The role of the screener is to save their boss time. Thus they are zealously (sometimes overly so) looking at the mail with an eye towards what they can screen out. After all, the boss is unlikely to complain about not seeing mail that never makes it to his desk. The opposite is not true. Too much junk mail in the in-box, and the screener will quickly be looking for a new job. Thus from the screener's perspective, it's better to err on the side of "screening out" rather than "screening in". In cases in which the intended reader is either a consumer or a small business owner who opens his/her own mail,Cheap Jerod Mayo Jersey, I think that a headline pays enormous benefits. However the key phrase here is, "opens their own mail." Whenever you get a number of sales professionals together, the conversation quickly turns to how to get more appointments. Most sales pros like to warm up their prospect by sending an introductory sales cover letter. However the question becomes, "How to increase the odds that it will get opened and read?" However if I was writing to small businesses,Cheap Buffalo Bills Jerseys, in which the owner usually opens his/her own mail or to consumers, then I definitely would include a headline. That's when headlines work against us when there is a screener involved. Despite how compelling or intriguing the headline is,Cheap Josh Freeman Jersey, the one thing that it definitely communicates is that "this is not personal communication". The trick with getting senior level executives, corporate big shots and other hard to reach decision makers to read your letter is to make it appear (at least at first glance) as if it is written from one executive to another. As much as I wish it was otherwise,Cheap Steve Breaston Jersey, the headline flies in the face of that objective. "This Chiropractor Just Paid A $179,Jonathan Vilma jets Jersey,000 Claim Out Of His Own Pocket. Why The Having The Right Amount Of Liability Insurance Is More Important Than Ever." Some writers like to use headlines as a means of quickly getting attention. Without a doubt, adding a headline to a sales letter immediately makes it apparent why you are writing,Cheap Torrey Smith Jersey, and why the reader should read on. Thus, it's important that the headline focus on a specific group and communicate a very specific benefit. As a result, it's easy to screen out. Most of the top copywriters who I respect advocate the use of headlines in their sales letters. However, as with many things, I think the effectiveness of headlines depends upon who you are writing to.

,Cheap Tony Dorsett Jersey First and foremost is customer service. This is incredibly important. You want to be personable. It doesn't mean you have to be their best friend and discuss all of the details of their life, but people generally like to do business with someone who interacts with them in a pleasant, yet professional manner. You want to develop a level of trust. Studies have proven that most people will do business with someone they know, like and trust. Your initial response, or your welcome letter or email, should not only be welcoming, warm and personable; it might also include an offer for a free or discounted introduction to your services. Give them the opportunity to dip their toes in the water before diving in head first. Have a variety of options available to your clients. People like choices. They want to have variety of choices and options made available to them. Consider providing services or products in different price ranges or levels. Everyone might think that what that you have to offer is the best thing on the planet, but perhaps not everyone can afford it right at that time. Offering different pricing structures will allow them to start small and work their way up. Another thing I recommend is offering different payment arrangement options for your higher-end services. Communication cannot be overrated! We've all heard the saying "out of sight,Cheap Lavar Arrington Jersey, out of mind." Well, guess what-it's true. If you sell them a product or service and then they never hear from you again,Cheap Jarret Johnson Jersey, they will likely forget about you in short amount of time. Keeping in touch regularly, either by a monthly or quarterly ezine, monthly specials, etc. will keep them coming back for more. Most importantly, stay positive and upbeat. Even though this is last on the list, I consider it to be the most important thing you can do. Remember that the signals you send out in your thoughts, attitudes and actions are exactly what will come back to you. We each create our own environment through our thoughts and attitudes. You have complete control over your environment and your life, so I encourage you to always be aware of your thoughts and your overall attitude. If you find negative thoughts in there, get rid of them immediately. Sing a happy song; think a beautiful thought; picture someone you love...anything, but whatever you do, don't let those negative thoughts shape your business, or your life! These things are not only my personal philosophies; they have been proven to work by experts everywhere. Try them out in your own business. I think you'll find that it doesn't take any time at all to prove them true for yourself. They simply work-for everyone. If you have other success tips that work for you, I'd love to hear about them. I wish you all the success in your business. Prior to the advent of the World Wide Web, people were fairly limited to doing business with whoever happened to live in their local community. Customer service was important, but not as crucial because, well after all, where else was the paying customer going to go? Now people have an unending array of choices. If they don't like the way you do business, it's pretty much a guaranty that they will take their business elsewhere in a hurry. Not to worry though; there are some simple things you can do to help ensure that your leads get converted AND stay with you. Of course, you can't count on making every sale, but you can increase your sales considerably. I would venture to say that some of these tips are applicable to every area of your life,Cheap Raiders Jerseys, not only your business. I'd like to share with you my formula for achieving success in business. It's a given that you need to continually get new clients or customers, but this is only one important step to success. You might be building your list at a phenomenal rate, and if so,Cheap Oilers Jerseys, that's awesome! I'd love to know your secret. But the key,Cheap Marvin Harrison Jersey, and the mystery, for many business owners is how to convert those leads to sales.

