Selling “-abilities”: Reliability
(Part 1 of 4)
Most salespeople love to talk about their “-abilities”: Reliability, Upgradeability, Compatibility and Expandability. Salespeople feel stronger and more confident when they can use their ‘abilities’ to convince the customer to make a buying decision. But what happens when the customer still doesn’t buy? What happens when you keep repeating your abilities but get no response or pulse from the customer? Many salespeople overuse their company's abilities. Repetition or sounding like everyone else has the affect of dulling a customer’s buying senses. So, how do you sell ‘abilities’ effectively? Lets start with reliability in this first of four articles.
Selling Reliability
In any selling situation whether product or service, mostly the former, the term reliability is bound to be raised as a point of contention or objection. Twenty years ago reliability was much more of an issue then it is today when it came to hardware sales. Today, with the improvement of semiconductor electronics, the consolidation of component on chips or boards and the reduced dependence on moveable parts (e.g., mechanical v. electronics), reliability is less of an issue when it comes to hardware.
Reliability as it applies to selling software on the other hand is another animal altogether. As programs have gotten more robust, requiring millions of lines of codes, they’ve become more susceptible to ‘bugs’ and operating system errors.
There are three basic strategies for overcoming reliability objections or issues with software and/or hardware products:
Strategy #1: References are only good when they are similar in company structure and needs. If you have customer with similar profiles to the company you’re trying to sell to, use that customer as a reference. The reference company should have a similar profile in terms of requirements (e.g., many offices distributed, over 1,000 employees who’ll access the system, etc.). Warning: Using a company’s competitor as a reference can backfire.
Strategy #2: Agree to set up an onsite trial where the software (or hardware) can be used and exercised to it’s fullest. This strategy is referred to as ‘beta testing’. One approach is to use one of the company’s smaller departments. The benefit to you the salesperson is that you’ll be able provide and support a more controlled environment. If the software or hardware works within the department, you will be able to leverage that success company-wide. Warning: These tests should only be done when your product(s) has passed your own ‘bug & crash’ test.
Strategy #3: Many large corporations have some type of certification program. Some of these programs are either done in-house or outsourced to some third-party company who specializes in testing products. Take a look at one of your appliances at home and you’ll note that it has been certified as reliable by some third-party laboratory (e.g., U.L.). If a company has an in-house certification program, the first step in the selling process is to get the product approved. Here is where a salesperson’s technical support team can play a key role in ‘helping and expediting’ the certification along. If the certification is to be done by a third party, all you can do is hope your product passes. The key here is to get your product(s) approved and “spec’d in” (i.e., specifications approved) by the company. Once this happens, a path is cleared for the salesperson to begin the selling process.
In all three strategies, a lot of selling has to be done, not some much about the product, but about your company. Buyers need to know that your product is highly reliable and that you are equipped to support it over the long run. Keep in mind that a buyer has to invest time and effort just to help ‘you’ sell them. Great salespeople understand that they are inconveniencing the company. Which is why great salespeople will do anything and everything to make sure the testing phase goes smoothly without undue demands on the potential buyer. These types of sales have long cycles and require patience, understanding and flexibility on the part of the seller.
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© 2003. Victor Gonzalez. All Rights in All Media Reserved. Victor Gonzalez is a sales trainer and motivational coach.
Monday, December 31, 2007
Selling With Purpose
Selling With Purpose
What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it the fear of rejection that scares you? Is it the fear of not being able to communicate effectively?
Define Your Fear. What is it about selling that makes you afraid? Next question, how did you develop this fear? What is it based on?
a) Many people fear sales because they’re afraid of being rejected as I mention.
b) Others simply fear being the center of attention; especially when giving a presentation in front a large group of people.
c) Some fear selling because they’re simply unprepared to answer tough questions or don’t have a deep understanding of the product or service they’re selling.
d) Could it be you don’t believe in the product or service your selling?
e) Other _______________________________________________
Why do your fear selling? Circle one before you proceed.
