Also realize that there are some circumstances that are out of your control that you can't fix. For example in the example above, your company may not allow you to break payments down into several payments. If this is the case and it is something that is not unreasonable and it is holding you back from achieving something better,Cheap Dustin Keller Jersey, you might want to take a long hard look at whether you can stay working where you are or perhaps you should look at moving on. What happens when you lose a potential sale? Do you ever ask yourself why you may have not gotten the sale? For example, let's say that you sell an expensive offering that cost tens of thousands of dollars. Your solution might involve one payment up front which would probably have to come out of a capital budget as opposed to an operational budget. Your client may be able to tell you that if you can break your offering down into several payments, then it will come out of an operations budget and it would be easier to get approval. This is a great way to assess what might be holding you back from achieving more sales by increasing your close rate. The main point here is, if you can look at failure and learn from it,Cheap DeSean Jackson Jersey, you will be able to grow as a salesperson. In addition to this, you will also be able to correct problems that you may not have seen as problems and this could have a positive impact on your life. Instead of asking yourself,Cheap Michael Strahan Jersey, why don't you ask the person who decided to not do business with you. Make sure that if you ask someone why they didn't do business with that you also make sure that they are truthful and honest with you. There are numerous reasons why people may not do business with other people and they range from personal reasons to business reasons to totally unreasonable reasons. If the reasons have merit, either business or personal, then see if there is something that you can do to fix the problem(s). If you see a recurring problem being told to you, then make sure you address that problem as quickly as possible if you can.

Understand long term growth plans of your prospect Included what is not needed Since you know more about your prospects business and what is best for them, you also know what is not needed. Most of what defines an item is what is not present. By showing the prospect what they don't need (at this time, based on the information you have) you are saving them money. And because you have rapport with them, you are reducing their fears. Companies will overbuy to reduce risk and possible embarrassment. Your involvement will reduce the risk and capital expenditures on unnecessary products and services. Plus telling them what they don't need will also lower their guard, causing them to think you are not just trying to push product on them. Don't be surprised when they confidently tell your competition they don't need 'that' based on your advice. Offer counsel on implementation Know where your prospect is and where they want to go. As you cover your networking beat,Cheap Jake Locker Jersey, stay up-to-date on discussion groups, industry newsfeeds,Cheap Sidney Rice Jersey, business publications; look and listen for tips and ideas that can help your prospects grow their business - whether it has a direct benefit to you or not. As you share information with them directly, they will volunteer more information about their plans, allowing you to gain greater insight of your prospects business, along with respect and rapport from your decision maker. This will make it difficult for the competition to know what is best for your prospect while you maintain the trusted source position. You have been keeping up with market trends and industry news, and because of that you can help assist beyond just knowing your product. You can help on the integration of your product or service with their existing system and help the end users with the overall process. The goal is to be the person they call on for all related questions. I know this sounds like a lot of work, but maintaining communication is easier than trying to start it. Understand what is of value Value is determined by the confidence and credibility the prospect has in the salesperson and their company. This is a perceived reality that can only be defined by the prospect, but can be controlled by you, the salesperson. Go the extra mile, stay in touch, and ask a lot of questions. Remember it is not about you, it is about them and they will buy based on their reasons and not yours. With that, they will define you as value to them. Relationship versus a Transaction In most cases timing is everything in a purchase. If you don't need tires, you're probably not shopping for them now. However when you do, you will either look for the cheapest price or a trusted source when making the purchase. Buying on the cheapest price can often be an unemotional transaction. But when you buy from a trusted source based on an existing relationship it is an enjoyable experience for the prospect. Plus the outcome for the salesperson is repeat business, referrals, and often not having to treat your product like a commodity to make a sale. Sitting in on sales calls I hear the word 'value' being volleyed back and forth between the salesperson and prospects often wondering what each other thinks the definition is and if it applies here. I understand the pressure of the salesperson making their quota and the fears the prospect has of making the wrong decision. Often it can be compared to a pitcher-batter relationship with 3 balls and 2 strikes of a full count on the scoreboard and the weight of a possible win or definite loss wagered on the next pitch. If you can relate to this situation and want to remove the buying/selling pressure and make the experience a little more enjoyable for both parties involved, here are a few thoughts to consider. Salespeople need to be committed to spending most of their time keeping their pipeline filled with leads and maintaining relationships with qualified prospects. Too often company leadership has their salespeople selling and maintaining accounts. As more prospects become clients and more time is spent on servicing them, the pipeline of new leads will start to dry up. And over time as the salesperson becomes more comfortable not prospecting, and client attrition occurs,Okaland Raiders Jerseys, revenues will start to decrease.

