There are millions of companies that take plastic so they must pay for an account to process debit,Cheap Todd Heap Jersey, credit cards and e-checks. Merchants always dislike the fees. It's like your mobile phone service expense which you probably think is excessive. As an affiliate your function is to give one merchant a 20% cash back monthly refund from his account. That's it and you're done. You will receive a 5% commission check from his account and the two of you become partners. Why be an affiliate instead of an employee? Wikipedia says "An e-commerce affiliate is a website which links back to an e-commerce site such as Amazon.com with the goal of making a commission for referred sales." It's a pretty good definition of the modern-day affiliate marketer but new concepts will require a new definition. When you eliminate "referred sales" and replace it with "free cash" you'll be getting closer to how the new processing industry works. A new patented process has turned card processing upside down. Your job,Cheap Eli Manning Jersey, if you could call it a job,Cheap Joe Montana Jersey, is not selling but giving back money to the merchant without changing any of his equipment or rates. Everything remains the same except the account he had been paying for years now becomes an unlimited money generator. This concept or idea has never even been thought of by other companies and that's why only one company is looking for help. If you are tired of flipping burgers the merchant card processing industry has thousands of openings for affiliates who can write their own paycheck for any amount. Why visit the Employment Security Commission trying to find a job that converts hours to dollars when you could be earning a fortune by giving away free money to everyone you come in contact with? Instead of standing in line at the SEC,Cheap Julius Peppers Jersey, you can become an affiliate in the merchant card processing industry and help literally hundreds of thousands of people and merchants to write their own paycheck for any amount they desire. So stop worrying about money because all applications are accepted in this strange new world of free money. You may be wondering how this new thinking evolved and how can it make you rich by giving away money. You see this top 40 processor that won all the top industry awards in 2010 was processing a little over $4 billion a year which is a fairly small amount when you consider the overall market is a $5.4 trillion industry. They decided to use their advanced technologies and systems to move up the ladder of success to become number one. Because there are millions of merchants that would appreciate the free money you will need more people to contact all of them which is step two. You or your merchant partner can give the system to others who in turn give it to others and a down line is created. Both you and your merchant partner receive commissions from every new account in your down line all the way down to infinity. The amount of money created using this method becomes astronomical.

Having carried out the exercise, brainstormed all the points, it is now important that an action list is compiled. Consider those that are the easiest to implement or deal with. Prioritise based on their likely input on the turnover of the business. The action list must be specific about WHO should carry out each task, and by WHEN. The list must be challenging but realistic. For example, the world renowned and excellent Philip Kotler goes some way to create total confusion. His definition of marketing is as follows. "The societal marketing concept holds that the organisation's task is to determine the needs, wants, and interests of target markets and to deliver the desired satisfactions more effectively and efficiently than competitors, in a way that preserves or enhances the consumer's and the society's well-being." First, there needs to be an understanding from all that EVERYONE in the workforce has a responsibility for marketing. How many times have you heard someone berating their employer,Cheap Jimmy Clausen Jersey, the way they go about day to day business, and their supposed incompetence? What picture does that paint for you? Clearly employees must buy into the principal, and show pride in their employer. It is amazing how many small companies have not done a SWOT analysis (strengths, weaknesses, opportunities, threats). And those that have admit it was done over 7 years ago! And to go hand in hand with a SWOT analysis is a PESTE analysis (political, environmental, social, technological,Cheap Derrick Brooks Jersey, economic). These simple charts can be easily made, or downloaded from the internet. They can also be scribbled on a blank piece of paper! "Marketing is Creating the Conditions to make Selling Easier". Many small businesses do not have a 'Marketing Department', or someone dedicated to the task. Irrespective of whether the business or entity has dedicated marketing, many of the messages herewith hold true, no matter whether you are IBM, or Joe's Kitchen Supplies. Over the years I have heard numerous comments, for example, "We are too small to worry about marketing." Other negative comments include "If only we had the time to do marketing", "These marketing people talk in jargon, it's not relevant to us", "Marketing costs so much, it's way beyond our means". The Chartered Institute of Marketing put it slightly more succinctly, "Marketing is the management process responsible for identifying, anticipating and satisfying consumers' requirements profitably". Many small companies are highly confused about marketing, and really its not surprising. Providing the means used in the definition are legal and ethical,Cheap A.J. Green Jersey, then this principal should serve the small business well when considering marketing ethos. Marketing exists because companies must sell to survive. If this sounds time consuming, then you have probably over complicated your understanding of the process. Why have different levels of staff carrying out the exercise? Providing the owner realises that no one person has a monopoly on good ideas then the answer is obvious. Clearly, different people will have a different perspective and viewpoint about aspects of the business. The view from the bottom is likely be very different from that at the top. The new recruit may have recent experiences that identify unknown weaknesses or strengths, and has viewed the issues with a new set of eyes. Happy marketing. Indeed all the above are correct, but for the 'micro' and the SME we need to simplify this further. So,Cheap Jerry Hughes Jersey, let us consider some of the simple aspects of marketing. Answering the phone promptly & courteously. Allowing customers to enquire / place orders over the internet. Having clear and concise paperwork / literature etc. Having a clean van. Smart and clean dress sense. Developing a sense of pride in your employment. Where clear actions have been identified, actioned and clearly had an effect, try to quantify any subsequent increase in turnover as a result (where possible). The energetic and charismatic Tom Peters also keeps it brief. "The relentless pursuit of an almost familial bond between customer and product". Once you have created a sense of belonging, and joint marketing responsibility within your team, you will start to observe a level of creativity within the business that can reap tangible rewards. Of course, during tough times,Cheap Gale Sayers Jersey, it clearly makes sense for each employee to provide thoughtful input into the business from a job preservation perspective. With ALL actions identified,Cheap Donte Whitner Jersey, question, "will this action Create the Conditions to make Selling Easier"? If the answer is no, then put this action at the bottom of the list. There are of course many other simple and inexpensive things that can be done. At this point, take 5 minutes to write down three simple things that can be easily adopted within your business, and will make selling easier. I particularly like the following. Keeping each analysis short is key. More than 15 minutes spent on filling in the SWOT or PESTE form is likely to pressurise an individual to seek issues that are peripheral, rather than key. An independent arbiter is important during the brainstorm, particularly if the 'junior' has any bold observations likely to disturb the boss! Repeating the exercise some 6 months later can, in many cases be the key to determining whether the company has made progress or not. Of course these are all misguided comments, but to be fair to small business owners, it can be considered a function of some of the dogma delivered by 'so called' Marketing Guru's. I would wager that most people could recite this definition no more than twice, and still remember it the following day! No disrespect here, but I think he must have swallowed a dictionary. Try reciting this five times before going to bed, and see whether you can recall it the following day. Some golden rules for delivering a full and meaningful SWOT and PESTE analysis. 1.. Ensure that the exercise to fill in the SWOT and PESTE is carried out by the Company Owner, someone in middle management, someone junior in the business, and the most recent recruit (where possible) 2.. Ensure that each person spends no more that 15 minutes on SWOT and same for PESTE 3.. Bring in an independent person to chair and arbitrate on the subsequent brainstorm 4.. Repeat the exercise every 6 months 5.. Evaluate all progress in each case 6.. Take corrective action where the business appears to have taken a retrograde step.

