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I should have cut him off in the first minutes of the call. My parting shot was that he had totally turned me off his publication and I hoped that I should not encounter him or his magazine in the future, I would positively recommend NOT advertising with his publication. I received a phone call the other day from an advertising representative who had got my number via our website. This gentleman was calling to tell me about a fantastic opportunity he had to offer for the special EBACE (European Business Aircraft Convention & Exhibition) edition of his publication. An advertiser had pulled out at the last minute so they had some space they had to fill quickly, and of course the space was at a considerable, never to be repeated, massive discount. As it would be my clients who would make any booking, and of course they are totally unaware of this at this time, I asked what the agency commission rate was. He said 15%. 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He went on to tell me an anecdote about how if there was a jacket on special offer at my local branch of Armani that if I did not know about it I would miss out, therefore it would be churlish of me to not let him speak directly with the clients. I explained that as their "media advisor" I would be advising them not to advertise on this occasion but a meeting at EBACE may just be the start of a beautiful relationship. With hindsight I feel sorry for this guy. I find it hard to believe he will have a long career in advertising sales and I will be amazed if a person with such an aggressive attitude will be made welcome at industry events. The problem is that this is the kind of pitch that gets advertising representatives (and some publications) a bad reputation. It also makes life difficult for the "professionals" out there doing a good job. This attitude of the short term, one time sale is no good for the clients and no good for the publication. Eventually they will run out of advertisers and in a small industry the bad reputation will become known very quickly. Perhaps we can start a campaign, here and now, a Hall of Fame and a Hall of Shame to let our industry know who the bad guys are and who the good guys are. I had a couple of clients visiting EBACE and in my role as media advisor they had given me the task of arranging some meetings with trade and industry publications. I saw this as an opportunity to make another appointment for them and the start of a beautiful new media relationship. My first mistake! I said "hello, can you hear me". No reply. I waited patiently. Again "hello, can you hear me? I can hear you faintly but you don't seem to hear me". No reply. He was in full flow,Cheap Trent Edwards Jersey, still talking non stop! At this point I should have hung up but was curious as to where this was going. After a full five minutes and forty five seconds he eventually stopped, probably wondering why he had not heard a peep from me all this time. I explained that I had not been able to hear what he was saying, BUT before he launched into his spiel again,Cheap Taylor Mays Jersey, I "appreciated his offer but I should not waste anymore of his time." The clients would not be advertising but we could meet at EBACE and continue from there. Having spent the best part of 10 years as a advertising salesperson (and with my calculator poised at the ready) I decided I should have a little fun and see how far I could bargain the price down on this incredible one time offer. My second big mistake,Cheap Lance Briggs Jersey! Determined not to let this opportunity go he asked for the name of the MD of the client. I advised him that it was not my policy to give such information away and there would be no advertising,Cheap Frank Gore Jersey, but (in a Bill Cosby assertive voice) "HOW, ABOUT, A, MEETING at EBACE!!?" Thinking he had reached an agreeable price he decided to go in for the kill and launched into his pitch on why this edition was such an un-missable opportunity. Unfortunately for him it was at this point his telephone connection made a loud click and I was pitched into a surreal world where I could hear him but it was as if he was on speakerphone and talking from the back of the room. It sounded like someone giving a pep talk and pre-op briefing for the Dambusters raid. Then it turned nasty! He said I had an "un-professional attitude" and "did not know my business." That was it,Cheap Darnell Dockett Jersey! I explained, with restrained anger, I had over 12 years experience of advertising sales. I had been polite to him because I empathised with his plight and had tried to move forward with a mutually agreeable solution. He had talked incessantly for 40+ minutes, he was not remotely interested in my objectives, he did not take his cue when he was politely turned down but offered the olive branch of a meeting, for 5+ minutes of the call I could not hear what he was saying and to top it all he had the nerve to say I did not know my business.

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When you are equipped with the mind-set and facts on how to be a persuasive seller,Cheap Rey Maualuga Jersey, you may attempt overcoming that anxiety within you to approach that individual and persuade him that he wants what you sell. It is the same anxiety that separates the ordinary seller from the victorious ones. This is certainly the moment you must start asking yourself the "What-Ifs". "What if he rejects you?" "What if he is in a rush?" "What if he does not want it?" These are the questions repeatedly asked by individuals who do not possess the other two qualities on how one can be a persuasive seller. If you realize you can sell and you understand what you are selling, self-confidence will become visible alone. Afterward you can approach everyone relaxed, competent and sell effectively. You must accept as true and assure yourself that you know how to sell! You must decide and say to yourself that you possess the capability to propose a product or service to somebody else and make him want what you are offering. If you are not able to build up that feeling of persuasion in yourself,Cheap LeGarrette Blount Jersey, in that case it could be extremely hard to develop into a persuasive seller. Build up the mind-set and perception of being a persuasive seller even to the least of things. How? Convince yourself firstly. Second Persuasion Secret - You are not able to sell something you have no idea about You will almost certainly go all the way through many guides and waste extensive time of exploration on subjects similar to negotiation education,Cheap Roger Craig Jersey, business tactics and techniques,Cheap Brent Celek Jersey, resource