So if you are in sales, when you make that call, take a deep breath, wait for the other person to speak,Cheap Michael Crabtree Jersey, listen to hear his or her response, then and only then speak. By not listening you are losing sales and even worse through negative word of mouth advertising being identified as one of those salespersons, you know that pushy type. When are sales people going to get it? I mean how hard is it to listen? Are they so focused on their sales script that they forget they have an actual person on the other end who is being professional and responsive to their phone call? Sales Coaching Tip: If you are telling, you are not selling. Maybe this happens to you as well.? Do you ever receive a phone call from a tele-marketer and they simply did not listen to your first 10 words? For me,Cheap Lee Evans Jersey, I receive these calls at least once a week if not several times. I pick up the receiver, speak clearly into the phone sharing my name and then asking this question: How can I help you? And would you not know it,Cheap Marshall Faulk Jersey, the calling party pays no attention to what I have just said and then asks for me by name. In other words this person,Cheap Cincinatti Bengals Jerseys, did not listen to my when I answered the phone. This leads to the bigger question is why don't people engage in active listening skills? The answer to this question is probably directly connected to one if not more of these 5 areas: Their ego is engaged in what me go by focusing on telling instead of listening They do not know their talents and this lack of awareness is reflected in their rush to tell They have not learned how to develop their active listening skills They are probably engaged in sales based marketing instead of education based marketing Overall corporate culture of full steam ahead,Cheap James Hardy Jersey, damn the torpedoes,Cheap Jonathan Vilma Jersey, get the sale Today, it happened again. However no longer does this experience upset me. Now I use it as an opportunity to write about it or share it within my business coaching training practice.

The sales model does not manage the behind-the-scenes change issues buyers must handle before they can buy. But using Buying Facilitation® as an additional skill you'll have the ability to  The question is: how would you know when it was time to add a new skill set? or know in advance that new skills could make you more effective? or know in advance if it would be worth the time and effort? HOW DO YOU KNOW WHEN IT'S WORTH THE TROUBLE TO CHANGE? I know that my solution will work in your situation, and make you far more effective. But you'd have to change - add to - what you are doing because the sales model has been your work-around. Therefore, you'd have to go through some sort of change management process internally before you're ready to buy.... regardless of how well your need and my solution match: maintaining your status quo is a powerful deterrent to change,Wesley Walker Jersey, as you'll note. What would you and your management need to know or believe differently to be ready, willing, and able, to add a new change management/decision facilitation capability to your current sales skills? To learn Buying Facilitation®? WHY AREN'T YOU BUYING? Note that your status quo - the way you sell, the way you're paid, the way your company operates - is operating at some level of efficiency and comfort and hinders your desire to change. Note that it's not about your need or my solution, that you would have to go through a series of decisions and get buy-in for you to change, separate from the initiating problem or potential solution. Whatever thoughts you come up with, apply to your buyers. You'll note that regardless of the need, the solution, the available data, or proof that a purchase is necessary, until or unless there is a path through to the change so that disruption is avoided, buyer's won't buy. help buyers buy quicker as they manage their internal change issues,Cheap Dan Fouts Jersey, find the best prospects on the first call, get onto the Buying Decision Team on the first call, avoid time wasting, be able to forecast effectively - i.e. know who is closing and when, become an integral part of the buyer's change management activities, increase your current closing rate significantly. Your prospects need your solution. Desperately. But they are stalling. And it makes no sense. Buyers aren't ignoring their needs. And they are not in pain. In fact, they are operating relatively efficiently because they have developed some sort of a work-around that manages the problem well-enough. A new solution will create some sort of disruption, in and of itself, and therefore bring its own brand of sub-optimal functionality until the change is integrated. Think of yourself as a potential buyer of sales tools that can enhance your success. But are they stalling? Are they really ignoring their needs,Cheap Patrick Willis Jersey, working with sub-optimal functionality, for a reason? When do YOU decide that what you're doing could be better? Are you stalling? Ignoring your needs to close more and make more money? Telling yourself that your status quo has worked 'well enough' for years and you're making 'enough' money so why change? How do you decide when it's time to change your status quo or add something new? A question for you to ponder. From my vantage point, your selling skills offer you suboptimal results: it takes you far too long to close,Cheap Patrick Robinson Jersey, you spend too much time running after non-viable prospects,Cheap Harry Carson Jersey, and you're only closing a fraction of the business you should be closing. It looks to me like you have a need that my solution can resolve. Buyers can't buy until all of the people, policies, market drivers, partners and historic choices that maintain their status quo have bought in to, and added their voices to, the changes that will result when they make a purchase. The time it takes them to manage this change is the length of the sales cycle. Your solution cannot be chosen until it's all figured out. No. No. No. Yes. Not stalling, not ignoring their needs. Not working with sub-optimal functionality. Yes,Cheap Ron Jaworski Jersey, there is a powerful reason. Enough reasons?

Good selling! Your customers will respect your honesty even when you are the bearer of bad news. Owning up to customer disappointments shows character. Trust is the combination of the character and expertise you deliver, and customers buy from people they trust. Being accountable will help you build long term trusting relationships with your customers. So, when you can't deliver on the customer's expectations, let them know immediately. Then there are those times when we are standing at the door at 6:55 and the staff notices you waiting and they immediately run to the door to let you in, apologizing for making you wait,Cheap Joe Greene Jersey, even though you were early. Isn't that who you want to give your business to? Customers do business with those that set the expectation of over delivering on their promise. It's dropping off the proposal on a Thursday when it's due on Friday. It's estimating what a project will cost,Cheap Greg Jennings Jersey, then coming in under the estimated budget and 2 weeks earlier than planned. That's what's called "customer delight". A trusted sales person becomes the quarterback of the team and helps to decide which team members need to be involved to meet the challenges and needs of the customer. Sales professionals that focus on building a long term relationship earn the right to ask the tough questions that others might not get to ask, or might not get answered. Would you answer a personal question the same way to a stranger that you would to a close friend? I don't think so. It works the same way with customers. Generosity builds the long term relationship with the customer just as it does with your friends. Law # 2 - Law of Intention. Your motive is to satisfy your customer's needs but your intention sets the customer's expectations. Ideally your intention should be to always exceed their expectations. Have you ever arrived at a store with a sign on the door that says "Open at 7am" yet you're still waiting for them to open at 7:05? You've probably experienced this many times - what goes through your mind? They don't care, they're lazy, their apathetic, they come first, not you the customer. Perception is reality and when we over promise and under deliver, it sets us up for failure in the mind of the customer. Law # 3 - Law of Accountability. It seems like we live in a world where the only time people are accountable for their actions is when there's good news. You need to be accountable regardless of the nature,Cheap Ed Reed Jersey, and you often have to help your customers be accountable too. It's easy to blame others for the events and circumstances that affect your customers. Yet that is exactly when you want to take responsibility and avoid the excuses. Accountability means owning up to the good,Cheap Tony Scheffler Jersey, the bad and the ugly and as the team quarterback it's your responsibility to communicate the news to the customer. Here's an oxymoron - if you want to be successful in the world of sales, stop selling,Cheap Matthew Stafford Jersey! You don't need to convince the prospect to do business with you; they must convince themselves that you are the person they prefer to buy from. Prospects and customers don't just buy the products and services they need, they buy a relationship with someone that they know is looking out for their best interest. Do you really know what it takes to build a solid, long term relationship with a customer? Consider The 3 Laws of Relationship Selling. Law # 1 - Law of Reciprocity. If you want to receive business from a customer you need to give. Giving of your time and expertise will lead to getting. If your goal is to satisfy your customer's needs and not your own, then you are giving, and, taking care of the customer trumps all else. Customers enjoy buying from sales professionals that work hard to satisfy their business and personal needs. They love to give the good news to the person that has earned their trust and their business. To truly serve the needs of your customers,Cheap Tyron Smith Jersey, remember the Three Laws of Strong Relationships: 1. Law of Reciprocity 2. Law of Intention 3. Law of accountability Study each one and reflect on how well you understand and execute on each of these laws. Once mastered, the three laws will help you become the trusted adviser and the quarterback of a team that is in demand for solving customer needs.

