Are you taking the time to gather the information you need to identify your real challenge when you are dealing with high volume calls or are you making dangerous assumptions? Knowledge is Power: It is very tempting to immediately jump into planning tactics for dealing with high volume calls. Let me share an experience that I had with a client that illustrates the value of examining your situation in more depth first. The company I worked with is one of the country's largest banks. They have several enormous call centers but they were still struggling to keep up with their call traffic. Their executives had come to the conclusion that they were going to have to add more capacity through additional hires, hiring an outsourced call center or even doing both. Measuring doesn't have to be sophisticated. You may not have an automated system that allows you to easily track calls by type. Something simple can still be very effective. Telephone traffic requires an immediate response. That sets it apart from any other communication medium. If you are receiving high volume calls,Cheap **** Butkus Jersey, the challenge gets even bigger. How to create a simple system of measurement to identify the most effective way to cope with your high volume calls. Identify someone in your company who handles calls daily and have them create a list of call types (ex. sales calls,Cheap Denarius Moore Jersey, customer service calls, complaints, misdirected calls, etc.). Use these call types to create a "tick" sheet that will be distributed to everyone. Every time someone finishes a call,Cheap Robert Mathis Jersey, they should make a "tick" under the category the call belonged to. At the end of their shift,Cheap Kyle Wilson Jersey, they should total the calls under each type and turn the sheet in to a supervisor. After a period of time you will have a snap-shot of what your call volume really consists of. I know this sounds simple, but you would be surprised at how many grand plans skip this step and fall flat. I insisted on an initial research phase and made a startling discovery. At one of their call centers 50% of their traffic was "misdirected". Callers should never have contacted that center to begin with. Further investigations revealed that what was generating the high volume calls were poorly designed listings in phone books. They had dozens of numbers and had failed to list the most commonly called number first. The company didn't anticipate that most people would simply call the first number they saw. A simple redesign of their listings made an enormous dent in their problem. It didn't reduce their over-all volume, but it did send traffic where it actually belonged,Baltimore Ravens Jerseys, reps were not tied up questioning callers and then having to re-route them and call handling times dramatically improved. Lesson Learned: This company made some big assumptions about what their high volume calls were and what was generating them. It nearly cost them a fortune to solve the wrong problem. It really pays to measure,Cheap Mike Ditka Jersey, not guess at what you are dealing with. This is a broad subject but I would like to focus on a specific area that I don't often see addressed:

You can find statistics for your industry and do the same. One last tip, if you want to further increase the chances that it will get read,Cheap Shawne Merriman Jersey, make sure that you follow up the letter with a phone call to the prospect. Make sure that if you get the person on the phone that you have something significant to say that will peak their curiosity and make them want to open the letter and book an appointment. If you get voicemail, same information goes,Cheap Rey Maualuga Jersey, say just enough to get them to open the letter and set up an introduction meeting. Why not put a piece of information on the outside of the letter that will grab their attention? As another tip,Cheap Julian Edelman Jersey, make the the information on the envelope stands out by printing it on a bright colored label. Avery have some great labels in neon colors that can catch someones attention. If you want,Giants 2012 Super Bowl Jerseys, you can also highlight the text on and add a color and print it on a color printer, or you could print the envelope on the printer with the information highlighted in a bold color. In the worst case,Cheap Joe Flacco Jersey, you can just use a color highlighter. For example, if you sell customer relationship software (CRM), one label that you could put in the bottom right hand corner of envelopes could say "WANT TO KNOW HOW TO REDUCE YOUR SALES AND MARKETING COSTS BY 23%?". This information can be added since it has been proven that if a company follows a methodology and process wrapped around a CRM system,Cheap Rey Maualuga Jersey, they will see an average reduction in their sales and marketing costs by 23%. As long as the letter is targeted at the right reader, in this case a VP Sales or a Chief Marketing Officer, it should get there attention and get the letter opened (make sure you have a compelling letter too). Using an eye catching statistic will often do the trick. If you are sending this collateral by email, make sure you put the information in the subject line. Do you want to have a better chance to get someone to open up a prospecting or sales letter?

This is becoming more and more popular. It's because it gives you a chance to offer your custom stuffed toys to a bigger market. But make sure that it complements your offline store or retail store partners. It's a good idea to price it a little higher and direct customers to their local retail stores when necessary.,Cheap Patrick Kerney Jersey If you want to be the next big thing in custom plush toys,Cheap Haloti Ngata Jersey, you'd have to be able to sell them. It's not enough that you have a great idea for a plush toy. If you're unable to sell the finished stuffed toys, you'll just be stuck with cardboard boxes full of them and you'll be out all the money it took to get the toys made. Also,Cheap Sidney Rice Jersey, true success can only be achieved if you continue the cycle of manufacturing and selling them. After all,Cheap Kurt Warner Jersey, you wouldn't want to be called a one-hit wonder. So you should be able to turn in at least enough profit to manufacture your next batch of custom plush toys. 3. Online 2. Wholesale This term means bringing your product directly to the customer to sell. If companies like Tupperware,Cheap Wilbert Montgomery Jersey, Avon and Mary Kay have achieved success using direct selling; I don't see how it's not going to work for your custom toys. Take some time to study business models related to direct selling and choose the one that fits your plush toy idea the best. It's okay if you don't have an idea on how to sell them. As long as you have a great stuffed toy idea,New York Jets Jerseys, there are a lot of ways to sell them. Here are some examples of how you can sell your custom plush stuffed toys: 5. Retail A lot of toy inventors would tell you that this is the easiest way to sell your stuffed toys. All you need to do is to look for retail stores and sell them your toys by bulk. This is easier than selling your toys one by one. To make the process easier, you can look for sales representatives for each area that you want to sell your custom plush toys. They'll take care of approaching retail stores for you. You would be surprised that it's also a good idea to use kiosks for a plush toy sales campaign. You may want to check out the Specialty Retail Association and see how they can help you sell your custom plush toys in kiosks. Some toy inventors actually plan on setting up their own retail store in order to sell their plush stuffed toys. I'll tell you right now that it's not a good idea for a plush toy sales strategy. At the very least, it's not a very flexible idea. You'll sometimes be stuck on losing money for months and you can't do anything about it. You're better off teaming up with sales representatives so they can help you with retail sales. 4. Kiosks 1. Direct Selling Now you see that you have a lot of options to sell your custom plush toys. But be sure that it's also very important that you team up with a very reliable plush toy manufacturer. They'll make sure that you'll have plush stuffed toys that are worth selling.