If you have not done enough probing to help your prospect make a positive buying decision several options exist, here are two: The summary might sound like this: In food service sales, we cannot be among the 62%. It's my belief that we should add a line on each call until our competition is completely out of the account. Naturally, we do this to limit competitive impact on the account. But we also do it to insure the client is getting the quality and value he or she deserves. The only way we can accomplish this it to take responsibility for the entire order and to do that we have to ask for it. There are some sales people who don't ask for the commitment and they leave prospects in the position of living with the negative consequences that have been uncovered. These sales people do this not because the prospect wouldn't buy but because they would rather take what the prospect would give rather than giving what ever it takes to do what is right. Here's some direction; We must be committed to doing what is necessary to help the customer make the right decision and occasionally that will call for us to stretch our comfort zones and ask a few more questions which help the customer to reexamine his inclination not to buy or to avoid a buying decision. "What else could they be doing, if your people didn't spend 30 minutes a day prepping boiled eggs?" In food service, we depend on long term relationships, not deals. You want to "open accounts," rather than "close deals." There is no place in our relationships for manipulative hard closers. 3. Most people are less satisfied with decisions that they feel they have been pressured to make. Customers in the food service industry will typically resist when faced with sales pressure. "How much do you think it's costing you to live with this situation?" "You look like you still have questions. What have I failed to explain?" A major study published in Sales and Marketing Management magazine found that 62% of sales people do not ask for a commitment or an action step before they conclude a sales call! The sales process is like that. We earn the commitment based on the relationship we have built through the previous steps we have taken with the prospect. And just like the courting process, your confidence will grow as the relationship deepens. There is a dangerous business myth going around which says, "the customer is always right." The simple fact is the customer seldom knows as much about our products as we do. They prefer do keep doing what they have always done. So how can he always be right? And because we talk to so many people in his business,Cheap Earl Thomas Jersey, we probably understand the subtleties of what the prospect is doing or failing to do better than he or she can ever imagine. The rules of the game are changing so fast in the business and they are becoming so complex that if the customer is right about 20% of the time, he is probably doing better than most. Bottom line, the customer can't always be right. "How many people do you have to serve to make $40?" 1. Probe to add value. When the prospect will not move to the next step, it means you have missed something in the sales process. We build "value" or the desire to change by asking good probing questions. First, you must identify needs, "How do you prep your boiled eggs for your chef salads?" Then you identify the consequences of those needs, "What happens when you get slammed at lunch and run out of prepped eggs?" or "How long does it take to boil and shell that many eggs." If you "summarize," as we discussed above, you should be clear on the benefits you bring to the prospect and you can be genuinely expect the prospect to say "Yes." Prepare well and do what is right for the prospect, without pressure. When you doubt the prospect is ready to buy, it will show and the customer can read the non-verbal "doubt." They will not "read your mind" but they can read the doubt or lack of confidence in your face, your voice, your attitude etc. And if they read "concern", they will wonder why and they will be less willing to commit. In training classes, I usually ask many of the males, "When you proposed to your spouse did you know her answer before you asked?" With few exceptions, the response is that they knew she was going to say "Yes." The next question is "Did she say, 'Yes' because of a tricky closing technique you read in a book?" Naturally, the answer is "No." She agreed to marry us because of the relationship we have built leading up to the time we asked for a commitment. Expect your prospect to say, "Yes." People resent being pushed and feel that if pressure must be used to sell the product, then there must be something wrong with it. Under those conditions, customers begin to search for what is wrong with the proposal. They begin to make objections or look for reasons to put off the decisions. "Let me think about it." We have to get a commitment from our prospects, we must ask for the commitment. But we don't have to draw blood to do it, especially if we have gained acknowledgment on needs and consequence throughout the sales process. B) Go back to the area of the sales conversation, where you last got support from the prospect and ask a needs consequence question? This step will take you back into the information gathering phase of the sales call and allow you to find more areas that will help to justify the change for the prospect. The needs consequence question may be enough to remind the prospect of how important it is to find the solution and buy. In a massive survey performed by the Forum Corporation, they discovered that the successful sales professionals seldom use a forced "close" at the end of the sale. It was their finding that since the prospect was continually confirming or acknowledging the sale throughout the sales process,Cheap Rickey Jackson Jersey, no "close," in the traditional sense, was required. You are trying to build long term relationships with repeat customers and successful partnerships are seldom built on the steam and hot air that comes from pressure. We never want a situation where our customers are looking for reasons for the relationship to fail. Action Steps for closing with integrity; "We agreed that it's costing you $40 a week right now. How much does that add up to for 52 weeks a year?" 2. Hard sales "Closing Techniques" will be counterproductive when long-term relationships, like those with our food service clients, are desired. "Tell me about your concerns?" 4. Summarize. Before asking for the order, help your prospect make the right decision by reviewing the consequences they can expect when they buy from you. The prospect will often forget how the benefits of doing business with you will effect his organization and it is your job to remind him. The probability is that the prospect is thinking about all kinds of things when he or she is considering making a commitment. He or she may very easily loose focus on the needs that will be affected and the value of solving those needs. There is no place in our relationships for manipulative hard closers. Summarize the benefits of your offering. -0- We have to give the prospect an opportunity to recall and reinforce in their minds the reasons for buying. We do this by reviewing or summarizing the important consequences they can expect when they buy this product, and we do this, just before we ask for the buying commitment. A) You can ask the prospect to explain the concerns that may be keeping them from making a positive buying decision? While we will certainly ask our customers to buy, we must concentrate on maintaining the relationship more than making a "deal." "What questions do you still have about this idea?" When the prospect acknowledges the cost or consequence of the problem, he or she will more easily justify the change and buy from you. "We have talked about several advantages of precooked bacon and before we proceed much further, I'd like to review what we have covered so far. First, we have found that 20% of your bacon usage comes after the breakfast rush. This currently slows down the flow of orders from the kitchen. Second,..... and finally, you will have much more space in your cooler. Are those the most significant values we have agreed precooked bacon can bring to you?" Probe to build value. 5. Expect your prospects to say,Cheap Michael Turner Jersey, "Yes." You can improve your chances of making the sale by going in with the right attitude. This is especially true when you have earned the right to ask by performing the other steps of the sales process. At the same time, when a decision is right for the customer and right for your organization, then it is your responsibility to somehow help the customer recognize reasons to buy from you. If you don't, you are doing a disservice to the customer as well as yourself...It has to do with personal integrity. Customers or prospects resist and resent sales pressure.

