The career in sales looks very glamorous to many people. There are so many sales people praising their jobs, and enough facts about millionaire sales gurus that it seems to be the quickest way to get rich. Even though a large percentage of the rich tend to be in sales it does not make it easy. For every one that succeeds, another hundred fail. I know that sales jobs are always easy to get, as the turnover is very high, and most operate on commission only models. There are so many individuals that held at least one sales job in their past, that it is an astounding phenomenon. Most tend to think that they are better than the rest of those losers in the water,Cheap Jeff Saturday Jersey, and start swimming right away. I know that for a while it seems easy, but without the right know how,Cheap Philadelphia Eagles Jerseys, and technique the initial boost of energy disappears fast. Do not feel bad, that was usually my fast reaction as well but I learned. First, get in the water and just try to stand. Observe the people around you and see where they are succeeding and where they fail. It is only after you feel comfortable enough that you should start to swim. In the beginning stop often and reevaluate your technique. To me, all sales jobs tend to look like a current making its way downstream. Keep in mind that there is no safe side that we can pass to, but there are spots that are easier to swim in then others. This would be selling something that you are interested in or are excited about. Now, as you approach the stream it is a very interesting sight,Steelers Superbowl Champs Jerseys, some people are standing, few drowning, and some treading the water with a few swimming around with ease. Remember that this is a strong current, as the competition in sales is fierce. As it is your turn to go in, think about what your instinct tells you to do. I have seen many new sales people come,Cheap Stanford Routt Jersey, tread water for a year, and leave. They like what they see in the offices of the top sales guys, and try their hardest imitate them right away. People go after the elephants and forget the bread and butter that keeps them alive on a daily basis. There are unrealistic expectations forced up them, by themselves and it overwhelms them to the point that they stop being productive. It is also that some thought it would be easy, and are just too lazy to do the work. Now, I am not trying to turn you away from sales as I love to do it. It does not mean that I enjoy working for certain companies,Cheap Aaron Kampman Jersey, or that I think many of them have systems that are fair to the sales staff. It is simply that we go through our lives selling ourselves. We do it anytime we want something from someone, as we have to sell them on the idea. Even when you are trying to find a job, starting with the resume the sales process begins. I do however think that in the profession of sales, many shoot themselves in the foot before even starting.

All too often dealerships are comprised of frustrated salespeople who seem to fail more often than they succeed. While there are hundreds of "reasons" for this - personality lack of training, product, etc. - the responsibility lies with both the salesperson and management. To improve their success rate,Cheap Johnathan Joseph Jersey, salespeople should consider these seven common reasons for failure and take action to ensure they get back on track for success. U---Understanding As part of a team,Cheap Terrell Owens Jersey, each person has to be able to rely on a fellow associate for assistance and support. When a salesperson is unreliable and cannot be trusted,Cheap A.J. Green Jersey, then failure is surely the only possible result. R---Reliability A---Attitude E---Empathy F---Focus Attitude is critical and in salespeople, no matter how it is expressed or what circumstances are faced, it must remain positive. Often salespeople will meet customers with what appears to be a negative viewpoint. The professional must recognize this as an opportunity to turn a negative situation into a positive one and avoid being drawn in to a negative perspective. Having a deep understanding of the job, the product, warranties, etc.,Houston Oilers Jerseys, is often taken for granted. As a result, salespeople may find themselves working nine to ten hours a day with no comprehension of their goals or achievements. The professional salesperson must approach each day with a plan and clear understanding of their desired results. I---Interest All of us at one time or another wonder, "Why learn new ideas or ways when the old ways work fine?" In the automotive business, there is no "status quo." Learning must be a constant goal and successful salespeople seek opportunities to learn with each encounter they have every day. Salespeople often lose sight of their true objectives. By asking a few simple questions - "Why am I here?" "What's expected?" "How do I measure up?" - their focus can remain clear and steady. Complement this with the practice of monitoring their goals and objectives as part of a daily routine, and they've taken the first step toward success. L--Learning Empathy is defined as the ability to understand the customer's problems from their point of view. Salespeople must take the time to identify with each of the customer's concerns in a genuine manner if they want to meet or exceed their expectations, and ultimately succeed themselves. Interest sparks job enthusiasm. With a plethora of technical advancements, constantly changing products,Michael Jenkins Jersey, services, warranties, and practices, it is easy to be overwhelmed. Keeping a keen interest in the developments not only at their dealership, but in the automotive business will give salespeople an edge and spark enthusiasm in customers. Keeping these seven reasons for failure in mind and developing action plans to avoid F-A-I-L-U-R-E traps is the first step on the road to a successful career in automotive sales.

