Transactional buyers (we'll call him/her "Tran") know what they need or want. They focus on delivery times and price. They are convinced that each vendor sells a commodity they can purchase from an alternative vendor. Those of you selling widgets are most likely to encounter Tran. Tran can often be found in the purchasing department of large organizations. I often speak about the importance of consultative selling approaches. The unfortunate reality is that very rarely can you engage Tran in a consultative process. Why not? At a recent presentation at a conference, I met Dianne,Cheap Paul Hornung Jersey, an accomplished salesperson. She sells specialty paper products. She has a masterful ability to engage her potential clients in a consultative process to establish value and earn higher margins than her competition. She commented to me, however,Cheap Denarius Moore Jersey, that once the first order is placed, she ends up getting redirected to the purchasing people for reorders. Even though she earned a good profit margin on the initial order, Dianne consistently gets pressure from the purchasing people who no longer see what she does as anything but a commodity. She asked me "Even when I earn the initial sale by following a consultative process, how can I prevent the reorders from being relegated to a transaction where it is all about price?" Selling MBA in Action: Recognize whether you are dealing with "Connie" or "Tran" Strive to work with "Connie." Recognize that "Tran" has different priorities. Working with "Tran" likely means lower margins If you start with "Connie," be sure to establish an agreement up front to be able to contact her if "Tran" appears to be taking over Tran sees their job as filling a request. Once Tran has identified a need, anyone who claims to fulfill that need looks pretty similar to him through his lens. Tran is likely to first ask you about price, and then when you can deliver. Tran's fear is that they company might receive the wrong product, or might not receive what they need when they need it. Consultative buyers (we'll call him/her "Connie") place some value on the vendor to provide thought leadership and make recommendations. Connie recognizes that the right vendor will bring experience, expertise, and wisdom about solving her specific challenge. Connie is open to the idea that all vendors may not be created equally, and appreciates the potential value her vendors bring to the table. She strikes a balance between time, risk and money. In the above example, Connie now has a reason to call you directly. Connie still may delegate to Tran. But, at least you have permission to reach back to Connie. The best way to address this issue is at the beginning of the initial sales process. Dianne can say "Connie, I'm glad that we were able to fully understand your needs and recommend the best product to meet your needs. Can I share one concern?" Connie would of course accept. "Sometimes I'll work with someone like you to determine the best product for an application. Six months later,Cheap Robert Mathis Jersey, when you run out, a purchasing person will call me to simply reorder. During that time, we might have new products that would be better, or your needs might have changed. Eventually, even though we delivered a perfect solution this time, we end up delivering a less-than ideal product in the future. When you are running low,Wesley Walker Jersey, would you be comfortable calling me? I'd hate for you to simply reorder and find out after the fact that your needs or our options have changed? With your permission,Cheap Bob Griese Jersey, if I fear that the purchase has shifted to autopilot, would you mind if I contacted you to be sure it is still the right fit?" So, back to the original question... What do you do if you successfully sold a creative idea to Connie,Cheap Jerricho Cotchery Jersey, and find your reorders being redirected to Tran to make future purchases? Connie was willing to pay a bit more up front because you helped her identify the best product to fit her needs. The reorders are in Tran's court, who, of course, is only interested in the lowest cost and fastest delivery.

Below there are a few techniques that are responsible for a guaranteed success while you market your products via telephone. You will find that with these techniques that are taught in telephone sales training works wonders for any business.,Cheap Demaryius Thomas Jersey · Follow Through: The positive verbal agreement ensures that your sale is complete,Cheap Vince Young Jersey, but it is important that you thank your client and give your contact information to him for future needs. All the above techniques are a vital part of telephone sales training. All of these are carried out with professional and positive attitude. There is no way you can skip these time tested basic techniques. Your sales will increase exponentially once you start applying them. · Sales Negotiation: Negotiate with your prospect on your terms. Make him understand that it has to be two way. This way you could commit him to immediate purchase. · Sales Introduction: Giving a perfect introduction about your company and yourself. Everybody wants to be sure that they have found the correct place and the right person. This way you establish your representative authority. This is the first and foremost thing in telephone sales training. · Saying No: Having the guts to say a no to low ball offers. No need to focus too much on saying ok. Saying no is fine. The trick is to say it firmly and kindly. This way you don't have to make excuses or hesitate while saying it. If you can carry off this bluff,Cheap Colt McCoy Jersey, you can go ahead with very little resistance. · Building Value: By saying no you build value,Cheap Bernard Berrian Jersey, referencing the various market condition and quality of your product. You use common logic by implying that the market value of the product should be respected. This is a standard guideline. You don't get angry by the offer of the prospect or show that you are worried about not securing the sale. You just flip the table.

The best way to prevent sales objections cause by disbelief is to prove everything you say. If you can't prove it, don't say it. You will need props, video, industry articles and other items to prove what you say. Try this exercise. Do your presentation for yourself. Write down every claim you make. Can you prove each claim to be true? If not, why assume that the customer is believing everything you say? Anything they doubt will come back to haunt you as a sales objection. One thing very few people want to talk about in sales is the customers' level of belief. But do customer believe everything we say? We actually cause many of our own sales objections with this approach. This flawed belief can cost us lots of sales and lead to a tough time overcoming objections. Here are a few things you can do to be more believable to your customers. It is so easy to offend a customer and if we do, we become someone to distrust,Cheap Darren Sproles Jersey, not someone to do business with or buy from. Be extra polite and respectful. Ask if you can sit down, ask if you can put your case on the table or desk. Don't wear religious or political symbols. Don't ask if a picture on their desk is their daughter,Cheap Stanford Routt Jersey, it could be their wife. Don't congratulate them on being pregnant, they could be just fat. See what I mean. Watch what you say. Never assume the customer believes all that you say. Use these techniques to reduce the sales objections you face because the customer didn't believe you. Be Like Your Customer One final technique few salespeople use is to bring up belief if you can't get the sale. You could say something like, "If you felt the same way I do about my proposal, you would be asking to get started. I am guessing there is something I said that you don't quite agree with. May I ask what it is?" If they tell you, you are ready to overcome the objection. Prove Everything You Say End Each Statement With A Benefit And A Question Customers believe salespeople who are "their kind of people". Try to look like your customer in your attire. Try to talk like your customer in terms of speed and range of vocabulary. Don't say things that would mean you are different than your customer, such as comments on sports or politics. Even the weather cause trouble. For example,Cheap James Laurinaitis Jersey, if I like snow and you open with a comment about hating winter,Cheap LaRon Landry Jersey, you are not my kind of person and you have increased buyer resistance. Bring Up Belief If You Don't Get The Sale Every time you state a feature, add a benefit and end with a question. This will help flush out things the customer is not in agreement with. For example, if your feature is 24-hour customer support line. Don't just say that, add a benefit like,Cheap Roscoe Parrish Jersey, - that means we will be here to help you any time you need us without delay. You'll never face problems alone. Then, end with a question like, - is that they kind of customer service you are looking for? If your client says "yes",Cheap Kevin Boss Jersey, chances are they believe you. If you don't ask the customer, you will never really be sure. Don't Offend Your Customer