Most import or export deals are done on the basis of tenders. You need to know all about the process of tendering so that you can avail of the best possible offers in the market. This information has to come to you in a timely manner so that you can apply to the right tenders that suit your business the best. The process of applying for tenders is a very complicated one because there is a lot of paperwork that you have do first. You need to make sure that you do get selected because all the effort you have put into getting the papers in order will go to waste otherwise.,Cheap Torrey Smith Jersey The world has opened up so much that companies don't think twice before looking for new markets worldwide. Large corporations can easily open up branches in locations where their potential customers are concentrated or they can also find local business partners or distributors in that country without too much of problem. Smaller companies need know how to operate with fewer resources in order to remain competitive in all markets. If you have a company that could benefit from trading opportunities in a foreign company then you have to figure out how to find buyers without spending too many resources in order to remain profitable. If you are really serious about how to find buyers then you should also get the right kind of authorization for your company. Most companies prefer to deal with companies that have the right qualifications to do export or import because this ensures that the deal will be a good one. It is a good idea for you to get GSE authorization for your company because this will increase your chance of successfully bidding for a tender. It is a good idea to study all about how to find buyers so that you do not miss out on any good opportunity. Over time you will be able to build your brand up in foreign markets. It is very important to realize that the company you are hoping to deal with is likely to have lots of potential partners. You therefore also need to ensure that you stand out from the other companies who share your space. One way to do this is to have a unique product or service that the other party cannot do without. If you do have this unique attribute then it should be clearly stated in the tender document.

Early adopters count. Learning how to channel the energy caused by market change helps you find high potential opportunities, approach them when they are ready to buy, and build sales momentum. So,Cheap Gaines Adams Jersey, you can close deals faster and sell more efficiently. Markets are dynamic systems that create the energy required to fuel change. If you can harness market energy you can use it to drive your sales and build market share. Markets are microcosms. Markets create energy. The potential value of the new market depends on how innovative the new technology is. The more "discontinuous" the innovation, the greater the potential value of the market. You can use technology adoption theory to help you forecast the market tipping point. Applying this timeline of market development optimizes your prospecting efforts and increases the likelihood that you will be in the right place at the right time. The tipping point is the bull's-eye. Early adopters are critical to the long-term viability of your solution because they help you establish a credible track record early in the market. This credibility is critical to building market share as the market evolves. Market trends, adoption motivations and market segmentation vary by territory. You can't count on marketing to be right about what may be happening in your territory or accounts. The ability to develop a Market Map and use it to identify prospects is a critical sales skill. Change happens fast. Why is more useful than how much. For sales people, qualitative market information that explains why customers will buy your technology solution is more useful than quantitative data about the market. The greater the change,Cheap Toby Gerhart Jersey, the greater the wealth it creates. Technology creates wealth. Defining market segments into logical groups of buying behaviors helps you find high potential prospects and create compelling account development strategies. Segmentation focuses you on energy sources. The enabling properties of technological innovation create new resources and demand, which in turn creates new sources of wealth. Technology markets are unique because they are based on the economics of abundance,Cheap Chris Williams Jersey, not scarcity. Technology adoption theory explains how new markets develop. Markets tend to develop slowly in niches and then mushroom into the mainstream. It takes as long for a market to reach 10% adoption as to grow from 10% to 90% adoption. This month we have discussed how to harness market energy so you can be in the right place at the right time. Here is a summary of what you need to remember:

This type of service has become a staple in posh nightclubs in Las Vegas, New York City, Miami, Vancouver, and around the world. But how do you make your bottle service stand out? Make it a party! When someone orders your VIP service,Cheap Terrell Owens Jersey, change the music, blast confetti and smoke, and start a parade from across the nightclub to get the most exposure with servers carrying the bottles, sparklers attached, dancing and partying like it's Mardi Gras. Get everyone's attention, make your guests feel like a million dollars by making them the Grand Marshall of the moment. The critical reason for providing champagne service for club owners is revenue. A bottle of champagne is typically marked up around two hundred percent. Add in bottle service and owners are reporting up to ten times increase. For example,Cheap Michael Turner Jersey, your $50 wholesale bottle of champagne, instant markup of 200% just for selling it retail in your nightclub. Add bottle service and now your $50 bottle of champagne is worth up to $1500.00 with only a few minutes of time vested by your staff. These are reported figures, not estimations. Further increasing the return on investment, each time champagne is sold in this way it creates a 10-40 minute sales rush on new bottle services sold. If you've been in a upscale club lately then you have surely been offered or at least seen the champagne service. If you don't know what I'm talking about I'll explain. A nightclub offers this relative new service to the clientele that has been dubbed bottle service or champagne service. If you buy a bottle of champagne from the club at a premium price you also receive a varying accompaniment of mixers, VIP host or bartender, behind the velvet rope seating, and often any cover charge is waived. This is a fun way to make your guests feel like VIPs and generate sales in the nightclub. It works by generating interest among the other guests and perpetuating sales. Services vary between clubs but those who are using the parade method are finding increased sales for nearly an hour following the first bottle service sale of the evening. With those kinds of sales opportunities and relative low cost of investment, it's worth it to give one or two of these away in a weekend to get it in the mind of your guests, make them envious, make them say "I want that!" Your bottom line will be the proof you need to become creative with your bottle service, keeping it dynamic and profitable. Next week,Cheap Arthur Moats Jersey, step by step instructions for making the parade you need to kick up your champagne service.

Link up: Get other people to link onto your site to increase your traffic and visibility across several networks. Search engines calculate the amount of links to your site when ranking you in the order where you will show up in search listings. Start by linking your page to the pages of people you do business with and network with, and then go from there as your online community expands. Advertise: Once you've put the time and effort into building your site,Cheap Eli Manning Jersey, it's important to advertise it as much as possible to draw traffic and potential clients to your pages. Put your web address on business cards, emails, letterhead and advertising give-aways like magnets and flyers so that interested buyers will have the site name at the ready when they're looking to shop for a new policy. Also, include it as part of your signature on all posting on message boards, your personal email account, and any electronic newsletters you may put out throughout the year. Give yourself a unique domain title: Build up your identity through your personal web page where you can direct clients and interested buyers. By choosing a unique name for your site, clients and referrals will remember the address and find you more easily online. Keep the content coming: You need to give people a reason to keep coming back to your site, and frequent updates with new information about policies available, interesting news topics and industry stories will make your site a compelling place to revisit. Additionally, search engines rank sites with frequently updated content higher on search results lists, so the more unique content you add on a regular basis the higher your site will appear when people are searching for health insurance online. Your website is your 24-hour calling card on the world wide web, and it's important to have it at its best and brightest at all times as both an advertisement of your services and so that clients and potential clients can browse and find the information they are seeking. When working your freshly purchased leads,Cheap Philip Rivers Jersey, a website is a great addition to your sales pitch where potentials can go and browse through information and comparison shop at their leisure,Cheap Rey Maualuga Jersey, and then get in contact with you again once they have a better understanding of what they are looking for. Here are some helpful tips to improve your website and make it a key component of your sales strategy. Use key words: Update your page titles and content with common key words that people would type in when searching for health insurance. Remember to be specific about your area and what you offer and potential clients will be able to find you more quickly.

