Don’t pay for more advertising just because you’re not getting sales. More ads or more traffic to your website is not always the answer to more sales. There are some simple steps that you can use to evaluate your situation before you make any definite decisions on why your online sales are sagging.
1. Survey your last 10 customers who never bought from you again. Many seasoned business owners already know that it is wise to keep addresses of all their customers. They can send out future promotions on sales, new items available or other current news about their business. Yet, how many use their customer base to help evaluate why their customers bought from them or didn’t buy from them again? If you’re having problems getting sales, ask some of your past customers to help you make your business better. Offer them a small gift certificate or some other small gift for their time. Simply make a fairly easy survey asking how they would rate your customer service, your website and your products or services. Include a special line for comments or suggestions. If you do your survey in a professional manner, making your customers feel that you value their opinion, they will usually be very happy to oblige.
2. Check out your competition. What on earth are your competitors doing? Visit their website and find out. What do they offer that you don’t? Find a way to make your product or service better or find some way to make it more unique.
3. Analyze your marketing ads. If your headline doesn’t catch their attention, your ad isn’t going to get read either. Your first few lines also have to draw the reader in. People are looking for answers to their needs or problems. If you can get people to realize you’ve got a solution to make their life easier, you’ll get better sales. If writing ads just isn’t your thing, take a copywriting course or hire a professional to help you with your ads.
4. Check out the demand for your products or services. Although this should be one of your first steps before you even set up a new business, the fact is trends are ever changing. New technology, new products and new trends change our world constantly. Keep up with the trends, make sure your products or services offer what people really want.
5. Analyze your targeted market. Perhaps you’re aiming the wrong direction. If you’re trying to sell doors to people looking for windows you’re definitely going to have a hard time making sales. You will have to evaluate what type of ads you are writing, what keywords you are using for your pay-per-click ads, what sites you are advertising on, etc. It may be time consuming to do a thorough analysis, but it’s very important to getting more sales. This process will also help eliminate money wasted on advertising that clearly isn’t geared toward your targeted market.
6. Analyze your website. The first impression still matters. Are you stuck in time with bright, flashing banners and animated graphics stuck all over your site? Today’s trendy websites aren’t looking to entertain with website “ornaments”. They’re geared to serve the visitors with information. Yes, a professional look definitely impresses your visitors, but does your website serve its real purpose? You need to analyze your website’s appearance, the checkout process, your navigation, your web copy and every tiny detail. Make sure it’s all user friendly, easy to navigate and understand. Make sure your checkout is super easy and in no way confusing. The way to do this is to ask several people to test out your website and get their opinion. People often navigate through a site much differently than we do, so you cannot trust your own opinion alone.
7. Make sure your products or sevices are living up to your claims. Analyze your products and services for their quality. Are your products overpriced or underpriced? How about your labels and packing are they impressive? Your website may be the first impression they get, but your products that they receive will make a lasting impression that can determine your chance of future sales. Spend just a few more dollars for better product labels if needed. It’s much cheaper keeping current customers happy than it is spending more advertising dollars to gain new customers.
Thursday, February 15, 2007
Selling with Non-Verbal Communication
Non-Verbal Communication can be mightier than your words; this is especially true in-person. Your words are important, but your body language and “para-language” may transmit a louder message.
Studies have shown that people can “size up” another person in as little as three to four seconds. This judgment is a basic mammalian response that uses all our senses: sight, hearing, smell, touch, and taste. In addition, we call upon our past experiences with others to help us sort out friend from foe. If we had a bad experience with a tall, bald man once before, we might be wary of others who fit that description.
Body language may make up to 55% of communication. This includes posture, facial expressions such as smiling or frowning, hand and arm movements, and the tilt of your head. A hand moved in front of your mouth can indicate that you uncomfortable or don’t agree with the other party. Arms crossed can be sign of aggression or disagreement.
Akin to body language is the amount of space you maintain between yourself and others; while this space can be cultural and learned, it can also be an indicator of someone who is aggressive or unskilled socially. Standing too close to another person can make others very uncomfortable in western cultures, while in Middle Eastern cultures standing nose to nose is considered polite and a sign of friendship or trust.
Para-language is the use of intonation, sighs, and pauses in your speech; studies have shown that para-language accounts for 38% of communication. Once again culture may play a big role in use of para-language. For example, Japanese business people will use long pauses in meetings to reflect upon important points. These pauses show respect and wisdom; these pauses also allow for time to think and help you avoid saying something stupid. Para-language can be heard on the phone such as a sigh or an inflection of voice; our listening for these signals is more acute when on the phone. In-person you can actually see a sigh which involves a deep breath and its release.
Our words may say one thing while our body language and para-language may say another. For example, on a job interview you may try to say the right things while your nervous hands and sweaty brow may communicate another. The interviewer will know that you are nervous despite your confident words.
Another example is the behavior of a liar. Typically someone who is lying is stiff and uses few arm and hand movements. They avoid eye contact and they will turn away or turn sideways. Sometimes they unconsciously put things between you and them such as a stack of magazines or some other object to hide behind.
Studies have shown that people can “size up” another person in as little as three to four seconds. This judgment is a basic mammalian response that uses all our senses: sight, hearing, smell, touch, and taste. In addition, we call upon our past experiences with others to help us sort out friend from foe. If we had a bad experience with a tall, bald man once before, we might be wary of others who fit that description.
Body language may make up to 55% of communication. This includes posture, facial expressions such as smiling or frowning, hand and arm movements, and the tilt of your head. A hand moved in front of your mouth can indicate that you uncomfortable or don’t agree with the other party. Arms crossed can be sign of aggression or disagreement.
Akin to body language is the amount of space you maintain between yourself and others; while this space can be cultural and learned, it can also be an indicator of someone who is aggressive or unskilled socially. Standing too close to another person can make others very uncomfortable in western cultures, while in Middle Eastern cultures standing nose to nose is considered polite and a sign of friendship or trust.
Para-language is the use of intonation, sighs, and pauses in your speech; studies have shown that para-language accounts for 38% of communication. Once again culture may play a big role in use of para-language. For example, Japanese business people will use long pauses in meetings to reflect upon important points. These pauses show respect and wisdom; these pauses also allow for time to think and help you avoid saying something stupid. Para-language can be heard on the phone such as a sigh or an inflection of voice; our listening for these signals is more acute when on the phone. In-person you can actually see a sigh which involves a deep breath and its release.
Our words may say one thing while our body language and para-language may say another. For example, on a job interview you may try to say the right things while your nervous hands and sweaty brow may communicate another. The interviewer will know that you are nervous despite your confident words.
Another example is the behavior of a liar. Typically someone who is lying is stiff and uses few arm and hand movements. They avoid eye contact and they will turn away or turn sideways. Sometimes they unconsciously put things between you and them such as a stack of magazines or some other object to hide behind.
Selling The Right Product Will Make You A Top Producing Salesperson - No Gimmicks Or Sales Tricks
There are a lot of sales experts and sales trainers that teach sales skills, tips, and tricks – how to cold call, how to generate leads, how to close sales, where to find prospects, how to upsell, how to ask for referrals, and the like.
You can do a search on Google and find thousands of results from people teaching you how to sell. Most, if not all of these, are just tricks or gimmicks. If there's a problem with your sales results, they'll normally tell you that your techniques are wrong. But not many will tell you that perhaps there might be something wrong with the product that you’re selling. Perhaps it’s not you – the product might be bad. And, no sales gimmicks will help you sell a product that nobody needs or wants, no matter what the so-called sales trainers tell you.
Of course, some of these sales techniques do have merit but what is not right is when somebody tells you that you can sell anything as long as you apply the proper sales methods; that is not true – You cannot sell ice to an Eskimo no matter what the so-called experts tell you.
What does this mean to you and your sales career? It means that if the sales numbers are not up to par, it may not be that your sales skills are lacking or that you are not doing a good job. It might just mean that your product sucks. Don't be afraid to sell a product that sells itself!
You can do a search on Google and find thousands of results from people teaching you how to sell. Most, if not all of these, are just tricks or gimmicks. If there's a problem with your sales results, they'll normally tell you that your techniques are wrong. But not many will tell you that perhaps there might be something wrong with the product that you’re selling. Perhaps it’s not you – the product might be bad. And, no sales gimmicks will help you sell a product that nobody needs or wants, no matter what the so-called sales trainers tell you.
Of course, some of these sales techniques do have merit but what is not right is when somebody tells you that you can sell anything as long as you apply the proper sales methods; that is not true – You cannot sell ice to an Eskimo no matter what the so-called experts tell you.
What does this mean to you and your sales career? It means that if the sales numbers are not up to par, it may not be that your sales skills are lacking or that you are not doing a good job. It might just mean that your product sucks. Don't be afraid to sell a product that sells itself!