Promotional products are something that are determined to enhance your business and sales process. It gives a new lease of life and can bring a sure short victory to all the efforts taken. Marketing and advertising are 2 important factors to develop the business. Many enterprise owners employ the usage of promotional products to multiply the effects of advertising. However,Cheap Brandon Marshall Jersey, it is found that most of the business vendors use it less effectively. People are so interested in giving out tons of pens,Cheap Houston Oilers Jerseys, caps that are void of company name and brand logo. However,Cheap Lawrence Taylor Jersey, these products rarely give a chance to think about the company offering these products. The individuals will be really glad to accept products that will have the maximum usage. What is the use of giving away products that are of no use to them? People will have loads of such products without finding a single use. This will not have any kind of impact in the buyer's mindset. This will ultimately lead to ineffective marketing and loss of capital. It is highly recommended to identify the right kind of audience to give away the promotional products. It is not a good thing to give away the products to every third person in the street who might be of no use or no way connected to the business requirements. Make sure you know the ways to identify your customers in order to target them. This will help the enterprise owners to have maximum returns on the investment. The success rate of the marketing plan will improve drastically by doing things in the right manner. Some of the most recommended and widely accepted promotional products are sticky pads,Cheap Earl Campbell Jersey, note pads,Cheap Vikings Jerseys, pens with the company brand name and log inscribed on them. People will use them effectively and will remember your services and company name whenever they get a chance to use the product. These products are cheap and can be bought in huge quantities to avail great discounts and offers. It is important to apply common sense while selecting these products to brand your services. The basic thumb rule while giving away promotional products is to print the company name and logo on them. This will help in improving the brand visibility in the long run. A quality product given away with good number of usage will highly influence the buyer's mindset. It prompts them to recommend your services and products to their friends and family members. Thus,Cheap Falcons Jerseys, the companies can gain more number of customers without spending a dime. These people will act as the brand ambassadors to your services in the long run. The word of mouth kind of advertising will help in getting better reach. Make sure you print your logo and company name that will speak volume and stay forever in the minds of people. Target The Right Audience Give them what they want Print Your Company Name And Logo There are certain factors to be considered while giving out promotional products to the targeted audiences.