management and apparently, selling. However, certainly one of the most important instruments that a vendor must have in order to be profitable in selling, is persuasion. Third Persuasion Secret - Confidence The strength of persuasion is a vital instrument and you must polish your competencies contained by these three principles. Keep them in mind and sooner than you recognize it,Cheap Logan Payne Jersey, you will be making more money than you may ever imagine. You may hold a hundred units of the very best and newest need well-known to people. However if you don't know anything about it, you may not be capable to sell a single thing. Therefore to be a persuasive seller,Steelers Superbowl Champs Jerseys, you must be familiar with the details. Explore and learn. You must be familiar with various intricate facts of what you are selling as individuals are likely to be requiring a lot requests about it. Even though you are just trying to be a persuasive groceries seller, you must be familiar with what you are selling. Customers are likely to be asking and you are the single one who may answer. You would not like to purchase from somebody who himself is uncertain on what he is selling. If you can't answer, in that case you can't sell. You can't sell something you know anything about. First Persuasion Secret - The mind-set of persuasion arrives from inside

However, studies from acclaimed psychologist Paul Ekman,Cheap Dez Bryant Jersey, you don't just read body language or facial expressions to see if your adversary is lying to you. You need to first establish a baseline. Still, there are no guarantees that even when someone changes their behaviours or postures when asked stressful questions, that person is lying. We can only say we suspect that person withholding something or displaying signs of discomfort. We can't say for sure that person is lying. You may need to ask more questions at different times to different people in your adversary's organisation to build a more complete picture. The "baseline" is a set of stress-free questions that you know your adversary will be saying the truth. Things like "isn't it hot today?", or other mundane issues. If your adversary looks at their toes while giving you some very direct answers,Cheap Donnie Avery Jersey, or he covers his mouth even when asked about the most obvious question, perhaps he's not lying when he displays such actions during your negotiations. Buyer: That should be OK for us. By c.j. Ng The key to spotting if someone is lying or hiding something is when your adversary's facial expressions, voice tonality, words or body language displayed a sudden change, especially when a stressful topic is being raised. Below is an example: Assuming if the Buyer in this scenario had been maintaining eye contact, and when asked if he could make a minimum commitment, he suddenly avoided eye contact, that's a sign of hiding something. Seller: well if you can guarantee a certain minimum quantity per year, I'm sure we can do something about price. Is a minimum of 4 shipments a year something you can commit to? Seller: So can the first shipment start from early next month? Seller: so you are saying that your budget is tight, and you need us to give you a discount. Is that right? There is usually one of a few ways. One is to seek to communicate or negotiate with other people in your adversary's team. If the adversary's stance is that they are not really serious about giving any kinds of commitments, then perhaps your next best step is to walk away. What is more important is the question of, what is your adversary IS really lying and hiding things from you? What will be your next steps in this negotiation? So you are negotiating with your customer (or adversary) for an important deal. Somehow, you feel that your adversary may be hiding something from you, or worse, giving you false information. Buyer: Err....that,Cheap Lyle Alzado Jersey, that should be achievable. Buyer: Yes,Cheap Earl Thomas Jersey! In the above conversation, the buyer started out very confident when asked if he wants to have a discount. However,Cheap Stanford Routt Jersey, when asked further if he could commit to a minimum quantity, he became less confident by saying "should be". When pushed on a start date, he became even more unsure of himself. In many books about body language, there are various ways to tell if the person in front of you is lying such as shaking their heads while saying "yes", or not maintaining eye contact. And when asked to make the commitment within a deadline, in addition to sounding unsure,Cheap Calvin Johnson Jersey, his lips curled and there was some signs that he was being uncomfortable, it's a clear sign that he's saying something that he has no clue.

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Luckily we are in the age of some really great technology. The days of cold calling and the need for sales letters may be passing the way of the dinosaur. If you have a buyer who walks into your store and says he wants such and such a product,Cheap Rams Jerseys, model number so and so, isn't he or she sold already? And isn't that customer already qualified to purchase that product? I mean if they know exactly what they want they very likely also know the price range and the capabilities of the product. Every business is looking for leads. The sales process is what keeps the business going. But generating leads can be a very costly undertaking. Do you advertise in the newspaper,Cheap Roger Staubach Jersey, radio, television,Cheap Chris Long Jersey, internet, door to door flyers? It really is a vast,Cheap Laveranues Coles Jersey, an expensive undertaking. A seemingly insurmountable problem. What if you could have your customer come directly to you? What if you had the ability to contact hundreds, even thousands of people who wanted exactly what you have for sale with the push of a button? Would this make your job a little easier and the marketing costs very little? I see this as a targeted and qualified sales lead in any business. Also,Cheap Ronde Barber Jersey, you can target your business to what the buying public actually wants,Patriots Jerseys, not what you have for sale. I know I have been completely turned off by sales people trying to sell me what I didn't want just because that is what they had for sale. The problem is compounded when you consider that not every lead will be a qualified lead. Even a trained sales staff can list a myriad of problems with cold calling, appointment setting, and with the internet the risk of spamming. For more information of this lead generating software visit