To survive in sales, finding the time to prospect is not optional! Every sales representative needs a steady stream of new opportunities entering their sales funnel if they expect the right amount of sales flowing out. Most sales people know they need to prospect regularly in order to be successful in the long term. In fact, virtually every sales professional could improve their results if they just did more prospecting. Now prospect this week to fill the holes in next week. New appointments should be booked in the same geographical locations as the existing ones. This minimizes unproductive travel time and maximizes your time spent selling. Lastly,Cheap Mike Ditka Jersey, but most importantly, time should be scheduled for prospecting activities. Ensure that you book at least one hour each day. Remember, this time is a scheduled appointment just like a meeting with a prospect. You wouldn't cancel on a customer, so don't cancel on yourself and your future sales success by failing to complete your prospecting activities. There's a line that will send your sales manager scrambling to search through their resume database. Book your time for office duties next. This should be in non peak selling hours, either first thing in the morning or after 4 pm. Preparing quotes,Cheap Emmitt Smith Jersey, answering emails, returning voice mails and completing sales paperwork should be completed in this scheduled time, but only in this scheduled time and not in prime selling hours. Aim Higher! Use a calendar which shows a whole week on one page. This is critical,Cheap Darrelle Revis Jersey! The only way to plan a week properly is to be able to see the entire week at a glance. If your PDA can't do this, either find one that can or use a paper calendar instead. Now go to next week's schedule and start to plan your time and how you are going to spend it. With some proper planning and time management techniques,Cheap Deuce McAllister Jersey, you can fit more into your day. The key is that you need to work this week to book next week! However many are already working long hours and just don't know where to find the time. The best way to ensure that you always make time to prospect is to arrive at the office Monday morning with your week already booked. Susan A. Enns The first things to enter into your calendar are your booked appointments. This includes meetings with customers,Cheap Jonathan Stewart Jersey, sales meetings and personal appointments. When doing this, also write in the geographic location of each appointment using the postal code.

An altered state of consciousness is simply any waking state in which the brain operates in a significantly different state than the normal beta wave state humans function in. The term 'altered states of awareness' is also used. It can be used in direct selling to remove objections and close more sales. During our normal waking state our brains generally operate in beta waves. Alpha waves generally happen when relaxed or while daydreaming. Gamma waves are experienced during REM sleep and while waking. Theta waves usually occur while drowsy and also while daydreaming. But how do I use it in direct selling, you ask? Keep exploring the site for direct selling techniques that induce a trance state in clients. Accounts exist of ancient Greeks going to temples for 'healing sleep'. During this healing sleep, dream occurred which helped the individual work through problems. Deep tranquility often occurs in theta waves and is thus a target for those seeking relaxation and relief of stress. Delta waves occur during deep sleep and unconsciousness. Now in direct selling you're unlikely to induce such waves in your clients naturally but there are techniques to bypass this. Many things can induce such a state, including illness,Cheap Sam Mills Jersey, sleep and food deprivation, as well as the use of hypnosis or drugs. All three share some similarity in that they require a quiet and peaceful environment and are generally inward focused and involve a state of relaxation. As a seller you're probably asking what on earth trances have to do with direct selling. Often people let media portrayals of 'trances' affect their perception of the word,Cheap Santonio Holmes Jersey, and are unaware of what the term refers to and how it can help them as a seller. The word trance can apply to many altered states of consciousness, including those induced by hypnosis or drugs,Cheap Arizona Cardinals Jerseys, but also by meditation and prayer. If you don't believe this could have any relevance to direct selling, read on. The similarities to modern hypnotherapy are striking. Throughout history,Cheap Tom Brady Jersey, important religious figures, healers and magicians have all experienced trances or visions. Modern science now better understands trances. In direct selling scenarios,Cheap Marques Colston Jersey, a trance can influence people to buy. Hypnotic trances have been used to help individuals uncover buried memories or place suggestions to help them break bad habits. The benefits of inducing a momentary trance in your clients while direct selling are huge.

Each business is different and you may be asking yourself questions such as "what should I offer?", "what can I offer?",Cheap Todd Heap Jersey, or "where do I find these products or services to offer?" I would be happy to help you answer these questions specific to your business for free with my business help program. Get a private one on one appointment today at www.15MinuteBusinessHelp.com. Customer acquisition is expensive and for many companies their customers only do business with them once a year, once every three years,Cheap Colt McCoy Jersey, or sometimes only one transaction in a lifetime. Offering an Upgraded Product or Service For A Fraction More Than They Are Already Paying. I have a client who operates a business where he sells and installs flat screen televisions. His competitors are Best Buy,Cheap Chiefs Jerseys, Walmart, etc. Each customer that is ready to purchase a flat screen TV in the neighborhood is offered to upgrade their television to a significantly larger TV for 10% of the cost of the one they are paying. His customers are getting more and he is getting more per sale. Everyone Loves to Feel Safe & They Are Willing to Pay For It. A client of mine who manufactures musical instruments has the ability to offer clients a lifetime warranty. Their standard warranty is 10 years however a customer can upgrade to a lifetime warranty for less than 5% of the cost of the instrument. In other words the customer is being protected against themselves for the life of the instrument for what amounts to pennies a day. Customers are happy to pay for the security and those that don't have a 10 year warranty. Complimentary Products Or Services Are a Win For Everyone. While this isn't new it is amazing to me how many companies fail to offer products or services from other complimentary companies when a customer is in buying mode. For example I have business partners who sell my products to their clients. Their clients get additional value and help and both of us benefit financially from the transaction. One of the hardest parts of being a small business owner is finding a new customer. Once you have that customer in front of you maximizing the sale is critical. For those who are thinking "I don't want to s bleed my clients dry" that's not what I am talking about. These 3 strategies will increase the value of each sale dramatically. The easiest and fastest way to put these methods into place in your business is to pick one start offering it in the next few days. Regardless of your product,Cheap Lardarius Webb Jersey, service,Cheap Isaac Sopoaga Jersey, or customer buying patterns these 3 strategies will help you increase the average value of each sale as well as differentiate you from your competition. These strategies can be used online or offline. For maximum increase in your sales using these 3 strategies in both your physical store and online presence is recommended. Don't worry that some people will say no to your offer. They key is to focus on the percentage of customers who are more than happy to purchase additional products or services from you.