The term elevator pitch relates the amount of time a salesperson has to capture a prospects attention to the amount of time they would have speaking to a prospect on a short elevator ride. The first 30 seconds speaking to a customer is a period of time that will either make or break the selling opportunity. What a salesperson says will influence the perception the customer has of the salesperson, their company and their product or service. A good elevator pitch will address the age-old question that goes through everyone's mind when they are being sold; "what's in it for me?". This age old question continues to be one of the most basic elements of selling. There has to be something in it for the customer if they are going have any interest in what you have to say. Regardless of what you sell or who you sell for, the best way I like to describe how to come up with your elevator pitch is to imagine a potential customer asking you to tell them more about your company. If you want your elevator pitch to be focused on a particular product, just adjust the verbiage; you get the idea. Along with what a salesperson is saying, it is equally (if not more) important how they say it. Tonality, body language and confidence all play a major role in how a message comes across. I bring this up for one key reason; it is often overlooked and forgotten. I like to use this popular term in a general selling form to describe the amount of time a sales person of any kind has to capture the interest of a prospect. Assuming you aren't riding an elevator to the top floor of a skyscraper, you usually have a short window of time to capture a prospects attention,Cheap Braylon Edwards Jersey, engage them in dialogue and give them compelling pieces of information that actually mean something worthwhile. Now if a prospect asked you what your company does, how would you respond? Would you just rattle off an unplanned,Cheap Dallas Cowboys Jerseys, ineffective bunch of words and hope for the best? Or would it be better for you to have a planned,Cheap Troy Aikman Jersey, well-rehearsed statement that captures attention and engages people in dialogue? I will let you decide. By the way...what does your company do? The term "elevator pitch" is defined as the period of time an entrepreneur has to capture the interest of an investor. When you think about all of the selling situations you have experienced as a consumer,Cheap Bruce Matthews Jersey, you can relate to the importance of the first 30 seconds of a selling experience. When you first begin dialogue with a salesperson,Cheap Devin Thomas Jersey, there is a natural wall that you have up,Cheap Derrick Thomas Jersey, protecting you from being sold. How the dialogue proceeds will determine whether the wall will be broken by the salesperson or whether you will continue to deflect their selling approach and attempts at dialogue. The way I have found to be most effective in communicating something that is in it for the customer is to tailor your description towards how your help your customers. I would describe the company by saying "We help companies...". This statement has the ability to connect with a potential customer who could be struggling with what you described or could know someone that may benefit from your product or service.

Last month Donny decided to start buying his feed from another salesman because it's priced less. Donny says, "It's going OK." Wayne, reading the tone and body language from Donny, knows differently. Wayne asks, "How many bags are they going through a week?" Donny replies, "About 18." Wayne scratches his head and asks, "You are down a few hogs?" "No", Donny replies. The salesman reminds Donny that his hogs were eating about 25 bags of his feed and ready for market on schedule. When you think the prospect is buying on the cheapest price, ask them,Cheap Marvin Harrison Jersey, "Are you making your buying decision on the lowest price regardless of the cost?" Another way to ask is, "Are you looking for the best price or the lowest cost?" They may reply with a puzzled look, and that's the beginning of the selling conversation. Since the hogs are not eating,Cheap San Diego Charger Jerseys, Donny holds on to them a few months longer to fatten them up to meet the minimum weight requirement. In the past that was not an issue. Usually,Cheap Troy Polamalu Jersey, his hogs came in at 20-30% over the required minimum. Wayne, a feed salesman, pulls into the yard and greets Donny,Cheap Jake Locker Jersey, the farmer, outside his barn. He steps out of his truck and exchanges a hardy "morning" with Donny. After a few comments about the weather, Wayne asks about the new feed Donny has been feeding his hogs. Donny thought he'd be saving some money by buying cheaper feed for his hogs. In fact, it is cheaper because the hogs are eating less. But, what does it really cost Donny? So what does it really cost Donny when he buys cheaper feed? First, his yield is an average of 25% less which means less revenue. He holds on to the hogs longer,Cheap Chris Cook Jersey, postponing income while still continuing the pay the fixed operating costs. Our role as a salesperson is to help our prospect discover reasons, and value, to buy from us by uncovering the costs and consequences. Cheaper feed that the hogs don't eat will cost the farmer more while gaining less from the lower price. The difference between price and cost is the prospects value. Wayne asked a few more questions of Donny without making him feel "not OK" about making a bad purchasing decision, with questions that reveal increased costs and less profit. Donny realizes that the cheaper feed has a lower price,Cheap James Harrison Jersey, but it costs him more.

Successful salespeople know it takes consistency and ingenuity to connect with busy people and since almost everything we do in life has a sales and marketing element, we should all take note. Need a sponsor for an upcoming company event? Want the chance to demonstrate your department's expertise at the AGM? Hoping to score new opportunities for promoting your area externally next year? Because it's something like public speaking (the top fear of people in North America in almost every list I've ever seen), cold calling can be an unnerving experience for many and it tends to be something people put off as long as possible,Cheap Terrell Davis Jersey, quota or no. What I find most interesting, however,Cheap Jamaal Anderson Jersey, is that although the numbers are key,Packers Jerseys, it's the words that make the difference. Keep plugging! Start with a juicy bit. Hers is: "Hi,Cheap Donte Stallworth Jersey, I'm Susan Aldridge from Outspoken1 and we bring you people." Always tell prospects what they will gain from their connection with you Know your own personality style, know how to assess that of your prospect and make room for both in your conversation Gracefully distinguish yourself from your competition Don't give up unless you hear a "no" Say what? Exactly! Writing your cold call script before you actually pick up the phone means you won't lose your thread of thought or forget your most important points as the conversation proceeds. It means you can practise what you're going to say ahead of time - a habit I highly recommend for anyone who has to present publicly in any capacity. Other tips to keep in mind while developing a script for your next cold calling effort include: But there are other important issues to consider as well. It's important to be real, work from a great script and grab attention, something Susan Aldridge, President of Outspoken1,Cheap Titans Jerseys, calls a "juicy bit." How you do all of the above, however, is key. You need to be innovative and flexible and above all operate from a place of integrity. If your prospect suspects for any reason that they can't quite trust you, they will bolt. Light bulb moment? The juicy bit immediately grabs the prospect's attention and pulls them into a conversation that is only possible because they are intrigued by your comment. They become engaged. Most of us in Corporate Land would find the Aldridge approach a little too daring for comfort but the point is to step outside the box in order to make the point that you are not just another cold caller out to waste someone's precious time. But the script itself can take a surprisingly long time to draft. It takes less than 10 seconds for people to form an opinion of someone else so you've got to be fast and effective in getting that "juicy bit" across. As someone who gets a different answer every time I add the same stack of numbers I am fascinated by the magic of statistics and the stats I heard at a recent seminar impressed me no end. According to the cold calling experts at Canadian company Outspoken1,Cheap Drew Brees Jersey, almost half of all salespeople out there never follow up with their prospects...yet 80% of all sales are made after the fifth contact.

