The good news is,Cheap Tim Hightower Jersey, if you stick with it, the plan outlined in this book, following everything as outlined, continue to learn and train yourself and believe in yourself, your company, your products or services, you will begin to see growth in spite of a selfish syndrome you may have cornered yourself into. Many people hold on to negative stereotypes of sales people and selling,NFL Sideline Black United Jerseys, often because of a bad experience they've had in the past. These stereotypes include selfish deception, fast-talking,Cheap Lance Briggs Jersey, and a little less integrity than the average human. People often cringe at the thought of being sold something, even something they really want such as a big screen TV or stereo system. Today's predominate thought in the school of sales is: "stop trying to sell the customer." Instead, learn how to 'help them buy something' by becoming a total solutions provider. Becoming a solutions provider is means helping them solve a problem even if its results don't include purchasing your product. Being a sales professional in a wholesale distribution or business-to-business arena is an admirable profession. This is because we are selling to other sales people,Cheap Mike Bell Jersey, or people who need and want our services or products within our field of expertise. However,Cheap John Riggins Jersey, not sales position in this country is considered a honorable profession. This is usually a result of high-pressure tactics, bothersome telemarketing that invades your home,Cheap Frank Gore Jersey, some multi-level marketing schemes and other questionable practices by mostly retail salespeople. The stereotypical used car salesman comes to mind when I think of these practices. Learning to 'stop selling' is a hard thing to do. Unless you are already very successful and have earned that self-esteem and confidence that rids us of fear of not making a sale and being out of money and out of work, with visions of failure looming overhead. Sounds desperate and it can be a vicious cycle to get into.

1. Validate date fields in REAL TIME - you want accurate data from your contacts, which means you will need to focus on quality over quantity. There are a number of available technologies which can assist with the accuracy of the contact data and can check it real time. The Internet has been a major game changer for businesses throughout the country, and none more serious than sales leads. There was a time when companies would just make phone calls from telephone lists or send out mass mailings, but the Internet has forced companies to become far more sophisticated in their lead generation tactics. Along those lines though, companies have to constantly refine their approach to generation high quality leads for their clients. Here are some important tips on how to generate quality leads that will results in highly motivated buyers. 2. Know the process of the consumer - You must understand how a consumer turns into a "lead" before you can refine your search parameters. You need to know what the contact is expecting to get from you in order to make the transformation. For example, for a loan modification lead, they want to know potential results,Cheap Mel Blount Jersey, potential challenges and past success stories. 7. Be up front - People hate being lied to and if they feel they are being "sold" then you might as well quit. Have your privacy policy and your "opt-in" statement very up front on the web portal so that people know what they are getting into. 4. Know what a lead is worth - Whether you are purchasing your loan modification leads from an outside source or you are generating them yourself, you must know the value of every lead. This will help you understand how much of your resources should be invested into generating these leads. If a lead is worth $5.00,Cheap Shannon Sharpe Jersey, but it costs $4.99 to generate the lead, then you may have to rethink your process and what you are charging for your product/service. 3. Test,Cheap Brodie Croyle Jersey, test, test and then test ten more times - You must make sure that the entire process is running smoothly,Cheap Y.A. Tittle Jersey, so spend time evaluating the process before you move forward too quickly. 5. Get conversion squared away - Making a consumer into a lead is a wonderful thing,Cheap Barrett Ruud Jersey, but true success comes from turning a lead into a sale. You must know how many knocks on the door of that person's mind it will take to turn a lead into a sale, otherwise your efforts will be fruitless. 6. Don't give away the milk for free - This old mother's comment (why buy the cow if you can get the milk for free) relates to what you are offering your potential leads. You must keep the bottom line in focus when you offer iPhones,Cheap Rodgers-Cromartie Jersey, jewelry and other items as incentives to potential customers.

Sam was Senior Vice President of Northeast Operations and found Larry's company from a Google search on the Internet. Sam's objective was to improve the efficiency of each direct report's department so he could reduce overall operating costs, and at the same time, grow sales revenue. The month before Sam had attended a strategy conference in New York City with the rest of the senior management team. The strategy was clear - streamline the operation and grow the business. Although each department was given a budget, Sam used his influence with the CFO to tweak his numbers to the upside. The timeline for implementation of the solution was over the next six to nine months. Sam's focus in searching for a vendor was well defined in his head. He looked at length of time in business, overall capabilities, and the names of clients that had done business with the vendor he was considering. Sam knew he had to make changes, but at this point in time as a Consultancy Buyer did not know how to proceed because he was unsure as to the source of the problems. Were the problems internal or external,Cheap Lance Moore Jersey, or a combination of both? Fortunately,Cheap Shaun Rogers Jersey, there is a good ending to this story. Larry thought about the conflict in thinking that was openly communicated by his prospect and himself and learned from the experience. He made this comment in his contact notes. Next time a prospect communicates the next step in the sales process,Cheap Randy Moss Jersey, shut up and follow their lead! Larry also recognized that he had established trust during the first meeting and should have gone to the next step; positioning himself as a collaborator or trusted adviser so he could leverage the relationship and dominate the buying process. The Opening Premise What happens when a seller and a buyer are out of alignment from a sales process perspective? I submit this notion for your consideration. There is conflict, which makes sales success very unlikely. There are only four different types of business to business buyers, so understanding who you are selling to can have a major impact on your sales success. I know what is going through your mind, why four types? Why not three, or five or six? I will answer that question with one word, clarity. My intent here is to bring the behaviors into focus so they can be acted upon in a way that creates a win/win scenario. The CONSULTANCY BUYER: Their focus is on the seller's consulting experience and willingness to make a long-term commitment to helping the buyer. They are motivated by a strategic initiative. Their sense of urgency is market driven and competitive in nature. Funding is driven by the buyer's position in the value chain and how much access they have to enterprise wide budget dollars. The pain points are moderate to severe. Often, the source of the pain may be unknown and need exploration when the seller is contracted to do the work. Larry started the conversation. "Sam,Cheap Antonio Cromartie Jersey, I appreciate your taking time from your busy schedule to meet with me. I would like to take a few minutes to review that handout so you have a thorough understanding of our capabilities." "We can do that," Sam said. "First, I would like to explain why I agreed to meet with you." Sam spent the next hour talking about the New York meeting and what he was looking to accomplish. Sam was very clear about not being able to specifically identify the problem areas in each department. But, he only talked about internal business issues, and never mentioned the external issues; the changes in the marketplace that were driving the strategic initiative. As Larry listened to Sam's narrative, he occasionally asked some relevant yes or no questions, and one or two really challenging opened ended questions that caused Sam to stop and think. Larry started to review the sales deck but realized he was out of time. The meeting lasted almost ninety minutes, and Sam had another internal meeting to attend. The SOLUTION BUYER: Their focus is on the seller's core competencies. They are motivated by a critical business issue such as a need to increase revenue and or profitability. Their sense of urgency is prioritized based on severity of the pain points. Funding is driven by a sense of urgency and the degree of political influence that can be applied for funding by the owner of the problem. The pain points are usually severe. The Explanation The COMMODITY BUYER: Their focus is on price. They are motivated by a quick fix. Their sense of urgency is immediate. Funding is restrictive in nature but readily available. The pain points are usually minimal. The Story Larry's company did IT consulting and implementation of their technology platform. Larry had been selling for the company for a little over three years. For every sales opportunity his focus was always the same, close the sale. He was motivated by discovering the buyer's current needs and was good at building a trusting relationship with his contacts. His value strategy was about the features and benefits of the technology he was selling. His political strategy was always the same. Try and get his contact to introduce him to the boss,Cheap Tyron Smith Jersey, the functional manager who actually owned the problem. And finally, there was his competitive strategy. Larry was at the top of his game in infiltrating an account and getting his foot in the door. So when the sales opportunity with RoBo Checks knocked on the door, Larry was first to run toward the goal post. As he walked to his car, Larry was brooding about how he handled the close of the meeting. He was uncomfortable with the outcome but did not know why. Larry put off the follow-up call with Sam for several days. When he finally did call,Cheap Larry Fitzgerald Jersey, he was informed by Sam that he had already contracted with another vendor. Larry and Sam met for the first time at 9:00 AM on a Tuesday morning. The sun was shining and it was a beautiful spring day in early April. Larry started the meeting like he had done many times in the past, with a handout of a PowerPoint sales presentation. Sam looked at the cover page and then turned the handout upside down on his desk. Since this was the first time Larry met with a senior executive during an initial face-to-face sales meeting, he was a little nervous. Larry's dominate thought was about getting to the next stage in the sales process; writing and delivering the proposal. Larry communicated this thought to Sam. The PRODUCT BUYER: Their focus is on purchasing a state-of-the-art product or service. They are motivated by a clearly defined need. Their sense of urgency is short-term, and if not met in a reasonable amount of time may fall behind some other business problem that was given a higher priority. Funding is approved on a project by project basis. The pain points are usually moderate. Sometimes they may even be ambiguous and need clarification by the seller. As they parted company, Sam did a quick mental comparison between Larry and the other two salespeople he already met with. Sam's dominate thought was about scheduling a second meeting with Larry, himself and his direct reports. He was also thinking about the 'Subject Matter Experts' Larry could bring to the table that could help him identify his most critical business issues. Sam communicated these thoughts to Larry.