Almost every salesperson has had the experience of being beaten-up by a buyer (metaphorically speaking,Cheap Josh Freeman Jersey, of course!). Indeed, with the fundamental shift in the balance of power in favour of buyers, selling has become an increasingly bruising activity. It may be a knockout blow that loses the sale, or perhaps a severe bruising on price and terms. All too often the killer punch is preceded by a slow wearing-down of the seller through ever more drawn-out and complicated buying processes. There are 5 areas where sellers are most at risk of being beaten-up: As another battle-weary supplier we spoke to pointed out: "The buying process has been designed to put the buyer to the test,Cheap Matt Hasselbeck Jersey, to pit one supplier against another and to wear the seller down. It can be a long-drawn-out, often gruelling process,Cheap Charles Woodson Jersey, with lots of false-starts and setbacks." To conclude, if sellers are to avoid being beaten-up,Cheap Panthers Jerseys, then for each opportunity or bid they must understand exactly what is involved, as well as how long it is likely to take and what the key stages/decision-making criteria are. "I often hear sellers crying foul play", explained another sales consultant we spoke to, "but whenever I hear a salesperson complain about either being lied to by the buyer, kept in the dark or taken advantage of, I immediately figure that they themselves must be at fault. That is, they have generally failed to adequately understand the buying process, read the situation or spot the early warning signs", he concluded. In the words of one sales manager we spoke to: "Salespeople must realize that, as far as most buyers are concerned; 'the gloves are off'. It is a tough marketplace, and we need to become hardened to it - there's no point in licking your wounds, or crying foul play." To download the full whitepaper in PDF format, please visit The ASG Group website. The point made by many is that sellers are frequently allowing themselves to be beaten-up because of a lack of preparation, or a mismatch of expectations. In particular, they are exposed when they show a lack of understanding of the rules of the game - and specifically those of the buying process. Are You Getting Beaten-Up Unnecessarily? It is only based on a better understanding of the buying decision that the seller can confidently get into the ring with a buyer, or decide to sit it out if they cannot win. Have You Been Beaten-Up By A Buyer Recently? The question is whether we as salespeople can justifiably complain about the buying process - given that it is simply a competitive reality. Isn't it more important to address the manner in which we respond to it? "Buyers don't treat salespeople with kid gloves any more, that's for sure", said another manager. "That's why being seen as an expert, rather than a salesperson, is important if you want to be treated with the respect of a peer or equal." Sellers often complain of gruelling buying processes, as ever-lengthening sales cycles mean they must be willing to 'go one more round'. They may also give out about buyers who change the rules along the way, or simply make them up as they go. Negotiation Procurement Contracts Competition Implementation The advice for sellers, then, seems to be to 'go in with their eyes wide open' - or,Cheap Adrian Peterson Jersey, more specifically, to: Continually pre-qualify opportunities, and to forecast them more realistically Understand the buying process and what it will demand of them Fully understand the buying logic (or business case), as well as the complexities of the buying team Expect surprises - the buying process that has been set out is likely to flux and change There Is No Point 'Crying Foul Play'!

