would like to buy. For example, if you are offering a kitchen appliance,Cheap Dave Casper Jersey, you can throw in silverware. Here's how you can convert your prospects to buying clients in a heartbeat: 3. Offer money back guarantee. You know, the only reason why buyers do not make a purchase right away is that they calculate the risk that comes with the purchase. Get them to buy quickly by removing the risk! You can do this by offering a money back guarantee where your customers can get a full refund if they are not 100% satisfied with your products. You don't need to worry if you are confident that you offerings will deliver. 1. Build a great reputation online. Here's the truth; buyers only do business with people who are proven to be trustworthy. Thus,Cheap Jamaal Anderson Jersey, it's important that you invest time and energy to be known as someone who's worthy of trust before you offer your products to your prospects. You can do this by getting industry leaders and your previous customers to recommend you.

The thing to remember is that selling isn't a magic bullet but, rather, a process. That means you need to put in planning and effort in order to improve your efficiency. It isn't about putting more pressure on clients or customers to get the sale. Instead, you need to be more customer-centric and offer them a solution to their problem and a real return on their investment. In a tight market it is critical to listen to your customers - if you talk twice as much as them, you will probably lose the sale. This is because selling is not a one-way but a two-way process: you need to go round to the customer's side of the table and see things from their point of view. One of the ways to take pressure off the sale is to make sure that you have enough leads in the first place. If you don't have enough leads, you will be tempted to push, but if you have 10 leads then it is not such a big deal. You shouldn't care about any one particular deal but about your overall targets and you should care about the client and about being professional. One piece of advice I'd give you would be to try to make selling a habit so that you create a continual stream of leads and sales activity. Otherwise, you could be drawn into a boom and bust sales cycle. That leads to businesses being forced to discount to win business at any cost and customers, sensing your desperation, fishing for further discounts. Another thing to do is to diversify your sales strategy. Just relying on cold calls, advertising or the Yellow Pages is dangerous. Finally, before you rush off to secure dozens of meetings with potential customers, it is worth remembering that your current customers are likely to turn out to be your most profitable customers. Not only might you be able to sell more to them - but also they might well be able to introduce you to other sales opportunities. Anyway, here are my top tips: A lot of companies are scared of investing or making moves into a new market, in case it backfires. But if you are bold and invest in your marketing and promotion then you will,Cheap Rodgers-Cromartie Jersey, I believe, see the rewards. But, even if you are committed to your sales program, what is the best way to sell in today's climate? Once we have made our plan and started to implement it,Cheap Haloti Ngata Jersey, we need to make sure that it is working and that it can be improved as necessary. To do this properly, we need to 'track the response', keep records and evaluate the effectiveness of what we are doing. Do these things and you will remain in control. o Objective: To generate 'store traffic' (potential customers) for your antiques market/gallery/boutique. o Strategy: To encourage people to 'sample' what you have to offer - getting them through the door the first time is the key, and if they like what they find they will come back. o Tactics: A complimentary glass of champagne during your opening few days, and generous discounts during the first week or month of opening. News of your opening/discount offer can be promoted via the local papers (which are usually very happy to run this kind of story, especially if there is a special discount for the paper's readers) and via leaflets put through letterboxes in the surrounding area. It is very tempting when things appear gloomy to feel that there is nothing much one can do. Since Christmas, I have been giving seminars up and down the country to the owners of small- and medium-size businesses who want to boost their sales and marketing. The first point I always make is that in these testing times it is important to stay positive and focus on your customers and selling techniques. I also urge them to increase rather than cut their marketing spend. The credit crunch and the recession have created an opportunity. But remember that, whatever activity you undertake, be it advertising and marketing or making a sales call, it will work best when it is part of a properly developed and cost plan - you should not think about it in isolation. You need to have well-defined objectives, a realistic strategy for achieving them and a sensible number of 'tactical campaign activities'. Let's take an example: o Start with your own attitude: believe in your abilities and believe in your product or service. o Make sure you are well educated not only about your own product but also about your competitors' products. o Up-sell or cross-sell to your existing customers first and ask them for referrals. o Then, check your customer database for lapsed customers and get in touch with them. o Start contacting potential customers in your market only when you have optimized the sales value of your existing customers. o Measure your sales efforts, so you can see what is working and what isn't. o Be proactive. Follow up leaflets and mailings with phone calls,Cheap Fran Tarkenton Jersey, meetings and then an email. o Understand your customers' problems. Only then can you give them a compelling reason to buy from you.

