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Where follow up is particularly critical, is with business to business sales letters that have a specific addressee at a company,Cheap Jerricho Cotchery Jersey, or at least the name of a department. Knowing this information gives you the opportunity to make that follow up call. How should this be communicated in your letter? Inform the recipient that you or a representative of your organization, will be in touch with them shortly - and specify a date in the near future - maybe a week or so later. That can encourage the recipient to reread the sales letter, knowing what it's about, and what to expect when you follow up. They may even wish to contact you sooner. In the letter, you can give addressees options by placing a couple of boxes to be ticked off if they want further information,T.J. Houshmandzadeh Jersey, would prefer a phone call, or appreciate meeting in person. This call to action on how you will follow up is an essential component to the sales letter. It's also the final part, the wrap up. You want to assure the recipient that you are committed to following up, that you want their business. The action steps in a sales letter should detail the follow-up process. Not every letter provides a follow-up opportunity. A business to customer letter promoting a special offer on a weight loss product to a mass audience,Cheap Desmond Bishop Jersey, must depend on the customer's actions. To help the customer, you could provide e-mail and toll free phone numbers if they'd like additional information. This might encourage them to contact you. If the letter is an e-mail, a follow up e-mail could be sent,Cheap Ryan Kerrigan Jersey, reinforcing the offer, even making it more attractive. How many sales letters are followed up by the sender? Statistics tell us that too few sales and business people follow up, as promised, on the letters they send out. Yet we know that it can take three or more calls to get a response from prospective customers. In this article,Cheap Matt Leinart Jersey, we focus on content, setting out how we plan to follow up with the customer. Here's the clincher. My experience is that most business people appreciate that you follow up as promised. They may not be in a position to do business with you now,Cheap Jermichael Finley Jersey, but they will remember you if an opportunity comes up in future. Why? Because you kept your word as outlined in your sales letter.

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Guides and Outfitters - Information on your town, where to eat off-ranch, entertainment spots, closest cities, the "top 10 things people forget to bring" (where you tell them what to bring),Darren Sproles charger Jersey, a video slide-show (this will be in an upcoming tip) of the ranch, or the river you're about to float or mountain you're about to climb, etc. Ranchers/Deer Breeders - Information on your breeds, your bloodlines, profiles of your cattle manager or the vet that takes care of the animals (all to indicate your level of expertise),Cheap Malcom Floyd Jersey, your auction schedules, video slide shows of the new calves or fawns. I've learned the hard way that failing to capture at least a customer's email address and first name means no sales, cold-calling and begging for business -- and people won't work with you if you're desperate. Over the course of the next few days,Cheap Heath Miller Jersey, the people from site #2 emailed me energy efficiency questionnaires, tips and tricks, and also a page of recommendations from other customers. Each email discussed their consultation services and free inspections. After the third email, I picked up the phone and called them...I was sold. The next day, the owner of the first site called me and it was way too late. That company was out $4500 because the didn't understand how to capture and use website visitor information. First, don't email your list with something to sell. It is like having a 24 year old son at home that won't get a job and asks for a hand out. You have to give before you can receive. Second, give your users useful and relevant information. Fluff won't cut it. Give me something that's relevant to their problems or shows them a way they can solve a common problem. And finally, you have to stay in front of them on a regular basis. Great you say, but how often? Each type of business is different and only you can find that out. However, if you're sending people really great information, you can get away with almost any schedule. The point here is that showing your customers "a little love" can be extremely beneficial. It can make all the difference between a causal browser, to a die-hard customer. In fact, here's a real world example -- a case where a unsuspecting business owner lost about $4500. This week's tip involves a very simple concept, but it's one the hunting outfitters and guides just don't seem to get: If you capture your customer's information (online and offline), you will get more sales. In the online world,Cheap Seahawks Jerseys, this is called "two-step lead generation." In Step 1, you entice the customer's to join your online list by giving them something for FREE (yes, I said FREE). In Step 2, you end up converting them to a customer (ideally). Here are a few tips when it comes to emailing your list: Here are some quick ideas of relevant information to send for couple of outdoor industries: Working in businesses related to hunting and fishing (guides/outfitters etc.) or working as a vendor who helps theses types of businesses, you might be tempted to throw this tip out as "impossible" or "no way" or "not in my business" -- but if you're on my list expecting conventional answers, then do