key sales tips for success

Be personable
In sales it is important to build rapport with your prospects so you can build a relationship with them focusing on long term sales as opposed to grabbing a quick sale. You want your prospects to buy from you more than once and refer you to friends and colleagues.The 4 P's
Preparation prevents poor performance. Ensure that you are fully prepared for any meeting that you have with your prospect. You should always be punctual and have done as much preparation for the meeting as possible so you come across in a professional manner.Know your customer
This is critical in sales. Too many people focus on their product and forget what the customer actually wants. Spend time gettingo know them first and understand what it is that motivates them. Put yourself in the shoes of the customer and examine what it is they will get from your product or service. Ask questions until you feel that you understand exactly what appeals to them most. If you do your homework you will be in a much better position to offer the customer something appealing to them.Don't make life too hard on yourself
Focus on qualified prospects that you know are in the market for your product or service. They may be with a competitor or simply looking for a change of supplier. Cold calling is expensive and not cost effective over the longer term.Turn features into benefits
There is no use pointing out product features to customers unless you mention how they will benefit your customer. They need to understand what this product will do for them and how it will improve their lives.Become the hunted
Take the time to develop longer term relationships with clients and build up a solid network of profitable customers. If you can offer them valuable service and they recommend you to their network you won't have to chase sales anymore. If you establish yourself as a leader and the position of authority your customers should return and buy from you ongoing.Close the sale
If you have covered off all the points above you should be in a position to ask for the sale. Whilst I would recommend closing the sale in your meeting, you should be confident that your customer will benefit from your product and will buy again from you in the future. This way you are setting yourself up for long term sales and relationships.If you are new to sales or marketing and are interested in these tips, watch out for further articles offering advice and strategies to help you grow your business.

Original :: key sales tips for success

assessing the effectiveness of online

Nowadays, more and more companies are considering the use of online training facilities as a means to be able to provide training for additional skills of their employees. This is mainly due to the numerous benefits that online training facilities provide which cannot be achieved through the use of traditional training methods.One such benefit is that the overall production and performance of a particular department is not compromised by the use of online training courses. Because the course may be accessed through a secure website which can set up by the IT department for this purpose, the employee has the option to take it either during their lunch break, day off or even right in the cofort of their own home. The same holds true in the event that the company decides to enlist the employees belonging to a particular department to certain training courses provided by a third-party.While this may be the case, one begs the question on just how effective online training is when it comes to equipping employees with the additional skills and knowledge they need. Actually, the manner on how employees may be assessed after an online training course is just very much the same way as how they may be assessed by a facilitator at the end of a traditional training course.Some companies that have utilized online training as a means to equip their employees incorporate an evaluation examination after each module. To ensure that the assessment would be accurate, the website is created in such a manner that the employee does not have any access to the training modules and handouts. A time limit should be also incorporated to simulate the time constraint that is usually provided in traditional training sessions.At the completion of the evaluation test, the website can be programmed so that the results are then emailed to the HR Department who will be able to evaluate and assess performance of the employee. If, based on the results of the examination, it is assessed that the employee requires additional training, this information could then be forwarded to the immediate supervisor of the employee. If the company has availed the services of a third-party online training facility, certain arrangements can easily be made in order to ensure accurate assessment of each of the employees taking the online course. On top of this, evaluations may also be done to determine on which employees have actually taken the online training course and evaluation exam.

Original :: assessing the effectiveness of online

sales training how much and how often

As a business owner, you know that no matter how great your business model is, how excellent your product is or how low your rates are, the success of your business hinges on the sales success of your employees. That being said, most business owners underestimate the amount of sales training employees should have.Success in sales means that you not only train new employees, but that you implement a training program that promotes ongoing training for your staff. Whether you have a staff of one or two or you are in charge of an entire call center of sales associates, training will directly affect your success and the success of your company.There is no magic recipe for success that every buiness can apply to their company and see overnight improvement. Each business is unique and cookie-cutter programs may result in some improvement, but the key to sales success is a customized plan that addressed unique products and scenarios within your company. The good news is that you can create your own recipe to success for the sales training of your employees. In fact, you may be able to take a sales training template and customize it a lot or a little and find the perfect amount of customization for your company.The truth is, there is no definite answer as to how much or how often you should train your employees. The most important part is that you do train them and that you have an ongoing training program set in place. This program should include learning courses and establish expectations. Many companies even audit the sales performance of employees and hold them to a standard, with rewards and consequences. Incentives for being certified or completing sales courses are great ways to encourage employees to take the courses or read the sales success guide or manual.In a small business, it may be impractical to hire a sales training staff. But there are plenty of ways to educate and motivate your staff. The vendors or manufacturers of the products you sell may offer seminars or conferences educating sales people about the details and features of their product. Also, there are many local sales seminars or classes online that employees can take individually or as a team.Some businesses are able to create an in-house sales training team. This team should be an unbiased department, not under the umbrella of any supervisor within the operations team. This structure will allow the sales training team to address issues without the fear of political backlash. Of course, the operational management teams should coordinate with a sales staff to discuss areas of concern that may require additional training. In-house training teams may use a variety of teaching techniques ranging from one-on-one training, group training, e-learning and more. Also, a training team should conduct sales evaluations on employees and track the progress of employee performance. This information can be combined with an operation manager's employee performance evaluation and give the employee a broader overview of their performance.Still, other companies hire third party organizations to handle sales training. This can be a very effective method, as these service providers will have expertise in training and teaching and typically provide high-end reporting and learning technologies. The con of a third party trainer can sometimes be that the trainer does not have an intimate knowledge of your business or industry.There are many choices and combinations to build a sales team. Once you decide what works best for your company, following through and running a constant training program will ensure your company's successfulness.

Original :: sales training how much and how often

do online training sites deliver what

The corporate world has been considered by many people as a cut-throat environment where earning a bachelor's degree is no longer enough to be able to help you land a job.� These days, more and more people are opting to acquire additional skills and knowledge on top of what they have learned in college in order to provide them the upper hand to increase their chances of landing in the job of their choice.� This is perhaps one of the many reasons why there is now a growing number of different websites over the Internet that provide online training courses on just about any subject matter.� Whether you are a business entrepreneur planning to establish your own business or a computer progammer looking to be certified for a particular type of program, you can be sure to find a number of courses over the Internet that will provide what you are looking for.Unlike many of the conventional training courses that are offered in training facilities all over the country, majority of those provided in these websites are actually free of charge.� While this may be a welcome notion for many people who are looking to gain the upper hand in the corporate world, others are quite skeptical as to whether these would indeed provide you with the additional skills and knowledge you are hoping to earn you the advantage above other applicants for a particular position in the company of your choice.In reality, there is not that much difference between online training courses and their traditional counterparts other than their mode of delivery and the manner on how fast or slow each of the modules are taught.� Much of the benefits and advantages that have been pointed out lie in the fact that this can be accessed through a computer connected to the Internet.� In fact, many of the modules utilized in these online training courses are actually the same modules used in their conventional training facility counterparts, particularly those training courses that are offered by colleges and universities around the country.� At the end of each module is an evaluation exam which helps the individual to assess just how well he or she has learned from the training module provided.That being the case, it is the person that is taking the training course that determines as to whether or not these online training websites are indeed able to deliver what they promise to those that enlist in a particular course.� Whether you enroll in online or in a conventional training facility, just how much you are able to learn greatly depends on how important you view enrolling in this training course is. �

Original :: do online training sites deliver what

common mistakes sales people commit

The primary objective of any sales representative is to be able to entice and encourage potential customers and clients to avail the different products and services that are being offered by the company that they are working for.� However, despite this common knowledge and the fact that companies provide them great commission rates for every product or service that they are able to sell, many sales representatives find themselves struggling to even make one sale in a month.� The main reason for this is that quite often, they unknowingly commit a number of mistakes as they try to make a sale to a prospective customer or client that instead of actually being able to close the deal, they atually drive these potential customers and clients away.Here are just some of the most common mistakes sales people commit to avoid.Mistake #1: Failing to Establish a RapportOne of the most common mistakes that many sales people commit when trying to encourage a potential customer or client is that they focus too much on trying to convince the potential customer or client to avail of the products and services being offered by the company that they fail to establish a favorable rapport with them.� Part of being able to make a sale is to be able to establish a sound buyer-seller relationship by providing ample information about what sets the company apart and, more importantly, what sets the company's products and services apart from other companies that offer similar products and services.� Failing to provide this crucial information to the prospective buyer would help them make the decision to look elsewhere to avail of what they are looking for.Mistake #2: Asking the Wrong QuestionsAnother common mistake many sales people commit when doing a sales pitch with a prospective buyer or client is asking the wrong question.� In fact, in a recent survey conducted by an independent group, they were able to discover that 86% of all sales representatives ask the wrong questions to prospective clients and customer during a sales pitch.� This common mistake can lead to disastrous situations where sales representatives eventually find themselves having to overcome with resistance and strong objections on the part of the potential customer or client, which could have been easily avoided if the right questions were asked to begin with.Mistake #3: Talking to MuchIn an effort to sound enthusiastic about the product or service being presented to a potential customer or client, sales representatives tend to do almost all of the talking during the sales pitch.� Although being energetic when presenting a product or service to a potential customer or client is important when doing sales, talking too much also means that they spend lesser time listening to the questions that customers and clients ask after in order to help them make that all-important decision whether to purchase what you are offering or not.� On top of that, talking excessively and dumping too much information to a prospective customer or client can make them lose interest on your sales pitch altogether.� Add these two scenarios up, and you are left with a customer who is more eager in trying to get you to leave rather than make a purchase.

Original :: common mistakes sales people commit

is elearning the solution you are

E-learning has become one of the most powerful solutions for companies in need of web based learning. Why do they choose it? Basically, because it's effective, easy and affordable. Depending on the client, if it's an education, governmental or commercial office, it helps to supply different kind of knowledge. An E-learning development software can be the solution to your requirement.The E-learning software will drive you trough the path to knowledge by integrating all the ideas, training and collaboration according to the client. One of the most positive things about E-learning development is that it provides a wide range of solutions.As we said it's also easy and effective. It?s flexiblto the individual progress and times. It's also accessible from different locations. Finally, E-learning helps for better performances in learning than face-to-face courses. A 2009 analysis made by the US Department of Education showed that in higher education it works better than traditional learning.The E-learning portals has showed to be effective for companies looking for a modern way of performing strategies for improvement, training sales teams, security training courses, new employees training and more. The portal tracks every single student performance, and generate deep reports of his activities and grades.With the latest technologies a teacher can give live classes to his students spread around the world, through live meeting technologies, having this way a face to face experience for the students.One of the most common mistakes in E-learning development is to focus only attention to the technical part of the system and not to the learning content design, this is as important as the software that is running the online courses, if you fail in correctly designing the content of your course all your efforts will be in vane, we saw lost of big companies failing in this side, remember is not only a system is a training course that have to be semantically and graphically designed.

Original :: is elearning the solution you are

get the upper hand with online training

Learning does not end the moment that you graduate from college.� In fact, in order to get ahead in your chosen career path, you have to keep yourself up-to-date on the latest trends and skills in the industry that you are a part of.� Enrolling in a variety of training courses can greatly give you the upper hand when applying on a particular job.� This is because you are able to possess gain additional skills and even get certified for these, making you a more viable candidate for a particular position.Nowadays, more and more people who understand and realize the importance of enrolling in a variety of training courses are now choosing to enroll online as opposed to those that are offeed in traditional training facilities.� There are a number of advantages online training courses can provide you, giving you the upper hand in your next job application.� Here are just some of these advantages.Quality Instructors Right in Your Own HomeOne of these advantages is that you are able to get high quality instructors training you right in the comfort of your own home.� There are a number of different prestigious universities in the United States that provide a variety of different subject matters without you having the need to go to the campus itself.� This is a great advantage particularly in most developing countries where training in foreign facilities is a definite plus factor which would immediately grab the attention of the company.Cost-EffectiveAnother advantage is the cost.� While enrolling in a training course, online or in conventional training facilities may require you to pay a fee, the cost charged by online training courses are considerably lower than the rates provided by conventional training facilities.� There are even some courses that you can enlist which are actually free of charge.� On top of this, they do not require you to allocate for incidental expenses such as transportation and fuel expenses and parking fees.�Learn at Your Own PaceIn conventional training facilities, students are given a fixed number of hours to discuss and learn a certain session.� As such, all of the students complete the course at the same amount of time.� However, people learn at different speeds.� For some, having a fixed number of hours to discuss a particular topic may be too slow and eventually may find the session boring.� On the other hand, some people may need additional assistance and time to be able to grasp the various concepts being discussed.� Online training courses allow you to learn at your own pace, allowing people who are able to easily catch on to complete a shorter period of time while those that may need additional time to learn would be able to do so as well.

Original :: get the upper hand with online training

advantages and disadvantages of online

More and more people are now availing of online training courses offered in different websites in the Internet. In fact, some companies have also begun to utilize this to equip their employees with additional skills and knowledge in order to improve the quality of service that they provide to their customers and clients as well as increase in product output. Although there is no doubt that this method has proven to be beneficial to many individuals and companies in all part of the world, there are also a number of disadvantages attributed to it.If you are considering of enrolling in an online training course, here are just some of the advantages and disadvantages online training has to hep you decide whether or not this is the best option for you.Advantages of Online TrainingConvenience is the number one advantage provided by online training courses. Instead of having to go to a completely separate training facility on certain days of the week, this can now be done right in the comfort of your own home or in your office during your breaks. This leads to another advantage provided by this particular method of learning, which is its cost-effectiveness. Apart from paying the enrollment fee, you do not have to worry about additional incidental charges such as transportation expenses and parking fees which, when summed up, can actually cost more than the actual enrollment fee itself.Another advantage of online training is its ability to allow those who have enrolled to learn at their own pace. As such, those who are able to learn quickly would be able to get the certification for the training course a lot sooner and is able to apply these additional skills and knowledge right away.Disadvantages of Online TrainingOne of the huge disadvantages of enrolling in online training courses is that there are instances where, depending on your Internet connection, you may have to spend quite a considerable amount of time waiting for the site to load and for the materials to be downloaded into your computer. On top of that, because most of the training courses are done through the use of video streaming, there is always the tendency for the video to keep stuttering and taking a while to load and play, making it extremely frustrating for people enrolled in online courses.Another disadvantage of enrolling in online training courses is its inability to provide an environment where additional soft skills may be learned and honed. Conventional training facilities provide an environment where instructors may use role-playing situational events and debates to help facilitate the analytical thinking of the students while allowing them to learn how to apply theoretical knowledge in real-life situations.

