If you are a loan officer that continues to make a living in today's economic climate,Cheap Mike Ditka Jersey, than you are considered to be a true professional, a good sales person, and more than likely you are someone with the vision good enough to anticipate the ups and downs in the mortgage industry. But please, when researching mortgage lead companies take your time and do your research. Time is money. And,Cheap Ronnie Lott Jersey, as you know, good quality leads turn into money. For starters, find a mortgage lead company that generates their own mortgage leads through lead generation web sites that they own and operate. This is the only way that you can obtain a good quality mortgage lead. Anticipating what is coming next in any industry not just the mortgage industry is critical when it comes to surviving in your profession. A lot must go into surviving a down market and it begins with hard work and determination. Mortgage leads also play a role when it comes to conducting your day to day business. Mortgage leads can come in more than one form but what I am getting at here is internet mortgage leads and how a serious mortgage professional can find a good quality mortgage lead. Also,Cheap Nnamdi Asomugha Jersey, look for low minimum deposits without minimum order requirements. This way you will have the ability to take their leads on a test run without the large monetary commitment, and at your own pace. Make sure you take a moment and speak with a sales representative and verify everything that you have read on the companies web site. As you know, having a contact is very important. I could go on about refund policies and stuff like that but I know that I am preaching to the choir since you have survived the mortgage industry crisis and are still around to read this article. Also, it doesn't hurt to be a seasoned loan officer with years of experience under your belt,Cheap Steve Smith Jersey, and a lot of mortgage resources at your disposal. And,Cheap Torrey Smith Jersey, from a referral stand point,Cheap Antonio Bryant Jersey, the more people you know or have helped, the better.

I have many friends that are in business for themselves and some of these friendships started out as me being the customer. Recently I had a conversation with Jason Sheffield of WNC Realty about basic business philosophy. We were lamenting about a real estate deal that an associate of his lost because this other agent (who lost the deal) was very interested in hard closing the potential customer. The potential customer was turned off by the old school aggressive sales techniques that were being employed. Instead of asking many questions to really pin point the customer needs, the other realtor kept trying to close, close, close. It cost them that deal and likely many more. If this high pressure realtor had taken 10 extra minutes to really figure out what the needs of the potential customer were it would have made a big difference. By simple asking a few extra questions about the customers needs and the specific way the customer needed to approach the transaction it would have been clear to the realtor how to best close the deal. It really does not take that much more time to be a professional salesperson so that the potential customer wants to do business with no one else. Jason and I agreed that a business relationship was always more important than one real estate deal or any single transaction. You can always make another real estate deal or sell another product, but close business associates, and ultimately friends, are irreplaceable. The basic way to describe a person that buys a product is as a "customer". Once a business establishes repeat transactions with a specific customer, and earns a customers trust,NFL Camouflage Realtree Jerseys, the customer then becomes more of a "client". Building strong client loyalty by offering a high quality experience and top of mind product and brand awareness will hopefully result in clients then becoming "confidants". Once you transition customers to confidants you not only have a loyal customer but you also have a confidant that will go out of their way to share your companies story with their friends, family,Bo Jackson raiders Jersey, and even strangers. Confidants take time and energy to acquire, and those business relationships are likely formed over time,Cheap LeGarrette Blount Jersey, but there is no better way to get business. Word of mouth and personal referral beats out advertising and marketing every time. When I can I always do business with my friends. Typically business relationships develop over time and sometimes the business people end up becoming personal friends. It simply starts out as a typical transactional business arrangement and over time the relationships can evolve. Some of my closest friends are a direct result of business transactions. Some have been customers of mine and with others I have been the customer. The local coffee shop owner where I buy my coffee beans typically asks me about my family and how everyone is doing before he asks me what I want to buy. We will chat about art or music before we get into the flavor of the day or how many pounds I am interested in purchasing. This is the way I like to do business when I spend money, particularly when it is my disposable income. I could buy any number of coffee beans at the grocery store, and sometimes I do, but it is a more enriching experience when I go to my guy at Jongo Java. You can see more about this entrepreneur in an interview with him, Dan Smith. Building a successful business is not an easy task. Entrepreneurs are a brilliant breed of business people that I respect immensely. I see many businesses make a fatal mistake that could cost a start up or established business everything. In order to be successful a business relationship should come before the business transaction,Cheap Jamaal Anderson Jersey, and if done properly customers transition to clients and ultimately to confidants. If multiple companies offer the same product, and the price is relatively competitive, I tend to do business with companies and people that I like. I believe this is simply human nature. A business owner should attempt to attract customers and offer products and services that turn a one time transaction into a long term business relationship. Repeat business is the absolute key to a successful business model and if customers are repeating their business with a particular company the odds are high that they are referring new customers by word of mouth advertising. Passing on a deal, even when you could close the customer, can be much more fruitful over time. Sometimes by holding off on the hard close and fostering a long term relationship,Cheap Bill Posluszny Jersey, the potential customer will become an instant confidant and the business will certainly follow. You can always pass on one deal, and work hard to replace it,Cheap Fred Biletnikoff Jersey, but a relationship with a confidant is almost impossible to duplicate.