us both a favor...stop reading NOW and go back to hoping customers will find you this year, and maybe call you for more information. Second, you will need to be patient as you convert people into paying customers. You're building a relationship. And relationships (online at least) take time. You build this relationship by emailing your list over time. Occasionally you mention a sale or an offer, but for the most part, you want to position yourself as a leader...and to do that, as strange as it may sound... you give advice away for free. Remember, capture the customer information for all of your offline customers as well; ask if you can put them on your list and then follow-up. I live in a house built in the 70s and our house is in South Texas -- where we literally have 100+ degree days for 4 months out of the year. Suffice to say it gets HOT,Cheap Patriots Jerseys!...and in an older home you can bankrupt yourself trying to stay cool. Now...before you get all charged up and fire out your first email there are a few things you'll want to remember when marketing to an "online list" on a regular basis. First, you need figure out what to give away (information, a video tip, how-to guide, top 10 list, etc.) in order to get people to commit in Step 1 -- joining your list. Last summer I decided to do something to fix the energy efficiency of the house. I did some online research,Cheap Philip Rivers Jersey, made some local phone calls and ended up more confused than before I had started. I realized I needed to talk to someone. I searched online and ended up finding two sites that worked out of the San Antonio area. I filled out the "Contact Us" form on the first site asking for information on what they do and how they can help. The second site used what's call a "lead capture" form (I'll describe this later) and offered to send me free information for just my first name and email.

Some people just go along with a flow and don't take the time to nail down a prospecting process. They really are victim to the random - IF someone connects them; IF someone reaches out to them. I don't know about you but that would make me really nervous. You can't count on other people's decisions. You have to take action. THIS is how you maintain control over your success. The other day I was talking with a client about prospecting and target markets. He mentioned that one of his targets is random - it's not so easy to prospect to. Now there are things he can do to gain visibility and he does those things. However, this particular target market is difficult to prospect directly. So, take a look at your prospecting and marketing. Do you have a process set down in writing that you are following? If yes, are you also monitoring it's effectiveness? For those things that you can't control, are you doing the things that you can do to influence them? Do what you can, accept what you can't control,Cheap Jonathan Vilma Jersey, and monitor everything. Your odds of succeeding will multiply. Control We always feel better about the things we can control,Cheap Jimmy Smith Jersey, the things that aren't random. So this is where your energy is best spent. We've gone through the target market exercise. Now you have clarity about WHO your prospective clients are. You've ruled out the random ones who you can't really market to. It's time to create a plan to prospect to the others. Determine the best way to prospect to these markets. Now I believe you should pick one target market to concentrate on. We have greater control when we can focus. When you pick the first target market you want to prospect, it will become clear HOW to prospect directly to them. You want to get your message in front of them and gain a meeting. Monitor First of all you should identify all of your target markets. Then determine how to market to each of them. Some, of course, will have the same marketing plan. While you are examining this aspect of your sales and marketing plan,Cheap Kenny Britt Jersey, identify if any of your targets are difficult to prospect. This means they are not necessarily people or organizations that you can get a meeting with ahead of their need. An example of this is if you are a banquet center and do a lot of memorial services. It's not exactly something you can prospect. You don't traditionally pitch the event to people, in the event someone close to them passes away. You can,Cheap James Hardy Jersey, however, market to them through strategic partnerships with funeral homes, florists,Cheap Mark Ingram Jersey, and the like. What to do? Monitor the things you can't prospect and control the things you can. Let's take a look. Copyright© 2011 Seize This Day Coaching It got me thinking about prospecting. In many industries there are targets we sell to that are difficult to prospect. The need is not planned. People deal with it when it comes up. There are ways we can be sure we are marketing to this group so they gain awareness of us. But, to actually prospect to them? Not so easy or sensible. Past your strategic relationships the most you can do in a situation like this is monitor the effectiveness of those relationships and the pieces of business you are realizing from this target market. Prospecting doesn't fit. Set up the steps you will take, implement the plan and then monitor it for results. You see,Cheap Cam Newton Jersey, monitoring comes into play a lot in business. In this situation monitoring helps you maintain control! You can identify what is working and what isn't working. If a process is working, keep it; if it isn't, change it or trash it. You don't have to be victim to random. You CAN control how effective you are at reaching your goals when you continue to monitor your process.