Original :: advantages and disadvantages of online

5 essential skills to sell online

Due to the ease of establishing a business over the Internet, it can be quite difficult to make your business stand out from the rest of the competition.� As such, every budding entrepreneur that is planning to establish an online business needs certain skills which are considered to be essential to be able to effectively market their products and/or services online.� Here are 5 essential skills that you need to sell online.Writing SkillsOne of the crucial skills you need to possess in order to effectively sell online is writing.� While you can literally buy everything here on the Internet, majority of the potential customers and clients that actually go online do not do so for this man purpose.� Quite often, they initially go online to try to get more information on a particular subject matter or about a particular product or service that they have heard about.� Having impressive writing skills can allow you to take advantage of this by creating a variety of articles that not only provide your potential customers and clients the information that they are looking for.� These articles, blogs, and forum postings can also be crafted in such a way that they are able to indirectly market your products and/or services to your target market, making them more interested about it and eventually finding themselves in your business' website availing of your products and/or services.Researching SkillsAlongside with your writing skills, you also need to have the ability to comprehensively research not just about the industry your online business is a part of, but also your target market and your competition.� By being able to effectively research on these pieces of information, you are able to keep yourself with the latest trends in the industry your company is a part of as well as the marketing and advertising trends being used by other online businesses over the Internet to catch the attention of potential customer and clients in order to increase their profit revenues in their online businesses.Networking SkillsAnother essential skill you need in order to be able to sell your products and/or services online is networking.� Networking over the Internet works in the same manner as conventional word-of-mouth where entrepreneurs are more able to get the word out about their products and/or services, which is extremely vital when doing business over the Internet since there are literally thousands of similar businesses out there that provide similar products and/or services as your business does.Negotiation SkillsThis is particularly true if you are providing a variety of services to potential clients who have come across your business' website.� Potential clients, naturally, are looking for a provider that would be able to meet their needs at an affordable rate.� You will need exceptionally great negotiation skills not only to convince potential clients to give you their business, but also agree to a rate that would still allow you to make a profit.Time Management SkillsIn order to be successful in any business - online or offline - you need to have effective time management skills.� Remember that you only have a limited number of hours in a day for work, family, yourself and rest.� By being able to manage your time, you are able to maximize your time to be able to attend to your business while still having time for yourself and for your family.

Original :: 5 essential skills to sell online

the price objection

Money is always the deciding factor. If what you were offering were free everyone would take it, right. I mean if the customer liked you, liked your company, and your product or service but the deciding factor was the money would you know how to handle the objection.First let's talk about the psychology of the price objection. Any price you give them is too high if there is no value built into your product or service. Also a factor to consider is their want or need of your product or service. We can't completely eliminate the price objection but we can minimize the danger of the objection with a Value - Added Presentation and benchmarking the customer along the closing trail.Here are somehelpful closes for the price objection:Mr. Jones I have found that there are two types of customers - those who have the money and don't want to spend it and those who want it but can't afford it, which one are you? (Qualifying Question)

Is the price to much for the project or too much for the initial investment? (Value Question)

Mrs. Jones, are you concerned about the price, quality or value. (Qualifying Question) If the customer answers price, you simply say Mr. Jones you are willing to forego quality for a cheaper price, you have heard the saying good things are seldom cheap and cheap things are seldom good? If the customer answers quality, you simply say Mrs. Jones quality comes at a price, what we're really talking about is value, isn't that right?

Knowing what you know now, if money were no object, what would you say to move forward, right now?

John, wouldn't you agree it's better to spend a little more than you wanted to than a little less than you should?
Mary, what would've been an offer you couldn't refuse?

If it were exactly what you were willing to pay, would you move forward with it, right now?
Some companies can beat us on price but no one can beat us on value, you will remember price one time and that's when you first buy but we are talking about value and that's something that goes on forever and that's what you really want, isn't it?
The Ben Franklin Close - on a piece of paper draw a line down the middle. On one side write reasons for and on the other side write reasons against. Add up the reasons for and against and say, the answer is obvious, isn't it? Here are a few helpful tips to remember:Focus on the difference from their budget or competitors price to your price. They were willing to spend the budget, so why try to make that sale over again.
Make the price seem smaller by reducing the investment into monthly payments.
Compare products and services and what it can do for the customer, don't compare the prices.
Challenge the customer's motives not their integrity.
Start with, no problem - let me ask you a question, or can I ask you a question?Practice beats talent, when talent doesn't practice.

Original :: the price objection

stay off the solution incomplete inquiry

There is remarkable worth in the presence of victory when defeat is still a threat. At that moment when just prior to triumph we are overcome with a sense of superiority; a euphoric emotional authority. The interesting thing about this instance is that our ambition can function as an advantage or a detriment. Depending on how we respond to the pressure, we either elevate or descend. The more we familiarize ourselves with this moment, the better we perform in its presence. In sales, this condition shows its face as an opportunity. It is our responsibility to control the impulse of pouncing at the first sight of success and abuse its attendance.Imagine cold calling a prospect after pre-callplanning to find that your presumed problem is actually accurate and interest in your solution is expressed at the beginning of the interview. Now isolate that feeling, are you spontaneously going in for the close? Are you mathematically concluding the call? Have you calculated how this account contributes to your quota? All of these thoughts indicate that you have deprived your prospect of an effective needs analysis. Instead, you should be clover leafing that solution; looking for adjacent obstacles that your client may be experiencing. Too often we get so excited about a sale that we close the window of potential. Concerned sales people capitalize on more opportunities to do what is best for the client by 'Staying Off The Solution'; Strategically inquiring for additional problems that could possibly be addressed.It was a mid-sized mortgage processing company that I was calling on, whom I presumed needed sales training. Fortunately, I was able to secure a meeting with a Sr. Vice President who was the decision maker regarding sales training and professional development. During the interview he immediately bit on the need to provide his team with objective sales strategies if for no other reason than intellectual exposure. I was so thrilled to have acquire a new client that I went for the close, co-developed training criteria, and set a date for instruction. If I had been more concerned about my prospect's needs, I would have probed a little more to find out that they not only were in need of training. They were looking to restructure their entire training department, including CRM processes and management team as well. Although this eventually became a mutually prosperous relationship, we could have gotten to the good part much sooner if I had gained a better understanding up front.I say all of this to say, 'Stay Off The Solution' until you are sure that you have uncovered all of your prospects problems that you are able to confidently confront. Great Selling!

Original :: stay off the solution incomplete inquiry

the i have to think about it stall

Assuming you have done a good presentation to a qualified prospect, gotten and used the prospect's hot buttons throughout the presentation and gotten agreement on key points of your product/service, there should be no logical reason for the prospect not to buy now.This is the point where fear and anxiety set in for the prospect, putting aside all the logic, agreements and positive reinforcements that were made during the presentation. It makes no sense for the prospect not to buy now...it's just his fear (based on who knows what) to make a purchase. It is now fully up to you to bring the prospect back to the table and help him overcome his hesitation to pull the trigger.Usually the prospet with "fear to purchase" will try to put you off and coming up with a generality (not a real objection) for not buying now with a statement like "I have to think about it".Here is one way to deal with this all too common prospect blow-off technique.There are only two things to you have to ascertain from the prospect, which once answered and addressed, allow you to logically ask for the order again.#1 is: Does the prospect like the service/product and does he think it will work for him?#2 is: Does the prospect like the price?If the prospect answers "No", to any of the above, then you've found the objection or at least the area where the objection lies.If the prospect answers "yes" to all the above, (he likes your product, he thinks it will work for him and he is okay with the price) then ask: "Then what's stopping you from going ahead?" There is no logical answer at this point not to buy and you can help him overcome his irrational fear by gently coaxing him into making the right and logical decision.He has nowhere to go at this point; he has confirmed that he likes your product/service and the price is right...CLOSE.Example:Salesperson: So, let's place your order now.Prospect: Umm, yeah, let me get back to you later in the week.Salesperson: Okay...but is there any reason we can't get started now and get this product out to you today?Prospect: Umm, I just want to think about it, I don't make snap decisions. (this is just fear)Salesperson: I understand...but let me ask you a question. You like the product/service that we just went over, it makes sense to you and you think it will work for you, right?Prospect: Yeah, it does sound pretty good.Salesperson: Alright. And you're okay with the price, right?Prospect: Yeah, it seems like a fair price.Salesperson: Good. Well if you like the product/service, you think it will help you (work for you, etc.) and the price is okay, then what's stopping you from going ahead with this today?You now have closed the only logical escapes the prospect had to get away. At this point you will either get a real objection that you can address or you just need to lightly push him to make the right decision (buy). This takes practice to master, but once you're good at it, your closing percentage will increase.Jamie Sene.