So what is a behavior? Simply speaking, a behavior is an action. Repetitive actions can be described as habits. In either case whether the action is singular or repeated on a regular basis, it is the beliefs of the individuals driving those actions. This leads to the question what beliefs are driving the habits? For some in sales,Kellen Winslow charger Jersey, they may believe the current economic situation is terrible. This belief keeps them from making the necessary calls. Another belief may be that when a potential customer (a.k.a. prospect) does not return a phone call,Jonathan Vilma jets Jersey, then that individual is not interested. A habit develops of making just one or two phone calls or even contacts before abandoning that potential customer to find a new one. If you goal is to increase sales,Cheap Jarret Johnson Jersey, then take the time to look at your daily habits. Are you doing what you need to do (consistently) to achieve sales success? 40 to 70% of all targets not achieved 48% of all leads not followed up Almost 66% of all sales people stop at the 3rd contact Sales research reveals a lot of poor behaviors such as: In the selling arena,Cheap Toby Gerhart Jersey, success is truly about engaging in those behaviors that will increase sales. Conversely,Cheap Demaryius Thomas Jersey, poor behaviors will not deliver the desired results. "I'd gladly pay you on Wednesday for a hamburger today." This statement made by the character Wimpy in the cartoon series Popeye surfaced from my memory banks when I read and heard this statistic: 70% of all health care costs are directly related to behaviors. For those who are no familiar with Wimpy, he was overweight and always eating hamburgers. Not exactly the healthiest diet,Cheap Titans Jerseys! Are your daily sales behaviors at the level necessary for sales success? Do you remember Wimpy in the Popeye carton? His come today and see you tomorrow attitude reminded me of why some sales professionals fail to achieve their sales targets.

Unfortunately for those who have chosen not to adapt to the growing changes that have been sweeping through the world of business they will likely not be in business in the next five years. If they don't put their ear to the railroad track they will surely miss the train that's bearing down on them right now.,Cheap Joseph Addai Jersey Having the correct vendors in place is an excellent thing unless those excellent vendors are not needed. This is why knowing what your company stands for is the most important item of company success. What are you selling and why is it important. Take a look around, if no one is at your door looking to buy it could simply be because you can't be found or it could be that once you are found,Cheap Brandon Jackson Jersey, no one likes your product. In times like these, it's more important then ever that the product you are putting out is of need and of value to your customers. Otherwise you are sunk in the water before ever beginning. Although times are tough not only for business and consumers there are companies out there redefining the way they do business because they are listening to those who pay the bills; the consumers. Companies have been looking to SEO optimization over traditional methods of advertising. If you've paid attention over the last few years you would have noticed that Satellite radio and DVR have taken the world by storm. Although just about everything has changed for the way businesses communicate with the consumer many things have stayed the same with how businesses communicate with vendors and partners. Ensuring that you are prepared to impress vendors will mean that you put forward the best face of your company. Every chief operating officer in the world is feeling the growing pinch of a shrinking economy. Smaller work forces,Cheap Limas Sweed Jersey, tighter research and development budgets and a finicky consumer base have done its share to provide sleepless nights to many a corporate executive. Success is around the corner for any business that wants to embrace the changes that the world of digital has brought and to anyone who is willing to understand the economic situation that they not only find themselves in but their customer's as well. In these trying times,Cheap Antonio Brown Jersey, keeping your eyes open to the changes before you will help you with being a successful business owner. The traditional hard copy newspapers and magazines have given way to soft copy,Cheap Thurman Thomas Jersey, news as you want it internet that's faster then the speed of light. What does this mean for business? The revenue streams and conversion rates once contributed to these long traditional outlets are no longer productive ways to communicate your business to the masses. Search Engine Optimization or SEO has become one of the most have ways of being found on the fasted growing most powerful medium in history; the internet,Cheap Dwayne Bowe Jersey! That's right, if you are not accessible and able to be found on the web, you're existence in the world of business will be rather short. The old adage "you have to spend money to make money" will always be true and trade shows will always remain a productive way to build bridges so making sure that you focus on professional exhibit company will help you with putting that best face forward. Take a look around, flashy sets that get people excited to do business are all the rage these days. With vendors offering tighter credit it's important to get connected with the right people that will work to put you into the best position to succeed. If you want to succeed you need to look like you've already succeeded!

Targeting new clients is typically easier when you have a well-known name behind you. However, this is not a rule of thumb. There is also a seemingly inverse correlation between the size of the company you work for and the amount of outbound, cold prospecting which you have to do. More people are going to call into a well-known firm which allows you to take more incoming leads as opposed to having to cold-call for them. Daily Tasks of a Sales Professional - this various by industry, though as a whole, it is the job of a sales representative to do one thing and one thing only: make the company money by bringing in business which would have otherwise not been available to the organization. Sales involves a lot of prospecting. This could mean targeted email blasts, phone calls, following up with old leads, bringing back lapsed clients and a lot more. Prospecting is the sales work which many find mundane (some like it, or they claim they do). Every profession has these types of responsibilities and prospecting is the work in the sales profession which is a necessary evil. Since it is my job to recruit sales professionals on a daily basis, I have a very firm grasp as to what a sales career consists of including: The daily tasks of a business development professional,Cheap Daunte Culpepper Jersey, what it takes to be successful in sales, the misconceptions that young people have about sales, the industries you want to get into, which industries you want to avoid,Cheap Jacoby Jones Jersey, base compensation for entry level candidates, expected earnings or OTE after sales commissions,Brett Favre packers Jersey, future earnings if you succeed in business development, how to properly interview for a career in sales and much more. Though, the smaller the company you work for, the more chance you have of making six figures two or three years out of school. If everybody is selling a lot at any large firm,Cheap Roger Staubach Jersey, the company is less likely to give out raises as this alludes to the fact that the product is not too difficult to sell, and therefore employees can quickly be replaced if they are not happy with the current compensation structure. If you prove to a smaller company that you can sell their product, you can quickly negotiate a large increase in your base salary. I've seen this done up to 45% in 3 months. Though, to command this kind of money, you have to be top notch at prospecting. When you get a decision maker on the phone, you have to be lightening quick to engulf interest as you're going to get answering machines a lot. Similarly,Cheap Deion Branch Jersey, you must be able to talk your way in to getting conversations with some very hard to reach people. I remember that during college, I was working as a software sales rep in New York City and used to be able to reach people like that not many people could. You have to be very resourceful when prospecting and, if you're successful at it, you're worth your weight in gold. On a daily or weekly basis,Cheap Laveranues Coles Jersey, you will also be updating and maintaining what is called a CRM system. CRM is an acronym for "customer relationship management." More or less, a CRM system is a database of current clients, prospective clients whom you're speaking with and a list of industry relevant clients to cold-call. I was lucky as I never had to work for somebody too long because I was very disorganized with these systems and didn't like them. However, companies have you maintain them as a form of risk management. If you were to ever leave the company, they would have all of their leads ready and waiting for the next sales employee. Obviously, to cover all of these facets, it is going to take more than one article. Though, by the time we're through, you should have a firm understanding as to all the aspects which encompass a career in sales and you should have enough information as to make an educated guess as to whether a career in sales is for you.