Step 2: I) A guideline related to travel or overnight stays in a given week: Whether your sales territory is geographically huge or, is small with thousands of call points, you will benefit from a smart coverage plan. Regardless of the type of field sales you do, there are some basic and simple ways to maximize your success. A smart sales territory coverage plan should be designed to provide you the following benefits: "I should be able to see all my "B" list targets every 3 month time-frame and,Michael Jenkins vikings Jersey, all my "C" list targets every 6 month time-frame. Step 3: A smart Sales-Zone plan is the way to maximize your time and give yourself the absolute best opportunity to achieve success in "...Your New Sales Territory." It is surprisingly common for company Sales Representatives to neglect large segments of their assigned territories. Like many Anglers,Cheap Ricky Williams Jersey, they're overwhelmed by the size of the lake. So, they tend to work a few favorite fishing holes. Here are some simple guidelines to help the Field Sales Professional design a winning territory coverage plan. In my series, "The 1st 100 Days...", I have laid-out some Best-Practices and a few unique ideas for the Sales Professional who wants to "Hit the Ground Running" in their new sales territory. - More opportunities in your Sales Funnel - More Sales - Increased commission Income - Reduced travel expenses - More and better customer relationships - More quality-time with your family - Greater job security - Top rankings in your company's sales organization Do you remember the old riddle about attacking large tasks? - All your "Ideal Sales Prospects" - All current "Sales Leads" - All accounts currently in your "Sales Funnel" - All accounts that you consider significant "Current Customers" - A strategic selection of your competitors' biggest and best customers The best territory coverage plans begin with a well thought-out categorization of those you call on. You will want to define what type of businesses or accounts represent your best opportunities. Start by making a list of the general characteristics of the "Ideal Prospect" to call on. These general characteristics should not require an intimate or Insider's knowledge of the prospective account. This task should end with 2 simple and clean definitions: 1) for an "Ideal Sales Prospect" and, 2) for a "General Sales Prospect". Your "B" sales call targets will include those accounts that make up your "General Sales Prospects", along with all those who fell-a-little-short of making the "A" list. "Answer: One bite at a time." "When I visit a Zone in my territory I will stay or Work-the-Zone for 2 to 4 consecutive business days." "I should be able to see all my "A" list accounts every 1 to 2 visits to that Zone." Your "C" targets will be the remaining universe of sales call opportunities in your territory. II) A guideline related to coverage of "A" list accounts and targets: Create the "Sales Zones" of your territory. Divide your territory into 4 to 10 Zones. The number of Zones you have in your territory will be dependent on the size of your territory (both geographic and number of call points) and the type of selling you do. Devise a couple of your own rules-of-thumb for the mapping of your territory subdivisions, similar to the following. This will serve as a guide to help you establish the number,Cheap Mike Iupati Jersey, size, and location of your territory's Zones: You will need to adapt these Zone creation rules-of-thumb to your selling environment. "How do you eat an elephant?" Define your "A", "B" and "C" sales call targets in your territory. Your "A" List sales call targets will include the following: Step 1: III) A guideline related to canvassing your "B" and "C" list accounts and targets: I typically warn Sales Professionals about scheduling patterned visits or "Cycles" to their Zones. The practice of pre-assigning Zone visits to specific weeks of a month or a quarter often fails. A Sales Professional will be "Pulled" into a Zone more often than "Cycling" into a Zone on a scheduled visiting pattern. Customer issues,Willie Parker redskins Jersey, sales leads,Cheap John Matuszak Jersey, and sales funnel activity will often be the reasons for scheduling a visit to a Zone. Whenever you are "Pulled" into a Zone, be sure to pre-plan your time there and extend your stay.

There are some famous salesmen and pitch men; pitch men are power sellers that can take any product and move it; usually you will see them on the infomercials. They are good at convincing people to buy what ever it is that they are selling, these guys are full of life, very energetic,Cheap Harry Carson Jersey, speak loud and clear, they get your attention that is what you have to do. Timid people don't make good sales people. That's just a label; timid, do not accept that you are shy,Cheap Keith Bulluck Jersey, or timid if you want to sell, then just do it. If you keep at it you will learn and master the art of selling; just like a painter masters his art,Cheap Adrian Clayborn Jersey, or a musician or any artist. Selling things to people face to face is easy, once you get over the fear, once you get over your shyness, once you change your way of thinking from lack of confidence to confident. When you realize and believe who you really are. Selling will be easy. Selling is easy. If a person wants to be a master seller, read study, and practice. Get out and sell, be motivated to get your money. I think that any one that applies them self to selling,Cheap Rey Maualuga Jersey, has to be making progress toward being a better person. Only someone that is strong, and believes in them self will make it; in a sales business if you don't sell you don't get paid. Maybe when the gas and the lights get cut off you will make a move and do what you have to do. No one can give you all the answers; we can only show you the way. If some one could give you all the answers to any question you could ask you would still have to apply that to your life there is no magic you still have to take action, get it going. Just like every thing else that requires skill; selling too is an art, some people seem to have it naturally. Some have to work hard at it; Experience is the best teacher. It is good to have a mentor or a coach. It is good to sell with someone else. A good friendly competition can be very motivational. Talk to top sellers and they all have at least one thing in common. They all have learned how to be people persons. You have got to have people relate to you,Cheap Arizona Cardinals Jerseys, you have got to be present you have got to work at selling every chance you get.

