"Happy are those who dream dreams and are ready to pay the price to make them come true." -- Leon Suenens, Clergyman
Every dream requires dedication and hard work. If you're willing to do what it takes to achieve your dreams, then get started today! You'll be energized by your progress and motivated to continue until you reach it. Knowing this work is part of reaching your dream will make it seem more manageable and attainable.
Tuesday, May 31, 2011
Friday, May 27, 2011
A Bad Way to Use Your Smart Phone
Technology is an essential part of selling these days, but today sales trainer Mark Hunter cautions against using your smart phone in one specific place - a meeting! Read on, and let us know if you agree!
While sitting in a meeting, never take notes directly on your Blackberry, iPhone, Droid or other smart phone.
This applies for all professionals, but especially salespeople. You might be the most amazing tech user the world has ever seen. You might have the ability to type 40 words per minute on your iPhone — but that doesn't mean you should do it.
The reason is simple — the vast majority of people will assume you're bored and checking messages. Older salespeople understand that this assumption exists, but I'm amazed at how many salespeople under the age of 30 don't get it.
It doesn't matter who you're meeting with. Do yourself a favor and use a pen to take notes.
A general rule for any meeting is keep your iPhone, Blackberry or other smart phone on silent and put away. There is nothing more frustrating than to watch another person's iPhone vibrate with a new message while it’s sitting on the table in front of everyone.
I don't care how big your ego is. Put it away.
There is an appropriate time to take it out, such as to check dates for the follow-up sales call or to verify another date.
A few tips on taking notes:
First, make sure you jot down notes on whatever the customer has to say. Nothing will show them more about how much you value what they're saying than by taking notes.
Second, taking notes allows you to be the one to recap the meeting. If you can be the one to send out the follow-up email immediately after the meeting with your notes, you have the ability to influence the outcomes.
Third, it will help you stay focused. When we take notes, we naturally have to concentrate more on what is being said. This prevents us from losing focus or spending our time solely focused on what we want to say next.
What about an iPad?
Some of you reading this may be wondering how an iPad or other tablet plays into the process. My answer is that taking notes on an iPad is OK, as long as you can meet the following three criteria:
First, you have to keep it visible so people can see you’re typing directly on a tablet.
Second, everyone else in the meeting must be at least technically comfortable. By this I mean they have to see the value of technology and use it in their jobs. If a person is leery of technology, the last thing you want to do is to whip out an iPad just as the meeting starts.
Third, make sure that as you use the tablet for notes, you do not page over to check email, etc.
Finally, make sure all alert features have been disengaged to prevent the nagging buzz or beep at the inopportune time.
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
While sitting in a meeting, never take notes directly on your Blackberry, iPhone, Droid or other smart phone.
This applies for all professionals, but especially salespeople. You might be the most amazing tech user the world has ever seen. You might have the ability to type 40 words per minute on your iPhone — but that doesn't mean you should do it.
The reason is simple — the vast majority of people will assume you're bored and checking messages. Older salespeople understand that this assumption exists, but I'm amazed at how many salespeople under the age of 30 don't get it.
It doesn't matter who you're meeting with. Do yourself a favor and use a pen to take notes.
A general rule for any meeting is keep your iPhone, Blackberry or other smart phone on silent and put away. There is nothing more frustrating than to watch another person's iPhone vibrate with a new message while it’s sitting on the table in front of everyone.
I don't care how big your ego is. Put it away.
There is an appropriate time to take it out, such as to check dates for the follow-up sales call or to verify another date.
A few tips on taking notes:
First, make sure you jot down notes on whatever the customer has to say. Nothing will show them more about how much you value what they're saying than by taking notes.
Second, taking notes allows you to be the one to recap the meeting. If you can be the one to send out the follow-up email immediately after the meeting with your notes, you have the ability to influence the outcomes.
Third, it will help you stay focused. When we take notes, we naturally have to concentrate more on what is being said. This prevents us from losing focus or spending our time solely focused on what we want to say next.
What about an iPad?
Some of you reading this may be wondering how an iPad or other tablet plays into the process. My answer is that taking notes on an iPad is OK, as long as you can meet the following three criteria:
First, you have to keep it visible so people can see you’re typing directly on a tablet.
Second, everyone else in the meeting must be at least technically comfortable. By this I mean they have to see the value of technology and use it in their jobs. If a person is leery of technology, the last thing you want to do is to whip out an iPad just as the meeting starts.
Third, make sure that as you use the tablet for notes, you do not page over to check email, etc.
Finally, make sure all alert features have been disengaged to prevent the nagging buzz or beep at the inopportune time.