3. The next fear reaction is a bit tougher to take: enforcement. If you push through the delay tactic, he might even get a bit angry or frustrated that you called his bluff. He might (in extreme cases) yell or call you names. Don't worry; you have simply arrived at the third (and final) fear stage. Congratulate yourself (silently) and proceed. Despite all the reasons, objections and arguments and doubts he expresses, just know they are all based in fear. Why does the person experience fear in reaction to your persuasion? He is afraid of failing or making a mistake or buying the wrong product,Cheap Brandon Banks Jersey, getting ripped off, or getting blamed for messing up. He has been burned before and vowed not to do it again. The more experienced the person, the more likely you are to encounter these fear reactions. You are dealing with an intelligent person who intends to make good decisions, and he has promised himself not to make poor decisions. So, as you start to persuade, he develops anxiety, agitation and apprehension about the pitch. He wraps himself in a "brick coat" to defend himself. The coat is made up of all the arguments you must overcome to persuade him. 1. When you first approach the person, the truth is he has no idea what you are approaching about. The first brick in his coat, therefore, is fear of the unknown. What do you want? What are you asking? What might you make him do? You will notice the person, especially if you approach enthusiastically, will instinctively back off until he knows what you are talking about. Even after that, he might not move toward you or join your enthusiasm for quite some time. The Stages of Fear Confidently and calmly,Cheap James Hardy Jersey, continue to reassure him of you and your idea or plan. Stay upbeat and positive and INTEREST him in it by being interested in him and his ideas. If you can push through these fear reactions, he will eventually move through the fear and doubts and upsets. Your confidence and positive energy and INTEREST will win the day and he will agree with you. The best part is that you have both won. You used your impeccable influence skills and he made the right choice. It's a win-win situation. There is one fundamental human reaction to all attempts to persuade, influence or sell. It is FEAR. 2. As soon as you have described your purpose in talking to him, the next set of reactions are called prevention or inhibition reactions. These reactions add time, prevent or prohibit your actions from happening. He is trying to hold you off, stop you, prevent you. "Let's talk next week." "I need to check with my wife." "I'm not sure I have enough information; I'll have my associate start some due diligence for us." These are all prevention reactions. The most common of these is the "delay" reaction. As the persuader, you need to know that the biggest enemy you have is time. The more time he adds,Cheap Patrick Chung Jersey, the more likely he is to say no. Just know that these delay tactics are simply irrational fears and proceed with the conversation. Do not allow the person to "think about it" (thinking doesn't take any time) or to take time off from the conversation. Just keep pushing ahead. While he wants time to work against you,Cheap James Jones Jersey, you need to make it work for you by staying interested. Perhaps you would like to wield some influence in your organization. You want someone to believe you,Cheap Ryan Clady Jersey, follow your plan, take your suggestion, promote you. You want someone else TO DO something! You have to convince that person that you are right,Cheap Jaguars Jerseys, that he should listen to you. The first thing you need to know is how he is going to react to you.

,Cheap Patrick Robinson Jersey According to BuzzLogic and JupiterResearch's report "Harnessing the Power of Blogs," blogs influence nearly one in five readers at crucial purchase-decision stages. Although there is abundance of blogs from sales trainers, CEOs and marketing experts, only a few are written by successful salespersons. So, you can start writing your own blogs to attract your target customers. You may also write a Guest Post for others blogs. Join an Online Community For years, marketers and sales professionals have relied on expensive, yet outdated marketing and PR techniques. However, the rules of marketing and PR have changed immensely with the introduction of the Internet. Smart salespersons use the medium to reach their buyers directly. They communicate directly with their customers through blogs,Cheap Cleveland Browns Jerseys, videos,Cheap Clay Matthews Jersey, e-books and the social media,Cheap Todd Heap Jersey, establishing personal links with them. Use social networking to connect to a large number of people. Networking platforms, such as Facebook, LinkedIn, Twitter and MySpace, offer the perfect media for attracting people towards your product or services. Some interesting topics include: There are several online groups on hobbies, interests and vocations. You can join groups that relate to your company's products and services. For instance, if you are a sales person in a software company, you can join a group of IT experts. Increase your online presence,Cheap Christian Ponder Jersey, and start participating actively in discussions. Post queries and discussion topics. Tell the members about the solutions you can offer. However, refrain from selling your products up front. A sales professional can utilize the new marketing and PR rules to establish new contacts,Marcus Allen chiefs Jersey, build credibility and generate leads. It can help also them influence the buying decision of customers. While your blog should offer valuable information for readers, it should not violate legal rules or divulge confidential information about your company or customers. You can also link the blog to your company website. Social Media Start Blogging 1. How your solutions contributed to your client's success 2. Your company services or products. 3. Other topics of interest for your potential customers. You can also create videos for your services, products or success stories. These can be posted on business-focused online video libraries for public viewing. The New Rules of Marketing and PR: What You Should Know?

