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,NFL Camouflage Realtree Jerseys Today I want us to look at our product and/or service offerings. Now I want you to ask yourself,Cheap Emmanuel Sanders Jersey, Am I offering my target audience/clients what I think they need or what I know they want? The answer... So,Cheap Logan Payne Jersey, remember to reach your business goals focus on what the target audience/market actually wants. Once you discover there wants then package and position your solutions to those needs. Packaging and selling to their needs will make you a limitless business success. Discover wants and package accordingly. Once you discover your target markets wants then package their solution. Be sure that the packaged solution is not only attractive. but also addresses their wants so much so that when they look at your packaged solution that they say, "That is exactly what I need and have been looking for". This statement shows that you have done your homework and now you are being rewarded with limitless sales. Pick your target audience and research them. Once you pick a target audience then research that market. Through researching your audience and their market you are looking to discover what they want and/or what's missing from their lives and they would like to have. Remember you are selling to an audience NOT yourself. So,Cheap Dennis Smith Jersey, even though you might have an innovative product if you're the only one that wants it or think they need it and the market doesn't want nor need your product and/or service,Cheap Philadelphia Eagles Jerseys, then you have set yourself and your business up for failure. To be a success you want to be sure to offer target audiences/clients what they want. So,Cheap Isaac Redman Jersey, even if you have an innovative product or service that you just know people will sell it self because it will be in demand still do your research. Doing your research is key to answering the above question correctly and here's what else you need to do: Test the package. Lastly want to suggest that you test your packaged solution by starting small. By starting small I mean try releasing and selling your packaged solution to only a fragment of your target market at first and look at the numbers. If the numbers are good then that means you are offering them what thy want and they are buying so then proceed with expanding into your entire target market. Testing the package and starting small also leaves room for tweaking and re innovation if needed without losing a lot of money as well.

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While the inherent ability to persuade propels them above many others in the office, they never really get the job done. The smooth talkers are like robots. As soon as somebody calls, they automatically switch on and give a nicely flowing, intelligently sounding pitch. Their pitch is so down that they cannot vary or have agility when given objections. They rely on average. The true consultative sales professional knows that their time is valuable and is willing to forego a company that is ready to write a check, but they know they cannot fully help and that the ROI is not worth the work. Too many sales people, mainly due to poor technique and a lack of integrity lick their lips at any potentially inked contract and, thus kill any possible long-term relationship with another client who is more important. In the business development / sales world, an abundance of individuals toss the all too commonly used phrase "consultative selling" around as if it were a slang word simply referring to "people who can produce." Frequently, you hear sales managers bark phrases such as, "We want a sales representative with a consultative approach," or "Our sales team has a consultative selling motto." Sadly, in a large amount companies, slang is what the term remains both currently and in the foreseeable future. That is, until it is changes. On the flip side, if the sales representative is making outbound calls, to be effective and really adhere to the rules of consultative selling, that individual is going to have to do hours of research. Consultative selling experts understand and embrace that, more often than a sales person would think, people do not buy on price. Instead, they buy on expertise. The best sales professionals are the ones that implement consultative selling techniques, and consultative selling techniques can only be implemented after hours of company research. Consultative Selling is About Hunting Marlin Not Fishing Trout The sales people who truly implement consultative selling don't work against the client. Instead, they collaborate with the client. Phrases such as, "Please, tell me your thoughts on what I'm about to say," leave the conversation open to discussion and, when this happens, initial concerns such as price seemingly go out the window. Consultative selling gets the potential buyer talking. Once they begin talking, the seller can begin problem solving. Therefore,Cheap Donovan McNabb Jersey, the consultative seller, instead of making complete cold calls to the masses,Cheap Cameron Jordan Jersey, hones in on certain targets, leverages their knowledge and expertise, establishes the right relationships and closes the deals that matter in the long run. No true consultative selling expert goes for the quick sale. They go for the relationship. This is not consultative selling. It is often considered to be, but is far from it. Throughout the initial conversation with a new client, the consultative sales expert should be asking more questions and speaking less. Through the proper questions during the initial sales contact phase, the disciplined consultative seller can decipher whether this company or individual will become a partner of sorts and form a mutually beneficial,Cheap LaMarr Woodley Jersey, lucrative relationship or whether will they be a one hit wonder. Consultative Selling is About Collaboration At this point, basic knowledge of consultative selling is set, thus allowing us to graduate from our first definition of "opposite of an overly aggressive sales approach." Going forward, let's define consultative selling as the ability to uncover a client's problem(s), then be able to come up with intelligent, effective and creative solutions to help the client and generate revenue for the company. Well, it is quite hard to come up with effective solutions unless you know what the client does. Agree? The average sales professionals take the quick buck and, after 10 years of not getting to where they want to be, either remain unhappy or adapt a sales approach that is relationship based. At first, the change is somewhat scary to the sales professional, but they become used to the listening, the questions and the scaling of the temptation to close a quick deal that will truly go nowhere. This aspect of consultative selling always intercrosses with integrity. However, the best salesmen and saleswomen, prior to throwing out quotes or going into their pitch,Cheap JaMarcus Russell Jersey, will ask the right questions to learn about the industry. Without this knowledge, a true consultative sales call and, subsequent sales close cannot be effectively implemented on a frequent basis. Some people are natural salesmen and saleswomen. It is in my strong opinion that you can only teach some sales and the aforementioned are easiest to mold. However, the biggest hindrance that prevents these "naturals" from becoming great is that they rely on their natural gift of gab. It's almost as if a youth football coach sees a youngster with a great arm, but has to tweak his grip on the ball. Consultative Selling is About Building Trust Conversely, it is very hard for the sales professional to do research on every firm as they never know who will call in, but if done "on the fly," the consultative seller will ask the right questions and learn the ins and outs of that particular company. Just like in life,Cheap Owen Spencer Jersey, not everything in sales is perfect, but this is where the inherent sales skills and intelligence give the sales professional enough backup until full clarity is reached. It was not until the third item was picked up by him in order to put aside to buy that I even looked at a price tag. It was the best extra few hundred dollars I've ever spent. Moreover, because it's hard to try on dress shirts in a department store, upon getting home, not only did he address my other needs, every shirt fit perfectly. The entire basis of consultative selling revolves around solving clients' problems so they come back to the seller. Hence, the seller becomes the client's expert and reliable source. "We need x again, oh call Bob or Sally, they take care of it." It's that simple. It's that simple if done correctly and worked on. About a week ago, I was shopping for some winter clothing and had a budget in mind upon walking in the department store. To help me study the buying tendencies from a 3rd person (as 3rd as I can get), every time I buy a product or service, I analyze why I did so. In this case, the sales representative came up to me, actually asked me what I wanted and, because I didn't know, he had some recommendations for me, but always got my input. When you take a look deeper and attempt to solve the aforementioned slang to definition issue, you will soon find that people who know how to implement and execute a consultative selling technique with proper closing strategies are easier to locate and change the current status of an office. Through the below explanations, examples and descriptions, we can uncover as to what true consultative selling is and look beyond the rudimentary description as the "opposite of an overly aggressive sales approach." Although, all true leaders accept accountability,Cheap Tramon Williams Jersey, most people quiver at the mere thought of making a wrong move. Therefore, through the aforementioned questions and techniques, the consultative seller builds the trust necessary to close the deal and maintain a mutually beneficial, lucrative relationship. As a sales person, you can never hit the $200,000+ mark if you don't build trust with your clients. The true consultative seller makes the buyer feel comfortable and understands that nobody wants to be or feel sold. In all actuality, the hardest part for a sales person, upon selling into a big company, is that most of the employees are afraid of being wrong, thus don't want to sign the contract. Then, once the prospect is done conveying their needs, the consultative sales expert leverages those needs to show off his or her expertise and solves the client's problem nearly all of the time. Robots, as good as they are, are yet to replace human beings and somebody who knows how to actually sell can run laps around them. Consultative Selling is About Research and More Research Consultative Selling Is Not The "Sweet Talk"