What if you discovered how easy it is to sell books online using the right step by step system?,Cheap Jahvid Best Jersey Step 3 - Setup a site and focus in promoting your book out there. Amazon is the top website that will allow you to sell books quickly and easily and make your sales process automatic... Also make sure that you set up a simple website to promote your book. Write a powerful copy to promote your book and this will get you started making massive money easily. Step 2 - Include them on Amazon. Step 1 - Convert your digital products into physical books. Also Amazon will help you to automate the entire marketing process very easily where they will take all the payments for your books and ship them to your clients. Step 2 - Include them on Amazon. It is also important that you get started setting up a site and a marketing process of your own to promote your book... Step 1 - Convert your digital products into physical books. You can even go about creating high ticket products using and combining these books with video training packages and this will in turn boost your profits right through the roof. Physical books have high perceived value and this will make sure that you make more money out of the books that you sell online. Here are step by step details that you can apply quickly and easily... Amazon is one of the biggest online book stores from where you can get easy traffic and you can promote your books very quickly if you include them in Amazon. Step 3 - Setup a site and focus in promoting your book out there. Here are 3 simple steps to get you started... The best way to get started making massive money online selling books is to convert your digital eBooks into physical books that you can ship to your clients.

Tip #5: Educate yourself about your potential customers,Cheap Phil Simms Jersey, your industry, your community and not to mention your own products and services. Become the expert. Tip #1: "Find a Sherwood Forest large enough for you to hunt in and small enough to defend." These words came from Michael Sleppin a good friend and colleague. In today's sales speak,Cheap Tashard Choice Jersey, this is called niche marketing. No sales person can be everything to her or his clients. The more you can narrow your focus,Cheap Robert Meachem Jersey, the greater likelihood of success. Tip #2: Revisit your current clients. Take some time to check-in on your existing as well as past clients. Be interested in what is happening within their businesses. Ask how can you help without thinking about making a sale. Remember it costs 6 to 10 times more to find a new client than to keep an existing one. Tip #3: Be authentic. When people meet you whether face to face or over the phone, always be present by demonstrating positive core values. Tip #9: Increase your activities from calling to meeting people. When you know your numbers, you can focus your actions. Tip #4: Follow-up on all sales leads. Sales research suggests that 48% of all leads are not followed up. When recently speaking at the Hammond Innovation Center,Okaland Raiders Jerseys, I asked those present to raise their hands indicating how many had followed up with all of their sales leads? No one raised a hand. There are a lot of sales left on the table waiting for someone else. Tip #6: Know where the flow is going. When you are the expert regarding local to global business conditions, you will have a sense as to where the flow is going. This will allow you to grow and innovate. Look to existing customers. See how your existing products and services can be updated to meet current needs. Tip #7: Identify the top 5 potential customers based upon your research you want to have as customers. Let everyone know you want to meet these folks. As soon as you secure one of these organizations as a new customer, add another one so you will be always working 5 potential customers. With spring just passing and summer now here,Cheap Minnesota Vikings Jerseys, the cold winter months are now a distant memory for some and there is new energy. Of course,Cheap Dan Marino Jersey, possibly this could be due to the economy where small business owners, sales professionals and executives are now hunting for new sales. Here are 10 tips to help keep your momentum growing forward as you work to achieve the goal to increase sales. Tip #10: Execute your sales process flawlessly. Review your sales process and determine if the process is effective and are you executing it correctly? Finally, thank those who express interest in your services whether the interest is a personal greeting or an email. Sales is all about relationships and how well you manage those connections. The Red Jackets in the sea of gray suits understand how to leverage every contact and connection and therefore find it much easier to increase sales. Tip #8: Track your activities. You may be busy, but are you meeting the right people thus securing you the right results? In other words, know your numbers.