Five Proven Ways to Get More Appointments
This time of year you see a lot of surveys about sales, views of sales leaders and their goals for the year ahead. One consistent theme is the need for more prospecting both within existing accounts and for new clients. This can not be accomplished without getting appointments, probably the least liked activity for all sales people, veteran or new. It’s not rocket science: Sales come Prospects, Prospects are a result of meeting with people: Appointments.
Our Appointment-Making Program deals extensively with the art and science of getting appointments with decision makers on a consistent basis. Here are some proven methods to help improve your appointment setting skills and numbers.
Shift your calling hours: Many trainers suggest that you do your calling first thing in the morning. Theory being that you “get it out of the way” first thing, and then go on about your day doing what you do best and like to do: sell. The reality is that you need to shift your prospecting calls to when your target audience is more likely to be available. For some services like ours first thing in the morning is best, first thing being 7:00 to 8:00 – 8:30 a.m. However if your target is a plant manager, service manager, traffic manager, VP ops, you are not likely to find them in their office in the morning, mid-day is probably a better time.
With a bit of research and keeping track, you can typically learn when is a likely time not only to find your target by their phone but also in a position to listen to your approach, and respond in a way that serves your mutual needs. A little preparation, segmentation and planning goes a long way.
Please be clear, we are not excusing you from making calls at all times, just encouraging you to call targets at a time that will yield best results for you.
Voice Mail: ALWAYS LEAVE A VOICE MAIL MESSAGE! A lot of people don’t believe in leaving voice mail, and that’s alright, because if you do, you’ll get more appointments.
There are a couple of dynamics at play. A lot of reps say “I never get a call back”; “No one ever returns voice mails”. Not true, I get return calls from 5 out of 10 messages I leave. (Our Appointment-Making Program instructs participants on how to leave effective voice mails.)
But you can also benefit from the ones that do not call back. Studies have shown that it may take anywhere from 4 to 7 approaches for someone to respond or deal with a new matter. Other studies have shown that most sales people give up after three attempts at reaching someone (usually with a manager saying move on in the background).
Now if you do not leave a message, then you may have tried 3 times, and let’s say you’re one of the keeners who tries 4 times, as far as the prospect goes you’re at zero, because they have no way of knowing that you called, because you didn’t leave a message or “calling card” telling her you want to talk to her. You also don’t want to be at the other end of the spectrum, wasting your time dialing someone dozens of times, not leaving a message, then finally connecting and letting built up frustration out on the prospect, as though it was their fault that you called and called and called, instead of leaving a message and having them call you, like every other person I leave a message for does.
Another thing to consider is that a vast majority of reps, who do not leave messages, still listen to the entire outbound message on the voice mail, so why not take a few more seconds and leave a message.
It’s a no brainer, on the one hand, even if they don’t call back (within 72 hours), you are on the prospects radar (yes initially at the fringe) but still better than the superstars who don’t leave messages; on the other hand a 50-50 shot of getting a call back, good odds, and certainly many more conversation leading to more appointments.
If by chance you do miss a return call from someone you left a message for, not the time of their call to you, and aim to call them back in the same time frame, another way to shift your calling hours, in addition to those detailed above.
Segment Preparation: Since most sales people do not like to prospect to begin with, they like preparing for it even less. But at the end, anything worth doing is worth doing right, and in sales and prospecting that means taking the time to prepare.
With prospecting preparation is just as vital as at any point in the cycle. This goes from a simple thing like having a complete calling list ready, including name, title, number, potential value statements, references, potential voicemail message, and the ability to anticipate and deal with objections.
While these may seem obvious, many sales people do not take the time to be ready, and as a result get distracted, rejected and dejected. Having the above and an understanding of how to relate to the person you are calling can dramatically increase the resulting appointments. As with any of the things discussed in this piece, the better you are at getting the right number of appointments to drive your business, the less calls you have to make.
I would caution that you have to be realistic not confuse “preparation” with “deep research” for each appointment setting call, that would be a waste of time at this stage. If your numbers are 12-6-1, (12 dials to reach 6 decision makers resulting in one appointment), and you spend 5 minutes researching each call, that’s 2 hours of research for 1 appointment, not a good use of time.
Leverage: As you are working with clients, or calling prospects, you are in a position to glean a lot of useful information that is current and relevant to a given sector or type of buyer. Why not use that information right away to generate more appointments.
You can call people in the same sector that you have tried in the past, and demonstrate the interest you have in their sector, how you are keeping up with developments and why they should rethink meeting with you. This especially works if you present it to them in the context “I was thinking about you and the impact ………would have on you company” (project, initiative, what-have-you). People really respond when you tell them you were thinking about their issues and how you can help rather than just as an order.
You can also call new prospects and lead with something current and relevant, distinguishing you from the horde of reps whose initial prospecting call is generic with questionable relevance for the prospect.
The more folks you engage with based on their points of interest, the more you increase your probabilities and resulting appointments.
DO IT! We’re not being cheeky; the number one reason for lack of appointments is lack of action taken, lack of effort. It’s something most reps don’t like to do, so they find any number of reasons not to do it. A sales manager at wireless company captured it very well when he said “there is always a battery that needs to be driven across town just when its time to prospect”. Sometime the greatest creativity shown by sales people is demonstrated in the way in which they avoid making the appointment setting calls.
But as with any professional endeavor, there will be necessary aspect of the drill that are not fun, yet those who excel understand that they have to incorporate it into their game. The way to minimize the grief is to improve your skills, master it and thereby have to spend less time at it while still achieving the levels required to be consistently successful.
What's in Your Pipeline? If you are sad to admit, contact Tibor Shanto, Principal with Renbor Sales Solutions Inc., and find out how he has helped dozens of organization to fill their pipeline with real prospects - - driving real revenue.
Tibor Shanto, is a Principal with Renbor Sales Solutions Inc., Renbor Sales Solutions Inc. enables companies achieve sustained growth, by focusing on critical aspects of revenue growth. By recognizing that an outstanding sales force is THE differentiator in today’s environment, our clients with our help, focus on the development of both strategic and tactical initiatives to foster a winning team that will out think, out sell and out perform competitors while consistently gaining market share.
Our Appointment-Making Program deals extensively with the art and science of getting appointments with decision makers on a consistent basis. Here are some proven methods to help improve your appointment setting skills and numbers.
Shift your calling hours: Many trainers suggest that you do your calling first thing in the morning. Theory being that you “get it out of the way” first thing, and then go on about your day doing what you do best and like to do: sell. The reality is that you need to shift your prospecting calls to when your target audience is more likely to be available. For some services like ours first thing in the morning is best, first thing being 7:00 to 8:00 – 8:30 a.m. However if your target is a plant manager, service manager, traffic manager, VP ops, you are not likely to find them in their office in the morning, mid-day is probably a better time.
With a bit of research and keeping track, you can typically learn when is a likely time not only to find your target by their phone but also in a position to listen to your approach, and respond in a way that serves your mutual needs. A little preparation, segmentation and planning goes a long way.
Please be clear, we are not excusing you from making calls at all times, just encouraging you to call targets at a time that will yield best results for you.
Voice Mail: ALWAYS LEAVE A VOICE MAIL MESSAGE! A lot of people don’t believe in leaving voice mail, and that’s alright, because if you do, you’ll get more appointments.
There are a couple of dynamics at play. A lot of reps say “I never get a call back”; “No one ever returns voice mails”. Not true, I get return calls from 5 out of 10 messages I leave. (Our Appointment-Making Program instructs participants on how to leave effective voice mails.)
But you can also benefit from the ones that do not call back. Studies have shown that it may take anywhere from 4 to 7 approaches for someone to respond or deal with a new matter. Other studies have shown that most sales people give up after three attempts at reaching someone (usually with a manager saying move on in the background).
Now if you do not leave a message, then you may have tried 3 times, and let’s say you’re one of the keeners who tries 4 times, as far as the prospect goes you’re at zero, because they have no way of knowing that you called, because you didn’t leave a message or “calling card” telling her you want to talk to her. You also don’t want to be at the other end of the spectrum, wasting your time dialing someone dozens of times, not leaving a message, then finally connecting and letting built up frustration out on the prospect, as though it was their fault that you called and called and called, instead of leaving a message and having them call you, like every other person I leave a message for does.
Another thing to consider is that a vast majority of reps, who do not leave messages, still listen to the entire outbound message on the voice mail, so why not take a few more seconds and leave a message.
It’s a no brainer, on the one hand, even if they don’t call back (within 72 hours), you are on the prospects radar (yes initially at the fringe) but still better than the superstars who don’t leave messages; on the other hand a 50-50 shot of getting a call back, good odds, and certainly many more conversation leading to more appointments.
If by chance you do miss a return call from someone you left a message for, not the time of their call to you, and aim to call them back in the same time frame, another way to shift your calling hours, in addition to those detailed above.
