How do you feel about telesales? Don't you think, "What an irritation - this salesperson hasn't earned the right to call me, interrupt me and try to sell me something that I can easily buy from any number of trusted friends if I wanted it?" That's exactly how I feel about salespeople who call me up and pitch me on their products and services. There is no reason why I should even consider talking to them, let alone do business with them. And yet, that's how 95% of salespeople operate these days. There is a better way.
Recently, I was interviewed by Heather Vale on her outstanding Success Unwrapped show. She did a wonderful job and she attended my seminar in Toronto last week. She is a Member of the international DollarMakers Joint Venture Forum, and a highly respected businesswoman. When she calls me, how do you think I respond? Very favorably, of course, I want to reciprocate. Right here, she gets exposed to many. She earned the right, impressed me and created massive value for me. Another Champion is Eric Gilbert-Williams, a Member who has contributed significantly to the growth of my business in Ontario. How do think I respond to any requests from Eric?
Whatever you're selling, even if you're selling yourself into a job opportunity, the same principles apply. Guarantee the positive, even eager attention of the person you want to sell to, using these simple guidelines:
1. Get introduced to them by someone whom they know, trust and respect.
2. EARN the right - use the Law of Reciprocity to sow before you attempt to reap. Only the brainless and desperate still believe that works.
3. Know the person to whom you are pitching - do your homework. I have been approached by some geniuses who haven't even taken the time to look at my website before calling me. Then you can push the right buttons and make them an offer they simply can't refuse.
4. Whatever it is you're selling, the person you are approaching has dozens of alternatives. Remember that and be prepared to differentiate yourself by adding massive, unprecedented value.
5. DON'T be CHEAP. Be prepared to spend some money to position and package yourself or you will simply reveal your desperation and ignorance. I had someone ask me to call him back so that he could save on the telephone call!
We live in a dichotomous business world - on the one hand, we have the highly sophisticated, slick approach that is often too well packaged to be believable, and then on the other the hand the coffee-stained, computer printed business card of the MLM'er. By using the above principles, you can elevate yourself to a position where you demand and get the positive attention of those you wish to sell to.
Tuesday, January 29, 2008
How To Catch The Interest Of Your Audience
Here are simple tactics for you to generate the leads you need to increase your sales:
1 - Know your business.
People basically look for a company that knows everything there is to know about their field of business. When you position yourself as an expert in your niche, you'll be able to attract more leads to your business because they know that they can rely on you to provide them the solution to their needs.
Who else but you can better explain how your product works, right. Without knowing the facts and details, your clients would hesitate to buy something that you don't even believe in, enough to learn everything there is to know about the item.
That goes without saying that you have to be well versed not only with the type of market you're in, but most importantly, with the product you are trying to sell. Your knowledge will help you promote as well as influence your prospects' decision to purchase from you from your catalog printing pieces or even in the booklets you produce for your marketing efforts.
2 - Network your way to sales.
To spread the good word about your product, you have to network continuously. Meet people everyday, join social circles and organizations, attend functions and events, and more importantly, join trade shows and build effective displays while you're at it.
Networking also means getting to know your competition and how they work. Someone said to keep your friends close and your enemies closer. Whoever said it is right. It pays to have knowledge of what's going on with your competition to better position your marketing campaign, especially your catalogs and booklets, to come out the best in your area of expertise. Learning the strengths and weaknesses of your adversaries can aid you in improving your own strengths.
3 - Customer service above all else.
Customers always look for the best service available. A courteous and pleasant business person is a better bedmate any day. When you want loyalty among your clients then the only way to get it is to make your clients so happy dealing with you that they won't see fit to go anywhere else.
And this also applies to your price. As cost is always a big issue for customers, be sure to have rates that are also customer friendly. Not only do you gain profit from your clients but more importantly, you'll have a network of his or her friends, relatives and lovedones when they feel satisfied with your business.
All in all, the key to having a successful marketing campaign that attracts your customers is actually better customer service that focuses on the needs of your target market. When you are able to acknowledge and provide solutions to their problems, then you don't need to do the math to know that what you have in your hands is a truly successful promotional strategy.
1 - Know your business.