Although you may not feel like one person can make a difference, you can. Small businesses, families, and individuals can start making the decision to use reusable bag instead of the archaic paper or PE bags. Over time, the savings will add up, and the environment will be better for it. There has been a lie that has been circulating recently, which states that plastic bags are not that bad for the environment. Those who use PE bags will state that "we can recycle them", but the statistics show that this is not working. According to the Wall Street Journal, less than one percent of these plastic bags are recycled - all of the other plastic bags just go in the landfill. Once they are there, they can take anywhere from 15 to 1000 years to decompose. The sad thing is that many of them don't even make it into a landfill; they end up in the ocean,Cheap Brian Urlacher Jersey, where they can contribute to the extinction of endangered species. As you can see, the real people who are being environmentally friendly are the reusable shopping bag manufacturers. The production of the PP shopping bags produces very little pollution,Cheap Dan Hampton Jersey, especially when you consider that the bag will be used possibly over one thousand times. PP woven shopping bag manufacturers are doing us a service, however, by providing quality shopping bags. These bags are made of a material called polypropylene. This material is made in a manner that is friendly to the environment and that does not add much pollution, especially compared to plastic bags. The North Carolina State University research facility recently published an article that explains that traditional plastic bags are made up of many toxic polymer particles. When they finally do decompose, they are releasing toxins out into the environment! The ones made by reusable shopping bag manufacturers, however, do not have this problem. Polypropylene is considered safe and is not at risk for this type of danger. You may be thinking that paper bags are much better than plastic bags. However, all disposable bags such as these are not friendly to the environment. Some estimates say that as many as 14 million trees per year are cut down in the United States alone for paper bag manufacturing. The production process for paper bags can actually release just as much toxins into the air as plastic bags do! And according to the Wall Street Journal, less than 20% of paper bags end up being recycled. Although that is better than plastic bags, it is still not good for the environment whatsoever,Cheap Mike Singletary Jersey, as that puts over 80% of the paper bags ending up in a landfill. Another thing to consider is the usability of a shopping bag like this. A plastic bag can only be used once, perhaps twice, and then it needs to be thrown away or recycled. A PP shopping bag, though, can be used in upwards of hundreds or even thousands of times before it begins to wear - this is because polypropylene is intrinsically resistant to wear and tear.

There exist in the world today many types of telemarketing companies that offer a multitude of services. Even for the medical industry, medical telemarketing steps into the fray and companies within this sector cater their services to businesses that want to market their products and services to medical facilities, companies,Cheap Broncos Jerseys, etc. Telemarketing has massive potential when used properly, and if you find the right company that suits your needs and understands your market, then you could be in for something big. But as for those in the medical and healthcare industry and those that want to market within it, finding the right medical telemarketing company to do the job is not exactly quite an easy task to accomplish. One other thing to keep your eye on is their capability when it comes to generating leads. Some telemarketing companies offer services such as lead generation and appointment setting, promising to generate high-quality medical leads for firms such as yours. But in the end, they may not even live up to their words and only bring in leads you can't even use. So when it comes to working with a telemarketing firm that does lead generation and appointment setting, work with one that has an expert team of lead generators and appointment setters, ones that know what they are doing and can generate medical leads of high-quality! So if you are looking for a medical telemarketing company to work with,NFL Camouflage Realtree Jerseys, then consider these things so you can know who your best bet is. One of the things you should consider is in what area of industry your telemarketing provider excels in. Look at it this way: why would you, a medical company that wants to do business with other companies in your industry employ the services of a telemarketing firm that specializes in targeting software companies? Although healthcare IT may be what you specialize in, it seems pretty far-fetched that you would get optimum results judging by the fact that the telemarketing firm you are working with does not specialize and know the medical industry enough to launch an effective campaign. In comparison, working with a telemarketing company that specializes in doing medical telemarketing can turn the tides around for your company, even lift it up from complete financial slumps. With the right marketing techniques employed, and of course proper knowledge on the targeted industry, you may find that a telemarketing company that knows the industry they target inside-out will perform a whole lot better than one that doesn't. When you choose to work with a telemarketing company, you need to pick the right people to work with. The right people to work with, based on what you want, could be a company that meets your standards in terms of services they provide. It could also be if they have a certain number of staff, it could even be their specialization and what industries they cover, the list just goes on and on. You may have a lot of parameters that you want your telemarketing company to meet but well, let's accept the fact that no company is perfect and they can't all meet your expectations. However, there are some things that your provider should be able to do,Chicago Bears Jerseys, some things which can help your campaign flow smoothly and optimize it for getting the best results possible.

Firstly, BACS training stands for British Accreditation Coucil, they specialise in independent further education and are among the highest authorities in many areas. It's services are regarded around the world by students,Cheap Antonio Bryant Jersey, agents and government officials as the clearest mark of educational quality in the private sector. Naturally this means that any company who provides training that has this seal of approval will provide a good,Cheap Vince Young Jersey, complete service. So what about with a company who provides direct debit training? Obviously it gives a certain security in the quality of service but also guarantees a quality service down the line because as every good company knows, regular training is essential in any area. Naturally direct debit is the same as any other area in your business in that the making sure that your staff are regularity trained and aware of the standards that must be upheld across the company. You might have read about BACS accreditation in articles by many people. You might have also had questions about what it means and also what it really means and when paired with direct debit training, what does it mean for your business? Read on to find out. That's where the BACS accreditation comes in, the training is so comprehensive that not only will your staff enjoy themselves and remember the information but will look forward to regular training down the line,Lights Out Black Jerseys, after all studies have shown that poorly handled direct debit transactions could really damage the credibility of your business. Thank you for reading.