Segment Preparation: Since most sales people do not like to prospect to begin with, they like preparing for it even less. But at the end, anything worth doing is worth doing right, and in sales and prospecting that means taking the time to prepare.
With prospecting preparation is just as vital as at any point in the cycle. This goes from a simple thing like having a complete calling list ready, including name, title, number, potential value statements, references, potential voicemail message, and the ability to anticipate and deal with objections.
While these may seem obvious, many sales people do not take the time to be ready, and as a result get distracted, rejected and dejected. Having the above and an understanding of how to relate to the person you are calling can dramatically increase the resulting appointments. As with any of the things discussed in this piece, the better you are at getting the right number of appointments to drive your business, the less calls you have to make.
I would caution that you have to be realistic not confuse “preparation” with “deep research” for each appointment setting call, that would be a waste of time at this stage. If your numbers are 12-6-1, (12 dials to reach 6 decision makers resulting in one appointment), and you spend 5 minutes researching each call, that’s 2 hours of research for 1 appointment, not a good use of time.
Leverage: As you are working with clients, or calling prospects, you are in a position to glean a lot of useful information that is current and relevant to a given sector or type of buyer. Why not use that information right away to generate more appointments.
You can call people in the same sector that you have tried in the past, and demonstrate the interest you have in their sector, how you are keeping up with developments and why they should rethink meeting with you. This especially works if you present it to them in the context “I was thinking about you and the impact ………would have on you company” (project, initiative, what-have-you). People really respond when you tell them you were thinking about their issues and how you can help rather than just as an order.
You can also call new prospects and lead with something current and relevant, distinguishing you from the horde of reps whose initial prospecting call is generic with questionable relevance for the prospect.
The more folks you engage with based on their points of interest, the more you increase your probabilities and resulting appointments.
DO IT! We’re not being cheeky; the number one reason for lack of appointments is lack of action taken, lack of effort. It’s something most reps don’t like to do, so they find any number of reasons not to do it. A sales manager at wireless company captured it very well when he said “there is always a battery that needs to be driven across town just when its time to prospect”. Sometime the greatest creativity shown by sales people is demonstrated in the way in which they avoid making the appointment setting calls.
But as with any professional endeavor, there will be necessary aspect of the drill that are not fun, yet those who excel understand that they have to incorporate it into their game. The way to minimize the grief is to improve your skills, master it and thereby have to spend less time at it while still achieving the levels required to be consistently successful.
What's in Your Pipeline? If you are sad to admit, contact Tibor Shanto, Principal with Renbor Sales Solutions Inc., and find out how he has helped dozens of organization to fill their pipeline with real prospects - - driving real revenue.
Tibor Shanto, is a Principal with Renbor Sales Solutions Inc., Renbor Sales Solutions Inc. enables companies achieve sustained growth, by focusing on critical aspects of revenue growth. By recognizing that an outstanding sales force is THE differentiator in today’s environment, our clients with our help, focus on the development of both strategic and tactical initiatives to foster a winning team that will out think, out sell and out perform competitors while consistently gaining market share.
How Can The Words You Use Generate More Sales?
Being able to communicate effectively with a prospect is vital for obtaining a sale and is a very useful sales technique.
In communicating with a prospect try to avoid technical terms (unless of course the prospect understands them). Using these terms to a non-technical person will only lead to confusion which in turn may cause you to lose the sale. It is important to say exactly what you mean. By listening to yourself, you will be able to determine if your voice inflexion is correct.
How convincing are you? Words that provide a solution to a prospect’s problem will work remarkably well. Instead of pushing the product onto the customer you will make the prospect want to buy. Make it very clear how buying the product will solve their particular problem.
Words combined with agreeable body language is a great sales technique that you can utilize to your best advantage. Try to get your customer’s immediate and favorable attention using the fewest words you possibly can. This way you mitigate the risk of overselling and time is not waste on non-relevant issues.
If you can frame your words to give a choice rather than pose an open question to which the prospect can say no then the result will be a dramatic increase in your sales. At some point in your presentation the prospect will want to know how they can benefit from your product or service. If you present something of value then you will more likely close the sale.
Finally, you may want to ask why to any objection that the prospect may have. By doing this you can better see things from their point of vies. For instance, if the prospect says that your product is not needed then by asking why you may find out that it costs too much. You may be able to offer a more affordable product or service.
In communicating with a prospect try to avoid technical terms (unless of course the prospect understands them). Using these terms to a non-technical person will only lead to confusion which in turn may cause you to lose the sale. It is important to say exactly what you mean. By listening to yourself, you will be able to determine if your voice inflexion is correct.
How convincing are you? Words that provide a solution to a prospect’s problem will work remarkably well. Instead of pushing the product onto the customer you will make the prospect want to buy. Make it very clear how buying the product will solve their particular problem.
Words combined with agreeable body language is a great sales technique that you can utilize to your best advantage. Try to get your customer’s immediate and favorable attention using the fewest words you possibly can. This way you mitigate the risk of overselling and time is not waste on non-relevant issues.
If you can frame your words to give a choice rather than pose an open question to which the prospect can say no then the result will be a dramatic increase in your sales. At some point in your presentation the prospect will want to know how they can benefit from your product or service. If you present something of value then you will more likely close the sale.
Finally, you may want to ask why to any objection that the prospect may have. By doing this you can better see things from their point of vies. For instance, if the prospect says that your product is not needed then by asking why you may find out that it costs too much. You may be able to offer a more affordable product or service.
Friday, February 9, 2007
Are Your Communication Skills Sickening?
All over the country salespeople are suffering from a verbal virus. It strikes at any time and often without warning. Those who are afflicted say it happens most when talking with prospective customers.
How do you know if you’ve been infected with Foot-in-Mouth Syndrome?
Symptoms include premature articulation of saying the worst thing at the worst time, depression of thinking of the perfect thing to say long after your customer has gone, or nausea from the embarrassment of being at an absolute loss for words.
While there is no cure for Foot-in-Mouth Syndrome, there are certainly remedies to make the symptoms less catastrophic. You can have a nearly complete remission from the verbal virus just by practicing your ability to speak your best.
Get on Your Feet
Frequent attacks of Foot-in-Mouth Syndrome while on the phone can sometimes be calmed just by getting out of your seat. Instead of sitting in your plush office chair and staring at your computer while talking on the phone, stand up. The sound of your voice will naturally follow your body language and the way you feel. If you’re too comfortable in your chair, your voice will sound sleepy and nonchalant, and you’ll find yourself boring or offending your customer.
The simple act of standing promotes healthy breathing, and ensures you are speaking with your best sales voice. By standing, you are changing your tone of voice from lackadaisical to energetic and attentive. You’ll be saying the right thing the right way.
Wear a Smile
Studies have shown that your facial expressions are literally heard in your voice by the person on the other end of the phone. No matter how hard you try to sound upbeat, if your face doesn’t look cheerful, your attitude will sound forced and insincere. Try smiling when on the phone with customers. Your smile will brighten your tone, making your customer as excited about your product as you are.
Monitor Your Progress The warning signs of Foot-in-Mouth Syndrome can be hard to spot if you don’t make the effort to watch out for them – literally. The next time you are on the phone with a customer, place a large mirror on your desk and watch yourself in action.
Your telephone demeanor will completely change as you look yourself in the eye while you are talking with your customers. Having a face-to-face connection (even with yourself) will help you imagine that the person is sitting right in front of you. It will also give you ongoing feedback of your facial expressions and body language. This self-regulating phone training tool gives you the control over the foot-in-mouth tendencies which may keep you from making the sale.
Get it on Tape
If you’re not careful, Foot-in-Mouth Syndrome can spread, severally affecting your ability to communicate even in person. In these cases, monitoring yourself by mirror can be replaced with a simple digital voice recorder. Record all of your customer interactions and prepare for a painful experience as you listen to them in privacy.
Regardless of how many sales you’ve made, how long you’ve been in sales, or how good you think you are at it, you will be horrified to hear how you interact with prospective customers. Hearing yourself in a live sales situation will help you examine your symptoms of the verbal virus and find ways to eliminate them. Make notes of everything from the effectiveness of your tone to your ability to ask intriguing and useful questions.
After a few weeks of watching and listening to yourself in action, you will notice your sales conversations improving. The simple act of monitoring what comes out of your mouth will significantly change the effectiveness of what you say, and how you say it.
How do you know if you’ve been infected with Foot-in-Mouth Syndrome?
Symptoms include premature articulation of saying the worst thing at the worst time, depression of thinking of the perfect thing to say long after your customer has gone, or nausea from the embarrassment of being at an absolute loss for words.
While there is no cure for Foot-in-Mouth Syndrome, there are certainly remedies to make the symptoms less catastrophic. You can have a nearly complete remission from the verbal virus just by practicing your ability to speak your best.