Original :: the i have to think about it stall

qualified freight broker training

When looking for training look for someone that has been a freight broker, broker agent or even a logistics consultant. But be aware that more expensive does not mean more quality or more knowledge. Some schools and seminars charge in the thousands of dollars but they also leave a thousand unanswered questions in the end. Why? They had no experience to share or relate to. Make sense? It does to me. Wondering what would be considered a qualified person? Call your prospective trainers and ask him/her if they have ever been a freight broker or an agent and if so for how long. Depending mostly on their length of experience, success, and why they quit, should give you an idea of their qualifictions to give you the proper training you will need to succeed. Ask them if you can call them back a week or a month or a year down the road if you run into something you don't know or understand. Ask them about honesty and integrity. Then listen to their answers. Proper training is the key to your success.Freight broker training like any other, should be done by a qualified person. Not just someone who can give you the basic outline, but can give you the details that go along with it. Freight brokers and agents also need to know the tricks of the trade and how to use the tools available. It won't do you any good to know what they are if you don't know how to use them.

Original :: qualified freight broker training

closing sales 7 steps to plan and

This is the first of my series of 20 articles on Closing Sales and Becoming an All-Star Sales Person. This article is an overview regarding how to structure a sales presentation. There are seven steps. Some you already know, so it will be a refresher or reminder. Some you know, but didn't know that you knew it. This will make you more conscious and confident. The rest will be brand new, and as such will excite and motivate you.The new knowledge is a foundation for adding new skills that you'll develop and this will increase your confidence and enthusiasm and ultimately make you more successful. These steps will help you develop rapport, understand your prospect better and help you be morepersuasive.1. Prepare
2. Approach
3. Probe
4. Present
5. Close or complete
6. Post-close
7. Alternate Close.I'll review them with you in more detail, and subsequent articles will give you even more in-depth information you can use to be more successful.Step one, Prepare. You have to plan first. What do you want to accomplish, who's going to be there? What can you expect, what research can you use? You want to be prepared for every possible contingency. We'll go into more detail in subsequent articles.Step two, Approach. What is it? It's what you say to get started. What's the purpose of a good approach? It establishes your credibility and builds rapport. Regarding small talk, some people like it, others don't. That's the advantage of learning as much as you can about your prospect as part of your preparation.Step three, Probe. Why probe? Well, to understand your prospect, to learn about his needs, his priorities and his decision making process so you can relate better to him when you make your presentation. In addition you demonstrate that you're interested in him. It helps you build rapport and build credibility.Step four, Present. Here is where you do most of the talking. This is where you provide a solution for your prospect's need. It's critical that you create a desire on your prospect's part to have that solution otherwise, there is no point in going any further.Step five, Close. This is what it is all about. The close generates action. Nothing happens until something gets sold. You must ask a closing question. Subsequent videos will have detailed closes and there are many, many more in my book, All Star Selling.Step six, Post-close. After you complete the sale, you don't just want to pack up and leave. You want to do what you can to reinforce the positive decision that your buyer just made. A good port-close will also eliminate buyer's remorse. Here's how: you put your client in the future, happy with what he has just decided to buy. Then you summarize the details of what happens next, so there won't be any surprises or unrealized expectations and ask for referrals.Step seven, Alternate close. If your close fails, you can go back to step two and make a new approach or ask more questions or make another benefit presentation or close again differently or deal with the objection, resolve. In other words, if your close is not successful, you can recycle back to the approach of the probe or make another benefit presentation.Winners prepare. Take a few minutes to plan the outcome you want and you will achieve it. Fail to plan is like planning to fail. This first article provides an overview of the entire process. The next 19 go into specific detail. What you've just done, you've grasped the importance of taking a planned, structured approach to selling. You're preparing to succeed. Study the science of closing sales and eventually you will master the art of closing sales.

Original :: closing sales 7 steps to plan and

closing sales prepare for your sales

This is the 2nd article in my series of 20 on closing sales and Becoming an All-Star Sales person. This one is about how you can prepare for a successful sales call.Last time, we discussed the whole process of structuring a sales call. Today, we're going to focus on preparation. If you don't prepare or plan to succeed, you're planning to fail! You need to know in advance as much as possible about who will be there. What do you know about this person? What's your primary objective for the meeting? If your objective fails, what's your alternate objective and if that doesn't work, what's your last alternative?What questions might you get, what objections-and how will you answer them? Let's ginto more detail!There are two parts to preparation-objective and subjective, which corresponds to the logical and emotional parts of your brain. Objectively, you want to get all the facts, the name of the person, personal interests, if you can find that out, current projects, his competition, your competition. Use Google and other websites to learn as much as you can.The subjective part of preparation is when you program your brain to succeed. Visualize the outcome that you'd like to have. How is that going to make you feel if you attain that? You would feel pretty good, right? So get in touch with those positive emotions. Imagine the questions and the objections that you may receive. Hear yourself confidently answering. See yourself smiling and feel good about getting the result you wanted.What you've just done. You've learned how to thoroughly prepare yourself for your meeting. You've programmed your mental computer to direct you to your goal. You're preparing to succeed using both left and right brain skills.

Original :: closing sales prepare for your sales

closing sales making a nonverbal

Here is our 4th article on Closing Sales and Becoming an All-Star Sales Person. This one is about the non-verbal aspects of making an approach.The non-verbal approach to prospects is about additional tools that help you build rapport irrespective of the language or words that you use. What you say is verbal, how you say it is non-verbal. Your appearance and body language are both non-verbal. Interestingly, what you say accounts for a 20% of the communication that your client or prospect receives. The other 80% is all non-verbal.Non-verbal Match and Guide is the cornerstone of my own philosophy of selling. Match your prospects, rate of speech, volume, tone of voice and attitude. Youalways begin by speaking at the same rate of speech, volume, tone of voice and attitude of your client or prospect. This makes him comfortable that you are like he is. You want to especially avoid speaking too fast. For example, suppose you were speaking fast to a slower talking person and you're a fast talker, what will he think of you? Right, you're a fast talking salesman and you know, you can't trust someone like that, can you?On the other hand, if you're a slow talker speaking to someone who is fast, she will think that you're too slow, not that bright. So this tells us that there's no one right way to talk to people. Talk to them their way for best results. The same holds true with the other non-verbal qualities of volume, tone of voice and attitude.The second part of match and guide is obviously guide. You want to guide your prospects' rate of speech, volume, tone of voice and attitude. Here's why. Let's say you've matched your prospects so he feels more comfortable with you, that's good! But what if he is an exceptionally fast talker? You can't make any impact when you're speaking very fast. So you want to slow down to make your point, that's where guiding comes in. On the other hand, if he's a very slow speaker and you're matching him, there can't be any enthusiasm, so you need to speed up a little bit and get excited. The same is true with how loudly or softly you speak, tone of voice and attitude. Match and guide your way to better rapport!What you've just done is enhanced your approach. You are building your rapport level and you're understanding the importance of one of my key principles, match and guide. More about that later.