The purpose of getting sales leads is to convert the list of names to customers. Having a great lead management system in place increases this success ratio. Businesses assign this list to salespeople or qualifying people. Qualifying people make the initial contact and determine the seriousness of the inquiry. Potential customers needing an immediate money advance are turned over to salespeople to close the transaction. Potential customers who just got an advance or need one next week or next month are put on a list to pursue. This way salespeople only work with qualified cash advance leads maximizing their selling skills.,Cheap Bruce Matthews Jersey Maximizing Cash Advance Leads Cash advance leads are very motivated people looking for an immediate solution to their pressing problems. Being the business or person offering a solution means money in the pocket. Sales leads and mailing list require two separate actions: getting the cash advance leads and processing them. Having a great system for lead generation and working the leads provides income now and in the future. This is the way for businesses and careers to grow and prosper. Internet cash advance leads should be processed as soon as they are received. Making two calls to potential clients instead of one increases the chance of reaching the person over 75%. Some studies indicate only 50% of these leads are called twice; businesses are losing a lot of money on this list. Without contact,K.Williams vikings Jersey, cash advance leads cannot be converted into customers; many of these people will use a good company many times and refer the company and salesperson to their friends. Converting your sales leads to customers makes money. Having a good system in place and calling until the person is reached maximizes this investment. Payday loan leads can be generated by the business through advertisements in the newspapers,Cheap Otis Sistrunk Jersey, seminars or hosted web pages. These are expensive and time-consuming operations taking valuable people away from direct income generation. The cheapest and best way to get qualified cash advance leads is to purchase them. Sales leads come in two categories: hot (which means client is very motivated now) and regular. The Internet provides hot leads; people searching on the web want instant answers. Handling each type of lead correctly increases conversion rates and profitability.

Overall, it is clear that interactive voice messaging has a host of benefits for all types of eCommerce businesses who have problems with abandoned shopping carts. Up until now telephone marketing has typically consisted of buying geographical phone numbers and making cold calls, which is time-consuming and typically has a very low conversion rate. The difference here is that you are in fact contacting people who have already expressed an interest in your products or services and so these are warm calls, following up leads that have a very high potential to convert into a sale. By entering their telephone number during the checkout process, the potential customer has given you the right to call this number to get in touch with them. Generally, only people who view telephone contact in a positive light will enter their telephone number at checkout, which means you are highly unlikely to come across customers who are annoyed or disgruntled at being phoned. Many calls will lead to a sale that you would otherwise have lost out on. However, even if the call does not result in a sale it can still provide you will useful information and feedback from customers that can be analysed and used to improve your website and checkout process, reducing shopping cart abandonment in the future. As a business,Cheap Patriots Jerseys, you pour time, effort and money into drawing customers to your website, yet with around 90 percent of those who start to make a purchase never getting as far as the completion stage, it could seem like a huge waste of resources. Luckily, there are some excellent telephone marketing services out there, which can help you to convert many of those abandoned shopping carts or baskets into actual sales. This greatly increases your conversion rate, your revenues and, ultimately, your profits. Regardless of what you are selling,Cheap Mike Alstott Jersey, you could be benefiting from telephone marketing to increase sales. From clothing to insurance, and from holidays to loans, any product can be sold to a hesitant customer with the right prompting at the right time. Plus, with many companies relying on repeat business for a significant chunk of their monthly revenue,Cheap Jeff Reed Jersey, if you do not take action to win back those customers who have abandoned their shopping carts,Cheap Joe Montana Jersey, you are not only losing out on the immediate sale but also potentially missing out on a number of future sales too. By taking the time to speak to the customer whilst the checkout process is still fresh in their mind, you also benefit from important customer feedback. A telephone conversation allows you to speak directly to the customer in real-time to find out why they abandoned their shopping cart, offering you a chance to resolve the problem and complete the sale. For example, perhaps they were unable to find your returns policy on the website,Cheap Antonio Gates Jersey, which you can describe to them over the phone, or perhaps there was a technical issue with the site that you were unaware of, and which prevented them from being able to complete checkout, even though they wanted to. In fact, most people will see this immediate contact, which is much more personal than a simple email, as an indicator of excellent customer service. Customer service levels are of course one of the major deciding factors for many people when choosing whether or not to make a purchase. You also catch the customer whilst they are still in the buying mindset,Cheap Jairus Byrd Jersey, greatly increasing your chances of conversion over sending an email that they may not read until the next day. A customer that has put one or more items into the shopping basket on your website has already expressed a clear interest in the products or services that you are selling. There are many reasons that customers can fail to make it to the payment stage. Perhaps they simply found a better deal elsewhere. Or, perhaps they found the payment process too confusing, or could not find the information that they were looking for on your website. In these cases, imagine being able to give them a quick call at the time of abandonment to find out if you can help by providing more information or guiding them through the checkout process. Many people will be highly responsive to this level of customer care and will go on to complete a purchase they would otherwise not have bothered with.