Get on Your Feet
Frequent attacks of Foot-in-Mouth Syndrome while on the phone can sometimes be calmed just by getting out of your seat. Instead of sitting in your plush office chair and staring at your computer while talking on the phone, stand up. The sound of your voice will naturally follow your body language and the way you feel. If you’re too comfortable in your chair, your voice will sound sleepy and nonchalant, and you’ll find yourself boring or offending your customer.
The simple act of standing promotes healthy breathing, and ensures you are speaking with your best sales voice. By standing, you are changing your tone of voice from lackadaisical to energetic and attentive. You’ll be saying the right thing the right way.
Wear a Smile
Studies have shown that your facial expressions are literally heard in your voice by the person on the other end of the phone. No matter how hard you try to sound upbeat, if your face doesn’t look cheerful, your attitude will sound forced and insincere. Try smiling when on the phone with customers. Your smile will brighten your tone, making your customer as excited about your product as you are.
Monitor Your Progress The warning signs of Foot-in-Mouth Syndrome can be hard to spot if you don’t make the effort to watch out for them – literally. The next time you are on the phone with a customer, place a large mirror on your desk and watch yourself in action.
Your telephone demeanor will completely change as you look yourself in the eye while you are talking with your customers. Having a face-to-face connection (even with yourself) will help you imagine that the person is sitting right in front of you. It will also give you ongoing feedback of your facial expressions and body language. This self-regulating phone training tool gives you the control over the foot-in-mouth tendencies which may keep you from making the sale.
Get it on Tape
If you’re not careful, Foot-in-Mouth Syndrome can spread, severally affecting your ability to communicate even in person. In these cases, monitoring yourself by mirror can be replaced with a simple digital voice recorder. Record all of your customer interactions and prepare for a painful experience as you listen to them in privacy.
Regardless of how many sales you’ve made, how long you’ve been in sales, or how good you think you are at it, you will be horrified to hear how you interact with prospective customers. Hearing yourself in a live sales situation will help you examine your symptoms of the verbal virus and find ways to eliminate them. Make notes of everything from the effectiveness of your tone to your ability to ask intriguing and useful questions.
After a few weeks of watching and listening to yourself in action, you will notice your sales conversations improving. The simple act of monitoring what comes out of your mouth will significantly change the effectiveness of what you say, and how you say it.
It's My Business!
There are so many get-rich schemes. Beware and hold on to your wallet! There are many home-based businesses selling all types of products. How do you know which one to choose? How do you know what to look for? How do you know if the products are really good without spending a fortune to find out? These are all legitimate concerns.
I have been an Avon District Sales Manager for almost 9 years and before that, I sold Avon for over 10 years. I speak from experience — if you have a vision and are determined to reach your goals, Avon can be the vehicle to get you there. Here are some reasons:
Avon is probably the lowest-cost business to start. “The cost of lunch could change your life!” is my motto. Only $10 to start! No inventory! No sales quotas! No stress!
Avon can give you financial freedom — in the Avon world there are hundreds of woman and some husband/wife teams earning a six-figure income. They have taken the career path … not only selling the products but sharing the opportunity through networking Avon to people everywhere.
Avon offers on-line training to all representatives. These courses are absolutely FREE and teach money management, the Beauty of Knowledge, the Power of 3, how to market your products, how to build your business and find new customers everywhere you go.
Avon representatives can have their own website and sell to family and friends all over the U.S.
Avon’s products are guaranteed 100%. If the customer is not happy, the representative can ask for credit and return the product to Avon.
Avon gives every new representative a credit line of at least $100 — (s)he orders the product, it is shipped directly to his/her door and (s)he pays the bill before submitting the next order.
Avon has products for every member of the family. The representative has giftable items, DVD’s, clothing, licensed products like Dora and Bob the Builder and many more items to entice the customers.
Avon’s SKINCARE is the BEST! The Research & Development Department is always finding new technology to combat the signs of aging. Our Clinical line takes the needle / pain / high cost / doctor’s visit out of having botox treatments, laser treatments, collagen injections, and thermal face lifts.
And best of all, the representative can earn anywhere from 20% to 50%, depending on how much time and effort (s)he puts into the business.
I was an Avon representative from 1978 to 1988. My sales put me in the top 10 of my district and made it possible to remodel my kitchen with brand new cupboards and appliances. Our Christmas presents were always Avon products … family and friends loved getting the holiday decorations and jewelry. My sons learned the benefits of hard work and enjoyed helping me tag my brochures and make deliveries. We made long lasting friendships with so many wonderful people.
I have been an Avon District Sales Manager for almost 9 years and before that, I sold Avon for over 10 years. I speak from experience — if you have a vision and are determined to reach your goals, Avon can be the vehicle to get you there. Here are some reasons:
Avon is probably the lowest-cost business to start. “The cost of lunch could change your life!” is my motto. Only $10 to start! No inventory! No sales quotas! No stress!
Avon can give you financial freedom — in the Avon world there are hundreds of woman and some husband/wife teams earning a six-figure income. They have taken the career path … not only selling the products but sharing the opportunity through networking Avon to people everywhere.
Avon offers on-line training to all representatives. These courses are absolutely FREE and teach money management, the Beauty of Knowledge, the Power of 3, how to market your products, how to build your business and find new customers everywhere you go.
Avon representatives can have their own website and sell to family and friends all over the U.S.
Avon’s products are guaranteed 100%. If the customer is not happy, the representative can ask for credit and return the product to Avon.
Avon gives every new representative a credit line of at least $100 — (s)he orders the product, it is shipped directly to his/her door and (s)he pays the bill before submitting the next order.
Avon has products for every member of the family. The representative has giftable items, DVD’s, clothing, licensed products like Dora and Bob the Builder and many more items to entice the customers.
Avon’s SKINCARE is the BEST! The Research & Development Department is always finding new technology to combat the signs of aging. Our Clinical line takes the needle / pain / high cost / doctor’s visit out of having botox treatments, laser treatments, collagen injections, and thermal face lifts.
And best of all, the representative can earn anywhere from 20% to 50%, depending on how much time and effort (s)he puts into the business.
I was an Avon representative from 1978 to 1988. My sales put me in the top 10 of my district and made it possible to remodel my kitchen with brand new cupboards and appliances. Our Christmas presents were always Avon products … family and friends loved getting the holiday decorations and jewelry. My sons learned the benefits of hard work and enjoyed helping me tag my brochures and make deliveries. We made long lasting friendships with so many wonderful people.
Styles Of Negotiation In Selling
Our style of negotiation will be influenced by the style of the other party. If both sides are adversarial; there will be little trust between the two parties, however, if one side decides to be co-operative, there is a danger the other side will use this apparent sign of weakness to their advantage.
Co-operative bargaining has the advantage of being a more efficient style of negotiation, however certain rules have to be followed by both parties for it to work. Let us look at the two styles of bargaining and their features:
Features Of Adversarial Bargaining:
• Each side takes up a position and defends it.
• Opening bids are set at unrealistic levels; too high or too low, in order to give
room for manoeuvre.
• Movement is small or non-existent until later on in the negotiation.
• Tactics are used to gain short term advantage.
• Too much emphasis is placed on trust. .This really is my best price!
• Information is withheld, or misrepresented.
• The outcome is often “win-lose”, or “lose-lose”.
• The more aggressive negotiator usually does best.
• This style does not encourage long term, mutually beneficial relationships.
• Neither side asks enough questions, or explores alternatives in sufficient depth.
Features Of Co-Operative Bargaining:
• Each side recognizes that the other has needs and feelings and accepts implicit rules.
• Objective measures are taken of what is fair and reasonable.
• Trust is not an issue as either side is willing to share information.
• This style is friendly, but not soft. There is a willingness to trade concessions.
• There is a clear, communicable strategy.
• Bad behavior is punished.
• This style involves creative problem solving.
• It encourages long term, mutually profitable relationships.
• Each side asks more questions and explores alternatives, rather than taking up fixed positions.
• The usual outcome is “win-win”.
Co-operative bargaining has the advantage of being a more efficient style of negotiation, however certain rules have to be followed by both parties for it to work. Let us look at the two styles of bargaining and their features:
Features Of Adversarial Bargaining:
• Each side takes up a position and defends it.
• Opening bids are set at unrealistic levels; too high or too low, in order to give
room for manoeuvre.
• Movement is small or non-existent until later on in the negotiation.
• Tactics are used to gain short term advantage.
• Too much emphasis is placed on trust. .This really is my best price!
• Information is withheld, or misrepresented.
• The outcome is often “win-lose”, or “lose-lose”.
• The more aggressive negotiator usually does best.
• This style does not encourage long term, mutually beneficial relationships.
• Neither side asks enough questions, or explores alternatives in sufficient depth.
Features Of Co-Operative Bargaining:
• Each side recognizes that the other has needs and feelings and accepts implicit rules.