The Money Plan On examining your territory and your past selling results and you decide, for instance, "OK last year I sold 2.7 million and this year I want to sell 3 million." There are some questions you are going to have to ask to determine how you will increase your sales and maintain margins. The first thing is to: Maintain Existing Accounts, those that are threatened as well as those that don't appear to be threatened. Let's face it most of the time it's a whole lot easier to keep an account that knows you, than it is to get a new account that doesn't know you. So,Cheap Chuck Howley Jerseys, our first priority is to keep what we already have. The next thing we can look at is: Growing Existing Accounts. Again, it is a lot easier to get more business from an account that is already buying from you than it is to get that business from a competitive account. Once you and your manager have decided on your territory plan, you will need to break the plan down by individual accounts. That is called Account Analysis and we will deal with it in our next article. The second step,Cheap David Garrard Jersey, Account Analysis, breaks the Territory Plan down into the individual strategies you have for each account. This Account Analysis process is used to look into the past and present buying activity and potential of each of our accounts. We then use the Account Analysis to set goals for our customers and prospects and ultimately to help us make our Territory Plan successful. We need to be able to have a realistic view of our accounts. We need to come up with a territory assessment by accounts that says, for example: "here are the accounts I feel will continue to buy the way they are buying or increase their revenue. They add up to just over 2.2 million dollars. Now, here are the accounts that are in flux, these accounts over here could represent some losses this year they represent about $500 thousand. And these over here are the most vulnerable accounts they represent about $300 thousand." I spent a lot of time in the Boy Scouts as a kid but their motto "Be Prepared" never really sank in until I met my first sales manager. Charlie Walls taught me about Territory Planning, Account Analysis and Pre-Call Planning. Quite frankly, it took him a while to teach me those things because at the time I felt I knew everything and could be a success in sales through persistence and my "gift of gab." It was only after I had been properly humiliated and learned what failure felt like that, I was ready to learn about the most basic lessons of selling. An area that might even need to be discussed before you begin to develop your Territory Plan is the issue of money. Many sales reps will determine how much money they want to make in a particular year and then develop a territory plan based on their revenue goals. So let's examine the issue of money. If you are to maintain and grow existing accounts while obtaining new accounts you will have to budget your time. Your Territory Action Plan must include a time management plan. You will have to decide how to parcel your time and make some hard decision based on account size and potential,Cheap Jonathan Stewart Jersey, spending more time with the most valuable accounts and less time with others. In other words, we have a target or set of targets in mind for each account and our Pre-Call Planning helps us to consistently take steps to achieve our overall account objective on each call. You will also need to develop a prospecting plan built around the time you plan to make available, the potential of new business accounts and the amount of new business you to attract. If it is not a part of your daily and weekly selling plan, it will simply not get done. Finally, when we know what our Territory Plan is and we have a plan for each of our accounts, we can plan each of our calls. We call this Pre-Call Planning. And the key is that once we understand our Account Analysis we can make each of our individual sales calls with a selling strategy in mind. Territory Planning As you look at the example territory $2.7 million, you can see that, worst case, the territory could drop in revenue to $1.9 million. That's the real world. And you have to realistically examine your own territory and decide what kind of losses you can expect and what kind of competitive inroads you might possibly be able to make. The Real Plan is in the Details What kind of income do you want to make for the rest of the year or next year? If we take a look at our example again, you need to be able to define what the desired 20% increase in sales will mean to you and your family. Let's face it, the Territory Plan you are about to develop will mean a lot of work...It will mean that you will be away from you family a lot. It will mean that even when you are at home you may be working on projects for customers. Building Territory Strategies So,Cheap Adrian Peterson Jersey, Territory Planning should start with recognizing that each existing account is usually a two-sided issue. Some represent potential loss and others represent potential gain. Now let's take a closer look at Territory Planning, the first of the three parts of planning. If we are going to move from 2.7 to 3 million that means that you will have to find an additional $300,000 in sales revenue, while insuring that you maintain your existing sales. So that is the key question, what kind of money will you make or do you want to make and what will you do with that extra income? The second half or your territory plan should include a clear strategy to accomplish three things; Finally, we can look at: Obtaining New Accounts from the competition. While this is the most time consuming strategy, this is also potentially the most rewarding strategy. There are prospects out there that need the services,Cheap Brodie Croyle Jersey, programs and professionalism that you and your organization offer. Penetrating these accounts may take some time but they represent a potentially significant boost in revenue. (This material was originally written for food service sales professionals,Cheap James Jones Jersey, but the principles apply across many business-to-business applications.) Charlie helped me see that I needed a three prong planning system for sales success. The planning system he was talking about starts with Territory Planning, an overall view of the territory, it looks at the big picture. Typically, you would do territory planning once a year. It is a long term planning process that incorporates your income goals, corporate strategies, territory history and probable territory potential. The first thing that we have to recognize is that we cannot guarantee that all of our accounts will stay with us at the same level of buying. Some will go out of business, some will slow down, some will move to the competition while some will probably grow and buy more. Territory Planning is usually long term planning and it helps you to maximize the use of your time and ensure that you are consistently building territory revenue by calling on a good mix of new prospects and regular customers. So, will the rewards be worth the effort? What you will do with the extra money? Will you plan a special vacation? Will you put a percentage of the money into savings for the children's education or a new home? I have a feeling that you will come closer to meeting or exceeding your Territory Plan if you have the support and encouragement of your family. There is nothing quite as encouraging as a couple of kids asking, "Hey Dad, How is that Disney world trip coming along?" Or "Are we going to make it to the mountains again this year?"