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Building trust or creating trust instantly is really quite a difficult job in your marketing and sales. You want to know more on how you can create an instant trust and how to persuade the affluent and get the most of what you want? Come and visit for more persuading real facts.,Cheap Laurence Maroney Jersey Do you trust me? I don't trust you. Wow,Cheap Ryan Mathews Jersey, it's really very difficult to create trust to somebody, right? You will hear this conversation especially the two person don't know each other. How about you? How are you going to create trust to somebody that you just met, to somebody that you want to get something? There are a lot of things that can help you create instant trust with the power of persuasion. But there is much more things that you must prepare for the prospects to trust you even before you talk. Like for example,Cheap Shawne Merriman Jersey, if you looked like a convict,Cheap Kevin Faulk Jersey, wow, no person will get near to you. What I mean is that even before you can talk, you already got what you want from the affluent. You already got the first step of trust by just the way you looked or the way you dressed. Persuasion is not just how you talk and influence people of your talking. I know you can also create an instant trust from that. In marketing and sales,Cheap Jim McMahon Jersey, we are always aiming to get a "YES" for an answer and I know that and "NO" is our greatest nightmare. Believe me,Cheap Gale Sayers Jersey, that's the truth. Trust is really the first step you must want to get from the affluent. It is where the conversation starts. I will give you another example of creating the first step of instant trust. There are so many robbers around us that you will never know that who they are. Even a single or small suspicion, you will just notice it that your wallet is already gone. See, how powerful persuasion is without even words and these robbers can get what they want. A simple creation of instant trust can get everything that you want. There is somewhat a solution to that small problem and let me explain it to you. I know or maybe you've heard already what persuasion is. Persuasion is influencing people and bringing them around to your way of thinking. Before you can persuade people, the first thing you must do is create right away an instant trust the first time you faced or met them.

How do you overcome objections? Make sure they never happen. Once they are voiced, they hang in the air for all eternity. They lead to a combative and hostile sales process, and they certainly don't lead to healthy ongoing partnerships. You can use all the "feel,Cheap Chad Ochocinco Jersey, felt,Cheap Brodie Croyle Jersey, found" techniques in the world, and they won't go away. In almost every sales training seminar or book on selling ever written, there is inevitably a chapter on "overcoming objections." They will tell you that these are buying signals or a marker that tells you the customer is really requesting more information. I'm here to tell you that is a farce. 1. Work for them. a. They may have to change established processes. b. They may have to hire new people. c. They may have to engage in training on new systems. 2. Risk for them. a. What if it doesn't solve the problem? b. What happens if you go out of business? c. What happens if you are sold to another company? 3. Cost for them. a. How quick will the ROI be? b. How big are the risks that your solutions mitigate? Is it worth it? c. At what threshold does it make sense to make a change? d. Am I paying too much? 1. Do nothing. 2. Go with a choice that carries less risk. a. Cheapest price. b. Biggest competitor, c. Whoever they're doing business with currently. If your solution does not tip the scale resoundingly over the current challenge,Buccaneers Jerseys, they will not buy. Just because you saved them 5% on cost, the scale will not move. The sad part is, they'll never tell you the real reason during the sales autopsy, but there will safer choices that you will lose to. They will: The buying process is really quite simple. If you think of it like a pendulum, on one side is their current situation, and on the other side is your solution. Now, their current status quo may range from mildly problematic to mission critical. However, your proposal also carries: You lose the sale in the beginning, not the end. If you've done your homework, you should know what the objections will be before you ever enter a potential customer's office. Show them what they need to see to make an informed decision, remove all risk and trepidation, and have an open and honest conversation. Your sales will increase, your customers will be more loyal, and you'll help your company thrive. 1. The right people - How much experience does your organization have? How many years have you been in business? Do you have proven industry experts in your company? Where do you rank? Are you growing? 2. The right solutions - Have you solved these problems for other companies that are similar to your prospect? Do you have case studies available? Can you show,Cheap Jonathan Baldwin Jersey, in real dollars,Cheap Pittsburgh Steelers Jerseys, the impact you can make for them? Can you prove that your benefit far outweighs your costs? 3. The right future - Is your company cutting-edge? Can the customer grow with you, or will your solution be obsolete in a year? What investments in innovation are you making? Will the customer be able to upgrade seamlessly? Nobody likes to be sold or persuaded. In the business environment of the last few years,Cheap Cortland Finnegan Jersey, their buying decisions carry an incredible amount of risk. One buying mistake and they could be out the door. Change? Risk? In 2012, that's awfully scary stuff. How do you make sure they are never put forth? You need to show you have the following:

,Cheap Matt Leinart Jersey 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. 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, evaluate them maybe once per quarter and complain at the end of the year that sales fell short? 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, beliefs and management support. Are you looking for things to blame for poor sales - a bad economy,Cheap Lance Alworth Jersey, 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?" 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? When 9/11 hit,Cheap Adrian Peterson 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 **** Butkus Jersey, we decided to re-evaluate our customer base and expand services. Are you doing anything different to improve sales? If not,Cheap Eric Decker Jersey, here are a few helpful tips: Treat clients like prospects. Think of how you court prospects when you're trying to land their business. You uncover problems, offer solutions,Cheap Daunte Culpepper Jersey, stay in touch and respond quickly. You go the extra mile. How would your clients react if you treated them the same way? 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? Stop the blame game now! Take action, watch your sales grow and improve the future of your company.