Since putting together a catalog from scratch can seem like a daunting task, we want to help make it easier for you. We have compiled a list of five tips that will help you design a catalog that is effective at driving sales for your business. By following these tips, you can ensure that the catalog you create is beneficial to the bottom-line of your business. Your catalog's table of contents should be more than a list of titles and pages numbers. While many catalogs treat the table of contents as an afterthought, it's a great opportunity to not only help readers,Cheap Arthur Moats Jersey, but to emphasize areas of the catalog you especially want them to look at. If you own a business and have been looking for a way to increase your sales, a catalog is the solution you have been trying to find. A catalog allows you to not only put your selection of products in front of a wider audience, but to also convert people looking at your catalog into customers. Useful Table of Contents As someone browses through your catalog, they should feel like they are walking through your store,Cheap James Laurinaitis Jersey, while a helpful friend points out certain information to them. By giving your catalog a personalized feel, you will make it easier for readers to truly engage with it. When well-designed, a catalog can be a powerful direct mail marketing tool. While trendy Internet marketing "gurus" may dismiss print catalogs as outdated, sales data says otherwise. A well-designed catalog will drive sales, period. When it comes to catalogs, you have to have pictures! In fact, you have to have lots of them. Without page after page of great pictures, a catalog is not going to be successful. When someone's looking at your catalog,Cheap DeMarco Murray Jersey, you don't want them to feel like they are looking at two different catalogs when they flip from one page to the next. By keeping the aesthetic of your catalog consistent, you can create an experience that mimics shopping in a store. When people open your catalog and have this kind of experience, it helps persuade them to pull out their credit card and make a purchase. Compelling Sales Copy As people are looking through your catalog, you must give them a reason to feel like they simply have to buy what you're selling. While great pictures are part of this equation,cheap Super Bowl Jerseys, the other part is compelling sales copy. Keep in mind that there is a big difference between pushy sales copy and compelling sales copy. While pushy sales copy tries to bully someone into making a purchase,Cheap Trent Edwards Jersey, compelling sales copy makes what you're selling so compelling that people truly want to buy it. Personalization Keep It Consistent Going back to the second tip, when you're trying to figure out what pictures to include in your catalog,Cheap Chad Henne Jersey, remember that you want to create the experience of someone walking through your store. If you keep this goal in mind, it will help you assemble an awesome collection of pictures for your catalog. Lots of Pictures