Original :: closing sales making a nonverbal

questioning your way to sales success

There are two basic sets of questions with which a dedicated sales person should gain competence: questions to ask prospects and customers; and questions to ask yourself.The questions we ask ourselves are just as important as those we ask our prospects and customers. The reason goes back to the ultimate power of a question - it directs our thinking. Just as a good question directs the customer's thinking, so, too, does a good question direct our own thinking. And sound thinking is the ultimate success skill for a professional sales person.An effective way to bring better results into your organization, make an impressive career for yourself, and provide for your family is by out thinkingour peers and competitors. Thinking - good thinking done with discipline and methodology - is the ultimate competitive skill.Few sales people, and few people in general, regularly engage in good thinking. Bertrand Russell said, "Most people would rather die than think. In fact, they do."Start with a simple definition of good thinking for a sales person, which is asking yourself the right questions, at the right times, and writing down the answers.Sounds simple, and it is. The power is in the excellent and disciplined execution. Later we will discuss what it means to "ask yourself the right questions, at the right times" but at this point I want to make the case for "writing down the answers."Making a note, either on a computer or by pen and paper, is one of the disciplines of efficient thinking. The process of writing causes you to focus on the exact words which formulate your ideas. You can be vague and indistinct as long as the answer is just something you maintain in your mind, when you force yourself to write down the answers you must select the specific words to put on paper. Writing is a discipline that forces you to think accurately - one of the tenets of good thinking.Putting things in print is an act of commitment. Once it's written down, it is there for you to review forever. Not only does it serve as a commitment, but also as a reminder that you have already gone down this path before and come up with an answer. When you confront the question that prompted that answer again, you'll save time by referring to your annotations.

Original :: questioning your way to sales success

closing sales verbal approach to

Here is the third of my 20-article series on Closing Sales and Becoming an All-Star Sales Person. This one deals with what you actually say when you begin your conversation with your prospect or client.The verbal approach to prospects is the vocabulary, the words that you actually use to begin to build rapport. Now, in order to know what to say, it's helpful to remember and review what you already know about this prospect. Look at him. Observe his environment. Did you decide to do small talk or get right to business? If you're going to go right into business or whenever you begin to talk business, the You-I approach is critical.The You-I approach is simply beginning your conversatioby talking about the other person first. The You statement-begin with something your prospect would agree with. Example, "It looks like you know how to run a profitable business," then ask a simple question like, "Am I right?"But saying something about the other person first, you're talking about his favorite subject and then asking a question gets him involved. Second, the I statement, you begin that with something you want your prospect to agree with like, "What I'm good at is helping you keep more of the profits you earn," and then asking another simple question. Is that something we can talk about today?So by saying something about yourself, you tie into his initial agreement with the first thing you said and you gently get his acceptance about what you've just said about yourself? Makes sense?Here is the You-I approach when we put it all together. "It looks like you know how to run a profitable business, am I right? Well, what I'm good at is helping you keep more of the profits you earn? Is that something we can talk about today?"What you've just done is get off to a good start. You've made a good first impression, a good approach by talking about the other person first and then tying in yourself to what you've just said. So you've set the stage for what you will talk about and you're starting to build rapport.

Original :: closing sales verbal approach to

closing sales probe using closedended

This is my 8th article of 20 on closing sales and Becoming An All-Star Sales Person. This one continues our discussion regarding probing. Last time, we discussed the four different ways to probe or ask questions - open-ended, closed-ended, "I'm wondering," and the question mark question. Today, we're going to focus on closed-ended questions.Closed-ended questions are effective when you want to get a limited or specific response. For example, are you in favor of the new healthcare laws that are in effect? The answer is either yes or no. Whereas an open ended question would be, "What do you think of the new healthcare laws that are in effect?"Here are some more examples of closed ended quesions: Do you think Brazil will come through for the Olympics? Do you prefer red or black? Both of these cases limit the kind of answer that you'll receive.Use closed ended questions to get shorter, direct answers to move your prospect along and to guide your prospect to reach conclusions you'd like him to have. You can, of course, mix using closed ended and open ended questions as appropriate.As with asking open ended questions, remember to respond in a sincere way. You don't want to ask one question after another. That can be quite annoying. So give a nurturing response at least every few questions. For example, "Oh that's very good." Most people I talk to feel that way. Relate to the person you're speaking to.What you've just done, you've learned how to add to your questioning techniques to get more direct brief answers and guide your prospect and yourself to his better understanding of his needs. Use this principle professionally or personally and get along better with everyone you know.

Original :: closing sales probe using closedended

closing sales probe with openended

Welcome to our 7th article on Becoming an All-Star Sales Person. Today, we will discuss probing and as J. Douglas Edwards once said, "Questions are the Answer."There are four different ways to probe or ask questions-1) open-ended, 2) close-ended, 3) the phrase, "I'm wondering," and 4) question mark questions.Today we'll focus on open-ended questions. Use open ended questions when you want to get an unlimited response. An example is, "What do you think of our new healthcare laws?" Now, this is just an example. I never recommend using politically oriented questions.Here are some more examples of open ended questions. What's important about that to you? What makes that a priority? You're allwing your prospect to speak at length to answer your question. The best time to use open ended questions is when you want to get longer in-depth answers or to learn what's important to your prospect, what's a priority or to better understand his areas of interest.Remember to respond, don't just ask one question after another. That's like giving someone the third degree. Give a nurturing response like, "That's interesting. Tell me more."What you've just done, you've learned how and when to ask open ended questions to gain a more in-depth understanding of your prospect's wants and needs. This is going to help you later when it's time to make your presentation.Use this principle professionally or personally and you'll get along better with everyone in your life.If you have learned something from this article and would like to read more similar ones, visit my blog http://www.stanleyfidel.com/blog There are 19 more that discuss other aspects of the sales process.

Original :: closing sales probe with openended

four ways to handle the im too busy

Let's face it - we're all busy. This is especially true if you are cold calling and are lucky enough to actually get a decision maker on the phone. Just like you, they'll be in the middle of at least three things and be on their way to or from a meeting. Because of this, one of the most frequent objections they use these days to brush you off the phone is the, "I'm too busy/don't have the time objection."Now here's the thing: while this may be true, it doesn't necessarily mean they don't need or aren't interested in what you have to offer. Like all initial resistance statements, what you must do with this objection is to quickly control the situation, assess whether or not your prospect ior can be interested, and then find a way to quickly qualify them. Sound like a lot? It is if you're not prepared with proven and effective scripts like these:
Here are four ways to handle the: "I'm too busy, don't have the time" brush off:Response #1:
"I know that feeling; my desk is full of things I need to do, too. I'd be happy to schedule a time to call you back, but I don't want to bother you if you're really not interested. Let me ask you a quick question and be honest with me: If I could show you a (system/product/service) that is proven to (reduce your overhead, generate more sales, etc.), would it be worth it for you and I to take for just 5 minutes to see how it could work for you?"If NO: "No problem. Before I go, who else do you know that might be able to use a system like this?"If Yes: "Terrific. Do you have 5 minutes right now?"If No: "I'm looking at my schedule, what is a good time later today?"Response #2:
"___________ you probably get a lot of calls like I do, and my initial reaction is to say I'm too busy as well. But I can explain this to you in just 3 minutes and if you think it can help you we can schedule more time later - and if you don't we can part friends, is that fair?"Response #3:
"I'm with you. Before I schedule time to get back with you, just a quick question: Is it a priority for you to (fix or improve what your product or service will do for them) this quarter?"Response #4:
"I'm glad you're busy, that means that you don't have the time to waste looking at things you have no intention of taking advantage of. Quick question: If I could show you a proven way to (get the benefits of your product or service), is that something that you would invest 5 minutes learning more about?"