If they, "Can't see the value in your price": "_________ we're a business as well, and when we look at something, like you, we know that what we spend on our business is really an investment - not a cost. It's an investment of time, energy, emotion or money. And when you look at it that way, it's not really about the money, it's about the return - the results. If they "Think they can get it cheaper somewhere else" then use: Now I know you see how this (your product or service) works, right? And I think you'd agree that by using it to (fit their solution), then like our other clients you, too, could see the results this generates, right? Then the decision is a no-brainer here, _________. "___________ you can always get it (your product or service) for less money. Heck,Cheap Chris Harris Jersey, we could do a Google search right now and I'll bet we could come up with a few different options that are even cheaper than what you're telling me you can get it for now. The question is - why aren't you going with them? Go ahead and move forward with this and as it (saves them money or makes them more money or leads), then you can do what all the other successful companies do and that is invest even more resources in it as your business grows. Now,Cheap Camouflage Realtree Jerseys, I recommend you start with our introductory package of ($____). What is the best card for you to put that on?" If I find that you are truly getting a better deal, I'll tell you so. If I find that we can match it and even give you a better price or service then I'll do my best to give you a better overall deal. Either way, you'll win - how does that sound?" Isn't it because there comes a time when price isn't as important as the loss in quality, service and results? And that's why our clients keep doing business with us. Doesn't really have the budget - must use credit: If they can't "Justify the cost" then use: They think they can get it cheaper somewhere else They just can't justify spending that much for your product or service They can't see the value in your product or service They don't have the ready cash/budget to move on this today "__________ whenever you have options,Cheap Morten Andersen Jersey, price is usually the first and easiest thing to compare. But the problem is, in comparing price what usually gets missed is comparing apples to apples. Tell you what I'll do. Go ahead and send me over the other quote (bid or offer) you have and I'll compare it directly to what we're offering you now. One of the biggest truths in all of sales is that when someone tells you they can't afford it, they usually mean something else. In other words, it's most often a smokescreen hiding another objection. In fact,Kyle Orton broncos Jersey, when you get this objection, it often means one of four things: When you begin getting (the results of your product or service), you'll also understand why our price is worth the value and results you get with us. You can always get it cheaper, but you can't get our results that pay for themselves over and over again. Let's do this...(suggest starting with an introductory package)." In other words,Cheap Eric Berry Jersey, if I invest $_____ and this much energy or time,Cheap Chris Williams Jersey, what am I going to get in return? You know what I'm talking about, right? Well, let's look at this again, and let's stay focused on the results you're going to get. (Now list them one by one) You see, this is why my other clients use us for this, and I know that it'll make sense for you, too. Let's do this..." " ___________ no company or business can grow unless they leverage other people's time, effort and money - you know that to be true. I'm not saying to go into your budget for this, rather, you need to pay for this the way you pay the other expenses of your business - with the bank's money through a business line of credit or business credit card. That's how everyone makes investments to help their business grow. Use these scripts the next time you find out what your prospect or client really means when they tell you they can't afford it. Once you've identified what is really hiding behind this objection, then you are ready to deal with it. And here is, word for word, what you need to say to overcome it:

If you are looking to sell lab equipment, it is important that you find a reliable dealer to buy it. Lab equipment is quite expensive,Miami Dolphins Jerseys, especially that used for advanced applications such as blood gas and electrolyte analysis,Reggie White packers Jersey, chemistry, immunology, hematology, microbiology, and so on. So to benefit from a good price,Cheap Ron Jaworski Jersey, you have to sell the devices to a reliable dealer. Finding a Reliable Supplier - Steps Involved Sell to a Dealer Specializing in Refurbishing Lab Devices A dealer that specializes in selling refurbished lab devices is a good choice. Such dealers buy used equipment and put them through a revamping process before offering it for sale to needy laboratories. The vendors have certified personnel look through the used device,Cheap Larry Csonka Jersey, repair it and replace parts so that it works as good as new. Original manufacturer specifications are taken into account. They offer the product for sale with limited parts warranty at a reasonable price. So selling your lab equipment to these reliable dealers is an ideal option and can fetch you a good price. There are many different ways that can help you locate a medical equipment dealer. The proper use of the available resources can easily help you locate a laboratory equipment dealer that you can trust. Going by the following steps can help: Browse the web - Browsing the Internet is one of the easiest and most convenient ways to locate dealers. Just entering the right terms or keywords on search engines can yield very specific results.Looking through the listings of lab product dealers in web directories and the yellow pages is a very dependable way of finding the right dealer for your lab equipment. Shortlist suppliers - The next step involved in choosing a dealer is to shortlist dealers you think can offer you a good price for your product. Type of equipment: See if your dealer will buy a device whether it is working or not if you are trying to sell equipment that is not in proper working order. Compare quotes and conditions:Check out the quotes and conditions that different buyers offer, including shipping costs and whether they are included in the price. Choose your dealer - From the short-listed category,Cheap Joe Greene Jersey, choose the dealer that can offer you the best deal. A CCR (Central Contractor Registration -certified vendor of laboratory devices is a good choice. Such dealers specialize in buying used lab gadgets from universities and government institutions,Cheap Chad Ochocinco Jersey, and recertifying them for sale.

