Archive for Life Of Sales
03.24.10
Posted in Life Of Sales at 6:43 pm by admin
Begin by examining the positive aspects of a prospect’s objections to see them as challenges. Any salesperson who wants a job without difficult questions should go to the stadium and sell hot dogs! The point is, without the challenges of selling, you would simply be an order-taker, and sales is certainly not that!
In terms of personal satisfaction, the number of objections you meet on a daily basis in your particular marketplace tends to indicate the amount of money and prestige that is assigned to your particular position. In general, people are rewarded for the amount of difficulty that goes with what they do. Going back to the ball park example, common knowledge tells us that those who sell hot dogs at ballgames definitely do not generate as much income as those who encounter objections regularly in their sales positions. Where would you prefer to be on the financial ladder? Would you rather be on top, facing numerous objections throughout your sales day, or on the bottom, facing no objections or adversity but making no money?
You should be optimistic when you are faced with an objection or tough question. You should see this objection as an indicator that you are moving in some sort of direction: either successfully completing the sale or failing to make the sale. In either case you know where you are and what you need to do in order to move ahead, take corrective action, or break off the relationship. When a prospect voices his or her concern over a certain aspect of your product or service, a chance has arisen for you to redirect your sales presentation. You now have the chance to move away from things that the prospect sees as undesirable in favor of moving towards those things that the prospect wants from you, your organization, or your product or service. Unless the prospect’s objections completely blow away your product’s benefits, you still have the opportunity to save the sale.
Objections also give you the opportunity to hone your sales skills. The more objections that you face and successfully conquer, the better salesperson you become. As you start to notice patterns in the ways prospects present their objections as well as the consistent themes in these objections, you will be able to almost predict what kinds of objections your prospects will present. You’ll learn how to ask questions that help you flush them out or even eliminate them. Knowledge leads to improvement, so knowledge involving the ways you deal with prospects’ objections can only lead to improvement in your sales record, and, in turn, improvement in your income.
While objections obviously present salespeople with barriers to actually finalizing transactions, viewing these objections and tough questions in a positive light can only help you make more sales. Objections can be seen as challenging aspects of your sales job and mastering objections can lead to an improvement in your sales performance as well as your income. Objections may also be seen as a guide that points you in the right direction toward closing the sale. Finally, these questions and objections help the salesperson become skilled in dealing with objections. Remember, “Practice does make Perfect,” and the case of conquering objections is no different.
The Fox Realtor is experienced in commercial real estate in Minnesota. Working with developers, investors, and institutions to realize their investment objectives using real estate. He can be contacted at mo@foxreg.com, and more information is available at www.foxreg.com.
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01.03.10
Posted in It's Your Business, Life Of Sales, Online Loans at 3:07 am by admin
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11.29.09
Posted in Life Of Sales at 12:20 am by admin
In the past I held positions of responsibility and always had others who did the doing things for me. I used to supervise personnel; I tended to be in charge of my own work unit, and my own time.
I once attended a job interview where I was asked by members of the interview panel how would I organize and set up a telephone conference. I replied that I would email/telephone the IT guys with dates and times and have them do it.
To my horror, I learned that apparently I was the one responsible for this task and would have to arrange this telephone conference myself. Gee that sucked! Needless to say I immediately lost interest in the job (nor did I get it, for some strange reason). Whenever I retell this story I still manage to laugh at my reaction “What, I have to organize what?” Thank goodness for my attitude readjustment!
Over the years I’ve had many job and career changes and with each role someone would always be available who I could count on to help me out. Always, without fail!
Never having to worry about all that other ’stuff’ kept me a prisoner of my own comfort zone. There was always someone else who did that ’stuff’ while I got on with other work I was responsible for, there was always a safety net.
Back to the advertising leaflets, I tried, with the help of others to find personnel to do that ’stuff’ (handing out leaflets while I would be doing something else I was responsible for) for me.
I quite simply couldn’t find anyone who was okay with doing ’stuff’ for me.
Then an amazing thing happened.
As I was telling my sad and pitiful tale to a friend of mine, my friend cheerfully offered to help out. I was stunned and thought to myself “if my friend is willing to go out on a limb for me, what was my hang up?
The hang up was easy to identify. It was the fear of doing something for the first time. It was once again time to step outside my comfort zone. Sigh.
After I gave myself a stern silent talking to, like “What on earth is up with you?”
“You know you’ve been running away from having to do this that’s why now you have to do this, you need this experience!”
“Becoming fearless will set you free!” Reply to self, “easy for you to say!”