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This type of sales process is singular and contains you to a single sale to a single customer. What you want to do is design it so you have a way of selling other items you have for sale to that same customer. Now, sales letter type pages require an effective text that drives the customer to hit the "Buy" button at the end. Sales copy is a skill that not all people have,Cheap Michael Bush Jersey, so having it written for you is the answer. Copywriters do not come cheap, especially if they are good and have a proven track record. That is the major cost of sales letter pages. In essence,Cheap Kerry Collins Jersey, you are relying on a set number of sales to offset that cost and lead into profit. This is known as overhead or initial outlay and we all have been there at one time or another. Since that person has agreed to receive your email(s), there is no danger of a SPAM report from them. Once they have accepted your initial offer and given you their information,Cheap Nate Clements Jersey, they are asked to confirm that they want to register on your list. This is called double opt-in and it works like a charm. Not only do you now have a prospect,Cheap Logan Payne Jersey, you have a prospect that knows what you offer and wants to receive it willingly. Many sites use a simple sales letter type page that has one objective - to sell an item. While this may have some success, it generally does nothing for you in terms of future sales contacts. Sure,Cheap Thurman Thomas Jersey, you have the person's name and all,Cheap Marion Barber Jersey, but once they have bought that item, there is no follow up to it. Lead generation monetizes your list every time a new person joins. The total cost? A few minutes and some time to follow up. The results? Lasting recurring sales from a customer who now trusts you implicitly. Every business needs a steady supply of fresh leads. This needs to happen on a daily basis and has to be kept track of. The conundrum many of us find at the beginning is cost. It looks expensive and, in truth, it CAN be expensive, but thee are some things to take into consideration that will lower that cost. The site itself has to be designed so that anyone can navigate through it. I have seen a lot of expensive, flashy sites that basically generate no income for the owner other than the sales that come from it. Add in the costs of hosting, domain registration and upkeep and you may never recover the entire cost of the business as it will always be creeping up and biting you on the butt! On the other hand, a site that generates leads on a continuous basis will pay for itself over and over again. Believe it or not, this does not have to be elaborate or flashy. A simple offer of a free item like a report or white paper can be made in exchange for a little information. Usually this is a name and email address. So for the cost of $0, you now have a contact that you can market to as long as they remain on your list.

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Many organisations still use the paper media to advertise vacant positions or employment agencies who are driven by placement targets. While both of these solutions have a place in the market, they do tend to attract individuals who are not in total control of their careers, hence their need to access a marketing service for their skills or fill out application forms in order to get noticed. The individuals that should be applying for key roles are generally "not seeking a move". They are busy carving out their career with a competitor and are happy with their lot. Well, let's take a look at one of the 8 success factors for a salesperson - Building Desire - engaging the customer (replace with potential candidate) emotionally, creating a preference to buy and a feeling of fondness about the product or service (replace with job opportunity) So how can we access these top performers with our sales opportunities? Many retention programmes offered to help recruit sales people focus purely on monetary reward, however,Cheap Bill Posluszny Jersey, increasingly success can be related to individuals demonstrating certain key behaviours which contribute significantly to achieving higher sales performance. In professional sales teams,Cheap Greg Lloyd Jersey, these behaviours of the best sales people can be captured through an online sales assessment and when others start to show these same behaviours in an increasing frequency of sales situations,Cheap Hines Ward Jersey, then they can be recognised for this. If we were to use this technique to recruit sales people, then we would be trying to develop a relationship with the potential candidates. The Executive Search model has this approach to the candidates as its central magnet to generating interest in a vacated position. The personal 1: 1 approach is one which fosters trust and openness to discuss aspirations and expectations. The success of wooing a happy,Cheap Buccaneers Jerseys, well paid candidate out of their status quo to look at an exciting and new opportunity results from a pro-active approach to the recruitment process. A real person speaking / soft selling with another real person. Let's take a look at these in turn. Of course the fee for such a level of service needs to be considered,Cheap Ray Lewis Jersey, however, print media advertising and employment agency costs are not as cheap an alternative as you might think. Find a Head Hunter of good reputation in your business sector and you'll save yourself a lot of time trying to find the ace in the pack. On the subject of retention, we have a topic which is close to the heart of any sales manager with a good team. Offering incentives,Cheap Jimmy Graham Jersey, paying bonuses related to performance and offering promotions at appropriate times are all good and well, but they have to be managed across the team. They need to deliver on expectations and sending out both encouraging messages as well as disappointing ones are part of the deal.