Follow-up Immediately,Cheap Warren Moon Jersey A recent study on sales success shows that most people buy a product after 5 inquiries. Most salespeople give up after 2 inquiries. Use your email follow-up to stay top of mind until your prospect is ready to move forward. Online sign-ups for free consultations are often treated as "throw-away" opportunities. Usually,Cheap Derrick Brooks Jersey, the professional will just put a button or form that asks for name and contact information and leave it at that. This is the wrong approach. Resolve to stay in contact with your prospect even if the consultation doesn't end in a sale. Place your leads contact information in your email database and send them monthly emails about your services and other helpful information. Pre-Sell The Meeting Free Consultations are powerful lead generating tools for financial services advisors. These brief meetings introduce prospects to your company and builds rapport between you and the future client. In this email (or phone contact),Cheap Paul Oliver Jersey, reiterate the benefits the prospect will receive. Your goal is to get your future client to imagine how it would feel to do business with you. You want them to come to the consultation having already made the decision to do business with you. Prompt and detailed follow-up is key. The problem is that it's becoming harder to get warm leads to commit to consultations. In my experience,Cheap Joe Montana Jersey, the problem can be tracked to poor pre-consultation communication. Here are some proven strategies to strengthen your free consultation marketing: Make the pre-consultation communication as rich and benefit-focused as the actual meeting and you will see success. Remember that sales is a game of numbers and persistence. Take the time to make sure that your complete consultation process is wired for success. Send a friendly confirmation email to your prospect as soon as a prospect submits your free consultation online form or calls your office. This email should come within 1 business day of receiving the request. You should "sell" this free consultation as if it were your main product. Sit down and write out 2-3 benefits that you will deliver during the consultation. Focus on how you will help your prospect make money,Cheap Jim Kelly Jersey, save money,Cheap Rodgers-Cromartie Jersey, or save time. Tell them exactly how you will contact them and what they will feel after the consultation. Once you've breathed life into your benefits, you will find more visitors submitting requests for your consultation. Stay Top of Mind With Every Contact

You have to figure out how you can cut out 90% of your non income producing tasks! This is where your biggest time waster is,Cheap Vikings Jerseys! If you can think of all the things you don't have to do that are not leading you to more income,Cheap Adrian Wilson Jersey, you can increase your time without taking away anything that is leading to a sale,Cheap Jeff Saturday Jersey! Most sales & business professionals don't realize that you can actually double your sales volume, income & your time off all at the same time. I want to show you exactly how you can make that happen in your life so you can live the lifestyle you deserve. Secret #1: You must double the amount you sell to your current customers,Cheap Leon Washington Jersey! This sounds hard but it is not at all! People do this to you all the time. Everywhere you go they are trying to get you to buy an extra large fries & pop or a donut with your coffee,Cheap Devin Aromashodu Jersey, etc. You got to remember that you don't have to always think in terms of sales volume. So by doubling your profits on existing customers (I do this all the time),Cheap Jermichael Finley Jersey, and by cutting out your time wasters you'll effectively double your income & time off! Now you have time to do what you want. What if you could add in your most profitable item as an up sell and now you just doubled your profits! That is the number you want to double. I have been doing this for years and it works great! Don't work to find more and more people to sell to if you can just double your profits off existing customers! Secret #2:

Many people are surprised how powerful this little trick works. Of course, you should never inflate your sales numbers just to get some sales. If you are just starting out, it may take some time to get to social proof levels. But once you get there,Cheap Jim McMahon Jersey, your sales will really take off,Cheap Lawrence Taylor Jersey, and so will your income. Of course, nothing is straightforward. One thing that you can never fully control is sales. No matter how hard you try, how well you position yourself as far as location, brands and marketing, sales can sometimes seem to be the mysterious element that makes or breaks any business. However, there are some psychological tricks you can use to make it much easier to sell things to people. In this article I'll be talking about one of them, namely, social proof. When you apply social proof, you can be amazed at how much your sales will increase. Social proof is when you check with those around you before making a decision. If you are standing at a street light for example, and if most of the people start to cross despite the light still being red, you'll feel a strong urge to follow the crowd. Scientists believe this is left over from when humans lived in small groups thousands of years ago. Having a hard wired desire to follow the crowd was much safer than going off on your own all the time. The trait is still with us today. Having your own business is a wonderful thing. You can work the hours you want, work as hard as you want, and best of all,Cheap Tom Jackson Jersey, you generally get paid more if you work harder, smarter and more efficiently. Compare this to a job on a fixed salary, whether you sit at your desk all day and play solitaire,Cheap Aaron Rodgers Jersey, or discover the cure for cancer, you'll get the same paycheck every month. Small business owners that there is no limit to how much money you can make. How can you apply this to business and sales? Knowing that a product is very popular is sometimes all you need to know before wanting to buy it. Even if you are thinking about buying a different model or brand,Cheap Lions Jerseys, but you soon learn that most people don't prefer that model, you'll have a hard time following through with your original decision. More often than not, you'll switch to the other brand. All you need to do is apply this to your own business. In order to do this for your own business, you just need to find a way to let your customers know how popular your products are. If they believe that many other people have already bought them, and are using them with great pleasure, they'll feel much more comfortable buying your product. You can have some kind of publicly displayed statistics,Cheap Bernard Berrian Jersey, or just mention to them how popular your products are. Even if you think it's obvious, by telling them it will reinforce this powerful law.

The second objective is what sets you apart from the typical salesperson. It ensures you engage with the customer at an emotional level rather than purely concentrating on the content of their message. Most people have someone in their life that will criticise them for their purchasing choices. People buy from people they like. People buy from people who are like them. People buy from people who help them to like themselves. Scenario Two When you say, "Thanks for explaining...",Cheap Jairus Byrd Jersey, "That's interesting...", "Sounds like you've had a lot of trouble with that", they become confident in sharing information with you because they feel good when they are doing it. Everyone loves a good listener who isn't judgmental. You ask your prospect a probing question to help identify a problem they are having with their current device/product/service/supplier. There are two objectives when doing this: How does this work? Here are two scenarios. In business this might be a rival department manager, their accountant or even their closest colleague. In their personal life it may be a parent, their partner, their sister or a close friend. You know the situation - whether it is your choice of car,Giants 2012 Super Bowl Jerseys, your new diet plan or where you bought your eBook reader - you mention your purchase and they say, 'Oh, you didn't get one of those, did you? Haven't you heard about the problems with...?" or "You paid how much for it? I've got a mate, who's got a mate, who knows someone whose second cousin could have got it for you far cheaper...!" Remember that there are three ingredients in the principle of liking and turn them into your recipe for sales success. So, your whole purpose in customer focussed selling (the only way to sell!) is to help people feel better about themselves for having chosen to phone,Cheap Michael Irvin Jersey, email or come in to see you. When this is your objective you will be focussed on them as individuals as well as on identifying and meeting their needs. Respected author and academic Dr. Robert Cialdini,Cheap Detroit Lions Jerseys, whose research on the science of persuasion has attracted attention from businesses and sales trainers around the world, lists 'Liking' as one of his six principles of social influence. In the same way, mirroring the behaviour of your customers can influence how they relate to you. If they are fast paced in their conversation you may pick up the beat; if they take it slow you may need to slow your pace. If they sit back with their hands resting on the edge of the table you can reflect this; if they lean in whenever they make a critical point you may do the same. Sometimes, we do this subconsciously but salespeople can become alert to the visual cues and use them to good effect. Many customers worry about sounding 'dumb' so they are hesitant to describe the problem as they have experienced it. If you can help them to feel good about what they are telling you, they are likely to relax and open up more. The second aspect of 'Liking', as Cialdini's research confirms is that people buy from people who are like them. That's why salespeople look for points of common interest with their prospects and customers. The golfing trophy on the bookshelf, the picture of the children,Willie Parker redskins Jersey, the person's accent all provide opportunities to weave into the conversation something that suggests you share a common interest. 1) To help you get a better understanding of their problem so that you can guide them towards a suitable solution. 2) To make them feel good about themselves for answering your question. People buy from people they like. This has been proven in many studies of sales situations. Being aware of how your behaviour, rate of speech and general conversation can influence the sales process is important. But please don't overdo it. Keep your focus on understanding and helping your customer not on mimicking their behaviour patterns. The way to ensure you do this is with the missing ingredient from the principle of 'Liking' I've just described. Scenario One When customers are talking with you about a potential purchase,Cheap Kevin Kolb Jersey, they can start to picture this future criticism and to associate the negative feelings this brings on, to being with you. If you are sensitive to this, reassure them and let them know that they have weighed up the pros and cons carefully, they will feel better about explaining their needs to you and be more confident about their decision as a result of being with you. The Three Ingredients What is the missing ingredient? It is the essence of customer focussed selling and the third, rarely explained part of the principle of liking: People buy from people who help them to like themselves.