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
Thursday, May 26, 2011
The Importance of Up-Selling
How big of a priority is up-selling when you're making sales calls?
There are not too many entrepreneurs and salespeople who can boast a sales increase of 25+ % this year.
So you would think everybody is doing everything imaginable to increase his sales.
If I had to guess, I'd estimate 85% of all entrepreneurs and salespeople leave money on the table every single selling day.
And the reason why is plain and simple. They make no attempt at up-selling at every opportunity.
"Would you like fries with that?"
Go to any McDonald's restaurant and order a burger. There's a very good chance the order taker will respond with, "Would you like fries with that?"
I remember ordering a tall coffee of the day at Starbucks recently. The order taker responded with, "Would you like a scone or a chocolate chip cookie to go with that?" I guess it worked, because I ordered a blueberry scone.
So - this is what is commonly called an up-sell. An up-sell is simply a way to get your customers to spend more money with you.
Nothing wrong with that, is there?
Well, you might be wondering how effective are up-sells? Of course that depends on your products and services and it also depends on how well your up-sell is communicated.
You might be surprised to learn that between 25-40% of your customers will choose to buy your up-sell.
And the reason is quite simple. They've already committed to buying your product and they don't want to miss out on the opportunity to get something special with a high perceived value.
Here's a fact to remember. The more you can add to a purchase the happier your customer will be and you'll also benefit with better selling results. That's a classic Win-Win!
Here are a few up-sell examples which might ignite your enthusiasm to try in your business.
Imagine being a server at a restaurant. Your customer orders the Veal Piccata entrée. You then ask, "Would you like to add a soup or a salad to you entrée? Today's home made soup is Lobster Bisque."
Please don't think this up-selling won't work in your business - because it can work in every business.
Just because you're not doing it, doesn't mean your competitors aren't going to the bank with the money you're leaving on the table.
Here's another example that assumes you just made a sale.
If a part of your product line includes selling supplies you can end every sales call by saying something like this. "Before I leave, what low inventory supplies can I help you restock while I'm here?"
It sure beats saying, "Before I go, are there any other problems I can help you with?" Duh!
Here's what I recommend for the best results. Prepare in writing your complete up-sell. Then practice it a few times before you try it on your customers.
Here's even more advice. After you prepare and practice your up-sell, test it 100 times before you judge whether or not you can make it work in your business.
The more up-selling you do, the more your sales will GO UP.
Jim Meisenheimer shows sales managers and their salespeople how to increase sales, using his No-Brainer Selling Skills process. Salespeople get better selling results when they subscribe to his newsletter, take his on-line Webinars, and by attending his Sales Training Boot Camps. Jim also does in-house Sales Training Programs for companies like Allstate, Cessna, Fisher Scientific, and Hewlett-Packard. Learn more at www.startsellingmore.com
There are not too many entrepreneurs and salespeople who can boast a sales increase of 25+ % this year.
So you would think everybody is doing everything imaginable to increase his sales.
If I had to guess, I'd estimate 85% of all entrepreneurs and salespeople leave money on the table every single selling day.
And the reason why is plain and simple. They make no attempt at up-selling at every opportunity.
"Would you like fries with that?"
Go to any McDonald's restaurant and order a burger. There's a very good chance the order taker will respond with, "Would you like fries with that?"
I remember ordering a tall coffee of the day at Starbucks recently. The order taker responded with, "Would you like a scone or a chocolate chip cookie to go with that?" I guess it worked, because I ordered a blueberry scone.
So - this is what is commonly called an up-sell. An up-sell is simply a way to get your customers to spend more money with you.
Nothing wrong with that, is there?
Well, you might be wondering how effective are up-sells? Of course that depends on your products and services and it also depends on how well your up-sell is communicated.
You might be surprised to learn that between 25-40% of your customers will choose to buy your up-sell.
And the reason is quite simple. They've already committed to buying your product and they don't want to miss out on the opportunity to get something special with a high perceived value.
Here's a fact to remember. The more you can add to a purchase the happier your customer will be and you'll also benefit with better selling results. That's a classic Win-Win!
Here are a few up-sell examples which might ignite your enthusiasm to try in your business.
Imagine being a server at a restaurant. Your customer orders the Veal Piccata entrée. You then ask, "Would you like to add a soup or a salad to you entrée? Today's home made soup is Lobster Bisque."
Please don't think this up-selling won't work in your business - because it can work in every business.
Just because you're not doing it, doesn't mean your competitors aren't going to the bank with the money you're leaving on the table.
Here's another example that assumes you just made a sale.
