What would happen if you applied this ratio of 3 to 1 to your daily actions? In the 40 hour work week,Cheap Emmitt Smith Jersey, you invested 30 hours into activities where you attract attention and build relationships and 10 hours into actually selling. Of course to take this action would suggest you have a specific marketing: Now you may be thinking I invest a lot of time marketing between business to business networking events, tradeshows, direct mail, and electronic newsletters to blast emails. Yet what is your goal? What is that thought lurking in the shadow of your mind? Be honest. For most the goal is to make the sale,Cheap Kyle Wilson Jersey, close the deal. It is not to attract attention and build the relationship. There is an old expression of when you change how you look at things; the things you look at will change. If your desired revenue results are not where you want them,Cheap DeMeco Ryans Jersey, maybe now is the time to change how you look investing your time and where you make those investment. Who knows? You just might achieve your goal to increase sales. If you disagree,Cheap Adrian Wilson Jersey, then let me share with you these statistics: One (1) out of two (2) leads are not acted upon 90% of salespersons make less than four (4) contacts 80% of all sales are earned between the fifth and twelfth contacts or calls When these statistics are viewed in light that only 10% of all businesses last 10 years and 50% are gone in the first three (3) years (according to the U.S. Small Business Administration),Cheap Vincent Jackson Jersey, then does it not make sense there is something missing here? What is missing is understanding the sales process is comprised of 3 phases: marketing, selling and marketing. Look at what word is repeated twice. People buy from people they know and trust. To establish trust means you must earn it and that suggests more than one contact. Each touch with the potential customer or even better yet qualified potential customer needs to focus on him or her as real individuals and not a potential drawer to the cash register. Sales Training Coaching Tip: Top performers are authentic and truly understand the value of relationships. The goal to increase sales is a noble and necessary one. And there are a lot of so called experts who have sold hundreds to thousands of sales training books sharing with you their proven selling strategies that will catapult your skills turning you into a top performer. Action plan Goals Calendar However let me ask you one simple question: If people do not know about you,Cheap Gerald McCoy Jersey, how can you ever convince them to buy your products or services? Given the global marketplace, now more than ever to increase sales means you must decrease actions devoted to selling and dramatically increase activities related to that dreaded word - marketing. Now again some noted sales training companies and experts will tell you it is all about how you sell and that is true only after you have completed these first two action steps: Attract attention Build the relationship The 21st century economy has shifted from the bazaar or open air markets of the past. Now potential customers have a plethora of choices for any product or service imaginable and some even unimaginable. Between technology and jet planes, you can buy from around the world and have delivery in a matter of days.

You need more meetings on your calendar, and getting the decision maker on the phone is harder than ever. This guide offers ten proven sales success techniques which will ensure that you connect. 3. You're on the Road That's Rule #1 in sales and for enabling sales success, and I apologize if you don't need to be reminded of it -- but many sales reps do. If you're not passionate about what you're selling, how in the world will the prospect get excited enough to make a positive decision? What you're doing is worthy! You deserve to get the decision maker on the phone! Expect everyone else to feel the same way. 6. People, Places,Cheap Buffalo Bills Jerseys, the Things They Do and the Times They Do Them 2. Don't Sell To Voicemail 7. Go Inside 8. Reference Check If you're cold calling and getting nothing but dead ends, then you need to invest more time and energy toward research. In today's day and age of LinkedIn and a dozen other viable means to discover your personal Six Degrees of Separation, it shouldn't take you too long to leverage a relationship. Webster's Dictionary defines 'friend' as an acquaintance or one that is not hostile, among other things. Based on those definitions, you should have a lot of friends to leverage. You want a meeting with Mr. or Mrs. Big and Lord knows that it's darn hard getting him or her on the phone. You can access dozens of seemingly important folks at lower levels and maybe that works for you. But if you truly need to be selling at the Mr. or Mrs. Big level,Cheap Jerome Bettis Jersey, then stay away from the others. Who cares if it takes 20 or 30 times as many calls to get him or her on the phone -- it's worth it. There's a reason those other folks are always so available. If they had decision making power you wouldn't be able to raise them so easily, either. So if you need to sell to Mr. or Mrs. Big, then hold out and don't settle for less. 1. Call Again Phone systems can be tricky but they can also enable access. Who says you have to call the decision maker's direct line or that of his or her assistant? You'd be surprised how often some random extension in accounting,Cheap Jerry Hughes Jersey, engineering, security or a half dozen other departments will gladly transfer to extension 2501 -- most times they have no clue they're transferring you to the big honcho. Have fun with it and see what works. 5. Time is NOT Money That gem is from the old hit TV series NYPD Blue. Bosses work 7am-7pm while their Gatekeepers work 9am-5pm,Cheap Howie Long Jersey, or thereabouts. Scheduling quality prospecting time a couple of days a week, early in the morning or late in the afternoon and evening can work wonders. 10. Don't Settle for Less This may not be true if you work for an industry-leading company but chances are you don't. As soon as you leave a prospect a voicemail, you've just lost all control. They know why you're calling, and chances are they've made a decision about your offering before you actually get them on the phone. Don't lose control -- don't leave a voicemail. 4. You Gotta Drink the Kool-Aid OK, now we are getting into a grey area. Be careful how you use this technique because if you're not accurate in your wording and how you transition from one topic to another you'll come off as a fraud. I'm not recommending misrepresentations here,Cheap Robert Meachem Jersey, but you'd be surprised how many times you can get through to the head honcho simply by stating that you're calling about Tom Jones or whatever the name of his or her former employee is. Develop a reason to have THAT conversation and if the (legitimate) opportunity exists to extend the conversation to a more virtuous discussion, then run with it. But don't risk your reputation by being sloppy. It's an embarrassment to our profession that I have to lead with this tip. (If I had a nickel for every reasonable,Cheap Mike Williams Jersey, voicemail I received from a sales professional that I simply did not have the time to talk to that particular day). Years ago, I returned everyone's call regardless, but those days are long gone. Why do so many sales professionals call only once? If you try two, three, four or more times, you'll likely get your eight seconds to WIIFM (What's In It For Me). Gatekeepers always want you to leave a message or overly identify yourself and why you're calling. Don't take the bait. "Thank you, Suzie. I'd be happy to leave Mr. Decision Maker a message but I'm going to be on the road today and would rather not ask him to play phone tag. Is there a specific time or day that would be better to try and reach him?" (And if you feel guilty about saying this because perhaps today is not the day you're traveling around the world, my guess is that YES you will be "on the road" even if only locally at some point today). The old adage that time is money is the second biggest piece of bunk ever uttered (send me an email and I'll share #1 with you). Time is INFINITELY more valuable than money. You can replace money a million times over -- you can never replace time. Remember that the next time you go soft on trying to get through or think that your precious seconds and minutes of phone time aren't valuable -- your time is priceless! 9. Warm It Up