2) Hand the customer a bonus coupon. Third, hand this valuable gift to the customer and deliver with a smile,President Obama NFL Jersey! This courtesy may not always be possible; you may be the only one in the store, for instance. Very well. But don't throw the baby out with the bath water. If you cannot always offer this special courtesy, do not for that reason never offer it. You're able to achieve this result if and only if you have created one or (even better) more offers before you need them! Last Words Second, make sure the bonus coupon has an expiration date. Remember, offers work because they are meaningful in value... and because they expire. As every smart business person knows, your success (and comfort) derive mainly from one source: your customers. Right now you SAY this... but you may not run your business properly to derive maximum profit from customers. This article should help. Read it! Print it! Live it,Cheap Peyton Hillis Jersey! You will start seeing the pay-off at once,Cheap Dan Hampton Jersey! And, remember,Cheap Dolphins Jerseys, in offering this special benefit, don't stint on the accompanying smile... or customer's name. Do a little survey. For the next few days, take a look at how you're treated in the various stores you patronize. When you buy do you get a radiant smile from the check-out clerk and a warm thank-you? Or is the action meagre and perfunctory; or even absent altogether? The warmth of the thank you,Cheap Paul Hornung Jersey, the brilliance of the smile are indicators of just how much you value this customer and desire his business. 3) Offer to carry the customer's purchase to her car. 4) E-mail the customer a thank you and bonus offer. You SAY you want more business and the money that comes thereby. But unless you do these 5 things, you're just whistling "Dixie". What should be awaiting your valuable customer when he gets home? A terrific bonus offer e-mailed at once! P.S. Whenever possible, use the customer's name. "Thanks so much for your business, Mrs. Smythe. We do it appreciate it you know,Cheap Otis Sistrunk Jersey!" And be SURE to make eye contact. This is essential. Say the average customer uses up this product in 60 days. ALL businesses live or die by repeat customer business. That's why you need to give each customer a bonus coupon. 5) If your product runs out, make sure to e-mail the customer when you've estimated he will need more. THAT is your moment to appear supremely customer-centered... and put more money in your pocket, too. 1) Smile & Say Thank You Speed here is everything. That offer should be e-mailed right away. The speed with which you send this bonus offer will be a clear indication to the customer of how much you value her business. It goes without saying that you must have the customer's e-mail address. You do request it from every customer, don't you? Semper paratus is not just a motto for Boy Scouts. E-mail a bonus offer 30 days before renewal is necessary... then 15 days... and 7 days. Make SURE you include a special offer with every e-mail and make sure this offer has a clear expiration date: like 5 days from e-mailing. Want to make an especially good impression... the kind the customer will convey to her social circle? Then carry her purchase to her car! First, make the bonus a valuable one, nothing cheap and insubstantial for your vital customers, please.

The bottom line of any business is sales - the point where the customer hands over their money for your product or service. No sale equals no business.,Cheap Jonathan Vilma Jersey Possibly the best way to develop a confident personality is to put yourself way out of your comfort zone but in a supportive environment. You grow the most when you're at the outer edge of your comfort zone. There ARE salespeople out there that try to extract every last dollar they can get from a prospective customer. But that is not what professional sales is about... Join a Toastmasters club in your local area. Your local Toastmasters club is a great environment where people who have overcome their own fears of public speaking,Cheap Matt Hasselbeck Jersey, guide and support those who are challenging themselves to overcome theirs. Visit the Toastmasters website to find a club near you. Most people are uncomfortable with sales. Some think that salespeople are "second class citizens". That is understandable. Coming from that position requires self confidence. Self confidence is key to making the sale. Self confidence can be developed. So if you don't have a lot of self confidence now, good,Cheap Ray Lewis Jersey, because you have a great opportunity to improve it. How you come across will determine whether or not a good prospect will become your customer. It's not just the words you say,Cheap Limas Sweed Jersey, but how you say it, which is directly reflected by your level of self confidence. Trying to convince a prospect to hand over their money is NOT what professional sellers do - that is the typical "used car salesman". In fact,Cheap John Abraham Jersey, the prospect needs you more than you need the prospect,Sideline Black United Jerseys, if you have something that is valuable to them. And that is the position you need to come from when talking directly with a prospect. You're thinking "What if they don't like me? What if they think I'm an idiot? What if they say 'no'? What if...? What if...?" Sales often requires one-on-one interaction between you and the prospect. That can be an intimidating experience for someone who hasn't got a lot of experience. Selling in a professional manner is all about understanding the needs of your prospect and and seeing if you can fulfill their needs with what you have to offer. It's really about creating value for the customer and forming a mutually beneficial relationship with them. When you come from that paradigm, you can begin to realise just how important sales is. Selling activities such as phoning a prospect (even one who has come to you for information) or having a one-on-one meeting can be a daunting experience when you're overcome by fear. For some people, there's nothing more uncomfortable than public speaking. The problem with that thinking is you're putting the spotlight on you. And it isn't about you. It's about what you can do for THEM. The spotlight should be on them.