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So what is the real cost to have a human answer the phone. I truly believe your phone greeter should be part of the sales team. Make it part our your sales budget. If it is looked at as a cost it will be only human nature to do this as cheap as you can. Here inter the automated attendant. Ugh,Cheap Jack Tatum Jersey!! This person answering your phone should be a welcoming individual. Business is about making people feel good and it should reflect that your company has the people and the solution to make that happen. If your company is not big enough to have a full time employee as a greeter,Reggie Bush dolphins Jersey, this service can be outsourced at a cost far below what one might expect. Yes,Cheap Devin Thomas Jersey, Good clean Canadian or American voices without accent. How many times have you called a business only to be greeted by an automated phone attendant? Yes, a machine that tells you how important your business is to them. Just,Cheap Dolphins Jerseys, how bad is that? These types of greetings often include the message. " In order to serve you better please listen to the following options". If you are anything like the 80 percent of first time callers to any business you just hang up. That's right. Over 80 % hang up and call your competitor. I believe an automated attendant tells your potential customer that your business is about you and not them. So how does the telephone answering industry do this so well? It's in the technology. When your call lands at a message or call centre facility it is mapped through a computer system that identifies who the call is for. The phone gets answered as if the agent is sitting inside your front door. The greeting as well as all the staff contacts and department info is there,Cheap Brian Urlacher Jersey, right on the agents screen. If it's a new sales inquiry the agency patches the call directly to the sales department. How this hand off gets done is completely tied to how you want it to happen. The same applies for customer service or accounting. The technology makes the process simple. But it is all done by a human. When you add layers to your businesses you actually make it more difficult for customers to do business with you. There is nothing more intuitive than a human that answers your phone and can get those important calls into the rights hands in your business. Your sales and customer satisfaction will flourish if you can deliver on what you say you can do. The following are six reasons to dump your automated attendant or voice mail box on your main phone line. 100 percent of callers and not 20 percent of callers will actually get to talk with someone at your business. Time is saved by not having someone listen to the message and then dispatch or forward the message. It shows the caller that your business is about them and not you. The response time is immediate. The caller gets what they called for... right now,Detroit Lions Jerseys!! This superior level of service will actually bring you referrals through good will. If your customer is calling your business with a complaint or issue a voice attendant will amplify the problem and create bad will.

To enhance your company's efforts you need an "Integrated Visibility" program. Discussing the definitions or descriptions of "what is sales? or "what is marketing" (etc....) eats up a lot of time. If an executive team is hoping to prove to each other who is the smartest person in the room, they can debate the semantics all day long. When the numbers come up short,Cheap Terrell Davis Jersey, some will rationalize all sorts of excuses why the company is not meeting expectations. Fingers get pointed, sales and marketing professionals get fired, and new plans get drawn up to do better in the future. But often nothing new happens. When people do not believe they are responsible for the growth, they wait for those with official sales jobs to produce. It can be a long wait. For a long time people looked at "sales",Cheap Toby Gerhart Jersey, "business development",Cheap Eddie Royal Jersey, "marketing",Cheap Franco Harris Jersey, "pubic relations", "networking",Cheap Eric Berry Jersey, "social media", and "branding" as totally separate functions. Everyone agrees they sound like they belong together, but few work on making them work in sync. 2. Do the employees all believe that EVERYONE, regardless of job title, is part of the business development team? Or do they wait for the "sales" people to take care of all aspects of new client acquisition? Often when a business is falling short the answers are often negative. Smart companies put their focus on the results, not the definitions of the disciplines that will lead them to more business. 1. Do those who are responsible for sales, marketing, and other revenue generating activities believe in their soul that the company's products and services are spectacular? Does the leadership have the same confidence? Are people coming to work to advance a cause, or just to check the box to get a pay check? have been talking with many business leaders lately about "sales". This is an important to all companies, law firms and other organizations.... but to many it seems mysterious. Everyone wants "more" sales,Cheap C.J. Spiller Jersey, but some question what it means to have a plan to bring in the business. Has your company planned a team meeting recently? Is everyone included? If the answer is no to either (or both) of these questions.... why not? Getting everyone on your team motivated to grow your overall "Integrated Visibility" will boost your sales. I believe all companies must ask themselves:

Look carefully at your sales processes and all your customer interactions. When was the last time you tried to sell something more to your customers? If you're not doing it regularly,Patriots 2012 Super Bowl Jerseys, to all customers, you could be missing out on bigger sales. So, take action NOW - this week build an offer that upsells your customers and make sure you tell them all about it AND click here for more tips to help you boost your profits,Cheap Tony Romo Jersey! Change your mindset - this is not about pushing stuff at people, it's about giving good offers to your loyal customers who are already buying from you and probably want more anyway. Stop feeling guilty about trying to sell more! Always make the upsell offer significantly better value than buying individual things - it has to be worthwhile if you are going to persuade people. Offer one upsell at a time - if your customer turns that down,Cheap Arizona Cardinals Jerseys, just move to offer 2 and 3,Cheap Nnamdi Asomugha Jersey! Offer after the initial sale - for example of you have an online business, let your customers trade up within 30 days to allow time to get comfortable with your service Don't give up - upsell at every buying point and over time your customers will start to get used to the idea of taking more. Remember you only need a small number to take up your upsell offer to make a big difference on your profit line. Pick your moment - there are always times when it is not right to upsell. Have you ever been on the end of a bad customer service call when the rep suddenly tried to sell you something? Don't follow this slavishly - if your customer is not happy or in a rush they won't buy more,Cheap Jerod Mayo Jersey! Use upselling as a way of getting some feedback - if they don't take the offer,Cheap Indianapolis Colts Jerseys, ask why not? Is the offer not strong enough, is it a cashflow issue or is there simply a limit to how many of your products a person needs? So what is upselling? Don't be put off by the sales jargon and think it's harder than it really is. Upselling is simply about persuading your customers to buy more of your services. They want to buy one of your products so why wouldn't they want two or three products? They want to use your services for a year so maybe they will commit to 18 months?Perhaps you can offer a package or bundle of services rather than just the one thing that they normally take? So how do you do all this without being too pushy and turning your customers off? Try these tricks:

6. Say "I have some ideas...". Here is how you close the conversation, "There is lot of information here. I have some ideas that I think may be useful to you in dealing with some of the things we have talked about. I would like to sort some of this information out and get my thoughts organized. I would like to come back and talk about this at our next meeting." Obtain commitment and set-up an appointment and leave. 2. Be sincerely engaged and interested in your client's business. Learn about the client's business, issues,Cheap Seattle Seahawks Jerseys, challenges, and goals first. Focus your questions on discovering as much as you can about them and stay away from you and your desire to solve and sell. In the course of the conversation, play the information back, ask more questions, and engage, listen and learn. You want to build trust? Show a sincere interest in them. Focus your process on learning as much about their business as possible. You will have plenty of time to talk about your solution once you really understand their business. 1. Remember no one really cares how great you, your company, or your product is. Do not start telling them about your stuff. Your client deals with that type of chatter from salespeople all day long. Think about it. Even you hate it when salespeople start rambling on or advocating about their stuff. If you dislike it when other salespeople do it to you-why do you do it to your clients? One of the realities of the valued business relationship is that people do business with people they trust. Business relationships are all about trust. In order to close that sale, the person you are talking to must have confidence in you to help them. You must be viewed as a trusted professional resource. You must be viewed as the person who has the experience, the professionalism, the confidence, and the commitment to support those needs. Your sincere interest in supporting them builds trust. Trust us not built on a one shot deal, it is long-term commitment. Here are three things to focus on in building trust: You have established the parameters for an information gathering meeting; here is what you do next: 3. Say, "I am not here to try to sell you something..." and mean it. What a powerful statement: "I am not here to try to sell you something today. I am here to try to learn about your business so I can explore ways that I may be able to help you in the future." Read this carefully again. It says nothing about selling anything. On that first call, make that declaration and watch the client's reaction when you say it. They will relax and engage you. The challenge is staying true to your word and spending the rest of that meeting engaging with and learning about the client. There are no quick roads to building effective and lasting business relationships. It is hard to acquire new customers. However,Cheap Houston Oilers Jerseys, once you build a valued and trusted relationship, that customer will be a long-term customer. A well built portfolio of long-term customers is the most productive and rewarding sales model of all. Quit focusing on selling and start building a trust portfolio. Now that we have established the importance of trust, the obvious question is "how do you build trust?" Interestingly, and sadly, trust is probably not something people easily associate with 'salespeople'. When researching "trust" in the dictionary, it is linked to words like integrity,Cheap Carolina Panthers Jerseys, strength, character,Cheap Josh Freeman Jersey, confidence, and responsibility. These are not words that most traditional sales professionals would be linked to. So if you view yourself as a great salesperson,Cheap Nick Collins Jersey, listen to me. Building trust is easy-simply stop "selling"!! Okay, now you have potentially established yourself as a person who is interested in learning about a person's business and their business issues. Be very careful here. If you switch to 'selling mode', you will be right back where you started. Now what? 5. Play it back and learn some more. Demonstrate that you have been listening and share what you have heard. "It sounds like you are struggling with..." or "You are really focusing on accomplishing....". Summarize what you heard. Then, ask for a little more information. "What have you tried?" or "How has it been going so far?". This is how you build on a relationship. By taking the time to learn about their drivers, goals or challenges without once trying to inject a sales conversation in the mix, you have begun to build trust. 7. Provide resources that solve. If you are really listening and learning, you will come up with a lot of ideas to support your client's business, including resources outside your company's offering. Bring all your ideas to the next meeting-vendors, partners, referrals, services, etc. Be prepared to solve all the problems that you discussed. Let them decide which solutions they like and which ones are the most valuable. Make certain you are committed to helping connect them to the solutions they decide they are most interested in. Remember, it's not about you-it's about them. This is how you become a trusted resource. 4. Learn, learn and learn. Go into learn mode as discussed earlier. You are having a meeting with someone who isn't grabbing their wallet or looking for your sales pitch because you told them you would not do it. Take the time to learn about their business and listen for the vision, the obstacles, and the challenges. Make mental notes of what they have tried,Cheap Jason Taylor Jersey, what they are looking to accomplish, and what the deadlines or time frames are.