I once went to Thailand and boy did I do some shopping while was there. During my stay I bought so much stuff that I need to buy a new suitcase. we went to the department store and spoke with one of the sales reach their, and although he hardly spoke in English, we were able to buy a solution that was just right for us. As soon as he found out that it was a suitcase that were after, he then showed us a number of suitcases and then begun to open them and show us all of the features of each of the particular suitcases we were looking at. He opened absolutely every zip,Cheap Ronnie Lott Jersey, and showed us every little pocket. He even went so far as to jump up and down on one of the suitcases to demonstrate how robust it was. Will your customer be buying the product because they have found the ideal solution to their problem,Cheap Fred Jackson Jersey, because you have given them all the details necessary to them to be able to make the most informed product decision. Or will they have made a decision based primarily on the fact that it's the cheapest of the best value. Every day during my sales career I've heard people talk about product knowledge. There's even praise in the industry about people who can sell anything without even needing to know of the product. But I can tell you right now they may be at a sell it, but more often than not the customer will not have got what they wanted. One of the keys to being able to sell without mentioning price is your product knowledge.knowing everything there is to know about your product or service is essential to being able to show off the parts of the product or service that will inspire your customer by. It's not about how much the product costs. It is about how much your prospect will get out of the end result. At the end of this experience we had not only bought one of the most expensive suitcases that he had on display, but we had never even considered the price. It was simply never mentioned. We did however,Cheap LaRon Landry Jersey, get the best suitcase row needs because we had been shown exactly what it was that we were getting. This little guy knew everything about the suitcases, and he also knew how to sell them.

1. Go For the Low Hanging Fruit - Do you know the top two reasons people don't do more business with you? They don't know what else you offer and you never asked. Selling to your existing clients is one of the easiest ways to recharge your sales strategy. Think about the products and service you offer,Cheap Johnny Unitas Jersey, the variety and the range, and think about how many of those products and services your best clients actually have. The answer is probably not too many. Simply doing a "touch base" call on your existing clients will at minimum ensure you retain them as clients, at maximum gain a stronger client with increased depth of relationship. 2. Double Your Sales Team - In shifting economic times you need to double your sales force! No I didn't mean hire more people, I mean get the people who love you to work for you. Think about your best customers, you best referrals sources, and those clients that have truly benefited from the products and services you offer. Now put together a top ten list, and don't just ask these people for referrals ask them to be your advocates. Take them to lunch, for a round of golf, and let them know the new and exciting things you are doing and that you are looking to take on new clients and grow your business. Give them something to talk about, something to brag about and they'll work harder for you then you do for yourself! Yes, sales isn't easy in this new economy, but it is exciting. It calls us to a higher level, demands more of our performance, and builds the type of relationships with our clients that are rock solid and last a lifetime. If your sales strategy needs a little boost, try these sure fire tips to get yourself motivated, recharged and back out there selling. 5. Go Viral - Are you plugging into the power of connection? To keep up today you need to be networking in person and online. Your clients are active, they are growing businesses and changing their lives. If you really want to know what is going on,Cheap Matthew Stafford Jersey, if you truly want to build a strong relationship than you need to connect in person and online. Programs like Facebook, Twitter and linked in keep you up-to-date of what is happening with your clients and their companies. Change these days is happening at a rapid pace, by connecting online and making daily/weekly quick checks for updates and to weigh in on conversations. You not only have the opportunity to deepen relationships in a matter of seconds, you have the opportunity to hear about the very changes happening in your clients lives that may require your help or support. Double your networking efforts, double your ability to plug into the power of connection, go viral! 4. Think Outside The Box - In fact make sure you don't even know where the box is. In this day-and-age you have to be innovative with your marketing and you need to stand out above the crowd. Traditional sales calls are great, and they are most likely what will close the deal, but ask yourself what are you doing to sell yourself long before you ask for the business? What are you doing to position yourself as a resource or an expert in your field? What are you doing to ensure that you are the go to person in your community for the products and services you offer? Think outside the box. Write articles for the local paper, local blogs, or industry newsletters. Take a leadership position on a non-profit board or community charity and lend your expertise free of charge. Offer to give information only speeches regarding your area of expertise to non-profit charities and organizations. In other words look for and find new and innovative ways for people to "test" you out and "try" you on for size. Once they see what you can do, the knowledge you have, they will be busting down your door to do business with you. 3. Get Skinny - That's right shed the excess weight. You don't have time to be out running around going to every networking event, sitting on every board, and calling on every client. Time is money and you need to make it count. Develop your prospect list, define your target client, and make sure your networking, your volunteer work and your business calls are shooting for that target. If you want to shorten the sales cycle then you need to get skinny and you need to focus. Struggling to find the motivation,Cheap Hines Ward Jersey, energy and passion to get out there and makes sales? In this instant gratification world, riding the wave of today's sales cycle can be more than a little challenging.