Many sales people,Cheap Bart Starr Jersey, for the first time, are experiencing tough times when it comes to selling and many are not sure how to handle themselves in these difficult situations. Here are some tips. In recent weeks and months at Barrett, we have seen an increase in the number of conversations we are having with clients about how to help their salespeople to deal with distressful situations. They are seeking support, coaching and training in how to help sales people and sales managers handle the emotional fallout from the GFC. The requests for support and training range from wellbeing, emotional resilience, optimism, stress management, how to re-engage with the team or clients, and how to lead a healthy life. Developing a Resilient Attitude For instance at a recent management meeting, the sales leaders raised their concerns about how the sales team was handling the distress arising from severely reduced incomes for themselves and their clients and loss of a number of clients from their industry. They wanted to know what they could do about it because what they were doing by way of standard management practice wasn't working. For the first time they are seeking help around emotional resilience, and optimism. o Have realistic and attainable expectations and goals. o Show good judgment and problem solving skills. o Be persistent and determined. o Be responsible and thoughtful rather than impulsive. o Be effective communicators with good people skills. o Learn from past experience so as to not repeat mistakes. o Be empathetic toward other people (caring how others around them are feeling). o Have a social conscience, (caring about the welfare of others). o Feel good about themselves as a person. o Feel like they are in control of their lives. o Be optimistic rather than pessimistic. If, as is being highlighted, these and other sales people like them are not used to dealing with sets backs, overcoming obstacles or they let the negative sentiments of others overtake them then their work will suffer. It will be much harder to achieve results. This negativity can cloud their thinking and potentially keep them from seeing and realising those ideas and strategies that will get them back on track and producing again. The current climate is, indeed, a test of character. Besides the obvious sales skills, processes and tools, we need to learn (if we haven't already) and apply the skills that go to developing strategies for healthy thinking, emotional resilience, optimism, healthy lifestyle practices, etc. Many sales people, especially those in their 20's and 30's have not likely experienced selling in tough markets before. For the past 12 years prior to 2008, at least, the business climate in our market place has been, for the most part, buoyant. As we all know it's very easy to sell when times are good. It is possible to teach people how to develop the skills to enhance their emotional resilience, optimism and ways of thinking and dealing with the world. This information is not new either, it has been around for thousands of years. We can all encourage a resilient attitude at work and at home. How do we do this? Among other things this requires people to have access to insight and self awareness. Another business, in the advertising space, reported that their sales team had been hit hard too with lower than expected advertising spend. Management was observing very low motivation levels and rising levels of distress in the team. They realised that their people didn't have strategies to cope with this crisis. They were worried their people were feeling useless and dejected. Whether we learn to develop and cultivate our resilience in relatively safe environments like playing both team and individual sports,Cheap Isaac Sopoaga Jersey, or learning music and performing at recitals, or we develop resilience via our personal experiences such as developing and losing friendships, or other trials of childhood like playing favourites, not fitting in, learning difficulties, etc., or more extreme difficulties such as losing a parent to cancer, chronic illness,Cheap Jonathan Baldwin Jersey, and other life changing events, all these have an effect on each of us. How we are taught to deal with and overcome these challenges and learn from them the best way we can is what helps us develop resilience. If someone else tries to assume responsibility for your journey, even if it is with the best intentions, they are really taking away your ability to learn and grow. My concern is that many people, especially younger people may not have been in a position to really build up their resilience and toughen up, especially in sales and tough markets like this. It appears that many don't seem know how to navigate and manage their thinking and emotions through these times. We can all learn how to be resilient and we can learn from a very early age. No one can ever be guaranteed of winning. We know we have to work for our successes. We usually fail more than we succeed but that is par for the course in life. We need to encourage each other to pick ourselves up and keep going, learning from our mistakes, stretching ourselves to do better. It's about doing our best at whatever we do. Winning isn't everything, but doing our best, developing self mastery, taking calculated risks and learning from everything we do is what life was all about. The sales teams mentioned above are all highly trained and skillful sales people. They have been trained in appropriate sales skills and processes but many do not have the tools or know-how when it comes to managing their own wellbeing, stress, emotions, and the emotions of others. In my opinion, we need to help people become more emotionally aware, and resilient in a number of ways. We need to give people access to tools, processes and assessments that can help them develop insight and strategies to enhance their emotional resilience and allow people to make the most of their capabilities and the situations they find themselves in on a daily basis. Particularly if they have not had the chances to really test themselves in previous roles or earlier in their lives. Some of us might be born with the potential to be more resilient than others but you do not know how resilient you are until you put yourself to the test or life does it for you. The saying 'if it doesn't kill it will make you grow stronger' is quite apt here. Developing emotional resilience and awareness in a variety of situations is vital for your ongoing survival and ability to thrive despite the markets or life's other circumstance. Developing emotional resilience supports individuals to better achieve their goals, communicate with and manage other people, and spring back emotionally after suffering through a difficult and stressful time in one's life. The one thing these two sales teams have in common is that their sales people earn significant commission from their sales results. With their clients in freefall and sales down, these sales people's earnings were being affected which meant that some are having trouble paying their mortgages, maintaining their life styles, etc. Certainly reasons for concern, however doing nothing and getting 'depressed' isn't going to help solve their problems. It now begs the question: How well have we prepared ourselves practically, emotionally, and physically to manage our way through these tough times? As a parent I know I want my children to be safe and free from harm, however if I cotton wool them from life's tough experiences then they will not develop their resilience and learn the lessons of life. None of us need ever be a victim when we know we have choices in every moment and we take responsibility for them. So what do you rely upon to get you through the tough times? The first step to becoming more emotionally resilient is the acknowledgment that there is room for improvement and taking the time to learn more about yourself. The following behaviours and attitudes are some ways in which emotional resilience can be demonstrated and measured: Selling, as a career, is not for the faint hearted as I have often stated. Besides good selling skills, quality thinking and solid process it takes courage, self discipline,Cheap Green Bay Packers Jerseys, determination, persistence,Cheap Nate Clements Jersey, the ability to learn from your mistakes, a sense of humour, and a healthy approach to life to lead a healthy sales career. Not surprisingly, many of these requests have come from the finance and advertising sectors reporting that the current landscape has been one of turmoil and distress. While other sectors have also sort support it is not at the level suggested above. These business leaders have indicated that many of their clients have been severely affected by the GFC and this has created a significant amount of depression in the market place, also affecting their sales teams. But it isn't just the income drop that's causing concern, another sales team whose incomes are not linked to commissions, also found it hard to remain positive and keep going in the face of adversity. With clients feeling the pain, these sales people didn't want to be around the negativity or distress. It's almost as if they have chosen to put their fingers in their ears and saying 'la la la la la' to block out the stress hoping it all goes away. Not very useful either. Not only do we need to be skilful in selling we need to be skilful in how we manage our wellbeing,Cheap Jeff Reed Jersey, our emotions and the emotions of others. So as I reflect on my life so far and all the challenges and joys that come with it, I am indeed grateful for the gift of resilience, it keeps me growing.

Better Results: As stated above, a good program will let you search with a keyword or keyword phrase. Since you are looking for sales leads, search with the type of products or services you sell and then any related keyword. Your goal is to find your targeted market. Since you are using keywords and not just taking all the email address you can find,Cheap Terrell Suggs Jersey, you are getting more than just sales leads but viable ones. In short, you can see that it is easy to generate your own sales leads with a generation program. All good programs come with a free trial, so what are you waiting for? Give this method a try today and see just how it can benefit your business. As for the benefits, what are they? Before we get into the benefits of using one of these programs to help your business grow,Cheap Houston Oilers Jerseys, it is important to focus on these programs first. As you can gather from the name, they are software programs that help you generate sales leads. There are two main types of programs. Both should let you search the internet. One type of program scans the internet for you to find email addresses. This is okay, but the type of leads generation program you are looking for is one that searches the internet for you with a keyword. The searching is done on classified websites, marketplaces, and more - all places where individuals leave their phone number or email address. If you are a business owner who is looking for sales leads, you might decide to generate those leads yourself. This method is easy when you use a sales leads generation program and it is much cheaper in the long-run than paying a professional to find leads for you. But if generating the contact information for individuals within your targeted market is something you have not done before, you might have a few questions about the process. Most importantly, you might be wondering what can a generation program do for me? It is recommended that you use a leads finder that lets you search with a relevant keyword or keyword phrase. Most let you add in a zip code as well. This is important because getting 10,Cheap J.J. Watt Jersey,000 email addresses is nice, but how many of those individuals are within your targeted market? You just don't know, but you can know with a program that lets you search with a relevant phrase. For example, say you are a web designer or a freelance writer, you can search with these phrases or a general word like "website." You specialize in writing website content or doing web design; therefore, individuals within your targeted market are website owners. Find them and send an email that basically says "this is what I do, this is how much it costs, and this is what I feel I can do to help improve your company site." Saved Money: You need to buy a leads generation program; the costs of these programs vary,Cheap DeAngelo Williams Jersey, but keep long-term costs in mind. When compared to hiring a professional leads finder, you will save a lot of money over the course of one year,Cheap Aaron Rodgers Jersey, two years, or even five years! Fast Results: Most of these generation program search thousands of websites for you (including classified sites, marketplaces, and more). You can search all of these websites at once. Searching the internet is a great way to find leads for your business, but it can take forever. Most programs for finding sales leads only need a few seconds or minutes to do their work and your results appear right in the program,Cheap Jaguars Jerseys!