To mention just a few of the common ones.,Cheap Daunte Culpepper Jersey Sales disconnect involves any or all of the following scenarios; The concept of selling hasn't changed all that much in over 100 years as buyers generally want the same outcomes as they have for decades. They want creative, workable and practical solutions to their problems,Cheap Taylor Mays Jersey, to avoid pain and be treated with respect. Yes, there are other needs and desires but these three in general have defined the majority of consumers wants for years. What has changed over the years is how the majority of salespeople attempt to answer these needs and desires and solve their prospects and customers challenges. - There is a lack of consistency between an organization's marketing messages and/or literature or marketing materials, website promises/statements and the actual sales message delivered by the sales staff. Back to the question above - what is sales disconnect? - The salesperson relies to heavily on the use of technology to sell,Cheap Arthur Moats Jersey, service or solve customer issues or problems. There are many more approaches you can use to reduce or even eliminate customer or prospect sales disconnect but the key attitude is - to take full responsibility for any negative outcome that occurs or might occur based on your interaction with the prospect/customer. - Never make the sales outcome about how much money you or your organization makes. - Always tell the truth,Cheap Jonathan Stewart Jersey, the whole truth. - Encourage prospects/customers to contact other customers to verify their experience(s) with your products or services. Disconnect - to end, forget, or lose an emotional or spiritual connection with something or somebody. I call it a breakdown between parties due to; communication style, personal agendas, contradictory goals or objectives and the inability to deal in truth, reality or just what really is. - Dispel customer or prospect rumors and hearsay early in the sales process. - Use technology as a tool and not a crutch retaining the human connection in the relationship. - If there is an inconsistency between marketing materials and what a prospect or customer actually will receive - bring it up and don't hope it won't surface. The above can create or contribute to; So how does all of this relate to a salesperson's approaches and their interactions with their prospects/customers? - There is a lack of consistency between the customer's or prospect's expectations and the sales message delivered by the salesperson. - There is a lack of consistency between an organization's mission and how the lack of integrity and congruence of that mission impacts customers through their sales strategies,Cheap Devery Henderson Jersey, techniques and approaches. Yes,Cheap Matt Hasselbeck Jersey, there are millions of other examples that take place every day during the sales process with thousands of salespeople representing every conceivable product or service but most of them will tend to fall within the framework of the above examples. The goal of all salespeople is to close more deals faster and easier. In an attempt to achieve these ends they often sabotage their overall results and efforts by failing to adhere to a few fundamental procedures or techniques. - The salesperson misrepresents their product or service in some way therefore contributing to a breakdown in the relationship with the customer or prospect. - Avoid stupid high pressure sales tactics just to close the sale. - Always put the customer first ahead of the organization. - Don't wait to deal with potential conflict but hit it head on early in a professional and integrity based way. I could go on for pages about how technology has and is impacting the sales/customer relationship but I would rather address the outcome of these approaches and techniques as they contribute to sales disconnect. - Buyer confusion - Buyer frustration - Buyer remorse - Reduced customer loyalty - Bad PR and Press - Poor sales margins - Less repeat business - Buyer anger - Higher sales costs - Longer sales cycles - Never stretch the benefits of any topic, benefit, service or policy to make your product or service appear better in some way than it actually is. How can you avoid the negative outcomes due to any aspect of sales disconnect? Consider the following; What is sales disconnect?

1. Prospect in New Places - As the old adage goes you can certainly "fish a pond dry." We often get stuck in what works and forget to try new things. Nowhere is that more dangerous than in our sales prospecting. Try doing a little more online sales prospecting. One of the biggest ones I've noticed lately is the shift to using the Internet to research and get recommendations for purchases, both online and offline buying decisions. 2. Increase Attempts and Contacts - This is a no-brainer. No one is cold calling sales people these days. Decisions to buy things are typically not people's priority in this economy. Quite the contrary,Cheap LaMarr Woodley Jersey, decision makers are being encouraged to figure out how to get things done for less or with existing in-house resources. 3. Reconnect with Past Clients - One of the best places to look for a few more sales is the one we most often overlook--past clients. These folks have bought from you before and are likely to do it again. Make sure you are staying top of mind and monitoring their changes. Here are 3 simple ideas to get sales up--off a plateau and climbing again. Many of our clients are getting new jobs, new responsibilities, or leading new initiatives. All of these are opportunities to get another sale. They also create excellent opportunities for referrals. That means you need to make more attempts and contact more prospects. You can't wait for deals to come to you. Intentionally up you dials and appointments if you want to move the needle on your sales numbers. Excelling in sales is a careful balance of discipline and creativity. You need to diligently hammer through your process, but commit to execute with passion and flare. When you hit a slump,Cheap Terry Bradshaw Jersey, which we all do you need a few simple jolts to move you forward. Increasing sales is all about consistently looking for opportunity. You need to survey your market,Cheap Johnny Knox Jersey, look for new prospecting "honey holes,Cheap Patrick Kerney Jersey," and remind those who have bought from you in the past that you still can bring additional value to their business,Cheap James Starks Jersey, initiative, or personal objectives. It's important to raise our heads above the foxhole on occasion and look at the battlefield. Customers needs, wants,Cheap Antoine Winfield Jersey, and behaviors are constantly changing. They hang out in new places and they make decisions in different ways. You need to be aware of these changes.