As I started out in my sales career I thought I was the greatest salesperson of all time. In one day I had 4 customers promise me they were going to come back and buy my product later on during that day. I had two more customers' promise me they were going to come back and buy as soon as the settlement money they were expecting arrived. Needless to say that none of these people ever came back to buy anything at all. These people never intended to buy from me at all. They needed a way out from the purchase and I did not know how to close the deal.,Cheap Selvin Young Jersey One of the first things you must remember as a sales professional is that you will always face objections from potential buyers. It is your responsibility to be prepared to handle whatever objections they give you. In the examples above I attempted to find out if there was another person who needed to take part in making the final purchasing decision. When you have all parties present it eliminates the buyers ability to use the objection that they need to bring someone else to validate there purchase. This objection is usually the easiest way out of a pressured sales pitch for any perspective buyer. Try to avoid this objection at all cost. If you want buyers to be honest with you it is important for you to be honest with them. As a salesperson you set the tone of your interaction with the customer. Ask Leading questions that are direct and to the point. Try to avoid yes and no questions. Make sure that the person is truly a buyer and not someone wishing they could buy now. Learn how to distinguish between a buyer ready to be closed and a shopper looking for information or doing research. If you succeed at asking the right questions you will get the truth out of your buyers otherwise,Cheap Josh Beekman Jersey, you will come to the reality that most buyers are liars because they are just not ready or maybe even able to buy right now. The important thing to remember when you are in the middle of your sales process is to listen to the customer. They will give you clues to let you know if they actually intend on buying today or not. You must learn to ask probing questions. Do not even begin to demonstrate your product or service with out asking probing question first. One example of a probing question would be,Cheap Brian Urlacher Jersey, "Mr. Customer is there anyone else who you will need to discuss this purchase with before you are able to make a decision"? Another example would be,Cheap Arian Foster Jersey, "Mrs. Customer I have two appointment times available to meet with you and your husband does morning or afternoon work better for you guys"?

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

Earlier today, I reviewed "The 5 Critical Sales Questions that will help you Thrive during Tough Times" with a few leaders at my regular monthly briefing. Following this session,New York Jets Jerseys, I had a private discussion with one CEO who attended. His comment to me was "the answers to these questions are probably worth $1M or more in sales to us during these tough times!" Too often we are overly busy acting on the answers to the wrong questions for our current challenges. Some of these actions form previous right answers to the right questions likely do apply. As I had said in my previous articles on this topic,Cheap Tony Gonzalez Jersey, 90% of what you are doing is probably sound action for your current challenges. It is that 10% that needs to be re-invented and that re-invention starts with the right questions. Last time I discussed the importance of asking the right questions in pursuing excellence in college football when I compared four prominent football programs; OSU, USC, Texas, and Florida. Today we will look at the importance of the right questions when looking at sales during tough economic times. -- Voltaire "The essence of the process is to get the right people engaged in vigorous dialogue and debate, infused with the brutal facts and guided by QUESTIONS formed by the three circles." In the next 30 days, this CEO will have a great start on finding the path to generating that lost $1M in sales in the next 12 months because he was open to hearing and asking the right questions. As Verne Harnish often says,Cheap Devin Aromashodu Jersey, "We have the answers,Cheap Chad Ochocinco Jersey, all the answers,Cheap Patrick Chung Jersey, it's the question we do not know!" "Judge others by their questions rather than by their answers." Copyright 2009 Jon L. Iveson,Cheap Patrick Willis Jersey, Ph.D. -- Jim Collins -- Chinese Proverb In what areas of your life or business do you need to ask new and better questions? "One who asks a question is a fool for five minutes; one who does not ask a question remains a fool forever."