Checking Your Premise. Now that you selected, I want you to check the premise of your answer. In other words, I want you to question the validity of your fear. If you chose C, for example, then your fear isn’t selling; it has more to do with being unprepared and the potential ‘shame’ of being exposed in public. Take the necessary steps to learn the product; this confidence in your knowledge will minimize your fear. If you chose B, you have to question why you’re afraid of getting up in front of others. Did you have a bad experience when you were younger? Or, are you still programmed by the “children should be seen and not heard’ parental reminder? To overcome the fear, you must first check the premise (validity) of why you hold that fear. No one every died from giving a sales presentation...at least not to my knowledge.
Like What You Sell. I can’t emphasize this enough. When you sell what you love, you're selling from a position of belief. When you believe in something strongly, that enthusiasm squeezes out the fear. Are you selling something your really believe in or are you selling in order to get a paycheck? If the answer is the latter, you may be successful selling, but you’ll never achieve a true level of success (i.e., making money doing what you love). If you don’t truly believe in what you’re selling, you will always be selling from a position of doubt. Doubt breeds fear. Seek out products you love to sell.
Measure Success Over Time. Many trainers advocate measuring your successes on a daily basis. Let’s get real here. Some of my days are full of setbacks making measuring success on daily basis painful. Daily actions are just minor events leading up to the main event; the sale. Don’t measure minor events, measure main events. A runner doesn’t count how many running steps it took to get to the finish line, he instead focuses on getting there! Stay focus on the main event, the sale, and not the day-to-day ups and downs.
Small Elephant Bites. Remember, the only way to eat an elephant is one bite at a time. Begin with small attainable objectives, than move on to larger ones. Build momentum.
Indicators. When you succeed or have a win, take a mental inventory of how it came about. Analyze in your mind the steps you took to manifest this win. When things don’t go well, do the same thing; analyze your thoughts and actions and ask, "What should I have done differently?". Setbacks are indicators or guideposts on the road to sales success.
Don’t Take It Personal. Earl Nightengale once said that success plays no favorites. Success only favors those who persist and don’t give up. Selling is about persistence. Persistence is about not taking rejection personally. When clients or people refuse to buy from you, learn to ask “Why?”. And no matter the response you get back from the customer, learn to depersonalize it and then learn from it. Only sissies take things personally (don’t be a sales sissy)!
There is one eternal truth about this free market we call capitalism…selling keeps the economy moving. Selling is the grease that lubricates the economic machine and keeps all its moveable parts in motion. From this moment on, as a salesperson, I want you to view your profession as the necessary component for keeping this economy going. I want you to see purpose in your profession. Purpose squeezes out fear in order to make room for enthusiasm.
--------------------------------------------------------------------------
FREE book, The Logic of Success at www.thelogicofsuccess.com
© 2003-2004. Victor Gonzalez. All Rights in All Media Reserved. Victor Gonzalez is a sales trainer and motivational coach. To learn more or to contact Victor directly, please visit www.thelogicofsuccess.com
What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it the fear of rejection that scares you? Is it the fear of not being able to communicate effectively?
Define Your Fear. What is it about selling that makes you afraid? Next question, how did you develop this fear? What is it based on?
a) Many people fear sales because they’re afraid of being rejected as I mention.
b) Others simply fear being the center of attention; especially when giving a presentation in front a large group of people.
c) Some fear selling because they’re simply unprepared to answer tough questions or don’t have a deep understanding of the product or service they’re selling.
d) Could it be you don’t believe in the product or service your selling?
e) Other _______________________________________________
Why do your fear selling? Circle one before you proceed.
Checking Your Premise. Now that you selected, I want you to check the premise of your answer. In other words, I want you to question the validity of your fear. If you chose C, for example, then your fear isn’t selling; it has more to do with being unprepared and the potential ‘shame’ of being exposed in public. Take the necessary steps to learn the product; this confidence in your knowledge will minimize your fear. If you chose B, you have to question why you’re afraid of getting up in front of others. Did you have a bad experience when you were younger? Or, are you still programmed by the “children should be seen and not heard’ parental reminder? To overcome the fear, you must first check the premise (validity) of why you hold that fear. No one every died from giving a sales presentation...at least not to my knowledge.