Along with revenue is the concept of average sales. From the revenue numbers over a certain time period, you can determine average dollars. But you can also determine, by unit,Cheap Kory Sperry Jersey, division,Cheap David Garrard Jersey, region, or salesperson, the average number of units sold. Any comparison to an average is a helpful measurement tool, but you must remember that there are "average-breakers" who continually outperform, due to sheer skill, market forces, or product and salesperson position. One of the best ways to use average sales as an analytical tool is internal - determine which members of the sales team are below average,Cheap Dave Casper Jersey, at average, and above average and go from there. On the organizational level, be sure to benchmark averages with others in the industry. Sales analytics can be rooted in the numbers or in the subjective. The point is to use a variety of measurements to determine the effectiveness of the entire picture, that is, salespeople, sales presentations, the process, and after the sale. Another ratio used as an analytic is new accounts to return customers. Most sales managers measure effectiveness of their divisions and salespeople based on the number of new accounts generated in a certain amount of time. But if you have a product line or industry that can generate income on a repeat basis,Cheap Brandon Graham Jersey, you should be measuring this. Out of the new accounts, how many become repeat customers within a particular time period? If this is a measurement that works for your organization and your product, use it. You may find that the sale is becoming the last point of contact instead of one of the first contacts. Or you may find that account management needs to be stepped up. But on the other hand, you may find that customers are returning again and again - which is a great measure of sales effectiveness. For more detailed sales analytics, consider a ratio of closed sales versus what is in the sales pipeline. This measurement can tell you if the sales process is breaking down at the point of sale. For example, if a salesperson or unit has strong sales but consistently has an even stronger pipeline, they should be increasing sales by increasing the number of closings. This measurement can also point you back to issues with the product and competitors. As a matter of fact, you can take this measurement a little further and try to find out which clients in the pipeline have,Cheap Santonio Holmes Jersey, in fact, gone to a competitor. One of the most common sales analytics is revenue. For a business with only a few products and a few salespeople, it's also a relatively simple leap to determine how much of the revenue was brought in through the sales force. But as products become more complicated and as the sales force spreads geographically, this determination is harder to make. The idea of using revenue as a sales metric is to take the total revenue and then break it down to relevant units, such as division, product, region, or salesperson. Once you have a hold on the numbers, you can determine how much revenue is generated by each product - and by each salesperson. It's easy to say that a great salesperson is that person who continually closes, and this is true to a great extent. But in a new economic environment, a closed sale is not necessarily the sole measure for effectiveness of the salesperson and the sales presentation. There are several ways to measure sales and all of them can be used together to get a good picture. In addition, you can use a combination of metrics to determine how to set goals - and how to coach salespeople in the meantime. What about subjective sales measurements? There is argument in the sales arena about using analytics that are not based in the numbers. But why not see what happens to perceptions, customer service, and overall effectiveness of the salesperson before, during, and after the sales presentation? A customer survey is not necessarily a numbers-based analytical measure, but the client is going to be completely honest based on their feelings at the time. For example,Cheap Nathaniel Allen Jersey, a customer who is happy with the product will give a glowing review within 30 days, but what happens to that "high" after 60 or 90 days? What happens to their perception of the salesperson when the customer perceives that he or she is always around to help or that he or she has simply vanished? Subjective surveys, although not related to the bottom line, are a great way to measure effectiveness in both the long and short term.

I could talk for days about what the sales function really is and go on and on. But what I do know is that when a person is really good at sales or selling something, it is not the product that they are selling,Cheap Joe Flacco Jersey, they are selling three things. Will the stigma just disappear with these few tips? I think not, but what it can do is lessen the piercing deep into your heart when they do give you an attitude. Just kidding.... well then again,Cheap Patrick Robinson Jersey, maybe not. Always remember Business is Business. So how do you bust through the sales stigma of someone that only sees just another salesperson? Do you tend to put up your defenses and get frustrated? How about hanging your head in defeat? Is that you? Ask for a referral from said nay sayer. If they are not interested in hearing about your product,Cheap Jason Witten Jersey, by gosh, they may know someone who is. If you don't ask,Cheap T.J. Yates Jersey, they will not volunteer that tidbit. *They are selling the need for the product. *They are selling themselves *They are selling their passion and belief in the product. I would venture to say that most people trust one another. Sales professionals count on that. I know in my business I could not sell my product if my clients did not trust me. I sell the need and I sell a product that people do need. But sometimes getting someone to understand that what I am offering is the best product out there is difficult. Understand that timing is everything. A "no" today may not be a "no" next month. Keep the nay sayers on your radar. Ask if you can follow up in 6 months or so, just in case. If they say yes,Cheap Bears Jerseys, then you had better be there, or be calling or whatever method you contacted them on the exact day 6 months from now. Send a card thanking them for their valuable time and include your business card. They may throw it away, but then again, they may just keep it,Cheap Osi Umenyiora Jersey, just in case. I know I would. So where did this stigma come from? Was it years of bad used car salesman that killed us? Was it old MLM days that left a bad taste in peoples mouths? Or what about the cranky salesperson at the department store? I have met a lot of people in my sales days and many times I have gotten a cold shoulder when people think I am going to "sell" something to them. I have also met a lot of people that do not want to work in an industry that "sells" anything. Always be professional and on your best behavior. Being rude or acting self defeated will not help you in anyway and will just reinforce their belief in "salespeople" in general. We can't really trace back where the stigma started as it may be different for you as it is for the next guy. But what I do know is that "sales" doesn't have to have a stigma at all.