If a part of your product line includes selling supplies you can end every sales call by saying something like this. "Before I leave, what low inventory supplies can I help you restock while I'm here?"
It sure beats saying, "Before I go, are there any other problems I can help you with?" Duh!
Here's what I recommend for the best results. Prepare in writing your complete up-sell. Then practice it a few times before you try it on your customers.
Here's even more advice. After you prepare and practice your up-sell, test it 100 times before you judge whether or not you can make it work in your business.
The more up-selling you do, the more your sales will GO UP.
Jim Meisenheimer shows sales managers and their salespeople how to increase sales, using his No-Brainer Selling Skills process. Salespeople get better selling results when they subscribe to his newsletter, take his on-line Webinars, and by attending his Sales Training Boot Camps. Jim also does in-house Sales Training Programs for companies like Allstate, Cessna, Fisher Scientific, and Hewlett-Packard. Learn more at www.startsellingmore.com
Wednesday, May 25, 2011
4 Steps for Closing Phone Inquiries
Today's article from sales trainer Sam Manfer shares how to close on incoming inquiry calls. In these cases, the prospect is making a huge step in showing interest - with these tips you'll be able to close them in no time!
Interest and credibility are the keys to successfully leading incoming callers to buy your products or services. When someone calls into your business, be it your, receptionist, multi-person phone bank or home office with an inquiry, obviously interest is high. However, you have to keep that interest burning while developing credibility and avoiding frustration. So how you answer and your next few statements are critical to moving this opportunity forward.
Step 1 – Create Rapport with Your Greeting
Rapport starts with friendliness, respect, and being polite. For example, Ring! Ring! "Hello, thank you for calling Sales Mastery. My name is Sam. May I ask what your first name is?" Notice, "Thank you for calling," (polite); offering up your first name, (friendly); "May I ask your first name?" (respect). You can also ask for his/her phone number just in case you get disconnected or need to call back for any reason (thoughtful and helpful).
Step 2 – Build Trust by Getting the Prospect to Take over the Conversation
Getting the prospect to explain, while you listen with an ear to understand is what builds trust and keeps interest high. Once s/he has outlined the challenges or problems s/he is having, keep asking "What else?" This gets her to open up more which will build her trust in you while you build an arsenal of information you can use later in your presentation. Additionally, the prospect will now know, you understand her situation because s/he told it to you. If you really want to enhance credibility, feedback your interpretation of what s/he said and then say, "Is this correct?" Nothing builds rapport and trust more than this simple confirmation technique.
Step 3 -- Show Them Your Expertise
You're probably already very good at telling prospects how you can solve their problems. However to differentiate and show expertise be as specific as possible, using numbers names and details. Numbers names and details create a vivid picture, and showcase your competence. Ambiguities leave the prospect with doubt and concerns.
Step 4 -- Ask the Prospect for His or Her Feelings
Use these exact words after your presentation. "How do you feel about what I just explained to you?" This is the most important sales question for a salesperson. It indicates position with this prospect. If the prospects says s/he feels great/good, go directly to closing.
If the prospect gives the indication s/he doesn't feel great, she has some issues that you have to pull them out of her. Once s/he starts telling you, listen, and don't argue or try to address them. Then you can address them. Then ask her again how she feels.
Call-ins should close 70% of the times or higher. Follow the steps above and you'll see how easy and rewarding converting incoming calls into sales can be.
Since 1995 Sam Manfer has been speaking, consulting, writing and leading seminars in sales and personal development. As a keynote speaker and seminar leader Sam has addressed thousands of new and experienced sales people and managers all over the world in all types of businesses and industries. Learn more at www.sammanfer.com
Interest and credibility are the keys to successfully leading incoming callers to buy your products or services. When someone calls into your business, be it your, receptionist, multi-person phone bank or home office with an inquiry, obviously interest is high. However, you have to keep that interest burning while developing credibility and avoiding frustration. So how you answer and your next few statements are critical to moving this opportunity forward.
Step 1 – Create Rapport with Your Greeting
Rapport starts with friendliness, respect, and being polite. For example, Ring! Ring! "Hello, thank you for calling Sales Mastery. My name is Sam. May I ask what your first name is?" Notice, "Thank you for calling," (polite); offering up your first name, (friendly); "May I ask your first name?" (respect). You can also ask for his/her phone number just in case you get disconnected or need to call back for any reason (thoughtful and helpful).