These 5 steps help you accomplish several things that are almost impossible to do otherwise. These steps help you open doors. They help you make connections. Plus these steps make it possible to initiate and nurture relationships that transform strangers into clients.,Cheap Raiders Jerseys Identify a specific group of suspects you have reason to believe could become a client for you. This group of suspects is not the world at large. Rather this group represents a well defined subset of a larger general group who meet a set of very specific criteria. Qualify your suspects until you identify real prospects. Real prospects represent a subset of people who meet your specific criteria. Plus prospects have the power and authority to take action. Open a connection with real prospects. Whether you use the internet,Cheap Eddie Royal Jersey, the phone,Cheap Baltimore Ravens Jerseys, mail,Deion Sanders cowboys Jersey, networking,Cheap Steven Jackson Jersey, referrals,Cheap Jack Ham Jersey, or something else you must first get your message in front of the right people. Then you must give those people a motivating reason to act. Hold meaningful conversations. You must hold meaningful conversations to understand what your prospects want. You must hold meaningful conversations to explore how you might help your prospects. Come to an agreement. You must come to an agreement about the best option for your potential client whether that best option involves you or not. When you handle these steps the right way you make these connections without triggering your prospects defenses. When you trigger a prospect's defenses you make that person skeptical. This skepticism makes it hard to open up to you. It makes it hard to trust you. It makes it hard to honestly review your recommendations and assess their value. There are 5 mandatory steps you must take to get clients. You must take these steps in this particular order so you don't spin your wheels on wasted efforts. No matter how much you hate the idea of selling if you don't sell your services you won't have a business. Given that fact you might as well figure out how to do it right. You might as well figure out how to get clients without ruining your chances with ideal clients.

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If you employ millennials then you should think twice about asuming that financial reward is their only motivation. Research shows that they rank career satisfaction almost as highly. Importantly they like to be made to feel they are making a difference to your organisation and are not just there for the grunt work.,Detroit Lions Jerseys Do you know what makes a millennial tick? So if you are not a millennial but your business is reliant on them either as employees or customers,Cheap Gerald McCoy Jersey, make sure you spend some valuable time understanding what makes them tick. If you are selling to millennials then they are OK with advertising if done correctly. Go for authenticity and real or real clever. It might surprise you but they expect good customer service as standard. They expect the product to be fantastic and to does what it says. If you want to access this market then you must make sure your website is accessible via smartphones and do some research on facebook and iphone apps as they might be your best communication media. The Millennials: The sales world is changing and you should be aware of the impact of the changing tastes of consumers and how it can effect your business. Other wise known as the Generation Y,Cheap Merril Hodge Jersey, the Echo Boomers and the Net Generation,Cheap Robert Mathis Jersey, they are born after 1982 and there are estimated to be around 75 million of them with a buying power of $1 trillion. They are tech savvy,Cheap Rod Woodson Jersey, social networkers who are diverse,Cheap Cedric Benson Jersey, ambitious and wireless savvy. Millennials are one of the hottest target markets for 2009 and beyond.