Add in the walking traffic on busy Fifth Avenue and the potential lunch crowd around this crowded area of Manhattan Island and it becomes a no-brainer. Eating establishments are accustomed to paying high prices for rents in major cities - especially New York - but the $300,Cheap Shannon Sharpe Jersey,200 per year must surely be a record per square foot considering the size of a traditional hot dog cart. If you do the math it starts to make perfect sense. The Met gets 4.9 million visitors per year or roughly 13,Cheap Limas Sweed Jersey,500 per day (not considering holidays and other closings). To make the $822 daily rent the cart would only need to sell only 658 hot dogs (or less considering most people probably buy a soda and chips) to cover. That means they need to sell to just 5% of the museum goers on a given day. What made this so unusual was where the food company wanted to set up and what they wanted to sell. In 1996 an unusually high bid arrived at the City Department of Parks and Recreation. A restaurant company was offering to pay nearly a million dollars for the rights to set up and sell their food on at The Metropolitan Museum of Art. M&T Pretzel Inc. offered $900,Cheap Ronnie Lott Jersey,600 to the city for the rights to set up a hot dog cart in front of the museum on Fifth Avenue for 3 years. Why would M&T Pretzel pay this much for the rights to sell a product that,Cheap Jeff Saturday Jersey, at the time, sold for $1.25? Hot Dog Carts Are Big Business Parks Department spokesman,Cheap Michael Bush Jersey, Parke Spencer (what a great name,Cheap Peyton Hillis Jersey!), said the City Department of Parks and Recreation was surprised by the high bid - but they wouldn't have been if they had done the math. Do the Math

That way, you will definitely establish a rapport with your customer and if you fix the problem, you can definitely look forward to a sale or two in the future. Don't, even by mistake, tell your customer that he or she is wrong. You will have hell to pay,Cheap Jason Pierre-Paul Jersey! A Few Pointers Don't make up some excuse or the other to pacify your customer. They'll see through it immediately and all hopes of your overcoming sales objections will be shattered. Ask your customer the reason why they feel the way they do. This is basically because,Cheap Matt Ryan Jersey, at that point, your prospect being angry and frustrated is looking to "charge" the company and the best thing for you to do would be to give them what they want! Start off by apologizing for whatever it is your customer is angry about. Talk to your customer like a representative of your company and use a lot of "we"s. Towards the end of the exchange, shift to "I". Why? Because your customer will then feel that they have made an impact on you and that you will personally look out for them and deal with their problem. Body language and the tone of voice are two things which every sales executive should work on, if they are in the face to face sales business. In fact, if you are a telemarketer, you should particularly hone your tone and voice skills. Sales objections have brought sleepless nights to the best of sales executives. In fact, being in the sales business, I have first hand knowledge about sticky customers and believe me, I totally understand what you are going through. Some customers are particularly nasty, but you can't afford to lose them, because as we all know,Cheap Jason Campbell Jersey, every sale counts. So how do you go about dealing with prospects like that? Currying favor with them and building a rapport seem to be two insurmountable hurdles. Or do they? You might be surprised at what a little bit of communication skills can do for your career. Now, suppose a prospect comes up and makes a totally false accusation against your company or organization. Your first instinct would be to refute it,Cheap Bob Sanders Jersey, albeit in a courteous manner, right? But this is where most sales persons make their mistakes. Try and use a different approach. Tackling Trouble Always remember to hear them out because that is the first step to overcoming objections. Then, gently address the issue and answer your customer's objection. Be smart. You can sometimes get a customer to find the solution to their own objections by asking the appropriate questions! Good luck with those sales objections. Another,Cheap Bernie Kosar Jersey, important part of objection handling is first fully understanding the problem. Never assume that you have correctly guessed your customer's problem if they are ambiguous. In sales talk,Steelers Superbowl Champs Jerseys, there is a term called "nominalization". This means that you must never start speaking until you have comprehended the full extent of your customer's objection. It's better to ask your customer what exactly they mean when they use a particular term.

Understanding the psychology and this buying process is like being able to sprinkle magic dust. Follow up is probably the second most critical part of being successful in business. Having seen how numerous businesses operate, I can tell you that most give up after the second contact. Yet, it's absolutely vital that you follow and keep following up. Happens to me all the time! You were just browsing, right? To hear more about the exact system I personally use to convert 35% of my leads to sales,Cheap Jairus Byrd Jersey, check out the information in the resource box below and follow the link you find in there. Many business owners will spend a lot of time and money on marketing and advertising to generate visitors and leads,Cheap Eagles Jerseys, maybe getting a few sales, but then they fail to recognise the value in the follow up. Or they may just follow up once or a few times. And this is a key stage in the buying process. It's a vital component of converting leads into sales, turning prospects into buyers. The most critical thing in any business is to generate leads. It's truly the lifeblood. But there's a second critical component that many businesses still don't persist well enough with. And that is to master the follow up with your prospects. People buy people more than anything especially if you give good services and good knowledge and value. Who are they most likely to buy from, the guy that called up with a sales pitch or the person who asked how they can most help and sent useful emails with additional tips on what you are interested in. Automate some of the rest of the follow up. This way, you spend your valuable resource (your time) on the most qualified people who are already pre-disposed to your product, service or your business or you personally. So you don't have to phone everyone 7 or more times, you can contact them in lots of different ways and present your offer several times in multiple media. Next, armed with your newfound knowledge, you start to shop around. You compare prices. Or often you just go back to the place that gave you the best service. Finally, maybe, you take a decision what and when to buy, then and only then will you pull out your credit card and make that purchase. The savvy marketer or sales person can start to develop the relationship with the potential customer. It's turns more into permission marketing, getting the prospect to call you, contact you to ask for more information, or get a questions answered. People who convert prospects into sales really well are often successful just by being really helpful. That's because instead of focusing on selling - their sole focus is meeting our needs,Cheap Franco Harris Jersey, helping us out. Much of this can be accomplished by asking questions. It means you don't have to contact someone 7 times or 40 times, you get involved at a personal level only at key points in the buyer's decision-making process. Generally, marketing studies show that people need to be exposed to an offer an average of seven times before they buy. Now this will vary from business to business, but for a typical business selling a mid price product or service, you might need around seven follow up encounters before you get the sale. Have you noticed that great sales people don't really sell? -- You will excel in business by staying in touch and following up with your prospects. -- Focus on interacting personally with buyers not browsers. -- Offer valuable information and support at each contact stage not a sales pitch. -- Balance personal contact with automation when following up with leads, such as: Of course, these days with email and the internet, it's never been easier to do this. It's only after that stage, you actively begin to research what you want. You read reviews, and probably have a bunch of questions you can't quite find answers to, even online. In summary, Even if someone is pre-disposed to your product, business or service, a contact from you at any one time could just be the wrong time or catch them in the wrong mood. People may search for something or make an enquiry, but then not follow through since for them it's probably not a priority. 1. Email 2. Call 3. Newsletter/Email 4. Info/Instructional video (post or email) 5. Direct Mail 6. Call 7. Email follow up series. Think of your own buying strategies. You first browse around in a shop or online. You may not even be looking for a particular thing, you just happen on something,Cheap Michael Huff Jersey, make an inquiry and hey presto, you get some steely salesperson jump on you or call you up and you feel harassed. By following these principles,Cheap Matt Forte Jersey, you will see the results and how to get more leads converting into sales. When you know how to increase conversion rates, you need less leads or can pay more for generating leads! If you step into the shoes of your customers you will understand that buying is more of a process, a journey,Cheap Ronde Barber Jersey, rather that an impulse decision. Not always, but mostly.