If your product or service matches their budget, your customers will lap up your product or service without hesitation,Cheap Terrell Owens Jersey, which is the ideal situation that rarely happens. Question #2 - What is their comfortable budget? Ask your customers what level of quality they are looking for and match their requirements with your product or service. Always keep in mind that the customer have the final choice, avoid making presumptions that your "best" is theirs. No longer viable are the days of selling a one size fits all product or service to customers. If you are still stuck in that kind of mentality, you will be left behind. The market is evolving into needs based selling and customer oriented focused services. However, it is not easy to be a needs based seller that is customer oriented. This requires knowledge, skill and the correct attitude. There are three reasons why customers engage in conversations. To create a new status quo,NFL Sideline Black United Jerseys, to repel an old status quo and to maintain the present status quo. Find out their purpose of engagement which is one of the reasons stated here and you will be on your way to serve them better. This is often taken note of by sophisticated needs based sales people. They know that the customers have to meet their own value judgement on products and services and will assist them in matching the right product or service with their budget. An easy way to prevent buyer's remorse is to imagine you in their position and see what pros and cons are for purchasing the product or service offered. Almost every customer will have a figure in mind even when they tell you they don't. Never buy into those stories as customers are always shopping for the best deals and they will not tell you that so that they can be more flexible in their decision making. In order to become a truly customer oriented salesperson that sells on needs,Cheap Sean Taylor Jersey, you need to know what your potential customers are thinking and what you should focus on in order to clinch that deal. Here are 6 questions you need to ask yourself in order to become a customer oriented needs based salesperson: If your product or service is less than their budget, you also have to explain the rationale behind that. Never leave your customers to make perceptions. Chances are they might think that the product or service rendered is going to be under expectations for the price they are paying for. You will be surprised to know that the popular belief of the best quality with the right price will normally move your customer's hearts. In reality,Cheap Jerome Harrison Jersey, customers do not always go for the best quality even though the price may be justified. The very last step of the business transaction is the closing. Even though every part of the sales process may precede smoothly but the transaction still fails because your customer's preferred mode of payment and structure is unavailable. The solution is to offer flexible and accommodation payment modes. Try to focus on making it a pleasant and convenient shopping experience for your customers. Question #4 - What is their underlying value tone? Question #6 - Their preferred mode for payment? Question #1 - What are the reasons that your customers are engaging in a conversation with you? The above points are just the tip of the iceberg when it comes to needs based selling. The ideal sales process is always to strive for a win-win situation for your customers,Cheap Darryl Tapp Jersey, organisation and its people. Everyone ends up benefiting and happy, so do your pockets. Question #3 - What level of quality do they desire? Question #5 - What product features and functions are customers looking for? If your product or service is above their budget, you have to justify why the charges are higher and what the customers are actually paying for. The easiest way to find that out is to ask your customers directly. Ask them about the features and functions they need and those they can do without. Ask them on how they are going to use your product or service and find the matching fit. We do not like to pay for things we do not need, so do your customers. The focus should always be on satisfying their needs. When they realise the high ethics that you are operating with,Cheap Roger Staubach Jersey, chances are you have a loyal customer that will keep returning and also refer new customers to you.

In establishing goals for your business, you need to examine your sales and marketing plan. To effectively understand the full experience,Cheap Vincent Jackson Jersey, you need to break your marketing and sales strategies into two separate plans. The first plan you should focus on is the marketing strategy or experience. This marketing plan needs to focus around the customer or the person who is actually buying your product. To effectively do this,Cheap Israel Idonije Jersey, you must completely understand your customer. Why do they want the product? How do they use the product or service? What is the product purchase frequency? Understand your consumer and develop a marketing plan that effectively creates an experience to fulfill what your consumer wants. I have worked with many businesses that seem to have either a great marketing plan or an awesome sales plan but not both. Few businesses see the need to have both an incredible marketing and sales strategy. If you haven't guessed it by the now, the key to having an effective sales and marketing strategy is an understanding of the Experience. Without the experience,Cheap Plaxico Burress Jersey, your strategies will fall short of achieving your growth goals. But, if you can define the experience people want; give people this experience, and maintain the experience whenever they want it, you are well on your way to business greatness. Spend some time this week focusing on your customer's wants and needs. When I'm working with clients,Cheap Green-Ellis Jersey, I advise them to spend most of their time working on developing this complete Understanding before any money is spent on developing the actual product or service. Many entrepreneurs develop what THEY think is an awesome product yet they fail to realize or understand what the CUSTOMER'S needs actually are. You need to completely understand your customer,Cheap Matthew Stafford Jersey, develop a product which meets this understanding,Jacksonville Jaguars Jerseys, and create the marketing strategy to fulfill this understanding.