At the entry level, one can expect a salary of around $25,000, with almost every major dealership offering a 401(k) plan, health insurance (medical and dental), and a car/demo allowance. A lot of places elsewhere don't offer that last benefit, but Chicago is a competitive place,San Diego Charger Jerseys, in several senses of the phrase, and the dealerships work to attract -- and keep -- the best. Higher-end outlets will even offer paid vacation days! It's hard to beat Chicago as a market place, in no small part because the city is itself a market place. It has sheer population to support sales volume,Cheap Dennis Smith Jersey, and plenty of entrepreneurs and financiers with disposable income for high-end purchases. That's what you can get a piece of by selling cars in Chicago. With commissions, it's not that difficult to make half again or even double your base salary in your first year -- and of course, with a proven track record, the base salary will climb as well. Top-notch salesmen can make over $90,000! Even falling short of that lofty mark still makes for a pretty good living. There are dreams that are big enough to share, and few dreams are as big as Chicago's love of the automobile. After all, one of the nation's largest and longest-running automobile shows has been held in Chicago almost every year since 1901! Besides being a showcase for all that's new and upcoming in the car industry, it's a place where dealers can make sales. Given Chicago's continuing innovation and expansion in transit, there will always be a need for personal transportation. The commuting convenience offered by the Chicago Transit Authority and the Metra rail systems don't cover all needs; people still always need their own cars. And, simple as it may seem, where there is a need to buy, there is an opportunity to sell. Why not be the person to take that opportunity? Chicago's rich tradition of clearing out and rebuilding better doesn't just apply to downtown skyscrapers, it applies to roads as well, it's a way of life ingrained by decades of tradition. The recession has fostered a lot of clearing out -- now, the time is right to step in and start rebuilding. While the need to purchase cars never goes away completely, many people held off and didn't buy during the worst part of the recession. But that only delays the inevitable, and recent upswings in the auto sales market show that people are buying now. A ready-made market to step in to,Cheap Vernon Gholston Jersey! And with all of the benefits, both financial and in personal living, jumping on this opportunity is clearly a good career move. Working (and living) in Chicago is its own sort of joy, because when the work day is done, the city has everything a major city has to offer, everything that could be expected,Cheap Patrick Peterson Jersey, and then even more things waiting to be discovered. World-class arts and entertainment, renowned museums,Cheap Ray Rice Jersey, major league sports,Cheap Marcus Allen Jersey, vibrant night life, abundant live music, and great food -- an unbeatable combination!