,Cheap Chester Taylor Jersey EXAMPLE E: The Architect: Design & Build contracts are one obvious root to establish good working relationships with construction professionals on a project team and can be one way architects can 'up-sell' their professional skills by working on a partnering basis. Partnered Contracts can be lucrative for all involved, including the client,Cheap Scott Bernard Jersey, but they have to be set up correctly to work efficiently. Architects who are willing to get involved at the Pre-Construction phase of a project on a 'No Pass No Fee' basis are more likely to keep busy down the line. ('No Pass' meaning not getting Planning Approval for a project). This is how it works in the construction industry: EXAMPLE D: The Sub-Contractor: if you work for a number of larger contractors, the way you source the products you use is crucial. It may be that the main contractor already has an approved list of suppliers, but often good relationships can be established with individual Buyers to enable the Subbie to recommend where to source materials at competitive prices. A whole range of complex partnerships can be made to enable commissions to be paid and everyone benefits,Dallas Cowboys Jerseys! Of course, it goes without saying that any deal agreed should be completely transparent and should ultimately benefit the client in terms of cost savings and quality products and services. One wrong move or 'under the table' deal can result in lost credibility and trust. So keep everything above board. EXAMPLE F: Whatever area of construction you are in, you will have a network of approved professionals you work with. So you will have a lot of bargaining power when soliciting goods and services for your project. Sub-contractors, agents, architects, quantity surveyors, building consultants and merchants will all be part of the mix. This can be an area of healthy growth for your business when approved list suppliers, partners and subsidiaries reciprocate with their own recommendations for your company. EXAMPLE B: The Commercial Contractor: how about offering a Repairs and Maintenance service after the initial defects period following contract completion. This can deliver great benefits for your client because you already know the premises and can operate much more efficiently with the prior knowledge base you already have. EXAMPLE A: The Remodeler, Home Refurbishment: in the business of building extensions, bathrooms, sun rooms, loft conversions etc. How about suggesting certain enhancements at the point of survey. Or ask them if they had considered extending the work to include a the latest whiz bang disposal unit, designed to be 150% more efficient and thus delivering significant cost savings to your client. Have you noticed whenever you buy a burger, the sales people always try to persuade you to 'Go Large', or have 'extra fries' etc. Have you also noticed at the checkout of every superstore are racks of things you would not have thought of buying,Cheap Dan Fouts Jersey, but as you stand there waiting at the checkout, you suddenly realise all the things you 'need'! Scary stuff! Real profits come when you get the client to buy a larger, more expensive, or more comprehensive product or service. EXAMPLE C: The House Builder: If you are building housing schemes where a number of homes will be rented/leased you could offer and Liaison Officer based on site for the first 6 months after completion,San Francisco 49ers Jerseys, to make sure people are secure in their homes, know where to find everything and are happy. You could offer this service as a free added benefit - this may be the deciding factor that will win you the contract over your competition! Alternatively, if the client/housing association/ local housing authority are intending to employ someone for this job,Cheap Cincinatti Bengals Jerseys, you could easily extend your business reach by supplying the right person for the job - someone who already knows the property and has proven qualifications to do the job.

RuPaul,Cheap Brett Favre Jersey, a very wise Queen,Cheap Julius Peppers Jersey, said, "Ladies, you are all fabulous. That's why you were picked to be on this show. Criticism, anyone's criticism,Cheap Bernie Kosar Jersey, cannot make you not fabulous. The problem is not that you were criticized harshly,Cheap Phil Simms Jersey, the problem is that you all forgot that you are fabulous." At some point RuPaul decided to turn the tables and have the contestants critique the judges. Several of the ladies became very emotional about the level of criticism they felt they had endured from the judges. They felt much of the criticism was unfounded and cruel. One of the queens said that she chose to be eliminated rather than continue on and face the harsh criticism. Last night I stayed up late to watch the final episodes of RuPaul's Drag Race on Logo. For those of you not familiar with the program, drag queens compete for the title of America's Next Drag Super Star. (The Queen likes her reality television and is always interested in the lives of other queens.) It's hosted by RuPaul and the judges are Santino Rice (Project Runway) and, Merle Ginsberg (fashion journalist) and of course, RuPaul. Guest judges sit in from time to time. The contestants compete in categories like Runway, Realness, Glam etc. So what can a sales professional learn from RuPaul? Simply this: You are fabulous. Even with a difficult economy, you are fabulous. Use your brains,Cheap Colt McCoy Jersey, and creativity and your determination to keep moving forward (stilettos optional). No one-not even prospects, customers or managers--no one can make you not fabulous. Last evening, after crowing American's Next Drag Super Star,Cheap Phil Taylor Jersey, a lovely queen from Cameroon, (who said she started doing drag when she got to the airport in this country), they brought all of the contestants back for a Roundup session. The lovely ladies got to dish and share their experiences of being on the show. She then went on to point out that in her journey many told her it would be impossible to be a drag super star with a recording contract and her own television show.