People basically look for a company that knows everything there is to know about their field of business. When you position yourself as an expert in your niche, you'll be able to attract more leads to your business because they know that they can rely on you to provide them the solution to their needs.
Who else but you can better explain how your product works, right. Without knowing the facts and details, your clients would hesitate to buy something that you don't even believe in, enough to learn everything there is to know about the item.
That goes without saying that you have to be well versed not only with the type of market you're in, but most importantly, with the product you are trying to sell. Your knowledge will help you promote as well as influence your prospects' decision to purchase from you from your catalog printing pieces or even in the booklets you produce for your marketing efforts.
2 - Network your way to sales.
To spread the good word about your product, you have to network continuously. Meet people everyday, join social circles and organizations, attend functions and events, and more importantly, join trade shows and build effective displays while you're at it.
Networking also means getting to know your competition and how they work. Someone said to keep your friends close and your enemies closer. Whoever said it is right. It pays to have knowledge of what's going on with your competition to better position your marketing campaign, especially your catalogs and booklets, to come out the best in your area of expertise. Learning the strengths and weaknesses of your adversaries can aid you in improving your own strengths.
3 - Customer service above all else.
Customers always look for the best service available. A courteous and pleasant business person is a better bedmate any day. When you want loyalty among your clients then the only way to get it is to make your clients so happy dealing with you that they won't see fit to go anywhere else.
And this also applies to your price. As cost is always a big issue for customers, be sure to have rates that are also customer friendly. Not only do you gain profit from your clients but more importantly, you'll have a network of his or her friends, relatives and lovedones when they feel satisfied with your business.
All in all, the key to having a successful marketing campaign that attracts your customers is actually better customer service that focuses on the needs of your target market. When you are able to acknowledge and provide solutions to their problems, then you don't need to do the math to know that what you have in your hands is a truly successful promotional strategy.
How To Catch The Interest Of Your Audience
Here are simple tactics for you to generate the leads you need to increase your sales:
1 - Know your business.
People basically look for a company that knows everything there is to know about their field of business. When you position yourself as an expert in your niche, you'll be able to attract more leads to your business because they know that they can rely on you to provide them the solution to their needs.
Who else but you can better explain how your product works, right. Without knowing the facts and details, your clients would hesitate to buy something that you don't even believe in, enough to learn everything there is to know about the item.
That goes without saying that you have to be well versed not only with the type of market you're in, but most importantly, with the product you are trying to sell. Your knowledge will help you promote as well as influence your prospects' decision to purchase from you from your catalog printing pieces or even in the booklets you produce for your marketing efforts.
2 - Network your way to sales.
To spread the good word about your product, you have to network continuously. Meet people everyday, join social circles and organizations, attend functions and events, and more importantly, join trade shows and build effective displays while you're at it.
Networking also means getting to know your competition and how they work. Someone said to keep your friends close and your enemies closer. Whoever said it is right. It pays to have knowledge of what's going on with your competition to better position your marketing campaign, especially your catalogs and booklets, to come out the best in your area of expertise. Learning the strengths and weaknesses of your adversaries can aid you in improving your own strengths.
3 - Customer service above all else.
Customers always look for the best service available. A courteous and pleasant business person is a better bedmate any day. When you want loyalty among your clients then the only way to get it is to make your clients so happy dealing with you that they won't see fit to go anywhere else.
And this also applies to your price. As cost is always a big issue for customers, be sure to have rates that are also customer friendly. Not only do you gain profit from your clients but more importantly, you'll have a network of his or her friends, relatives and lovedones when they feel satisfied with your business.
All in all, the key to having a successful marketing campaign that attracts your customers is actually better customer service that focuses on the needs of your target market. When you are able to acknowledge and provide solutions to their problems, then you don't need to do the math to know that what you have in your hands is a truly successful promotional strategy.
1 - Know your business.
People basically look for a company that knows everything there is to know about their field of business. When you position yourself as an expert in your niche, you'll be able to attract more leads to your business because they know that they can rely on you to provide them the solution to their needs.
Who else but you can better explain how your product works, right. Without knowing the facts and details, your clients would hesitate to buy something that you don't even believe in, enough to learn everything there is to know about the item.