a. Getting Appointments. We consider the process of getting good face to face sales time with a new customer as 50 percent of the sales effort. For many businesses,Cheap Donte Whitner Jersey, the purchasing power can fall on one of several positions. In a manufacturing facility, for example, purchasing can be the responsibility of Purchasing, Maintenance, Engineering, Plant Managers, Store Room managers, Inventory Control, Office Managers, etc. One of the hardest things to do in a complex business environment is to get the right people to listen to your presentation. 5. Landing that Line. After you have identified several lines available, it is important to research the company and get a good understanding of their products and needs. Fundamental needs include the following: 3. Business Plan. Rather than sending out a Resume, principals will be impressed if you have put together a business plan which will detail your goals and objectives. The best thing about being an Independent Sales Rep is that there are only two primary functions: Sales and Customer Service. The principal takes care of all other aspects which include manufacturing, research and development, quotations, invoicing, shipping, and quality control. The business plan doesn't need to be long but should detail simple points such as: * Will you be a home-based business or will you have an office? * Will the office have storage for consignment or warehousing? b. What Industries Do I Have Experience In? Principals expect prior experience with a certain product range or industry type. This holds true in virtually all industries. To start out successfully, it is important for you to have contacts to make initial presentations. Principals may be willing to give you a line but without experience, it can take a significant amount of time to develop sales. a. Principals are looking for reps to help develop a relationship between themselves and the client. The basic focus is building strong relationships. b. Principals want their reps to be professional and prepared. For new reps, a marketing plan can really be a big advantage. c. Principals need to know that you will be giving their products time and that you are prepared to cover the required territory. d. In the absence of an established revenue stream,Cheap Buccaneers Jerseys, principals need to know that you are financially stable. The last thing they want to do is spend time and money over several weeks to wind up having their rep drop them for financial reasons. By conveying your goals to meet these needs,Washington Redskins Jerseys, you will stand a better chance of landing that line to represent. b. The Sales Pitch. At the start,Cheap Bears Jerseys, this is an area where the tools available to you become most valuable. For any new rep, the absolute best resource to help you become successful is to bring in your principal's sales manager. While this method may not be practical for all cases, it should be considered where applicable. Long term, it will be your responsibility to perform sales presentations. For the first few months,Cheap New York Jets Jerseys, however, the principals will be very happy if you can set up sales presentations which will maximize their time and efforts. It serves as an excellent method of training and will show your principal that you have the ability to get to the right people. Having your sales manager make some initial presentations will also help improve closing rates and shrink the overall sales cycle. The other advantage includes credibility. 2. Start Your Business. As an independent rep, you should start your own business (LLC, S-Corp, C-Corp, etc.). There are many advantages ranging from tax benefits to liability protection. It is suggested that you speak with an accountant to determine what the best option is for you. Most accountants or lawyers can help set up the business for you. There are also many online sites that can perform this function (depending on services provided,Cheap Cameron Wake Jersey, typical pricing ranges from $100 - $500). Search on the keywords "business filings" to find such sites. a. Trade publications and trade web sites. b. Trade Shows c. Websites that specialize in helping Independent Sales Reps to find new lines. Search on the keywords "independent sales reps" to find such sites. 7. Set up a web site. It's easy and a great way to promote your new business. 6. The Sales Process We break down sales into two primary functions: 4. Finding Lines Available. With steps 1 - 3 behind you, your objective now is to find product lines. A few sources include: a. Do I have the financial stability to go 2 - 3 months without receiving a commission check? When a principal is looking to outsource their sales functions, they are either looking to enter into other territories or need assistance to service and improve existing client relationships. Question 1 is of particular importance for a new and untapped market. The reality is that there is a sales cycle associated with all products which, most often, span weeks or even months. Principals will rarely pay commissions based on unfulfilled orders. Payment schedules can also typically range from COD up to Net 45 days. Including the time to make the first sale, delivery, payment to principal, and commission check mailed, it can be several months before you receive your first commission check. 8. Keep your new principals happy. The best way is to make sure they know you are actively promoting their products include: a. Industries Covered b. Territories Willing to Cover c. Revenue Sources d. Preferred market segment e. Sales focus (OEM's, end users, distributors, resellers, etc) f. Product/Service focus g. Organization structure - Will you be alone or do you plan on having employees? h. Facilities i. Policies and Procedures 1. Two key questions. If you are interested in becoming an Independent Sales Representative, there are two key questions that you need to ask yourself: a. Write Call Reports. b. Get quotation requests. c. Ask lots of questions. d. Request travel time with your sales manager, if applicable.

Some of the ways to help achieve this goal include the standard actions such as newspaper, radio and television advertising. They also include less costly actions such as conducting special events,Cheap Kurt Warner Jersey, offering in-store specials,Wesley Walker Jersey, adding extra signage and a sign holder at strategic locations. Action #2) Retain Traffic Already Coming Into Your Store Some of the ways to help achieve this goal include making it a practice to routinely add new merchandise to the mix. You should also carry the new, hot-selling products shoppers are seeking. Create a warm,Cheap Limas Sweed Jersey, inviting shopping environment for those coming into your store. Make customer service a top priority for all employees. To your success as you learn how to open a dollar store! Action #3) Increase the Size of the Average Sale in Your Store Action #1) Increase Traffic Coming Into Your Store One of the keys regarding how to open a dollar store is to set sales goals. Next establish and take specific actions targeted to achieve those goals. Continually monitor your movement forward. Make sure you are successfully moving toward your goals. Once goals are achieved,Cheap Matt Hasselbeck Jersey, don't stop. Raise the bar by adding even higher sales goals for your store. The three actions listed above are key to achieving the sales goals for your store. Capture added sales from every shopper in your store. Place complementary items next to the core merchandise shoppers come back time and again to buy. Strategically display impulse items. Keep end caps filled with hot,Cheap Roman Harper Jersey, in demand items. Use attention grabbing signage to pull shoppers to displays. Train cashiers to ask if shopper found everything they wanted. Those who know how to open a dollar store and then build that store into a success know they must establish aggressive sales goals. Even more important is to develop specific actions to help achieve those goals. Often the actions revolve around traffic,Cheap Jacoby Ford Jersey, sales and the merchandise on display. In this article I present 4 actions to help achieve the sales goals for your store.

Want to increase your sales success? Increase your value,Cheap Chris Kemoeatu Jersey, and learn to sell yourself,Cheap Torrey Smith Jersey, as part of any sale. That will, in turn, make you irreplaceable. "So, you're getting married. That's fantastic. So are you marrying Johnny?" We would rather relinquish our television set, for all the benefit that we derive from it, than relinquish a close friendship or familial relationship. That relationship is internalized, personalized. The value of the television is represented in a more surface manner than the deeper measure of the value of a sense of belonging. In a previous article, I discussed how we, as salespeople, never sell goods or services. Rather, we sell value. This is a step beyond the concept that we sell benefits of a product or service. The concept of "benefit" rests on an understanding of the features of an item,Cheap Jacoby Ford Jersey, and how it will work best for the prospective client. The idea of value measures intrinsic worth. "No," the other responds. "I'm marrying Bill." "That's true," the bride-to-be responds. "But when I'm with Bill, he makes me feel like I'm the most fantastic person." Indeed, you may be compelled to walk away from a sale, simply because there is another and better source of value to him. When you are able to recognize that potential, you will have taken a huge step toward imparting a value beyond what most salespeople ever achieve. And, once your sale is complete (or redirected elsewhere), step back and measure. We cannot choose a direction without first knowing each of where we are, where we are going, the route we will be taking, and the mechanics of getting there. You will only learn these facts by measuring. And by measuring, we can adjust, to become a greater value for the current and future clients. For each buyer, the importance of each of those measurements of value will change. How your customer sees your opinion of him is always far more valuable than how you try to make him feel about you. When he realizes how valuable you believe him to be,Cheap Roscoe Parrish Jersey, your value substantially increases. Would you rather be Johnny or Bill? It is the depth of value that determines, then, how durable our relationship will be with the purchase that we are making. Value takes on several dimensions. There is the value of the goods in terms of what it will do for us, or the surface benefit. There is the value of the goods respecting how well it will replace or ameliorate a negative impact (most often, the impact that is the driving force behind why we are considering a purchase). There is the value of the goods measured against the image that it imparts to us, and in the milieu surrounding us. There is the value of the support that the product offers. There is the value in the knowledge of the purchase being the proper decision for us. There is the value in the ethics of our choice. A well-worn anecdote cites two women discussing the impending marriage of one of them. How do you go about raising your customer's expectations of standards? Begin by developing an expertise in a specific field, and seek out clients that require or find value in that expertise. Follow that by never selling the customer what you think he needs, but sell him what he really believes he needs. You may, of course, be required to filter and fondle the information that he provides to you through your interaction with him,Cheap Ronde Barber Jersey, in order to determine what he needs. You may need to examine how he has reached the decision as to what he needs. But it is ultimately his needs that dictate what he should purchase, and the value in what you offer to meet those needs. "But you said that when you were with Johnny, you felt he was the most fantastic person in your life." You, therefore, are selling yourself as part of the value equation, and a significant part in every sales transaction. So how do you become the most significant part of the sale? Simple. Make yourself less significant than your buyer. That is, place your customer,Cheap Brian Westbrook Jersey, his needs, his wants, his preferences (but not his biases!) at the front of the purchase process. You, as the salesperson, are integral to a determination of value in each of the last four dimensions itemized.