It may sound strange to consider that there is 1 great question to help with your sales calls. You might be thinking that it sounds too good to be true, like a "silver bullet" of sales. As you read on you will discover how you can stop people instantly and gain control of the conversation with just 1 question. The answer to this 100% of the time is "yeah,Cheap Dan Fouts Jersey, sure please be direct" or some variation. No one ever says "No thanks, take all day, beat around the bush". Once you have permission to be direct you can launch into your series of questions that will lead the prospect to the logical conclusion of using your product or service. Getting conversion on the phone is not a matter of selling to the prospect. When you are selling to someone the prospect feels pressure and is instantly resistant which decreases your chance of success. If you want to make endless calls to feel good then keep selling to them on the phone, otherwise,Cheap Indianapolis Colts Jerseys, I would invite you to consider a different approach. By asking questions you can NEVER be rejected because you are in control By asking questions you gain authority, just like a Doctor, and people respect Doctors By asking questions you can help them come to the logical conclusion that works for YOU In order to gain this level of control and to eliminate the need to "sell" requires that you put yourself in control from the very beginning. You can use this method on the phone or even in a face-to-face meeting. The question to put yourself in control and getting a "yes" 100% of the time is: The first change in your approach I would have you consider is to STOP sounding like a salesperson. No one really likes sales people, so the less you sound like a salesperson the more money you will make,Cheap Terrelee Pryor Jersey! This means don't start off your phone calls or even in-person meetings talking about your product features, take time to understand their needs and their pain. This doesn't mean "building rapport" by asking about their family, this means asking interest peaking questions about their business, about them, and about their pain. When you ask question after question you get a couple of major benefits. Consider the following benefits of simply asking questions: "Would You Mind If I Am Direct With You?"

Integrity in sales? So, you are thinking; how can you mention the word integrity in the same sentence with selling? I have to admit, the truth is that very few commissioned sales people operate in integrity based selling. Many sales people today have the reputation of a used car salesman. One man asked another; How do you know a sales person is lying? The man answered, it's simple; "his lips are moving." COMMISSIONED SELLING I think commissioned selling is an honorable profession and a great way to make a living,Cheap Mel Blount Jersey, but it needs to be cleaned up. Why is there such a lack of integrity among sales people today? Here is what I have found. Because of the risky nature of commissioned selling, it attracts many people with less than honorable motives. Most commissioned sales people are the driven, type "A" personalities wanting to make a quick buck. Greed and integrity tend to not operate together. Yet, I do know some really trustworthy, honest people who love selling on commission. They enjoy getting paid for what they are worth. Commission selling is one of the greatest measurements of a human being, because if you sell you eat,Cheap Emmanuel Sanders Jersey, if you don't sell, well... THE RISK FACTOR A commission selling job is definitely an adventure in risk taking, yet it is the greatest opportunity to make great money with so little up front investment! Commissioned selling is also a great place to learn critical business skills. Just check out The Donald on "The Apprentice." He is primarily teaching his young disciples how to sell and negotiate, which are basic business skills. Commissioned selling is also one of the fastest ways to get you out of debt and into financial success, because you are in charge of your income. IT'S NOT JUST ABOUT THE MONEY! We who are in sales need to realize that is not just all about the money but about integrity. Integrity based selling is about creating "win - win" situations for customers. The company wins because they made a profit and the customer wins because he or she got a great product or service at fair market value. When we commit to creating "Win - win" situations for our customers or clients,Cheap Shaun Rogers Jersey, integrity can be used in the same sentence with selling!