The best that we can do is learn as much effective knowledge as possible, and apply it in real-world situations. If mistakes are made, you simply fix them and do better the next time. Everything, from getting a sale to providing the best customer service, is and always will be a learning process. When we fix our mistakes, we grow and become better and better at the task at hand. Trying to be a perfectionist can cause our thinking to go haywire when things don't go as expected, which can bring down our overall confidence in our abilities. Get a feel for their conversation. How do they speak? What words do they use most? What is their knowledge for the product or service? This can help you tremendously in speaking their language, the language that they will respond best to. Get over the fear of rejection - This is a very big problem in business and sales. In fact, I'd say this is one of the biggest issues when it comes to building confidence. For example, it's been shown via surveys that people are more afraid of public speaking than dying. That's to an extreme and it all comes down to the fear of being rejected. Whether it comes to contacting that potential customer, presenting your ideal offer, or getting the sale,Cheap Marcus Allen Jersey, we all have that fear of rejection lurking in the back of our minds. Go out there and start doing, no matter what the obstacles, no matter what the fears, and no matter what others tell you. The most successful sales people make big things happen by acting on what effective knowledge they have learned. They also understand that the more they go out there and approach and communicate with people, the more confident they will become not just in their products and/or services, but in themselves. Here are some quick ways you can build confidence now: There are several things you can do to bring rejection down to a minimum. One of those is be consistently changing and improving your approach. Learn details that are essential to your conversation with the customer, and formulate how you can best present your offer. It can take some time to do this but you'll see how huge of a difference this process makes to your overall bottom line. With many different ways of effectively getting the sale, one comes to mind that is very important and essential to your entire sales process: Having superb and unshaken confidence when it comes to presenting your one-of-a-kind offer. Perfection is not necessary, in fact, it's impossible - Many of us can be a perfectionist from time to time. We want all the details, down to the most minor of preferences, to be perfect. Sadly, we end up very disappointed at the end result. We beat ourselves up and get angry that what we set out to do,Cheap Patrick Chung Jersey, didn't going as expected. Maintain a positive attitude - Whether you have this or that thing going on in your life,Cheap Wilbert Montgomery Jersey, you must realize that negativity will get you nowhere. Being negative leads to many different problems down the road, one of them being improper thoughts which translate to poor confidence. We never said getting sales was easy, there's always some sort of struggle along the way. It's how you deal with it that makes the difference. It never will... Another thing is to speak your customer's language. What I mean by that is don't use confusing,Cheap Le'Ron McClain Jersey, uninteresting jargon that will damage the conversation. It's like trying to teach someone who's never touched or even seen a computer, to learn how to make computer programs. That makes both parties' time used up very ineffectively. That alone can close the deal. Being uncomfortable can take some time to get over. One of the best ways to get more comfortable and in turn, build confidence is to be educated. This all comes back to knowing your product or service and being passionate about it. Also understanding your customer's wants and needs while getting a sense of who they really are, helps significantly. All in all, everything we talked about is easier said than done. Now that you're armed with ways to build unstoppable confidence, there's one last thing to the equation... Guess what? Virtually all of them are rejected. People receive them, take one good look sometimes not even opening the letter, and throw them away. In mail promotions,Cheap Joe Thomas Jersey, a few percent conversion and action taken is considered a successful promotion. Of course this isn't the same as direct,Cheap Dwayne Bowe Jersey, face-to-face communication or sometimes online marketing but you get the overall idea. As I sometimes hate to say it, it really does take so many no's to get a yes. Lastly, don't come off as being uncomfortable or unintelligible in the product or service. This can and usually is a very big turnoff and might lead to losing multiple sales. Educate yourself on what it is you provide, what it is you're trying to sell, what are some of the features but also benefits, and be passionate about the product or service. People notice when you know what you're talking about and are very passionate about what you're selling. Passion tends to stir curiosity and gets your customer excited to do business with you. Confidence is a very elusive part of sales and even everyday life. Most people don't have enough of it, let anyone any of it, and those who do are able to get exactly what they want out of every situation, and end up becoming very successful. What you must do is focus on your desired outcome. What is it you want? What do you need to do? How will you get there? Focus on the desired outcome or result while taking the next step, after the next, and after the next. One of the keys to shifting from a negative attitude to a positive attitude is what you focus on. Whenever you focus on the good and the positive result, you end up achieving what you set out to accomplish. Understand this: Rejection isn't as bad as you think it is. Sure, it really is aggravating and frustrating when you put in all this time and get a denied response but it's not the end of the world. A great example of this is in the direct marketing industry. Promotions are mailed out, sometimes put together by the absolute best in the world. First, let's understand that confidence isn't something you just learn, it's something that you must do. You've got to show it in your body language, how you speak, and how you act and interact with others. People will notice if you're weak which is the last thing you want others to perceive you as. Weakness in what you present no matter how well the product or service, is an almost guaranteed deal killer. If you want to generate more sales, generate more profit, or gain customers who will come back again and again, you must build confidence and that's exactly what this article is about: Building unstoppable confidence.