• Objective measures are taken of what is fair and reasonable.
• Trust is not an issue as either side is willing to share information.
• This style is friendly, but not soft. There is a willingness to trade concessions.
• There is a clear, communicable strategy.
• Bad behavior is punished.
• This style involves creative problem solving.
• It encourages long term, mutually profitable relationships.
• Each side asks more questions and explores alternatives, rather than taking up fixed positions.
• The usual outcome is “win-win”.
Learn to Sell Only to Deserving Customers
What? What are deserving customers? I want to sell to everybody, don’t I? Well… do you?
Smith Manufacturing Company, one of your best customers, regularly buys from you and your company. They order pieces and parts yet seldom yield an opportunity to solve larger manufacturing, production or quality problems, choosing instead to call other companies for these services, some of which may be your competitors. They call frequently, requiring lots of assistance from your inside sales and shipping people. They seem to have many issues too, issues that frequently require your attention and those of your customer service department. They pay late, but they always pay eventually. They buy at a discount and you earn less profit than you should for an account of this type. You call on them regularly, socialize with their managers over lunch and an occasional dinner, and enjoy a good reputation throughout their firm. You may feel this is one of your key accounts.
Does this scenario sound familiar? Or… does it sound all too familiar? We all have them; customers that consume a great deal of our resources. We like them. We like their employees. We spend a great deal of time there. The burning question becomes: Can we honestly continue to justify our current or growing level of investment of our resources in this account?
Jones Medical is also one of your regular customers. Your business here is quite different than at Smith Manufacturing Company. Here, you provide solutions based upon your product mix and your years of experience. Your profit margins are considerably higher and their company pays your invoices promptly, taking advantage of any particular terms you may offer. Your communications with their personnel are typically over the phone or via email. You make quarterly calls on key personnel and may occasionally take a key official to lunch. They operate in a very professional manner causing your inside salespeople, customer service staff and shipping department few problems. Since you are in the business of providing solutions, you often miss their more generic storeroom business since your "pieces and parts" competitor is often there weekly checking bins and drawers for needed low-margin, price-sensitive replacements. You have become an important resource to many key players in this company and they reward you with opportunities to serve them.
Let’s compare both types of customer. In your mind, quickly review your existing customer base. What do you see? Are there more Smith of Jones types of companies? Where do you spend the bulk of your time and resources? Which customers bring more complaints to you from your inside service staff? Where does the bulk of your gross profit come from? Which companies generate more of your costs? What are your opportunity costs? These are tough questions requiring tough decisions.
Many of us will find that we have far more customers like the Smith Manufacturing Company while actually needing to cultivate more customers like Jones Medical. How does this happen to be? As human beings, we tend to get comfortable. In fact, over time, we tend to get so comfortable that we actually get stuck in a rut and tend to remain there. Salesmen have told me that they simply don’t have the necessary time to locate and develop more customers like Jones Medical. "It is the Smith’s that pay the bills" they often say. That may look true on the surface, but underneath, the Smith-type companies are actually putting a stranglehold on your sales and earnings, causing the salesperson to experience a somewhat stable or declining income level.
I have found that at some regular interval, it is healthy to review my accounts and determine where we actually invest our precious resources as well as reviewing how much time we actually spend looking for additional customers. What I have found is that we often need far fewer Smith-types and considerably more Jones-types. Our sales and profit growth is going to come from establishing more accounts like Jones Medical and weaning ourselves away from our accounts like Smith Manufacturing. So what are we to do about it? How can we accomplish this?
Often, there may be a junior salesperson or a particular inside salesperson in your company that could be re-assigned these accounts. You might continue to see these customers quarterly to maintain contact and then share the commissions with your inside staff. It may however, be in your best interest to completely shed responsibility for these accounts, thus handing-off these customers to someone else. Alternately, you may be able to locate a new partner, another local company who is interested in servicing your Smith Companies, thus divesting yourself of them altogether. Sometimes, "firing" your customer is the only reasonable alternative.
I have several ex-customers and prospective accounts that I choose not to do business with. That’s right… I choose. While the reasons vary, the common thread is that pursuing their business is not a wise use of my time or company resources. The net profit gained from my selling investments there simply will not justify pursuing or keeping these customers. I choose to allow a competitor to service them. If my competitors are consumed with servicing these Smith-type accounts, I have more opportunities and less competition in pursing additional Jones-type accounts. It really is that simple.
What is required of you is clarity and self-honesty in evaluating your market position and your customer mix and the ability to make the tough choices. Remember, it is your territory, and it is your earnings at stake. Use your time wisely, invest your resources carefully and choose customers that your company can afford to deal with in a profitable manner. This is truly the selling scenario where everyone wins.
Smith Manufacturing Company, one of your best customers, regularly buys from you and your company. They order pieces and parts yet seldom yield an opportunity to solve larger manufacturing, production or quality problems, choosing instead to call other companies for these services, some of which may be your competitors. They call frequently, requiring lots of assistance from your inside sales and shipping people. They seem to have many issues too, issues that frequently require your attention and those of your customer service department. They pay late, but they always pay eventually. They buy at a discount and you earn less profit than you should for an account of this type. You call on them regularly, socialize with their managers over lunch and an occasional dinner, and enjoy a good reputation throughout their firm. You may feel this is one of your key accounts.
Does this scenario sound familiar? Or… does it sound all too familiar? We all have them; customers that consume a great deal of our resources. We like them. We like their employees. We spend a great deal of time there. The burning question becomes: Can we honestly continue to justify our current or growing level of investment of our resources in this account?
Jones Medical is also one of your regular customers. Your business here is quite different than at Smith Manufacturing Company. Here, you provide solutions based upon your product mix and your years of experience. Your profit margins are considerably higher and their company pays your invoices promptly, taking advantage of any particular terms you may offer. Your communications with their personnel are typically over the phone or via email. You make quarterly calls on key personnel and may occasionally take a key official to lunch. They operate in a very professional manner causing your inside salespeople, customer service staff and shipping department few problems. Since you are in the business of providing solutions, you often miss their more generic storeroom business since your "pieces and parts" competitor is often there weekly checking bins and drawers for needed low-margin, price-sensitive replacements. You have become an important resource to many key players in this company and they reward you with opportunities to serve them.
Let’s compare both types of customer. In your mind, quickly review your existing customer base. What do you see? Are there more Smith of Jones types of companies? Where do you spend the bulk of your time and resources? Which customers bring more complaints to you from your inside service staff? Where does the bulk of your gross profit come from? Which companies generate more of your costs? What are your opportunity costs? These are tough questions requiring tough decisions.
Many of us will find that we have far more customers like the Smith Manufacturing Company while actually needing to cultivate more customers like Jones Medical. How does this happen to be? As human beings, we tend to get comfortable. In fact, over time, we tend to get so comfortable that we actually get stuck in a rut and tend to remain there. Salesmen have told me that they simply don’t have the necessary time to locate and develop more customers like Jones Medical. "It is the Smith’s that pay the bills" they often say. That may look true on the surface, but underneath, the Smith-type companies are actually putting a stranglehold on your sales and earnings, causing the salesperson to experience a somewhat stable or declining income level.
I have found that at some regular interval, it is healthy to review my accounts and determine where we actually invest our precious resources as well as reviewing how much time we actually spend looking for additional customers. What I have found is that we often need far fewer Smith-types and considerably more Jones-types. Our sales and profit growth is going to come from establishing more accounts like Jones Medical and weaning ourselves away from our accounts like Smith Manufacturing. So what are we to do about it? How can we accomplish this?
Often, there may be a junior salesperson or a particular inside salesperson in your company that could be re-assigned these accounts. You might continue to see these customers quarterly to maintain contact and then share the commissions with your inside staff. It may however, be in your best interest to completely shed responsibility for these accounts, thus handing-off these customers to someone else. Alternately, you may be able to locate a new partner, another local company who is interested in servicing your Smith Companies, thus divesting yourself of them altogether. Sometimes, "firing" your customer is the only reasonable alternative.
I have several ex-customers and prospective accounts that I choose not to do business with. That’s right… I choose. While the reasons vary, the common thread is that pursuing their business is not a wise use of my time or company resources. The net profit gained from my selling investments there simply will not justify pursuing or keeping these customers. I choose to allow a competitor to service them. If my competitors are consumed with servicing these Smith-type accounts, I have more opportunities and less competition in pursing additional Jones-type accounts. It really is that simple.
What is required of you is clarity and self-honesty in evaluating your market position and your customer mix and the ability to make the tough choices. Remember, it is your territory, and it is your earnings at stake. Use your time wisely, invest your resources carefully and choose customers that your company can afford to deal with in a profitable manner. This is truly the selling scenario where everyone wins.
There is Gold in Them There Hills
As a sales person how do you know when to give up on a lead. The short answer is never. People’s situation’s and circumstances change. You never really know when you can catch the client at the right moment for them.