I would really like to make sure that you understand that selling is an easy thing if you have the right attitude, so instead of fearing upsells I would like you to enjoy them. I want you to think about them like they're the greatest thing in the world. They really are. Without this strategy, sales closing techniques will not even be close to completed. You have to understand that you need this strategy, unique to offer people more after they purchase something from you, because they are already in the buying new. They are already in the mood to buy more from you, often they already have their wallet taken out with their money inside it,Cheap Tom Brady Jersey, and they are ready to purchase something that will make their recent purchase even better. Now,Cheap Patrick Chung Jersey, you don't want to sound pushy or desperate when you are trying to make people to buy more after they've just bought from you. You don't want to sound like you really want them to buy it from you. You don't want to sound like you're desperate for a few dollars here and there. Instead,Cheap Johnathan Joseph Jersey, you want to make sure that they understand that the upsell is actually going to help them. It is going to make their life better and it is going to make it possible for them to enjoy the product even more, and even more fully. The upsell is supposed to make the product more complete,Cheap Dan Fouts Jersey, and it is supposed to be even more enjoyable for your prospect. It is kind of interesting but people are confused about upsells. I understand that this is probably one of the hardest thing for people to do. In fact is that many people forget to even incorporate this strategy into very sales closing techniques. The fact is all so that the more you do them, the easier they be calm,Cheap Lawrence Timmons Jersey, and consistently the more money you make. A selling situation does not have to be pushy and does not have to be dreadful. In fact, I've had many encounters any experiences with various salespeople,Cheap Nate Clements Jersey, that have claimed a whole purchasing process so interesting and so engaging that I was compelled to buy from them more and more. I want you to understand if people want to buy things, but they don't want to be sold. They want to make the decision to purchase something on their own, so that they are happy with that decision. The fact is that with the right cell is closing techniques, you can make sure that they will make their decision to purchase on their own.

At the end of the day, the buyer still has to buy. At the end of the day,Cheap Kevin Smith Jersey, until the buyer says 'Yes' and gives you a check, you haven't made a sale. And all of your permission marketing,Cheap Gerald McCoy Jersey, spin, digital body language, lead generation, and understanding of who and why and when and if a buyer buys, does little more than find the prospect, follow the external activities of the prospect, and then hopes - yes hopes - that the buyer will come back and choose you. As my friend Roger Cauvin says, "The pain is in the buying decision process." I believe that basically, sales has not changed since the beginning. Sure, the bells and whistles have changed: it's far, far easier to get leads and interest; it's much simpler to get your message out; it's much quicker to find out whatever you need to find out about prospects. It seems to appear as if buyer's buying decisions are different (they aren't,Cheap Eagles Jerseys, we just know more). But all of this leads to... leads to what? And there is no sales model that helps the buyer manage the off-line, behind-the-scenes decision issues. Because the sales model is perfect for understanding and assessing needs, digitally following the observable buying behaviors, and placing a solution. But it still,Cheap Terrell Suggs Jersey, with all of our technology, cannot influence the prospect's private discussions and meetings that greatly bias the buying decision. So - would you rather sell? Or help buyer buy? Just like you couldn't walk by a great house and walk in and buy it, and then go home and tell your spouse that you just bought a house and now you'll be moving, buyers can't just recognize a great solution and bring it in. People must buy-in. Technology must work around it. The work-arounds that hold the current problem in place must be re-directed. Sales doesn't do that. You can't do that. But the time it takes buyers to come up with their own answers is the length of the sales cycle. And you asking them how it's done,Cheap Eddie Royal Jersey, or who decides it is still acting from a needs analysis/solution placement head set: even if you know how it's done (which even the buyer doesn't), or who the decision makers are (which the buyer doesn't know at first, and an outsider could never influence), it won't affect the route the buyer takes off-line. Because until or unless all of this takes place, until or unless there is buy-in, until or unless the buying environment is able to agree to bring in something new (a solution) and ensure that the 'new thing' won't permanently damage their current working environment, they will not buy. ENTER BUYING FACILITATION Until Buying Facilitation there has never been a way to attend or have influence over the private 'stuff' that goes on that we are never privy to. But make no mistake: the buyer has to manage these internal issues, these relationships and political mine fields. Using Buying Facilitation you will be able to get onto the buyer's buying decision team on the first call. Yep. Once you stop attempting to understand their 'pain' and place your solution, there is a whole different set of possibilities. What the sales model still does not handle at all is the How. Take a look at adding a new set of skills to what you're already doing. It's an addition to sales, but not based on needs analysis or solution placement. We wait while buyers do this anyway. Why not help them and be part of the solution? How is the prospect managing their issues? How will they know if it's worth it to seek a solution that might work better? How will they know that one solution over another will fit within their environment? What has stopped them from seeking a solution until now? How will they ensure that the new management will have their interests at heart? These are just a tiny fraction of the questions buyers must answer before they make a purchase. And sales does not help them address these issues, nor does your charming personality and fabulous solution. Those are a few of the questions buyers must manage. Do they sell your product? Well, yes and no. Not specifically, but until buyers manage some of these issues,Cheap Patrick Chung Jersey, they can't buy anyway. Your choices are to act as a neutral navigator and help them walk through their decision issues (with no bias or solution push) or sit and wait til they've done it themselves. How does the buyer recognize and manage all of the internal elements that must be addressed so s/he can get the necessary buy-in to make a purchase or resolve a problem? How does the buyer align the department heads with the budget issues and the partners? How do the old vendors get re-chosen or deleted? How does the prospect meld the old technology with the new, and ensure that there is still enough work for the tech guys, 0r make sure that the users still are on board when they don't like the new software?