Once you have understood the consumer's needs,Albert Haynesworth titans Jersey, you are in a better position to sell your product or service. You can customize your pitch to illustrate how the consumer's needs will be met. Consumers are only looking for things that meet their needs,Randy Moss titans Jersey, so this is a crucial step in sales. There are five main benefits consumers look for in products or services. The first is convenience. Consumers greatly value products that save effort or time. Secondly,Cheap Kerry Collins Jersey, products that save money are avidly desired. Third, people place importance on items that provide peace such as a security system. Fourth are items that boost an ego or image such as a fancy car or makeup. The last benefit consumers crave out of products is fun or enjoyment. Using these categories, find what benefits your product entails and use that toe entice consumers. What makes a person decide to purchase an item? Surprisingly,Michael Jenkins Jersey, it is not logic but rather emotion that guides this decision. Researchers have found most people first buy and item on impulse and then justify it later. It is gut reaction not calculations that makes a sale. Giving away freebies will also help you make your sale. The freebie might not cost you much. However,Cheap DeMeco Ryans Jersey, everyone loves a free gift. It will go a long way in making you an attractive seller. Keep in mind that benefits vary by individual. While one person might be looking to purchase a large home for their growing family another might want the home to throw lavish parties. Always market a product in terms of what it does for the consumer. Consumers do not care about all the features of latest gadget. They do care about how the gadget can benefit them. Therefore,Cheap Keiland Williams Jersey, if there is a gadget that features a remote control. Don't sell the remote control. Instead sell the convenience that the product can be controlled from anywhere in the house. The first step to marketing a product is listening. The sale must revolve around the consumer not around the seller. Listen to the consumer and seek to understand their concerns. The consumer wants to know that you care about him as a person. This will build trust, and he will be much more likely to listen to you.

I advocate starting most presentations by stating the meeting's objective. This seems to disarm the buyer, but it also sets a tone of candor with them. Direct communication is often reciprocated by the client. The benefit of this approach is that it's easy to determine how serious the prospective buyer is right from the start. Once your reps have mastered the above concept, interaction with their prospects will become markedly more productive. It's a lesson I've learned the hard way: When I was first starting out, I was taught a sales process that had me asking lots of questions to avoid giving the buyer too much information about my proposed solution. My sales meetings would typically take 60 to 90 minutes, yet by the end of them, my target buyer sometimes had no idea what it was I trying to sell them or how much it would cost. Once your reps have mastered the above concept, interaction with their prospects will become markedly more productive. It's a lesson I've learned the hard way: When I was first starting out, I was taught a sales process that had me asking lots of questions to avoid giving the buyer too much information about my proposed solution. My sales meetings would typically take 60 to 90 minutes, yet by the end of them,Cheap Laurence Maroney Jersey, my target buyer sometimes had no idea what it was I trying to sell them or how much it would cost. I think of myself as a straight shooter,Cheap Nathaniel Allen Jersey, and I respond best to people who try to sell me in that fashion. Salespeople who are direct with me may not always win the business, but they will know where they stand after a short meeting. Direct conversations will likely lead to more constructive sales engagements for both parties. I think of myself as a straight shooter, and I respond best to people who try to sell me in that fashion. Salespeople who are direct with me may not always win the business,Cheap Bob Griese Jersey, but they will know where they stand after a short meeting. Direct conversations will likely lead to more constructive sales engagements for both parties. Company executives tend to make up their minds in less than five minutes. If that is true,Cheap Tashard Choice Jersey, then why wait to the last five minutes of a 90-minute presentation to tell them what the bottom line is? Most likely they have already tuned out of your presentation or have left the meeting because "something else came up." You see, my training dictated I first gather as much information as possible,Cheap Bernard Berrian Jersey, and then bring it back to my team for a discussion. At that point, we would figure out the right way to deliver a proposal. Not only did this process seem to irritate some of my prospective clients, I found it to be a huge waste of my time. I advocate starting most presentations by stating the meeting's objective. This seems to disarm the buyer, but it also sets a tone of candor with them. Direct communication is often reciprocated by the client. The benefit of this approach is that it's easy to determine how serious the prospective buyer is right from the start. Yes, I am a proponent of asking good questions. But I'm not an advocate of dancing around questions made by the client in order to hide what your solution might really be. Direct questions deserve direct responses. Your reps prefer that when dealing with a potential buyer, and they desire the same kind of treatment in return. Why wait to the end to give them the bottom line? You see, my training dictated I first gather as much information as possible,Cheap Arian Foster Jersey, and then bring it back to my team for a discussion. At that point, we would figure out the right way to deliver a proposal. Not only did this process seem to irritate some of my prospective clients, I found it to be a huge waste of my time. Company executives tend to make up their minds in less than five minutes. If that is true, then why wait to the last five minutes of a 90-minute presentation to tell them what the bottom line is? Most likely they have already tuned out of your presentation or have left the meeting because "something else came up." Yes, I am a proponent of asking good questions. But I'm not an advocate of dancing around questions made by the client in order to hide what your solution might really be. Direct questions deserve direct responses. Your reps prefer that when dealing with a potential buyer, and they desire the same kind of treatment in return. Why wait to the end to give them the bottom line?