Like What You Sell. I can’t emphasize this enough. When you sell what you love, you're selling from a position of belief. When you believe in something strongly, that enthusiasm squeezes out the fear. Are you selling something your really believe in or are you selling in order to get a paycheck? If the answer is the latter, you may be successful selling, but you’ll never achieve a true level of success (i.e., making money doing what you love). If you don’t truly believe in what you’re selling, you will always be selling from a position of doubt. Doubt breeds fear. Seek out products you love to sell.
Measure Success Over Time. Many trainers advocate measuring your successes on a daily basis. Let’s get real here. Some of my days are full of setbacks making measuring success on daily basis painful. Daily actions are just minor events leading up to the main event; the sale. Don’t measure minor events, measure main events. A runner doesn’t count how many running steps it took to get to the finish line, he instead focuses on getting there! Stay focus on the main event, the sale, and not the day-to-day ups and downs.
Small Elephant Bites. Remember, the only way to eat an elephant is one bite at a time. Begin with small attainable objectives, than move on to larger ones. Build momentum.
Indicators. When you succeed or have a win, take a mental inventory of how it came about. Analyze in your mind the steps you took to manifest this win. When things don’t go well, do the same thing; analyze your thoughts and actions and ask, "What should I have done differently?". Setbacks are indicators or guideposts on the road to sales success.
Don’t Take It Personal. Earl Nightengale once said that success plays no favorites. Success only favors those who persist and don’t give up. Selling is about persistence. Persistence is about not taking rejection personally. When clients or people refuse to buy from you, learn to ask “Why?”. And no matter the response you get back from the customer, learn to depersonalize it and then learn from it. Only sissies take things personally (don’t be a sales sissy)!
There is one eternal truth about this free market we call capitalism…selling keeps the economy moving. Selling is the grease that lubricates the economic machine and keeps all its moveable parts in motion. From this moment on, as a salesperson, I want you to view your profession as the necessary component for keeping this economy going. I want you to see purpose in your profession. Purpose squeezes out fear in order to make room for enthusiasm.
--------------------------------------------------------------------------
FREE book, The Logic of Success at www.thelogicofsuccess.com
© 2003-2004. Victor Gonzalez. All Rights in All Media Reserved. Victor Gonzalez is a sales trainer and motivational coach. To learn more or to contact Victor directly, please visit www.thelogicofsuccess.com
Selling: an art of a skill?
Selling is as much an art as it is a skill. The basics of the selling process can be learned by anyone, but the practice of selling is something that the super star sales people have brought to an art level.
What gets them to that level?
1. Superstars develop their own style. They know who they are and are comfortable with it. They watch the masters, but don’t copy the masters. They know whether their humor delights people or turns them off. They know how aggressive they can be and when to back off. They are great readers of people and people’s reactions.
In the business of speaking I think of Tom Peters who is one of the biggest management gurus of our time. He commands tremendous fees for speaking and is booked constantly. But when I watch him I am fascinated by the rules he breaks when speaking. He paces like a lion, he shouts to the point of straining his voice, he uses notes – all things that we are taught not to do. But it works for
him. In contrast you have Maya Angelou who stands in one place and delivers in melodious tones and hold her audience riveted just as Tom Peters does. Different styles – both work.
In the field of acting you have Jim Carey who practically turns himself inside out to get his point across and you have Sir Anthony Hopkins who can get his point across with the raising of his eyebrow. Different styles – both work.
I have seen waitresses interact with customers. Some are brash and funny, others are sweet and accommodating. Both types make good tips because they’ve developed their own style.
I have bought from sales people who have been persistent and I have bought from another who let me go at my own pace. I’ve been comfortable with both because they didn’t try to be someone they aren’t.