Original :: four ways to handle the im too busy

closing sales probing with the question

This is my 10th article of my series of 20 video about closing the sale and becoming an all star sales person.This article concludes our conversation regarding probing.� We've previously discussed open-ended, closed-ended questions, I'm wondering and today we're going to talk about the question mark question.� The question mark question is used to delve more deeply into a comment your prospect just made. You repeat the phrase that's important to you as a question.Repeat the phrase?� That was an example.� What you're doing is drawing attention to what you want to know just by using a questioning tone of voice.� This is best used when your prospect says something that relates to a probem, a need or your potential solution.Here's another example.� Let's say your prospect says "I don't need a financial adviser.� I do it all myself."� So you suspect there may be a problem or a need in him doing it all himself.� Your response is, "Do it all yourself?"� This encourages him to speak more about what he just said.� This allows you to ask another question like how much time does it take to do all the research and manage your financial affairs?� This in turn opens the door to getting some reasons for your prospect to listen some more.So you use question mark questions to draw attention to what you want to discuss.� These are potential problems, needs and solutions.� It's especially useful when you're talking to someone who has a tendency to ramble on.� This way, you'll focus his attention on what's important to you both.What you've just done is learn the fourth questioning technique to ask questions that will delve deeper into your prospect's mindset.� Use this principle professionally or personally and enjoy better conversations with everyone you know.

Original :: closing sales probing with the question

closing sales use your body language to

This is number six of our 20-article series on closing sales and becoming an All-Star Sales Person. This one continues with our visual approach to prospects.As you may recall, there are two facets to a visual approach to prospects: your appearance which we discussed last time; and your body language. Using body language in your approach to prospects means that your body and that of your prospect are always communicating. By being aware of our principle called Match and Guide, you can increase your level of rapport geometrically.The principle is very simple. Begin by matching the body language of your prospect or client. People tend to mirror people that they are comfortable with. So to gepeople more comfortable with you, start out matching or mirroring their body language.After you've matched your prospect for a while, the next part of this principle is guide his body language. You do that by making body movements that your prospect can be guided by. For example, you can simply touch your face or your hair or your shoulder. So first you follow him and then you lead. And when you see that your prospect is following you, it's time to sell.Here is a caveat. If your prospect is making a lot of big gestures and body movements, don't mirror those, but wait until he finishes and then when it's your turn to speak, you can make similar gestures and body movements.Match and Guide the body language of your prospects and clients. It's a major principle. Practice it first in low risk situations with your family and friends and become aware of how your rapport level just soars. It's a very powerful tool.I once taught an insurance agent client of mine to use it. At a lunch meeting he focused on matching and guiding his prospect. This was their first meeting. When lunch was over, they returned to the client's office and my friend received a premium check for $26,000 to cover the first year of the policy.What you've just done, you've learned how to maximize rapport with anyone you want and this is going to lead to increased sales a lot faster and easier. Use this principle professionally or personally and get along better with everyone you know.

Original :: closing sales use your body language to

improve sales by improving yourself

Hi, my name is (your name here) and I am a salesperson.Ever feel like you're confessing to a terrible character flaw when you say what it is you do for a living? Has anyone but me noticed that "sales" has become a dirty word?I still remember in the 80's when I worked as an executive recruiter. During sales cold phone calls, I was routinely hung up on. Obviously this is demoralizing to someone in sales. I got really sick of feeling badly and like I was bothering people by calling them. I realized my self esteem was part of the problem and I had limiting beliefs about myself and salespeople in general. This is how I found NLP. I decided to change myself instead of changing careers and it woked! I not only continued in sales but started my own recruiting firm and for 10 years happily sold my service to a national market.So how did NLP help me to change? First I worked on developing the self confidence that could stand up to those demoralizing phone calls. During this time I also worked on increasing my skill set to have better sales techniques. I used NLP to help me build rapport on the phone and close more effectively. But the main changes came from changing me. How I saw myself and my place in the world. I also used NLP and hypnosis to overcome a strong fear of public speaking so that I could make presentations more effectively. I then proceeded to change anything else that was holding me back and in the end also got rid of a fear of heights some general anxiety and some left over trauma from childhood.When I decided to leave the executive search industry to become a trainer, coach, speaker and hypnotherapist the transition was easy. I had already done all the ground work necessary to be successful in any field I might choose because I had increased my emotional intelligence or EQ as Daniel Goleman calls it. I had gotten rid of the things that hold most people back.In my private practice in Atlanta, Georgia I work with many salespeople who want to improve their sales. We always start by using NLP and hypnosis to remove negative conditioning, beliefs and behaviors. Then we boost confidence levels and condition in new positive habits and behaviors. One of the most common problems with low performing salespeople is that they don't like being in sales(or their perception of sales). By changing the way they see their career and themselves a salesperson can dramatically improve productivity and income. But even more important, they will feel good about themselves and excited to be in sales!

Original :: improve sales by improving yourself

easily get more business today with

Tips for ProspectingA lot of people make the mistake of thinking that prospecting is about making the sale or closing the deal. You will rarely "make the sale" on the first call... It's about getting the chance to make the sale. The ultimate purpose of a prospecting call is to set an appointment to make your "pitch". You should be focused on simply setting an appointment before you hang up the call.Find out as much as you possibly can about the individual you are prospecting in advance. This gives you the huge advantage of being able to talk about their needs when you call them.Always use a script on your prospecting calls(If you don't have a script, make one! Focus on making it questionased). This should be non-negotiable. Without a script, it's too easy to leave something out or get off track. Remember, after you practice and internalize the scripts this will become second nature to you.The 5 Critical Points of Prospecting:1) Selling is asking questions. Questions will help you find out everything you need to go for the sell. This is called question-based selling. When you ask questions, you come off more sincere, and it gives you the ability to find out more about your prospect.2) Prospecting is a numbers game. We have all heard that every no gets you closer to a yes. We have to understand that hearing NO is going to be a big part of our business. The more NO's you hear in a day the better you did, just keep on going for the YES! If you want more sales... you need to talk to more people.3) You should set a goal for yourself to keep you on track. An example of this would be: 10-12 contacts an hour for 2-4 hours every day. This alone will get you better results than you ever imagined.4) You can never lose a deal from too much follow-up. Remember, most sales will happen after several contacts. Don't leave money on the table with the lack of follow-up. Set a follow up schedule for yourself and try to automate as much of the process as possible.5) An objection is simply a question in the mind of the prospect that needs to be answered. So script out the answers to your 5 most common objections. Then you will be equipped to handle them as soon as they come up. Since objections never change, simply figure out the answers.The best place to start is on the PHONE. The sooner we learn our scripts and objection handlers the sooner we will be able to jump on the phone and get business. If you are persistent every day in making your minimum # of calls you can't help but to succeed.