That goes without saying that you have to be well versed not only with the type of market you're in, but most importantly, with the product you are trying to sell. Your knowledge will help you promote as well as influence your prospects' decision to purchase from you from your catalog printing pieces or even in the booklets you produce for your marketing efforts.
2 - Network your way to sales.
To spread the good word about your product, you have to network continuously. Meet people everyday, join social circles and organizations, attend functions and events, and more importantly, join trade shows and build effective displays while you're at it.
Networking also means getting to know your competition and how they work. Someone said to keep your friends close and your enemies closer. Whoever said it is right. It pays to have knowledge of what's going on with your competition to better position your marketing campaign, especially your catalogs and booklets, to come out the best in your area of expertise. Learning the strengths and weaknesses of your adversaries can aid you in improving your own strengths.
3 - Customer service above all else.
Customers always look for the best service available. A courteous and pleasant business person is a better bedmate any day. When you want loyalty among your clients then the only way to get it is to make your clients so happy dealing with you that they won't see fit to go anywhere else.
And this also applies to your price. As cost is always a big issue for customers, be sure to have rates that are also customer friendly. Not only do you gain profit from your clients but more importantly, you'll have a network of his or her friends, relatives and lovedones when they feel satisfied with your business.
All in all, the key to having a successful marketing campaign that attracts your customers is actually better customer service that focuses on the needs of your target market. When you are able to acknowledge and provide solutions to their problems, then you don't need to do the math to know that what you have in your hands is a truly successful promotional strategy.
Monday, January 28, 2008
Best Qualities For Salespeople
Being a salesperson is very much like being a performer on stage. Knowing what kind of person to hire as a salesperson is difficult sometimes; mainly because most people interview well, yet few perform well. To maximize your success in hiring a sales staff, there are some key traits to look for in interviewing.
First, is the individual likable? A salesperson is basically a personality. Fundamentally, the salesperson should be someone who you would like to be the face of the company. In my experience, it doesn't matter if the salesperson is black or white, male or female, fat or thin; what matters is if I would want to spend five minutes speaking to them. Attractiveness counts, of course, but an attractive personality and presentation is much more important. Ensure your new hires are likable folks.
Second, your salespeople need to fundamentally understand the sales transaction enough to close sales. Many salespeople are successful simply because they work in an industry where there is little competition. Others are good at building relationships and this ability carries their sales numbers. However, the best salespeople understand the simple transaction; establish interest, showcase features and benefits, validate yourself and your organization, close.
Third, your salespeople can be formulaic and mechanical, but they won't be winners. The winners believe in a "live without a net" approach to sales. This means the best people have the sales script in their head, but usually operate on an instinctive, personality driven and on-the-spot improvised approach. These people adapt their personality to the individual much like a therapist approaches a patient. Being not only a salesperson, but a partner in the emotional aspect of the transaction is very important. The best salesperson leaves the customer feeling a strong sense of empathy; almost as though they have made a new friend.
Lastly, and probably most important, your salespeople need to be persistent. They need to be so persistent that they never take no for an answer. This means 200 dials instead of 100. This means knocking on doors until one is exhausted. There is always a new prospect to speak with. There is never a time when there is no hope to make a sale. Find your persistent and aggressive people and you will find a quality salesperson.
Overall, these key traits above will be the best traits. Obviously there are exceptions. We have all seen very aggressive and even obnoxious salespeople with strong numbers. We have also seen quiet and shy folks who have a natural sweetness that lends itself to a strong closing ability. Empathy, understanding of the sales transaction, instinctive ability, and persistence; these are the most important factors to seek in your prospective sales representatives.
First, is the individual likable? A salesperson is basically a personality. Fundamentally, the salesperson should be someone who you would like to be the face of the company. In my experience, it doesn't matter if the salesperson is black or white, male or female, fat or thin; what matters is if I would want to spend five minutes speaking to them. Attractiveness counts, of course, but an attractive personality and presentation is much more important. Ensure your new hires are likable folks.
Second, your salespeople need to fundamentally understand the sales transaction enough to close sales. Many salespeople are successful simply because they work in an industry where there is little competition. Others are good at building relationships and this ability carries their sales numbers. However, the best salespeople understand the simple transaction; establish interest, showcase features and benefits, validate yourself and your organization, close.