Online Marketplaces: If you are in need of a product that someone has for sale, you can find business email leads via online marketplaces. Many of these individuals give you an email address as a method of contact if you have any questions or comments. So lets say that you are a reseller, you specialize in buying cheap products to resell. An online marketplace is your best option. You can even go a step further, lets say that you offer a service of connecting buyers and sellers. Once again, an online marketplace where items are bought and sold is a wealth of information for you. Job Sites: If you are looking for a job, you might be in search of business email leads; these are the emails of businesses that may or may not be hiring. You can go ahead and attach your resume and a cover letter to that email address. There are lots of ways that you can obtain information on companies that are hiring, but your best option is to search job sites. You can also take the method of visiting the websites of local businesses in your area to search the site for an email address,Cheap Leigh Bodden Jersey, which is usually found in 'contact us' section. When it comes to leads,Atlanta Falcons Jerseys, there are all types of leads that you can find online. You can find job leads, sales leads,Cheap Reggie Nelson Jersey, and much much more. Whether you are looking for a job, whether you are looking to make a sale,Cheap Terrell Owens Jersey, whether you are looking to buy something you need online, you might be looking for email leads. How can you go about finding them? Here are a few of your options reviewed: Classified Websites: Whether you want to buy a product or a service,Cheap Calvin Johnson Jersey, whether you are looking to sell a product or a service, and so forth, your best option is to use online classified websites. Popular websites, like Craigslist.org, get millions of hits each month! Lets say that you want to make money working from home as a freelance writer. You are looking for sales leads (customer who have a service that you have to offer). On the other hand,Cheap Ryan Mathews Jersey, you can be a website owner who is looking for a freelance writer to write website content for you; you can also search for this writer online (a service provider who has what you need).

With a sense of trust among consumers being so important in sales these days, and increases in technology putting more and more emphasis on accurate information and a professional web presence,Cheap Donnie Avery Jersey, there are many ways that companies and salespeople can learn to build rapport with customers and clients to increase sales and profits, as well as help to boost the public image of the company and consumers' sense of trust in the product. The foundation of relationship marketing and building rapport with each individual consumer is based on listening to what your customers have to say and valuing the level of input that they have into your product,Cheap Tim Brown Jersey, your company, and your operations. By asking open-ended questions salespeople and customer service representatives as well as technicians are better able to get an understanding of the client's needs, as well as any concerns that may be hindering them from making a purchase. Learning to listen effectively enables salespersons to be able to pick up on underlying or hidden concerns that the customer may have as well. In addition, picking up on body language and the signs that it is sending is also an effective method for building rapport. Not only can you match your own body language to that of your client's in order to get on an even level with them, but you can also detect if they have any concerns or how they are feeling about the product, presentation,Cheap Packers Jerseys, or company. Learning to decipher body language is another aspect of effective listening skills that can be used for building rapport with clients. This includes interaction not only on the part of salespeople,Cheap Chester Taylor Jersey, but also the customer service and support personnel. In addition, a company website can easily incorporate aspects of its site that enable customers and clients to share their input either through a forum or a contact form that allows them to contact them directly. The general consensus that any sales presentation or conversation should be equal parts of talking and listening is often a misnomer. The truth is that the most effective sales presentations should only consist of about thirty percent talking, and the other seventy percent of the time should be devoted to listening to what the client or customer has to say. With increased access to information, along with the growing threat posed by scams and identity theft, today's consumers are becoming less trusting than ever. AS a result of this, customers want to feel valued, appreciated,Darren Sproles charger Jersey, and also reassured that their information is safe and that they are dealing with a reputable company. When it comes to building rapport and dealing with customers on a personal basis, one of the most important things to keep in mind is to listen and develop good listening skills, that means not just listening to what your customer has to say,Cheap Len Dawson Jersey, but also listening effectively.

For more information on how Bridge Capital can provide accelerated cash flow solutions for your business in the Suffolk and Nassau area of Long Island,Cheap 49ers Jerseys, NY; please visit us at You can further schedule your sales goals in a series of increments: weekly, monthly, quarterly and yearly. Make sure you are realistic when scheduling your goals. Don't set a weekly goals that you know will likely take longer than a week to complete. Try not to set more than five yearly goals. Having a clearly defined schedule of smaller goals that lend aid to the completion of larger,Cheap Miles Austin Jersey, long-term goals allows you to better focus your skills and energy. Improve Your Methods: Let your co-workers, employees and peers know about your goals. Open communication about your goals creates a team atmosphere, and allows others to better help you achieve the goals you have set for the company. Additional support also serves to increase motivation and dispel negativity, and the clear communication of goals also serves to build greater trust with the company's employees. Avoid the Negative: Each quarter, take the time to perform a full assessment of the previous quarter's completed goal schedule. Discuss what, if anything, went wrong or could be improved, and gauge the results of the completed goals. If there are goals that weren't met or completed,Cheap Leon Washington Jersey, determine why, and how the situation could be rectified. Adjust the following quarter's goals as necessary, as well as the yearly goals if they might also be significantly affected. Altering your goal schedule does not mean you are failing in completing your goals. The economy, as well as many other factors that affect your business, is always changing. Your goals may need to change more often than you think in order to reflect the course and effects of other uncontrollable events. But by focusing your time, energy and actions on a set, defined schedule of realistic goals, you are prepared to overcome the effects of an unstable economy and achieve the success you envisioned. Examine & Adjust: Don't be discouraged if your goals in any one week aren't met completely. Focus on the goals that were completed, and adjust next week's goals as necessary. Try not to let the negative comments, attitudes, and emotions of others, such as co-workers and even the media, affect you. Negativity can be like a virus sometimes, and if you aren't resistant to it, it can certainly affect your own ability to meet your goals. If you have too, avoid certain people, the news, some websites, anything that might negatively impact the goals you have set forth for yourself. Be Realistic: There is always room for improved efficiency and organization. If you think your routine is perfect, then you are doing yourself a disservice. You should always be open to new ideas, advice,Randy Moss titans Jersey, input from co-workers and peers, and the idea that what you're doing now could be done better. Take time every once in a while to examine how you go about your daily routine, and see if there is anything that could be improved for greater efficiency. Time management is a critical factor that is often overlooked, resulting in less done each day, which can effectively create a backlog throughout the week. Try to eliminate any distractions that might also impede your ability to complete daily and weekly goals in a timely, efficient manner. Restructuring Your Sales Goals - Focus on More Than Sales: It's very reasonable to assume that your current level of sales may not be as high as what they were a few years ago. Your current sales goals should reflect this. Trying to reach an unrealistic number is only going to leave you discouraged when it doesn't happen. Additionally, don't try to overload yourself each week with an incredible number of tasks. Know your limits, and adjust your list of activities accordingly. More tasks on the list doesn't equate to more success; it instead increases the potential that you will rush, make mistakes, become overwhelmed, and leave a few tasks uncompleted, adding to feelings of discouragement and stress. Be as specific as possible when you create your schedule of goals, but don't be afraid to make any necessary adjustments and add or eliminate goals as well. For example, if one of your weekly goals was to complete a number of phone calls to prospective clients, you might want to add a goal of follow-up calls or scheduled meetings to next week's goals. Of course, it can be difficult to avoid negativity altogether. To combat this, purchase items or associate with people who motivate you. This can be anything from a motivational poster to pictures of your family to having lunch with a peer. If you are properly motivated,Cheap Mewelde Moore Jersey, you are that much closer to achieving your goals. Most sales goals are constructed by quarterly intervals. Today,Cheap Bernard Berrian Jersey, it makes more sense to plan weekly sales goals, in which your goals each week aren't just to reach a number of sales, but also to complete activities that will serve to maintain or increase your sales in the future. This serves the double purpose of working to achieve your sales goals while also increasing your motivation and assurance that you will be able to continue to meet those goals in the future. The prospective activities may include anything from cold-calling a new batch of potential customers to initiating a marketing campaign.