2. Push for a number if they don't give it to you. If they won't give it, ask, "is $5000 too much?" Just watch their face for the answer. If they keep hiding everything from you, ask yourself, "is this really a buyer". No. 7. What are your expectations of our product/service? Can you meet their expectations? If not, you better move on. What do they expect from you,Cheap Elvis Dumervil Jersey, your product, your service. Are their expectations valid. If not, why would you sell to them? Stop being afraid to move on. You got to have all four or you need to move on for now. Yes, you do need to sow seeds. But make sure you are not sowing when you need to be harvesting. Qualify, qualify,Cheap Browns Jerseys, qualify. 1. Ask, "what is your budget"? How much can you spend? If you sell a $10,Cheap Chad Greenway Jersey,000 process and they can only spend $500 - ask yourself, is this really a prospect? No it is not. Stop being afraid to ask the tough questions. If you don't know this answer - you will keep selling to a person who can never buy. Do you get this? Simply put: 1. Do they have the money to buy your product or service? 2. Do they have the authority to write the check? 3. Are they going to make a decision within your buying cycle? 4. Can you meet their expectations? To many times, people would rather keep trying to sell a person who will never buy than to move on. I think it is just plain human nature. 6. Why are you looking at our product/service? This will tell you much. Watch the face. If they have a great reason to look at you, they usually have a great reason to buy from you. Why are you looking at us? Ask the question. It is a great question. Stop being afraid to ask. 4. What is the time table to buy? Is this a fishing trip or are they going to buy. Yes,Cheap Mark Ingram Jersey, you need to build relationships and build for the future. But if you have people who need to buy this week, don't spend time with those who are going to buy next year. When do you think you will make the decision? Ask the question. 5. Are you just a final quote they need before they buy from someone else. Ask. Find out. To many times people already have a decision, they just need another price before they buy. And it really doesn't matter what your price, service or ability is. Remember, all things being equal,Cheap Anthony Davis Jersey, people buy from people they like, and all things not being equal, people still buy from people they like. Are you in the running for this deal? Yes or no? How many times I see this problem. Sales people trying to sell products and services. Companies trying to sell people they want to hire. Churches trying to sell new members. People trying to sell relationships. 3. Who makes the financial decision to buy and release the funds? Hesitation usually means they do not - that means you need to meet the person who does. Never, never, try selling a couple without both of them not there. Never try selling a partnership without all the key partners there. Problem is, the one that will talk with you is usually not the buyer. You need the decision maker at the meeting - the one who signs the checks. Ask, can you sign the check? Yes,Cheap Dave Casper Jersey, or you don't have the buyer. It doesn't matter what you sell - if you don't qualify the buyer, you are wasting your time. Qualify the buyer as early in the process as you can. That does not mean you forget building relationships. That does not mean you are rude. It simply means, buyers are buyers and everyone else is everyone else. To be successful, you have to have a process that asks the tough questions upfront. Early in the process. And you have to be willing to walk away when you know the answers and they don't fit. You do not have a genie in a bottle. You do not get three wishes. Here are a few simple things to try. You want to be successful at building - then you need to learn to move on when you have found a non-buyer. You need to stop thinking that the prospect is good if you really know they are not a buyer. Many companies go down because they keep trying to selling people who will never buy. Many sales people are fired everyday because they spent their time trying to sell the non-buyer. Many organizations are stuck and cannot grow, because they are trying to sell those who never will buy. Your selling energy need to stop being wasted on people who are never going to buy. You need to stop being afraid of moving on. You need to be honest with yourself - not keep thinking - "well, maybe".

You survived 100% overhead and you can survive 70% overhead, 50% overhead or whatever your overhead ratio is currently. How do I know? You did it! In other words, you can optimize your current marketing results by just changing the headline, modifying the copy or your internal scripts! Marketing is everything that you do that can be seen, heard and smelled by your patients and the people in your marketplace. How? It's a four letter word. Patients are the results of your SELLing skills. Pure and simple. ....remember what the overhead was then? 100%! In fact, it was more than 100% because you had to invest funds before you opened for business. Factor in improvement on your marketing... spending the same amount of money... but improve the message, you will get more calls who are converted on the phone using effective and impactful "scripting." If you don't have enough new patients.... you need better selling sills. How you answer your phones. Your patient forms. And, your "scripting" are all part of the sales process. Without patients,Cheap Derrick Thomas Jersey, it is very difficult to sustain an ongoing practice. I know and respect dozens of practitioners who are exceptional treating chiropractors, but, often have trouble covering their overhead. It's not about your skills as a chiroractor,Cheap Lynn Swann Jersey, its about your skills as a communicator.... a salesperson. And, right now as you are ready this, you have several salespeople on your team right now.... they just don't know it and neither do you. Until you SELL a person on the benefits of your brand of chiropractic, you cannot expect to increase your bottom line profits. You could reduce overhead by firing employees. You could recruit people for minimum wage to lower your payroll. You could buy toilet paper at Sam's Club instead of Charmin to reduce your expenses, etc. Of the major functions of a practice... adjusting skills, patient service, accounting and collections, office flow, and marketing... the one that should always be given top priority is marketing. The first responsibility of you and each member of your team. is "selling." (In fact, in your office system manual, for each job description, the last responsibility on the list is they must refer at minimum number of new patients to the office each month in order to keep their job!) If your PVA is under 40.... you need better selling skills. Without new patients, without lifetime patients, you cannot sustain growth or increase your bottom line or to put it another way... reduce your overhead ratio. It is much easier to increase revenue than it is to cut overhead. Let me give you an example of how this impacts your Profit and Loss Statement: Consider this.... the fastest way to get new patients is to host screening events in your marketplace. If you screen 10 people and sign up 2 new patients,Cheap Mewelde Moore Jersey, you have a 20% close ratio. Improve your "scripting" your sales skills and close 4 new patients out of 10 screenings and you have double your new patient production in just one area of marketing. So instead of having to screen 35 people to get your extra 7 new patients, you only have to screen 20 people! Less work and another $15,000 to your bottom line,Cheap Lions Jerseys! Right! Increase collections. How do you do this? New Patients and Patient Retention. You would need to increase collections to $35,000. Now, you have already figured out how to collect $20,000,Cheap Chris Ivory Jersey, so you need to increase your collections by $15,000 to REDUCE your overhead to 30% from 50%. If your Case Average is $2,000, then you would need 7 more New Patients over your current average. Or, skip new patients and you only need to add 300 office visits if your average visit income is $50... Can you remember your first patient.... the one who accepted your recommendations and became a patient under your care? Sure you can. You sold that patient on the benefits of your brand of chiropractic and you had your first case. If your word of mouth efforts are not effective... you need better selling skills. Why is the word SELL so distasteful to so many Chiropreneurs? it is the backbone, pun intended, of building a chiropractic business empire. So, let's flip the equation. In order to have a 30% overhead ratio with a fixed overhead of $10,000, you would need to do what? Let's assume you are collecting $20,000 per month... a nice little quarter of a million dollar practice. And, your overhead is $10,000 per month including payroll, rent, etc., your overhead ratio is 50%. Now, to reduce your overhead ratio to 30%, you would need to CUT $4,000 from your overhead. Where will you cut? ....the number one component of marketing is: SELLing Within the broad definition of marketing.... There's a four letter word that will solve all your financial issues. And, I will share it with you in a moment. But, first, I would like you to close your eyes and recall the day that you opened your practice for business.... Since many of you felt that your overhead ratio was too high, your natural inclination was to learn how to REDUCE overhead. Selling is a process. It begins with your marketing, both internal and external. It never ends. it's isn't your adjusting technique, your certifications, your team talent, your physical office,Cheap Jim McMahon Jersey, your equipment, your collections or even your marketing. What is it? Continue reading. Now, the other functions are vital for having a financially successful practice, but without marketing you will not have new patients and without new patients you will not have cash flow and without cash flow you will not be able to pay for all the other functions. Put differently.... Best way... a combination of both! But, what is the outcome.... Do you believe if you try to shrink your practice to greatness by cutting out every little nickel and dime of overhead that you sill continue to collect $20,000? If you build it they will come....with marketing and selling!