So when you're ready to take your sales to the next level, realize that YOU are the one with tremendous value to offer,Cheap Israel Idonije Jersey, and think about whether you really want the stereotypical high-maintenance Starbucks customer as one of your own,Cheap Russ Grimm Jersey! It's a scary thought at first - walking away from potential sales to find better customers - but in the long run, when you only deal with people who you want to deal with,Cheap Jack Lambert Jersey, your sales numbers go up exponentially. You don't waste nearly as much time closing them,Cheap Eric Weddle Jersey, or dealing with their customer service nightmares, and you'll find that nice friendly customers will be a HUGE source of referrals. (Forget about getting any from high-maintenance customers.) Why? At Starbucks we've all seen the people who hold up the line ordering "non-fat this, double-this, soy that, blah blah blah." But at the real gourmet shop,Cheap Warren Moon Jersey, you never see that. Ever. People simply order off the menu. About a year ago an incredible new coffee shop opened up here, and before that, my only exposure to "gourmet" coffee was Starbucks. I once read in a sales book about having a "velvet rope policy" for acquiring new customers. Like an exclusive nightclub, you should realize that you have value to offer, and as a result, only sell your products or services to customers who DESERVE to receive that value! Why? I'm willing to bet it's a huge amount. But, one thing about experiencing truly gourmet coffee really threw me: Because they won't tolerate any of that crap. They're not going to bastardize their superb beverages just because of someone's silly whims. It reminds me of when I sold large business telephone systems many years ago. Now and then a prospective customer would sign the contract but cross out and modify some of the terms & conditions printed on the back. (Law firms were especially guilty of this.) And think about the customer service headaches and nightmares those high-maintenance customers cause after the sale, causing you to lose even more time and more sales down the road. Those people can take their business elsewhere, and they do. Because all the time I'd waste trying to close that one sale was costing me at least 1 or 2 others, from people who were easier to deal with! After some experience I stopped doing that and told those customers to take a hike. Even when I visited Seattle recently I couldn't find anything as good. Now ask yourself: How much time do YOU waste chasing after prospects who take so long to close that you could bang out a few other sales instead if you walked away? As a rookie I'd take it back to the manager and go back & forth trying to get it approved so I could get the sale. I was blown away when I finally tasted the real thing,Seattle Seahawks Jerseys, instead of the mass-produced stuff cranked out by a chain. It's like tasting a $60 steak at a high-end steakhouse after eating McDonald's all your life.

This type of connection and understanding of human nature, motivation and buying psychology is what separates a $500 sales letter writer from a $5,000 or even $15,000 dollar sales letter writer, with a corresponding increase in response. There is NOTHING, I repeat NOTHING, more powerful than a well-written letter,Cheap Desmond Bishop Jersey! By well-written I don't mean spelling, grammar,Cheap Bill Posluszny Jersey, punctuation and all the things I seemed to have missed by quitting school at age 15. What I mean is a letter that connects with a PROSPECT at the soul. A letter that speaks the language of your prospect, not the corporate speak language that some Madison Avenue type THINKS your prospect speaks. And very possibly, NOT THE LANGUAGE YOU SPEAK! Always make your piece readable on three levels to accommodate the skimmer, the bobber and the studious. That is to say, for the skimmer: the headlines,Cheap Jonathan Stewart Jersey, underlines and captions alone MUST tell your story. The studious will read the whole thing, while the bobber will zone in on subheads of interest and ignore the rest. It's that connection that makes your copy work and it's the lack of that connection that makes it fail, whether in a letter, brochure, postcard or Web site. The reason this letter has been so successful is simple,Cheap Michael Crabtree Jersey, the concept and the copy resonates with the readers. The idea that doing the same thing again and again and yet expecting different results is, in fact, INSANE,Cheap Jeff Reed Jersey! Here are ten tips for connecting with your audience; check your copy to see how it rates: Amazingly the most common mistake in marketing literature of all kinds is simply failing to provide clear action steps on what you want the prospect to do next! Well, there it is sports fans; how to connect with your prospects. Oh, I know that someone at the club will still sabotage your next brochure or letter with well-meaning corporate speak. But, at least, when you read it, you'll have the satisfaction of knowing in advance, why your results will be so predictably poor! That was the headline of perhaps the greatest letter I ever penned, my famous "Insane" letter. This one page letter alone is responsible for over five million dollars in income but here's the REAL beauty of it. I have used the same letter for almost 15 years with the same staggering results in a number of different businesses from selling franchises in the karate industry, to software in the golf business. For example, if you were advertising Loch Lommond Golf Club in Scotland,Cheap Steve Breaston Jersey, you could say that the course was designed by noted player Tom Weiskof. A fact, but of little impact. However, if you say, Loch Lommond was very nearly the last course Tom Weiskof ever designed; you lead right into the story... While wandering around one morning in the gentle Scottish mist, while designing the course, Weiskof stepped up to his neck in quicksand and remained there for several hours before being discovered. Is there any wonder the 17th hole is so special for him? Always use visual, aural and feeling references to reach people of different information processing persuasions. (How many copywriters do you think even know this critical fact, let alone use it? Exactly, not many but it's great little tricks like this that makes the difference.) * Always write like you are writing to a friend. * Never use complicated language, keep it simple! * Avoid the overuse of superlative words. * Every headline and subhead MUST have maximum impact and interest to the reader's SELF INTEREST or curiosity! * Don't say what everyone else says; be different, ASTONISHINGLY DIFFERENT, if at all possible. * Paint a picture with your words and make the reader want to jump into that picture with you! * Engage the readers with a story; don't just give them the cold, hard, FACTS.