If selling is so great, why isn't everyone doing it? Because of what most people believe selling is. "How to sell" is the most profitable knowledge you can gain. Selling is the applied science of human nature. Knowing what motivates your fellow humans, what makes them happy, content, laugh, and like someone is valuable knowledge. Not to use with petty intent, but to make their lives better by knowing you. CEO's of large companies are almost always great salespeople. A great salesperson, with a following of loyal customers is always in high demand...no matter what te economy is. Selling is the only job in any company that actually generates a profit. All other people in the company depend on the business generated by salespeople. Salespeople are the backbone of any profitable enterprise. Just stop selling and see how long a company lasts. Not long. Selling is giving great advice. This is my favorite outlook. Selling at its best is simply giving advice that will benefit the customer. Real, unbiased advice can be seen from a mile away. So can a lie. So can advice with an agenda. "What is the best thing for this customer?" is a question professionals ask themselves. This attitude will show itself in every word and gesture. Selling is making someone happy. People love to acquire new things. They like to buy something from a friendly,Cheap Matt Schaub Jersey, helpful salesperson. The experience of buying from you may be the high point of that person's day. If the customer isn't happier after they buy what you sell, you are selling the wrong thing. Selling isn't using double-talk to confuse a customer. Selling is clarifying. Selling is educating. You'll be amazed how often the answer is to help him buy your product. Selling is helping people grow.If you have a product or service that will improve the customer's life in some way,Cheap Buccaneers Jerseys, you are helping this customer lead a better life. Does your product save more money than it costs? Then You are obligated to answer any question they have, that will help tem start saving money as soon as possible. You can actually make a living selling by pressuring, using trick closes,Cleveland Browns Jerseys, and exaggerating claims, but you will never build a customer following with these tactics. You will never grow a business. What is selling? Selling is not tricking people into buying. Real selling is many things. If you help your customer as a trusted advisor, you have taken a big step in the right direction. Selling is improving the economy and making money flow. A bad economy doesn't mean there is less money. Nobody burned the money. It simply isn't changing hands fast enough. The act of selling something speeds the money along to the people who made the product, their workers, the worker's families, and to the merchants they buy from. Every time you buy something, hundreds of people benefit. And people who sell more, buy more. The lifeblood of any business is repeat business from satisfied customers and referrals from those customers. Always hold the thought in your head "What is the best thing I can do for this customer?"