Another question for you, what emotions are you feeling when you see these images in your mind's eye? For many, the word earn generates positive emotions that provide a sense of accomplishment, a job well done. For some the phrase "8 for 8" may come to mind,Cheap Sebastian Janikowski Jersey, eight hours of work for eight hours of pay. The words that we think, read, hear, speak and write have a powerful affect on the results that we seek be they organizational,Cheap Greg Jennings Jersey, professional or personal. There are a plethora of books that reinforce the power within words such as Napoleon Hill's Think and Grow Rich to What to Say When You Talk to Your Self by Shad Helmstetter to Get Out of Your Own Way by Robert Cooper. Now think about the word close. Do you see a door shutting or a manager shutting down discussion regarding a certain business issue? Again, what emotions do you associate with this word, close? Are the emotions positive or negative? I need to earn the attention. I need to earn the trust. I need to earn the relationship. I need to earn the appointment. I need to earn the right to ask questions. I need to earn the sale. I need to earn the referrals. During the last several years,Cheap John Riggins Jersey, as I have worked to improve both my marketing and sales skills expertise, I have come to realize that to increase business results is an earning process not a closing one and comprises these 7 earning steps: What I truly do not understand is why business and sales professionals do not use the word,Cheap Jerricho Cotchery Jersey, earn, specific to gaining a commitment from a new customer. Instead what I hear as a sales coach to business building speaker as the most common sales challenge is "How do I close the sale?" When I hear or read of this sales skill "close the sale," I literally shiver because in my world,Cheap Aqib Talib Jersey, the last thing I would ever want to do is to close off, shut down, any potential customer. Dr. Norman Vincent Pearl once said "Change your thoughts,Cheap Larry Csonka Jersey, change your world." What I know now to be true is that I by Changing my words, I improve my results. When thinking about the word earn, what images come to your mind? Do you see someone hard at work toiling in the fields? Or maybe you see someone in a manufacturing assembly line placing the correct piece in the right location.

You can influence the people that shop with you and the staff that you have with different incentive programs. If you don't make it too hard for people to reach the goals that you set out for them then it will be effective. You need to have decent rewards for reaching these goals. Give them decent promotional products that they will find handy and will use everyday.,Cheap Rodgers-Cromartie Jersey Every business wants the same thing,Cheap Paul Posluszny Jersey, more business. They want sales for 2010 to exceed sales of 2009,Cheap Jack Ham Jersey, and depending on what type of year you have just had,Cheap Austin Collie Jersey, this may not only be a goal,throwback Mark Gastineau Jersey, but a necessity to keep your business afloat. There are some things that you can do to ensure increased sales and business in the coming year. The following tips can help you increase sales for the coming year with ease. CUSTOMER SERVICE - Keep customer service as the forefront of your business and encourage employees to let customers know about upcoming events or sales on items that they might be interested in. You will find that if you keep the level of service up you will get more repeat business and customers will shop with you over your competitors even when your price is slightly higher because they know that they can rely on your integrity and the service your employees provide them with every time they shop. You might want to get your staff more excited about selling too. Some businesses have sales people that are good at what they do and are used to working on getting a commission. Other places have a more relaxed atmosphere and everyone will assist customers when they need it. If your store is like this then you would be smart to give your employees some pointers so that they are more comfortable making sales. There are plenty of ways that you can get your loyal customers feeling that you appreciate them. This can be achieved through giving out coupons to those you shop with you a lot. You can do something as simple as giving the a card and then punching it every time they come in. It is a low tech way off adding up visits and then giving discounts.

You can easily keep yourself in the position to make a single deal with the help of annuity sales. You can also avail yourself with a good income every month by selling these annuities. The income potential of an individual completely depends on the number of people who are involved. If your get involved with more number of people,Cheap Tramon Williams Jersey, then it will surely affect your income potential. There are many people who select annuity sales as the best supporting form. It is just because this selling process includes the benefit of the seller as well as the buyer. You should also consider your leading system before you get involved in the investment market. Many people try to sell annuities in order to make their future more bright and secure whereas some people try to sell them in order to improve their financial condition. Well,Cheap Cincinatti Bengals Jerseys, I would also like to tell you that you can simply become independent after your retirement by selling these annuities. You should always create a proper filter program for yourself so that you can easily enjoy a particular salary every month. Most of the people try to sell their annuities so that they can easily make a good amount of money for themselves. Selling annuities is really the best method through which you can protect yourself from the financial crisis. Annuities are really the best money earner. It does not matter at all that how you are selling your annuities but you can simply make a good amount of money for yourself by selling them. Selling of the annuities does not depend on the company in which you are working. There are many people who love to sell annuities but everyone wants to become a successful seller. There are many people who try to sell annuities but they are not at all aware of the accurate process which is required to become a perfect seller. The most important thing that you should consider is that how to get involved in the market. There are many people who simply think that annuities are only meant for the rich peoples but it is not the actual case. Annuities are really the most common element of the financial market and they are meant for every person. It does not depend on the financial condition of the person or any institution. So,Deion Branch seahawks Jersey, these are some of the important aspects that you should keep in your mind before you get involved in the market.