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5. If you have spare office space,Cheap Buffalo Bills Jerseys, you can rent the space out to someone else. 7. Identify your problem customers and refuse to do business with them. These people will waste you and your staff time in making them happy. You can be more productive if you concentrate on customers that have been good to you. 4. Increase the price of your goods and services. Most business owners make the fatal mistake of trying to decrease their prices when there are less customers. Sometimes,Cheap Dan Marino Jersey, increasing the price will attract more new customers to your business. 6. Use direct marketing techniques. Direct marketing is perhaps the most cost effective way to increase the number of customers to your business. 1. Train your salespeople how to close better. Hire a sales consultant to teach them to sell more effectively. 3. Give away free bonuses to your customer when they buy two or more things. You should try to encourage your customer to shop more frequently. Here are several easy ways you can dramatically increase profits now: 2. Build a better relationship with your current customers. Your customers have a proven track record to buy stuff from you. You can sell more things to your current customer base than to new people. In this current economic crisis,Cheap Raiders Jerseys, it is very hard to make an honest living. If your business is struggling,Cheap Donald Brown Jersey, you need to make more sales or you might have to close your business down and declare bankruptcy. But you don't have to do that,Cheap Lavar Arrington Jersey, there are plenty of ways to increase your profits.

Get your client to commit to an action. It is imperative to set specific actions, to be performed at specific dates. The absence of one can signal a long decision cycle, leading to no where. The whole sales cycle, has to be managed. I know this is difficult especially when we have more than one customer to attend to. Thus, it is important that you have these dates marked out in your electronic sales planner. Set the reminders for the key milestones and you will not be bogged down by them. 2. What specific milestones at which dates? Understanding who will be involved in the decision, in terms of the economic, the technical aspects,Cheap Roscoe Parrish Jersey, the eventual users and the influencers are important. Each of these stakeholders, will have different concerns and different functions of your product or service, has different value assigned to them. Clarify the buying process with them. Take time to understand the jobs and responsibilities of the people whom you are selling to, in order to adapt and cater the benefits of your database to them. A good salesperson and a mediocre one will react differently to the same situation. A mediocre one will not go a step further and accept the prospect's manipulation of the sales process; while a star performing salesperson will seize the day to get a pie of the budget! Remember,Cheap Raiders Jerseys, if you do not get a share of the budget at the onset, you are probably at the back burner of their list of priorities. Make it as easy as possible for your prospect to "sell" your product or services in front of their management. Do not make them jump hoops, just to defend your product or services. That is your job, not theirs, and no one has to go the extra mile for you. 3. Who are the stakeholders in the decision making process? Adapt accordingly. Yet,Cheap Lavar Arrington Jersey, when you are getting the user buy in, probably the Finance Assistant, elaborate on the ease of data entry into the fields, as well as navigating between the various modules of your program. Make it clear to them that it is convenient and easy-to-use without much learning. Human beings,Cheap Rashard Mendenhall Jersey, by nature,Cheap Eric Weddle Jersey, are resistant to changes and you need to wear down their resistance to change. 1. Budget allocation - When, who controls it and how much? Question diligently and intelligently from the start Many salespeople, for fear of being rude or intrusive, do not ask the tough questions. Yet, how is one able to provide a solution without first understanding the need of the customer? Thus, position your qualifying question, from the perspective of meeting the customer's needs. The key questions include: Alternatively, if you are too busy making your rounds and doing sales presentations, outsource the tracking and follow-up to the staff you want to groom. Do you find yourself having to wait longer than usual for your customer to sign on the dotted line? Do you wait only to hear them lament about budgets being put on hold or a leaner budget in the current financial year? How do you manage the sales cycle in this current challenging and economic climate? Managing the sales cycle, through effective questioning, helps you to close your deals more quickly and effectively. At this juncture,Cheap Blaine Gabbert Jersey, do not make the cardinal sin of rattling off the functions of your product or service. No one is really keen in them. Thus by questioning effectively, adapt your sales pitch to show them the value in how your product can make their life easier. This allows them to spend less time and effort doing the same piece of work. The importance of understanding budget allocation can never be underestimated. A database salesperson once called his prospect for a meeting. The prospect postponed the meeting as he has an important budget discussion with his management. What will you do if faced with the same situation? Will you (a) Simply agree to meet up after the budget discussion (b) Seize the day and prepare a sales proposal with key details and value your product offer and rush to give the prospect a copy of this sales proposal to discuss during the budget? For example if you are selling accounting software, a Finance manager will be concerned about the reporting function of your program. Will your software be able to generate easy to use and read exception reports? Will your software be able to generate professional looking pie charts and graphs with the click of a button? Understanding that a Finance Manager's activities include review of exceptions on a high-level with a risk based approach, as well as making presentations to the management during monthly meetings, will allow you to pitch the benefits of your product better.