To begin with, you need to remember that working for yourself is a difficult and time consuming job. It's OK saying that you'll be financially better off,Cheap Larry Johnson Jersey, but that's only if you get sales - and getting sales is going to be the most difficult bit. Just how do you get customers banging on the door? If your service is so good then surely it's worth people buying it? None of us want to sell something that won't work or doesn't have a decent return on investment, so we need to simply make our product compelling enough to ensure people will want it. One of the problems with this attitude (and it is a very common one) is that it is a mistake to think that life is quite that easy. For a start, as an employee you probably had all your work brought to you by a team of salesmen. Maybe your marketing department did all the work of bringing in the clients through advertising and your accounts department invoiced and chased late accounts. It's not until you leave that you realise that life is not quite as easy as your own boss and you suddenly have to do everything yourself - everything. This is the biggest single point to remember when trying to sell to someone. In essence,Cheap Rodgers-Cromartie Jersey, you shouldn't really try to sell - you should simply try to advise and give consultative advice to your prospect so he can make the decision as to whether to buy. When deciding to leave the safety of your 9-5 job you may be tempted to step into the world of the consultant. If you're coming from a background of employed consultancy,Cheap Bart Starr Jersey, perhaps in a service industry where you are already providing advice to companies then this would seem like the obvious next career step. Surely going from an employed roll doing one job into doing it for yourself and reaping the obvious financial benefits is a no-brainer? Or is it? Most people think that selling is a skill based on confidence,Cheap Rey Maualuga Jersey, being brash and having to know absolutely everything about your subject, but in fact that can be a hindrance because in reality, to be a good salesman you really need to be a good human. So where do you start? In fact, the best sale isn't a sale at all, in the best case scenario, the customer will want your product or service so much that he'll beg for it. And why shouldn't he? It's true that working for yourself brings a lot of benefits - the financial ones are the obvious ones that people seems to latch on to, but it also brings with it an incredible amount of paperwork and requirements that you've never even had to consider before. Although we like to think that the best salesmen are those that stride around in grey suits being brash and argumentative,Cheap Ndamukong Suh Jersey, the truth is actually quite different. The best salesmen in the world are quietly confident, yes, but they're also very good at getting people to trust them. And that's the key - get someone to trust you and you can then sell to them. When you have a product that people want,Cheap Jake Long Jersey, all you need to do is to ease your customer into thinking that you are the best person to provide it. Sales therefore doesn't become a process of convincing a client, it becomes a process of getting your customer to trust you enough to believe you'll do the best for them.

People hire you for various reasons directly tied to what they want to get. Each person is motivated to act because they are fed up with what they have and want something different. You either tap into that motivation or expect clients to be as rare as hen's teeth.,Cheap Philadelphia Eagles Jerseys Prevention is focused on danger or opportunities that are years away. Your potential clients don't wake up in a cold sweat thinking the first thing they need to do that day is buy something that is going to stave off a potential problem they could face a few years from now. It just doesn't work that way. Part of the reason prevention is so hard to sell is because deep down we all like to believe we are invincible. Even when we know something is likely to happen we still think it isn't going to happen to us. Because the consequences of not acting are far off so is the desire to purchase. I guess some people are hell bent on learning things the hard way. However,Cheap Jason Taylor Jersey, you aren't like that because you are actively searching for ways to improve the way you get clients. You aren't just thinking about it. Does that mean you are doomed if what you sell is predominantly preventative? No,Cheap Earl Thomas Jersey, it means you have to find a way to talk about your services in terms of what your potential clients are motivated to act on now. The key is tapping into their existing motivation. If you want a bevy of clients you need to focus your communications on the people who are ready to buy now not people who are thinking about what they could do or thinking about what they should do. Yet,Cheap Terry Bradshaw Jersey, I see service providers focus their communications on the things you could or should do. These are the service providers trying to sell their services as a means of prevention. You choose who you want to work with. You choose how you communicate with those people. Don't make the mistake of focusing your communications on something that's going to get you spanked. Here's what I mean. When you are thinking about taking an action you know there are things you could do. There are things you should do. Then there are things you must do. The things you must do are the things you act on now. When you must act you aren't thinking about buying anymore you are thinking about who you want to buy from. You are searching for the best match.

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If,Terrell Owens cowboys Jersey, on the other hand, that same person was able to see your passion and enthusiasm for your offering in action,Cheap Zach Thomas Jersey, they might eventually warm up to hearing what you have to say. It reminds me of the Tom Sawyer story about the picket fence: Tom is able to convince the other kids in the neighborhood to pay him for the privilege of doing his chores,Cheap A.J. Green Jersey, not by reasoning with them, but by demonstrating how much he enjoyed doing the task. And even though Tom was faking his enthusiasm for the job, the other children caught his enthusiasm and begged to be allowed to do the work. Imagine how much more effective sincere enthusiasm would be! That's the power of love. How exactly does one "greet the day with love", though? I love Mandino's explanation: "I will greet this day with love in my heart." - from The Scroll Marked II, The Greatest Salesman In the World by Og Mandino. Mandino nails it when he says that "only the unseen power of love can open the hearts of men". You've likely seen this in action. Think of the last time you were dealing with a real skeptic, a nay-sayer who had absolutely no interest in hearing about what you had to offer. How would you set about winning such a person over to your way of thinking? Would you try to persuade with logic and reasoning? Try that and let me know how it works out. Trying to convince another person they're wrong with logic is like pushing a wheelbarrow full of bricks up a hill: no fun at all. A secret formula for expressing this love is to "in silence and to myself...address him (those you come in contact with) and say I Love You." Why? because, "though spoken in silence these words will shine in my eyes, unwrinkle my brow, bring a smile to my lips, and echo in my voice; and his heart will be opened." Master that ability, "and who is there who will say nay to my goods when his hearts feels my love?" Once again, it comes down to the choices we make. When it comes to feeling and expressing love,Cheap Shawne Merriman Jersey, gratitude helps. If we're grateful for what we have, even what challenges us, we can show it love. If we lack gratitude and are always wishing we had something better, love is going to be hard to find. And who decides whether we are grateful or not? I think you know the answer. Gratitude, like any trait, is something we have to choose to maintain. To quote Huey Lewis, that's the power of love,Cheap Carolina Panthers Jerseys! Think of the mental outlook this principle encourages the would-be salesperson to embrace: if you truly greet the day with love in your heart,Cheap Roy Williams Jersey, do you think that a little discouragement or rejection will stop you? That's the power of optimism, the part of love that's always looking to the future with hope and a smile. Love can be hard to pin down to a single definition. In the second principle for becoming the greatest salesperson the world has ever seen, qualities like gratitude, passion, enthusiasm and optimism are grouped under the subject of love; each of these facets of love is required to truly succeed as a salesperson. "Henceforth will I look on all things with love and I will be born again. I will love the sun for it warms my bones; yet I will love the rain for it cleanses my spirit. I will love the light for it shows me the way; yet I will love the darkness for it shows me the stars. I will welcome happiness for it enlarges my heart; yet I will endure sadness for it opens my soul. I will acknowledge rewards for they are my due; yet I will welcome obstacles for they are my challenge."