Let me tell you another story;,Cheap Tony Scheffler Jersey Since then, I have come to learn that the price of a product should always be the amount that it is worth to the customer, so ask yourself this; Price really embarrasses some people. When a sales person has some flexibility with margin to "get the business" sometimes their inner voice just wants to knock a little off, that the amount could possibly be a little on the high side and anyway,Cheap Rolando McClain Jersey, the margin flexibility was probably built in for a moment just like this. When, I got back to the store,Cheap Kevin Greene Jersey, the only thing I could afford was a ping pong ball, which I bought (so that the trip hadn't been a complete waste of time!?,Cheap Deuce McAllister Jersey!) and then hid it from my mother because I felt stupid. So, one day this guy calls and asks if we have a certain model in stock, I take the call, check the storeroom and call him back. Do this now Write down the price of your service or product next to the price of three competitor prices. If someone is ready to offer you the right amount of money, don't let your own insecurity force you to make do with a ping pong alternative. "Yes we do! It costs 1,000. You want to pick it up this afternoon? OK, see you then." So the guy turned up, introduced himself and he inspected the aquarium. He turned to the most senior salesman in the room and asked "How much for cash?" To which Mr. Senior Salesman replies "10%" So the customer pulled 1,000 in cash out of his wallet, counted 100 from the top and gave us the 900. Now as a business there was no 10% discount rule, there was flexibility sure, but there was nothing in the induction about cash discounts. I hate being ripped off, worst of all I hate ripping myself off! Simply put, these few sentences should enable you to prove why your product or service costs as much as it does. When I was about eight years old there was a sign in the corner shop window for tennis balls. Suddenly overwhelmed with an urge to buy one, I rushed home and asked my mother if I could have the money. To my surprise she said, "Yes,Cheap George Blanda Jersey, OK, how much do you need?" So why did the salesman feel the need to give him a discount? Maybe he only liked to deliver 'good' news, maybe he didn't think the customer would give him the full amount - either way he got less than he actually could have got, 10% less - could you imagine increasing your turnover by 10%? I'll tell you something,Cheap Tracy Porter Jersey, it's a lot harder than decreasing your turnover by 10%! Why? But if it's worth it, if the price is fair, what's your problem? The customer had clearly come equipped to buy the aquarium; he had called to check the price, travelled to pick it up himself and brought the full amount in cash. Do this from now on Are you ever embarrassed when you tell people how much they will have to pay for your product or service? Flushed with a sense of embarrassment which I still can't explain, I knocked the price down by about 30%. I don't know why, maybe I only like delivering good news, maybe I didn't think she'd give me the full amount - either way I got less than I actually needed, making the whole process a little pointless. I'm telling you this because it came rushing (embarrassingly) back to me last week when I overheard a negotiation, and the salesman got me thinking - "how many grown-ups are doing something similar with their company's money?" Similarly, for all those that are more expensive, find three things that both your product and theirs have in common. If you are ripping people off, then quite right, feel embarrassed, get out while you can and find a product which you feel proud of. Those are the reasons that make what you have to offer special and value for money, they should form a major part of your defence during objections regarding price. I bet they weren't. Someone out there was selling cheaper shoes than you bought; so why did you buy them? Was it because you wanted them, liked the colour, liked the style, made you feel good about yourself, because they were a really nice fit, was the sales person pleasant? Skip ahead about ten years from the tennis ball debacle and I'm working for a business that imports the most expensive, stylish and technologically cutting edge aquariums around at that time. If you wanted one of these, you took your home aquarium hobby really seriously - or could afford someone else to look after it for you. Then, underneath the prices that are less expensive than yours, write three good reasons why your product or service is a better buy. Those shoes you wear to work, were they the cheapest on the high street? Here's another question; Let's have a look at that again;

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,Cheap Kellen Winslow Jersey Persuasion Establishing A Rapport To most people, it is usually very difficult to establish a rapport with a new person with a view to developing friendships,Kellen Winslow charger Jersey, not to mention establishing a rapport in order to sell something to anyone. It is during this process that you would like to have the skills of a child in making friends. I remember when I was about eleven years old,Cheap Shaun Alexander Jersey, another boy came up to me and told me "My mum has told me that I should make friends with people like you." This is totally inconceivable in adults as few would show that they are trying to make friends. They tend to act it out so that it becomes "spontaneous," and this is where we fail. Selling skills are one of the most important skills that any business person should have. This is indeed true regardless of the product or service that you are selling. However, we all know how much people talk about how important it is to know how to sell, when very few people usually come out to give direction on how to sell. Fewer people really give you advice that will help you out. So, if you are planning to sell,Cheap Devin Hester Jersey, what are some of the skills that you must have for you to be successful? Another one of the most important selling skills is persuasion. It is your job as a salesperson to convince that person that he actually needs what you are selling. Remember that no matter how much you are starving and how late your mortgage repayments are,Cheap R.White Jersey, people will not buy products just to help you out. Well, a few people may, but not for long. For this reason, you must be willing to show this person that you are helping him to solve a particular problem. When selling a product, you need not be ashamed of your trade. You must be willing and able to go to your prospect, face him or her and then tell him or her about the product that you are about to sell. In many cases, the fears that you have about approaching someone are usually baseless. People are not as mean as they might look. Countering Objections After all is said and done, you need to be persistent. Even the most successful salesman with the best selling skills is usually turned down several times in a day. You, therefore,Cheap Limas Sweed Jersey, should not be discouraged when someone believes that you are a conman. Instead you should remain focused on what you want to achieve. If you have ever gone out to sell anything, you will realize that sometimes a prospect will give you so many reasons why he thinks he can't buy your product. This means that the ability to properly counter objections is one of the most important selling skills you should have. The mind of the consumer is usually filled with so many myths that the moment you start selling the product, this objections start playing in his mind.