Step 2 – Build Trust by Getting the Prospect to Take over the Conversation
Getting the prospect to explain, while you listen with an ear to understand is what builds trust and keeps interest high. Once s/he has outlined the challenges or problems s/he is having, keep asking "What else?" This gets her to open up more which will build her trust in you while you build an arsenal of information you can use later in your presentation. Additionally, the prospect will now know, you understand her situation because s/he told it to you. If you really want to enhance credibility, feedback your interpretation of what s/he said and then say, "Is this correct?" Nothing builds rapport and trust more than this simple confirmation technique.
Step 3 -- Show Them Your Expertise
You're probably already very good at telling prospects how you can solve their problems. However to differentiate and show expertise be as specific as possible, using numbers names and details. Numbers names and details create a vivid picture, and showcase your competence. Ambiguities leave the prospect with doubt and concerns.
Step 4 -- Ask the Prospect for His or Her Feelings
Use these exact words after your presentation. "How do you feel about what I just explained to you?" This is the most important sales question for a salesperson. It indicates position with this prospect. If the prospects says s/he feels great/good, go directly to closing.
If the prospect gives the indication s/he doesn't feel great, she has some issues that you have to pull them out of her. Once s/he starts telling you, listen, and don't argue or try to address them. Then you can address them. Then ask her again how she feels.
Call-ins should close 70% of the times or higher. Follow the steps above and you'll see how easy and rewarding converting incoming calls into sales can be.
Since 1995 Sam Manfer has been speaking, consulting, writing and leading seminars in sales and personal development. As a keynote speaker and seminar leader Sam has addressed thousands of new and experienced sales people and managers all over the world in all types of businesses and industries. Learn more at www.sammanfer.com
Tuesday, May 24, 2011
6 Ways to Increase Your Sales Now
Today sales trainer Rochelle Togo-Figa shares six ways you can start increasing your sales - starting now! Sounds good to me!
The old way of doing business has changed forever. Now is the time to become a "smart" entrepreneur about your business by "thinking outside the box." Think of innovative sales and marketing ways to attract more clients. Instead of pulling back, beat out your competitors by finding new ways to stay visible.
An economic slowdown can be a problem for your business if you allow it to be. Or, it can be an opportunity to gain new clients and boost your sales if you know and have mastered the marketing and sales methods that work best during these times.
Right now, many successful entrepreneurs are rubbing their hands together in eager anticipation of new opportunities because they know many of their competitors are pulling back. With less competition, it makes it easy for them to go after business.
Consider that although people may be more cautious in spending money, they do still need services. The person they'll do business with will be the one who provides the best value and finds creative ways to stay in front of them.
Here are 6 sales and marketing strategies to maintain and even increase sales, no matter what's going on around you.
1.Follow Up. I'm amazed to hear entrepreneurs say they only follow up one or two times and sometimes never at all. People may not be ready today to buy from you but if they expressed interest, they'll probably be ready to buy in the next several months. They say it can take 7-10 or more touches to move the client to making a buying decision. You want to come up with creative ways to stay in touch, so when they're ready to buy they'll remember you.
2.Reactivate dormant accounts. Reaching out to past clients can make customers for life. Let them know you're there for them and be generous by offering some ideas to help them in their business. One phone call can make a huge difference. Think about it. When was the last time a past vendor called you with some ideas for your business? When you go the extra mile and show them you're there to help them, they'll appreciate you and remember that when they're ready to do business.
3.Make special offers. Offer a product or service at a special low fee for a limited time. Give catchy names to these special offers. Some examples are: Close-out Sale, Scratch and Dent Sale, Half Price Sale, Birthday Sale, My Dog Maxx's Birthday Sale, Xmas Sale, Coupon Sale, Free 30-Day Trial. You'll need to put a time limit on the offer to encourage people to buy now and not later. Also, it helps to explain why you're having the sale, so they know you don't just drop prices whenever you feel like it.
4.Up sell to generate additional revenue. When a client purchases your product, you can offer other services at a nominal fee that will compliment the product they've just purchased. This is done in many places. For example, at many hotels they now charge you a 'resort fee' of $20 a day. And for that fee, they list a series of amenities you receive. Although this is a small fee, with the volume of customers, this fee adds up.
5.Add value to your existing service. During times when your customers may be concerned about pricing, another way to win them over is offering the best value for their dollar. You can do this by enhancing your service with "extras." An extra might be faster delivery than your competitors, a larger selection, easier payment options, or a better guarantee.
6.Be positive. I'm a big believer in staying positive. Now is the time to surround yourself with positive people, say positive affirmations daily, read books that make you feel good, listen to people who share their secrets for achieving success, take time to nurture yourself, and most of all believe in yourself and stay in action!
Rochelle Togo-Figa, The Sales Breakthrough Strategist, is the creator of the Inner Game of Sales, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit www.SalesBreakthroughs.com.