By doing these three things you'll find that,Cheap Bruce Matthews Jersey, without working any harder, your sales will rise because you have more time to spend with prospective customers. The next thing to do is to establish a set time each week for each customer. At this time you will be able to communicate with all your customers to keep them updated on the progress of their orders,Cheap Rodgers-Cromartie Jersey, resolve any problems and answer questions. You can also use this time to advise your customers if there are any special products that are going to be available, any special offers, sales or even changes of personnel in your office. Save time by creating e-mail templates. Go back to the e-mails that you have sent over the last month and design a series of templates that you can quickly and easily customize to each customer. All you have to do is to put in the customer's name and a little bit of specific writing in each one. This means that each e-mail will only take less than a minute to complete and send off. One of the quickest ways to organize your selling time is to plan the times of the day that you are going to return phone calls and answer e-mails. Establish a morning and an afternoon time for these tasks. Put the times on your voicemail for your office and your cellular phone. Make sure that you attach these times to your e-mail signatures and do everything in your power to ensure that prospective customers,Cheap Roddy White Jersey, existing customers,Cheap Pierre Garcon Jersey, your colleagues and your boss know when you will return their calls and e-mails. When you start this regime make sure that you are consistent and that you stick to it. As a salesperson you know that the more time you spend in front of prospective customers the greater your volume of sales will be. Regrettably, some days it seems like there's a conspiracy to prevent you getting in front of your customers. You go to your office bright and early and immediately get bogged down in phone calls,Dallas Cowboys Jerseys, e-mails and answering questions from your boss or colleagues. The best part of your day is shot and you haven't achieved any of the things that you had planned to do. Working under these conditions can be so frustrating because you go home at the end of the day wondering what happened to your good intentions. You can waste the greater part of each day by constantly answering phones and e-mails. The majority of these incoming interruptions are not important issues. However, if you are running a business and you need to be available throughout the day for emergencies, get another cellular phone and only give the number to people who may need to reach you in an emergency. Make sure that they know that the number is only to be used in a proper emergency only.

Let's assume you're interviewing for a sales position. Here are several questions you can ask the interviewer. The photograph was very telling, at least for me it was. Wearing jeans to a job fair is like jumping from a plane without a parachute. What were these people thinking? What are your criteria for making a hiring decision? How do you measure the success of your new hires during the first 120 days? These tips will help you dress for success when job hunting. When you look in the mirror what do you see? What you see in the mirror is what your potential employers will also see. Avoid pouring on the cologne and perfume. Be conservative when it comes to wearing jewelry. What are the responsibilities of your salespeople? As you get ready for your job interviews remember if you want to look fit and trim, it means you have to be fit and trim. You are a walking Billboard during every job interview. What qualities are you looking for in your salespeople? Your fingernails should be trimmed. Choosing the right attire is more complicated than ever. What are the biggest challenges your salespeople face? Probably - they weren't thinking. During a job interview how you are dressed can set the tone for the entire interview. When it's appropriate,Cheap Jake Long Jersey, ask some good questions. These questions will turn heads and may open the door to the second interview. In sales,Cheap Touraj Houshmandzadeh Jersey, first impressions are often lasting impressions. You have to look good and of course you have to sound good too. There were dozens of employers interviewing hundreds of job seekers. Will Rogers once said, "You never get a second chance to make a good first impression." A few weeks ago there was a picture in the business section of my local newspaper. The article accompanying the photo was about a Sarasota job fair. Your clothes should be cleaned and pressed. The safest colors to wear to job interviews is navy, dark grey, and black. The color of your belt should match the color of your shoes. Another small point is to keep your shoes shined - especially the heels which can get scuffed with all the driving you do. The recession we've all experienced during the last few years has kept people in jobs they don't like. It also meant a lot of people lost their jobs. You're more likely to underdress than overdress. Your best bet is to call the Human Resources Department and ask,Cheao Mike Thomas Jersey, "What is the appropriate dress for an interview?" The best advice I've ever seen on buying clothes, and I wish I could remember the author's name but I can't,Cheap Johnny Knox Jersey, "Is to buy half as much and spend twice as much." Always dress for success when you're job-hunting. Here are some tips to help you create positive and dynamic first impressions. So always dress for success when job hunting. Interviewers are making yes / no decisions in less than 10 seconds. I am an optimist and believe things are starting to turn around for the better which means more people will be job-hunting for better positions. When it comes to your hair,Cheap Brett Favre Jersey, it should be well groomed. Here's another big tip for you to consider. And of course - no visible body piercing. I know you're probably thinking that's a no-brainer. Unfortunately not everybody has brains! Just remember your clothing is the first and fastest clue your interviewer sees. Your appearance can establish credibility and build rapport for you.