Step 13 - A warning. Warn them about what will happen if they don't take action right now. A limited time offer can be a very powerful tactic to gain sales. Step 8 - More testimonials When people talk about sales letters with me, a common question is "Well, if people only read the headline and then they read the P.S., then why do I have to write all the stuff in the middle?" Well, because there are multiple different types of people. You've got those analytical that are going to read every single thing. They're going to print it off, they're going to highlight it,Cheap Jack Ham Jersey, and they're going to read every little element of what you wrote. Then, there's going to be other types of people that are going to just say,Cheap Cortland Finnegan Jersey, "Just tell me what it is. Let me get it." Still, there are others that are there just to look, "Let me see more". They are kind of like window shoppers. So, you really don't know what people are looking for inside there. That's why you want to have every single element covered. Step 4 - The opening paragraph Step 14 - The close. Tell them exactly what you want them to do and don't beat around the bush. I've been even as bold to say, "Folks, here's what I want you to do right now. Put your hand on your wallet,Cheap Tim Hightower Jersey, grab your purse, and pull out your credit card. And see that link below? Click on it and go fill in your information right here." You don't have to be that demanding but you do want to be very strong. You want to have a strong close because people will listen and you want to give them direct commands. Step 5 - Credibility Step 15 - The postscript. Basically you can't forget your P.S. It has been proven that the second most important thing behind the headline is the P.S. There have been more studies to show that when people read a sales letter, they read from the top and scroll all the way down to the bottom. Step 9 - Free bonus, which is very powerful Step 10 - A money-back guarantee, basically taking away all the worries. Step 6 - Testimonials Next, after adding bullet points, a lot of times what I'm doing is adding in more testimonials. This works like a charm. So, what you need to do is to sprinkle a few of your testimonials above your bullet points and then sprinkle a few below the bullets. Then you want to say something like, "Here's a free bonus that will increase your sales..." and then present your bonus offer. People absolutely love free stuff! This technique really helps convert your prospects into customers. Step 3 - The salutation Step 1 - The headline So,Cheap Rob Gronkowski Jersey, here is a short recap of the steps involved in creating a strong sales letter: In part 1 and part 2 of this article series called Evaluating Your Sales Letter, I spoke about how to begin your sales letter and how to present your information in the content of your letter to gain credibility. Today in part 3, I'm going to discuss the power of using testimonials in your sales letters. I'll also address what other things you can do to make your sales letter benefit-driven for your reader. And lastly you'll learn how to end your sales letter with a powerful close that will entice your reader to buy immediately. So, let's begin... After the testimonials, I list some benefit-driven bullets. Maybe even little headlines that list what the consumer will receive when they buy my product. I always like to have odd numbers of bullets of three, five, or seven benefit-driven bullets to tell the customers why they need to take action. Based on testing, an odd number of bullets seem to produce better results. Step 7 - Bullets If you follow these tips that I've given in part 1, part 2 and part 3 of this article series titled: Evaluating Your Sales Letter, there is no reason why you cannot produce a winning piece that will result in hundreds of sales. Taking action and testing your results are keys to growing your online business. Step 2 - The sub headline Step 12 - The payment information. You tell them exactly what they can use and how you can take the order. Lastly, the length of the sales letters should be as long as it takes to prove your point and to make sure that everybody gets all their questions answered. You can even split test different sales letters to see which one gives you the highest conversions. In addition, if you have a squeeze page in front of a sales letter and wish to test different versions of that as well, I highly recommend only testing one thing at a time. When it comes to split testing - and if I have a squeeze page or an opt-in page in front of a sales letter, I'm only going to test the opt-in page. I'm not going to be running a split test on the sales page. Why? Because you don't know which variation of the squeeze page is going to change the results. So I'm only going to test one thing at a time to keep track. Once I've increased the conversion, now I keep the winning opt-in page. Then I move over to the sales letter and focus on that. Now, after you have established your self-proclaimed credibility, this is when you're going to start to throw in your testimonials because if other people are saying how good you are, this will drive the point home even further. That's what the function of a testimonial is. It's basically a transfer of credibility. Then comes the price, however, before you state your price, you want to briefly tell the reader exactly one more time what they will get. Follow this up by listing the payment information. Next,Cheap Kerry Collins Jersey, you want to have a money-back guarantee. This is one of the surest ways that you can increase your sales. You tell them not to worry because you are taking all of the risk. You can give them a 30, 60 or 90 day guarantee that says if they don't like the product they can send it back for a full refund. People almost never take you up on that. However, you will most likely receive a few, but with such a strong guarantee like that,Cheap Jason Taylor Jersey, the refund rate is few and far between. Step 11 - The price

Dealerships need to be far more creative in how they attract attention.,Cheap Tracy Porter Jersey Selling cars today means a very quick reality check on current prospecting (marketing) strategies and tactics. No longer is lot traffic and showroom walks are the main prospecting strategies. Now more than ever before, vehicle dealerships and individuals car salesmen and women must understand how to sell more cars begins with their own written marketing action plan that looks to these six critical growth areas: Sales Customer Loyalty Management/Leadership Growth & Innovation Financials Internet - Website - Social Media Networking - Tradeshows - Speaking Direct Mail Paid Advertising Promotional Items Professional Development By attending Chamber luncheons, ribbon cuttings, formal networking meetings,Cheap Colts Jerseys, association meetings and even speaking at civic events such as Rotary all are opportunities to attract attention and begin to build those critical relationships. Sales Training Coaching Tip: The car industry now more than ever is engaged in relationship selling. Phone calls received Phone calls placed Hits to the website Postings to social media sites (micro-blogging) Viable and qualified leads secured Earned sales Years ago television commercials, radio spots and newspaper advertisements comprised the basic ways to prospect for customers. This model worked well because it kept a certain percentage of sales force on the physical ground and the dealership did not have to pay for other prospecting tactics (actions). These KPI are measured on a weekly basis. Albert Einstein is quoted as saying: "Insanity is doing the same thing over and over again expecting different results." Until car dealerships and those who earn their living selling vehicles change their fundamental beliefs about prospecting, they will continue to reap less than stellar sales. By redirecting current marketing strategies (thinking) and tactics (actions) to reflect market place trends, then and only then will they be able to embrace how to sell more cars and stop the bleeding. What I have observed in within this industry, is the continued cry for more leads,Cheap Calvin Johnson Jersey, more potential customers (a.k.a. prospects) and more car sales, but management still requires butts in the seat at their dealership. Selling cars requires sales people to be out and about within the community not sitting near the showroom floor or walking the lot with all those parked for sale cars, SUVs and trucks. With the Internet,Cheap Bills Jerseys, a more crowded marketplace due to the increased automobile manufacturers (no longer the major 3 domestic products) and consumers being much better educated with it comes to resale value, features and overall pricing,Cheap Mike Alstott Jersey, those who sell cars for a living need to change their prospecting actions while remembering this critical point: Additionally,Cheap Kurt Warner Jersey, keeping a dashboard of critical measurements or what some call key performance indicators (KPI) is also very beneficial. These might include the number of: Any executable marketing action (tactic) must first be constructed as a strategy (pre-determined thought process). These strategies need to be in alignment with the overall strategic action plan along with several other sub-plans including: The need for private transportation is still very much in evidence.

Sales motivation is a very crucial factor to your selling success. Research and studies confirm that people who are considered the best in the field of selling have strong sales motivation and strong internal direction. They have the passion to excel on what they do and they really don't need people telling them to do something to improve their performance. Instead,Cheap Len Dawson Jersey, they have the initiative to know the things that cost them some sales in the past and they take action to make sure that they will not commit the same mistake in the future. You can also be sales motivated if you have in-depth knowledge about sales processes and if you know the product that you are selling inside out. You wouldn't be confident when talking to clients if you know you can't offer them good answers to their product-related questions,Cheap Karlos Dansby Jersey, right? So, before you meet up with them,Cheap Tamba Hali Jersey, make sure that you know the benefits,Jacksonville Jaguars Jerseys, features,Cheap Steve Breaston Jersey, and selling points of your offerings. It would also help if you can review the sales process that you are going to use base on the preference of your prospects and the medium that you are going to use. You can easily become one of those people who are "sales motivated" by simply knowing what you want. Reflect and determine the things that you want to achieve and the reasons why you are in the field of selling. Perhaps, you would want to earn more money or you are aspiring for a higher position within your organization. Each time the selling process looks a little tougher,Reggie White packers Jersey, you can go ahead and remind yourself of your goals. These can surely keep you motivated to do even better.