Use Craigslist,Cheap LaMarr Woodley Jersey, on-line job boards,Cheap Chris Cook Jersey, or classified sections of newspapers. Visit regional and national regional trade shows to meet Independent Sales Reps and Sales Agencies. Or set up a booth at a trade show and post in your booth a "Sales Representatives Wanted" ad. Pros Pros Cons - Low cost in some cases such as Craigslist - Can be quite expensive; as with typical staffing agencies,Cheap Andre Tippett Jersey, may cost from 25% to 40% of first year's compensation of the rep - More oriented towards employed sales reps, not independent sales reps - Can take a very long time - While advertising routes may appear simple and inexpensive, be prepared for their hidden costs and time delays - To use them effectively,Cheap Roscoe Parrish Jersey, you will need an appropriate level of Human Resources staffing to screen a potential deluge of resumes,Cheap Donald Brown Jersey, reduce their number by a factor of as much as a hundred or more, finally leading to phone and possibly in-person interviews - Advance staffing may be necessary to plan your recruiting campaign - Need to budget sufficient time and resources over and above the up-front advertising expense for this staffing - Newspaper advertising can be quite expensive. Commonly runs into thousands of dollars for a single Sunday insertion in a major metro area Cons Employ or engage a consultant to act as a Sales Manager whose job it is to select,Cheap Kansas City Chiefs Jerseys, engage and train your National Sales Force. 2. Trade Shows There are several online services that provide cost-effective access to Independent Sales Reps. Try searching "Independent Sales Reps" on Google to easily find some of the most prominent ones. 1. Online Services. - May not always be able to find what you are looking for - May be expensive if you are not already attending such shows - Can be time consuming - Shows not always readily accessible; may have to wait quite a while for the right show - Low incremental cost if you are already attending such trade shows - Good attendance by reps in your industry Pros - Low cost - Effective - Get in contact with reps in your industry looking for lines Cons - Have a professional working to meet your specific needs - Pre-screen cuts down on the extent of the interviews necessary - Have been known to be able to provide excellent candidates Cons Pros 3. Consultant 4. Advertise The following are some of the main ways Independent Sales Reps or Sales Agents can be found:

And once you know them,Cheap LaMarr Woodley Jersey, you will know what other businesses to look for. Paint a picture of who your customer is,Cheap Eric Weddle Jersey, the more details the better, how do they look, married? Kids? Pets?, where do they live, what car do they drive, income status,Cheap A.J. Green Jersey, what do they read and on and on, the more you "know about them" the better you will "know them". Advertise together,Cheap N. Harris Jersey, add flyers in each other boxes, you email my offer to your list and I'll do the same for you, or discount flyer in each others store. Find out who your customer is, find other non-competing companies who are already selling to them, and work out some agreement with them to promote to their list (non upfront payment preferred). I said I'll give it to you in 10 seconds. 2. Which Other Businesses: There are so many types of deals you can make it's limited only to your imagination. Good Luck, and Go Get Them. For example, a car wash would offer discount flyers at a mechanics shop. Or a car detail shop who installs Bluetooth and Auto Starters would make deals with Car Leasing companies to get their leads. Or catalog companies put in flyers from other companies in the boxes shipping out. I was sitting with a client and he tells me "Lou give it to me in 60 seconds,Cheap Oilers Jerseys, how can I Boost Sales,Cheap Andre Tippett Jersey, Fast at NO Cost". Ready?... 1. WHO's Your Customer: 3. Marketing Agreement: Look for other non-competing businesses who already selling to these customers and work out a Joint Venture, partnership agreement with them.

Now, let's assume the customers have told you they want to think it over and that you have tried several other ways to overcome this objection that have not worked. You might say something like, "I don't blame you for wanting to think about it. In fact, I am glad you want to be sure this is for you. How long do you think it will take to think it over? Would two or three days be enough time? OK. Here's what I suggest. As I explained, if you go ahead tonight, you get free installation, a full half ton of salt for free and a $300.00 extended warranty. Those items together add up to a whopping $700.00 in savings. I hate to see you miss this opportunity to save so much. I have great news. The state has passed laws that give you three business days to think it over. If you decide to cancel,Cheap Raiders Jerseys, we are forced by law to cancel and give you a full refund." If they say they still want to think,Cheap Kansas City Chiefs Jerseys, it means they didn't believe you or that they have another objection. I would suggest that if this happens, you say, "I know you would be taking advantage of this if thinking about it was your only concern. Can I ask, what else is keeping you from making the right decision tonight?" When they answer, you have uncovered the true objection. Does this close work every time? Absolutely not but it works a lot better than leaving without trying it. Most managers and salespeople don't like to talk about the right of rescission but when you are leaving anyway, it may be time to use this close. What is it? Most states have laws that give consumers 3 business days to cancel any contract made in a place that is not the normal place of business for the company. This applies to the customers? home. They have, by law, the right to cancel with a full refund. "But here's the thing. You have two choices. You can send me away tonight and take three business days to think it over. BUT that means you won't be eligible for our savings package,Cheap N. Harris Jersey, which as I explained is only available the first time we come out to your home. OR, we can get the paperwork done with the $700.00 savings. Then, you take three business days to think it over. If you have any doubts, just cancel and receive a full refund by law. Either way,Cheap Dustin Keller Jersey, you get to think it over. It just doesn't make sense to think for three days and lose $700.00 when you can think for three days and save $700.00? I'll get the paperwork started." Then, put your head down and start writing the order. For this article,Cheap Roger Craig Jersey, I am going to assume you have some first night special that the customer only gets if they make a purchase on the first night. This package might be $300.00 installation, a full half ton of salt (a $100.00 value) and an extended warranty on the equipment worth $300.00 for a total savings of $700.00 If they make the purchase on the first visit. Notice I am not suggesting that you end by asking them if they agree or if they want to proceed. You will sell far more if you end with a statement and not a questions like,Cheap Roscoe Parrish Jersey, "I'll get the paperwork started". Here is a final, last ditch, Hail Mary close you can try when you get customers who want to think it over and you have tried other ways to get past the objection that didn't work. This close uses what many perceive as a weakness (the right of rescission) and turn it into a fulcrum that is used to get the sale.