Third, your salespeople can be formulaic and mechanical, but they won't be winners. The winners believe in a "live without a net" approach to sales. This means the best people have the sales script in their head, but usually operate on an instinctive, personality driven and on-the-spot improvised approach. These people adapt their personality to the individual much like a therapist approaches a patient. Being not only a salesperson, but a partner in the emotional aspect of the transaction is very important. The best salesperson leaves the customer feeling a strong sense of empathy; almost as though they have made a new friend.
Lastly, and probably most important, your salespeople need to be persistent. They need to be so persistent that they never take no for an answer. This means 200 dials instead of 100. This means knocking on doors until one is exhausted. There is always a new prospect to speak with. There is never a time when there is no hope to make a sale. Find your persistent and aggressive people and you will find a quality salesperson.
Overall, these key traits above will be the best traits. Obviously there are exceptions. We have all seen very aggressive and even obnoxious salespeople with strong numbers. We have also seen quiet and shy folks who have a natural sweetness that lends itself to a strong closing ability. Empathy, understanding of the sales transaction, instinctive ability, and persistence; these are the most important factors to seek in your prospective sales representatives.
5 Things To Do Before Asking For The Sal
Closing the sale can make the best of us get sweaty palms. What will happen? Will they say "Yes!" or will they reject your offering? Because this process is so intimidating to many non-trained sales people, it is often botched. Either you go in for the close too quickly, or you never ask for the sale.
Here are five things to discuss with a prospect BEFORE you ask for their business.
1.Be clear of the needs and/or concerns of your prospect. What problem are they trying to overcome? What do they want and hope for? Ask lots of questions to be sure you have a very good understanding of each client's circumstances.
2. Explain how your product or service will SPECIFICALLY help your prospect. What is the benefit to them? This should sound different for each prospect - because it is based on their own situation.
3. Find out how your client feels about your product or service. Most purchases are made based on emotion. Gage the prospects emotional response by reading their body language and asking questions to help you learn their reaction.
4. Discuss any objections the prospect has about your service or product. Be sure and address these objections and answer any questions or concerns they have. Be honest. If their objection is legitimate, acknowledge it and when possible offer a solution or alternative.
5. Be sure you are dealing with decision-maker. Find out early on if the person you are talking with is able to make the final decision. If not, get the decision-maker involved in the discussion as soon as possible.
Take the time to discuss each of these five areas with your prospect before you even think about asking for their business. Once you have thoroughly talked through these items, and you are getting a positive reaction, then be sure and ask for their business. Be direct. Ask them, "Are you ready to get started?" or "Which color would you like to order?" The more thoroughly you get to know your prospect and genuinely offer them a solution to their problem or need, the more likely you are to win the sale.
Summary: Don't rush in to close the sale unless you have addressed all five of these critical issues!
Here are five things to discuss with a prospect BEFORE you ask for their business.
1.Be clear of the needs and/or concerns of your prospect. What problem are they trying to overcome? What do they want and hope for? Ask lots of questions to be sure you have a very good understanding of each client's circumstances.
2. Explain how your product or service will SPECIFICALLY help your prospect. What is the benefit to them? This should sound different for each prospect - because it is based on their own situation.
3. Find out how your client feels about your product or service. Most purchases are made based on emotion. Gage the prospects emotional response by reading their body language and asking questions to help you learn their reaction.
4. Discuss any objections the prospect has about your service or product. Be sure and address these objections and answer any questions or concerns they have. Be honest. If their objection is legitimate, acknowledge it and when possible offer a solution or alternative.
5. Be sure you are dealing with decision-maker. Find out early on if the person you are talking with is able to make the final decision. If not, get the decision-maker involved in the discussion as soon as possible.
Take the time to discuss each of these five areas with your prospect before you even think about asking for their business. Once you have thoroughly talked through these items, and you are getting a positive reaction, then be sure and ask for their business. Be direct. Ask them, "Are you ready to get started?" or "Which color would you like to order?" The more thoroughly you get to know your prospect and genuinely offer them a solution to their problem or need, the more likely you are to win the sale.