Once I worked out exactly what my strategy would be in overcoming this fear I became peaceful with a new attitude of “Let’s do this, it’ll be fun and you never know how many nice people I’ll meet today?” and “This is the perfect excuse and trade off to do lunch in town with my friend”
Remember back to when you first stepped outside your comfort zone. Maybe you were scared and fearful because you were unaware of what would happen next or you were fearful of being rejected by others of what you had to offer (for example: advertising leaflets)?
Now recall the second, third (or more) time you did the same thing. What was your experience like after several times of doing the same thing? My wild assumption is that you learned something new every time and you adjusted your strategies accordingly.
Your mind remembers all that you do (whether consciously or unconsciously). The more you do something outside your comfort zone, the easier it will become to adjust to your new comfort zone.
Whenever you try on something new know that it does get easier with time and as you continue to learn, grow and as you continue doing, you’ll become an expert before you know it.
Michaela Scherr
Copyright requirements are that it remains with Michaela Scherr and for the link to be clickable or ‘live’ at www.michaelascherr.com
Michaela is a Transformational Coach, certified practitioner of Neuro-Linguistic Programming (NLP), writer and intuitive who is totally committed to helping others create positive and action oriented changes to their lives.
Michaela is the author of several e-books and publisher of a monthly newsletter called From My Desk, and Inspirational Musings, short fortnightly emails to inspire and give food for thought.
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11.04.09
Posted in It's Commerce, Life Of Sales at 5:27 pm by admin
This type of marketing is a lot like an auction web site. Your internet site promotes various products and for all your effort, each purchase brings in cash. There is less time and effort required, fewer overheads, it sells 24/7, and it’s easy to learn. The first step you need to take is to determine which merchandise or niche area most suits your business style. A method of going about this is, find out solutions to problems a specific customer profile is anticipating, and then which solutions are on offer to help them. A good way of achieving this easily is to find groups of long tail keywords; there are fewer searchers for these in general, nevertheless greater proportion of these convert to a sale.
These crucial keywords can be obtained by using Micro Niche Finder or or a a similar program. Data collected from this program or other applications and software will give you a listing of associated terminology allowing you to gain a high listing in an internet search and bring in an increased number of hits.
Micro Niche Finder will also recount how many searches each one gets, the exact number of competing internet sites, and how successful that competitor is. Ultimately, the information produced can identify suitable domains, assist you in putting together your internet site, and even find the best items to market.
Next you need to construct a internet site; but you will plainly need to do more than just that. It is essential to fine tune your web site for the search engines. This is where SEO Elite information can help may help. This computer program automatically analyzes the sites of your rivals and can provide you with suggestions on exactly what you need to do to have good rankings in the search engine listings.
In SEO Elite the information provided by the software advises you on links, what words or phrases to focus on, and details on how to upload articles. In summary, the results obtained are the same kind of advice that a specialist in search engine optimization may give.
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When you find your target market sector, design your product advertisements, and your internet site has been completed, it is time to get your internet site up in the search results. You’ll collect a regular pay check and you will question why you did not try this method of marketing earlier!
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03.31.09
Posted in Life Of Sales at 12:49 am by admin
Do you own a mobile car washing or detailing business and would you love to wash cars at the regional mall? The mall could benefit with more activity and thus less cars stolen and it is an amenity to shoppers to bring them in. Also consider that the mall could charge you a commission per car or lease space to you and therefore make more money too.
These are all options for the mall and when selling the account you must push the amenity aspect and value to the shopper and how you will draw in more clientele to help promote more shoppers to the mall you see? To set up an account with a Mall, indeed you would need to contact the Property Management Company, Private Parking Company running the parking lots or the Mall its self.
Many Malls own their own real estate and this means they have full control, which is a good thing for you if you are a mobile carwash as you only have to keep one person happy. Incidentally your best customers end up turning out to be Mall Employees and retail employees. If you are selling such an account you know you will have a very beneficial captured audience, but you must pitch what the mall gets out of it.
More promotions from you will bring people in and with a line to wash or detail cars people will have to shop longer meaning they will have more time to buy more. This will help the mall immensely and provide another excuse for people to come to the mall to shop until they drop. So, consider all this in 2006.
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03.27.09
Posted in Life Of Sales at 3:27 am by admin
If you are a loan officer looking for a little more freedom and flexibility in your work day, you may want to consider a home base loan officer position.
Most mortgage broker shops will allow for you to work from home once they have trained you on their system and have acclimated you to their products and services.
Most mortgage companies, banks included, prefer for their mortgage representatives to work from home because it saves the company money in the way of office space.
Finding a home base loan officer position should not be too difficult if you are looking in the right places. Most loan officer positions that you see in want ads and on Yahoo’s hot jobs put work from home in their job description.