Do they have any training qualifications? Maybe specialist skills like MBTI,Cheap Michael Vick Jersey, Business consulting, NLP,Cheap Raiders Jerseys, advanced communication skills,San Diego Charger Jerseys, what are their performance coaching abilities? Have they any experience of management training for recruitment companies,Cheap Braylon Edwards Jersey, vital if your plan is to grow your company to new heights. All questions to ask and get answers to before you move forward. If the companies you are choosing from have ticked box one and have recruitment industry experience, what results have they achieved? Not just the warm cuddly stuff either. What were the recruiters or managers able to achieve post the training? How much did their billings increase? How many new candidate CV's got sent out? How is the team performing? This is usually pretty easy to find out if you are dealing with a professional company. First of all they will have a website that you can visit. This will also include information about the range of services they provide and importantly the results that people are getting. So you know that this recruitment training company has experience. Now it is time to find out exactly what it is. Perhaps they have worked as a recruiter or recruitment manager in the past and have a flair for developing and training people. This is a good sign as you can be confident that they understand the job role. Depending on the level of training and development you need do they have a grasp of the wider implications of running a recruitment company? A bonus is to find someone who has worked at a senior manager level. This individual will have a range of skills and will have come across a lot of the issues you are facing. Recruitment training is important no matter what company you are a part of if, your goal is to grow and increase your employees. It is especially important if you own a recruitment agency and have a team of recruiters whose key function is to deliver to your clients a steady stream of appropriate,Cheap Brandon Marshall Jersey, top flight candidates. There are a lot of training and development providers out there,Cheap Drew Brees Jersey, so in essence you have a lot of choice. First of all a great question to ask is do they have experience in your particular industry. The recruitment sector has its own style. Recruitment consultants have to be goal orientated, driven and yet flexible, making sure candidate and clients are matched. A gung ho approach to selling is all well and good and yet there needed to be a balance. Increased billings are important along with account management. A training provider who has actual experience within this sector will understand this. All you have to do is ask them. This leads onto something else. 2. Who are they and what is their experience? 3. What is their level of training and coaching expertise? So what do you need to consider when choosing from a range of companies that can potentially provide recruitment training for your team of recruitment consultants and managers. It is all well and good that someone knows the recruitment industry. The question now is can they teach, train and coach. What is their own skill level in these areas? 4. What are their results in recruitment training? 1. Do they have Recruitment Industry Experience?

4. Deep benefits sell subconsciously ,Cheap Vince Young Jersey Most people involved in sales and marketing know that you sell the benefits not the features. But what separates the salespeople who are just getting by from the sales sharks that are million dollar producers... can be summed up as 'Deep Benefits.' While the shallow benefit of a exotic German car might be "the soft, hand stitched leather seats provide full back support, that make your commute as comfortable as possible." The deep benefit will always trump the shallow one because deep benefits almost always "stroke the ego." And you know all too well that desires of the ego have 100x the power of all other emotional desires (Well, almost all other desires...). The sales professional knows this and will use it to make the register ring. Our German car example becomes emotionally charged with the deep benefit of "imagine offering that new temp that has been on your mind a ride, and the look on her face when she opens the door and notices the luxurious fine leather seats..." Logic is no longer an obstacle. 5. Know thy prospect To really improve your closing rate, there is no better way then learning about who exactly you are selling to. This often forgotten foundation of sales and marketing produces a crystal ball into the world of your prospect. Put together a complete picture of your typical customer. Find out her fears, his desires,Cheap Drew Brees Jersey, her goals,Cheap Oilers Jerseys, his frustrations, etc. Everything that makes this person tick. Once you know them... and really know them, selling to the subconscious will be subtle, persuasive, and deadly effective. No more fake bonding or fake rapport building. Master this step and you have a secret door into their psyche. 1. Talk less Have you ever encountered the slick, sleazy salesman that won't stop talking while giving you the fake smile? More than likely you have. When salespeople get nervous... they tend to talk and talk without ever giving the prospect a chance to respond. Some sales training out there actually suggests to talk more! The training stated "telling is selling." Nothing can be further from reality. It was explained to me years ago that our creator gave us two ears and one mouth... meaning the prospect should be doing the talking 2/3 of the time. Learning how to sell, as you know, offers the biggest financial reward in any industry. Top salesmen will always write their own terms,Cheap N. Harris Jersey, and make what they're worth. The problem that seems to plague the sales ranks has nothing to do with the rewards of selling, but the process. The 'how" becomes elusive to the majority,Cheap Dustin Keller Jersey, and fearful to the rest. Most sales training conveniently forgets that professional level selling requires a great deal of persuasion and negotiation, gently masked with finesse. Here are five ways you can immediately make your sales situations more persuasive (and more profitable): 3. Use questions like a strategic missile What happens when a salesman or advertisement jumps out at you claiming to be number 1? If you're anything like your prospect... your reaction is "Ya, right" or "Who cares?" Bragging and hyping up your product will not sell it. The only reason anyone buys anything depends on their belief of the product having more value than the money in their pocket. Period. Find the real pain by asking subtle questions and price will never be an objection. 2. Stop trying to close...ABC is Wrong Some of the old school sales trainers used to emphasize closing as selling gospel. The term "Always Be Closing" was coined and a whole generation of closers were born. What someone forget to tell this breed of salesman was the internet kinda changed the game. And by "kinda" I mean completely. Look, with a simple Google search, your prospect can find out everything about your product,Cheap Dez Bryant Jersey, your competitor, your cost, etc. There is no point using outdated closing gimmicks and assuming the close, and other sales techniques from the 70's... the game is changing. Either adapt or find a new profession. Use these steps in your next sales encounter and pay attention to the changes they have with your prospect. All these methods use subtle sales negotiation to find the subconscious desires and then sell to those desires. Remember the phrase "Sell the sizzle, not that steak?" We took it a step further with "Sell a full stomach, not the sizzle." Learn how to sell and everything in the world becomes attainable.