3. Do demonstrations. You can easily capture the attention of your target market by simply showing them how your products are being used or how they actually work. You can create a video and post it on sites like YouTube dot com. Don't forget to include your product page's URL to easily drive interested people to your site.,Cheap Donte Stallworth Jersey If you are in the selling business, I am pretty sure that you are looking for ways on how you can make the selling part a bit easier to boost your revenue. Well, your search is over as I am about to offer you the marvelous steps that can help in pulling up your sales in no time: 4. Telemarketing. If you don't find it challenging to sell products over the phone then, telemarketing is definitely for you. Start the call with a warm greeting. Then,Bo Jackson raiders Jersey, introduce yourself and the company that you represent. Make sure that you have canned sales presentation script that can guide you all throughout. This must contain all the features and benefits of your products together with rebuttals to common objections. It's okay if some of your prospects hang up on you. Just keep on dialing and with perseverance, I am pretty sure that you'll be able to close a sale in no time. 5. Referrals. Get your most satisfied customers to help you get the word out by simply rewarding them with freebies or discounts each time they bring business to your doorstep. As these people have actual experience on your products, they are most likely to sound more credible compare to affiliate marketers. 1. Know your products inside out. As a seller, it's very important that you have in-depth knowledge about the products that you are selling so you can offer your prospects with the most appropriate information when they ask you product-related questions. I suggest that you use the products to get first-hand experience. Through this, you'll know their limitations,Cheap Sideline Black United Jerseys, how they work, and how they can benefit your prospects. 2. Advertise. There is no way that you are going to make a lot of sale if you don't advertise. Depending on your target market,Cheap Dermontti Dawson Jersey, you can use traditional media or the internet as your marketing medium. If you are serving people from a certain geographical location,Cheap Cleveland Browns Jerseys, placing your ads on TV, newspaper, and radio would be a good idea. However, if you are trying to tap the global market, you may choose to use PPC advertising, search engine marketing,Cheap Randall Cobb Jersey, forum posting, social media marketing, article marketing, blogging, and ezine publishing.

Luckily,Cheap Marques Colston Jersey, the internet world has made everything so easy for us. You can now get these three things by doing such a simple thing. It's voice over visual messaging. Voice over visual messaging will surely help you keep and train your team in the right track, get that sales advantage,Cheap Matt Moore Jersey, and offer something unique. But right now, I will focus on how to use voice over visual messaging to get that advantage in sales and marketing management. Business communication today is more important than ever. With voice over visual messaging you can communicate with your clients better. Enrich your prospect and customer communications with voice over visual messages without having to invest tremendous amounts of money or time. Then see your business explode in no time. Due to tough competition in the world of international sales marketing, this is the usual scenario in a business company. They get possible clients, have their initial meetings with them, and then lose communication with the clients. Does this ring a bell? So,Camouflage Realtree Jerseys, what would you do if your clients are not responding to your emails and voice messages? 3. Stay connected - One Voice over visual message you can share with some or all of your customers. Tell them yourself what's new,Cheap Stephen Cooper Jersey, what's coming and let them hear in your voice how important they are to you. You can now see the power of internet communication software; because I'm sure you'll get a lot of reply because of this. Send them a voice over visual message. This will surely keep communication in business alive. What is a voice over visual message? A voice over visual message is like a presentation video message where in you will create a series of slides and put your voice on it. Here's how it works. You create slides or a bunch of pictures in power point or other computer application, upload it to visual messaging software and then record your voice on it. Let's face it; it is getting harder and harder to enter today's economy. It seems that all markets are saturated and if you will dip your feet on it,Cheao Mike Thomas Jersey, you will just be eaten by the big sharks on the market's ocean. Well, to make your business successful,Cheap Matt Schaub Jersey, you must have three things at hand: Advantage in sales marketing power, a good team and something unique to offer. 1. Prioritize and focus - Spend more time on your best prospects. Know who to follow-up with by quickly seeing if your Voice over visual message was played and when. Those that viewed it most go to the top of your list. And you now can know who are the people interested on doing marketing on internet with you. With visual messaging, your message will look more personalize. Thus, your clients will feel that special effort you had given on to them. More satisfied clients means more meeting and more deals which will lead to our final goal... More Sales... Here's how to use visual messaging to its full potential: 2. Be different. Be remembered - Voice over visual messages are easy to create and help make your offer more personal and powerful so you and your offer stand out from the crowd. Your client will remember you and your uniqueness and you will get the deal because of this.

"What can you see that might get in the way of us moving forward with this?" "Where does ours stand," Or, "Who are they leaning towards so far?" And, "Who do I need to speak with in that group?" Or, "What could go wrong there?" And, During any phase of the process, it's crucial that you continue to ask these kind of specific, direct questions. Here are a few that will always help you know where you stand - and what you need to do next: "Prospect,Cheap 49ers Jerseys, I'll go ahead and (get this demo/quote/info off to you) and let me ask you a question. If you can see how this will/can (state the benefits and match them to their specific needs), is this something you will take advantage of (next week or whatever time frame you've discussed)?" If you feel you've lost control of the sales process, it's because you're not asking the questions that you need to be asking. If that's the case, then use some of the questions above, take control of the sale, and start closing more business - believe me, it works! You may be thinking that you don't want to introduce an objection here, and you're not - what you're doing is exposing possible Huge Red Flags that will only get worse as you go down the sales process. It's better to know NOW. "Great. Does that mean that the "other team' has approved it?" OR,Cheap Lavar Arrington Jersey, Prospects go through many phases before making the final buying decision. Some sales have more phases than others, and there can be many steps involved including evaluating data or demos, going up or down the decision chain, talking with partners, spouses, or others, etc. Whether your process is short or long, your challenge is the same - how do you get buy in and commitment at every phase of the process,Cheap Ndamukong Suh Jersey, thereby allowing you to remain in control of the sale? If they say, "Well, the XYZ department has to look at it now," you say: "Are you still onboard on this?" Now, if there are many other layers involved, then you need to get specific commitment on what will happen next. So you should say: "If they agree (like it), are we a go?" And, The answer is to ask direct,Cheap Rey Maualuga Jersey, specific questions that require your prospect to either commit to what's next, or that get your prospect to reveal that the sale might not go through (I know you hate to hear that, but it's better to find out sooner rather than later). So here's how you do it: "Terrific. I'll go ahead and get this off to you so you can begin your evaluation process. Let me ask you again: based on what we went over (restate their specific needs and exactly how your product/service fits these),Buffalo Bills Jerseys, does it sound/look like this might be the solution your company is looking for?" And then, The first question you need to ask is a definite commitment question at the end of your qualifying call before you send info or gather quotes, etc. If you know you're dealing directly with the decision maker, then use the question below and customize (adapt) it to fit your specific selling situation: "And what happens after that?" And, "That's wonderful. How much closer to a decision are we?" Or,Steelers Superbowl Champs Jerseys, As you can see, what all these questions have in common is they require a definite answer. This is something the Top 20% demand to know and that the other 80% are afraid to find out. Copyright (c) 2010 Mr. Inside Sales "How many other proposals are they looking at?" And,