Naming your character makes your reader or listener care about the problem they face. They need to be able to relate to the person if they are eventually to buy into your recommended solution. As those in fund raising know, tell me about 1,000,000 people who are dying in Africa and I'll turn a blind eye. It's just not something I can relate to. However, tell me the story about Orphan Sam who is forced to live on the streets and eat bugs to survive, and I'll whip out my checkbook. This commonly occurs if you define your market as small businesses. Unfortunately, this is a bit like saying, "Let's go eat American food." You just haven't narrowed down the options enough. From a practical perspective small businesses usually don't think of themselves that way. Rather, they define themselves as a consultant, a manufacturer, a retailer or something far more specific. In order for your sales story to ultimately do it's job it needs to be targeted to a very specific niche. The world is just too crowded and noisy. If the message isn't specific, it's not it is evaluated and rejected, it's simply ignored. Thus, defining a niche market is the crucial first step. In this example, there is more detail provided about the specifics of the problem. Dan is under a deadline to get a project complete and his staff is continually fighting among themselves. Certainly a scenario that many project leaders in organizations both large and small can relate to. If this sales story is marketed to senior level executives it is likely one that will capture their attention. Again the combination of character, context and problem, when combined together in the opening paragraph, serve as an excellent hook to draw our reader in. Great sales stories revolve around a problem. The gap that exists between the current and desired state. However, when creating sales stories we need to do more than just state what the problem is. That is seldom enough to draw the attention of our reader or listener. There are two other elements that need to be introduced along with the problem. It's often been said that most important sentence in a sales letter is the first one. Its goal is to get you to read the second sentence. There is a similar thought process when developing your unique sales story. The goal of the first paragraph is to hook your reader. To engage them in the story that is about to follow. Arguably the opening paragraph is the most important section of your unique sales story. Let's examine the opening sentence from the first example: Marshall Coltrain gazed at the shattered window from which no protruded a branch that had until most recently housed his 8-year old daughters swing. There are a few points to take away from this opening sentence that will help you in the development of your sales stories. First, name your characters. If your story is a composite, simply put an asterisk next to the name. That leads to a disclaimer box at the bottom your page. Although I claim no legal expertise on this, I use language such as The following consists of an illustrative example and no representation of any real person,Pittsburgh Steelers Jerseys, living or dead is intended. (As an aside, I suggest that you first write out all of your sales stories. You'll find that it's easy to convert stories from the printed page into the spoken word. Plus, the discipline that it takes to actually write out a sales story will ensure that yours have the appropriate amount of context and detail.) We also want to provide as much background context as possible. Is he married? Single? Kids? The answer is immediately apparent by telling your reader that the tree branch until recently housed his daughters swing. The first of these are characters. All stories need characters and in sales stories they need to be people that your prospects can relate to. If you're selling insurance,Cheap Bears Jerseys, a good character would be the victim of a flood or storm. If you're in the leadership advice business, the main character would most likely be an executive who is frustrated with internal communications, organizational silos or overt corporate politics. In other words,Cheap Garrett Hartley Jersey, the main character, the person who suffers from the problem, needs to closely resemble the prospect you're targeting. Secondly we need to combine the problem with what is referred to by writers as "context". This is the place in which the story occurs. Leave this out and the chances of losing the attention of your reader or listener substantially increases. It's important to remember that in the opening moments of your story the reader is not only digesting what you are communicating,Cheap LaMarr Woodley Jersey, but also making a decision about whether she wants to continue reading or listening. This is the reason why an effective opening hook is layered with more details than one might initially assume. Let's take a look at the second sentence. With a sigh of frustration and fear he contemplated the wreckage and mused to himself, "Damn I hope this is covered." Here's the beginning of a very successful sales story. Marshall Coltrain gazed at the shattered window from which now protruded a branch that had until most recently housed his 8-year old daughter's swing. With a sigh of frustration and fear he contemplated the wreckage and mused to himself, "I hope this is covered." If you are creating sales stories in the business to business market,Cheap Clinton Portis Jersey, it's often a good idea to give an organizational title to your character. This not only adds a layer of context