I picture my time like a huge, marble, majestic castle with endless treasures inside its walls. My fortress is protected by a large metal gate with a security post and guards. The security measures protect me from being robbed and abused, because if my gate and guards weren't there my treasure would be stolen in a heartbeat. There are many people and circumstances in our lives, who although they appear innocent, are really thieves and abusers! They are robbing you of your time! "Exactly,Cheap Tamba Hali Jersey! But, it isn't those 15 minutes by themselves that create the difference," I responded. "Let's see what that produces over a year's time." Rule #8: Chunk Your Time. Think of accomplishing your tasks like you are working an assembly line. Do "likes with likes." Minimize your screen and check your emails every hour. Do all your price quotes, research, or calls in chunks. Touching too many things at once just isn't effective. Rule #7: Eight is Great. Next time you are setting an appointment, be the initiator and ask to meet them at 8:00 a.m. or earlier if possible. If you hesitate, they will likely throw out something later, and that's fine as long as you try first! There isn't anything tastier than soft, warm pillow in the a.m., but your day will be much more productive when you are pushed out early! Law #2: Everyone works with the same number of hours in a day. It took me awhile to take responsibility in owning this fact. I would look at others who were achieving goals I desired, and instead of wondering "how" they were doing it, I would give myself an out, "I just don't have the time." That is just plain not true! We all have 24 hours a day to spend however we wish. "I am so glad you asked!" I replied. Implement A System Rule #10: Windshield Time = Learning Time. How many hours do you think you spend behind the wheel every week? Imagine how much you could learn on a topic if you CHOSE to invest that time in personal development. You could become an expert in any field of study within a few years! So, this past week, how has the material you've been listening to made you more money or a better person? Rule #5: Take Your Pick: In or Out. Do your best to devote each day to being in or out. Doing a bit of both is a time killer. Barring a customer emergency, commit to one or the other. Your production WILL rise! Now that we have discussed the mindset and the "system" to help manage your efforts, it is time to get specific with what you can do on a daily basis to get more time back! There is inarguable, irrefutable correlation between high achievers and their choice in how they view and use their time. Too often we become prisoners of our poor time management. The good news is that anyone who uses their time exceptionally has done it by choice. You can do the same! Start by developing the right mindset about your time. Then, create an effective system that helps you manage it, and lastly, set and live by self-established time rules which will increase your effectiveness. We all have 1,Cheap Mewelde Moore Jersey,440 minutes to spend every day. How are you choosing to spend yours? He thought for a moment and then answered, "I go and chat with the fellas." Final Thoughts Law #3: We all spend our time differently. There are a number of variables that contribute to why we spend our team the way we do. The most obvious and compelling reasons are our priorities, personality, behavior style, beliefs, we gravitate towards what we are good at, and we justify our "wants" as "I need to" to avoid "don't want to's." "Right," Then I asked him, "And what do you see him doing during our breaks?" Make Rules To Live By How you spend your time is a series of behavioral habits and priorities, so even the greatest of intentions won't put you at your final destination. Learning how to maximize your time is a process, not something you possess. Be gracious in your mistakes, while challenging the current way you operate. Achieving this balance will allow for the necessary growing pains sure to accompany your journey, while simultaneously providing you with the self motivation and accountability necessary to complete your mission! The best definition of the word "system" as it relates to sales is: organizational habits. A system is the habits you have developed with how you organize your day and everything involved in it. There are three reasons why developing your own system is vital. The first reason is so you accomplish more in less time. Who doesn't want that? You see, having a "system" forces you to do things consistently. When we do things consistently we develop a pattern of behavior, and that pattern increases our efficiency which makes us faster. In other words: If you want to become an individual who maximizes every second versus one who spends time on an unlimited budget, there are four simple actions you'll want to take. To make it easy to remember, it is presented in an acronym of T.I.M.E. This way it will be easy for you to take with you as you begin to apply the principles in your everyday life. Law #4: We CHOOSE how we spend our time. When was the last time you didn't have a choice in how you spent a minute? It's a funny paradox that we find ourselves so confined by time yet we have the ultimate freedom to choose how we use it. We always have a choice with our time. 4 "Laws" of Time I find it fascinating that almost every time I am challenged with a new way of looking at things different from my own perspective I challenge the challenge. Unfortunately, when I do that, I miss out on a potential opportunity to improve myself. Why do we do this? Because we feel a need to justify our position. We feel as though we need to dig our heels in and protect our beliefs and actions. We had just finished recognizing the top achievers in the New Jersey Office. To no one's surprise it was "that same guy" again who led the team in sales revenue for the month. After frustratingly seeing this same pattern play out month after month, the sales rep who was always nipping at their heels asked me, "Mark, what does he do to always finish #1 in our office?" But today will be different,Giants 2012 Super Bowl Jerseys! For the next few minutes open your mind up to new ways of looking at your use of time. Pretend you have no preconceived notions about it. Be completely open that there might be an entirely new and different way of approaching it, as well as using it. Any time you hear yourself playing "defender," gently remind yourself you are open to new ideas. What do you have to lose anyways? Give Yourself the Chance Rule #4: Adopt A Minimalist Mentality. A minimalist approach is effective WHEN it is appropriate. A minimalist mentality is, doing the minimum work to meet the expectation. Once the expectation is met, move on! A huge time abuser is when we go unnecessarily overboard. The key to working this mentality correctly is using your professional intuition. Law #1: We NEVER get time back. There are so very few resources in our life that we can never get more of or back, that is one of the reasons that makes time invaluable. Think about it! Every minute that passes is a minute gone. Gone forever. I wish you could have been there....... If there is one point that you take from this over any other it is this: maximizing time must be a mindset before it will ever become a habit. I can't count how many people I have heard say, "I want to be better with my time!" But, I can count just how many people have been able to do it. What is the ingredient between the two? MINDSET first, habit second. Most people try and create the habit of being more efficient with their time before they have convinced themselves as to why. Here's where you can start developing your new mindset now. Our mind works in pictures. For example, if I say the word "light bulb" to you, your mind doesn't show you, "L I G H T B U L B." You see a picture of a light bulb. That is what you need to give to yourself today. Here's my mental picture of time. Rule #9: Do the Most Important First. One way to effectively chunk your time is to block off time first thing in the morning to make prospect calls. My morning usually had 8-10 a.m. booked for calls. That way you KNOW it will get done. If you put those calls off, we both know the chances of it getting done later. Train Your Brain Rule #2: Give Yourself Time to "Clean Up." "I'll do that first thing in the morning, then I'll get out" you promise yourself. The next morning while you are completing your task an email comes through that catches your attention. Before you know it, it's 11:00 a.m. and your day is doomed. Advice: get home at a home that warrants you the opportunity to clean up your day. Starting fresh the next morning is a great feeling! So, how do you measure how you currently view time? Easy. Track or watch how you spend it. Is it structured? Is your schedule tight? Do you get done what you set out to do? Remember, how you treat time will be an exact replica of how you view it. Once you begin to build your mindset of time you are ready for the second step which can't be fully accomplished until you are operating with the right mindset, and that is you need a "system" to manage your time. The second reason why you want a strong "system" is to help guide your decision making. It's crazy how many arrows we have flying at us in a day. How do you choose what to do? What do we give our attention to and what do we let go? An effective "system" will help solve that problem because your "system" works as a filter and a holding tank. It aids in helping clarify what IS important and what can wait. What is truly urgent and what is not. Rule #6: You'll Do What You Focus On. Get rid of the term, "Office Day." When that is your focus that is what people spend their time on, office stuff! The next time you are in for the day tell yourself that you have a "phone prospecting day." The saying, "You get what you focus on," IS true. Third, a "system" will Save Your Self Time Energy Money! There's a quote I see in many of the offices I visit which states, "Lack of planning on your part does not constitute an emergency on my part." It's perplexing to me when I work with individuals who are stressed because of their own creations! What's even more mind boggling to me is that these same people have stress-out sessions time and time again, yet never fix the problem of working without a "system!" The truth is, having a system does save time, energy, and money, isn't that in itself worth the price? Expect Some Bumps 60 minutes = 20 phone calls. 20 phone calls x 12 meetings a year = 240 calls. 240 calls = 40 appointments 40 appointments = 20 new customers. consistency = pattern = efficiency = accomplishing more in less time Rule #3: "What is my ROI?" Remember, there are a number of psychological factors that influence our behavior, so check your actions often. Ask yourself, "Is this THE most productive action I can be accomplishing right now?" If not, try and juggle your to-do's, and tackle the more productive option. Becoming a Master of Time Four 15 minute breaks during a sales meeting. Rule #1: Plan Your Day. Jim Rohn, a premier expert in the field of personal development said many people spend more time planning vacations than they do their lives! Our days are no different. We take time to plan our vacations so they are enjoyable and we do what we want. Why are the days we work any different? His eyes danced left and right before he said, "He grabs his stack of cards and goes makes phone calls." "Let me ask you a question," I began. "What do you do when we have these 15 minute breaks?" THAT is the difference! Plus, that is ONLY the difference of activity generated from breaks at the sales meetings. I asked the rep to imagine how many other time opportunities he was missing out on in addition to just these 15 minute chunks. Through my experience of watching small differences of time utilization create drastic differences, there are ten rules you can being implementing today. Here they are in no specific order and contain a brief explanation: The sales rep discovered what he considered inconsequential was exactly the opposite. Those 15 minutes was absolutely consequential to his success.