You will find that a Pop up Display Stand is really easy to transport. By utilising the wheeled trolley that almost all pop up display stands are provided in, you have an easy way of transporting your stand from car to your space in the exhibition hall - once there, it should take you less than half an hour to have your stand completely set up. I believe that any business starting exhibiting could not do better than to purchase a pop up display stand. This is not only because of the flexibility to change graphics in line with changing themes, product lines, etc.,Cheap Pat Tillman Jersey, but also to enable you to have an inexpensive stand that looks good and is easy to work with. However, it is also vital to make the most of the opportunities offered, by making sure you choose exactly the right show where you are most likely to make sales and in addition to position your stand very carefully within the show to show your company and products to best advantage to the visitors. When you are planning the location of your stand,Cheap Joe Montana Jersey, it is important to remember that the first few moments at an Exhibition for almost every visitor are spent re-orientating themselves. They will be trying to get their bearings,Cheap Jairus Byrd Jersey, putting things away in their bags, looking at signage and listening to the P.A. system. Because you need to take account of this and understand that the first few minutes of a visitor day at the show is not spent looking intently at the first stands they see, you need to avoid taking a stand near the entrance. Another important point I should mention is that in the UK, the vast majority of visitors turn left when entering an Exhibition. If you think about it, this is quite important because taking a stand on the left of the exhibition hall will mean that you get these visitors early in their day,Cheap Deuce McAllister Jersey, before they get tired out! This would be worth checking out if you do not live in the UK to see whether visitors exhibit the same behaviour in your country. Pop up Display Systems are definitely the ideal way for any small to medium sized business to start out exhibiting at Trade Fairs and Exhibitions. If you are wondering why these stands are recommended, they have two great advantages, low initial purchase price and low cost to change the graphic panels to get a completely new look to the stand. There are a few points to remember when going to Exhibitions and Trade Shows though,Cheap Michael Oher Jersey, in order to get the maximum benefit from your Pop up Display system. It is a good idea to try and visit a trade show the year prior to exhibiting there. Doing this will enable you to get a list of visitors by type so you can identify how many of them are likely to be interested in your products and services and judge for yourself how busy the show is.

Today, most dinners are four-course, sometimes five and luncheons are three-course, four for a really special occasion. Regardless of how many times the plates are cleared,Cheap Mario Williams Jersey, duplication is probably the greatest "misdemeanor" of menu planning. When there's quiche to start, apricot tart is off limits. Never serve two pies. Same story for sauce: filet mignon with béarnaise sauce or asparagus with hollandaise. Shrimp cocktail means something other than salmon - unless of course, there's a seafood motif. of International Authors and Publishers These are the individuals who organize and plan every function from conventions to luncheons and although the uninitiated may think this profession is glamour incarnate, the reality is very different. Military precision, troubleshooting par excellence and enough detail to drive an actuary crazy all define the professional Event Planner's day. President In honour of Minister of Intercultural Affairs If there is a printed menu: it should be placed on the plate over the napkin or over the napkin on the left of the plate. At the top of the menu, it should say something about the event. And another thing. What if the chef had never before prepared Coquille Saint-Jacques or pheasant? Talk about a recipe for disaster. I encouraged the group to work with existing menus, not to request something special or "off the card" as the saying goes. Stick with what the chef knows. We talked about the pitfalls of the buffet for this same occasion. One of the inherent problems is seating. Notable guests could end up by the kitchen, plus, it's next to impossible to arrange groups of people together. And buffets are disorganized by nature. Half the table could be at the buffet while the rest are eating. A partial solution is assigned seats with something to start, say a salad, at each place setting, and then guests proceed to the buffet. The Honourable Jim Bouchard The theme was a very special dinner with a notable guest speaker. Just planning the menu requires far more than an educated palate. Coquille Saint-Jacques followed by pheasant may appear to pay homage to the occasion but things don't always go as predicted. What if the speaker goes into "overtime?" The coquille's scallops turn to rubber and the delicate pheasant becomes,Cheap Tennessee Titans Jerseys, to put it politely, drab. A cold appetizer followed by the pheasant's humble but resilient cousin, chicken,Cheap Aaron Curry Jersey, is a far smarter choice. Mr. William Cooper For the Grand Opening of Next up, we discussed the menu for the same occasion but with a guest speaker from another country. Rule number one, resist the urge to pay tribute to the guest's national origins through the menu. Doesn't matter whether, for example, it's Italy or Japan -stay away from the temptations of serving pasta or sushi. Instead, select something more local for the event and time permitting, plan a restaurant meal during the visit. The 5th International Conference And finally, although even seasoned Event Planners get the sidetracked it's important to taste everything served. Some call it quality control; I call it common sense. Bon appétit! During the training program,Cheap Zach Miller Jersey, I gave a menu-planning workshop. Here's a behind the scenes look at what we covered. The expression "attention to detail" has become something of a cliché on most job descriptions. What job doesn't require attention to detail? But recently,Cheap Kansas City Chiefs Jerseys, I witnessed first hand, a group of professionals whose entire workload is attention to detail. My mission was to provide training for Event Coordinators within a large organization. International Association of Publishers Dinner hosted by:

Although I think it's very important to start setting up a prospecting machine (which includes the Internet among other strategies) that works for you even while you're sleeping or dealing with other clients, you should also be careful to manage your costs. If you spend far more than you make, you only end up hurting yourself. I was once written a note from a Zen master at a stage of my life where I was at a crossroads, and trying to figure out what to do with the rest of my life. He wrote: "Matt, the only thing that never changes is that everything always changes." Unfortunately, a lot of people confronted with this situation let their egos get in the way,Cheap Jeremy Shockey Jersey, and cling on to their old sales messages that are no longer working. They believe that if it was once a great idea, it must still be a great idea. And, unfortunately, they only end up going down with their sinking ships. Annie Lowery for Slate put out an article that outlined four mistakes Borders made. Briefly synthesized, the four mistakes were: 1. Borders failed to adopt online sales, 2. Borders neglected e-books, 3. Borders failed to diversify, and 4. Borders expanded into too many stores even despite lackluster sales. I'll go over each of the four mistakes below, and then use them to offer four pieces of advice when it comes to making sales. Anne Lowery. Readers Without Borders. Slate. July 20th, 2011. Recognize that your ideas from yesterday were great ideas, but that it's also time to move forward with new ideas today. This can only make your sales stronger. Then use that information to appeal to your clients' specific desires, and watch your sales surge. Do your research. Ask questions of clients during sales calls. Dig a bit deeper. Fortunately, there are plenty of economical ways to set up a prospecting machine that works for pennies on the dollars that you will make through your sales! It adapted with the times. It moved forward. You should too. Similarly, you as a salesperson should look to create a presence for yourself online. You may still generate a lot of leads in more traditional ways, but how could it possibly hurt you to have even more leads coming to you through a web site? The beauty of having your own personal web site is that it continues to prospect even while you're sleeping or out working with clients. The web site is always there,Cheap Saints Jerseys, always available for people to visit, even if they do so while fighting a bout of insomnia at 3 AM. It's a great way to make sales by get prospects coming to you, instead of you having to go out and search for prospects for yourself! I agree with her. E-commerce has steadily grown every year, and it's harder to be competitive without a web presence. Good companies adapt and offer online services on top of their more traditional services; good salespeople should do the same. It will make your life a lot easier if you have a web site (among other things) putting in prospecting work for you, thus setting up your very own sales machine. 1. Borders failed to adopt online sales. At first, it decided to channel its "online investment" to in-store platforms instead of its web site. Tyler Cowen. Not one single investor, in the whole wide world, thought Borders had a real economic future [ Twitter Post ]. July 18th, 2011. Knowing your clients desires,Cheap Hines Ward Jersey, and then appealing directly to what they want, is a very successful method of making sales. You need to truly understand your clients, and what they want. Borders failed to adapt not just when it came to adopting e-readers, but also when it to their very product line (CDs, DVDs, coffee, etc.). Borders failed to recognize what their clients wanted; they failed to make the shift from CDs to MP3s. This was a fatal error because it's always critically important to know what your clients want. "Not one single investor, in the whole wide world, thought Borders had a real economic future," tweets George Mason University economist Tyler Cowen. It truly is remarkable that Borders mismanaged itself so badly that it not only went deeply in the red, but also got to the point where things were so bad that nobody in the world was willing to buy out the beleaguered company. By contrast, Barnes & Noble in the early-2000s recognized the importance of the Internet, and although they knew it would necessarily tradeoff with people walking into the stores, they recognized that making book sales both online and in stores was superior to trying to drive all their sales to the stores. 4. Borders opened many stores, despite lackluster sales. The stores simply got to be too big and too expensive. What? In order to buy books online, people had to go to a Borders store in the first place? Doesn't this defeat the purpose of ordering online from the comfort of one's home? Lowery concludes her article by saying: How did it go wrong, though? And more importantly, what can you learn from Borders' mistakes to keep your sales soaring? In the end, you could blame the Internet for Borders' downfall. Retail has become a challenging,Cheap Chad Henne Jersey, if not outright terrible, business, regardless of what you are selling. But, again, other companies adapted. Borders just didn't. Like it or not, your clients' desires and buying habits will change with time, too. You may have had a brilliant strategy for selling your products or services, and it worked pretty darn well to boot. Until one day...it didn't. 3. Borders failed to diversify. In the early 2000s, Borders was making hundreds of millions of dollars in CD and DVD sales. Fast forward to the mid/late-2000s, though, and music and video sales have taken a nosedive. When the likes of file sharing software, iTunes,Cheap Packers Jerseys, and NetFlix entered the mainstream, this CD and DVD sales were no longer the way to make money. Similarly, Borders failed to jump on to a popular form of coffee or alcohol sales, which is the savior of many bookstores. Barnes & Nobles got the exclusive contract with Starbucks; Borders had to settle for Seattle's Best. 2. Borders neglected e-books, even though they are almost as popular as their paper counterparts. Amazon debuted the Kindle in 2007, Barnes & Noble answered in 2009 with the Nook, Apple's iPad would come out next in 2010. Borders took way too long to jump on the bandwagon and came out with an e-reader you've probably never heard of, the Kobo, just last year. By contrast, the pork industry totally reinvented itself in the light of a lot of negative press about the health dangers of red meat. Suddenly, pork became "the other white meat." References:

Today, it's called Permission Marketing. In 1982, we had a sales and marketing automation system running on a Digital minicomputer. It sat in an air conditioned clean room. The hard drives were platters the size of big vinyl records that held a whopping 50MBs. This was not archaic; it was cutting edge, state of the art technology. For lead generation, lead nurturing, feedback, and database updating, our staff of social PR experts used the state-of-the-art technology of the day - telephones. They called our contacts every 90 days, chatted politely, caught up on news, verified prime contact information,Cheap San Diego Charger Jerseys, and reviewed the type of content they were receiving. It was very social and excellent marketing. Some things change. Mediums have changed and they will continue to change. In the not too distant future, FaceBook, Twitter, LinkedIn, the iPhone, and the internet,Cheap Julio Jones Jersey, will lose popularity or go the way of the dodo. Our customers loved it. They received high quality, current information about products and the industry free of charge. Many of our customers created libraries of loose-leaf binders filled with our marketing collateral and white papers that conveniently displayed our logo, name, and contact information. Just like a web page! Some things never change. As sales and marketing evolve, two things will remain the same; people and their behavior. Basic human behavior remains a constant. That is why networking was, and always will be social. Because if it ain't social then it truly ain't networking. Today, it's called Social Marketing. My friend David Brock nearly busted his gut laughing when I said,Cheap Mike Quick Jersey, "Heck we were doing content marketing thirty years ago. It was called print and direct mail." He wasn't laughing at me, he was laughing with me, because things have not changed as much as some people would have us believe. Then David said, "You need to write this post." As we adopt new technologies, they should be implemented as support for the core fundamentals that make sales and marketing successful. Today, it's called Content Marketing. Now that I've stirred the pot, I look forward to your reactions, responses, and rebukes. I make no claim to the development of content marketing, many others used the same techniques, and still more long before us. Sears was a content marketer in the 1800s. I'm sure a merchant or two took advantage of Gutenberg's printing press during the renaissance, and content marketing's roots may be in cave paintings. Social Marketing and Social Networking were practiced in the most rudimentary forms in the first marketplaces. With the help of the content marketing, social marketing, and social networking mediums of the day, we became trusted experts and advisors long before our competition entered the hunt. We sold manufacturing equipment, but our product was information and relationships. Everyone in our database was there because they wanted to be there. We only sent what the customer wanted. If they were looking for green boots, they received content related to green boots; not socks or blue sneakers. And when they no longer wanted our propaganda, we stopped sending it. Networking took place at trade shows, association meetings, elevators, golf courses, squash courts,Cheap Alex Smith Jersey, bridge clubs, watering holes, and any venue where business people congregated. It was as social as social gets. When we made complex sales by telephone in 1982,Cheap DeMarcus Ware Jersey, our competition called sacrilegious. Now it's archaic. Today, the majority of marketing and networking occurs on the internet. Some people thought it blasphemous; now everyone is climbing aboard. Today, it's called Social Networking.

First,Cheap Kellen Winslow Jersey, dont' let this discourage you,Cheap Arthur Moats Jersey, and just don't give up. You definitely need to continue working at it. You don't want to let all of your investment and hard work go to waste. Yet it can be hard to continue believing in yourself when you aren't getting the results you want. As you identify possible problem areas, change one of them at a time. Then test it out to see what you end up with. For example it could be that your sales letter is not convincing enough or that it isn't detailed enough. Often times this is the problem. Take the time to re-evaluate every step of the process you have done. You may be able to get an outside opinion on it as well. Sometimes a fresh pair of eyes looking over the same materials you have dozens of times can open up information you have overlooked. Often times it's well worth it to hire someone that has a lot of experience writing sales copy. It may cost quite a bit up front but once the sales start rolling in you'll be glad you did. You have to think of your sales letter as your twenty four seven salesman online. You can have the best product in the world but if your sales letter is poor,2012 Super Bowl Jerseys, you won't make the sales. The opposite is true as well. Your product may not be very good,Cheap Darren McFadden Jersey, but your sales copy is great,Cheap Josh Freeman Jersey, in this case you may make lots of sales. For a new online business it can be puzzling when you aren't generating any sales. You may feel that you have done everything right and so you were quite excited to finally put it out there. Yet the sales are either non existent or they are barely trickling in.