Working from home can have its challenges at times, so make sure it is the right choice for you.
For instance, I was a loan officer working for a mortgage company. After six months of learning the ropes in the office, I made the decision to work from home.
After working from my home base for about three months, I began to feel lonely. I began to miss the comradery that I once had with my fellow co-workers in the office.
I began to feel as though I were no longer a part of the rat race.
And although I was supplied with all of the necessary equipment to run a home based office, I still felt as though I was lacking in some of the resources a large office had to offer.
My advice to you would be this. If you decide to work from home, consider partnering with another loan officer to work with you. Obviously one that you like and trust, just so you have someone to bounce things off of, if nothing else.
Or, work from your home base on your own for a while to see how you like it. If you begin to feel that the environment is a little stagnant, than consider bringing in another loan officer to work with you.
In the end, if a home base loan officer position is what you want, than do it, it just may be the right fit for you. The beauty of the loan officer position is that many options are open to us, so if you don’t like the home atmosphere, go back to the office.
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com a mortgage resource site. You can also check out his blog at http://wwwmortgagespot.blogspot.com for more articles
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02.27.09
Posted in Life Of Sales at 7:57 am by admin
Written words are a powerful marketing tool. They have the ability to persuade, reason, explain & direct the reader to take action. They can hold someone’s imagination and open them up to possibilities never before visualized. But used improperly or without due care & attention they can destroy all the good work you have done in one foul swoop. If you’ve been online for very long, and have clicked on any of the major marketing sites, you’ve probably seen headlines that promise, “Write Hypnotic Copy That Guarantees Sales!” or “The REAL Secrets of Writing That Will Make Customers Get Their Wallets Out!”
These ads can be tempting, because you really do want to see results - and fast.
But is there really one method that works for all when writing to sell? And is it as quick and easy as the online ads (written by professional copywriters) claim?
The answer, simply put, is NO.
Creating irresistible copy takes work, research, and effort, unlike the promises you see (if it really worked and was as easy as ads proclaim, all of the major advertising agencies and copywriters would quickly go out of business, since we could all churn out our own hypnotic copy and get rich in 30 days or less).
But if you don’t mind approaching writing your copy the way that professionals do, you will reach your clients, and see improved sales. Here are the ‘killer’ steps for creating good marketing copy: 1) Know your audience 2) Know your product and why people use it 3) Position yourself - show why you’re unique in the marketplace 4) Personalize your copy 5) Give them reasons to buy from you 6) Give them a strong call to action 7) Offer an incentive
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02.26.09
Posted in Life Of Sales at 6:01 pm by admin
Application:
Used where the sales representative has a customer interaction in a non-business environment (i.e. A social dinner with spouses).
Objectives:
To develop background information on the customer that can be used in subsequent sales calls.
Questioning Strategy
1. The customer generally will set the tone for the business content of the social conversation. If the customer decides that he wants absolutely no discussion about business that means there will be no discussion of organizational needs. The number one area in terms of probing would be personal needs and secondarily, depending on customer initiation, job needs.
2. A strategy of open questions should be used in this situation. In examining personal needs, questions should be used in the following areas:
a. Does the customer have any major goals?
b. Is the customer happy in his present job?
c. Does the customer feel that his job offers growth potential?
d. What are some of the customer’s outside interests?
e. What about the customer’s family? Is there anything unusual in his present personal situation?
3. Delving into the customers job needs, questions should be asked in the following areas:
a. Does the customer have confidence in his management?
b. How does the customer feel about his particular market in terms of growth potential?
c. How does the customer feel about his own company?
d. What is the biggest obstacle in the company’s way to achieving a greater market share?
e. Does the customer have adequate staff to do his job?
f. How does the customer see his job? As a resource allocator, price buyer? Where is he coming from?
g. Does his company give him adequate support from the various other functions? If he decides to take a different approach to a problem, how hard is it to sell his management?
4. By delving into the areas of personal and job needs and avoiding discussions of organizational needs, the customer will leave the interaction with the feeling that business was not discussed and the sales rep will leave with much valuable information in terms of basic job needs to be satisfied in the next call. Extensive use should be made of open questions and reinforcement techniques, using closed questions only as a means of changing the subject.
Available Proof Sources:
In a social selling situation proof sources should not be generally required. If they are, it normally deals with organizational needs and sometimes is best handled by telling the customer, “Let’s wait until we get together for our next sales call.”
Closing Commitments to Request:
1. A summary of reinforcement statements should still be made. A summary can be made something on the line of, “Mr. Customer, I am really glad we have this opportunity to talk. I feel much better about our relationship because. . .”