I sell life insurance and the Majority of my clients come from a lead program with National Agents Alliance. In my Opinion they have the best lead program I have ever seen. I typically take 10 to 20 leads each week. I place the date I receive the lead and type of lead in the upper right hand corner. I typically will call a lead for about a month after I receive it then I place the lead in a separate pile.
My Goal is to schedule 15 to 20 Appointments each week off of these leads. My Prime calling times for appointment setting is Tuesday and Wednesday morning from 8am to about 9:30am and Tuesday and Wednesday evening from 6pm to 9pm.
Last week I only had about 9 or 10 appointments set with my most recent leads. I went back to my piles of leads and started calling on my leads from September, October and November. I was able to make 7 more appointments which have resulted in 3 sales and 2 follow-up appointments.
This week when I set my appointments I concentrated on the newer leads first and I did manage to set 12 appointments by Early Wednesday morning with leads no more then a month old. I also have 6 additional appointments with leads from September through November.
As a commission only salesperson my activity determines my paycheck. The more appointments I set, the more people I sit in front of. The More people I sit in front of the More Sales I make. The more sales the bigger my paycheck. There really is Gold in them there old leads all you need to do is mine it.
I sell life insurance and the Majority of my clients come from a lead program with National Agents Alliance. In my Opinion they have the best lead program I have ever seen. I typically take 10 to 20 leads each week. I place the date I receive the lead and type of lead in the upper right hand corner. I typically will call a lead for about a month after I receive it then I place the lead in a separate pile.
My Goal is to schedule 15 to 20 Appointments each week off of these leads. My Prime calling times for appointment setting is Tuesday and Wednesday morning from 8am to about 9:30am and Tuesday and Wednesday evening from 6pm to 9pm.
Last week I only had about 9 or 10 appointments set with my most recent leads. I went back to my piles of leads and started calling on my leads from September, October and November. I was able to make 7 more appointments which have resulted in 3 sales and 2 follow-up appointments.
This week when I set my appointments I concentrated on the newer leads first and I did manage to set 12 appointments by Early Wednesday morning with leads no more then a month old. I also have 6 additional appointments with leads from September through November.
As a commission only salesperson my activity determines my paycheck. The more appointments I set, the more people I sit in front of. The More people I sit in front of the More Sales I make. The more sales the bigger my paycheck. There really is Gold in them there old leads all you need to do is mine it.
Customer Service Starts in Selling
After some initial how-are-you, rapport building conversation, your prospect brings up what they called you about: “I called you because I don’t like the results we’re currently getting. I’ve heard you have something you can help us with.” What an opener for someone who provides a product or service to improve whatever the problem is! Maybe; if the provider or seller listens and understands first.
At this conversational juncture the meaning of the adage “Selling ain’t telling, asking is” takes on life form with buyer and seller face to face. It’s time to get to know the specifics of what’s said and not to respond with a sales presentation because you are eager talk just about what you can do!
One of the most difficult tasks a consultant, a salesperson, a manager or anyone tasked with the role of solution provider is to effectively influence a person to clarify their expectations.
Most customers, clients or buyers need help in clarifying what the issues are! Most may even need help in clarifying their objections. Sometimes they know and can’t express it. Sometimes they just don’t know.
An early task for a salesperson with a customer service spirit is to assess if a solution you have is the appropriate resolution to a potential customer’s situation. This requires that we ask questions and as a listener, help the client turn their statements and objections into specific information we can work with. It’s sort of like taking a lump of clay and then molding it into recognizable art.
Getting the specifics of a personal experience as opposed to our assessed or judgmental interpretation gives us information from the clients point of view. It helps them clarify their language when appropriate. If you want to travel from where you live to San Francisco, California, you would use a map which goes to San Francisco, not to Atlanta, Georgia. Use your client’s map of experiences. Leverage your personal experiences to explain things in your clients' way of understanding.
How will this knowledge about listening and clarifying of information cause power? It might not. To be effective at influencing our clients and to clarify what it is they want to achieve requires us to put in action skills such as listening and questions. This requires more than good intentions. It requires commitment. Commitment to understand first, and then to be understood.
At this conversational juncture the meaning of the adage “Selling ain’t telling, asking is” takes on life form with buyer and seller face to face. It’s time to get to know the specifics of what’s said and not to respond with a sales presentation because you are eager talk just about what you can do!
One of the most difficult tasks a consultant, a salesperson, a manager or anyone tasked with the role of solution provider is to effectively influence a person to clarify their expectations.
Most customers, clients or buyers need help in clarifying what the issues are! Most may even need help in clarifying their objections. Sometimes they know and can’t express it. Sometimes they just don’t know.
An early task for a salesperson with a customer service spirit is to assess if a solution you have is the appropriate resolution to a potential customer’s situation. This requires that we ask questions and as a listener, help the client turn their statements and objections into specific information we can work with. It’s sort of like taking a lump of clay and then molding it into recognizable art.
Getting the specifics of a personal experience as opposed to our assessed or judgmental interpretation gives us information from the clients point of view. It helps them clarify their language when appropriate. If you want to travel from where you live to San Francisco, California, you would use a map which goes to San Francisco, not to Atlanta, Georgia. Use your client’s map of experiences. Leverage your personal experiences to explain things in your clients' way of understanding.
How will this knowledge about listening and clarifying of information cause power? It might not. To be effective at influencing our clients and to clarify what it is they want to achieve requires us to put in action skills such as listening and questions. This requires more than good intentions. It requires commitment. Commitment to understand first, and then to be understood.
The Selling Process is a Sales Map to Success
If you have a GPS, Global Positioning System in your car, you already appreciate the value of knowing where you are at all times. We don't have one of these GPS systems and I'm thinking about investing in one for our next vehicle. Although, I have a wonderful sense of direction, really, I prefer to rent a vehicle with a GPS system when traveling. A GPS system is invaluable on the road with the system alerts that notify you when you get off track or as you approach an important off ramp. The satellite system is a great tool for people on the move. If you think driving is the only way to use a GPS system, think again. A GPS sales system saves a business time and lost customers. The built in prospect and customer tracking system reduces the loss of opportunities and customers. It is almost like tracking a FEDEX package across the country in that you will know where the sales opportunity is all the time.
The Sales GPS System
One of the reasons salespeople get lost in sales is they don't have a map. Having a map is critical to ending any journey with success. Unfortunately, many business owners and salespeople don't have a sales or marketing map.
I have to confess, there was a time when I didn't have a sales map. Naturally, I got lost many times. It was a challenge of not knowing where I was or where the prospect was in the sales process. Remember, I mentioned earlier, my sense of direction is good. Well, it wasn't working during the early stages of my selling career. The routine of making sales calls and doing the sales activities just didn't get the results I was looking for. It would be years later that I would fine tune my sales process and develop the GPS and mapping system of selling. The evolution of this system is what we offer today.
If the words, sales process and sales map are foreign to you or you can't tell where you are with each prospect, there are ways to calculate your position. NO, the answer isn't in the stars. Let's make it simple and position you in a two step selling process.
* If you have more questions than you have answers about a prospect, you are in the discovery phase. This is the first phase of selling and you should ask more questions than speaking.
* If you have more answers than you have questions for the prospect, you are in the development phase. This is the second phase of selling and you must have a few answers to the problems the prospect has. You have this because you asked good questions in the first phase.
This simple test will tell you where you are in each step of a selling process with prospects. If you want a better description of how to know where you are in sales, we encourage you to join our webinar on "the game of sales." We regularly share our success secrets about the selling process and the game of sales.
Once you understand the selling process and your sales map, selling gets easier. You will also discover that there isn't much difference between a GPS and our Selling Magic sales acceleration program. Both systems will help you stay on track with reminders and guides. Both systems are automated and will save you time while helping you reach a successful destination. Each of these systems is simple to operate.
The Sales GPS System
One of the reasons salespeople get lost in sales is they don't have a map. Having a map is critical to ending any journey with success. Unfortunately, many business owners and salespeople don't have a sales or marketing map.
I have to confess, there was a time when I didn't have a sales map. Naturally, I got lost many times. It was a challenge of not knowing where I was or where the prospect was in the sales process. Remember, I mentioned earlier, my sense of direction is good. Well, it wasn't working during the early stages of my selling career. The routine of making sales calls and doing the sales activities just didn't get the results I was looking for. It would be years later that I would fine tune my sales process and develop the GPS and mapping system of selling. The evolution of this system is what we offer today.
If the words, sales process and sales map are foreign to you or you can't tell where you are with each prospect, there are ways to calculate your position. NO, the answer isn't in the stars. Let's make it simple and position you in a two step selling process.
* If you have more questions than you have answers about a prospect, you are in the discovery phase. This is the first phase of selling and you should ask more questions than speaking.