Find your niche. Don't try to be everything to everyone. That's not to say that you should meet with a prospect and then ignore them until they decide to pick up the phone and call you again. You should touch base periodically, but do so in a way that demonstrates your continued mindfulness of and investment in their needs. Reassure them that you're ready to hit the ground running if and when they choose to move forward. In today's marketplace, growing your business is as simple as building relationships - something you've been doing your entire life. The salesman loves the 30-second elevator pitch. He comes out swinging right off the bat with a perfectly polished speech about how wonderful his products or services are. The relationship-builder doesn't talk in bullet points. He paints a picture of the end result. The salesman is dead. Long live the relationship-builder. Ultimately what you're really looking for are the questions, concerns, issues and insecurities that keep them up at night. If you walk in and show them that you understand their challenges from their perspective, they'll be more easily convinced that you also know how to overcome them. To be accepted by their community, you must first contribute. This will likely require being an active participant in social media channels, where you can interact directly with current and prospective customers in ways that are helpful, insightful or even entertaining. This also almost always requires ensuring that your own online home base - your website - provides value beyond compare in its free content offering, whether that takes the form of blog articles, videos or other types of resources. If you are given the opportunity to meet with a prospect, gather as much intelligence as possible beforehand. After all, when you have the entirety of the Internet and its infinite font of information at your disposal, why not use it? The salesman is a great closer. Once he has a signature on a contract and money in hand, his job is done, and he has already long since turned his attention to his next target. Just be yourself and do what comes naturally. Focus on serving others. Have conversations. Talk plainly but with authority. Be authentically helpful. Let your expertise do the heavy lifting. Lead the way to success for your prospects. The relationship-builder demonstrates a different brand of confidence - one rooted in the foundation of authentic expertise and experience. So what's the solution? Forget everything you thought you knew about sales. Do your homework. Don't make assumptions. We've said it before, and we'll say it again: you must be identify the tribes of people who represent your target market, find the places where they live online and earn your right to walk among them as a leader. The relationship-builder endeavors to establish a foundation of trust before ever asking a prospect to entrust him with their time, attention or hard-earned dollars. What can you learn about the person you're meeting with? What is their professional background? What experiences or interests do you have in common with them that can help you break the ice? What's the story of the company they represent? What does their competitive landscape look like? What opportunities can you see that they might not be taking full advantage of? You'll be amazed at what spending a few minutes with Google, LinkedIn, Facebook and Twitter will reveal. If you're like most entrepreneurs, you love what you do. You have a passion for your ideas, your products and your services. But you hate selling those ideas, products and services with a passion, too. The salesman cold calls. His is the Russian roulette approach to business growth. He spins the wheel and hopes for the best. The relationship-builder does the legwork necessary to ensure that the relationship starts off on the right foot. He recognizes that no two customers are alike, and if he doesn't have a fundamental understanding of the problems they face, how can he propose to address them? Think of every interaction you have as an opportunity to cement their continued loyalty. Don't just meet their expectations; exceed them at every turn. Have a conversation. Don't make a pitch. Remember: a pitch is a push; a conversation is a two-way street. After all, as a relationship-builder,Cheap Terrell Davis Jersey, you must be willing to give away some of your time and expertise in order to plant the seeds of trust and open the lines of communication. But the benefit of your efforts is that when someone is ready to pull the trigger on a buying decision, your name will be the first - and maybe only - one on their call list. The key to convincing prospects that you are their best choice is truly believing that you are, in fact, the best choice for them. The salesman has a laundry list of features that he wants to make sure he conveys to a prospect so they know just how special his product or service is. Pull,Cheap Jerricho Cotchery Jersey, don't push. The relationship-builder never closes. He pays attention, he nurtures,Cheap Mark Ingram Jersey, he earns the right to continue serving the customer's needs. When you're trying to grow your business, it's tempting to cast your net far and wide to reel in any and every prospect that crosses your path. But grasping at straws is no foundation for long-term, mutually beneficial relationships. The relationship-builder asks questions first. After all, this meeting is about serving the prospect's needs, not his own. Say goodbye to your days of being a salesman once and for all. Here are the dos and don'ts that will guide you in building relationships that lead to business growth. R.I.P., Mr. Salesman. Hello, Mr. Relationship-Builder. The salesman is unshakably confident - to such an unnatural degree that he comes across as phony and affected, as if he's merely putting on a well-rehearsed show. Be a nurturer,Cheap Shawne Merriman Jersey, not a closer. Remember that every touchpoint - whether it occurs in person, over the phone or via email - represents another chance to strengthen the bonds of trust that exist between you. Tell a story, don't tout features. Remember that this person and this company have decided to take a chance on you. To them, it's still a roll of the dice at this point. This is your opportunity to prove to them that their gamble will pay dividends in the realization of the future success you promised. The relationship-builder lets the customer decide when they're ready to take the relationship to the next level because that's what serves the client's interests. Don't become so wrapped