"If I waved a magic wand and created all kinds of time in your schedule,Cheap Eric Berry Jersey, is this something you'd want to move forward with?" "Assuming money wasn't an issue, is this something that you'd like to do?" If they say "yes" hesitantly... then it really isn't the money. You can just say, "You sound hesitant, is there something else?" This will open the door to discovering the real issue... and coaching them through it. You need to be careful with this one, because without your love and support, because the fear your client is undoubtedly feeling can quickly take over during "thinking time." And that would be tragic. Their "Yes, BUT" is the real reason why they're on the phone with you today, right now. That's what they really and truly need support on, in this moment. Because no matter what "yes, but" may be... it has stopped them before,Cheap Ronnie Brown Jersey, and it is showing up somewhere else in their life to stop them over and over again. Many spiritual solopreneurs get wiggy about objections, but they're actually a great thing. They mean that your client is really interested. They know you're offering them an opportunity to change their lives and they want to step into it. Problem is, they're just a little afraid. And they need you to support them through it. First things first: don't freak out! The "yes, but" is a concern, or objection... and you'll hear them around 80% of the time. (Remember, where there's massive transformation afoot, there is also fear.) Now here's the secret behind objections and what you MUST do when your client says "I'd love to, but..." (This is the key to smoothly sailing through concerns so that they can embrace the transformation they truly want...) 2. "I'd love to, but... I don't have the time." Most solopreneurs take the money objection at face value, without realizing that "I can't afford it" is rarely, if ever, really about the money. Your job in that moment is to find out if it's really about the money,Cheap Chris Long Jersey, or it's about something else. (Again, 90% of the time, it's the latter.) Bonus tip: don't be afraid to say what you really think and feel. Remember, your client's "yeah,Cheap Leodis McKelvin Jersey, buts" are what they need healing on,Cheap Sebastian Janikowski Jersey, in this moment, to move forward with their dream. Being fully present and pointing out what you see is blocking their success is a gift of caring, generosity and love. If they say "Yes, absolutely," then they only think they don't have time. You'll help them by exploring what's eating all their time and get clear on what's really important to them. So you're sharing your fabulous program with a potential client. You both know it's perfect and you can feel her getting excited about the transformation within her reach! You say your new higher fee (without choking - yeeha!) and... That might sound a little blunt, but when delivered with sincerity and grace, your client will actually breathe a sigh of relief. They will know that you care and that they need not be alone with their fear as they take this powerful next step. That's why coaching your potential clients on their "Yes, BUT"s is actually a tremendous gift. Here's how to sail smoothly through the top 3 (make that only 3) "I'd love to... but"s so they can say yes to the transformation they truly want... Here's the question that will instantly give you your answer: We all have the same 24 hours in a day, so the time objection is really about priorities. You can find out if they're truly swamped (or just a little scared) with this question: 1. "I'd love to,Cheap Jacoby Jones Jersey, but... I don't have the money." "... I can't afford it..." "... It's not the right time right now..." "... I need to check with my spouse..." "... I need to check with my gut - can I get back to you?" If your program is a fit for them, "I have to think about it" usually means "I'm afraid" or "I don't know if I can do this." To open the dialogue, simply say, "What is it that you need to think about?" ... the next words you hear are "I'd love to, BUT..." 3. "I'd love to, but... I need to think about it."

The fact is that a sizeable majority of MLM people first became involved in the direct marketing business because they initially used the products themselves. After using those products for awhile, they were impressed enough with the quality of those products to prompt them to take a larger role in the company. Every year, the direct selling industry continues to grow in the United States. A recent study showed that one out of every two American adults purchased a service or product from a direct sales representative last year. That figure represents more than 150 million American residents. To service that huge market,Cheap Dan Fouts Jersey, there are some 15.2 million people involved in direct sales in the United States alone. The key to success is to promote a product you love and believe in. Your enthusiasm will inspire your customers and sales team. Your sales team will see your high sales from your concentrated efforts and want to follow your example. So,Cheap Nate Davis Jersey, if you are not the sort of person who feels comfortable recruiting other people to join your marketing team, you can take comfort in knowing you're not alone. Recruiting is not for everyone. That is one of the beautiful things about direct marketing. Even if you have no desire to recruit other people to your cause,Cheap Matt Ryan Jersey, you can succeed through your own sales efforts. Historically,Cheap Jake Plummer Jersey, the statistics back up that statement. In fact, a 1999 survey by National Sales force reported that 34% of all American direct sellers make no money at all from the sales efforts of others. Every cent of their income was derived solely from selling their companies products themselves. Of course there is no doubt that finding and mentoring a team of strong and enthusiastic people can be a component of elevating your level of success. However,Cheap Shaun Rogers Jersey, recruiting is not absolutely necessary to make a good living in direct sales. You will naturally attract people who like you and your products who will gravitate toward you. If you train a small motivated team well,Cheap Chad Pennington Jersey, you will generate more sales than if you try to work with too many uninterested people. Public Growth Regarding Direct Sells Statistics from Sales One of the most enduring myths about the direct selling industry is that the key to success is being able to recruit hundreds of people to your team. However, that has never been true and it never will be. Small and Strong Sales Team