Original :: easily get more business today with

doorway to a sale

Closing DoorsIn a nutshell, the purpose of a sales process is to lead a prospect from the point of contact, through qualification, through the presentation, addressing and removing any objections to the sales and finally closing the sale.When you first get a prospect on the phone or are doing a face to face presentation, there are many directions that the sales process can go; there are many "doors" that a prospect can walk through if you don't direct him properly, none of which lead to the place you want him to get to-you want him to go through the door that leads to him paying you for the service or product you are selling.A sales process should be designed to get a prospect to that onedoor that leads to a close. It should equally close all other doors through which he could go (leading him away from paying for the service or product).Some examples of doors through which a prospect can escape are "I need to talk with my partner", "I need to think about it", "It's too expensive", etc. These are obviously all just objections to paying for the service or product now.An objection can be a good thing if you handle it right. And by that I mean:That you fully understand the objection (clarify it as needed).
Isolate the objection so that there is no other hidden objection in addition to the one he brought up ("Is that the only thing stopping you from going forward today?")
Box him in to doing business now by closing that door ("if we handle that [objection] we can get started today, right?").
Handle or address the objection or concern.
Ask for the order-Close the sale.When a prospect brings up an objection, you need to use that objection to close every other door that the prospect could escape through and then handle the objection-then close the sale.Classic Example:You've just done your presentation and asked for the order.Prospect: I need to discuss it with my partner, so I'll call you tomorrow.Salesperson: That's great, but I thought you said you were the boss?Prospect: I am, but I my partner is my financial backer that I always consult with.Salesperson: Okay, I understand...let me ask you a question, if it were solely up to you, if you did not have a financial backer, would you move forward with this right now?Prospect: Yes.Salesperson: So, you're 100% on this, you definitely want to do it and are ready to start?Prospect: Yes.Salesperson: That's great, what do you think your backer is going to say? What's your gut feeling about his response?Prospect: Oh, he'll likely do it.Salesperson: Wonderful. But what if he says "no" or expresses some doubt, what are you going to do?Prospect: (Explains whatever he knows about your service or product and how he would address some objection) The prospect is now selling you on how he is going to sell his partner/backer.Salesperson: I can see that you are really interested in our service/product. I think it would be in your best interest if we get your partner on the phone together. I do these presentations all the time and I am an expert on our service/product; the last thing I'd want to happen to you is for your partner to ask you some question you don't know the answer to and then that would just delay getting started. Let's set up a conference call...You and your prospect now become a team consorting to handle the partner/backer if he objects.And that's what you want to do with any objection A) understand it, B) Clarify as needed, C) Isolate it D) Box it in and handle it and E) Close the sale. You can apply that formula to any objection.Jamie Sene

Original :: doorway to a sale

information versus interrogation the

Every effective sales training course teaches sales professionals to ask their prospects open-ended questions. These are the questions that start with who, what, why, when and how.Open-ended questions are universally taught because they:? Solicit great information
? Get the person talking
? Allow you and your prospect to find out if there is an opportunity
? Can show your expertise, IF you ask the right questionsAll that sounds great, doesn't it? Most of the time, open-ended questions really ARE effective, but not 100% of the time. When used incorrectly, they can make a needs analysis seem more like an interrogation - they can be leading, forced, narrow, product-focused and irrelevantSales pros can come off like militants drilling a suspect to get to the information they want so they can pitch their product. And this is definitely not the way to make a sale.There is a way to demonstrate professionalism by using the 3 'I's with open-ended questions:1. Intent
2. Intelligence
3. InterestIntent. We have seen sales pros launch right into a list of questions that might seem irrelevant to the prospect, and the prospect thinks, "What does this have to do with anything?" It's essential to explain the intent of the line of questions so the prospect can put it in perspective and answer thoughtfully.Sharing intent can sound like this: "We're meeting to talk about your human resource needs. What we have learned is that understanding how HR fits into the overall company's goals and objectives helps us give you a more accurate picture of how we can help as valuable resource for you. The first questions we'll cover are focused on the broader picture and then we'll get more specific into your training needs." Once the intent is shared, we go into the list of questions with better understanding from the prospect.Intelligence. Your questions reveal a LOT about you. Here's how to raise your 'perceived' intelligence level:? Explain the intent of your line of questioning and ask questions that broaden the dialogue to a bigger, more strategic discussion.
? Focus on the solution or value desired versus just the product.
? LISTEN once you have asked a question. When you ask intelligent questions, the person may need to think before responding, and this is usually a good thing. How long? According to research, they might need 15-25 seconds to think and respond. That's a long time to wait, but it can pay off.Interest. Your questions should be interesting to the person. How? Make them relevant to the situation and person. When it's about THEM, it's interesting TO them. Every aspect of the sales process should be focused on what's in it for THEM - and this includes your questions!Open-ended questions can make your needs analysis productive if you use the 3 'I's to guide your line of questioning. And with a little forethought and preparation, you will be seen as informative and not an interrogator.

Original :: information versus interrogation the

my professional selling skills what are

There have been many sales coaching seminars based on this question. These seminars tell you that needs are customer specific, industry specific, situation specific. I have heard that needs change over time, or change based on the economy. Professional Selling Skills require that you uncover and fill needs, the would be difficult if they were changing all the time.I was once taught that customer needs are dependent on the product or service you are selling, Baloney! The true customer needs have always been what they are now. It has to be that way, or no one would sell anything to anyone. Think about it, if needs were not consistent you would have to reinvent the selling process for everyroduct and for every industry and for every market! No, needs are needs and the true customer needs will never change.Needs will be expressed in many different ways, and you must learn how to identify these nuances, this is one of the basics in closing sales techniques. Learning this is quite easy once you know the three true customer needs. Let us review some of the things that customers tell us they need:Our organization needs to save money, we need to cut costs, we are under a deadline, I need to get this done under budget, I need to see a significant improvement, we need to get in production now, I need increased output, I need decreased waste, time I said time is the important thing, etc.The truth is customers do not need any of these things. They only need these things to get what they really want. I mean how many people really care, in their soul, about deadlines, processes or corporate anything? Again, if they did then customer needs would be changing all the time. Needs would be a function industry and what changes the industry has experienced. Economics would be constantly changing needs, mood would change needs, weather would change needs, and the alignment of planets would change needs. No one would do business with anyone. No, your customer's needs have never changed and never will. Your customer just does not know that these stated needs are really linked to true needs deep within. When you use professional selling skills, you will tie everything together.There are only three true needs:To get paid - you will fill this one most of the time. It can take many formsTo get a date - unless your are Match.com or eHarmony you do not have to worry about this oneTo stay alive- unless you are selling weight loss, exercise or pharmaceuticals do not worry about this oneI will say it again; you do not have to worry about number three. The second need might come into play, seldom does.So why is everyone's need the same, "to be paid?" Well, being paid takes many forms. People accept many forms of legal tender, because most forms of payment lead to the one everyone wants: money, moola, scrila, dough.Think about it. If a customer gets a promotion, more money, if a customer gets recognition, might mean more money, if a customer saves money, more money, if a customer keeps their job, money. When you connect the purchase of what you are selling to saving money, getting recognition, getting a promotion, or just making their life easier, then you have closed a sale. What a customer really needs is to be paid!