As you create your sales plan for the new month, consider how you can utilize mutual relationships,Cheap Buccaneers Jerseys, your hobbies and interests to help you build credibility. You are certainly more likely to find a warm response! You call a prospect for the first time and ask to meet. Little do you realize that you are the 10th call they received that very day for the same reason. Are you different? Why should they say yes, when you've never met? Of course you know to lead with value, what makes you different, and how you have helped customers just like them before. You are denied the meeting and wonder what else you can do to get a second chance to go in and have a conversation and the opportunity to learn if there is a fit to do business. This is one of the biggest challenges every sales professional faces today - scheduling an appointment with a new prospect. You know that without prospecting, there's minimal opportunity for success. Yet, what else can you do to increase your chances of getting that vital first meeting? Good prospecting! 1. Mutuality - it is so much easier to turn a cold call into a warm one when you have a mutual relationship. It's naturally easier to start a conversation out with someone by saying "John my name is Stu Schlackman with Competitive Excellence and Jack Reynolds suggested I contact you in regards to...." The probability of John accepting the invitation to a meeting is much higher. After all, John might be letting down his friend if he didn't agree to meet. It's natural for people you know to help you - that's what relationships are all about. Let's explore 3 reasons that can make a difference when asking your prospect to say yes to an initial meeting. 3. Credibility - your reputation in the market is critical to your success and prospects value credibility. Having mutual contacts and being referred by them adds to your credibility. Having something in common like running a triathlon or receiving the same award from an organization also contributes to your reputation which increases the likelihood of getting the meeting. The goal is to connect with the prospect in a way that gets them to be open to who you are and the company you represent. Prospects also like to talk about their successes. Prospects are more likely to open up when you lead with their expertise in the market. The conversation can open in the following way. "John we understand that in the area of inventory control,Cheap David Nelson Jersey, you are one of the top experts in the industry. Our company has a practice in the very same area and we would enjoy the opportunity to visit with you to get your insight on the challenges the industry is facing. Would you have time next week to visit"? People enjoy sharing their knowledge. Notice that the objective of the meeting is to learn and build trust, NOT to sell. 2. Commonality - though similar to mutuality, the difference here is that both you and your prospect might have something in common that reaches beyond that of a mutual contact. It can be an organization, a hobby,Cheap Dallas Clark Jersey, an interest in a business topic or friends whether business or social. One example our team experienced several years ago was getting with an executive at a large firm in North Dallas. We were trying to see if this person had anything in common with members of our team. Come to find out the person was in an article of a major magazine and it talked about his hobby of being a triathlete. Since I had completed several in the past, I called leading with the following statement and question "John my name is Stu Schlackman with..... and I saw your article in.... magazine last month. Besides being interested in the issues you mentioned about IT technology priorities for this year, I was impressed to see that you too competed in the Capital of Texas Triathlon. I participated in the same one 2 years ago and wanted to see if you enjoyed the experience as much as I did". What do you think happened then? You got it - we met and struck up a friendly and productive relationship. You can do this too - a little research will help you discover what you have in common. Mutuality, commonality and credibility are excellent ways to make prospecting more warm than cold. Part of the reason that social media like LinkedIn, Facebook and Twitter are so successful is that they provide opportunities for warm introductions. They make it much easier to research and find out more about the people you want to meet.

* "Yes, we can lower the price right now, however you need to decide on what options to cut from our proposal." Alternatively, an item which is more expensive usually offers additional features that may convince the buyer of the validity of such a purchase. In other words, there are times when a quality item will speak for itself. At other times it is up to you, as the salesperson, to educate the buyer of all the features and the value it holds,Cheap Jamaal Anderson Jersey, before he can make an informed decision. Script: With price being the most common objection made to many sales people, a skilled manner of dealing with such a sensitive issue is to delay any mention of money matters until the very end of a discussion. In this way, you have had the opportunity to demonstrate to the prospect the quality and worth of the product and ensure that these have been firmly established before the price is mentioned. If a price is requested early on in the presentation, a skillful side-step would be to say something like, Sometimes a prospect will object to price because it is simply more than he can afford to pay. The products or services are too expensive and the buyer can only afford something of a cheaper grade. As the salesperson, it is your duty to enrich the prospect with the knowledge of how the purchase of a quality item will be more economical in the long-term as opposed to buying the cheaper article of a lesser grade. The point is to sell the item and all that it's worth before you've even mentioned the price. Scripts: An objection to price doesn't necessarily mean it's the end of the line. A buyer may be in a position to arrange alternative funding, if he sees that there is just cause. It is the duty of the salesperson to discover the cause of the price objection before being able to deal with it appropriately. The best way to handle any objection is to anticipate it and, if possible, make sure that it never intrudes into the sales discussion. Once a thought has been expressed by a prospect it becomes harder to eradicate. This is because the prospect has placed himself on record and is unlikely to recede easily from his position. * "Compared to what?" * "You know that our quality is the highest you can find, which means that you pay much less over the life of the product. The higher quality saves you money in the long run. Why not order today?" * "If our products were cheaper, would you want it? If yes, let's find the way you can afford it!" Script: Objections that are raised to price are probably the most frequent of all honest reasons for prospects refusing to buy. It's important to understand where the price objection is coming from,Philadelphia Eagles Jerseys, before you can handle it effectively. Another common objection when it comes to price is the follow-on that "times are tough" and "we're in a recession". Naturally,Cheap Torry Holt Jersey, a business depression will send most buyers running for cover. However, a skilled salesperson will quash this objection by agreeing that times are indeed bad and the recession has affected all aspects of daily life; but that the product on offer has been specifically engineered and priced to accommodate the current recessive period and its characteristics. In fact, a buyer can only benefit from purchasing your product in a particularly recessive time, for all the various reasons that you can provide. You don't have to succumb to the pessimistic mood that surrounds a recession. You can provide a quality product at a price that is uplifting in a time of downsizing and depression. Learning to handle price objections effectively is one of the most vital skills that a successful salesperson can acquire. Remember, you can't sell an item without agreeing on a price. There is no success without the sale - and there is no sale without the price. * "...let's decide if you actually want to buy this product. If you do, I'm sure I can put it within your reach..."