You are right in both cases....almost.,Cheap Dwight Lowery Jersey After 30-minutes of your prospect asking you questions and you answering them, they tell you thanks for your time and we'll get back to you. As you leave their office you are probably thinking one of two things. Do your meetings have structure? If you lay out your objectives correctly during your meetings your prospect will rarely add anything. But, to maintain respect for both parties,Cheap Mike Bell Jersey, you will still ask for their objectives. If they add nothing, so be it. Either way you will be paving the way to differentiate yourself during your meetings. Structure for Your Meetings Lower Barriers 1. You either think you had a great meeting because you answered all their questions. 2. You think you're in trouble because you don't know anything about their current situation. Does this happen to you during your meetings on a regular basis? Summary Since you may deal with business owner A.D.D. I'll keep this brief about setting up your meetings effectively with structure. There are 3 Elements you can use to create structure in your meetings. Lowering barriers is all about respect and getting rid of buying pressure. Respect comes in the form of time,Cheap Roger Craig Jersey, and how much you have. The simple way to respect the time in your meetings is to ask how much is available. So to wrap-up this concept, you want to do the following. Now go and make your meetings more effective. To get rid of buying pressure during your meetings you must share your "Best Fit" strategy with your prospect. Your "Best Fit" strategy is all about finding the right prospects who have problems and goals that you're good at fixing. If there is a "Best Fit" between you and your prospect, you have a great chance of doing business together. If there is not, you can each go your separate ways. Remember, if you can help your prospects make a "Yay" or "Nay" decision if you should do business together, you will be miles ahead. If you have no structure in your meetings with prospects, you probably lose control of most of your meetings. Define Objectives If you can explain this to your prospects during your meetings, the buying pressure will start to go away. No buying pressure means more honest communication for both parties in your meetings. 1. Lower the barriers to honest communication. 2. Define the objectives for both parties in your meetings. 3. Discuss the end results that your prospects can expect to have during your meetings. 1. Lower any barriers to having honest communication in your meetings. 2. Define the objectives for both parties in your meetings. 3. Discuss the end results that your prospects can expect to have during your meetings (Yes or No). At the end of your meetings with prospects you have two courses of action you want your prospects to take. You would like them to either tell you that there is not a "Best Fit" situation, or that there is a "Best Fit". Defining objectives during your meetings is all about learning what each party wants to discover during their time together. In order to maintain structure in your meetings you will go first. My recommendation is that you identify the specific hot button topics that your prospects are the most interested in, and use those topics as your framework for your objectives during your meetings. I want you to think of a time in one of your meetings with a prospective client,Cheap John Lynch Jersey, and after the introductions the prospect just starts drilling you for information. Being the good natured person you are, you answer all the questions in all of your meetings. But the whole time you are answering your prospects questions during your meetings you seem to find yourself wondering, "How much time do you have,Cheap Willis McGahee Jersey, who are they doing business with now, are you talking to the right person,Cheap K.Williams Jersey, etc." End Results

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I remember one day of selling that was particularly awful. It was one of those days where my numbers were so bad my supervisor considered sending me home early just so I wouldn't hurt the overall percentages for the team that day. It was a good thing she didn't send me home because I finished the day with one sale! One whole sale,Cheap Green Bay Packers Jerseys! This is a business where I should have had at least 10 sales per day at that point. One victory does go a long way. That win for Tampa Bay was so big that they went on to win the next week too, closing out their season at 2-12! Had John McKay's team focused on the first 26 games instead of number 27,Cheap Dwayne Bowe Jersey, that second win wouldn't be there. Neither would the five-win season the following year or the playoff run in just their fourth year of existence. How could I get excited about one sale? How excited were the Tampa Bay Buccaneers after Week 13 of the 1977 NFL season? After 26-consecutive losses spanning two seasons to start the franchise, the team in Creamsicle and cream (with those colors, what were they expecting?) finally had its first victory. The whole key is to remember those victories. Everyone has victories. It's just that sometimes we have to dig back into our archives to find them. Two places this can be very challenging are in sports and in sales. I have enjoyed both wins and losses in both those categories... and many times a lot more losses than wins. When it seems like all you see are losses,Cheap Lofa Tatupu Jersey, it becomes very difficult to see any victories in your future. Those losses will eat your lunch if you let them, but victories will set your table. Had I dwelled on all those sales I didn't get that day,Donovan McNabb redskins Jersey, I would have been in big trouble. Not only would I have missed out on that one sale that day,Cheap Karl Mecklenburg Jersey, but I would have also missed out on doubling my sales goal the next day (which I certainly did). The key for me was remembering the victories I had the day before and even farther back. Focusing on those is what made me the top salesman on my team that week despite having a day with only one sale. Remember the victories, and you will have a lot more of them. Remember the losses,Cheap Chester Taylor Jersey, and you will have a lot more of them.

Alan Deutschman in Change or Die revealed that only one in 10 people will change even when confronted with facts,Cheap Ron Jaworski Jersey, fear or force. These individuals prefer their current existence along with their current behaviors over what is being presented to them. Are your potential customers any different? If you think so, think again. Jeb in his book stated the biggest competitor for any salesperson is the "Status Quo." So if you wish to increase sales, know who you are truly up against and then set a plan of action in place to dismantle this now known competitor and let your competitors fight among themselves. In recent years,Cheap Gaines Adams Jersey, I have added these two additional qualifiers: Commitment to take action by the customer or those involved in the decision buying process Urgency to take action now and not later For it is these two final criteria that work to ward off the evil grasp from that unknown enemy who will now be revealed as "Status Quo." Top performing sales people understand that not changing is probably the greatest obstacle or competitor they face. Until potential customers feel comfortable moving from where they are now to where they need to be,Cheap Titans Jerseys, they will even fight to maintain what is is. These relationship building salesperson may actually figuratively if not literally hold the hand of their potential buyer. Sales Training Coaching Tip: Indecision is a decision. Decision maker: The person who actually signs the contract,Cheap Y.A. Tittle Jersey, approves the invoice or signs the check Need or needs: The reason why they are considering your products or services or how you can present a solution to their meet their known and unknown needs (problems) Budget: Allocated funds to pay for the solution (Sales Training Coaching Tip: Just because a company has dollars does not automatically suggest they will spend those dollars with you.) Before I share that enemy,Cheap 49ers Jerseys, how do you qualify your potential customers? The reason for this question is because there are qualifiers that may help to ward off that terrible Darth Vader. Star Wars fans know that Darth Vader was the ultimate foe. All feared him. Probably every business and salesperson has their own foes that seem impossible to stop from taking over the galaxy or at least the marketplace. Even for those who do not believe they have any foes (think competitors), they are probably ignoring this very real one. For many,Baltimore Ravens Jerseys, the standard qualifiers from sales leads are: I realized this once again when I read People Buy You authored by Jeb Blount. In fact, this was the first time I had heard someone else talking about this very real obstacle to sales success.