Core Competencies Sample Differentiator Questions: 2. Past performance Successful firms use their Capability Statement for a number of purposes: However, competition has heightened as more companies try to break into, be competitive in, and stay successful in this market. Five years ago,Cheap Devin McCourty Jersey, no one knew what a Capability Statement was, and now, it is a critical tool to help you be as successful as possible, no matter what size company you represent. If your firm has won any awards, received accolades or has notable accomplishments relating to that agency, list them only if you have space. A Capability Statement should be very brief (only 1 or 2 pages), to the point and specifically related to the individual agency's needs. Ideally, it is a living document that will change depending on the targeted agency. Why is this? Because savvy contractors know that each agency has it's own mission and focus, and they speak directly to those in their capability statement. Show contact information, including web site and a specific person's name, email and phone number, on each side (page) of the document. It is best to call the document a Capability Statement. This should be stated at the top of the document. This is a term known throughout government contracting decision-makers, and indicates that you have knowledge of the contracting process. A Capability Statement should also show a firm's logo and other branding elements,Cheap Garrett Hartley Jersey, for recognition, and be free of long paragraphs,Cheap Marion Barber Jersey, instead, using short sentences and bulleted lists for quick visual scanning. The five key areas included in a successful are: 3. Differentiators How is your company best suited for the needs of this agency? What is it about your services that make you stand out from the rest? What is it about your people that give you the advantage over your competitors? Why are your products better solutions than the others that are available? Capability Statement Format Create a new document for each agency, prime or teaming opportunity. This way each Capability Statement has all the information it needs for that opportunity, and only the needed information. A Capability Statement is preferably only one page, one side. Go to two sides only if absolutely necessary. If these benefits cannot be clearly communicated, it is impossible for a decision-maker to make a clear recommendation for your company over one of your competitors. Many companies fail to take this critical step. And they wonder why they are missing out on contracts. Government contracting has developed into a very competitive marketplace, thanks to its potential for being very profitable. Companies of all sizes,Cheap Wes Welker Jersey, from small, micro-firms with one employee to large, mega-firms with thousands of employees have been successful in selling products and services to government agencies at the federal, state, city, county and municipal levels. 5. Contact information o Required in many government registration processes o Proof of past performance Company Data Differentiators It is important that the document be visually interesting and have similar graphic elements to your company's brand and logo. It must also be a searchable document that can easily be sent as a PDF file. List Specific Pertinent Codes Doing business with the government is highly competitive. Contractors have the burden of dealing with this competitive market and rising above the other contractors. Many companies who are trying to increase sales to the government market do not have a clear value statement detailing what makes them different from their competitors. A succinct, clear statement that relates to the specific needs of the agency is what will help the procurement and purchasing people, the program managers and end users understand why they should pick your firm over other competitors. o It will set your apart from your competitors 4. Corporate data Another complicating factor is that fewer people are employed by the government to handle outreach and acquisitions. This means that contractors must know how to distill the information that is most important to a particular decision-maker, state it in a clear, concise manner, and reinforce its importance to the prospect,Cheap Ronnie Lott Jersey, even more so than in the past. When composing a Capability Statement, use the following section labels: Core Competencies, Past Performance, and Differentiators. These are the key elements that government buyers are looking for so that they can make a speedy decision. Include one or two short sentences with a company description detailing pertinent history. Include: the size of your firm, your revenue, the number of employees you have, and the typical geographic area you serve. o Proof of qualification o A door-opener to new agencies Tip: Ideally, include specific contact information for immediate references. Include name, title, email and phone. Use this information when meeting with decision-makers. Leave this information off the Capability Statement when you are sending the PDF as an initial outreach effort or leaving as a handout at conferences. 1. Core competencies These are short introduction statements relating the company's core competencies to the agency's specific needs followed by key-word heavy bullet points. This is NOT everything a firm is able to do, but the core expertise of a firm, specifically related to the agency this Capability Statement is written for, its mission and identified opportunities. Past Performance DUNS Socio-economic certifications: 8(a), HUB Zone, SDVOB, etc. NAICS (all) Do not include code descriptions, just use the numbers CAGE Code Accept Credit and Purchase Cards GSA Schedule Contract Number(s) Other federal contract vehicles BPAs and other federal contract numbers State Contract Numbers Name (a specific person) Address Phone (main and cell) Email (a personal email, not info@) Tip: Readers will visit your web site for additional information. Make sure your web site is constantly updated and government-focused. Use this information to help you create a Powerful Capability Statement and open doors to contracting opportunities in the federal government. This document is the key to building relationship with important decision-makers in government contracting, providing them with a concise description of the goods and services your business can provide, and a consistent reminder of your firm. When properly written, a Capability Statement is the tool that sets your company head and shoulders above your competition. Capability Statement Contents Tips: What is the Purpose of a Capability Statement? Therefore, we recommend that Capability Statements are created in Word or Publisher using a template that reflects a firm's brand with its own logo, colors and graphic identity. It is important to fit all critical information on one side of one page. The second side, if absolutely necessary, may contain additional supporting data important to the targeted agency such as case studies of past successful projects. Save and distribute as a PDF, not a Word, PowerPoint or other format. Save the document with your company's name in the file name. Many federal agencies block Word and Publisher documents because they may harbor viruses, however, a PDF file is much safer, usually smaller and stays visually consistent when mailed. Begin by listing past customers for whom your business has done similar work. Prioritize starting with related agency, to all federal to other government,Cheap Joe Theismann Jersey, to commercial contracts. If the past projects do not relate to the targeted agency's needs, do not list it.