Many clients I coach have been justifying their prices when working with their clients. They state a price and then try to back it up with as many reasons as they can think of.,Patriots 2012 Super Bowl Jerseys Stop justifying and start building value,Cheap James Farrior Jersey, and you will see your business grow rapidly. Third, you need to communicate what you do with confidence and a positive mindset. This will come across to your prospect and make them feel confident in doing business with you. To build value, first you need to get into the mind of your prospect. What is it that they want or need? What keeps them up at night? What is the end result or benefit that they want? By communicating this to them they will feel like you understand them and build trust. Do you sell your company's value to your clients or are you trying to justify your price? Second, you need to see how what you offer will help them with their problems. This can be tricky. When questioned many of the business owners I ask have a very basic answer. For example,Cheap Steve Young Jersey, a restaurant owner may think they feed people. But in reality if they had connected with the wants and needs of the client they would say "We provide a relaxing place away from home to enjoy a great meal without having to decide on a menu,Chad Ochocinco bengals Jersey, grocery shop, cook, or do dishes!" This sounds great. He has plugged into the clients' mind and understands why they want to go out to eat. The definition of value is to consider with respect to worth,Cheap Ricky Williams Jersey, excellence,Cheap Brandon Marshall Jersey, usefulness, or importance. Building value for your clients or prospects puts you in a win-win situation that helps you build a better relationship with your clients or prospects. To justify is to defend or uphold as warranted or well-grounded. This puts you in a very defensive and perhaps adversarial relationship with your clients or potential clients.

Learning how to get a GSA Schedule contract is an important step for maximum profit from supplying products or services to the government of the United States. A GSA Government contract can not only present your business with multiple federal business opportunities through the various products distributed by the General Services Administration, it can also open other doors for your business with government agencies other than the GSA. The General Services Administration offers a wide range of products which are categorized by Schedules and SIN'S. There are around forty (40) GSA Schedules with somewhat broad category definitions, such as: Publication Media, Logistics Worldwide, Environmental Services,Cheap Kyle Wilson Jersey, Medical and Dental Equipment,Cheap Rams Jerseys, Logistics, Engineering, and more. Within each Schedule is a list of Item numbers which are individually referred to as a SIN (Special Item Number). The SIN is a more specific indication of the types of products or services offered within each Schedule. GSA Schedules Acquiring a GSA Contract may not be an easy process, but the prospect of selling to the government at the level at which the GSA operates is a promising end to validate the means. If you find you meet the basic qualifications for conducting business with the General Services Administration, you can either invest monetarily in GSA Services or invest the time yourself by learning how to get a GSA Schedule Contract. Inevitably upon reviewing the requirements for your targeted GSA Schedule Contract, you will find there are additional registrations and certifications your business needs. Aside from final mandatory registrations and certifications, you will need to prepare copies of all your other registrations and prepare in the format indicated in your Schedule Contract guidelines to go with your bid. Regularly Review Schedule Guidelines Certification, Registration, and Documentation Lower Cost and Higher Volume Federal procurement laws change regularly,Cheap Patrick Willis Jersey, and the General Services Administration sometimes updates its Schedule Guidelines along with various procedures and trading standards. It is important to check back with the GSA on a regular basis while constructing your Schedule Contract bid to ensure you have the most updated list of criteria and submission requirements. Preparing a Bid for a GSA Schedule Contract Depending on the GSA Schedule under which you are seeking a contract, approval time can range between three (3) and nine (9) months. Submission of a GSA Schedule Contract is not necessarily the final step before being awarded a contract by the General Services Administration. It is important to follow up with your Schedule Contract application and stay aware of updates to the GSA pertaining to your schedule. There are a variety of reasons why your application will need to be modified, and if you maintain regular contact with a representative and stay informed of GSA updates you can keep your application current and increase your company's odds of contract approval. Submitting a GSA Schedule Contract Application If your company meets the basic criteria, it may be worth your while to take the next steps in learning how to get a GSA Contract. While qualifications for each Schedule Contract within the General Services Administration may vary and mandate more than the basic qualifications, these are the minimum requirements your company must meet to sell to the government with the GSA: If you find that multiple Schedule Contracts are available to your business,Cheap 49ers Jerseys, you can either submit applications for multiple schedules or focus on one at a time to slowly introduce yourself to federal procurement, carefully building a solid past performance record. You can find out what government Agencies are spending in your specific Schedule by visiting the GSA website and library to determine the most profitable prospect if you are interested in seeking one Contract within each Schedule at a time. It will be important for you to know your bottom line on delivery of goods and develop a pricing structure which will allow your business to offer competitive rates through the General Services Administration while relying on the volume of federal acquisition to generate revenue. The first step in applying for a GSA Schedule Contract is to identify the most applicable Schedule(s) and SIN(s) for your company. Although your business may offer services from multiple GSA Schedules,Cheap Matt Cassel Jersey, you must be sure to carefully review the qualifications for each schedule to ensure your business meets all listed criteria. A capabilities statement or an equivalent document will be required on your GSA Schedule Contract Application. You will want to provide only relevant information to the Schedule for which you are applying and provide as comprehensible of details as possible when outlining the specialties or your business and the services or goods you offer. Relevant Detailed Capabilities Statement Any felonies found on chief officers of your company within three (3) years of seeking a GSA Contract will render your company disqualified The service or product for which you are seeking a GSA Schedule Contract must be currently sold on the open market Your business must have a minimum live history of two (2) years and be able to prove a minimum gross sales volume of twenty-five thousand dollars ($25,000.00) for two (2) consecutive years Preparing a bid for a GSA Schedule Contract is a delicate process which consists of due diligence, analyzing financials, and identifying and outlining all relevant details of your business. There are a few very important points to consider when applying for a GSA Schedule Contract... One of the biggest advantages of the General Services Administration to world-wide customers in both the private sector and government agencies is the low prices offered on major acquisitions. If you are not able to offer significantly lower prices than you currently do on the goods or services offered by your business for government contracts ranging from twenty-five thousand dollars ($25,000.00) to one million dollars ($1,Cheap Kevin Boss Jersey,000,000.00) or more while still earning a profit, the GSA may not be an ideal distribution channel for your company. If you are having trouble identifying the most applicable Schedule to your business, you may contact a GSA Representative to provide clarification. It's important to remember that representatives are available to help you with the entire process. Although some business owners prefer to outsource GSA Services for lack of time or reduction of stress a business owner who is willing to dedicate the time and focus can save money by personally learning how to get a GSA Schedule Contract and taking the steps necessary to be awarded a contract with the General Services Administration.