When you present promotional material to you all potential clients they might be tempted to take it with them and "think about it". Make sure that this is not an option for your clients by expressing that the promotional material is for use in store only, and the next potential customer may be needing this information to make an informed decision about the product that you are currently looking at right now. There is a fine line between having too much,Cheap Kyle Wilson Jersey, and not enough promotional material available for your customers to consider. make sure when you provide your promotional material that you have plenty of copies and that you can distribute them freely. If you send out digital copies of your promotional material make sure it's sent in PDF format, and not word. PDF versions of any document will hold its formatting through digital transfer and present much more cleanly at the end user. When it is somebody say that their product sells itself, I always check out their sales material. Suddenly he believes that their products sells itself will often have shabby sales material, and is shabby sales people. So what's a promotional material should you use to woo your customers? In effect,Cheap Terence Newman Jersey, a salesperson is just that. They are a physical representation of their products and services in action. As a sales representative you represent your company, and the products and services that they promote. You must also be cutting edge, reliable,Washington Redskins Jerseys, informative,Cheap Arthur Moats Jersey, and motivational. Keep in mind that the promotional material used is just a communication aid and not the sales presentation itself. It should back you up rather than provide the bulk of your pitch. Is it accordingly. The promotional material that you use an order to sell can be an effective sales tool or it can break the sale. Most salespeople will be able to tell you that having top-quality promotional material is such an important part of selling their products but they don't know what they would do without them. I agree. Having the best sales material available to you when presenting your products is like having a second person back up exactly what you are saying. Whether it be a brochure, a sales folder, a DVD,Cheap Michael Vick Jersey, or a website they should always be professionally developed,Cheap Irving Fryar Jersey, informative and motivational. Always use great images that represent your product. Uses simple and easy to understand language. Avoid using jargon and technical stuff. used testimonials from happy customers, and always provide contact details and instructions on how people can buy from you.

Want to create changes your thoughts? Try these steps: So, your action item is to stop negative thoughts in their path and come up with positive thoughts so that you can think creatively. Here are typical situations or adverse events that may cause you to engage in negative internal dialog. You scheduled and prepared for a 30 minute meeting but as you begin the conference the client informs you that he can only spare 5 minutes. The client you have done business with for several years indicated that he is going to move his business to your competitor because of __________. Your sales numbers were just released and your results are not what you expected. Your client says yes but when you attempt to obtain the PO number your client's boss puts a hold on the project. Develop a list of the top 5 adverse situations that leave you feeling anxious and frustrated. Besides each adverse event,Cheap David Garrard Jersey, describe your internal dialog, after the event, what you do you most likely say to yourself after the event. For an example, say your hot button is only being granted 5 minutes with a client when you were prepared for 30,Cheap Nick Fairley Jersey, your internal dialog may be, "I drove all this way and prepared for the meeting for nothing. That's just typical. What if all my calls this week end like this? I am not going to have anything to count as closed business. Why didn't I confirm the meeting like I should have?" Once you outlined your thoughts, think about the consequences of the thoughts. For example,Cheap Marion Barber Jersey, if my thoughts were in line with the example I just listed, the consequences of my thoughts are that I will walk into my sales calls with dread and my customers will sense it. Most likely my calls will not go as well as they could should I walk in with a positive outlook. In this example,Cheap Frank Gore Jersey, it may be possible to reschedule the call for later in the day, allowing me to make phone calls in the cafeteria or there may be a hidden objection to working with my company that I could uncover and overcome. With a negative attitude, I may not be open to creatively coming up with solutions to meet with the client for an appropriate amount of time. When are you most likely to become negative,Cheap Aaron Hernandez Jersey, anxious,Cheap Dallas Cowboys Jerseys, and frustrated with yourself? The events that cause you frustration are likely to be different for you than others. Stopping negativity from taking over means that you need to mind your thoughts. Why? Your-self talk is critical to recovering from adverse events. Once you recover, you can easily activate creative thinking that advance the sales process.