Reactions of top salespeople:,Cheap Clay Matthews Jersey Reactions of top salespeople: It is an important skill of any sales manager to be able to identify would be prosperous sales people. This important subject is a hot topic on sales management courses. Following are a series of archetypal questions and the likely answers from both run of the mill and apex sales people. Sees the behaviour of their competitors as a personal challenge. Compares every aspect of the competitor's offer with their own. Strengthens their own sales stratagem with the recognized compensation and shortcomings and fights to secure the order. Client demands "What do you think of clients who make their order dependent on you making a presentation to a decision-maker within their company?" First asks the client several clear qualifying questions in order to assess the amount of time to be invested and the possible return. Tests the seriousness of the client's wish by asking the client to help them do so. Determines ahead of time what decision-making criteria the customer regards as most important. Sees a challenge in the client's positive answers about the presentation. Makes the client a promise (at the company's expense) in order to quickly conclude the conversation. Decides to visit this client less often in the future and only offer them the tried and tested standard products. Do not see this kind of situation as a challenge to make sure that the client is truly satisfied and thereby improve the relationship. Instead,Cheap Paul Krause Jersey, they see it as a threat to their self-confidence and work. Know their own success rate and stick to their sales strategy. Carries on undeterred and recognizes (due to their self-assurance and achievement record) that they will be triumphant sooner or later. When faced with particularly difficult failures,Cheap N. Harris Jersey, they react defiantly. Reaction of an average salesperson: Reactions of top salespeople: Refuses to make calls out of the blue. Speaks about "hawkers" or "currying favour". Sees it as a pure waste of time. Immediately asks if that can be done by telephonists. Sees this as an unjustified use of their time. Is immediately pessimistic about the chances of success. Would rather avoid doing this and prefers to press the client for a clear answer. Does not interpret this situation as a personal challenge. Sees it rather as a potentially dangerous situation which could lead to failure. Overcoming failure "How would you react (what would you think,Cheap Sam Mills Jersey, feel and how would you act) if you had not received a single order by midday?" Reaction of an average salesperson: Thinks the competitor's behaviour is unfair. Would want to counter-attack with even lower prices. Places faith in their "good contact" with the client. Would be depressed. Would have doubts in himself (or in his offer) Would alter their sales strategy in the afternoon and switch to asking, pressing,Cheap Dolphins Jerseys, etc. Reactions of top salespeople: Reactions of top salespeople: Shows understanding for the client's position and promises them that they will look into the matter. Asks the client how they would like the complaint to be dealt with satisfactorily. Is prepared to commit himself to the client's full satisfaction (if the criticism is correct). Makes every effort to keep the client. Reacts in a professional,Terrell Owens cowboys Jersey, business-like manner both to the client and the office sales force. Applying these questions at the interview stage and gauging the answers can help to identify successful sales people and avoid the costly mistakes of recruiting under performers. The successful conducting of any recruitment meeting is an essential ability of a manager and this theme is taught on all good management courses. Reaction of an average salesperson: Reaction of an average salesperson: Complaints "What would you do if a client complained about the poor quality of your last delivery?" Telephone acquisition "What do you think of telephoning a potential client out of the blue in order to gain a new client?" Competitive pressure "How would you react if you found out that one of your competitors had approached your regular clients offering particularly cheap prices?" Reaction of an average salesperson: Asks about success rates. Asks about appropriate experiences or organisational aids. Is prepared to give it a go. Job interview: the answers successful salespeople give to test questions