What I have learned though is that I need to be prepared. I need to have a list of reasons why a customer should by my product now. Because if I don't know,Cheap Oilers Jerseys, why would they? And if they don't see the reason, they won't buy my product. Usually I will say that we have a campaign meaning I can't hold this price or that I can start working now and when he is ready to publish his add (I work with a job board) I will be able to publish it within 20 minutes or something like that. We have to eliminate their fear and create the fear that if they don't take action, NOW,Cheap Laurent Robinson Jersey! They will be missing out on a great opportunity. The problem is that when we are trying to sell to someone, we have to get them to take action. You will never get paid by creating a lot of "hot" customers if none of them every buy. To understand that,Michael Jenkins Jersey, we must understand our customers. First of all, taking action means a risk. Making a decision,Cheap Brandon Marshall Jersey, changing something means a risk. If things go bad,San Diego Charger Jerseys, the one who took action will be blamed. At the same time the one who took action will also get the praise if it goes well. This is hard, there is a reason I have spent hours talking to other salesmen who in their turn have spent hours talking to other salesman and so on and so forth,Tennessee Titans Jerseys, about this one problem. Our customers are therefore afraid of taking action because they are afraid of getting retribution. How do I get my customers to take action? The one most annoyings thing I have noticed as a salesman is that people hate taking action. Since then I have noticed that I am no exception. It took me about 6 months to earn the trust from my superiors to do new campaigns. Before this we had successfully marketed to earlier untouched market segments with great success. But when you make a mistake all of them are often forgotten. The problem though is that usually a good decision is less acknowledged than a bad one. I know once when we were planning a advertising campaign. I had realized that there was a complete segment of the market that was basically untouched. We created a campaign and it was a complete flop. The reason no one had gone after this segment was because they were happy with the products they had and how they solved their problems. This is probably one of the most discussed topics between salesmen. I can't say I have the answer. One of the reasons I don't have the answer is because every sales situation is different and so is every salesman and every customer. Something that might work for me might not work at all for you. Today I got into a situation where I had a great offer but the customer wanted to wait. Usually I have all kinds of good reasons to why they should act now. Today I didn't, I was caught like a reindeer in headlights. There was no reason for him to buy my product today rather than tomorrow or even next week. He of course waited until next week. We will see if I actually get the deal.

However, can a case be made to present this differently? If power washing costs us $70, and we tell the customer it will cost them $100 to do it, that's not dishonest. I mean, do you e-mail the Gap and ask them what the actual price the shirt you bought from them cost? Or ask McDonald's what your soda actually cost? Of course not! You either like the price and buy the product, or you don't, and you walk. The question is: how much money did Bank of America make on this transaction? I really have no idea. But they got the sale! The real exchange rate could have been 20 pesos to the dollar, and they gave me an exchange rate of 10 to the dollar. That's robbery (of course), but I didn't know it. I just knew I wasn't paying a $15 conversion fee on top of the $20 of pesos! That conversation with no added fees goes a lot smoother. I mean, what sounds better: $100 cost with no "hidden fees" or $70 plus a 15% fee? Surprisingly, the $100! The profit margin of the first presentation method (which sounds better) is approximately 66% more,Cheap Steve Smith Jersey! And the customers are happier and not triple-checking their monthly statement to make sure the 15% was computed correctly. It's not how much you charge,Cheap Laurent Robinson Jersey, but how you ask. There might be a reason that big banks generate so much revenue; they know how to ask their customers for it,Cheap Antonio Brown Jersey! "Even in this 'new economy'? Everyone is so price conscious!" A friend of mine was going to Mexico and I wanted to surprise her by giving her some Mexican pesos for the trip. Being that Charlotte (drum roll, please) is the 2ndlargest banking city in the country,San Diego Charger Jerseys, I didn't think it would be a big deal; I only planned on getting 20 dollars worth of pesos. In conclusion, the way pricing is offered is important. It's a way to have your cake and eat it too, a true win-win-win. You can charge more, while selling more, while making your customers happier! I walked a few blocks to Bank of America and figured I'd cut through the chase. I immediately asked the bank teller what they charged for exchanging dollars for pesos. She said they didn't charge anything; the conversion cost was factored into the exchange rate (aka lowering it). That sounded swell to me. So I thought about this in the context of a la carte real estate pricing, specifically in property management. When I tell a customer that our fee for power washing their house is a 15% "project management fee" on top of the real cost, it does not come off very smoothly. The customer feels the exact amount of our fee and how it is increasing their total cost. There is always a strange pause after this pricing explanation, but I thought it was worth it as it provided a high level of transparency on how and where we make our money. I walked into Wachovia across the street and asked for the twenty dollars worth of pesos. They said there was a $15 fee, so it probably wouldn't be worth getting it from them. They suggested the airport,Cheap Rashard Mendenhall Jersey, a travel agency, or Bank of America. I found it interesting that they suggested a competitor; good for them,Cheap Clay Matthews Jersey!