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"an independent individual who does not go along with a group or party" are some of the more appropriate terms I'm referring to. Maverick can be defined as Really we should define a couple of things before I continue. First, let's take a look at the synonyms of 'normal'. (Don't give up on me now, just stay with me.) They include these words: just to name a few. Now, let's take a peak at just one definition of 'normal': In some areas it is not a bad thing to be normal but actually, if you really want to excel in life and live life to it's fullest potential, you want to be more of a 'maverick', in my opinion. In sales and in life we really need to be able to relate to other people and build common ground. You have to sell yourself first. It is good to be 'normal' in relating to others and in communication with others. You want to build upon similarities and like interests to have good rapport with your client or customer. There is nothing wrong with that kind of 'normal',Cheap DeAngelo Hall Jersey, as a matter of fact, I recommend it. So there are times when 'normal' is a good thing. So why be normal, I ask you? My wife had a bright poster in her room, when I met her, that asked that very question. It is a valid question that we should ask ourselves if we ever want to really enjoy our lives to their fullest. Why be normal? "conforming to a type, standard, or regular pattern". After almost 20 years in sales, dealing with all different personality types. After developing people skills and relationships with so many across financial,Cheap Willis McGahee Jersey, racial, political and religious backgrounds. It seems to me that there might be something to what I'll call a Maverick philosophy. It's really more of an observation than anything else but it works when applied properly. The Dallas Mavericks won their first NBA Championship in their history,Cheap Eli Manning Jersey, in 6 games, closing out the Series on the road. They were too old, too banged up,Cheap Shaun Alexander Jersey, and just too Dirky. At least that's what a lot of people thought going into the end of the season. Yet, the Maverick's celebrated the franchises first Championship against a Miami Heat team that was younger, quicker, and full of confidence. So how did they do it? This could be easily misunderstood, that you can't be a team player, that you don't work well with others or something else bad. There is a certain amount of risk involved but the rewards far out-weigh the risks if we use the same kind of team work the Dallas Mavericks did in their individual quest for team victories. My definition does not require us to destroy everyone else to make ourselves look better but really the opposite is true. If we work hard at being our best individually and encourage others to do the same thing, by working within their strengths and abilities, then we all win. "average, common, commonplace, ordinary, standard and usual" However,Cheap Emmitt Smith Jersey, when you are setting goals, working toward your desires and dreams, then you want to be more of a 'maverick'. When you are actively working to achieve those goals and committed to doing the things it takes to be successful it is critical that you put your blinders on and stay focused on doing what it takes. You will need to have an uncommon tenacity. You'll want to use unorthodox methods at times and even be a little bit of a rebel. It's important to stand out in a crowd but in a good way. If you look like everybody else, then you aren't an individual, you are just more of the same. "irregular, unorthodox, rebel,Cheap Charles Mann Jersey, nonconformist, individualist, free spirit" But my definition actually is a little more refined than that. Let me explain further by giving some similar descriptions as we did with 'normal'. Synonyms for 'maverick' include: Ask yourself, does this describe me? Do you want your life to be described like that? Now do you understand what I mean by the question, why be normal? You may be asking yourself, "Aren't I supposed to be normal?"

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We hear it in the news everyday that the current economic downturn is likely to be a long and turbulent storm. Your selling efforts may be experiencing declining closes and in order to hold on to existing customers you may be giving concessions that are shrinking your margins. So,Cheap Barry Sanders Jersey, how do you sell in this economy? In a down economy,Cheap Zach Thomas Jersey, everyone needs to get out and sell, and this includes your entire team from IT to your Chief Financial Officer. If you are sole proprietor,Byron Leftwich buccaneers Jersey, consider enlisting the help of your family and friends. Create and guide these non traditional sales teams in how they can support you and the company's sales efforts. In the short term this approach creates a sense of "we are all in this together" and offers a great tool for improved communication among team members. In the long term this approach establishes a foundation for a high performing team that will pay dividends far beyond improved sales numbers. Prioritization of your efforts and those of your non traditional sales team is also critical in these economic times. The following are approaches that will assist you in navigating these turbulent times in the sales arena: Strengthen Existing Relationships - Perhaps your competitors are attempting to sway your customers by discounting aggressively. Now more than ever, staying close to your customers and leveraging your non traditional sales team to expand and strengthen relationships is critical. Talk to your customers; ask them what you could be doing to become a better partner. Put your non traditional sales team on a mission of asking how your company could be a better partner when they make contact with the customer. You may discover new ways of how to keep their business. Contact Lost Opportunities - It's human nature to work with people you know and to shy away from cold calling. Time to re-engage with prospects and customers that got away. In this economy your competitors might be going out of business,Cheap Chris Wells Jersey, laying off staff or any number of actions that are alienating to their customers. Capitalize on this situation; ask prospects to give you another chance at their business. There's no harm in asking. Seek Out New Business - This economy is an equal opportunity offender and your competition might be reacting to this market in ways that aren't in their customers' best interest i.e; reducing customer service or discontinuing products/services. Business that was previously locked up with the competition could now be up for grabs. Take advantage of the opportunities presented by this economy. Remember,Chad Pennington dolphin Jersey, markets are cyclical and things will improve. While you may want to hunker down and ride the storm out by cost cutting, this is not the time to do that. In fact,Cheap Brian Westbrook Jersey, now is the time to start preparing to capitalize on the upcoming improved selling environment. The actions you take now will help you improve your selling today and will reap rewards as the economy improves.

The Today's Money mindset will cause great stress and many inefficiencies. Even when you are make the sales you need you will be losing significant profitability.,Cheap Jarret Johnson Jersey "We need to do something aggressive to get more people in here to buy." IV. Do It. I don't mean to over-simplify, however,Cheap Keiland Williams Jersey, the greatest plans are meaningless unless they are put into action. Execute and within a year you will see a significant difference in your profitability and your quality of life. That's BULL,Bo Jackson raiders Jersey! The problem is not the industry,Cheap Archie Manning Jersey, the market or the economy. The problem is your way of thinking. Either you don't know how to do it different, or you just don't like to change. How to Transition "We need to close more deals in the next couple of weeks." The "Today's Money" mindset is one of the biggest killers of Entrepreneurs today. It is killing their marketing & sales, their profitability and their overall success. "What is happening with those accounts that you were going to close last month? Have you ever had to use phrases like this? Most business owners have had this conversation on a regular basis. Because it happens consistently you accept it as the norm. "It's the way this business works." you say. II. Develop a Marketing/Sales Strategy...that is Tomorrow's Money slanted. Your Goal: Develop relationships with prospects earlier in their buying cycle or pre-buying cycle. The earlier you have a relationship the more competitors you will beat out,Cheap Len Dawson Jersey, and: You have a longer time to build a committed relationship. You have a greater likelihood of finding these prospects because you have expanded your window of opportunity. You have increased the ability of your referral partners to recognize business for you. You can predict your sales 4 to 6 months out. By focusing on Today's Money you are worried about Today's Money. You have created the situation. It's the Pygmalion Effect. Once you have a belief in what an end result will be to a particular situation, you then create the environment (subconsciously) so the expectations will come to fruition. Tomorrow's Money is about working on new business at least 4 to 6 months out. For some businesses longer. When your business is working on marketing and sales in a Tomorrow's Money mindset you can work much smarter. You can develop strategies which allow for greater creativity, adaptation and overcoming of obstacles, market adjustments,throwback Mark Gastineau Jersey, economic projections, etc. I. Change Your Mindset You have to believe that this can be done. Doesn't matter what the reality of your world has been up to now. The experiences of the past are NOT the predictors of the future. This transition is not easy or fast, but well worth it in terms of profitability and lifestyle stress. Today's Money ( the money you must bring in now) can be defined for different businesses in different ways. For most it is the next 30 to 90 days.