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There are plenty of financial opportunities in this industry and the only limitation as to what you can achieve depends on your commitment and, of course, your choice to work at home. Survey results have shown that the direct selling industry has captured a sizable market share. Almost half of the total American population has reported they have purchased products and services offered by people in the direct selling business. The majority of Americans have experienced not only buying items through the direct selling method but selling goods and services themselves through this avenue. The bottom line is - don't be mistaken about what direct sales can do for you. Some people spend their most worthwhile years working in an office that earns them a monthly income. However, it is a sad reality that if you are an office worker, you usually only get paid while you are at the office. If you think you can earn more while having quality family time then the best option is to go with direct sales. People go to their offices and wonder if they will ever accomplish financial freedom. For those that have decided to work at home and go into business for themselves dream about where they are going to spend their next vacation with their family. Anyone would welcome the opportunity of finally having financial freedom. In fact, this is the ambition of essentially every person trying to earn a living. While there are plenty of work opportunities in today's market,Cheap Tim Hightower Jersey, not all of them can offer financial independence in the long term. If you want to explore your creativity and gain financial freedom at the same time then give direct sales a try. You can begin with your family and own circle of friends but ultimately you have to broaden your market and seek other avenues for your home based business. With direct selling, you can be a work at home mom and still establish a career that will allow you unlimited business opportunities. A survey shows that direct sales is one of the most favorite home business ideas because it is practical, takes little capital and allows you to spend your time as you choose. There are many home based businesses, home party plans and WAHM's out there such as make up products, scrapbooking,throwback Dennis Byrd Jersey, candles and etc. Direct selling opportunities allow you to have an unlimited income thus giving you financial independence and saving for your future. Look at the future of the direct selling industry and you will have an idea of how your financial freedom could be in the near future if you decide to embark on this work from home option. What is good in direct selling is that you can mix business with pleasure! Direct selling or direct sales is rapidly becoming a multi-million industry and an overwhelming amount of former and current office workers are cashing in on this, especially a new breed of work at home moms,Cheap Chris Ivory Jersey, or what I like to call WAHM's. There is an ample supply of direct selling opportunities that can give you financial independence. You just have to browse the net and choose the best opportunity or home business idea for you.

Sugging - This behavior occurs when a product marketer falsely pretends to be a market researcher conducting a survey, when in reality they are simply trying to sell the product in question. Generally considered unethical, this tactic is prohibited or strongly disapproved of by trade groups, such as the UK Market Research Society MRS, CASRO and MRA, for their member research companies. Shilling is illegal in many circumstances and in many jurisdictions because of the frequently fraudulent and damaging character of their actions. However, if a shill does not place uninformed parties at a risk of loss,Cheap Vikings Jerseys, but merely generates a "buzz", the shill's actions may be legal. For example, a person planted in an audience to laugh and applaud when desired, or to participate in on-stage activities as a "random member of the audience", is a type of legal shill. Here are some of the more common questionable business practices that I came across: In my line of work I come across various business practices offered up as sales and marketing tactics, some of which are questionable and potentially problematic. For instance I recently found some terms I had never heard of before called Ethically Disputed Business Practices. On the surface these practices may seem legitimate but are regarded as inappropriate, unethical and even illegal in many circumstances. However, despite their dubious nature, you see these practices being employed in businesses and politics on a regular basis. "Shill" can also be used pejoratively to describe a critic who appears either all-too-eager to heap glowing praise upon mediocre offerings, or who acts as an apologist for glaring flaws. In this sense, they would be an implicit "shill" for the industry at large, possibly because their income is tied to its prosperity. My intention is not to be a moral arbiter here,Cheap Redskins Jerseys, I will leave you to be the judge of what you do and don't do. However, in the spirit of 'fore warned is fore armed' I hope this helps you and your people steer clear of any scammers or fraudsters before they get you. This information may also help keep you from 'unintentionally' taking up any dubious marketing or sales activities that may impact on yours, your business and your customers' viability and credibility in the future. Remember everybody lives by selling something While most businesses and their sales people want to attract and work with viable prospects and customers, there are those less than honourable sales and business people who are after victims, not prospects. Their entire focus or raison d'etre is to get your money at your expense. The term shill (or plant) is also used to describe a person who is paid to help a political party or other advocacy organization to gain adherents. As with the situation of selling goods or services, the shill gives the impression of being unrelated to the group in question, and finds merit in the ideological claims of the political party. Frugging - This behavior occurs when a product marketer falsely purports to be a market researcher conducting a statistical survey when in reality the "researcher" is attempting to solicit a donation. Generally considered unethical, this tactic is strictly prohibited by trade groups, such as CASRO and the Marketing Research Association, for their member research companies. Shill - A shill is a person who is paid to help another person or organization to sell goods or services. The shill pretends to have no association with the seller/group and gives onlookers the impression that he or she is an enthusiastic customer. The person or group that hires the shill is using crowd psychology, to encourage other onlookers or audience members (who are unaware of the set-up) to purchase said goods or services. Shills are often employed by confidence artists. 'Buyer Beware' is a phrase that has been around for a long time and for good reason. There are enough stories in circulation to know that not all sales people or businesses behave honourably,Cheap Kevin Boss Jersey, and some are nothing more than fraudsters. With the market getting more crowded everyday, the need to attract buyer attention and grow revenue, and the rise of the online business model, buyers should beware.