For the experienced salesman, relationship selling is the successful way to make a career out of sales. You will hear a lot on relationships from me in my writings, hardly ever "accounts". For those who have careers in sales and not jobs (if you don't then get out now, for all of our sakes) there is one non verbal action that can be worth even more than the most well crafted question, and that is; "How do you keep your competitors on their toes with the products you have in your catalogs?"; gets them immediately open to adding new products that their competition may not offer yet without even having to ask if you can show them your product line. Isn't that a more comfortable way then starting a meeting off with a company bio,Cheap Warren Sapp Jersey, followed with "here is our catalog",Kellen Winslow charger Jersey, i.e. the stone age way of trying to sell? o BE OBSERVANT Asking "what is your biggest concern in your company on a day to day basis?" to someone in need of furniture for their university remote campuses, will automatically give you what you need to concentrate on for the sale. Whether it is having shipments arrive in time for the semester, price,Cheap Dexter McCluster Jersey, or quality, their response gives you what you can now emphasize on. 3. How about within your own company or sales team? Every time I take out a certain salesperson out for lunch she orders a Peach Snapple, you don't think I have a visual post it note with peach Snapple on her forehead every time I see her? Just waiting for a frustrating day to come along for a nice iced surprise left for her in her box. 2. Met a recent prospective relationship that was referred to me in his office. Saw fishing and golf pictures on his wall and what was a huge ball made of rubber bands. It was bigger than a cantaloupe and was started 16 years ago and it was heavy! I noticed the most recent ones added were colored ones. Yesterday I was in a dollar store with the kids and spotted a bag of rubber bands and it had neon colored rubber bands. Guess what's going into an envelope tomorrow morning from my office to him? What is the single biggest tool in a salesperson's arsenal that doesn't cost a dime out of pocket? Inside info? Nope. A nice suit? Nah. Promotional items? Please...you're embarrassing yourself. Before you think the altitude on my flight to Ft. Lauderdale from Montreal Canada made my brain work slower as I edited this nugget; simply ask your prospect/client a question. By asking the right questions in the correct formation you are forcing them to think about the things you want them to think about without being intrusive. 1. One of my biggest relationships in a previous industry I worked in had an adopted daughter that played violin, and through observing her desk I zoomed in at a high school musical graduation card obviously for her girl,Cheap Rodgers-Cromartie Jersey, and I pounced on it. I asked her about the card and she went on to explain her daughter's obsession with the Disney cult. Two months later I got my hands on tickets to High School Musical on Ice and who do you think I gave it to? I can't tell you how much it meant to her in words or the dollars spent on that season's orders but I got a thank you card from her and her daughter. To top it off,Cheap LaRon Landry Jersey, I really was happy to do it too. Getting the right information takes time, recording the information for use in the future takes effort, putting the information into practice at the right moment is priceless. In a slight tweak of words of the best envelope salesman on the planet Harvey Mackay; "In sales,Cheap Barry Sanders Jersey, as in poker, a superior hand (or product) can be beaten by superior knowledge of the customer and opponent." Be aware! Look around your customer's office. In a meeting with someone on their turf I turn into one of those robots with a probe scope that scans the room. Why? Too many reasons, I will as I usually do use an example, here are three: The answer is... a question.

Essential - the minimum we need. Less than this is "no deal" as you are at the "walk away point.",Cheap Darren Sharper Jersey When do I use it? Don't offer them, only use them to bridge the gap. Remember always use the term If I do this for you,Cheap Dermontti Dawson Jersey, I will need this from you,Cheap Tyron Smith Jersey! "Never give anything without asking for something in return." Desired - the objective you set out to reach Ideal - What dreams are made of. You will need to consider everything that is on your wish list and also the value of it to your business and the value of it to the other parties business. Good negotiators will always try to pre-empt what is on the other party's wish list. This will enable you to pre-arm yourself and know what you may need to get back in return of their wishes. What is a variable? It is everything on your and their wish lists and that is available to be traded. How do I use one? Identify them and ensure they are at your and their disposal. Evaluate them - High or Low cost to you and them Give the buyer every reason to say Yes and every reason not to say No. Be believable Have credit Position on which you are prepared to negotiate Always give yourself a position to maneuver Remember they need to feel that they are getting a good deal! A good deal for both parties will be one that has longevity. Before trading any variables you need to clear in the preparation of where all the variables are positioned and where the gap is. Some other key points in negotiation to consider are; There are four critical areas of negotiation are in the preparation of the following : "Effective selling reduces the need to negotiate!" The most important area of negotiation is the preparation and this is where most of the work will be done in order to land the deal. (3) Variables When do we use Negotiation? 1. Power 2. Wish Lists 3. Variables 4. Positioning (1) Power . Its in the mind and breeds confidence. We can only show power if we are confident on how we feel,Cheap Jason Taylor Jersey, look,Cheap Donnie Avery Jersey, act and what we say. Power is not about being domineering,Cheap Richard Dent Jersey, complacent or arrogant. Knowledge is power and gives credence to what you do A good negotiator will ensure that both parties feel they have come away with a good deal. It is much better not to enter into negotiation. This can be achieved by ensuring that what you are selling is matched to their needs and they cannot do with out it. (2) Wish Lists These fall into 3 separate groups When a selling process has not finalised a deal we begin Negotiation. It is used when all parties can see the benefits of the sale and want to land the business. (4) Positioning. An opening position :- Consider the following as its imperative for a negotiation discussion to go well for both parties AIM HIGH - OPENING POSITIONING - As you will always get knocked down. EXPLORE THE LIMITS - see what is on offer. GET THE WISH LIST OUT BEFORE NEGOTIATION - give them the understanding of what you expect to gain. EXCHANGE VARIABLES - use your variables in order to gain what you want out of the negotiation.

Have you ever thought about why customers say "no"? Have you ever wondered how they can say no to the great offers you give them?,Cheap New York Jets Jerseys Do you know what they are asking? If you work on always making one last attempt you will learn to be more skilled at finding ways to go for the close. This way you can work more closing techniques into your sales calls and ultimately make more sales. Too many salesmen give up much too early. In every sales instance the customer will say no, more than once. This for a wide variety of reasons, It could either because they are unsure and need more information. But because they don't want to sound dumb they just say no. They might want to see if you can lower the price, the best way to bargain is by saying no. Always take the chance when it is given to you and try to find new ways of presenting your product and try to figure out why the customer is saying no. If you can answer the real reason they are saying no,Cheap Patrick Chung Jersey, chances are that you will get the sell. Even if they don't buy as a result of your last argument,Cheap Atlanta Falcons Jerseys, you don't lose anything by trying. You were about to give up anyway. They are asking; why did he give up? In any case it is important that you continue to argue your case. If you don't the customer won't get the chance to buy your product even if they want to. There is a golden rule to follow in these situations, 85% of all deals come after at least 7 close attempts. This means that the customer has to say no at least 6 times before they will buy. This means that you can never take no for an answer. Because chances are that the customer isn't saying no,Cheap Tashard Choice Jersey, they are saying; convince me,Cheap Ahmad Bradshaw Jersey! I can remember countless times that I have given up on making a sell to a customer but because of this rule tried one more argument, it didn't even have to be a good argument, and the customer bought the product. A rule of thumb that can help you when you are talking to a customer and they just keep saying no, you are ready to give up and start to leave, always try one last close attempt,Cheap T.J. Ward Jersey, give them one last chance and reason to buy your product.