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Answer Upon - 12 Things Every Sales Super Star Knows
How would you describe meetings you have attended in the past? Last Tuesday, I was facilitating a workshop on how to lead better meetings, and to start things off, I asked the group that very question. The answers that they provided were very similar to answers that I have received from hundreds of workshop participants over the last ten years.The first two responses were…“Meetings are looooooooooong,” and “Meetings are BOW-ring (this workshop was actually held in my hometown of Fort Worth, Texas – thus the Texas twang.)”Those two responses almost always come up when I ask the question. Others that also come up a lot are: Wastes of time, non-productive, confrontational, inefficient, repetitive, and a number of other negative descriptions. Every once in a while, I get a response like positive, informative, or necessary, but usually the other participants gang-up against the person very quickly.Most people believe that meetings are necessary evils, and in many cases, they are. But one of the most important things we can remember about meetings is to NOT have one unless the meeting is absolutely necessary. When your empl
2. People buy when they are ready to buy not when you need to sell.
You don’t change people’s buying habits or circumstances. What you can do is accurately discover them and then attempt to create a sense of urgency. A lot of buying is done due to momentum. It
In today’s fast paced world, being able to present our messages powerfully is not just an asset, but has become a necessity. Whether we are presenting one-on-one or to a large group, we will be successful if we make use of what I term as the Six Necessary Ps.The first “P” stands for Passion. If we are not passionate about our topic, our ideas, and/or our products, our presentation will lack enthusiasm and sincerity. No one loses credibility more quickly than the presenter/speaker who appears to be giving a canned speech that doesn’t come from the heart.The second “P” stands for Preparation. Some presenters pride themselves on “winging it” which quickly becomes obvious to the audience. I am not advising memorization of your presentation, but I suggest knowing your topic thoroughly, having more material than you need, and creating an outline or roadmap to follow. A suggestion that works well, however, is to have a strong opening and closing, and memorizing both of them.The third “P” stands for Partnership. As presenters, we become most effective when we form partnerships with those who are experiencing our presen
1. Make a sale, you’ll make a living. Sell a relationship and you can make a fortune.
Poor salespeople focus on just closing the sale. Successful salespeople focus on closing the sale and the relationship. Which is your approach?
Selling is not about only closing the current prospect on a particular product or service that solves one of their pressing problems, needs or desires. It is about building a trusting relationship and partnership with them, by becoming a resource, and helping them solve their on-going problems, or satisfying their continuing and evolving needs and desires. Super stars know that the lifetime value of a client is far more than the value of one sale or transaction.
2. People buy when they are ready to buy not when you need to sell.
You don’t change people’s buying habits or circumstances. What you can do is accurately discover them and then attempt to create a sense of urgency. A lot of buying is done due to momentum. It i
Attracting highly skilled and qualified employees is essential to building a successful business. When a company is growing, it is easy for the owner or a trusted company employee to take each new recruit under their wing and show them the ropes. As a company grows, however, that process becomes more and more difficult as time and client demands take highly valued employees’ time. At this point a formal, extensive program for training managers becomes necessary.Once a company reaches a certain level of success, its managers become the liaison between employees and executive management. Training managers becomes critical to ensuring that employees are acclimated into their jobs, personnel issues are handled, laws and regulations are adhered to and each employee completes their job in an orderly, productive and efficient manner.The proper training of managers begins with a strong human resources department or program. The human resources employees understand how the practical application of all labor laws applies to the businesses every day work routines. They also are trained in handling personnel issues and in ensuring that all non
1. Make a sale, you’ll make a living. Sell a relationship and you can make a fortune.
Poor salespeople focus on just closing the sale. Successful salespeople focus on closing the sale and the relationship. Which is your approach?
Selling is not about only closing the current prospect on a particular product or service that solves one of their pressing problems, needs or desires. It is about building a trusting relationship and partnership with them, by becoming a resource, and helping them solve their on-going problems, or satisfying their continuing and evolving needs and desires. Super stars know that the lifetime value of a client is far more than the value of one sale or transaction.