Email messaging is another example of a CTI solution. Pre-composed email templates may be selected and sent by the CRM during a conversation by a sales agent. These messages can automatically pull information to be included within the email, such as the contacts name or business. Instantly the lead can receive additional information promised to them by the sales agent. Customer Relationship Management is the backbone of remote sales,Cheap Victor Cruz Jersey, and the industry has responded by producing plenty of business solutions to amplify it. Dialers automatically call through a list of leads, or a similar list of phone numbers pulled from the CRM. A dialer then patches that call through to a live sales agent. Several different dialers exist,Cheap Gerald McCoy Jersey, from the speedy but sometimes unreliable ratio dialer to the effective and methodical power dialer. No matter what dialer is being used,Steelers Superbowl Champs Jerseys, they all become more effective when they are allowed to pull info from, and up load data too, the CRM. The power and versatility of telephony software allows inside sales companies to increase their calls, contacts,Cheap Vince Young Jersey, impressions, faxes, emails, and callbacks. All of this serves to increase conversions and revenue. Telephony software solutions are available to complete the myriad of tasks that call centers or remote sales organizations need to accomplish. The software that manages all of the processes that need to occur for a remote sales professional to meet the needs of their clients and their employer is Customer Relationship Management software. CRMs can be integrated with other computer telephony integration (CTI) software solutions. Perhaps the most important piece of software to use alongside Customer Relationship Management would be a telephone dialer. CRM can also integrate other telephony business solutions with their own database and the dialers they empower. Voice messaging software allows sales reps to leave prerecorded,Cheap Mike Jenkins Jersey, relevant voice messages on the voicemail of leads they attempt to contact. The CRM will automatically leave the message while the sales rep may move on to take another call. Alternatively these messages can be broadcasted by the CRM. The dialer will call through the list of contacts and automatically play the prerecorded message, freeing the sales rep to receive inbound calls or dial through a separate list. Generally, at any time the contact listening to the message may choose to speak to a live agent. Customer Relationship Management software,Randy Moss patriots Jersey, or CRM, serves as a database for the storage of an organization's information. A CRM calendars private and company events and tasks. It automatically captures information on new leads and incoming calls, and a CRM manages customer accounts through the entire sales process.

"Close the customer" "Close the deal" "Close the sale" The word close and the use of this word only lead to high pressure sales tactics and fattens the bank accounts of all those sales experts while leaving the average salesperson in the dust licking her or his shoes. Why would any salesperson in her or his right mind what to "close" off the actions necessary in getting clients? After all the word close means to shut. Do you truly wish to shut your customers down or off? The word earn in, Webster's New World Dictionary means: To receive (salary, wages, etc.) for one's labor or service To get as a result of merit or deserving To gain (interest, etc,) as profit Given that sales research suggests 80% of all sales are made by just 10% of all salespersons,Cheap Jake Locker Jersey, maybe it is time to stop with the closing and start with the earning in getting clients. Who knows,Cheap Chiefs Jerseys, you just might go from a mid five-figure to a mid six-figure income. When I hear the word "close" within the overall sales process, I literally feel shivers up and down my spine. The second definition truly reflects the behaviors of top sales performers. Another colleague and a local top sales performer,Cheap Dallas Cowboys Jerseys, Lora Melia of Marco Supply of East Chicago,Cheap Mike Ditka Jersey, IN (industrial distributor), understands how to earn the sale. She has cultivated incredibly strong relationships and does not rest on those laurels. Lora continues to work just as hard today to earn a sale as she did almost 20 years ago. I was talking with an experienced salesperson,Cheap Julius Peppers Jersey, Marc Caudill now with ICC Mechanical (Valparaiso,Cheap Mario Williams Jersey, IN) a local and national cold construction and service firm. Marc said he disliked this word as well and added he believed it does a disservice to both the customer and the seller. Possibly why this word is used is because of the competition. Businesses want to keep their competitors from selling their products and services to any off their potential customers. Yet, this is truly a reactive sales behavior instead of a proactive one. Having a father who was in sales his entire professional life, I learned years ago about this word - earn. Dad or Hoagy as his friends knew him told me "you must earn the right to do business with in getting clients and keep earning that business with every action you take." Maybe this is why some in sales can sell anything to anyone because they truly have earned the sale. One of my biggest pet peeves is when sales gurus use these phrases:

A good sales philosophy is something you can use profitably for the rest of your life. Here are three commitments you may wish to make, as part of developing your own sales philosophy: Strong commitment to ethics A strong commitment to ethics is useful for any profession, but is valuable for salespeople to have especially. There are already many negative stereotypes which are associated with salespeople (pushy,Cheap Merril Hodge Jersey, overly talkative, only interested in closing the deal, etc.),Buccaneers Jerseys, and these have mostly come about from the less ethical behaviors of some salespeople. Perhaps the biggest challenge of ethics is that there can be more than one way of deciding to proceed. Unless you have dedicated yourself to recognizing who the stakeholders are, and how they each might be affected by your decisions, it is relatively easy to make choices which,Cheap Willis McGahee Jersey, in retrospect, reflect poorly on you and your firm. An ongoing commitment to ethical training can help you prevent problems in this regard. Copyright 2010, by Marc Mays Strong commitment to total customer satisfaction In some cases, customers may be better off not doing business with your firm. If you have made your numbers for the quarter, it is easy to send those sales to a competitor who can better meet their needs. On the other hand, it is more noteworthy to remain committed to this philosophy, even when sales are down and you are struggling. However, when you always put the needs of your customers first, you may be surprised by the rewards which follow. After all, if you are not consistently loyal to your own customers,Cheap Willie Brown Jersey, why should you expect them to stay loyal to you? In summary, when you commit to high ethical standards, complete customer satisfaction,Cheap David Garrard Jersey, and making every sale you can, you have the beginnings of a great sales philosophy, which should serve you well no matter what industry you are selling products and services in. Strong commitment to making all sales possible Once you have a solid ethical foundation, and dedication to customer satisfaction, then the only other thing to add to a personal sales philosophy is the drive to make every sale you can. This may mean going the extra mile and selling after closing hours, or following up well with a customer to resolve problems after you have already received your commission on the sale. Perhaps it involves doing the prospecting that no one else wants to do, or has done recently. The ability to do what needs to be done,Cheap James Harrison Jersey, regardless of how you feel about the task, is a key in making every sale which you possibly can. This is a characteristic shared by all true sales professionals.