Ever listen to Margaritaville by Jimmy Buffet? Another great way to get a story idea, is to look at your own experience with whatever product or service you sell. Let me give you an example. One time, I sold a line of medical nutrition product that helped repair pressure ulcers. And since the product I had was great at repairing a pressure ulcer, I decided to take it after my workouts. What happened? Do this and you'll be on your way to selling success. Smell those shrimp they're beginnin to boil The deeper... more painful... more interesting the problem (and how you overcame it) the better story you'll have on your hands. There are many places you can look for this "problem" that will help drive your story. And you better believe I told this story when I was in front of a prospect trying to sell this product. All of those tourists covered with oil It helped me put on five pounds of muscle. It doesn't matter if you sell bookkeeping services... rusty used lawnmowers... fine furniture... butt cream for wound care patients (like I once did)... or whatever... Much of this crosses over to sales and marketing too. Why does this song get me like this? And every story starts with some kind of juicy problem. So back to my point which is if you want to be very good at selling then you should really work at becoming a master storyteller (like Jimmy Buffet)... and... work to link your story to your main selling point. Heck,Cheap Kevin Greene Jersey, the lyrics are freaking addictive: Why? Just run any of his lyrics through your head,Cheap Green Embroidered Jersey, and you'll see what I'm talking about. The guy can tell a simple,Cheap Aaron Kampman Jersey, fun and yet powerful story. And look: On my front porch swing Strummin my six-string And his fans (also known as Parrot Heads) love Buffet for this. Because Jimmy Buffet is a master storyteller. In fact,Cheap Plaxico Burress Jersey, the number one rule when you're giving any kind of sales presentation is to lace it with stories that lead back to your main point. This is a much better (and more effective) way to sell than using boring facts and figures. They can all sound exciting with the right story. Watchin the sun bake And wouldn't you know, every time I hear Margaritaville I immediately imagine myself lounging on a sunny beach in Mexico where I'm sipping icey margaritas in a T-shirt and a pair of board shorts. For example,Cheap Dez Bryant Jersey, you can look at how your product or service came to be. Was there a struggle making it? And if so,Cheap Barrett Ruud Jersey, how the person who invented your product overcome this problem? Talk about a cool song. Everything can be made interesting with a story. Because the human brain absorbs a story like a sponge soaking up spilled milk. Nibblin on sponge cake

When thinking about this example, it's hard not to ask ourselves how many other such cases are out there that we don't know about. How many of the hundreds of products we use every day are a result of shameless business manipulation? The answer would probably depress us. How can we be sure that what we read in the press or what we see on television is not simply a paid advertisement? We cannot. Somehow, over time, being a consumer has started to mean being lied to, manipulated or indirectly robbed. Business manipulation is an art. Art mastered almost to perfection. Nowadays, buying equals existing and in that sense the power of business is paramount. And so, companies become manipulators. The scam produced by companies in order to sell their products can be more outrageous than you can possibly imagine. In fact, the bigger the company, the higher the probability that it will try to acquire a monopolistic share in its market by using well-disguised manipulation. Drug companies can be notoriously shameless when speaking about business manipulation. One of the most striking examples was the scandal with the big pharmaceutical company Merck which had paid a well-known publisher to create a medical journal. The articles in this journal were, understandably, very positive about Merck drugs,Cheap Ed Reed Jersey, but nobody had mentioned that the articles were written by Merck itself. This story is almost too hard to swallow, namely because, the company had been manipulating not only ordinary people to buy its products, but also doctors and other professionals who had been reading the journal - people who are trusted and can have influence on their patients. The world is controlled by money and business manipulation keeps the winning cards. Today, one country belongs to those who control the big companies in it. How do companies use advertising - to manipulate or inform people? Yes, it gives information about what exists on the market,Cheap Matthew Stafford Jersey, where and on what price,Cheap Victor Cruz Jersey, but it still remains the most powerful manipulative machine. Everywhere we go, we are bombarded by advertising slogans,Cheap Otis Sistrunk Jersey, posters,Cheap Chiefs Jerseys, flyers, billboards. Each one of them offers us something off the price,Cheap Mike Singletary Jersey, make gifts and for what purpose? To convince the buyer to buy the product, to go on a holiday, to use a company. One customer will lead to another and so the ultimate goal of advertising will be achieved - increasing profits.

Use it to help make seemingly easy and seriously tough decisions. If there's a chance, based on what you know or don't know that it could hurt your prospect- you need to have a real conversation to explain your position and to understand his perspective. +/+ You always choose a decision that could help and couldn't hurt...and act on it quickly. And,Cheap Brandon Flowers Jersey, remember that you do not operate in a vacuum... In 2000 I was a sales rep for an internationally known U.S. Fortune 500 IT Company selling human resource software and services selling to equally known Fortune 500 companies. +/- Sometimes you have to take a chance if something could help but could hurt. Use it to help gain consensus and commitment. It's much more powerful than "Trust me". Making more good decisions quickly the first time means you waste less time correcting bad decisions. Minimizing the risk inherent in every decision greatly increases the chance it is a good decision and seriously reduces the time and resources it takes to correct bad decisions. Now, no one gets it right the first time every time. However, my manager at the time had a track record of making an overwhelmingly number of good decisions quickly. Review this list with the stakeholders to see if the decision is weighted more or less towards 'could help'. The premise is simple. Here's the ridiculously simple tool he used. Use this tool internally with your people, when you are working with your prospects, and when you decide what to include in your copy. + /+ could help and couldn't hurt + / - could help and could hurt - / - couldn't help and could hurt Use it to help your internal and external customers move past their fear. Use it to help support decisions. Your decisions and your customer's decisions. This is your risky decision. To minimize the risk, make a chart and review everything you know about the situation,Cheap Paul Posluszny Jersey, the stakeholders, the decision makers,Cheap Giants Jerseys, and more importantly make a realistic list of everything you do not know. Here's a sales consultant and copywriter's story about Rule #9: "Take only calculated risks." -/- You never make a choice that couldn't help and could hurt. Just because a decision could help and couldn't hurt you,Cheap Derek Hagan Jersey, does not mean that it could help and couldn't hurt your prospect. Look at the decision from your prospect's point of view. I heard Dennis Ross, U.S. envoy and negotiator,Cheap Jack Ham Jersey, speak a while back and purchased his book,Cheap Terrell Owens Jersey, "Statescraft And How to Restore America's Standing in the World". He lists twelve rules of negotiation.