One thing to always remember is that when things are going bad,Cheap Ronnie Brown Jersey, we often try to change a bunch of things in order to turn things around. Usually this just gets us doing even worse. It always takes a while to learn new techniques and when we are down on confidence, it isn't the time to test new things. As we see by the pendulum it is better to just work hard use your trial proven methods until the tide turns. This method has really helped me out of slumps and helped me keep my focus when I was doing (to!) well. Today I want to show you a tool I use for myself and my salesmen, both when things are going well and when they are not. The negative side of the pendulum is where your confidence is down and you don't trust yourself or your techniques. The faster you can get your arguments working and get into some good discussions with customers,Cheap Isaac Sopoaga Jersey, the faster you will get out of it. The difference between good and bad salesmen is how long time they spend at the different poles. A good salesman can spend a whole month on the positive side and only half an hour on the bad. A poor salesman on the other hand,Cheap Randy Moss Jersey, might spend days on the poor side and just minutes on the positive side. But as with any good tool, their are ways to use this to your advantage. It helps you understand that there are two sides to everything. Sometimes you are on top of the world and all is going great,Cheap Malcolm Jenkins Jersey, and than all of a sudden it turns and you cannot get anything right. If you look at the pendulum again. The positive side of the pendulum is when you are focused and have found "the flow". The longer you stay there and can keep that focus, the longer you are on the positive side. In the pendulum, time is a relative thing. What is more important is you! And how hard you work. This isn't your fault. It is the natural order of things. The Pendulum isn't effected by time The Sales Pendulum. Good luck to you and I hope it helps you as well. When you are on the tough side of the pendulum it is the number of sales calls you make that is time. The more calls you make the faster you will find some positive customers,Cheap Chase Daniel Jersey, get your confidence back and start making sales. On the positive side, it is all about your attitude. Basically it is your activity level inverted. The harder you work,Cheap Denver Broncos Jerseys, the slower time goes.

f. Prioritize your schedule/calendar - what is urgent, what can wait? Have lists of daily,Jacksonville Jaguars Jerseys, weekly, monthly to-do tasks,Cheap Rickey Jackson Jersey, and organize those in order of priority. Review often, things can change quickly in the sales industry, and you may need to reorganize priorities based on new info. Being able to take care of the most important things throughout your day is one of the most valuable skills you can possess if you're in sales. Make sure to keep first things first, and do the things that make you money. The most important things will demand your time, and they must be done. But above all, the things that make you money are the things you must do in order to remain in business. They should be done around 80% of the time! If you follow these suggestions, you will have no difficulty surviving,Cheap Antonio Gates Jersey, and even thriving, during the current lean times. Just one more tip: stay optimistic,Cheap C.J. Spiller Jersey, stay positive, and enjoy yourself. You are in control of the most important factor in professional sales - your own selling abilities and talents! e. Strategize - Periodically review your business plan. Is it still relevant,Cheap Randy Moss Jersey, or does it need revamping? Review your marketing strategy - is it effective? Are there areas you can improve, mediums you can use that you aren't now? Try not to put all your income-generating eggs in one basket. Are there other products, perhaps, that you could add to your repertoire? c. Ask clients directly what products or services they would like access to that aren't currently available and see if you can find a way to provide them g. Prioritize your clients - make use of customer profiling so that you know the traits of the leads that are most likely to be productive. Make sure you spend proportionally more time and attention on bigger, more lucrative clients - but don't ignore the smaller clients. Periodically re-analyze your current client base. Building or maintaining a thriving sales career during the current economic downturn requires extra effort, and extra attention to management details. b. Keep and regularly update your client database - get in touch periodically. a. Referrals and repeat business - don't be shy about asking for referrals. People love to give advice, and recommend good products and services to their colleagues. It's just good business sense,Cheap Willis McGahee Jersey, because it helps foster a reciprocal relationship of goodwill with colleagues. d. Always make sure that your clients are happy - happy clients are repeat clients.