Stop thinking selling, and think in a way that makes you comfortable. Think 'introducing yourself', think 'sharing your passion', think 'sharing the benefits of your offering'. You are not convincing someone to buy. The best salespeople don't actually push in any way, they listen, share and provide a solution. 6. Track your success Keep a 'wins' diary, or a success journal and record your successes every day. This is a great feedback mechanism and will help you see how much you do right. It is easy to get caught up in seeing the fails, rather than the wins. Fails we disregard after taking note of anything we could do to improve next time. 5. Start small Addressing the source of the fear is the starting point to taking action to overcome it. Some of this is a mindset change, some is purely a matter of additional training, or finding a way to 'bounce back' after rejection. We all know that business is not personal,Cheap Antonio Brown Jersey, as soon as we stop taking any rejection personally, we can move forward. 1. Recognising where your fear comes from. 7. Have fun The fear of selling can come from many places. We worry about being rejected, or not being liked. We worry about being perceived as pushy, or that (secretly) our service might not live up to our client's expectation. Or maybe we just don't feel comfortable with doing something we have not been trained to do. This is outside our comfort zone. Know the source of your fear, or the combination or sources. If we understand sources of the fear we can overcome it. 4. Shift your perspective The most successful business people are those who interact in a personable, authentic and passionate way. Find a way that is comfortable for you and stick with it. When you are happy with your style, move onto bigger clients. Tap into the passion and enthusiasm that you have for what you offer. Do something simple like making a list of the benefits and success you have had with previous clients and then put it somewhere you can read it everyday before you start to sell. 3. Find the passion for what you offer Please do not treat selling or marketing yourself as a task you have to struggle through. There are plenty of ways to enjoy these tasks. Some of my clients and former teams have used internal competitions, thrown parties, used invites to corporate jollies, or give-aways to spice up selling days. All of these are fun, easy and income generating. What would you enjoy doing? I find that with all new skills, the more I do it, the more natural and comfortable I become with it. Cold calling, introducing yourself to a prospective client, or asking for a referral gets easier and easier the more you do them. Do it, and do it some more. And before you know it,Cheap Antonio Cromartie Jersey, the fear has gone and the success is your focus. 9. Focus on the effort, not the outcome We are often told in time management training to start with the most important tasks, regardless of how attractive an easier task is to you. This is the only time I am going to suggest that you do NOT do this. We all know that we need to market (sell) ourselves and our firms to attract more clients. It's the doing that is the tough part. We are confident, well trained and experienced professionals, so where does this anxiety come from? 10. Practice, practice and then practice some more 2. Address the source of the fear Here are my best 10 tips to overcome the fear of selling and turn you into an effective, confident and winning marketer. I'm going to use the word 'sales' here so that we become more comfortable and happier using it. We believe in ourselves and what we offer. We know we are good at what we do. Find the enthusiasm in you for this and put it to the front of your mind. The self talk is something like this "I'm a professional, not a salesperson"..... Does this sound better to you - "I'm an effective professional business developer and marketer"? Aren't the two the same thing with nicer language? If you focus on the ultimate outcome i.e. making the sale,Cheap Nate Clements Jersey, you will lose site of the process. Most often marketing to prospective clients does not produce an instant fee. It is a process. Set yourself sensible minimum objectives from each stage of the sales process, and focus on them. Effective business development and marketing 8. Stay focused on your goal Most of us take action and achieve our goals by staying focused on the benefits of doing so. Remind yourself of what you want, why you are doing it and what you want to do next. Why is it that the word sales fills most of us with dread and fear? Is it the pushy, poorly skilled people we try to avoid in the high street, or the seemingly constant cold calls we receive at home just as we are putting the kids to bed or sitting down to eat? In this instance, the correct priority is to overcome your fear, and starting with the most important potential client isn't going to help! Although we would love to win all the business we try to get, try out your new skills on clients you won't mind so much not winning. This is not damage limitation, it is allowing you to get on with it, in the comfort that it isn't life and death! Best 10 tips to overcome the fear of selling