2. People buy when they are ready to buy not when you need to sell.
You don’t change people’s buying habits or circumstances. What you can do is accurately discover them and then attempt to create a sense of urgency. A lot of buying is done due to momentum. It
Running a home business has always interested people especially mothers and the home bound. However starting the business is not a game. It does not involve simply setting up your computer and beginning. People are often deterred from venturing further, when they become aware of some of the complexities included with regards to taxation, insurance and others.The primary ploy is to get rid of home-office related expenditure. This is a smart move but will require undertaking certain steps. You will have to use the office space solely for your business work. You should not use it for family affairs even after work hours. The IRS will qualify you for the above privilege only if you satisfy at least one of the three conditions: the office place should not be a part of your house; you should use the office as a meeting place with clients or it should be your “Foremost business location”.Now what are the advantages by doing so? You can easily get rid of expenses meant for your entire dwelling like renovations, mortgage interest, property taxes, insurance and utilities. The money to be deducted can be calculated by dividing the area of your workp
Selling is not about only closing the current prospect on a particular product or service that solves one of their pressing problems, needs or desires. It is about building a trusting relationship and partnership with them, by becoming a resource, and helping them solve their on-going problems, or satisfying their continuing and evolving needs and desires. Super stars know that the lifetime value of a client is far more than the value of one sale or transaction.
2. People buy when they are ready to buy not when you need to sell.
You don’t change people’s buying habits or circumstances. What you can do is accurately discover them and then attempt to create a sense of urgency. A lot of buying is done due to momentum. It
So often I read in business journals some business consultant telling folks that they should franchise their businesses. Well sure franchising looks like easy money but it isn’t at all. Would you like to talk about the truth? Now then it is so unbelievably irresponsible for these media business consultants to advise folks to franchise their businesses when the truth is that the failure rate of those who franchise their businesses and become franchisors is 5:1. I therefore condemn those who recommend this.Now those consultants who do not like this condemnation, I say to you; “Without a little sound and fury out there, no one would ever understand your point and therefore I must speak out in these harsh terms and condemnations.” Now then without some drama my comments would be drowned out the political correctness of the mass media and those self-proclaimed business consultants who advice such a tact. You wannbe business consultants with syndicated columns being the mass media in this instance.Once a business consultant that I talked with, denied the failure rate and told me that I did not know what I was talking about. Yet, I built a franc
2. People buy when they are ready to buy not when you need to sell.
You don’t change people’s buying habits or circumstances. What you can do is accurately discover them and then attempt to create a sense of urgency. A lot of buying is done due to momentum. It
Writing and publishing a successful newsletter is perhaps the most competitive of all the different areas of mail order and direct marketing. You can still publish newsletter through regular mail. With Internet's help, you can publish your newsletter online. You can reach hundreds of subcribers without costing any postage - it is called eZine publishing. Five years ago, there were 1500 different newsletters in this country. Today there are well over 10,000 with new ones being started every day. It's also interesting to note that for every new one that's started, some disappear just as quickly as they are started...lack of operating capital and marketing know how being the principal causes of failure. To be successful with newsletter, you have to specialize. Your best bet will be with new information on a subject not already covered by an established newsletter. Regardless of the frustrations involved in launching your own newsletter, never forget this truth; There are people from all walks of life, in all parts of this country, many of them with no writing ability what so ever, who are making incredible profits with simple two
2. People buy when they are ready to buy not when you need to sell.
You don’t change people’s buying habits or circumstances. What you can do is accurately discover them and then attempt to create a sense of urgency. A lot of buying is done due to momentum. It is important to discover those ‘real’ reasons or circumstances as to why a prospect would buy now, later, not at all or never. Once you have discovered their real issues the sales super star tailors their appeal to those specific needs, desires and buying circumstances.
3. When you sell price you rent the business. When you sell value you own it.
Most poorly trained salespeople tend to lower the price when they receive price resistance. Any price, no matter how low, will always seem high to a prospect or customer if their perceived value is low. The key to effectively handling price resistance is to understand this simple, yet profound, concept.
Prospects and customers say they want low price, but what they really want is low cost. What is the difference?
Price is what customers pay for your product or service now. Cost is what the customer pays by buying late, not at all or wrong. It is their overall cost over an extended period of time.
The sales super stars sell value and don’t defend price. In the long run, it is much easier to justify high price if the value is there, than poor quality and constant product/service problems.
4. You
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