The second,Cheap Brodie Croyle Jersey, more important reason is simply my belief that the only way you're ever going to know whether the person you're talking to is the decision maker is to ask them to make a decision. It's true: we've all had the experience of asking the right question ("So if we're fortunate enough today to find a solution that fits your needs, who else will be involved in making the final decision?"), getting the right answer ("Oh, no one else will be involved...this is my decision to make!") and still hearing at the conclusion of the meeting, "Everything looks great,Cheap Chris Cook Jersey! I just need to get my supervisor's approval so we can move forward." "Consider you're in a restaurant with a group of people. The thinkers will have to read every page of the menu, check out the prices of all the dishes, check they can afford their choice, check they're not allergic to lemongrass--it's all analytical and can take some time in your average Chinese restaurant.The feelers will be asking themselves 'what do I feel like today?', they will be recalling how much they enjoyed similar dishes on previous occasions--this can take quite a lot of time, too.The knowers probably knew before they got to the restaurant what they wanted and see no reason to look at the menu. The thinkers and feelers drive them mad and their best tactic is to slope off to the bar for ten minutes. The sensers will be most swayed by seeing what's on offer, or better still having a taste."Got it? Good. If you can remember these differences the next time you're talking to a prospect,Cheap Barrett Ruud Jersey, you'll have the inside track on getting a "Yes" because you'll be able to present your solution in a way that appeals to the prospect's decision making modality. But how can you tell which prospects use which modalities? Following the logic above, you might take them out for lunch; if that's not possible, have a look around their office and really pay attention to the way they speak. Essentially, a prospect's (or any other person's) decision-making modality is the way they receive and process information before making a decision. There are four modalities: thinking, feeling, knowing and sensing. All of us use all four modalities, but there is usually one that dominates the way we decide on a course of action. As Jeremy Marchant and Kay McMahon of Emotional Intelligence At Work put it (in their article "We Make All Our Decisions Based On Feelings"): "In the processing that goes towards decision making, thinkers use data: facts and figures; they analyse and deduce. Feelers consider their emotions, and there is a sense of 'feeling their way'. Knowers are the intuitive ones: they may not actually know how they made the decision, but they are sure it's right (incidentally this certainty of being right doesn't actually make them more right than anyone else,Cheap Jimmy Graham Jersey!). And sensers will use the input from their senses to inform them."They make the distinctions between the four modalities abundantly clear (better than I could) by relating what it would be like to have dinner at a restaurant with one of each of the types: My suggestion is to stop worrying so much about whether you've got the decision maker and start paying attention to how the prospect makes decisions. That's why I think that the D in NEADS really stands,Cheap Ravens Jerseys, not for "Decision maker" but for "Decision-making modality". And of course, we'll be talking about exactly how to do that in the next article. Tom suggests that the D stands for Decision maker,Cheap Kerry Collins Jersey, as in make sure at this point that you're talking to a person who can actually sign on the dotted line when the time for conversion comes. I disagree for two reasons: first, this is a little late in the process to be finding out if you're talking to the right person; you really should be trying to take care of that while you're in Getting to "No" mode. See lots of piles of papers in neat stacks with tons of data on them? You've probably got a thinker; bring lots of charts and graphs to support your presentation. She keeps talking about how she'd like to "cut to the chase" and "get down to brass tacks"? Likely a knower; make your presentation quick and impactful, using bullet points instead of paragraphs. Keeps getting misty-eyed when he's talking about how happy he was the day he bought his first home? Sounds like a feeler; tell lots of stories during your presentation. Wants to see the pictures in the brochure or asks to touch a sample? Definitely a senser; a multi-media presentation would make his day. Each day that passes, we're getting closer to "Yes".  Are you excited?  Great! Let's move on to Step 2 in the Getting to "Yes" series: understanding how your prospects make decisions. The first article in this series discussed the first three questions of the NEADS analysis: what does the prospect do Now, what do they Enjoy about what they do now, and What would they like to Alter or change about what they do now?  That brings us to the D in NEADS, and the spot where I modify this Tom Hopkins piece a bit. If you can tune in to the decision-making modality of the prospect and design a presentation that speaks to that modality, you're well on your way to getting the coveted "Yes". Now all that remains to be done is to finish up the NEADS analysis by creating and presenting a Solution ( the S in NEADS) that exactly fits the prospects situation.

If they seem excited, then you must seem excited as well, and if they are sitting in a certain way then you must mimic that too. This is referred to as pacing,Cheap Darrelle Revis Jersey, and there are two kinds that must be achieved: physical pacing and emotional pacing. In the end,Cheap San Francisco 49ers Jerseys, even their opinions will have been swayed, which is how you will then start influencing them to make the B2B sales more in your favor. Physical pacing may be a bit more difficult because it entails everything from the breathing patterns to the small hand gestures that they do. Emotional pacing is all about matching your overall vibe with what they have as well. While some say all is fair in war and business, there are still some lines that should not be crossed,Dallas Cowboys Jerseys, especially where there is the business and the law is involved.  There are more B2B sales than the two other kinds because before a finished product can be sold to a consumer, there has to be numerous purchases of raw materials in order for it to be produced. A bakeshop, for example, will go through many B2B purchases for many different ingredients before being able to sell the final pastries to the consumer. The trick to effectively using NLP for B2B sales is all about mimicking the person that you are speaking with. This involves patterning everything that you do on what the other person is doing as well breathing, speaking, posture, and even mood. This kind of B2B sales is complicated, and a lot of people have to go through a certain amount of training in order to be able to do it successfully. But once you are finally able to successfully achieve it, remember to use it with care and with respect. But the pacing is only the beginning. Once you believe that you have been able to make a connection through the pacing, and that they are fully in tune with you both physically and emotionally, you will then try to sway them to start mimicking you instead. That means that in the same way that a business will use NLP to try and sway a customer covertly into buying their product or availing of their service, so will one business representative try to use NLP to try and get the representative of the other business to bend to their will,Cheap Washington Redskins Jerseys, no matter if they are on the side of the business buying or the business selling the raw material. B2B is short for business-to-business,Cheap Roddy White Jersey, which refers to the communication between two companies doing business with one another. This is different from B2C and B2G,Cheap Chad Henne Jersey, which stand for business-to-consumer and business-to-government respectively. NLP is basically a type of programming that is being done to the brain through certain external influences in order to make the person more inclined to buy the product that you are selling. This rapport is what will get this person to put their trust in you, and that bond is necessary in order for the persons mind to be relaxed enough to be eligible for neurolinguistic programming in the first place. The first step in successfully applying neurolinguistic programming to B2B sales is to create a strong rapport with whomever it is that you have to deal with. This kind of sales tactic is slowly becoming more and more practiced by many different businesses on their consumers, but what about in B2B sales? In essence, neurolinguistic programming is still possible when it comes to B2B sales. This is because, although the two parties being represented are businesses, there is still a great amount of human interaction that happens in order for the transactions to happen. Neurolinguistic programming is a tactic that is used when there is an exchange of business between a business and a consumer.

The hypnotist should inform the participant that their eyes are getting tired and that they will close them when the hypnotist passes his hand in front of their face. Once this is completed the prospect is now open to suggestions and may even be informed to open their eyes. People under hypnosis are associated with a greater suggestibility. A person who is hypnotized retains their moral code and won't do anything which conflicts with that. However,Cheap Derrick Burgess Jersey, a hypnotized person will often ignore worries or anxieties (often objections) which may prevent them from taking an action they would otherwise avoid. This is ideal for handling objections from prospects regarding a sale. Prospects are also open to suggestions or ideas from the sales person using hypnotic methods which they may later believe to have originated with themselves. The advertising industry has long attempted to dabble in mass hypnosis through product placement and advertising to plant the desire for products in the mind of the consumer without outwardly selling the product to the consumer. Similarly the sales person can overcome objections given by prospects by making suggestions without the prospect realizing it. It is unlikely any two experienced hypnotists have the same formula for inducing hypnosis and for issuing commands to a subject. Some hypnosis is induced by imagery or sounds,Cheap Pittsburgh Steelers Jerseys, others perform hypnosis on people in public without their subject even knowing it. Read on to find out how to overcome objections from prospects during your next sales attempt. Of course a sales person won't necessarily be able to hypnotize someone in this way to overcome objections in their prospects. To use subtle means to overcome objections with prospects please read my articles on covert hypnosis. When you are finished with the suggestions you can inform them whether they will remember what they did under hypnosis or not,Cheap New York Jets Jerseys, and give them a signal,Cheap Marcus Allen Jersey, such as the snap of your fingers,Cheap Buffalo Bills Jerseys, that will return them to full consciousness. In other words,Philadelphia Eagles Jerseys, your mind tunes out the rest of your surroundings to focus entirely on one subject - in the case of a prospect with objections - we want to eliminate those objections. One method to induce hypnosis and eliminate objections in a willing prospect is to hold two fingers in a V shape in front of their eyes and instruct the participant to follow your fingers without moving their head. The hypnotist will then move his hand up and down while instructing the prospect to breathe in and out slowly. You can be hypnotized without showing any of the general characteristics associated with hypnosis. Hypnosis is generally described as a state of increased concentration or focus at the expense of other areas.