* If you have more answers than you have questions for the prospect, you are in the development phase. This is the second phase of selling and you must have a few answers to the problems the prospect has. You have this because you asked good questions in the first phase.
This simple test will tell you where you are in each step of a selling process with prospects. If you want a better description of how to know where you are in sales, we encourage you to join our webinar on "the game of sales." We regularly share our success secrets about the selling process and the game of sales.
Once you understand the selling process and your sales map, selling gets easier. You will also discover that there isn't much difference between a GPS and our Selling Magic sales acceleration program. Both systems will help you stay on track with reminders and guides. Both systems are automated and will save you time while helping you reach a successful destination. Each of these systems is simple to operate.
Barcodes Readers and Scanners
Two products that some may say independently epitomise America and Britain are chewing gum and tea. These two items have played a role in dramatically changing our lives.
Not because the Americans are known for chewing gum and the Britain's are known for drinking tea, but those two products have represented their countries in being the very first to wear a barcode.
When Andrew Melrose chose to sell tea for a living, did he know what landmarks he would bequeath? In 1833 Melrose's became the first company to legally land tea independently of the East Indies Trading Co. William Wrigley only went into the chewing gum business after discovering that the gum he gave away as an incentive to buy his father's soap was more popular with customers than the soap itself.
Was it choice or circumstance that chewing gum pieces in the USA and tea in the UK would be the first to start the Epos industry rolling?
In the UK we have nothing left to celebrate this great achievement. The keymarkets supermarket in Spalding, Lincolnshire was absorbed by another giant in the 80's, the identity of the would-be famous shopper who bought those teabags is unknown as is the fate of that first bar-coded box of tea bags. The person who used the barcode scanner is also unknown.
However, the packet of Wrigley's chewing gum that was the first American product to be barcoded and scanned in June 26, 1974, at Marsh's supermarket in Troy, Ohio - now proudly sits in the Smithsonian Museum alongside other objects of distinction such as the Hope diamond. The customer is known as Clyde Dawson and Sharon Buchanan (now retired) was the cashier who made the first UPC scan.
We don't know why the Keymarkets store in Spalding (UK) was chosen or whether it was a blanket operation and it just happened to be the branch that used the scanner first. Surely they would have used the Boston branch for their tea party?
We do know that the Troy store was specifically chosen because of its close proximity to the Dayton based NCR Corporation, the designers of checkout counter.
Three decades later, let's look at some comparisons. The actual scanner used was from PSC Inc., and at the time cost $4,000 (the entire check-out counter cost $10,000). These days, scanners cost a fraction of that, we can buy a CCD reader for £55.00 ...a far cry from $4,000.
The box of tea bags at the time didn't have a factory-applied barcode, Keymarkets shop workers stuck the barcode labels on products before they were put on the shop shelves ready for customers to buy. Because Keymarkets no longer exist, we can look at the other giants; J. Sainsbury, for example, operated 201 stores in 1975. Today it has 735 and the vast majority of those have at least double the floor space of those mid-70s stores. At that time grocers only stocked a couple of thousand or so product lines at the most. Simply because of the logistics in putting price stickers on all those products allbeit boxes, packets, bags, bottles or cans, the intellectual load on staff who had to know how much each individual product cost and also because of margins for error made this an impossible and expensive task.
Despite the fact that the price of barcode scanners and barcode reading equipment has plummeted, the 1970s UK inflation peaked at 28%, now it hovers around the 2% mark. Prices are bound to go down when almost every shop and store in the modern world uses them. Bulk buying and mass production aside, technology has enhanced reliability.
CCD readers are the most popular type of bar code reader for low to medium use. No moving parts means a high level of reliability and robustness. Unlike the bar code wand/pen reader which has to be 'swiped' across the code, the CCD remains still during scanning - the scanner normally being activated by depressing the button/trigger.
The limiting factor to the type of code you may scan with this sort of reader is the physical width of the read head - either 65mm or 90mm. If you need to scan a code wider than 90mm, you need to specify either a Linear Imager or a Laser Scanner.
How is it used....?
The read head is placed on the bar code and the trigger depressed. The reader connects to your computer via either PS2 keyboard wedge, RS232 serial interface or via USB
Was the barcode invented just to assist the retail industry? Are bar code systems strictly for big business or can a small or medium sized business or service centre adopt bar code systems to streamline operations, increase profit and save money? Are the Mac or Windows suitable platforms for bar code based data collection and control?
In 1959 David J. Collins earned his master's degree and went to work for the Syvania Corporation, whilst they were researching military applications for computers, Collins had his mind on a new venture. He had previously worked for The Pennsyvania Railroad and knew that there was an urgent need to create a system that could identify, track and handle the gathered information relating to the movement of freight cars. A coded label seemed to be the cheapest solution. Instead of being black and white, labels were orange and blue.
The system worked and it pushed Collins to look at other applications. In 1967 he approached his bosses at Synania and said that he wanted to develop a black and white version for conveyor control and just about everything that moves. The bosses refused to invest in the idea because they felt they had a massive market already. Collins was adamant that the future was in the black and white bar codes and resigned, he co-founded Computer Identics Corporation.
Whilst Sylvania never made any money from their system and suffered during the recession, Computer Identics Corporation truly prospered. It used laser ( Light Amplification by Stimulated Emission of Radiation ) as opposed to a milliwatt helium-neon beam used by others. The fine red stripe was absorbed by the black bars and reflected by the white. The great advantage was that lasers could read the codes several feet away from many different angles and still read damaged labels, useful for warehouse, point of sale and many other applications. .
Modern cost effective hand held barcode laser scanners
Older types of laser scanner had spinning mirrors and prisms and were rather prone to damage if handled roughly. Modern devices have cut down on the amount of moving parts and so are much more reliable. Many such scanners now carry 2, 3 and 5 year warranties.
There are a number of substances which 'Lase'. Modern laser devices such as these, are based on a semiconductor which is excited by a current which then emits light of a single wavelength (normally red) which is then focused. Many household appliances such as computer printers, CD and DVD players, now utilise the unique properties of Lasers.
Not because the Americans are known for chewing gum and the Britain's are known for drinking tea, but those two products have represented their countries in being the very first to wear a barcode.
When Andrew Melrose chose to sell tea for a living, did he know what landmarks he would bequeath? In 1833 Melrose's became the first company to legally land tea independently of the East Indies Trading Co. William Wrigley only went into the chewing gum business after discovering that the gum he gave away as an incentive to buy his father's soap was more popular with customers than the soap itself.
Was it choice or circumstance that chewing gum pieces in the USA and tea in the UK would be the first to start the Epos industry rolling?
In the UK we have nothing left to celebrate this great achievement. The keymarkets supermarket in Spalding, Lincolnshire was absorbed by another giant in the 80's, the identity of the would-be famous shopper who bought those teabags is unknown as is the fate of that first bar-coded box of tea bags. The person who used the barcode scanner is also unknown.
However, the packet of Wrigley's chewing gum that was the first American product to be barcoded and scanned in June 26, 1974, at Marsh's supermarket in Troy, Ohio - now proudly sits in the Smithsonian Museum alongside other objects of distinction such as the Hope diamond. The customer is known as Clyde Dawson and Sharon Buchanan (now retired) was the cashier who made the first UPC scan.
We don't know why the Keymarkets store in Spalding (UK) was chosen or whether it was a blanket operation and it just happened to be the branch that used the scanner first. Surely they would have used the Boston branch for their tea party?
We do know that the Troy store was specifically chosen because of its close proximity to the Dayton based NCR Corporation, the designers of checkout counter.
Three decades later, let's look at some comparisons. The actual scanner used was from PSC Inc., and at the time cost $4,000 (the entire check-out counter cost $10,000). These days, scanners cost a fraction of that, we can buy a CCD reader for £55.00 ...a far cry from $4,000.
The box of tea bags at the time didn't have a factory-applied barcode, Keymarkets shop workers stuck the barcode labels on products before they were put on the shop shelves ready for customers to buy. Because Keymarkets no longer exist, we can look at the other giants; J. Sainsbury, for example, operated 201 stores in 1975. Today it has 735 and the vast majority of those have at least double the floor space of those mid-70s stores. At that time grocers only stocked a couple of thousand or so product lines at the most. Simply because of the logistics in putting price stickers on all those products allbeit boxes, packets, bags, bottles or cans, the intellectual load on staff who had to know how much each individual product cost and also because of margins for error made this an impossible and expensive task.
Despite the fact that the price of barcode scanners and barcode reading equipment has plummeted, the 1970s UK inflation peaked at 28%, now it hovers around the 2% mark. Prices are bound to go down when almost every shop and store in the modern world uses them. Bulk buying and mass production aside, technology has enhanced reliability.