6. Don't lose your composure. Because price is the sixth most important factor in selecting a product, you should not lose composure when the prospect starts pressuring, it may be a defense mechanism, a self-stroking to show knowledge about your product, bargaining, exercising buying restraint, or whatever. Or the prospect may be seeking help in justifying the purchase, that is, a buying signal meaning, "I like it,Cheap Antonio Bryant Jersey, but help me find more reasons for buying it". Price alone makes salespeople vulnerable. Understanding that salespeople who sell price alone are vulnerable to losing the account when someone comes along with a better quality or service. Here are the strategies I use to lessen the influence of price on a sales decision. Six Ways To Get The High Price: The pay-off - a satisfied customer 2. Cost-benefit ratio. The prospects buying decision will be based on perceived value in relation to price. Values or benefits are not in the product but in the prospects mind. The salesperson has little control over price, but does have control over presenting the prospect with enough reasons to buy. Hear it out, listen. Getting the complaint out in the open relieves the distress of ill feelings clients may have. The more they talk,Cheap Arthur Moats Jersey, the more you will learn about their concerns and how to deal with it if you listen to the customer. He is telling you how to fix it. Avoid the argument; the complaint may be groundless,Cheap Jairus Byrd Jersey, but don't make an issue of it. Complaints are not resolved to mutual satisfaction in a controversial climate. Avoid meaningless excuses. These do nothing to resolve the situation. If the complaint is valid - fix it - with no alibis. Assure the customer you will get the facts and do your best to resolve the matter to his satisfaction. Don't let complaints linger. The longer they remain unresolved, the more they become a source of friction and are apt to become serious. Handling customer complaints. Comparison of price, value and quality in the business world is the name of the game. Yet even after a rigorous price comparison, price will rarely be the dominant factor. When you sell value - your best combination of quality, service and price - you will have a far happier customer than when you sell price alone. BACK TO BASICS 1. Create benefits rather than compete with prices. 2. Protect a price resisters ego with no-price extras or service. 3. Sell visions and ideas, not just products or service. 4. Create visual images of the prospect enjoying your product. 5. Reduce a price difference to the lowest unit possible. 6. Train yourself to sell value - not price. Value, again, is the combination of price, benefits, quality, and service. If I were to ask you how price ranks in the customers mind when considering a sale, what would you say? First? Second? Try again. Surveys have shown that both private business as well as government officials rank price only as the sixth-most important consideration. In today's competitive world, a price objection is the quickest way for a prospect to get rid of a salesperson. Yet top sales professionals are seldom the ones with the lowest price. Why? Value vs. Price. 3 Put a picture of something that you want to purchase on your refrigerator so that you see it every morning. But don't forget to reward yourself for short-term accomplishments. 4. Justify the price. The price can be higher than the competition as long as the prospect feels it is justified in terms of the values and the benefits offered. The best way to justify the price is with more benefits. In the end the price has to be sold, or justified, with the benefit of the product or service you offered. Price is never the dominant factor. 2 Send out mailers that require you to call on so many people each week. Use a number like 40-50 commercial contacts a week and follow up by phone. Cold calling is not required. Use information age technology to generate leads. Handling the Sales Lows: Three Ways To Think About Change: 1 When you lose momentum, you usually can trace it to the fact you have not set clear goals or your goals are so large and long-range you tend to go off-track and lose faith in your ability to achieve them. Re-evaluate your goals and break them down, so that you can create short-term rewards and a feeling of accomplishment. 1. Know that change is inevitable and it is often good and healthy. 2. Participate in change. Be eager to make a difference. Don't react from necessity. React by thinking, planning, and taking action. 3. Believe strongly that you can make a difference. It matters not if you are selling tiddlywinks or imported Italian cranes that are 30% higher in price than the closest American made crane, every price is too high until the prospect is emotionally involved. Quite often the salesperson must assume the role of "negotiator" to close a sale. You've found the right prospect and developed a strong interest in your product or service, but the terms of the deal are now under fire. Although you may not be able to change prices or delivery schedules, it is important to remember one thing: The negotiator's job is not to do the impossible, but to make the possible probable. To be effective, you must understand and apply the key principles of negotiating. Even so, there is no guarantee of success. But, not having a grasp of negotiating is almost a sure guarantee of failure. Unless you are UN expert in negotiating practices, you stand a much lower chance to get what you want. 3. Reinforce continually. Reinforcement builds the type of confidence you want in your customer. One way is to ask questions which require a "yes" to your questions. "Even if you are on the right track you will get run over if you just sit there". Every salesperson has experienced highs and lows,Cheap Scott Fujita Jersey, peaks and valleys. The trick is to minimize the lows, continue to work, and take advantage of the highs. Motivate means to move and take action,Cheap Torry Holt Jersey, so sitting and worrying is the worst possible thing you can do. Anything that produces activity is the answer. Here are three ways to get "on track": Keys to Negotiating Excellence Remember that you need to present the valve of the equipment to the man who signs the check. If you are relying for his second in command to sell the values to the one who writes the check for you, you are sadly mistaken. 1. Seek information. There is a rule of thumb in negotiation: The best prepared party gets the biggest piece of the pie. Dig out the facts. Do your homework. Find out all that you can about the other party from independent sources such as, their problems, needs, interest, goals. Your awareness of these issues helps you to create acceptable solutions. This will help make them more receptive to your ideas and gives you the advantage. 1. Arguing creates defensiveness from your clients. Ignore the customer's style of delivery and personality. Don't let that distract you from listening to what is being said. Handle the problem with a calm and rational behavior. Often price is more of a problem in the salesperson's mind than the prospects. Top sales professionals have learned that most customers start out price-conscious but end up becoming value-conscious. Understand that value is the emotional combination of price, quality, benefits and service. The objective is to influence customers as to why they are better off with the benefits and the values your company offers. 3. Buying is an emotional process. The emotional involvements run the gamut from prospects wanting the item so badly they will do almost anything to get it, to analytical purchasing agents wanting the recognition from their peers for low-cost, high-quality purchases. The strongest emotions often are based on past negative experiences involving service or quality. Ask questions to find out your prospects past dissatisfaction with service or quality and show how you will do better. Remember these valuable points in negotiation. 2. Negotiation involves seeking information so as to understand the customer's situation and needs. It requires a cool and thoughtful approach. And it needs to have the customer feel a "win". That is, that he or she is better off dealing with you than not dealing with you. 5. Pre-empting price. If your price seems high, you can soften its effect by pre-empting it. That is, you bring up the subject as a benefit and justify it before the prospect complains about it. In that way any objections to price are minimized. 2. Rehearse. Anticipate as many predictable responses, obstacles and objections as possible and prepare your responses in advance. Thomas Edison once said "genius is 10% inspiration and 90% perspiration". Preparation and rehearsal is the perspiration of negotiation genius. 1. The prospect is always asking, "Whats in it for me?" The answer to this in not features but rather benefits and reasons to buy. Rarely is any one feature worth the price, but it is possible that one benefit is worth the price.

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