to the story but it also sends a clear message as to who your target market is. Here's a tip for writing context into your sales story. Start by just writing the descriptive sentence. "The tree crashed through the window." Now ask yourself, how can I make this more interesting? We know now that the first step is to name the character. What else? Picture the event in your mind. Visualization is key for writing effective stories. What part of the tree came through the window. The trunk? A branch? What was on the branch? You get the idea. Here's another example of a sales story opening: Although the casual observer would never guess, Vice President of Operations, Dan Townsend emerged from his staff meeting in a rage. "What is wrong with these people? They can't get along for two minutes without adult supervision. There's no way I'll get the process control system implemented by July if this back-biting and petty sniping doesn't come to halt. I wish I could just fire the lot of them." When you read the two opening story lines one point becomes immediately apparent; they're very specific. One is obviously a sales story that is focused on home owners insurance. The other is perhaps a bit less obvious to the general observer, but the target audience would recognize it as a story that will focus on leadership. Very specific messages to very specific markets. This is important and spells the difference between stories that command attention and those that get ignored. Given the fact that time is limited, it would be ideal to be able to write one story that appeals to everyone. Unfortunately that is extremely hard to do and the fields are littered with the carcasses of sales stories that never worked for precisely that reason. Two helpful points to keep in mind. First try to use emotion when you are writing. Words such as "frustration" and "fear" let us know about the state of mind of our main character. Again this is important in order to have our reader relate to the story. Secondly, particularly in your written sales stories, you want to include dialogue. This will make your stories come alive. The dialogue can take the form of both conversations between characters as well as internal thoughts. , "Damn I hope this is covered.", brings our character to live and serves to highlight the specific problem that is being faced. In fact with just 6 words we've effectively zeroed in the subject of the rest of the story. Let's take a look at how these three elements,Cheap Taylor Mays Jersey, Problem, Character and Context blend together to create a strong opening for your sales story. In order to do that I'll refer to the examples at the beginning of this chapter as illustrative examples. If we look at the second example we see that it also includes character, context and problem. Although the casual observer would never guess, Vice President of Operations, Dan Townsend emerged from his staff meeting in a rage. "What is wrong with these people? They can't get along for two minutes without adult supervision. There's no way I'll get the process control system implemented by July if this back-biting and petty snipping doesn't come to halt. I wish I could just fire the lot of them."

The essence of a good sales rep comes down to being honest too. If you're honest,Cheap Willis McGahee Jersey, and likable as an individual, and you show professionalism in the way you conduct business you'll make more sales. Be sincere and sales will come your way. In sales, it really is the good guy who always win. So, how does someone become likable? If you're considering a career in sales you'll be happy to know that there is really only one main key to keep in mind. If you're already a likable kind of character then you'll be miles ahead of those who are not. Pushy sales people are not fun to deal with, and even though they might brag about making big sales,Cheap Bart Scott Jersey, they do not have the ability to sell as much to their customers because their customers are not happy,Cheap K.Williams Jersey, and do not come back. 3. Be like them! The easiest way to build rapport is to show the person you're selling to that you're just like them. Ask them about a problem that they've had in the area of your experience,Cheap Chris Wells Jersey, and let them know that you've been there too. Show them that you empathise with their position and you'll earn their trust and respect. If you've been there before and show them that it's not that bad,Cheap Larry Csonka Jersey, this will reduce their fear and they'll be happy to let you handle the problem. 1. Learn to see things from more than one point of view. If you can open your mind to be able to see things from your customer or clients point of view you'll be able to communicate well with them. They'll understand you and you'll understand them and this is the beginnings of a great relationship. Even more so, if they can see that you're making an effort to know sincerely what they need and want they'll respect your abilities as an authority and be more likely to buy. 2. Build relationships. The idea when selling is to be able to get a relationship going. If you're likable you'll build relationships and this will lead to more sales. The essence of building a relationship is that you and the buyer have something in common. Often times it's something simple that wins a person over. If you like the same sports, or you simply agree on some particular aspect of a product, or even just the weather,Cheap Malcom Floyd Jersey! Match their mood and their preferences and you'll find that they'll like you even more.