Summary: Don't rush in to close the sale unless you have addressed all five of these critical issues!
How to Sell Your New Gadget Electronic
I am walking through the store the other day with my wife and notice a little blast from the past, specifically from my childhood. It was a handheld electronic football game. They had one on display to test out, so me being the curious consumer that I am, I want to make sure the game was ok, before I decided to buy it.
So I turned it on, and the game started beeping and playing a tune in that old eighties style of electronic sound my generation got used to. Just like the game I remember, there wasn't much to it, when you compare it games of today. It has basic functionality with limited playing ability, but boy was it fun.
Kids today wouldn't even look at that game, but for a whole generation of people that at one time were kids, namely my generation, it is an electronic gadget that I immediately gravitated towards.
Maybe you have an idea for a hot new electronic gadget, or to reinvent one from yester year. Whatever the goal may be there are a variety of ways you can sell them. You should however write down specific steps on what exactly you are trying to accomplish.
Write down your specific target market that your game appeals to. In my experience above, that game appealed to young boys from ages 10 to about 13.
Find out where your target market frequents. This is where you want to concentrate your advertising and marketing efforts. You do not want to waste your time putting your electronic gadget up for sale in a store where very few of your target market members visit, or post online in a category that is not relevant to what the gadget is.
Define what attracts your target market to the product you're selling. For me it was the fact that the electronic gadget was a way to relive the past. That is exactly how they presented it. It was a game to relive days gone by, and conjure up some good old memories.
Create your promotion, advertising, marketing campaign, and sales pitch around what you have already written above. Whether you are posting an online advertisement, or trying to pitch your idea to a store, you need a clear, professional presentation of what you are selling, and what you are trying accomplish.
Post your online advertisements, set up your displays in the stores and sit back and start taking orders. Well you really won't sit back, you will be a bit more outgoing and aggressive to get the product out there, but the point is you can now concentrate on selling your product to your target market that you already defined.
There are thousands of electronic gadgets and gizmos on the market today. Some are very helpful and some are fairly worthless. If you have a good product, that is useful for the purpose it was intended, you should have no problems, making lots of sales.
So I turned it on, and the game started beeping and playing a tune in that old eighties style of electronic sound my generation got used to. Just like the game I remember, there wasn't much to it, when you compare it games of today. It has basic functionality with limited playing ability, but boy was it fun.
Kids today wouldn't even look at that game, but for a whole generation of people that at one time were kids, namely my generation, it is an electronic gadget that I immediately gravitated towards.
Maybe you have an idea for a hot new electronic gadget, or to reinvent one from yester year. Whatever the goal may be there are a variety of ways you can sell them. You should however write down specific steps on what exactly you are trying to accomplish.
Write down your specific target market that your game appeals to. In my experience above, that game appealed to young boys from ages 10 to about 13.
Find out where your target market frequents. This is where you want to concentrate your advertising and marketing efforts. You do not want to waste your time putting your electronic gadget up for sale in a store where very few of your target market members visit, or post online in a category that is not relevant to what the gadget is.
Define what attracts your target market to the product you're selling. For me it was the fact that the electronic gadget was a way to relive the past. That is exactly how they presented it. It was a game to relive days gone by, and conjure up some good old memories.
Create your promotion, advertising, marketing campaign, and sales pitch around what you have already written above. Whether you are posting an online advertisement, or trying to pitch your idea to a store, you need a clear, professional presentation of what you are selling, and what you are trying accomplish.
Post your online advertisements, set up your displays in the stores and sit back and start taking orders. Well you really won't sit back, you will be a bit more outgoing and aggressive to get the product out there, but the point is you can now concentrate on selling your product to your target market that you already defined.
There are thousands of electronic gadgets and gizmos on the market today. Some are very helpful and some are fairly worthless. If you have a good product, that is useful for the purpose it was intended, you should have no problems, making lots of sales.
Is the Not In Your Thinking Your Obstacle to Sales Success?