I was doing a consulting project at a financial company that offered an eight-week instructional program for it's sales reps. I asked the trainers of that class to reduce its contents to THREE DAYS and to deliver the radically condensed version to me, which they did, under haughty protest. What you'll fret about whether you have ENOUGH information to fill the time allotted. This is especially alarming if you are a hired gun, offering a seminar in a hotel or offsite. Onsite, as a company's sales trainer, if you finish early with a particular group your attendees can simply begin their jobs or resume them. A one-day program will stretch to a business week. A week will require a month. And a month will call for a full third of a year. Would you believe me if I told you that those three days still contained a substantial amount of BLOAT? If I can deploy a new rep in a week's time, she has a chance to prove herself during Week 2. If it takes four weeks to train her, she can't start to succeed until week 5 or 6. The first thing you worry about when designing a new sales training program isn't whether the material will be useful or practical. The course will grow LONGER than you anticipated. Your stories and jokes will take on lives of their own, and at every turn you'll be tempted to overindulge your expertise and the comments and questions of attendees. If you then train another trainer, he'll add his war stories to yours,Cheap Jordan Shipley Jersey, and the process of endless elaboration will worsen. Your trainee comes to believe that ALL OF YOUR MATERIAL IS ESSENTIAL to becoming a successful seller. So, when she is finally unleashed, if she hasn't forgotten 80% of what you have covered, she'll tend to over-talk and to confuse,Cheap Ray Rice Jersey, and to waste too much time with the wrong prospects. In a separate article I'll describe a FOUR-HOUR sales training program that I conducted that enabled a Fortune 500 company to soar. If you've been a successful seller,Cheap Braylon Edwards Jersey, you know you're offering good techniques. Heck, they've worked for you, right? How brief can great sales training be? As I'm writing this, I'm aware of a company that sells gold coins and bullion. It BOASTS about having a 16-week sales training program. What is there about selling gold that takes this long to learn? If I asked this firm's trainers, "Why does your training take several months to deliver?" they'd reply that EVERY MINUTE of it is necessary and filled with essential wisdom. Moreover,Cheap Harold Carmichael Jersey, they'd believe it! After you've delivered your new training program once or twice, you'll see the opposite has happened. "Gee, what if I finish a few hours or a day, early?" you'll wonder. Worse,Okaland Raiders Jerseys, the slower the SPEED-TO-THE-FIRST-SALE, the more insecure reps will feel about their ability to generate business, successfully. While organizing the material may be a challenge, this isn't a worry, either. If you simply follow the Anatomy of a Sale, from start to finish, you'll be in good shape, there. Obviously, wasting time in overly long sales training programs is foolish from a monetary standpoint. But it is especially problematic because it needlessly and foolishly elongates a new hire's SPEED-TO-THE-FIRST-SALE. These are terrible habits,Cheap Brandon Marshall Jersey, inculcated by the bloated sales training program she survived. (This violates the ages-old wisdom of the KISS Method: "Keep It Simple, Salesperson.") What difference will a few weeks make? Each day that the training lasts longer than necessary, it is adding needless and senseless complexity and confusion to a new rep's repertoire. Ironically, as you believe you are investing trainees with more confidence, you're actually eroding it with each passing hour, week, and month.

Is your voice too soft to be heard? It may be the way you've been speaking, but speaking softly is often linked with lack of confidence and incompetency. Speaking softly, although there are psychological reasons,Cheap Dallas Clark Jersey, can be overcome by supporting your voice with more air as a soft voice is the result of insufficient air in your breathing. Learn to breathe with the support of your diaphragm so that you'll fill up the full capacity in your lungs and speak with an audible and a stronger voice. Build authority with an assuring voice Swallowing syllables is another common problem for many salespeople. As a result, the words seem to get stuck in their mouth and never come out distinctly. If you can pronounce all the syllables and articulate your words clearly, you'll sound more polished and professional and set yourself apart from your competitors. To have a better diction, learn to relax your muscles in your jaw area to reduce tension and improve diction. Confidence is not shown in what you say, but how you say it. Does your voice fade away as you approach the end of a sentence? You may be doing it while you don't even know. Record your sales presentations and listen back. Fading away at the end of sentences makes you sound unsure of yourself. Finish every sentence with the same energy level as you begin with. If necessary, pause and take another breath to maintain a consistently powerful voice. One of the most common problems many sales people share is that they speak way too fast. Some salespeople even cut off their clients so that they can move on to the next sentence. Talking fast and cutting off your clients is definitely a client-engaging killer as it creates difficulty for your clients processing information from you, leaving them feel being unheard,Cheap Daunte Culpepper Jersey, let alone showing interest in your product or service. To slow down your speaking rate,Cheap Devin Thomas Jersey, you need to raise your awareness and learn proper breathing techniques. Filler words, such as uh, ah, you know,Randy Moss patriots Jersey, right, etc. are so common in sales presentations that it may seem unnecessary to eliminate them since almost everyone is using them. Those filler words make you come across as unsure or not knowing your product or service well enough. This is especially true when you are trying to answer a question. Make a conscious effort to eliminate your filler words. Record your sales talks as often as possible and substitute filler words with pauses. Not everyone is born with a winning voice. However, with proper training and practices, you, too, can have a voice that engages your clients, wins their trust and builds up your authority. Develop trust with a confident voice Engage your client with a clear voice When you are making a statement, does it sound like you are asking a question? Most salespeople's tone goes up at the end of a statement, making them sound doubtful about themselves. That's not the impression you want to give to your clients. What your clients are looking for is a recommendation or a possible solution from you. They see you as a consultant and an expert. If you sound unsure and uncertain,Cheap Pittsburgh Steelers Jerseys, you'll project no authority and eventually lose your influence on your clients. As a salesperson, your voice is probably your least developed tool. Sales guru and author, Zig Ziglar says that 95% of all salespeople never do anything about their voice,Cheap Morten Andersen Jersey, thus fail to build their sales career to the fullest. How much attention have you given to your voice? Your voice is your powerful sales tool. It can make or break your sales. How much attention will you give to it?