Although you can use this anchoring technique through language alone, you can also use the method of touch to establish, and then trigger, certain emotional responses. For instance, you can generate excitement in your client about your product, and while they are in that emotional state, touch them gently on the shoulder or arm. When you would like to reactivate that same positive association with your product,Cheap Pat Tillman Jersey, a simple tap in the same area will bring it quickly back to the forefront. Whatever emotion you are attempting to have your client experience, it is important to understand the power that this technique carries. When a client is in a particular emotional state that has been anchored and reactivated, they will follow your lead - they will imagine the scenarios you ask them to, they'll hear the sounds you describe,Indianapolis Colts Jerseys, and they'll feel the emotions you experience as you speak. It's a powerful way to induce a hypnotic trance state, but make sure that you are careful to lift your client up to a positive state again once you are done, by evoking positive emotional responses. Now,Cheap Calvin Johnson Jersey, having mastered all the techniques that will allow you to achieve your sales goals, it is time to pay attention to other matters that will ensure that your career continues to flourish. NLP is one of the best courses I could recommend for someone looking to improve their communication and sales skills. Check it out! It is important, when working with anchoring, that your body language be congruent with what you say. If you want to elicit regret in your client, for example,Cheap Kerry Collins Jersey, then it is important that your own body language reflect that emotion. Anchoring is a technique used in Neuro Linguistic Programming (NLP) which refers to the process of eliciting an emotional response, attaching a trigger or anchor, and then reactivating that trigger when required. In order to use this technique,Cheap Jake Plummer Jersey, first elicit an emotional response by talking about something that is negative, such as the economy: then 'attach' this negative emotion to something else, for instance, the business the client is in. This constructs an association between the negative feeling and the client's current situation. You can simply reactivate that emotional connection at any point during the conversation. For instance, you can reactivate negative feelings in order to contrast these with positive feelings the client has towards your product,Cheap Raiders Jerseys, and to intimate the relief your client will feel once he has made the decision to purchase.

So,Cheap Thurman Thomas Jersey, customers who lie tend to be much more positive about your company than the truth-tellers.  It means you can generate more positive comments, Tweets or Facebook shares from the people who have fibbed to you than those who told you the truth. The issue to consider,Cheap Ronde Barber Jersey, therefore,Cheap Ray Lewis Jersey, is whether you should go out of your way to track down liars as customers. The chances are this will take you more effort than necessary. When you start committing a great deal of mental effort to such an activity, guess what? Your brain starts working like that of a liar - you cannot concentrate on the sales conversation you are having with your customers because of the additional mental effort you have to perform. And that is never a good idea. After all, would I lie to you? Logically, if your customers tell you fibs you can't possibly provide what they really want, making it almost impossible to get high levels of customer satisfaction. But, as always in the world of selling, logic isn't always right. The kind of customers you really want are liars. What this means is they are much more surprised by the outcome than people telling the truth to you. And when you are more surprised by something you have a much more significant response to it. So, what should you do? Tell the truth and always believe your customers are also doing so. If they lie, they will be positively surprised by the outcome which is simply a bonus for you. But customers who tell the truth to you will reduce the mental effort on both sides,Cheap Robert Quinn Jersey, meaning getting the sale in the first place is much easier. Recent research shows that liars have to spend a great deal of mental effort when telling their tall tales. Fibbing is difficult to do. As a result the "executive function" of the brain gets bogged down in all the details of constructing the lie and sticking to it. That means attention is taken away from other mental activities - in particular the conversation coming from the sales person. In other words, liars will be less likely to be able to pay attention to what you are saying and even if they can manage to attend to you, they won't find it easy to process what they hear. In other words,Reggie White packers Jersey, they ignore you. Honesty is the best policy, so the saying goes. Indeed, research shows that businesses which are open and transparent are valued more highly than those which fib. And if your company is exposed as a liar, well, you can say goodbye to your bonus. However, What about your customers? Surely you want them to be honest with you too? After all,Cheap Touraj Houshmandzadeh Jersey, if they lie to you how can you deliver exactly what they want and thereby get rated highly?

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