CCD readers are the most popular type of bar code reader for low to medium use. No moving parts means a high level of reliability and robustness. Unlike the bar code wand/pen reader which has to be 'swiped' across the code, the CCD remains still during scanning - the scanner normally being activated by depressing the button/trigger.
The limiting factor to the type of code you may scan with this sort of reader is the physical width of the read head - either 65mm or 90mm. If you need to scan a code wider than 90mm, you need to specify either a Linear Imager or a Laser Scanner.
How is it used....?
The read head is placed on the bar code and the trigger depressed. The reader connects to your computer via either PS2 keyboard wedge, RS232 serial interface or via USB
Was the barcode invented just to assist the retail industry? Are bar code systems strictly for big business or can a small or medium sized business or service centre adopt bar code systems to streamline operations, increase profit and save money? Are the Mac or Windows suitable platforms for bar code based data collection and control?
In 1959 David J. Collins earned his master's degree and went to work for the Syvania Corporation, whilst they were researching military applications for computers, Collins had his mind on a new venture. He had previously worked for The Pennsyvania Railroad and knew that there was an urgent need to create a system that could identify, track and handle the gathered information relating to the movement of freight cars. A coded label seemed to be the cheapest solution. Instead of being black and white, labels were orange and blue.
The system worked and it pushed Collins to look at other applications. In 1967 he approached his bosses at Synania and said that he wanted to develop a black and white version for conveyor control and just about everything that moves. The bosses refused to invest in the idea because they felt they had a massive market already. Collins was adamant that the future was in the black and white bar codes and resigned, he co-founded Computer Identics Corporation.
Whilst Sylvania never made any money from their system and suffered during the recession, Computer Identics Corporation truly prospered. It used laser ( Light Amplification by Stimulated Emission of Radiation ) as opposed to a milliwatt helium-neon beam used by others. The fine red stripe was absorbed by the black bars and reflected by the white. The great advantage was that lasers could read the codes several feet away from many different angles and still read damaged labels, useful for warehouse, point of sale and many other applications. .
Modern cost effective hand held barcode laser scanners
Older types of laser scanner had spinning mirrors and prisms and were rather prone to damage if handled roughly. Modern devices have cut down on the amount of moving parts and so are much more reliable. Many such scanners now carry 2, 3 and 5 year warranties.
There are a number of substances which 'Lase'. Modern laser devices such as these, are based on a semiconductor which is excited by a current which then emits light of a single wavelength (normally red) which is then focused. Many household appliances such as computer printers, CD and DVD players, now utilise the unique properties of Lasers.
Citizen Watches
Citizen Watch Company is a watch brand that was established in 1924. The men who established the company chose Citizen as the name so that it would be easily recognizable to people everywhere. Citizen has become a world wide company in the last seventy-five years and is now recognized as a global brand. Every year since the year 1986 Citizen has been recognized as the largest watchmaker in the world. Citizen is also recognized for the innovative technology that they use to make Citizen watches. Citizen has been first for many types of watches. They were the first to create the world’s slimmest LCD. They had the first voice recognition watch. The Citizen dive watches were the first to have an electronic depth sensor. New to Citizen watches is the Eco-Drive collection, which is ecologically friendly. Eco-Drive watches are powered by light rather than a battery.
Citizen Watch Company is accessible a few different ways. You can access their website. Their website has a section that tells about the company. It also allows you to shop for watches. When you shop on the website for watches you can do specific searches. For example, you can search for ladies Citizen watches in $201 to $300 range. You can also do a search for Citizen watches by keyword. The website also includes links for press releases, a store locator, my favorites, corporate gifts and technical support. The store locator link will help you find the nearest Citizen Watch Company store. The My Favorites link lets you keep a list of your favorite watches so that you can easily find them again. The corporate gifts link shows you a watch to give as a gift from your corporation to an employee. The technical support link gives you information regarding setting your Citizen watch, recharging guides, FAQs, and Service information. You can also go into one of their stores. A third way you can access Citizen Watch Company is to call them.
Citizen Watch Company makes watches for men and women. They make every kind of watch you can think of. There are Citizen dress watches. There are Citizen diving watches. You can find Citizen sport watches. There is a wide range in the price of Citizen watches online. They start at about $135 and go up to $700. If you are interested in purchasing a Citizen watch you should shop around. Citizen retailers are all over the world. If you prefer to shop on the internet, then you can find discounted Citizen watches if you do an internet search, rather than paying full price through the Citizen website. If you purchase a Citizen watch online make sure you are doing so through a reputable dealer. Also make sure that the payment gateways are safe. You will want to be sure that you check into the price and guarantee to make sure they are not hiding anything from you. It might be helpful to ask around and order from a site that people you know have ordered from and had success with previously.
Citizen Watch Company is accessible a few different ways. You can access their website. Their website has a section that tells about the company. It also allows you to shop for watches. When you shop on the website for watches you can do specific searches. For example, you can search for ladies Citizen watches in $201 to $300 range. You can also do a search for Citizen watches by keyword. The website also includes links for press releases, a store locator, my favorites, corporate gifts and technical support. The store locator link will help you find the nearest Citizen Watch Company store. The My Favorites link lets you keep a list of your favorite watches so that you can easily find them again. The corporate gifts link shows you a watch to give as a gift from your corporation to an employee. The technical support link gives you information regarding setting your Citizen watch, recharging guides, FAQs, and Service information. You can also go into one of their stores. A third way you can access Citizen Watch Company is to call them.
Citizen Watch Company makes watches for men and women. They make every kind of watch you can think of. There are Citizen dress watches. There are Citizen diving watches. You can find Citizen sport watches. There is a wide range in the price of Citizen watches online. They start at about $135 and go up to $700. If you are interested in purchasing a Citizen watch you should shop around. Citizen retailers are all over the world. If you prefer to shop on the internet, then you can find discounted Citizen watches if you do an internet search, rather than paying full price through the Citizen website. If you purchase a Citizen watch online make sure you are doing so through a reputable dealer. Also make sure that the payment gateways are safe. You will want to be sure that you check into the price and guarantee to make sure they are not hiding anything from you. It might be helpful to ask around and order from a site that people you know have ordered from and had success with previously.
Sub Prime Internet Mortgage Leads
If you are a loan officer or mortgage broker looking for sub prime internet mortgage leads. Look for a lead provider that allows for you to view the lead before you buy it.
Also, look for lead providers that gather information that is important to loan officers looking for sub prime leads. For example, when working with sub prime customers, you want to have leads that offer a comment section so that you can get a good idea of what the customers needs are and you can than base your decision to buy the lead based on this information.
Lets say you call a prospect and they tell you that the bank has already begun the foreclosure process. Chances are, this is a dead lead for you.
Now, if you have the opportunity to view the lead before you purchase it and you can see what comments the prospect has made on the lead and they stated that they were heading into foreclosure, you probably never would have bought the lead to begin with if you did not specialize in foreclosures.
Take the time to research the internet lead providers that are out there. There are many, so take your time.
Here are a few things you can look for.
Where does the internet provider obtain their leads from?
Make sure the lead company that you are considering obtain their own leads. By this I mean, make sure they obtain them through lead generation web sites they own and operate on their own.
Steer clear of the mortgage lead companies that are recycling their leads or are purchasing their leads from third party vendors than selling them to loan officers at a profit.
You don’t want to call a customer and have them tell you that you are the tenth person to call them this week.
Also, make sure you speak with someone in customer service. It is always good to know that there is someone to speak with in the event you need some assistance or you are looking for a refund on a bad lead.
And remember, the type of customer service you are provided with should be a clear-cut indication of the quality of the leads you receive.
Also, look for lead providers that gather information that is important to loan officers looking for sub prime leads. For example, when working with sub prime customers, you want to have leads that offer a comment section so that you can get a good idea of what the customers needs are and you can than base your decision to buy the lead based on this information.
Lets say you call a prospect and they tell you that the bank has already begun the foreclosure process. Chances are, this is a dead lead for you.
Now, if you have the opportunity to view the lead before you purchase it and you can see what comments the prospect has made on the lead and they stated that they were heading into foreclosure, you probably never would have bought the lead to begin with if you did not specialize in foreclosures.
Take the time to research the internet lead providers that are out there. There are many, so take your time.
Here are a few things you can look for.
Where does the internet provider obtain their leads from?
Make sure the lead company that you are considering obtain their own leads. By this I mean, make sure they obtain them through lead generation web sites they own and operate on their own.
Steer clear of the mortgage lead companies that are recycling their leads or are purchasing their leads from third party vendors than selling them to loan officers at a profit.
You don’t want to call a customer and have them tell you that you are the tenth person to call them this week.
Also, make sure you speak with someone in customer service. It is always good to know that there is someone to speak with in the event you need some assistance or you are looking for a refund on a bad lead.
And remember, the type of customer service you are provided with should be a clear-cut indication of the quality of the leads you receive.
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