So, now you're ready to show your prized possession to the world. 2. Build an introduction. Skepticism,St. Louis Rams Jerseys, uncertainty and distrust are all natural responses from online prospects. Therefore, it's imperative that you establish credibility and trust in order to convince your readers that you have the expertise to help them. To build credibility: By the end of your sales page, it's important to ask for the sale and tell your prospects exactly what you want them to do. So here it is: your 10-step formula for creating a sales letter that will make you money: Don't be afraid to offer an iron-clad guarantee. It's critical that your prospect feels safe, and a strong guarantee can help eliminate the feelings of skepticism, uncertainty and distrust. Your guarantee should remove any sense of risk associated with the purchase. Testimonials build trust and offer social proof that others have experienced success through your product or service. It's important to make sure that your testimonials are believable by providing a photo, full name,Cheap Lyle Alzado Jersey, location and website URL. But,Cheap K.Williams Jersey, there's one gigantic problem. Once your prospects encounter your product or service, how can you convince them that your product is as wonderful and amazing as you know it is? 8. Validate your price. As a passionate small business owner, you are proud of your product or service. You've undoubtedly poured an immense amount of valuable time and energy creating it, and you couldn't be prouder unless you had actually given birth to it. (And, let's face it,Cheap Dwayne Bowe Jersey, sometimes you do feel like your small business is as precious and time-consuming as your own child.) Your prospects need to understand that they are receiving maximum value at minimum cost. You might compare it to similar products or services that are more expensive, recap how their life will change for the better and outline everything that they will receive for an unbeatable price. 1. Create a compelling headline. 7. Provide a rock-solid guarantee. Your headline is the most important component of your sales page. Your headline has about three seconds to capture your prospect's attention and keep them reading. In order to accomplish this,Cheap Colts Jerseys, your headline should use large,Cheap Tony Moeaki Jersey, colored font and summarize clearly and succinctly the greatest benefit your prospect will gain from your product or service. Explain to your prospects how your particular expertise relates to your product or service. Your introduction should pinpoint a particularly pressing problem that your prospect is facing and clearly explain why it's imperative that they find a solution. Appeal to your reader's emotions by again revealing to them how their life will improve once they have purchased your product or service. Not to worry. It's called a sales page and if you can count to ten, you can create one. A profitable sales page simply follows a formula. Bonuses add additional value to your product or service. Your reader should already be swayed by your offer, but the bonus should push them over the top. The good news is that your bonus doesn't need to be costly. It can be a quick start guide, tutorial or downloadable ebook. In addition, attach a specific value to your bonus in order to drive up the overall value of the purchase. Provide clear, specific instructions on how your prospect can purchase your product. In addition, summarize the benefits your prospect will receive, your iron-clad guarantee and why it's important that they act immediately. 6. Add bonuses. 4. Highlight the main benefits. 9. Include a call to action. 5. Use testimonials. 10. Add a P.S. 3. Establish credibility. Use a list of bullets to recap the benefits of purchasing your product or service. Bullets are a reader's best friend simply because they are easy to scan and outline the pertinent information about your product or service. Most prospects will read a P.S. before they read the rest of the sales page, so take time to include a strong P.S. with an additional call to action. Your ultimate goal of your P.S. is to sum up the main benefit of your offer, reiterate your guarantee and include an additional call to action. Include your own personal struggle and how you were able to overcome it through the theory behind your product or service. Use specific numbers rather than generalizations. So, the next time you sit down to write a sales page, follow this 10-step template, because a money-making sales page is worth its weight in gold.

Head work means steering clear of pitfalls and yielding not to temptation. Let every struggle be up, up, up, and always up. There is sunshine above the clouds. Success is found only as you lift yourself above the pitfall stage. Head work means: Lack of Head Work A person who is generous with his good will and his thought is the greatest philanthropist, and it helps to gravitate him to where there is more power. Don't try to drive bargains so sharp as to be questionable. Don't take advantage of the misfortunes of others or of the company to boost you. Be loyal, though you see the world slipping from beneath your feet. These are pitfalls not only in selling but in every other business. They can be bridged. They can one by one be filled with obstacles that have been overcome, and paved with the pure gold of character, of intelligence, and enthusiasm. making friends being a life of the party cultivating a cheerful,Cheap Terry Bradshaw Jersey, entertaining attitude doing things differently making opportunities and using them saying the right thing at the right time adapting your sales presentation to the individual client saving energy whenever possible allowing your appearance,Cheap Patrick Chung Jersey, your tone, and your feelings to say more than your words prospecting where others do not getting others to work for you making people glad you called,Cheap Chris Harris Jersey, whether they buy or not giving the customer credit for his opinion turning objections into business guiding the thoughts of others while apparently following them making up your mind to get the fullest possible enjoyment out of your work and out of your life. Dig down deep into the inexhaustible supply of power that has been yours from the beginning. You know you can. You have within you the key to power - the key that will unlock every door - the door of success,Cheap Lions Jerseys, of fortune, of genius. Shake yourself loose; make yourself do what others are doing. Remember it never alights on activity. Don't put things off; don't hesitate; don't make excuses. You can occasionally fool your customer or your company, but you can't fool yourself, and every excuse you make to yourself becomes a pitfall. Sloppy methods in any business produce failure. Lack of system may not make a person fail entirely, but unless a person is systematic she is subject to a tremendous waste of energy and money. Be businesslike; collect your money when it is due. Put it off and you will lose the customer and perhaps what he owes you. To sum up, not to be alert is a dangerous pitfall. Perhaps disinclination is one of the greatest pitfalls of all. The person who doesn't make himself do what he knows he ought to do digs his own grave. Lack of Self -Discovery System means success; saving time; carrying out your resolves; having a definite time each morning to start to work,Cheap Christian Ponder Jersey, and starting; planning your work for a day, a week, or a month ahead; establishing regular habits of diet; doing things when you are not busy; keeping a personal cash account; having no time or strength to waste in dissipation of any kind. Try to find a good source of information concerning your business, your industry, and your sales skills. Never depend upon the company for your inspiration, your sales scripts, new ideas, or anything else. Make use of everything you get from them and everything you get from other sources, but don't depend upon them. Take care of this part of your business so thoroughly that the company can with profit borrow ideas from you,Cheap Nick Barnett Jersey, and do not be a bit afraid to supply them. Another pitfall is lack of self -discovery. Thousands of salespeople fail because they don't know they can succeed.