Today's sales environment is hard. With unlimited information at their fingertips, people are no longer very interested in listening to a sales pitch over the phone or letting salespeople into their home. They want to learn on their own and make decisions without 'outside' influence. When you change your focus to driving people to your site and then providing them excellent, valuable customer-centric information, this all changes. They get the information they want in a format that makes sense to them. In addition,Cheap Laurent Robinson Jersey, it allows them to control the "conversation" and learn at their own speed. So you've turned the conversation from a sales presentation to a self-education process. And you're positioned yourself as an authority rather than a salesperson. Your clients will automatically assume (because they view you as an authority) that if they contact you, you'll put their interest ahead of yours. Which is what you want, right? Someone that likes and trusts you before you even open your mouth. And you want them on your list NOT so you can sell them...but so you can inform them, educate them,Cheap N. Harris Jersey, and let them qualify themselves. But that requires you to get in front of prospects before anything happens. You either need to get them on the phone or by e-mail...or best...in person. But to the customer,Cheap Jason Taylor Jersey, you're just some random, untrusted insurance salesman contacting them at that point. They probably won't want to talk to you. You let your leads come to you instead of calling and trying to cajole them into giving you the time of day. In the online marketing world,Houston Texans Jerseys, your focus needs to go from contacting leads to getting them to come to your site and join your list. Scott Adams, an American cartoonist, is quoted as saying,Cheap Brandon Marshall Jersey, "You don't have to be a 'person of influence' to be influential. In fact, the most influential people in my life are probably not even aware of the things they've taught me." But whether you're new to insurance or you've been selling for years, you no doubt know your business success is completely dependent on getting leads, qualifying them,Cheap Lavar Arrington Jersey, and then putting the products in front of them that will meet their needs and exceed their expectations. In the old insurance sales model, it was up to the individual agent to qualify leads by contacting them, asking questions, and doing an evaluation to see what their needs were and how they could meet those needs. Step 1: Develop Authority Rather than Sales Skills Step 2: Get Them Coming to You Instead of Chasing Them If you're focusing on becoming a better salesperson and learning how to influence people and close sales, you might want to reconsider your approach. Both for your sanity and your customers'. Step 3: Let Your Leads Qualify Themselves BEFORE They Call You How do you do that? Do you see yourself as a salesman or an educator? You've probably heard the old axiom that people love to buy but hate to be sold. And it's even more true today. So what's that mean in insurance? It means you need to switch from trying to sell your prospects to educating them.

,Cheap Ryan Clady Jersey 4. Target your prospects' emotional hot buttons. People in general buy on impulse and not on logic. So, ensure that your marketing messages are geared toward targeting their emotional hot buttons. Learn how to make them feel excited,Cheap Jacoby Jones Jersey, scared,Cheap Stewart Bradley Jersey, or extremely worried so you can get the kind of response that you need from them. 5. Use images. Based on studies and research, people are most likely to buy if they can see the products that they're about to purchase. So, use visuals on your internet marketing campaign. Ensure that you only use high quality pictures so you can easily grab your prospects by the throat. 2. Promote product awareness. People don't buy products that they don't know of. As a marketer,Cheap Rey Maualuga Jersey, it's your job to promote product awareness. Plan an aggressive advertising campaign and post ads on search engines, blogs and forums that are frequented by your prospects, social media networks,Cheap Fred Jackson Jersey, and popular video sites. 3. Communicate the biggest benefit that awaits your prospects. People will most likely to spend their money on products and services if they know what they're getting in return. So,Cheap Devin Aromashodu Jersey, tell them how your products can help them out. Be very specific when discussing your products' major selling points. 1. Personalize your marketing messages. You'll most likely to easily get through to your prospects if you make your ads or marketing messages sound more personal. Use first person pronouns when addressing them. Use their language and the terms that they're very familiar with. Talk about their current situation in such a way that these people will feel that you personally know where they are coming from.

Building rapport requires a certain amount of patience and the ability to be flexible. If someone asks a stupid question,Cheap Laurent Robinson Jersey, never snap at them. Instead,Cheap Barry Sanders Jersey, smile in your mind and be as helpful as possible. If you want to close more sales you have to work with all kinds of people,Cheap Russ Grimm Jersey, not just the ones you like. If there's one thing I don't like when I'm talking to a sales person it's that sensation that he or she is bluffing the answers to my questions. It's irritating because if they can't give me the facts, how am I supposed to put my blinding trust in them. The bad news is that it's a very common phenomenon in sales, and few businesses seem to care as long as the money rolls in. Well they should care because it not only influences sales conversions; it more seriously affects repeat business rates. People will often not return to make another purchase if they feel the sales person they dealt with didn't know what they were talking about. I can understand a sales person not being very knowledgeable if they have just started a job, but there are too many sales people who are experienced and still have poor knowledge of their industry and their competitors. Show that you genuinely care and most people will take an instant liking to you. I know some people don't think they are funny enough but if you're short on inspiration,Cheap Arian Foster Jersey, get some ideas from books. It will often make a difference to someone else's day so it's well worth it. Mirroring can come in many shapes and forms but it's basically mimicking what the customer is doing to make them feel more comfortable dealing with you. If there's one thing I can be sure of in sales it's the fact that people are quicker to buy off people they like. When people get on well with people it not only helps to close more deals but can also speed the process up considerably too. If a customer likes and trusts the sales person they will often skim over certain procedures because they have that gut feeling that they will get the right treatment. There are four key elements that can really help to build relationships quickly and if they can be used together the results can be quite astounding. Humour So how do you make a customer feel comfortable about your level of expertise? Well I would start by learning the language of your industry. I believe it's important to insert the odd technical term to show you know your stuff. Now don't get me wrong here, we don't want to confuse the customer with a load of terms they can't understand. It's more about inserting the odd phrase or specific term in your speech or writing to impress. Expert terminology will give you a much more professional image and that's exactly how you get people to trust you. I had recently been asked by a friend of mine to come up with the three most persuasive selling skills I could think of that would help him close more sales. I gave it some serious thought and here are the three most powerful techniques that I came up with: Adaptability What a lot of people don't understand about closing the sales is the fact that it should be the easiest part of the deal. It should be the easiest part of the deal if you have done the groundwork properly and if you know how to prepare a customer for that moment. Closing becomes easier when you create rapport, when you show that you really care, and when you come across as the true sales professional. Empathy I used to draw on this technique during my own selling days and I'll tell you why. My own voice tends to be a little low and at a medium pace on most days and this is what I used on most of my sales calls. However there were days when I had to up the pace in what I would call "massive action" Basically I needed more sales to get me on track or to get ahead of the curve. I started to notice a pattern on these days. When the momentum started to flow and the sales started to grow, I felt that my voice was getting more energetic and the pace of my speech seemed to move up another gear into a higher acceleration mode. What did this do to my level of persuasion with customers? It seemed to have an almost magical effect and on certain occasions I was truly shocked at the way people reacted to my pitching. Looking back at those days,Cheap Ryan Clady Jersey, especially in the timeshare and the insurance business, it all came down to my energy levels. I'm not so sure it would have been possible to maintain those levels of energy on a constant basis, because it does drain more of your energy without doubt. However if there's a time when you need to close more sales,Cheap Cortland Finnegan Jersey, you need to increase your energy levels. 2. Build Instant Rapport 3. Show Your Expertise Mirroring 1. High Energy Levels