The point here is that if you never reset the bar,Cheap Clay Matthews Jersey, people won't even try to get better. By resetting the bar you improve everyone. The thing you must consider is that if you are going to reset the bar, your team will likely need more training and help from you to achieve the new standard. 5. Improve their prospecting skills - Show your team how to target ideal prospects and how to get to the decision maker. Ultimately,Cheap Ronnie Brown Jersey, they have to increase their leads. 4. Improve their time management - In order to do more, your people have to get better at managing their time. Sign them up for a time management course or conduct a book study on the subject. 2. Increase it annually - Don't stop at just one increase. Raise it annually. It may not double each year,Cheap Jason Witten Jersey, but it should increase by at least some percentage. 7. Increase average dollar sale - A fast way to improve sales numbers is to up sell,Cheap Matt Cassel Jersey, cross sell,Cheap Bills Jerseys, and add on sale. Make sure your team understands all your products and services and how to add them to an order. 8. Increase referrals - Many businesses NEVER ask for referrals. You can't sit back and hope for referrals. Do a 180 with this and get ACTIVE about asking your clients for referrals. 3. Decrease commission over time - Don't let your sales people get lazy by building a client base that hits their numbers. Decrease the commission over a reasonable period of time or create two buckets of numbers. One for repeat business and one for new business. Lastly, understand that FEAR of the unknown is mostly likely the biggest stumbling block between you and increasing your quotas. Understand that if you position it right and provide the right tools for your team,Cheap Greg Lloyd Jersey, they will see it for the positive it really is. Being great at sales and hitting big numbers is not a mystery. There are very specific things that go into being great at sales and one of them is simply increasing the sales quota. It's similar to when Roger Bannister broke the 4 minute mile back in 1954. It had never been done so no one even tried. It was just ridiculous. Then Roger broke record and set the new standard. By the way, the current record is 3:43 seconds. 6. Increase conversion rate skills - Measure and train on conversion strategies. Invest 50% of your training in this area. If there's a silver bullet strategy in sales, this is it! Teach your team how to follow up and never give up on a sale if there is even a glimmer of hope. 1. Double the quota - Doubling the quota is strategy number one. It might freak some people out, but that's good at this stage. Get their input and brainstorm how they think they can achieve this. Here are 8 things you can do to help your team reach full potential:

Step 2 - Establish your expert status before you go about to promote your seminar.,Cheap Ryan Mathews Jersey Step 2 - Establish your expert status before you go about to promote your seminar. Step 3 - Invite experts in your seminar,Cheap Tramon Williams Jersey, this is the key that people will come. To sell your seminars it is extremely important that you build a powerful list of subscribers and build a strong relationship with them. The reason you need to do this is because you have to sell your high ticket seminar to your subscribers and they will do this only when they trust you enough for expertise in your niche. It is extremely important that you develop an expert status in your niche. Experts in your niche will provide different unique quality content to your visitors and this will get them interested to attend your high ticket seminar. Step 1 - Build a strong list and develop powerful relationship. Selling seminars is dead easy once you know what you are doing. What if you discovered how easy it is to sell seminars if you have the right system to work with? Here are 3 simple steps to get you started. Establishing an expert status is extremely important if you want to sell your seminar online. The best way to establish expert status is to speak with your clients and help them out to solve their most pressing problems in your niche. The best way you can do this is to set up a simple teleseminar for your clients and provide them valuable content related to your seminar. At the end of the call you can promote your seminar and this will make it easy for you to sell your high ticket seminar to your niche. Inviting experts in your seminar can make all the difference. Step 1 - Build a strong list and develop powerful relationship. Here are step by step details that you can apply quickly and easily. Step 3 - Invite experts in your seminar,Cheap Heath Miller Jersey, this is the key that people will come.

Having done an extensive amount of sales training,Cheap Sidney Rice Jersey, both with sales representatives, as well as sales managers, over more than the last thirty years, I have invariably been asked about the delicate balance between price and sales, especially as it relates to profitability and customer creation. One of the biggest errors I have witnessed is when sales people believe they can buy a customer's loyalty, by immediately offering the lowest possible pricing. However, the reality is that while one may make a sale by low-balling a price, it is rarely in the long term interest of the company to make that the stand operating procedure. Effective sales and marketing technique requires the ability to think outside the box,Cheap Chuck Foreman Jersey, and be a solution based, personalized enterprise. This is more true today than ever. 2. Many local businesses have had to face the reality that the large "big box" stores are often difficult to compete with simply on price. Small businesses also, obviously, have nowhere near the same marketing/ advertising budgets as these large chains. This has created a situation where some local merchants have had to close, because of loss of revenue/ business. On the other and, other local merchants have flourished. What have these merchants that have been successful done that the others did not? In many cases,Cheap Malcolm Jenkins Jersey, it was listening to what their customers were saying and what they wanted, as well as providing personalized service. In other words, the successful stores did not rely on price as their major weapon,Cheap Jason Pierre-Paul Jersey, but rather sought ways to create a niche for themselves that made them invaluable to their customers/ clients. 1. The most important need for effective sales and marketing is effective listening. Obviously, everyone wants to get value, especially in these economic times. However, the danger in concentrating most of one's marketing efforts on price, is that any other competitor can always match or beat your price, and you have done nothing to gain that individual's loyalty. For example,Cheap Devin McCourty Jersey, there are hundreds of places that wireless phones are sold near where I live, as I am sure is true nearly everywhere. Some of these places are exclusively devoted to wireless service, while others sell this alongside other products and services. Curiously, I have observed that many of these stores open, and within a short period of time, close up. I've noticed that the ones that close, for the most part, are those that attempt to entice customers by price and empty promises. On the other hand, in my neighborhood, one of the most successful of these stores, while always remaining competitive price- wise, excels in its customer service. They pay particular attention to helping even after the sale, helping with any setup that may be needed, and with any warranty or replacement phone issues. They do not nickel and dime their customers with excessive extra charges for items such as chargers, ear pieces,Cheap Von Miller Jersey, cases, etc. They bend over backward, not only to get the customer once, but to keep customers for the long haul.