Make sales everyone's job. Everyone in your company plays a critical sales role and creates an experience for customers and prospects - from your receptionist to your backroom employees. Evaluate your sales force. Get rid of those salespeople just sitting on the dock, keep your most productive farmers and give your best hunters the right tools,Cheap Jaguars Jerseys, beliefs and management support. Are you looking for things to blame for poor sales - a bad economy, aggressive competition or a less-than-aggressive sales team? If we find something to blame, we don't have to change tactics. Truly successful companies are constantly asking, "What can I do today to improve sales?" Treat clients like prospects. Think of how you court prospects when you're trying to land their business. You uncover problems, offer solutions, stay in touch and respond quickly. You go the extra mile. How would your clients react if you treated them the same way? Stop the blame game now,Cheap Ronnie Lott Jersey! Take action, watch your sales grow and improve the future of your company. Sell more with less. Are your top producers hunters, farmers or fishermen? Do they aggressively hunt for new business opportunities? Do they have a good base of business that they farm? Or, are they "fishermen" just waiting for a sales bite? Use the crystal ball. By putting the right sales processes in place and taking into account your sales cycles, you can actually forecast what your yearly sales will be. We call this the "crystal ball." Do you have a crystal ball, or are you going to do what many companies do - set goals,Cheap Hines Ward Jersey, evaluate them maybe once per quarter and complain at the end of the year that sales fell short? Get rid of your top producers. In most companies, top producers are not hunters - they've just stuck around long enough to inherit business. Are your so-called top producers aggressively looking for and landing new business? When 9/11 hit,Cheap Roy Williams Jersey, Acuity Systems' clients announced major cutbacks - and training was one of the first things to go. When 50% of the company's revenue was lost,Cheap Bart Scott Jersey, we decided to re-evaluate our customer base and expand services. Are you doing anything different to improve sales? If not,Cheap Johnny Knox Jersey, here are a few helpful tips:

He is a natural born salesman. This statement infers that the ability to sell is an inherent one. That the person possesses natural born talent. BALONEY. There are natural born Salespeople but they are few, very few, and far between. Very far between. The so called natural born salesman who cannot answer technical questions and do those things necessary to satisfy the needs of the customer by supplying them with the benefits of the features of that product or service is going fail. He will lose the order to a salesperson who may not be as glib or personable, but can show the value and appreciation of his or her product. Finding the hot button, satisfying the customers' needs while using the tools you have at hand and your selling skills is the way to make sales. GOOD SALESPEOPLE ARE MADE NOT BORN. Salespeople who are friendly and popular will always have a place in sales,Cheap Taylor Mays Jersey, but the salesperson who answers the question "What have I done to successfully complete the sale" is the one who will get the order more times than not. Personality and hospitality can get you far,Cheap Chase Daniel Jersey, but not to the finish line. If you continue to rely on your congeniality,Cheap Dallas Clark Jersey, personality, reputation,Wes Welker raiders Jersey, past accomplishments, you are going to lose. The salesperson who shows charts,Cheap Bob Sanders Jersey, reports, analysis,Cheap Bruce Smith Jersey, tables and anything else that helps make the decision process easier will get the order which he so richly deserves, because he has done those things necessary to earn the business.