2. The only commitment to request should be an opportunity to discuss the particular subject areas at the next sales call.
Dr. Rick Johnson (rick@ceostrategist.com) is the founder of CEO Strategist LLC. an experienced based firm specializing in leadership for wholesale distribution. CEO Strategist LLC. works in an advisory capacity with company executives in board representation, executive coaching, team coaching and education and training to make the changes necessary to create or maintain competitive advantage. You can contact them by calling 352-750-0868, or visit http://www.ceostrategist.com for more information.
Rick received an MBA from Keller Graduate School in Chicago, Illinois and a Bachelor’s degree in Operations Management from Capital University, Columbus Ohio. Rick recently completed his dissertation on Strategic Leadership and received his Ph.D. He’s also a published book author with four titles to his credit: “The Toolkit for Improved Business Performance in Distribution,” the NWFA & NAFCD “Roadmap”, Lone Wolf-Lead WolfThe Evolution of Sales” and a fiction novel “Shattered Innocence.” Rick’s next book due in November is titled; Lone Wolf - LEad Wolf The Evolution of Leadership
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02.17.09
Posted in Exchange Markets + Auctions, Life Of Sales, Market Patrons at 5:50 pm by admin
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02.08.09
Posted in Life Of Sales at 6:32 pm by admin
It’s a fact of life, our livelihood here depends on being able to make contact with others in a positive, credible and persuasive manner.
The single most destructive factor that debilitates almost all sales people, executives, entrepreneurs etc. is the fear of making the sales call on new and prospective clients.
If you stop and reflect on how much of your time and energy is wasted each day battling this inner demon you’ll recognize that it is severely affecting your productivity, your stress level, your health and your success.
Why are so many people paralyzed by this problem?
Well the main reason is that they tend to catastrophize in their minds over the outcome of their efforts. In other words they start worrying about all of the things that can go wrong.
Now some of you might “think” that doing this is a good thing. After all how many times have you heard someone say something like “Well it’s always better to feel some anxiety before a sales call because it keeps you on your toes”?
You see the general philosophy is that nervousness is supposed to be a good thing. The corollary being that if you didn’t have it you would: get lazy, be off your game, be too relaxed to care, would be less focused, or less attentive to achieving you goal.
Well, it’s been my experience that “ALL” nervousness prior to a sales call is “BAD” for you. How do I know this?
Well if you’ve ever experienced being in what some call “The Zone” or “In The Flow” you’ll recall that there was absolutely no anxiety in that experience.
When one is in the Zone one often feels some or all of the following: relaxed, calm, confident, detached from the outcome, resilient, alert, super focused, goal oriented, passionate about what they are doing, clear minded, energized, like everything feels effortless, supported by some greater force and so on.
If you ask any professional athlete who is at the top of their game you’ll hear this description over and over.
So how can you achieve this experience?
Well there is a simple yet powerful tool that I developed over 10 years ago while I was practicing psychiatry that does just this. I call it the Mind Resonance Process(TM) (MRP).
MRP addresses the root causes of the nervousness I mentioned above. These are essentially rooted in the very beliefs that anchor and support the anxiety inside your mind and body.
These are beliefs that most people hold inside but never look at. Rather they simply go on accepting that they are normal and useful.
MRP helps to you to rapidly and painlessly uncover and release them from within.
The result is that you become powerfully realigned with the flow inside you that has been waiting for you to reunite with it.
I hold teleclasses that help individuals like yourself who must make presentations to large groups, not dis-similar to what is required in a sales call, to help free them of such anxiety. In the last ten years I have helped hundreds of individuals experience this wonderful and life affirming experience.
If your life is being held hostage to such worry, nervousness, fear or anxiety and you would like to be free kindly visit the web link below and join me in the journey to freedom.
Dr. Nick Arrizza is trained in Chemical Engineering, Business Management & Leadership, Medicine and Psychiatry. He is an Energy Psychiatrist, Healer, Key Note Speaker, Editor of a New Ezine Called “Spirituality And Science” (which is requesting high quality article submissions) Author of “Esteem for the Self: A Manual for Personal Transformation” (available in ebook format on his web site), Stress Management Coach, Peak Performance Coach & Energy Medicine Researcher, Specializes in Life and Executive Performance Coaching, is the Developer of a powerful new tool called the Mind Resonance Process(TM) that helps build physical, emotional, mental and spiritual well being by helping to permanently release negative beliefs, emotions, perceptions and memories. He holds live workshops, international telephone coaching sessions and international teleconference workshops on Physical. Emotional, Mental and Spiritual Well Being.
Web Site: http://www.telecoaching4u.com/PublicSpeaking.htm
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