Despite a written apology from their State Manger we resolved never to deal with that company again and placed our home and contents policy in the capable hands of our broker. We've had one small claim since and the difference was amazing. No hassles, everything handled smoothly. Thinking over what our broker had said,Cheap Indianapolis Colts Jerseys, we looked back on an occasion four or five years ago. At the time our broker looked after our business policies but our home and contents policy was arranged separately,Cheap Chuck Howley Jerseys, with an insurance company linked to the finance company that arranged our mortgage. I arrived home the other evening and started thumbing through the mail, which included a few bills. One was for our home and contents insurance policy. We were broken into and had a number of items stolen. The way we were treated by our insurers and their investigator had me thinking at the time that I should write an article about it. If I had, the headline would have been "We've been robbed so why do I feel like the criminal,Cheap Sedrick Ellis Jersey!" "Hold on",Cheap A.J. Green Jersey, I thought. "It can't be that much!" I immediately found last years account and got out the calculator. It worked out to be a 22.6% increase. Well in excess of inflation. We've now renewed our home and contents policy. And despite my Scottish upbringing I managed to smile as I wrote the cheque to our insurance brokers. Peace of mind is worth a lot to me. In this case an extra $204.35. As we discussed what we would do, I couldn't help but think of my favourite Richard Denny quote: "Never apologise for your prices. Your product knowledge and the service you give demonstrate that your prices are fair." Our broker listened. She was sympathetic and understanding. She dealt with all Gwen's questions. But no,Cheap Giants Jerseys, she didn't recommend the change to a cheaper policy. And no, she couldn't arrange a lower price without reducing our cover. We discussed what to do. My wife Gwen said she would shop around and do some comparisons. After making a few phone calls Gwen got onto our insurance broker. She challenged her on the price explaining the difference between hers and some other quotes, particularly one that seemed to be $204.35 cheaper. Why the difference? Were we comparing apples with apples? What could she do about it? People like our insurance broker are worth their weight in gold. By that I mean, people who are well trained,Cheap Lyle Alzado Jersey, who genuinely care about their customers and use proven selling skills.

Well, this problem has, of course, many solutions, but, two of the most important answers to this is to obtain a contact list and to employ a one-tone-marketing medium. Let us first concentrate on calling list. There is no reason why a telemarketing list is very important other than the fact that phone calls will not be made unless there are phone numbers to dial. Aside from that, information contained in the data bank can be optimized for other purposes. Other contact information like mailing and email addresses can be used to energize mailing campaigns and support telemarketing processes. Aside from that, the archive pertains to the key contact person of every company, which means that your people will be calling directly to the decision-makers. This is truly an advantage since you will not be wasting any time with gatekeepers or call receivers who are not in the managerial position. You can even purchase a list for executives if you like. Other relevant information like name, position and the likes are necessary in building trust and confidence while making a conversation over the phone. On the other hand, when you run your own telemarketing campaigns, you will be able to maximize every benefit you can get. Furthermore,Cheap Gabe Carimi Jersey, you have the absolute control in the entire operations. In addition, you can train your telemarketers with specialized selling techniques. Since they know your goods and services well,Cheap Gary Brackett Jersey, they can provide good answers to every question of sales lead, making positive impression. And you can also make use of telemarketing for other services like following up and nurturing leads. When it comes to large volume of sales opportunities, the Information Technology (IT) sector is one of the leaders. Be it hardware or software products, every good that the industry creates is always selling like pancakes. The myriad services (IT consulting, ISP, web hosting, web design and development) have been patronized by millions of consumers and businessmen. And it is not surprising to see them multiply in the years to come. But the again,Cheap Daunte Culpepper Jersey, this fact alone does not always follow directly to a specific IT company. Yes, there are many fish in the water, but unless you know how to fish, you will never have those fishes to eat and start your own livelihood. Meaning to say,Cheap Brian Westbrook Jersey, the IT sector is filled with a lot of opportunities, which refers to high-quality and fresh B2B sales leads. Unless they know how to generate these potential prospects they will not get a chance of bringing them to their sales pipeline. Truly, telemarketing is the ideal approach that will make your B2B lead generation programs productive, fast and accurate. But, like I have repeated all over again, it is nothing without the valuable information in a telemarketing list. So, when you fuel B2B lead generation with telemarketing, be sure that you already have bought an updated contact list from a superstore of specialty lists. On the other hand, telemarketing is certainly the best partner of a contact list. Nowadays,Cheap Andy Dalton Jersey, businesses are compelled to operate their marketing campaigns as fast and as interactive as possible. No one knows what the competitors are thinking, so it is important to do the first move and be ahead of the race. This is what your instrument should do. It has to reach your prospects quickly in order to establish the first connection. Then, it also has to make a quick follow-up. You know that all direct marketing channels can easily reach the leads, but only one, the telemarketing,Cheap Brandon Marshall Jersey, can make them respond right away. You just cannot let it happen that rejoinders will be send after weeks or worse month/s. There should be an immediate two-way communication, since not all of your prospects will be deemed qualified. This is where telemarketing is best.

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