Sin Number Three: Monopolizing the Conversation Sin Number One: Talking, Not Speaking Sin Number Two: Using Bad Language Another tip...you must enter the zones one at a time. It's a good idea to reserve moving into the confidential zone during presentations only if VITO invites you to do so. Doing so, will lead to an increase in your success in scheduling second appointments with VITO! To Avoid this Major Sin,Cheap Archie Manning Jersey, Ask Permission, and Breach the Zones One at a Time Here is an important tip. Start by looking at every single piece of documentation you're currently giving to your prospects during your sales presentations. Look at every single piece correspondence in your files. Is each completely 100 percent accurate? Are you willing to stand behind each and every sentence? If not, change them! End of conversation. Here is an important presentation tip. In order to honor VITO's space, we must always ask for permission before making the transition from the common zone, to the sociable zone, to the individual zone, and, on very rare occasions, the confidential zone. By doing this,Cheap Jack Youngblood Jersey, you'll be sending a message that you're respectful of the other person's belongings and physical boundaries. This message is critically important to gaining trust and building business rapport. Tip #1: Be very specific. Choose topics within your sales presentations that are likely to make sense from VITO's point of view then make it crystal clear what those topics of discussion are at the outset of each interaction or the sales presentations you conduct. You can do this diplomatically simply by giving VITO a choice such as, "Would you like to discuss our ideas to decrease one of your top three expenses by as much as 25 percent in the next 90 days or is there something else that's a pressing issue at this point in time?" Sin Number Four: Stretching the Truth If you have, perhaps you've unintentionally committed one or more of the five 'deadly sins' of scheduling second appointments! Let's take a look at each one, and as we do I hope you add them to your "not to do" list for your upcoming sales presentations. Think of the following as your personal tips for effective sales presentations the next time you are in front of VITO. Tip #3: Be alert for buying signals. Every interaction you have with VITO must be a learning experience. Fortunately, this is relatively easy. Prospects drop clues all the time as to how they want to be sold during presentations. Look for 'buying signals' such as: "Would you be able to...", "Is it possible to...", "Do you charge for...", "I'd like my...", or "What are your terms for..." The fastest way to be shunted away to someone other than the person you want to talk to and to totally eliminate the chance of scheduling a second appointment is to use inappropriate language during your sales presentations. I'm not talking about foul language or jokes with 'adult' content. Rather, I'm talking about using vocabulary that's unfamiliar to VITO. We all want to be heard. However, if you want to be successful in scheduling a second appointment with VITO you'll realize that long monologues don't cut it, but purposeful dialogues do. I've gone on many appointments, and I can't count the number of times I've watched in horror as my colleagues placed papers, briefcases, notepads or other materials on VITO's desk without asking permission. That's the business equivalent of putting your feet on someone's living room coffee table! There is a big difference between a salesperson who talks and one who speaks. Parrots talk. Babbling infants talk. Professional salespeople speak during presentations. The major difference between talking and speaking during your sales presentations is...purpose. Salespeople must learn to speak about their products, services, and solutions with VITO's purpose and result(s) in mind. Talking means blathering on about what's on your agenda. If we want to successfully schedule second appointments with VITO, it's imperative that we never talk about anything during the first appointment! For a moment, imagine there's an invisible 18-inch barrier surrounding your body. Actually, you probably don't have to imagine too hard, because there almost certainly is an invisible 18-inch barrier around your body. This is your "confidential" zone. This is the area most people hold as essentially private, a space only to be occupied by one's spouse, one's significant other, one's close relatives (children, for instance), and one's domestic pets (pythons excluded). Sin Number Five: Being a Space Invader Tip #1: Use open-ended 'prompting' questions. By the way,Cheap Tampa Bay Buccaneers Jerseys, if you do this with five VITOs, you'll have what I call a 'VITOpedia' that is worth its weight in pure gold - if you take the words and phrases and make them an integral part of your verbal and non-verbal communications that you use during all future sales presentations with your VITOs. To Avoid this Major Sin Apply the Golden Rule: If you ever find yourself saying, "Let me be honest with you" or "To be perfectly honest..." (as though these were exceptional occurrences),Cheap Aaron Rodgers Jersey, guess what? You're due for a truth check-up! To Avoid This Major Sin Learn the Language of VITO! Have you ever encountered great difficulty in scheduling a second appointment with VITO (Very Important Top Officer), such as not getting your calls returned, having sales presentations canceled at the last minute, or worse yet, showing up for a scheduled second appointment and having your prospect "unavailable"? The 'bigger is always better' mindset will do your sales presentations more harm than good. Exaggerating capabilities is an all-too-common sales practice. So-called 'little white lies' fall into this category as well. Over promising and under delivering during presentations has an unfortunate way of coming back to haunt you - and sabotage your attempts at scheduling a second appointment. So don't do it! Tip #2: Use what's called a 'clarifying question'. And after you clarify with your prospect you can then use a developmental question to move the dialog in a desired direction. When you show up for your next presentation, stand at the threshold of VITO's office and say something that's pretty darn close to, "May I come in?" (Now you're in the sociable zone.) After you've been invited to sit down, do so in the spot the other person indicates. (Now you're in the individual zone.) After a period of "getting acquainted", you must ask for permission before you place any material on VITO's imported Honduras Mahogany, hand-carved, inlaid desk. The best way to do this is to set strict limits on your own talk time. Keep it under sixty seconds. Yes, you read right! You must never, ever speak for more than sixty seconds without asking for approval to continue! This approval will come in the form of several types of questions. To Avoid this Major Sin Give Yourself a 60-second Time Limit (and stick to it): During sales presentations with prospects or existing customer VITOs, you must seek first to understand what's going on in their world. Then and only then will your ideas be accepted and understood. Tip #2: Be interesting. I'm not suggesting that during your sales presentations you attempt to become some kind of stand-up comedian. However, I am suggesting that you speak and in an engaging way during all of the presentations you make. The best way for me to give you advice on this score is to strongly suggest you join and participate in Toastmasters. To Avoid This Deadly Sin... There are three other zones that you should be aware of: The "individual" zone between 18 and 32 inches from your body. This is where most of us are comfortable with social or business interaction that involves people we know. Finally, there's the region outside these zones. It's known as the "common" zone, and it's the area where we are comfortable with (or at least occasionally prepared to accept) announcements of unexpected entrances from others. Hand the latest copy of the Wall Street Journal to them along with a highlighter and ask them to quickly mark the articles that catch their attention. When they're done,Cheap Patrick Kerney Jersey, ask them to read just one article and highlight the words and phrases that capture their attention. Here is a good way to learn the Language of VITO. Do what follows with your own VITO or the VITOs in your very best installed accounts. Tip #3: Finally, you can use what I call a social proof question to justify another 60 seconds of talk time. This is an indirect way of getting VITO to realize that their situation is similar to that of other VITOs you've worked with. Jumping into VITO's personal space during one of your sales presentations without being invited to do so is a great way to cut down on your success in scheduling a second appointment. Generally speaking, social proof questions include: 1) introduce a third-party VITO that is relevant to the discussion, 2) may increase confidence that you can address the purpose and needs of this VITO,Cheap Leodis McKelvin Jersey, and 3) validate VITO's reasoning. The zone between 32 and 44 inches from your body. This represents the "sociable" zone. It's about the distance between you and your prospect when you're sitting at a chair placed in front of their desk during sales presentations. In this zone, most of us are comfortable interacting with people we do not yet know well in social and business situations.

Is there an antidote, a pill you can swallow so you won't swoon when you hear this deal-killing compliment? Happily there is, and it's called a "close." He's lying through his teeth, trying to sing a bull to sleep. If you met a great ballplayer, surgeon, investor, tennis player, or employee, you'd want them on your team, wouldn't you? You end up dazed and confused for a critical second. Much as the last paragraph may have made you feel, and that's all the time that a slick suspect needs to slink away. Has this ever happened to you? Your prospect is a savvier seller than you are, because she or he just unsold you on selling them-or is it they sold you on un-selling them? Does it matter? When someone says,Cheap Jimmy Graham Jersey, you're a great salesperson, say "Thank you for your business, and just sign here, please,Cheap Santonio Holmes Jersey!" And you know what? It works. Right, it only makes sense,Cheap Harry Carson Jersey, so if you were to tell them they're great at what they do,Kurt Warner rams Jersey, they could interpret that as a compliment,Cheap Champ Bailey Jersey, a genuine endorsement. But when a prospect tells you "You're a great salesperson!" consider the opposite to be true. If it hasn't, it will. And what can you make of it? When sellers hear this puffery,Cheap Deion Branch Jersey, we relax and give up all efforts to persuade. The prospect didn't reject us; well at least it doesn't feel like it, right? So we repay the favor of being let down gently by letting them jump off the hook.