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What are the challenges you are currently facing? Why did you select your current vendor? What are you hearing from your customers? 3. Ask "Barrier" questions Barrier questions are what is blocking them from achieving their goals. Some examples are: 4. Ask "Pay Out" questions Pay out questions invokes emotion from your potential client by asking them to imagine they have achieved their goals. 1. Build Rapport 2. Develop trust in the relationship 3. Show the potential client that you are interested in their needs 4. Qualify the potential client to see if they are right for your business To give credit where credit is due,Cheap Ted Hendricks Jersey, this is the Dale Carnegie Questioning model and it works extremely well, I took additional sales training and finally learned a systematic approach to asking the right questions. The reason you want to ask the right questions is to: Looking forward 6 months, where would you like to be? If you could wave a magic wand,throwback Dennis Byrd Jersey, what would be different? What do you want to hear from your customers? Joanne I was so anxious to get my pitch out that I did all the talking. Plus I thought if I asked a lot of questions,Cleveland Browns Jerseys, I might bother the prospect. So I made a zillion calls and through the force of this volume was able to make and exceed my numbers. One last note here, if you have not developed rapport from the beginning of the relationship, your prospect will not feel comfortable answering your questions. You will need to ask permission to proceed and earn the right to ask these questions. Once you have mastered this, your sales success will explode. Okay,Cheap Sam Bradford Jersey, now that we have gone through this questioning model,Cheap Anthony Gonzalez Jersey, I am going to give you my secret question. This question allows people to feel comfortable telling me everything important to them. I don't have to remember all the questions above because of this question. Here it is: What's preventing you from achieving these objectives? What is holding your company back from making the transition? What is the level of urgency for making this change? Your success is our mission! 1. Ask "As Is" questions "As Is" questions are questions about their current situation. Some examples are: When your goal is to understand the needs of your prospects to ensure that your solution is right for them, these questions will be critical to this goal. Sincerely,Cheap Roscoe Parrish Jersey, 2. Ask "Should Be" questions Should be questions are what the prospects is hoping to achieve. Some examples are: Tell me about...(your company, your goals, etc.) When I was a fledgling sales person selling computers to the government, our sales trainer would say, "The quality of your questions determine the quality of your paycheck." This was a commission only position but asking the right questions eluded me and therefore, I was struggling. If you were able to...what would that mean to your company? What would it mean to you? Then be quiet. Quiet your mind as well as don't interrupt. Take notes if you need to and come back to fill in the blanks. This question is selling magic!

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While the ability to judge people in general and customers in particular, to diagnose and to size-up, is the one thing which stands between the great salesman and one of ordinary capacity, diagnosing is not the most important element of all. It is a necessary one, and no one can succeed without some of it. Those who possess it to a marked degree belong to the upper grade of the upper class, and those who have little of it are pretty close to the bottom. Seventhly, good-nature. Comparatively few morose, over-dignified, cold,Cheap Jerry Rice Jersey, and chilly salesmen have amounted to anything. It is possible for them to sell goods when the buyer is as anxious to buy as the seller is to sell, but they are practically worthless at the initiative, and are seldom able to obtain or to hold any trade worth having. Some managers look upon good-nature as the most important requirement of all. Whether it is or not, it is a fact that without it great success is impossible. Unless a salesman is both pleasing and profitable to the customer, he will not continue to do business, and will be forced out of business whether working as a car salesman or on the internet as an affiliate. Of course, there are many other elements which contribute mightily to salesmanship,Brett Favre packers Jersey, such as persistency, faithfulness, promptness, and the like, without which one may not hope to succeed at anything. Which is the most important of the eight points of selling? The answer is of little concern. The proficient salesman possesses them all, not in their fullness or perfection,Cheap Vincent Jackson Jersey, because that is impossible. Most salesmen are strong in one direction and weak in others. They do not have selling balance. All of these attainments play leading parts on the stage of salesmanship, and their relative positions are of little consequence. They do not compete with one another. Thirdly, a general knowledge of business principles. There are salesmen who can only sell goods, possessing no real business ability beyond that of selling. Some of them succeed moderately, but few of them become great salesmen. A general knowledge of business, or some ability to manipulate business, is essential to good salesmanship or to best salesmanship. Fourthly, a working familiarity with the business methods and action of one's competitors. To successfully and continuously consummate trade, and to be able to overcome expected and unexpected obstacles, one must be familiar with the methods used by those in the same line of business. Eighthly,Cheap DeAngelo Hall Jersey, that ability to play a double part, to interest and benefit the customer while being thoroughly faithful and profitable to the business one represents, including one's own. Salesmen holding permanent trade never forget the customer's interest, and yet they always work for the benefit of their own business. First, he knows his goods. No seller of goods, who is unfamiliar with them, can sell them to full advantage. There are a few expert salesmen who have closed large deals without an intimate knowledge of the goods they sell and who are woefully, and almost criminally, ignorant of their wares, yet are able to consummate larger sales than ninety per cent of thoroughly knowledgeable salesmen. These men are natural geniuses, preeminent traders, who seem to be able to sell anything at any time to anybody. Secondly, the ability to describe or talk the goods. Many people with an intimate knowledge,Cheap Thurman Thomas Jersey, both technical and broad, fail because they do not know how to communicate. It is obvious that all the knowledge in the world is worthless unless it is distributed. The person of knowledge, who can not communicate orally or in writing, is about as bad off in business as would be the person who can communicate but with nothing in back of it. The commercial value of what we know is dependent upon our distribution or use of it. If we do not know how to talk our wares, we cannot readily sell, and we have no right to be members of the selling craft. Fifthly,Cheap Troy Polamalu Jersey, the ability to talk something besides "shop." To do this requires a knowledge of things in general. Practically all successful salesmen are reservoirs of general information about business and of matters outside of business; and this information, always ready for immediate delivery, permits them to be both agreeable and profitable to their customers. It materially assists in making a good impression and builds the bond of trust that is crucial to present and future sales. The first-class salesman, whether he is behind the counter, on the floor, on the internet, on television, or banging on your door. Whether he peddles books, e-books, computer programs, car insurance, ice cream or sells furniture, is proficient along the following lines: Sixthly, the ability to diagnose the customer, or, in the language of the street, "to size-up the other fellow." Unless one is able to do this, to some degree, at least, he cannot hope to be more than a mediocre success, online or fact to face; and he stands as little chance of winning the battle of trade as does the commanding officer of an army who meets his enemy without a knowledge of its strength or proportions.