Original :: my professional selling skills what are

7 selling tips for powerful sales copy

You have this fantastic product right. It has fabulous features, delivers a ton of value and it's priced right. So why haven't you seen the sales you thought you might? Odds are you simply doing what most advertisers do and that's sell features instead of selling benefits. The next time you're putting sales copy together or organizing an advertising piece, keep these 7 selling tips in mind.1. Promote one product at a timeEven if you have other hot selling products never try to save on advertising by promoting more than one product at a time. The idea is to make it easy for the consumer to say yes to a sale. Don't offer alternatives that can detract from the product you want to promote. Kep upsell material out of view until the consumer has committed to buy.2. Benefits sellThe old saying "sell the sizzle not the bacon" still holds true. Lead with benefits that answer the question "what's in it for me". If you're selling a diet product, the feature is losing weight but the benefit might be something like "Fastest way to fit into that sexy black party dress". Let the buyer visualize the benefit.3. Speak in their languageDirect marketing is all about carrying on a conversation one on one. Know your audience and speak their language. Use "you" and "yours" and keep it personal. If you're targeting women then you want your ad to have a feminine voice and of course if target is men then it should be masculine.4. Get specific with claimsJust making general claims that include words like fast, best, extraordinary, amazing and so on do not grab the attention or provide any credibility to the reader. Rather than claim fast weight loss get specific with "You can lose up to 12 pounds in just two weeks". Now you've explained just what "fast" means.5. Play to the emotional sideThis is very similar to stressing benefits but it's worth mentioning. People usually make an emotional decision to buy and then seek out reasons to justify their emotional decision. Paint a mental picture of the benefit and make that emotional connection as fast as you can. Then follow up with the facts that allows them to validate their decision.6. Everybody else loves itWe are social animals and the pack is very important to us. If we are on the edge of buying something and then see that lots of other people have bought it and love it then they have just made up our mind. Real endorsements are very important. Amazon.com considers the buyer reviews to be the number one driver of sales even over price.7. Match the product with the marketThis is not so much about writing copy as it is getting the copy in front of the right crowd. Make sure your investment in advertising is hitting the right eyeballs. If you're doing a weight loss for women email campaign, and the list you rented is mostly guys interested in sports, you aren't going to be very successful. Know what your advertising dollar is buying you.Follow these selling tips religiously and get ready to sell a ton. Just remember you're selling to one person at a time and write your copy like you were having a conversation with a friend.

Original :: 7 selling tips for powerful sales copy

how to overcome the i need to think

One of the oldest and most used smokescreens in the book is the, "I need to think about it" objection. So many sales reps struggle with this one because they think the prospect isn't saying no, and so they don't know how to respond to it.Unfortunately, what many of you have found out is that your prospect actually is saying no - they're just saying it in a way that makes it difficult for you to handle it. Well that will end for you today. By using the scripts below, you'll see if you're prospect really does need to think about it, or if he/she is blowing you off. Believe me, you want to know now so you can save yourself weeks of chasing and begging a deal that will never close.The followig scripts were taken from my Brand New Book of Phone Scripts due out in about 6 weeks. These are seven out of ten in the book (there are 20+ NEW scripts on how to handle the money objection alone! You'll want to pick up a copy as soon as it's released, so stand by...)In the meantime, enjoy these and send me an email and let me know how they work for you!!Response #1: "_________, whenever I tell someone I need to think about it, I usually mean one of three things: 1 - I'm not going to be a deal for whatever reason and I just want to get them off the phone, 2 - I kind of like the idea but I'm going to have to find the money or talk to my partner, or something else is holding me back, and 3 - I really like the idea and I just have to move something around before I say yes.Be honest with me; which one of those things is it for you right now?"Response #2: "__________, I may have given you too much information on the warranty (or pick another part of your product or service here), is that what you need to think about?" (Now use your mute button and let them tell you what they are going to really think about)Response #3: "You know _________, if this isn't for you, I'd rather have a no right now - believe me, you won't hurt my feelings. Is that where you're leaning right now? (It is always better to get this objection out of them early.)Response #4: "__________, let's face it - you've already been thinking about this for a long time. You know you have to make a change or nothing else will change with (your operating system, your results, etc.). Thinking about it more won't fix things for you - only making a decision will. You like this; you've already told me it would work for you. So let's do this - go ahead and put me/this solution to work for you now and if you change your mind later you will still get the benefit that you've acknowledged you need. Here's what we need to do to get you started..."Response #5: "__________, the only thing more costly than making a bad decision is not making one at all. If you don't change things then things won't get better for you. Now, you've already admitted that this has the best chance to make a positive impact in your production, right?Then do what my other clients do and put me and my company to work for you. Once you see the positive results we both know are possible here, you'll be back to expand our coverage for you. And that's going to be a win/win for us both, isn't it?Then here's what we need to do..."Response #6: "___________, since we both agree this has a great chance to work for you, let me do this. While we're on the phone right now, I'm going to email you three customer testimonials - companies just like yours who were hesitant as well - and when you read about how successful they were with us, I'll put together an introductory offer that you won't be able to pass up. Once you see for yourself how this works, then we can talk about further involvement, is that fair?"Response #7: "__________, what I'm hearing from you is essentially a no - and that's alright. As a sales rep, I hear that all the time and it doesn't bother me. It just means I haven't yet explained the value proposition right. Tell me, what would it take to convince you that this would be a good idea to move forward with - and please be honest with me."Copyright (c) 2010 Mr. Inside Sales

Original :: how to overcome the i need to think

sales assessment test to reach the peak

To become a successful professional in the field of sales you need to three basic skills at your hand. These are very important for the enhancement of your potentialities and skills. You need to have three core factors at your hand to proceed through the path of success. These skills can really help you in achieving Sales Competency. You can really help yourself through such skills and potentialities and can go further than the other persons. You can really achieve the success at the peak in the field of your profession. Just by acquiring a certain things Sales Skill Training is essential to gain. You need to know such things in a very proper manner just to go further in your career whileacquiring certain skills to flourish in the field of sales. It is very important to focus on small steps leading you to the success. You can never set huge eccentric sales goals can be very harmful at the very beginning. This is the initial stag of your sales Competency. According to many sales tycoons this is the first and very initial way of achieving success and avoiding needless negative internal dialog. You should consider these facts for the sake of your own benefit in the professional field.Employers in this field really take a very good care for such as your specifications through Sales Assessments just for a better achievement. As an employer you should know the exact way to construct a bunch of cold calls for getting result in positive. This is not the perfect process of having proper and perfect result for your business or sales. You can get several rude responses that can hamper your confidence and that will be an act of foolishness. Even you can have several people who will not answer or not even ready to give an appointment as well. Sales Skill Test makes you learn that it is better to go to the single person rather than trying your hand to so many people at one single moment. Your effort to communicate with so many people at the single moment can never give any justice to your potentiality. This method will definitely harm your career and business as well. It is better to go for one single person just for the matter of perfection. You can never take any chance at the very beginning of your career. It is recommended to make yourself proper rather spreading your hands at so many places.Your convincing power is the most important skill in the filed of sales. You need to make people know about your products. You need to convince them that your products are the best and they will be glad and completely satisfied if they use them for their own benefits. It is very important to interact over telephone. You need to make a perfect appointment through telephonic conversation with any customer. You need to play the process in the most perfect and suitable method. If you can make a perfect appointment with one single person then that will be a very realistic approach from your end at the very beginning. If you increase your skill in this field you can move to the further step and that is nothing but just an evaluation or just a commitment to daily progress. It is very important to make comparison between your growths at a regular interval. You need to draw the graph of your career from the beginning to you failure to the augmentation of you success you should identify and recognize everything. These are the marks of an appropriate sales person.

Original :: sales assessment test to reach the peak