The creation of an area that allows effective traffic flow is an important yard sale idea. Look at the center of your yard and see how you could create a sale that allows your buyers to maneuver easily between items. Use shelves, clothes racks and folding tables and set out your items according to different themes and selections. Have a furniture nook,Cheap William Henderson Jersey, clothing area, kitchen area,Cheap **** Butkus Jersey, music and book area and don't be afraid to expand into your driveway if you run out of space. There are several yard sale ideas that will help you make the most you can from selling your stuff. Advertising,Cheap Hines Ward Jersey, setting bargain prices and creating a fun and lively atmosphere are among the top ways to maximize your profit. The key is to plan ahead, create a layout for your tables, price items to sell and be ready to sell your items with enthusiasm. Yard sale ideas can extend to the entire street or neighborhood. Make it a mega block party sale and encourage your neighbors to put out a table. A big sale will attract a lot more buyers. If everyone contributes a certain amount of money, you could increase your advertising avenues and reach more potential buyers. Creativity is one of the best yard sale ideas. Create an environment for your visitors to encourage them to buy. You might like to serve up refreshments or play appropriate mood music. Another idea is to select a certain item and feature hourly price drops, as this can have the effect of encouraging people to stay around and browse. Yard sale ideas that offer conveniences for shoppers can help boost sales. Consider a play area where young children can go while their parents shop. The hours of your sale should be accommodating and preferably start early in the morning. Be prepared to negotiate on price and provide bags for multiple purchases. Effective yard sale ideas are those that attract interest. Your ads should include certain items or special price points that will encourage people to attend. Your tables or displays shouldn't be overflowing with items that make it cluttered and difficult to see what you are offering. There are some yard sale ideas that have had much success, but they all depend on how well the event is advertised. You don't have to spend a lot of money on advertising. Use online resources,Cheap Maurice Jones-Drew Jersey, your daily and weekly newspapers and bulletin boards in your community. You could pass out flyers,Cheap Colt McCoy Jersey, call people you know and ask them to spread the word and email your contacts. You should also put up signs prior to and the day of the sale that give visible directions to your address. Use balloons or flags to create a festive atmosphere as this is one of the great yard sale ideas you can use to create attention. Maybe you would like to place bold arrows at nearby roadways and also place interesting pieces towards the front of your display,Cheap Justin Tuck Jersey, thereby attracting the attention of those who are driving by, causing them to stop and investigate more.

What? Yep...you heard me. The sales guy. That guy. That girl. We spend a lot of our time trying to avoid being seen as "that guy" because it has a negative connotation attached to it...thanks in large part to a minority of shady sales people. Believe it or not, I'm walkin' on air. I never thought I could be so free. Ahhh...but salesmanship comes with a price. A human ego. We think we're great, and we're right most of the time. Problem is,Cheap Washington Redskins Jerseys, there are a lot of us, and we can't sell every potential customer every time. (If you remember the show I'm referencing...that guy fell down A LOT!) Yield to the inevitable - There is no magic method of learning to deal with rejection. It's just going to happen,Cheap Gaines Adams Jersey, and you have to deal with it. Do you know why it's said so often? Because it's true. Don't fight it,Cheap Calvin Johnson Jersey, the numbers don't lie. The more times you ask for the business, make a presentation, etc...the more you'll sell. This also means you'll hear "no" more. No to the pitch. No you cannot make the pitch. No, we don't even want to see you. No no no no no no no. Make sure you have a hobby you enjoy. Spend time with people you love. Enjoy your time off. You should be working to live, not living to work. It's inevitable, and you must yield to it. If you don't it will break you. Iron is strong, but it will break if you bend it too far. Steel has the same strength, yet it will yield and bend under stress...and not break. Leave work at work - It is VITAL that you have a good work/life balance,Cheap Ryan Clark Jersey, and that you leave work at work. Don't carry all of the "no's" home with you. Home is where, hopefully, the yes's come out to play much more than the no's. Rejection hurts, but if you don't bend a bit and learn to take it, you will break. If every "no" is personal, you won't be able to live with sales for very long...not if you want to sell enough to really thrive. So why the Greatest American Hero bit? Because in a way, we are! Okay, I've been a soldier. I've seen military service. I respect our police and fire fighters. I'm not trying to take anything at all away from real "heroes" in our country. Leave it at work as much as possible. It will be there tomorrow. Tonight, enjoy this wonderful life we've been blessed with. I am... the Greatest American Hero. So "just do it"...make the calls, take the no's. It's not about you most of the time, so don't take it personally. We provide the means for people to properly address the acquisition of wants and needs. Most things that are actively sold fall squarely in the "wants" column. Sure, a lot of it is necessary or important, but not always imperative. Even if it is imperative, the fact that a consumer can readily buy whatever they "need" at almost any time is amazing...and I love the fact that we have the job of "selling" it to them. If you need to buy what I'm selling...I'll be the Greatest American Hero of that moment for you. Play the numbers game - Sales is a numbers game. How many times have you heard that? Hundreds? If you've been in sales very long, it would have to be in the hundreds. It's okay. There will be more to sell tomorrow. Yield to the inevitable, and come back stronger next time. Obviously certain people close a higher number of the sales attempts than others...but as a general rule, if you make more sales calls, you'll sell more. Note: The above reference is to an old TV show that ran from 1981-1983...if you're not familiar with it...it was terrible, and I loved it! Look it up. So the hero has to fall, and fall often. This part of sales is what drives most people out of the profession. It's hard to hear "NO". How do we deal with it? Here are a few tips... Go home, have fun. Forget about that presentation or why you may have lost it. If you do all you are supposed to do to serve the customer, and they still say no,Cheap Art Shell Jersey, it's not your problem anymore. Don't brood over it. Don't air it out too often at home. Guess what...there WILL be a yes in there sometimes. The more no's you get...the more yes's will follow. I know that sometimes it is important to vent to someone we trust. I do it from time to time with my wife or a parent or friend...but try to keep it minimal at home. A better solution is to find an outlet at work...someone you trust...to blow off steam with. Whine, moan, and complain until you're blue in the face at work (behind closed doors, and only with a close confidant),Cheap Brett Favre Jersey, but keep it minimal at home. Your family with thank you, and you'll enjoy life much more. What I'm talking about is our way of life. The American way of life is wealthier than any other in history. We LOVE to have "things"...and because we've been so successful and industrious...why not? That's where we come in. The sales guy is necessary (and by "guy" I mean person...no gender preference here).