While there are many life event elements that can be predictive of a consumer's future behavior, I'll focus on just a single and common life event that drives a monumental amount of consumer purchasing each year --the arrival of a newborn. Consumers who have their first child spend on average between $6,000 and $12,000 in preparing for the arrival of their bundle of joy. This single life event drives a significant change in how those lucky families decide to spend their money. To set your marketing results apart from those of your competitors - who are just like pigeons waiting by a park bench for the next bread crumb to be tossed - you need to look more deeply into your prospect's purchasing potential. You need the ability to predict future purchases. Understanding the behavioral reasons behind the purchasing history of that consumer's household can allow a marketer to be three steps ahead of RFM. By working with a database marketing company that tracks consumer household purchasing behavior, your marketing team gets a clearer picture of the purchasing power of an entire household. This level of targeting can significantly increase your results without increasing your costs. While eMail marketing has lost its "golden" luster to mobile and online marketing methods, it is still a very powerful and effective tool. With the CANN SPAM act of 2003, eMail marketing received national recognition. Unfortunately for direct marketers, it wasn't the kind of recognition that helped further its effectiveness. The secret to success with eMail marketing is no different than any other direct marketing medium. There are two parts to the equation. First, you need eMail addresses that are opted-in (meaning the consumer gave permission and you are compliant with CANN SPAM). The second key is relevancy. If what you have to say is relevant to the person that you are saying it to, they will appreciate and potentially respond to your message. The question becomes, how can you be relevant in a medium that requires large numbers of responses to be effective for your bottom line? For the last decade, companies that utilize direct mail marketing as a component of their new business strategy have been running their marketing program on a "single-cylinder engine." The engine works, but will never generate the horsepower needed to give the company the performance that senior executives demand. The good news is that it's never too late to revamp your pipeline efforts and turn the ship around. Surprising sales results can happen in a short period of time, if you focus on the right way to build, maintain and move your pipeline along. In this analogy, the single-cylinder engine represents the limited ability for marketers to select prospects for their direct mail campaign. Most marketers are focused on who to target for their campaign and that's where their thinking ends. Truly effective direct marketing campaigns have more than one cylinder. Savvy marketers expand their thinking to include tailored messaging, timing of the offer, and the media preference of their prospects. By taking these three additional factors into consideration, marketers can effectively up their marketing engine power - and their response percentage by as much as 3%. Finding good qualified prospects will fill the funnel and result in closing more deals for larger dollar amounts. If you implement smart marketing methods that can help your sales team predict which "trees to shake," and what "rocks to turn over," you'll see your profit grow faster than weeds in your garden. RFM also recognizes the "right place at the right time" edict. It's not a coincidence that you receive offers to purchase more products in the box that just arrived with what you bought. It's also not by accident that your mailbox begins to fill with catalogs and postcards of items similar to ones that you've recently purchased from a competing company. That's RFM at work. Building a robust new business pipeline in any economic condition is the result of hard work. No sales pipeline was ever filled without a salesperson taking action and reaching out to prospective customers. The good news is that 30% of the warm calls that a sales professional makes reaches prospects that are ready to buy. When comparing a 1 in 10 chance of selling to a 1 in 3 chance,Cheap Josh Freeman Jersey, it's no surprise that sales people prefer making warm calls. If cold calling is defined as calling someone who doesn't know you and isn't expecting your call, and warm calling is calling someone who has somewhat of an interest in your products and services, then relevant cold calling is a combination of the two. While not as desirable to sales people as a warm call, a relevant cold call is a more effective and efficient way for sales people to spend their time prospecting than making cold calls. Making relevant cold calls can result in a 15% to 18% conversion rate vs. the 10% conversion rates for cold calls. A typical RFM marketing tactic, for example, is for the marketer to use a list of consumers who have recently purchased. This marketer is playing "catch up," once again. That consumer has already made purchases from your competitor and the marketer is just trying to get a leftover breadcrumb. In this article, I'll highlight five things that you can do, today, that will have an immediate impact on your less-than-fulgent pipeline. Each one of the concepts that are outlined in this article all hinge on a few factors: understanding who the right prospect targets are, how to reach them, what media to use, and what to say when you do connect with them. The question that you should be asking yourself is: "Are my sales people spending their valuable prospecting time reaching the right prospects and building the path to a deal?" If the answer is anything other than YES, you have a pipeline problem. The problem with a pipeline problem is that by the time you realize that you have an issue, your new business efforts are significantly behind the proverbial eight ball. Conclusion Like all time-tested marketing methods, most of the marketers today who have implemented RFM as a way of thinking in their marketing process, have only implemented the very basics of RFM. The extent of how they apply the concept is to bombard the consumer with similar offers, trusting that they will get "their fair share" of that consumer's purchasing frenzy. They're focused on the mathematical aspect of RFM in the hopes that they'll get a fraction of "what can be had" at the time. Database marketing companies that specialize in consumer marketing can use a wide array of elements to help predict how relevant an offer can be. Marketing to existing customers and marketing to prospects require two separate approaches. Most experienced database marketing professionals can guide you through the ins and outs of how to be effective. The most effective way for your company to "use all cylinders" in its next marketing campaign is to work closely with a quality database marketing company that can help you to select prospects based on more than just where they live and how much they earn. Predictive Behavioral and Transactional Targeting While there are only so many "right locations", thereby limiting how many companies can be situated in the best physical place, the "right timing" can be controlled by any marketer who has access to quality information on a prospect's life events. Good Luck and Good Selling If you've taken any marketing courses, the term RFM or "Recency, Frequency, Monetary" has been drilled into your consciousness. The RFM concept stands the test of time. Conventional marketing wisdom dictates that how recently and regularly a consumer spends and how much they spend is a good measurement to predict future spending. Usually, the best performers in any sales organization are given what the 1992 classic independent film Glengarry Glen Ross coined as "The Good Leads". If you asked ten sales people what the definition of a good lead was, you would probably get ten different answers -- but each answer would be along a similar theme. A good lead or warm call, is a prospect that is ready to buy. Usually warm calls are prospects that called you or responded in some way to the marketing efforts of your company. The Relevant Cold Call The key to making relevant cold calls resides in two factors. The first component is identifying the best contacts with whom to connect, and the second is identifying the most germane discussion topic for your first call. The easiest way to accomplish both components is to work with a prospecting database that is built using consumer behavioral characteristics. Such a database contains self-reported information and compiled aspects that let your salespeople target the consumers that are most likely to be receptive to your offerings. By using information about a prospect's prior purchasing patterns and response methods, your salespeople -working with your marketing team and the information provider -can craft the right message to illicit the best response. If direct mail is part of your company's marketing program, then you are more than likely familiar with expression "test, test and then retest." Conventional direct mail marketing wisdom requires marketers to use a combination of test segments and control groups to tweak and fix each mail drop where the end goal is, in many cases, to increase the response rate by a paltry.3% or less. Pipeline management is one of the most important factors in the growth of every B2C business. While I don't want to minimize the importance of keeping and growing a customer base, new business development is clearly on the mind of every C-Level executive. Like many of the other concepts that I've outlined in this paper, eMail has more than one dimension. eMail isn't just about marketing a product or a service,Cheap Darren McFadden Jersey, it also serves to promote or detract from your brand. How do you feel about a company that bombards you with eMail messages every day? Don't get caught in the trap of more is better. If you do,Cheap Antrel Rolle Jersey, you'll be playing that numbers game again and you won't get the best results. Spectacular results come from the concept of personal eMail retailing that requires careful consideration of consumer behaviors and potentials. Any sales professional who has sold for at least one week knows about cold calling. Even the most proficient sales professionals have to face the harsh fact that sales physics dictates that 90% of the prospects that they cold call are not ready to buy. In retail circles, there is recognizable phrase that is commonly used and -- if you haven't heard it before -- you may be living under a rock. "Location, Location, Location." While this phrase has been uttered by many successful and struggling retailers, it doesn't tell the complete story. While location is paramount, it isn't truly the reason for the success or failure of a business. The true underlying element of what is really important in successfully marketing your business is timing. So while, location is critical, the more important age old phrase "Location, Location,Cheap Bob Sanders Jersey, Location" takes a second seat to another historical favorite; "Being in the right place at the right time." Personal Email Retailing Marketers that provide products and services that relate the dozens of life events that all consumers experience can profit by being in the right place at the right time. Working with a database marketing company that specializes in tracking consumer life events such as marriage, birth of a child, the purchase of a new home and retirement can be a critical component to your marketing programs. eMail has fallen into the same hum drum trap that direct mail did years ago. Somewhere along the line, marketers forgot about relevancy and traded it in for mathematics. Spray enough cheap eMail out in the market and even 1% makes it worth the effort, right? Well, no. This practice actually dilutes the effectiveness of the medium for everyone. Where these pigeon marketers fall short, is in not thinking through how powerful predictive transactional elements can be in gaining a greater share of that consumer's wallet. For example, why is that consumer making purchases? What is happening in that household that is driving their purchasing behavior? You've no doubt heard the term "left money on the table." Well, if you are thinking only about what piece of the "available" pie (or breadcrumbs) you can get with traditional RFM marketing, you are leaving a lot of money on the table. If finding warm leads were easy,Cheap Bob Griese Jersey, selling would be called order taking. Unless your company has a prodigious advertising budget,Cheap Tom Jackson Jersey, the reality of selling in today's environment dictates that effective and relevant cold calling be part of your sales efforts. The core concept to remember is that eMail is simply a medium, not unlike direct mail, mobile marketing and other push marketing channels. When you are going to push a message to a potential customer (or to an existing one), you are in effect taking a few moments of their time. If your message doesn't get caught in their SPAM filter, it's likely that they'll read it. Will they be glad they did? Objective Direct Mail Marketing Life Event Driven Decision Making

Do you know why your clients really hire you? I'll bet you don't. I'll also bet the fact you don't really know what your clients are buying is costing you in terms of your ability to get more clients.,Cheap Kerry Collins Jersey However,Cheap Mark Sanchez Jersey, you are working with your clients there is an underlying emotional trigger you are helping those clients fulfill. If you don't understand what that is you need to do some talking with your clients. Then you need to use that knowledge to adapt your communications and tap into that. they think you are more affordable than your competitors you offer better service your services provide the best value you have great reputation I know you are proud of these things and they represent your standard for performance. They are certainly commendable. However,Cheap Lardarius Webb Jersey, let's take a look at why these reasons are flawed. If you are like most service providers you think your clients choose to work with you because... The same logic follows for each of the other reasons listed. Until a potential buyer already wants what you have none of those reasons are valid. The real reason a potential client whips out their credit card and asks you to bang their card is you have shown them how working with you will improve their self-image in some way. A potential client will never think about whether your services are affordable until they already want it. So when you approach a potential client from the perspective that your services are affordable you are actually trying to make a judgment for them they aren't likely to agree with. Even free costs too much if the offer is for something you don't want. There's something wrong with these responses that isn't immediately discernible yet once I point it out you will wonder why you didn't see it before. While those are great reasons and your existing clients may even give you those reasons if you ask them about why they chose you,Cheap Touraj Houshmandzadeh Jersey, they aren't the real reason. You see those reasons are all reasons we use to explain our decision after we have decided to buy. Think about what motivates you to take a not so easy action. You are motivated to act by that internal emotional trigger you simply can't resist feeding. Some people are simply driven to help others. They absolutely can't help themselves and will stop at nothing to find a way to do it even it means working for free and greatly inconveniencing themselves.