up in your own presentation that you steamroll over your prospect. You should listen at least as much as you talk. Make sure you truly hear what the prospect has to say. Pay close attention to their body language and facial expressions for cues that can help you steer the discussion in directions that reinforce their trust in you. Tell your prospect the story of their future success and how you're going to help them achieve it. Give them a reason to believe why will it work, what will it be worth when it does and why are you the one that can make it happen. While it is important to do your homework before a prospect meeting, don't make the mistake of assuming that you already have all the answers you need. And certainly don't script out the interaction. The salesman wants a commitment today because that's what serves his interests. When you find the people that you are meant to serve, convincing them to let you help them reach their goals is a much less difficult proposition. "Closing" is a dangerously misleading term - one that is symptomatic of the old school of sales. When a customer makes the choice to do business with you, you're not closing anything. You're only beginning the process of cultivating a relationship with someone whom you hope will be a lifelong client. If you approach the process of growing your business as a mission of earning trust and building relationships with people rather than just closing one sale after another, you'll find that it's not a dreadful task at all but rather one that's actually enjoyable and even rewarding. So what are you waiting for? Get out there and start building! Ask a lot of questions. Confirm the conclusions you drew from your research. Be prepared to improvise. You know your business, and if you've done your due diligence,Buccaneers Jerseys, you know their business pretty well, too, so there's no need to be apprehensive if the conversation takes an unexpected turn. Follow the guidelines we've outlined here, and you'll inevitably find that your prospective customers respond positively to seeing that their needs come first and that you have a genuine interest in helping them advance their own goals. And never stoop to tearing down the competition. Unless your prospect broaches the subject, there's no reason even to acknowledge their existence. This is your time to shine; make the most of it. When you talk to a prospect, speak with authority, not arrogance. Demonstrate that you are a master of your field, but interact with them as an equal. Relate to them as one person who understands the challenges of growing a business to another. Be patient, not pushy. And you know what? Your customers hate being sold just as much as you hate selling them. There's no magic formula for success. You don't need to be a fast-walking, smooth-talking salesman to get people's attention. You don't need to put on a dog-and-pony show to convince them you are the best at what you do. Flash isn't what's going to get the job done. The salesman has a one-size-fits all pitch for every customer. His product doesn't change, so neither does his approach. The relationship-builder can say with confidence that he is the best man for the job because he knows his strengths and his customers' needs well enough to know that it's true. Be authoritative, not arrogant. This type of self-assuredness starts with knowing where your depth of expertise lies and identifying those who can benefit most from it. This requires you to be resolute in defining your service niche, clear in identifying your target audience and focused on finding ways to connect the dots between the two. The salesman will eagerly talk the ear off of anyone and everyone that will give him the time of day, regardless of whether they have any real use for his products or services now or in the future.

Letter of Intent - see heads of agreement.,Cheap Brian Urlacher Jersey SAV Stock At Value - stock to be purchased at the value on the day of sale. Valuation will normally be determined by GAAP. P/E Ratio Price/Earnings Ratio - a measure of how many times the current level of earnings someone is prepared to pay to acquire an interest in a company. A high P/E multiple usually indicates an expectation of high growth (as then E is expected to grow significantly reducing the P/E ratio down to a more normal level). The inverse of the business's yield. Secondary Buy-out - the sale of an interest in a company by one VC to another. Generally unpopular with VCs as it is sometimes seen as a sign of 'failure' by the first investing VC. Heads of Terms - see heads of agreement. IRR Internal Rate of Return - the discount rate at which a net present value calculation gives a zero result, which in turn means that the discount rate equates to the return generated by the project or investment. Open Market Value - also known as fair market value,Cheap Christian Ponder Jersey, how much an asset will fetch if sold in the open market. See also ERP. NPV Net Present Value - the value of a discounted cash flow, less the amount of money you have to pay to acquire it. Sales Mandate - an instruction to a corporate finance advisor to act to sell your business. Prospectus - a package of information prepared for provision to potentially interested investors in a flotation. Yield - the amount of return received (E for earnings) for the price (P) paid. Usually shown as a percentage. TUPE Transfer of Undertakings Protection of Employment Regulations - the rules which govern the treatment of employees on the sale of a business and which will broadly make a purchaser responsible for taking on all the employees of the business being acquired (whether by sale of shares or business and assets) on the existing terms and conditions of service. Also provides that if employees have been made redundant in anticipation of, or in an attempt to avoid the purchaser having to take this responsibility,Cheap Jason Pierre-Paul Jersey, the purchaser will in any event be liable. There is a limited exemption to this rule in buying businesses from some forms of insolvency proceedings. Insolvency - being unable to pay debts as they fall due or liabilities exceeding assets. The Insolvency Act sets out a number of tests including failure to deal with a statutory demand or to pay a judgement debt which will be taken by a court as proof of insolvency. Heads of Agreement - the document that sets out the price that has been agreed for the sale and the key terms, subject to due diligence and contract. IPO Initial Public Offering - the American terms for a flotation; taking and listing a company for