Make sure you hire only the friendliest and most accommodating employees who are filled with personality. These are the employees who will focus on giving your customers a shopping experience they won't ever get tired of.,Cheap Aaron Maybin Jersey In every business,Cheap James Jones Jersey, it helps to create an atmosphere that is welcoming to people who enter the front door. In this case, you will have to make sure your customers are greeted with the warmest welcomes and bright smiles every time. Give them your utmost attention and provide assistance whenever they need it. The interior of your store can also play a part in this. Tastefully plaster the walls with attention-grabbing signs and be sure they are painted in pleasing colors. Always keep things organized and clean, especially where customers are present. With this in mind, always keep your store shelves fully stocked with the most important items, products which you know shoppers need, want and use on a routinely. These may include canned goods,Cheap Philip Rivers Jersey, beauty and health products, cleaning products, paper products and even more. These items are the ones which bring in the dough more often than not. Always make sure you set a price that is both affordable to the customers and beneficial to your profit. In achieving your targeted dollar store sales levels, world class service combined with providing necessary items are the key basics. With those two in place,Cheap Emmanuel Sanders Jersey, you will be sure to see more and more people coming in and contributing to your success. You will see you dollar store sales consistently grow to new levels. One of the most practical ideas you can ever utilize is to include the dollar store merchandise shoppers need the most in your line-up of items. There are luxuries, and there are necessities,Cheap Michael Strahan Jersey, so focus on the latter. Shoppers will keep coming back to a store because it can provide pretty much all of the products they need, and then some. If you happen to be the owner of a dollar store,Cheap Stanford Routt Jersey, then you realize that maximizing sales is the smartest thing you can ever do. You have a lot of ways to achieve this, such as advertising for new shoppers. Of course you cannot disregard the number of loyal shoppers who already take the time to stop by and see what is new in your product line up. Of course, you also want to widen your demographic and increase your dollar store sales, so here are a few tips to look into for your business.

,Cheap Kenneth Moore Jersey Many sales are lost, not because the product or service didn't fit the customer's needs nor as a result of an inferior product line- and regardless of what they say, not because the customer couldn't "afford it" or "needed to think about it"- but because the salesperson lost the customer somewhere along the way. They confused them. And, when a customer is confused, they will not buy, because people reject what they don't understand! Customers are providing you with a clear indication that your message lacked clarity when you hear something like this: "Well, you really did a great job and you've given us a lot to think about. We'll talk it over and get back to you". After all, what are they suppose to say to you? They probably won't be so candid as to say, "You know,Cheap Seattle Seahawks Jerseys, we were actually ready to make this decision right now,Cheap Jon Beason Jersey, but frankly, you confused us when you were talking about that drop-interest financing option. We're going to need some time to see if we can figure out what you were saying before we make a mistake that could cost us money." To the uninformed, the "we need to think (or talk) about it" response is an "objection", so they leap into the objection handling mode and hope that that last seminar on closing they attended was worth the money. It seldom dawns on them that it may be something else- that they may have simply confused the customer or failed to make a compelling argument for buying their products or services. If something is missing, or seems vague, customers simply will not buy. This is one really good reason why you should never shortcut the presentation. Clarity is important. Customers need to hear the full story in order to make a truly informed decision. If you shortcut the presentation, skipping over points that later you find out may have been important to your customer,Cheap Marcus Allen Jersey, it will be tough as nails, if not impossible,Cheap Derrick Ward Jersey, to effectively rewind the presentation and straighten out any confusion you may have caused in your effort to speed things along earlier. Basically, the customer awards you a single opportunity to get it right. You don't want to waste it by attempting shortcuts. Salespeople often have a tendency to want to speed through the presentation to get to the more exhilarating part, the close. Rushing through the delivery (essentially shortcutting the presentation) is a dangerous practice that risks confusing the customer; which in turn leads to substantially lower closing percentages,Cheap Lance Alworth Jersey, lower sales averages, and higher cancellation percentages. The solution is to s-l-o-w-d-o-w-n! Always keep in mind that no matter how many times you've given the presentation, it is the customer's first time hearing it. Make sure that your message is clear and your customers will have less to "think about" at the end of your presentation! People Reject What They Don't Understand

What the people most likely to buy your stuff are already looking for What they need to hear to make a buying decision How they perceive getting what they want So before you can crank up those sales you're going to need to make sure you know: External changes demand internal changes. If you don't adapt the way you do business or what you are selling to better fit the changes external to your business you lose. You suffer sudden sales drops and then you have to scramble to recover. First,Cheap Charger Jerseys, we have to explore why and how your business shifts into survival mode. Most businesses "find" themselves in survival mode because their sales unexpectedly slow or,Cheap Asante Samuel Jersey, worse yet,Miami Dolphins Jerseys, come to a screeching halt. Your business hasn't changed and neither has what you're selling,Cheap Greg Olsen Jersey, so why all of a sudden is it so difficult to sell. Because you haven't tested and tracked during the change you don't fully understand what is happening or why it's happening. This tends to force you to shoot from the hip and make gut reaction decisions. Rarely will a reactive approach produce the desired results a proactive approach can. When the economy is strong businesses focus on business development. When the economy is weak those same businesses worry about survival. Why is that? In this article I'd like to share some ideas about what you can do to make sure your business is always growth focused rather than survival focused. Of course, when you can predict a change you can also adapt for the change. This empowers you to smoothly transition into a new sales increase. You've probably heard the expression, "If you find yourself in a hole stop digging". Well, it's still good advice. Doing more of what isn't working isn't going to make it work. The only thing that will work to increase your sales is the same plan of attack you'd use if you wanted to develop business in a completely new market. The changes that went unnoticed before the current sales decline have, in effect,Indianapolis Colts Jerseys, created a new market. The answer to restoring your sales is within your business. The cause of your current poor sales is outside your business. You see when sales suddenly fall off there is a reason for that. The reason is a change in the market created by a change in your buyers needs. That's why it's so important to not just monitor what's happening in the world outside your business,Cheap Earl Thomas Jersey, but to track and test exactly what's going on in your business and why. When you effectively test and track you can predict these seemingly sudden changes before they happen.