My second type of client is anyone and everyone who sells whether they are a salesperson, a business owner,Roy Williams cowboys Jersey, an entrepreneur or a professional. Through my books, audio programmes, video training, open seminars and blogs I help people to make quantum leaps in their sales results and in their lives. *** 6) How did you get started in sales? 1) Gavin, what kind of customers do you usually work with and how do you help them exactly? There are actually several core mistakes that salespeople seem to make over and over again. Here are three... A) Too much "Me! Me! Me,Cheap Blaine Gabbert Jersey!" Most salespeople go into sales meetings thinking about how they are going to make the sale, how they are going to convince their client to buy, how they are going to close the deal. This is wrong. When you visit a client the meeting should be about them, about their business and about what is important to them. 5) How about your preferred sales/business books? 2) In a short sentence, what companies should be interested in your training services? That's a difficult one. I am a voracious reader so my favourite websites are any sites with books on... I particularly like Amazon for books, Nightingale.com for programmes and Youtube for video shorts. More and more speakers and trainers are getting the message that they need to add value first so there is a lot of good stuff out there. I have two specific customer types and in both cases I help them to improve sales motivation and performance. Firstly, I work with companies and organizations speaking at sales conferences, AGMs and away days helping to motivate and inspire. My aim is to ensure that they not only have a great event but that I leave a lasting sales buzz and energy which means more sales. This could typically be anything from a 45 minute opening or closing keynote address to a 3-hour sales boosting session. Like many people I got into sales by mistake... I kind of fell into it. I found myself without a job and someone suggested that I had "the gift of the gab" and should "try my luck in sales". It took me a while to realize that it was the gift of shutting the mouth I needed rather more than the gift of opening it. And soon after I realized that luck has little to do with it. I was fortunate that I was quite good straight away but I then had to work hard to work out what I was doing that was working so that I could improve my performance and getter even better results. Unlimited Power by Anthony Robbins because it was pretty much the first book I ever read in the field, NLP The New Technology of Achievement by Steve Andreas and Charles Faulkner and The Success Principles by Jack Canfield.Reading is not just about great books but also about keeping positive ideas and strategies moving in your head. It's about growth and development and surrounding yourself with good karma (!) so even bad books can be good,Cheap Bernie Kosar Jersey! I have read upwards of a thousand sales, personal development and business books and I liked many of them for different reasons at different times in my life. I usually only recommend books to individuals and like to ask a few questions before recommending. Put on the spot and asked to recommend books that are a good read for everyone I would recommend: 3) On the other hand, who shouldn't? What will companies NOT find in your training? 7) Most memorable sale? 9) What is the biggest mistake you see as a sales expert? For the last 10 years, sales motivational speaker Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. With his inspirational approach to sales psychology and sales motivation Gavin combines commercial experience,Cheap Bob Griese Jersey, personal excellence and sales technologies in delivering personal and business sales success. 8) Most disastrous sale (or funny situation)? That would be courtesy of Mrs. Ingham (my Mum) and is more of a way of living. It's as good advice now as it was when I was five, "If at first you don't succeed, try,Sidney Rice seahawks Jersey, try and try again." One sale that sticks out is one where I met with an HR Manager who was using their nephew as their sole supplier. I didn't know this at the time so I gave it all that I had. When I didn't win the sale I kept persisting and eventually won an opportunity which I capitalized on and won the business. I later found out that it had caused something of a family rift. If I had known of the relationship at the time, I am not sure that I would have persisted as stubbornly! Maybe I would have given up and said to myself that it was an impossible situation. What this experience demonstrated to me was the importance of believing that you can succeed and employing the right tactics and strategies with 100% conviction. 4) Besides your own website, what other sales websites would you recommend? Early on in my career I did several deals and was something of an overnight sales superstar but it all went seriously wrong when I then failed to land 18 deals in a row. My boss at the time was pulling his already sparse hair out and was going bald much faster than he should have been. I knew that tenacity,Cheap Charles Mann Jersey, persistence and commitment to my personal development would win the day but I was sure glad when the awaited deal arrived. I don't work with anyone who is not committed to getting results. I hate whiners, whingers and losers and I have no time for people who want to blame the economy, the market or someone else other than themselves for their lack of sales results. Don't work with me if you don't want straight talking advice! In short, any company looking to increase sales. Not quite as short, corporate organizations looking to set their next sales conference alight and individuals and smaller companies wanting to increase sales results. C) Not adding enough value. Salespeople all talk about selling on value and not price but many have no idea what this means! If you want to sell more then you need to work out how you can add value for each and every one of your clients and prospects. 10) What is the best sales advice you have ever received? B) Putting clients under too much pressure. After making their pre-packaged, pre-prepared sales pitch most salespeople turn to a tried and tested close. Sales trainers still teach this BS. If you feel like you are putting your clients under too much pressure than you probably are. No-one likes to be pressurized into making a purchase.