When you leave a message, make sure you do everything you can to increase your chances of having your call returned. One tip is to always leave a different message for the same prospect. Script a series of voice messages,Cheap Jerome Harrison Jersey, each with a different benefit statement. With persistence, sooner or later one benefit message will induce the prospect to return your call. In fact,Cheap Tim Brown Jersey, the best sales people will tell you that they sometimes have to leave up to 10 messages before the prospect will call you back. Susan A Enns The way you speak when leaving a message is just as important as what you say. Don't rhyme off your name and phone number so fast that the recipient must listen to the message more than once to get it. They will delete it before they will listen to it again. Slow down and always speak clearly. Should you leave a voice mail? Absolutely! The next time you question whether it is worth it to leave a message when prospecting, remember the rule of 3 in 18. It states that a prospect has to hear of your company name at least 3 times in 18 months before they will even remember your name. A voice mail, even though they don't return you call, counts as one of the three. If that alone doesn't entice you to leave a message, perhaps the story about a sales rep who won a $3 million deal just because he left a voice mail will. Aim Higher! B2B Sales Connections. Should you leave a voice mail when using the telephone to prospect? The answer to that question has been debated by sales people since voice mail was invented. Some believe that leaving a voice mail is a complete waste of time. Since prospects will never return your call, it is more productive just to hang up and dial another number. Top producing sales professionals, on the other hand, have a different view. They always leave a voice message, no matter what. Granted, the chances may be low that you will receive a return phone call, but those chances are higher than if you just hang up the phone and never leave a message in the first place. You are there anyway. Why not leave a voice mail? Voice mail is a fact of life in the sales profession! We simply have to deal with it each and every day. Most sales people, however, still don't know how to properly leave a message. You must entice the prospect to call back. "Hi Mr. Prospect, this is Sam Salesperson. Please call me back." is just not good enough,Willie Parker redskins Jersey!

The most important thing you need to keep in mind is that you will want to cross sell products that are related to the main product. You need to convince the buyer that by spending a little more money,Cheap Donte Whitner Jersey, he or she can get add on products which can be extremely useful alongside the main product. Cross selling requires you to be a thorough expert in sales, part of a great team of sales professional who are exceptionally trained in doing all kinds of sales. Good Sales professionals can get to know exactly what the buyer is looking for while talking to him or her during the first five to ten minutes of conversation. This helps in cross selling the prospective buyer any number of additional items. For example, when you order food at a restaurant,Cheap Robert Meachem Jersey, the person taking the order should also offer or suggest to you a great cocktail drink or a good salad which can go well with the main order placed by you. Most of the diners go for it as they realize it can enhance the entire experience of enjoying your food. By effective use of the cross sell, you can multiply your profits. Your goal should be to come up with irresistible offers which simply cannot be turned down by a prospective buyer. Similarly,Cheap Ryan Clady Jersey, cross selling can be applicable in most sales transaction. Another approach is to offer the main product at a discounted price if the buyer is willing to buy add on products along with it. The key is to know the exact need of the buyer and let him know the importance of the add on products for more convenience and enjoyment. The Cross Sell is a great tool to boost your sales with your existing customer database or with new customers as well. This tool is applicable to both new as well as past buyers. It provides a customer with add on products which are in sync with the main product they are considering buying.

Be happy. Abe Lincoln once said "most folks are about as happy as they make up their minds to be." So, just be happy. Turn off the local news. What do you care about the latest fire, murder or robbery? You can't do anything about it, anyhow. Steer clear of negative people. They only want to rain on your parade. A very wise and successful friend of mine once told me you are who you hang out with - so hang out with positive people. Get busy. Over-thinking usually leads to fear and procrastination. As the Nike people say, "Just Do It." Read positive books and listen to positive CDs daily. A recently released Gallup Consulting study titled "State of the American Workplace: 2008-2010" revealed some startling statistics regarding sales workers' engagement with their jobs. A survey of more than 9,000 full-or part-time workers was conducted by Gallup to determine worker engagement with their jobs. Among sales workers, the survey indicated that 24% of respondents were "engaged" with their jobs, meaning that they were emotionally attached to their workplaces and motivated to be productive. More than half (55%) were "not engaged"; they were emotionally detached and unlikely to be self-motivated. Additionally, 21% were "actively disengaged," indicating that they viewed their workplaces negatively and were liable to spread that negativity to others. I'm no psychologist,Cheap Patrick Kerney Jersey, but if you think I'm crazy or that this stuff is just hooey, seek out the most successful sales person you know and ask about it. I bet you'll be amazed. If you want to be successful, you will need to become part of the 24% who are "engaged." To do so,Cheap Joe Theismann Jersey, you will need to be motivated to achieve your goals. Unfortunately, no one else can motivate you; you must do it yourself. My reaction was: how can this be? We all know sales is a challenging profession requiring a high degree of motivation-even passion-to be successful, yet more than 75% of all sales people don't have what it takes. My question to you is: Where do you fall in this continuum? Motivation comes from within, but it all starts with a positive attitude. Most sales experts agree that the number one predictor of success in sales is attitude. Positive outlook and positive expectation breed confidence, and confidence leads to motivation. Conversely, a negative outlook and negative expectations lead to lack of confidence and fear, which are de-motivating factors. So, if you want to become engaged and motivated, you must develop and maintain a positive attitude. If you are in the top 24% who are "engaged," congratulations. You are probably already successful and enjoying a very rewarding career. If not, you soon will be. If you are part of the bottom 21% who are "actively disengaged," do the rest of us a favor and get out of sales. It's not for you and you are screwing it up for the rest of us. If you are among the 55% who are "not engaged,Cheap Johnny Unitas Jersey," the following message is for you. Unfortunately, our society makes it difficult to maintain a positive attitude. We are exposed to far more negative information on a daily basis than positive. If you don't believe me, just turn on your local news. So, what can you do to stay upbeat and positive? Volumes have been written on this subject, but here are a few simple things I have found to useful:

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