To increase sales begins with about your thoughts and your overall thinking process about selling to yourself. In The Strangest Secret: How To Live the Life Your Desire, Earl Nightingale quoted Dr. Albert Schweitzer who answered the question: "What is wrong with men today?" with this simple response "Men simply don't think"
Thinking for many in sales has become an obstacle for success. Napoleon Hill saw that in his book Think and Grow Rich. Society has become even a greater abyss of non-thinkers, conformists, who take the thoughts of others for truth. For example, if you hear that the economy is bad, will you go with the flow or believe something else?
There is a video traveling cyberspace about the forthcoming union of Mexico, U.S. and Canada to form North American Union complete with supporting facts (?). And people actually believe this to be true. What is difference between this video and the current belief about the economy?
Speaking about the economy, drive by any mall and see of the cars not in the lots. Travel through the many subdivisions and see only one car in the driveway. Of course, you are going to see malls full of cars, usually 2 cars in the driveways and people still going to work.
What we think we can achieve or cannot achieve in sales is where sales success begins. For example, if you are realtor, real estate agent or mortgage broker by all accounts you should have had a terrible year. I just read that 2007 was the worst year for the housing and real estate industry since the depression.
Yet, one of my clients who is a mortgage broker increased business 33% in 2007 over 2006 in spite of all the doom and gloom in the housing industry. We achieved the sales goal for 2007, but fell a little short of the BHAG (big, hairy audacious goal). And through all this, she delivered her third child in early September and has been working from home since that time.
Plans have been established for 2008 goals where we are using 33% as the increase. And here is where it gets interesting. When we started working together she told me that "I do not think I can achieve this sales goal." She was very nervous. And goal setting does make a lot of people uncomfortable because it makes you think. Now with that goal achieved, she once again said "I do not think I can achieve this goal." Her not thinking is her obstacle to selling more not It is the economy stupid.
By not thinking, we become what we think about, nothing, a shadow of someone else, a non-entity, a whisp in the wind. No wonder many people in sales never realize the success that they are seeking not to mention people in general who want business or personal success.
Not thinking has been a continual challenge for man. The Roman Emperor, Marcus Aurelius, saw that when he said: "A man's life is what his thoughts make of it." Fifteen hundred years later, Ralph Waldo Emerson echoed Aurelius when he said: "A man is what he thinks about all day long."
Thinking for many in sales has become an obstacle for success. Napoleon Hill saw that in his book Think and Grow Rich. Society has become even a greater abyss of non-thinkers, conformists, who take the thoughts of others for truth. For example, if you hear that the economy is bad, will you go with the flow or believe something else?
There is a video traveling cyberspace about the forthcoming union of Mexico, U.S. and Canada to form North American Union complete with supporting facts (?). And people actually believe this to be true. What is difference between this video and the current belief about the economy?
Speaking about the economy, drive by any mall and see of the cars not in the lots. Travel through the many subdivisions and see only one car in the driveway. Of course, you are going to see malls full of cars, usually 2 cars in the driveways and people still going to work.
What we think we can achieve or cannot achieve in sales is where sales success begins. For example, if you are realtor, real estate agent or mortgage broker by all accounts you should have had a terrible year. I just read that 2007 was the worst year for the housing and real estate industry since the depression.
Yet, one of my clients who is a mortgage broker increased business 33% in 2007 over 2006 in spite of all the doom and gloom in the housing industry. We achieved the sales goal for 2007, but fell a little short of the BHAG (big, hairy audacious goal). And through all this, she delivered her third child in early September and has been working from home since that time.
Plans have been established for 2008 goals where we are using 33% as the increase. And here is where it gets interesting. When we started working together she told me that "I do not think I can achieve this sales goal." She was very nervous. And goal setting does make a lot of people uncomfortable because it makes you think. Now with that goal achieved, she once again said "I do not think I can achieve this goal." Her not thinking is her obstacle to selling more not It is the economy stupid.
By not thinking, we become what we think about, nothing, a shadow of someone else, a non-entity, a whisp in the wind. No wonder many people in sales never realize the success that they are seeking not to mention people in general who want business or personal success.
Not thinking has been a continual challenge for man. The Roman Emperor, Marcus Aurelius, saw that when he said: "A man's life is what his thoughts make of it." Fifteen hundred years later, Ralph Waldo Emerson echoed Aurelius when he said: "A man is what he thinks about all day long."
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