the first time on a stock exchange. Information Memorandum - see sales pack. Target - a company to be acquired. Listing - floating a company on a public stock exchange. OFEX - the 'over the counter market' which is a privately traded listing where shares are dealt in on the basis of individual trades. Often used by small companies to obtain speculative money as an alternative to venture capital, but is significantly less liquid than other stock market listing as there are no active market makers trading the shares. Section 320 - provision in the Companies Act that prevents a director purchasing substantial assets (broadly anything worth more than 100,000 or 10% of the net assets of the company) without first obtaining the consent of the shareholders. PBIT - see EBIT. Transaction at Undervalue - selling an asset at less than its fair value. In the event of an insolvency, a liquidator will review significant transactions preceding the insolvency and can act to set aside transactions at undervalue. Payback Period - how long it will take to recover an investment at current level of earnings. As with any type of work, how to value a business and how to manage a business sale have their own professional jargon. This pair of articles are designed to give brief plain English and practical explanations for some of the common terms used, from Grooming to Yield. Stock - 1 a company's equity or share capital,LaDainian Tomlinson charger Jersey, colloquially: shares. 2 A company's trading stock comprising raw materials, work in progress,Cheap Demaryius Thomas Jersey, and finished goods stock. Trade Purchaser - an industrial buyer of companies (as opposed to a financial purchaser such as a VC). Post Acquisition Integration - the process of change planned by a buyer in order to absorb the purchased business into their existing organisation. Non-embarrassment Clause - the right to share in any increased sales proceeds if your buyer sells your business on again within a specified time. Sales Pack - a package of information prepared for provision to potentially interested parties. Preference - putting one creditor in a better position than others. In the event of insolvency a liquidator will review transactions leading up to the liquidation and if certain conditions are met will seek to set aside any preferential transactions. Whitewash Agreement - Section 161 of the Companies Act is designed to prevent asset stripping, by prohibiting the pledging or use of the company's own assets for the purchase of the company's shares (so the purchaser cannot promise to pay the seller out of the proceeds of selling the company's assets once he has control of it, or borrow the money for the purchase by offering the company's assets as security). In many private company sales however, the only way that purchasers are able to raise funds to buy the company is by borrowing against the assets to be bought. An exception is therefore allowed to the 161 rule involving the preparation of a report by the company's auditors, known as a whitewash agreement. Phoenix - a buy-out of a business from insolvency by the existing management. Venture Capitalists - a firm set up to hold investors money and to invest it in high growth opportunities. Generally look to achieve a return of 30% per annum and hold investments for three to five years before selling. Generally tend not to be interested in deals below say, 1.0million investment. (See equity gap; business angel) IPR Intellectual Property Rights - includes everything from patents and proprietary information to brands and trademarks. Grooming - the process of preparing a business for sale to make it attractive to a purchaser. Can take up to two years. VC - Venture Capital or Venture Capitalist.

I'll leave the implications of this up to you.,Cheap Plaxico Burress Jersey The Israeli American psychologist Dan Ariely has done extensive research on the psychology of pricing,Steelers Superbowl Champs Jerseys, that is to say, people's behaviors with regards to the prices of goods and services we encounter. He interest in price psychology was piqued when he first visited a pricey chocolate store. There he had before him an array of incredibly delectable truffles with equally incredible prices. "I was thinking about what I wanted," he said, "and I realized two things. One was that I quickly adapted to the level of prices. I didn't think about how much chocolate costs in the supermarket." The other thing was that "I was very susceptible--willing to take whatever suggested price the store was going to tell me was the right price to think about."(Ariely, 2009)Later Ariely became a professor of behavioral economics at Duke University. He is responsible for some of the most compelling demonstrations of how fluid prices really are. As was expected,Cheap Lyle Alzado Jersey, the results from the experiment showed very clear anchoring (I should clarify that anchoring is the influence of perceptions by an unrelated stimulus, in this case, random social security numbers). Bidders that had "low" SSNs (defined for the experiment as those ending in the digits 00 through 19) were willing to pay an average of $8.64 for the bottle of Cotes du Rhone. Bidders with "high" SSNs (ending 80 through 99) were willing to pay $27.91 for the exact same bottle of wine! The same phenomenon occurred with the chocolates and the computer equipment. When all the experiment data was plotted on a graph (price one was willing to pay versus ending SSN digits),Cheap Patrick Kerney Jersey, the results are astonishing. The price bidders were willing to pay for each and every one of the items went up in lock step with their ending SSN digits! One experiment that Ariely collaborated on was a silent auction of quality chocolates,Cheap Israel Idonije Jersey, bottles of wine, and computer equipment. The bidders, prospective MBA candidates at MIT's Sloan School of Business, were asked to write down the last two digits of their social security numbers (To serve as an anchor). Each bidder then had to choose whether he would pay more or less that that two digit number, in dollars, for each item being auctioned. Finally, bidders wrote how much they were willing to pay for the item (an actual reserve price). Winners paid with their own money and got to keep any items won. One of the auctioned items was a bottle of 1998 Cotes du Rhone. So as an example, my social security number ends in 78, so the first question I would have to answer is "Would you pay more or less than $78 for this bottle of wine?" The second question then is "How much are you willing to pay?"