Remember these steps when you're seeking appointments with qualified prospects. Do it the way the sales pros do it. Get more appointments, and get more sales,Cheap Steve Smith Jersey! Introduce yourself to the gatekeeper, note a referral, and ask to speak to the decision maker. Be concise: "This is so-and-so, with such-and-such company. This-or-that person suggested I call. Is Mr/Ms Prospect in, please?" Remember: the longer you speak to the gatekeeper, the less likely it is you'll ever get through to the prospect. If you're asked what this concerns, respond,Cheap Casey Hampton Jersey, politely,Cheap Dan Hampton Jersey, with something along the lines of "This is something Mr/Ms Prospect would want to know about, and within 90 seconds will know whether we need to get together in person. Is he/she in, please?" Confirm the benefit, with a tie-down to get an affirmative response. Don't make a patronizing statement like "Do you want to save money?" Instead, make a casual statement they're likely to agree with, made into the form of a question with a tie-down like "wouldn't you?" or "aren't you?": "I'll bet in this economy, you have to watch every nickel you spend, don't you?" When you get the decision maker on the line, repeat your intro,Cheap Julio Jones Jersey, and note a benefit you've provided to similar businesses. "This is so-and-so, with such-and-such company. This-or-that person suggested I call" Always note a referral. If you don't have the name of one of their colleagues, cite your boss. Or me. Say "Dr. Bob Kimball suggested I give you a call." After all, I just did. Then, cite a benefit that would likely be of importance to them. Benefits come in three forms: Increase profits, reduce costs, or make their life easier: "We've been working with several firms in this industry, and have saved them this amount on whatever." Call early. Many qualified prospects arrive at work before the office staff arrives. If you have their direct-dial number, call early and you might get right through. But if not... If the prospect is too busy to meet with you right now,Cheap Matt Leinart Jersey, close on that objection. When the prospect says they're too busy to meet with you, what they really mean is "Why should I meet with you?" So,Cheap Bobby Hebert Jersey, if they say they're too busy, answer with "That's just why you need to meet with me. I won't waste your time, and I can save you time and money. We just need 20 minutes. How about Tuesday at 8?" If the prospect declines your request for an appointment, ask questions to uncover some unmet need or dissatisfaction. No matter what they say, bring in the witness and ask for the appointment again. Ask "How do you feel about this?" or "How do you feel about that?". One good question is "How do you feel about what you're paying now?" It doesn't make any difference whether they say "Well, it's going up a bit lately" or "I am absolutely thrilled and don't know how they can do it for so little", respond with something along the lines of "Interesting you should say that. This-and-such a person said the same thing when we first met. We're saving them over $1000 a month now. We need to talk about this. 20 minutes is all it will take. How about Tuesday at 8?" The most important selling skill isn't presenting, closing, or negotiating. It's persuading a qualified prospect to meet with you in person. Here's how top sales pros do that! Make a direct request for an appointment. When you do this, position yourself as a partner, not a salesperson desperate for a sale, by indicating that you'll wish to proceed only if this is in their best interest: "It'll take us about 20 minutes to see if this is right for you. It may not be, but you'll know in 20 minutes." Now ask for the appointment, not with the manipulative tactic of suggesting two possible times and asking them to choose one, but by proposing a meeting time: "How about Tuesday at 8?" Then shut up. Let them propose an alternative time if it suits them.