The good news for every sales person selling to a business is that there is always a map to your "buried treasure" (your Sales Opportunity). It's called an Organisation Chart. Imagine if I told you that there was buried treasure within driving distance of your place of work. What would your reaction be? Most organisations will have them on their web sites but, even if they don't, you need to create one by talking to your contacts. The initial map may be accurate but it is unlikely to be comprehensive enough or detailed enough for your purposes. It needs to be regularly validated, updated and expanded during the course of your Sales Campaign. Remember,Cheap Brandon Jacobs Jersey, any time spent, on understanding the Organisation Chart is time spent understanding your target's business and needs, identifying who you need to sell to and determining the value that you need to communicate. It represents some of the most valuable time you'll spend on your opportunity. You'd probably ask; "Where is it?" or, because we're talking about "buried treasure", you might ask; "Do you have a map?" Good question. It would be almost impossible to find the treasure without a map, wouldn't it? Where would you start? Given that understanding your target's Org Chart helps you understand their business, culture, values, the most important people for your opportunity, the political structure around it and where your competition is engaging, why do so few Sales People focus on it? As soon as you get a sniff of buried treasure you need to get a map. You will win a piece of business if the most important individuals in your opportunity perceive your solution as delivering the most value compared to your competition. Many sales people will automatically link the notion of "importance" to a Job Title and the "seniority" of that title. For example, if I'm selling IT, the most important individual must be the CIO. This may be the case but it doesn't have to be. I have sold multi-million dollar IT solutions to large organisations never having had a meeting with the CIO in the process. On other occasions, I've had to have several meetings with a CIO, for relatively small ticket items, to get the sale. It all depends on the context of the Sales Opportunity. That context is revealed through the Org Chart. Well firstly, you'd think that I was a crack-pot and wouldn't even consider the possibility that I knew what I was talking about. But, this is just an imaginary scenario, so let's pretend that you did believe me. What would be the first question you'd ask me? I continue to be amazed at how many business sales professionals do not bother with acquiring, creating,Cheap Justin Smith Jersey, documenting or analysing the Organisation Charts for their sales opportunities. Consider this. Oh,Cheap Nick Mangold Jersey, and one other thing, your map will be different for every sales opportunity even in the same account. An Organisation Chart tells you how a business has structured itself to serve its prospects and customers and, combined with a bit of investigative questioning, reveals the areas where that business is experiencing growth, contraction and various other challenges. In other words, it provides a short-cut and a context for understanding the business at an operational level and the types of problems that any solution that you may propose will need to address. One reason is that some of them don't understand the true value of an Organisation Chart (and hopefully this article has helped address some of that). Another is that a lot of sales people are action oriented "people" persons. That is, they have a preference for, and trust in, information/opinions that they gain from direct interaction with people in their accounts. If a contact says, "You need to talk to the CIO about this" they take it at face value and try to arrange the meeting. They prefer to be guided by information provided by others (who should or might know) and to take action rather than "waste" time analysing a "bunch of Org Charts". Without a fully developed Organisation Chart,Indianapolis Colts Jerseys, their biggest risks are that they will be led astray, intentionally or unintentionally,Cheap Lawrence Taylor Jersey, by an "opinion" that they took as "information" or that they will have too narrow a view of who the "important" people are in their opportunity. Either way, why take the risk? A few minutes of regular focus on your Opportunity's Org Chart will reveal whether acquired information is making sense, who could verify it for you and whether you are talking to all the people you need to. High level strategic selling courses such as Target Account Selling (TAS), Holden, etc., make the point that the formal Org Chart is only half the story, that you need to look at the informal or political structures around your opportunity. They are absolutely correct. The first step in uncovering the political structure around your opportunity is documenting and understanding your target's formal Org Chart. Even before you get to the level of political analysis,Cheap Laurence Maroney Jersey, working on the Org Chart will start to reveal who your competition has had contact with and the messages that they have been delivering. An Organisation Chart also reveals the culture of a business. One of the practical definitions of "culture" that I like is that culture is "the way we do things around here". It is inevitable that, over time, "the way we do things around here" becomes formalised into the Org Chart. The culture of a business reveals the values of the business and those values can be seen through the Org Chart. When I was selling large IT systems one of the first things I'd look at was the CIO's reporting line. Most Chief Information Officers tended to report into the CFO/Director of Finance. Some reported directly to the CEO. Which companies do you think saw IT as a cost centre and which saw IT as strategic to their business? Did it make sense for me to emphasise different value points of my solution depending on the CIO's reporting line?

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