The old way of doing business has changed forever. Now is the time to become a "smart" entrepreneur about your business by "thinking outside the box." Think of innovative sales and marketing ways to attract more clients. Instead of pulling back, beat out your competitors by finding new ways to stay visible.
An economic slowdown can be a problem for your business if you allow it to be. Or, it can be an opportunity to gain new clients and boost your sales if you know and have mastered the marketing and sales methods that work best during these times.
Right now, many successful entrepreneurs are rubbing their hands together in eager anticipation of new opportunities because they know many of their competitors are pulling back. With less competition, it makes it easy for them to go after business.
Consider that although people may be more cautious in spending money, they do still need services. The person they'll do business with will be the one who provides the best value and finds creative ways to stay in front of them.
Here are 6 sales and marketing strategies to maintain and even increase sales, no matter what's going on around you.
1.Follow Up. I'm amazed to hear entrepreneurs say they only follow up one or two times and sometimes never at all. People may not be ready today to buy from you but if they expressed interest, they'll probably be ready to buy in the next several months. They say it can take 7-10 or more touches to move the client to making a buying decision. You want to come up with creative ways to stay in touch, so when they're ready to buy they'll remember you.
2.Reactivate dormant accounts. Reaching out to past clients can make customers for life. Let them know you're there for them and be generous by offering some ideas to help them in their business. One phone call can make a huge difference. Think about it. When was the last time a past vendor called you with some ideas for your business? When you go the extra mile and show them you're there to help them, they'll appreciate you and remember that when they're ready to do business.
3.Make special offers. Offer a product or service at a special low fee for a limited time. Give catchy names to these special offers. Some examples are: Close-out Sale, Scratch and Dent Sale, Half Price Sale, Birthday Sale, My Dog Maxx's Birthday Sale, Xmas Sale, Coupon Sale, Free 30-Day Trial. You'll need to put a time limit on the offer to encourage people to buy now and not later. Also, it helps to explain why you're having the sale, so they know you don't just drop prices whenever you feel like it.
4.Up sell to generate additional revenue. When a client purchases your product, you can offer other services at a nominal fee that will compliment the product they've just purchased. This is done in many places. For example, at many hotels they now charge you a 'resort fee' of $20 a day. And for that fee, they list a series of amenities you receive. Although this is a small fee, with the volume of customers, this fee adds up.
5.Add value to your existing service. During times when your customers may be concerned about pricing, another way to win them over is offering the best value for their dollar. You can do this by enhancing your service with "extras." An extra might be faster delivery than your competitors, a larger selection, easier payment options, or a better guarantee.
6.Be positive. I'm a big believer in staying positive. Now is the time to surround yourself with positive people, say positive affirmations daily, read books that make you feel good, listen to people who share their secrets for achieving success, take time to nurture yourself, and most of all believe in yourself and stay in action!
Rochelle Togo-Figa, The Sales Breakthrough Strategist, is the creator of the Inner Game of Sales, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit www.SalesBreakthroughs.com.
Monday, May 23, 2011
Quote of the Week
"No great performance ever came from holding back." -- Don Greene, performance coach
Put everything you have into every day! There's no point in even going to work if you're going to give limited effort. When you give everything you have each day, you'll see results.
Put everything you have into every day! There's no point in even going to work if you're going to give limited effort. When you give everything you have each day, you'll see results.
Friday, May 20, 2011
Change Yes/No Issues to Multiple Choice
Communication expert Dianna Booher always gives great ideas for communicating with prospects in a way that is positive and productive. I especially like today's tip!
Don't make accepting or rejecting your idea an all-or-nothing proposition. If you agree that some action is better than no action, take care to help your listeners see other choices. If they can't purchase equipment now to do the printing, are they willing to let you contract with freelancers to get the work done? If they can't give you two operators for the week, can they contribute funds to help you pay for a temporary from outside? If management insists they can't affort to fly their people to the West Coast for a seminar, would they consider conducting a class locally?
Persuasion doesn't always result in a winner and a loser. When the possible answers change from yes and no, you just might come up with options that work for all sides.
Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com
Don't make accepting or rejecting your idea an all-or-nothing proposition. If you agree that some action is better than no action, take care to help your listeners see other choices. If they can't purchase equipment now to do the printing, are they willing to let you contract with freelancers to get the work done? If they can't give you two operators for the week, can they contribute funds to help you pay for a temporary from outside? If management insists they can't affort to fly their people to the West Coast for a seminar, would they consider conducting a class locally?
Persuasion doesn't always result in a winner and a loser. When the possible answers change from yes and no, you just might come up with options that work for all sides.
Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com
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