Here are some tips that can surely help you boost your sales in no time: 1. Sales lead generation. You must have effective methods to use when generating leads to ensure steady flow of income. If possible,Marcus Allen chiefs Jersey, generate high quality leads on a daily basis. The more leads you obtain,Cheap Michael Crabtree Jersey, the higher your chances of making a sale. 2. Build relationship with your prospects. It's all but normal if your prospects do not buy from you the first time you meet them or the first time you call them. You can still win their business by simply building relationship with them. Don't worry as doing this is relatively easy. Send them useful newsletters on a weekly basis, invite them to attend your teleseminars, and send them product sample from time to time. 3. Testimonials. Do not underestimate the power of genuine testimonials. Based on research,Cheap Chester Taylor Jersey, these are proven effective in influencing the buying decision of your prospects. Call your most satisfied customers and ask for their testimonials. You can post these on your website,Cheap Anquan Boldin Jersey, on your blog,Cheap Johnny Knox Jersey, on your sales letters,Jacksonville Jaguars Jerseys, and sales page. It would help if you can post the photos and address of your customers to make the testimonials sound more genuine. 4. Offer great customer service. Most people who are considering making a purchase usually send email inquiries or they call sellers to ask their questions. If you want to win their business, you need to make sure that you attend to their needs ASAP. Offer them the best answers to their questions and make sure that you sound friendly and warm all throughout.

Visit salescoach.us to learn more sales success techniques. The Sales Coaching Institute offers interactive training sessions to help you overcome the potential hurdles to sales success.,Cheap Lance Moore Jersey Sales testimonials are one of the most powerful, easy to use and inexpensive tools that can boost your sales. People are more likely to act on a referral from an acquaintances or a friend rather making a purchase based solely on a sales pitch. They want to confirm whether the product is actually useful before they buy it. Success stories and rave reviews of your products from other individuals are bound to build more trust among your prospects. This will help them overcome any skepticism and convince them that they are making a wise choice by investing in your product. Once you have collected the testimonials,Cheap Anthony Munoz Jersey, it is important to use them effectively to enhance sales. Here are few tips to leverage your testimonials: Create a Feedback Form: Include a link on your website with a feedback form to enable customers to give their vote of confidence to your services or product. Place this link next to the testimonials that have been already gathered. This will help the customer understand the kind of feedback you are looking for. Use Compliment Letters: Each time you receive a compliment letter or e-mail from a client, use their comments on your site to promote your product. However, do not forget to ask for their permission before doing so. 1. Place them on the best sections of your website, to share them with visitors. Put the most effective ones right in the center of your homepage. 2. Create a whole page solely dedicated to glowing testimonials. 3. Use them in flyers, brochures,Cheap DeMeco Ryans Jersey, advertisements,Cheap Joe Theismann Jersey, free reports,Cheap Brian Cushing Jersey, cold calling scripts and emails. 4. Play the audio or video versions during a meeting with a prospect. Tips for Getting and Using Sales Testimonials Free Samples: In case yours is a new business and has not made much sales,Cheap Clay Matthews Jersey, offer free samples of your product to your prospects. Ask them what they feel about your product. Request for a Testimonial: Create an autoresponder or call up your customers personally to request for a testimonial. Ask them what they have gained from your product or service and how your product or service has helped them to overcome their problems. It is preferable to make a request immediately after the sale because the details of your product or service will be still fresh in the customer's mind. Here are few tips to collect effective sales testimonial for sales success:

Do you think these types of ideas would break the ice? You betcha! Or maybe you are a travel agent and you have some clients with a monumental birthday or anniversary coming up in about a year. Send them a couple big frosted sugar cookies in the shape of a cruise ship, palm tree maybe even the Eiffel Tower with the message,Cheap Rodgers-Cromartie Jersey, You've worked so hard. You deserve that European vacation you've always wanted. Please allow me help you add the frosting on top for your 25th Wedding Anniversary by planning your trip. The trick is the combination of a true quality gift- the dessert, and a creative perhaps even comical message bridging your way to give them a call to invite them to your office. Check out these ideas... Let's say you are an insurance agent and you have some clients that don't own all your lines of business. Research which clients have birthdays the following month and carefully choose a handful of them. Next make a batch of 5-10 delicious chocolate covered apples with M&M toppings and add a note that says, Sweet, it's your birthday! Let's get in touch soon so we make sure all your assets are covered besides just your apple here. Stop by a courier like UPS to ask about special delivery instructions in order to send the gift with care. There are many events or occasions in which to call on your current clients: anniversaries, retirement, new job, baby on the way or simply to say thank you for past business and so on. Creating edible homemade gifts in your kitchen is an inexpensive way to connect with your clients and get you back in the door. You can have your husband,Cheap Felix Jones Jersey, wife or even kids help you if you don't know your way around the kitchen. If you don't wish to make them yourself you could visit a website to have them sent directly to some of your better clients since that could get more expensive. Are you still making all those cold calls? Why make only cold calls when you already have a gold mine of prospects for your next sales? Or even if you don't make cold calls,Cheap John Lynch Jersey, but need some more business right now you need to take advantage of your best leads- your current clients. Whether your in financial services,Cheap Falcons Jerseys, travel, or any direct sales where you meet with clients in person or over the phone you have plenty of appointment opportunities at your finger tips with the people that already know you. If you have a good relationship with your customers and know at least some of the personal aspects of their lives then you're in good position. So how's this all going to get me more appointments? People are more impressed by the truly unique and unexpected. Here's where your kitchen becomes your new prospecting tool! And for those who are kitchen-inept don't worry I have a solution for you at the end. With a few easy recipes, a little bit of time in the kitchen and a quick stop by the post office you will delight your clients,Cheap Roddy White Jersey, make them laugh and just simply make them feel appreciated. There are many easy and delicious recipes that make great desserts in bulk so you can send a sweet or candy gift to many clients. All of our customers have ever changing and evolving needs due to new circumstances in their lives. In other cases you may offer a product or service that requires updating their policy or maybe it's a matter of style and just "keeping up with the Joneses." But how do we capitalize on these occasions and events? Do we have to bug them again? How do we persuade them to meet with us again? Maybe you already call them of even send cards and if that has worked out for you great! If not then we probably need to try something more creative,Cheap Earl Campbell Jersey, right?

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