2. Superstars know their strengths. Superstars are constantly evaluating themselves. They work at developing their strengths. They know what works for them and will repeat it over and over. They get better with each sales call.
Although they capitalize on their strengths, they don’t ignore their weaknesses. They monitor their weaknesses and work on improving in those areas – but not in front of their clients. They find opportunities to practice on their friends, family and strangers. When they feel they have improved, they will then start incorporating those new behaviors into their sales presentation.
Because what had been a weakness is now under their control, they begin to use them as their strength. Thus, they constantly work to use their strengths to their and their customer’s benefit.
3. Superstars have confidence in their ability. Just like great athletes, they have practices their craft over and over again. They know what works for them. They are confident in their ability. When it comes time for them to close the prospect, they are able to deliver with a confidence that the prospect believes in.
4. Superstars don’t leave it to chance. They are practiced, well prepared people. They use winning phrases, they remember past successes. They write down and memorize anything that has worked in the past.
5. Superstars use a proven formula that is just right for them. All the techniques that are taught by sales trainers work. It is finding one that works for you and using it. Jumping from one to another does not give you the opportunity to hone your skills. Find one that works for you and use it all the time.
The basics of selling are Prospecting, rapport building, question asking, presenting, question answering, closing and follow up. There are variations on these basics, but it all comes down to these 6 skills.
6. Superstars don’t use gimmicks. Gimmicks work one time, but the prospect is apt to feel manipulated. If your customer feels manipulated they won’t give you referrals, they won’t want to buy from you again and you can be sure they’ll tell all their friends not to buy from you.
Margo Chevers, author of the book STOP the BS (bad service), has been providing sales and customer service seminars and consulting to a diverse cross-section of industries for the past 15 years. For information about Margo Chevers’ speaking or training schedule call (800) 858-0797 or Margo@MargoChevers.com
What gets them to that level?
1. Superstars develop their own style. They know who they are and are comfortable with it. They watch the masters, but don’t copy the masters. They know whether their humor delights people or turns them off. They know how aggressive they can be and when to back off. They are great readers of people and people’s reactions.
In the business of speaking I think of Tom Peters who is one of the biggest management gurus of our time. He commands tremendous fees for speaking and is booked constantly. But when I watch him I am fascinated by the rules he breaks when speaking. He paces like a lion, he shouts to the point of straining his voice, he uses notes – all things that we are taught not to do. But it works for
him. In contrast you have Maya Angelou who stands in one place and delivers in melodious tones and hold her audience riveted just as Tom Peters does. Different styles – both work.
In the field of acting you have Jim Carey who practically turns himself inside out to get his point across and you have Sir Anthony Hopkins who can get his point across with the raising of his eyebrow. Different styles – both work.
I have seen waitresses interact with customers. Some are brash and funny, others are sweet and accommodating. Both types make good tips because they’ve developed their own style.
I have bought from sales people who have been persistent and I have bought from another who let me go at my own pace. I’ve been comfortable with both because they didn’t try to be someone they aren’t.
2. Superstars know their strengths. Superstars are constantly evaluating themselves. They work at developing their strengths. They know what works for them and will repeat it over and over. They get better with each sales call.
Although they capitalize on their strengths, they don’t ignore their weaknesses. They monitor their weaknesses and work on improving in those areas – but not in front of their clients. They find opportunities to practice on their friends, family and strangers. When they feel they have improved, they will then start incorporating those new behaviors into their sales presentation.
Because what had been a weakness is now under their control, they begin to use them as their strength. Thus, they constantly work to use their strengths to their and their customer’s benefit.
3. Superstars have confidence in their ability. Just like great athletes, they have practices their craft over and over again. They know what works for them. They are confident in their ability. When it comes time for them to close the prospect, they are able to deliver with a confidence that the prospect believes in.
4. Superstars don’t leave it to chance. They are practiced, well prepared people. They use winning phrases, they remember past successes. They write down and memorize anything that has worked in the past.
5. Superstars use a proven formula that is just right for them. All the techniques that are taught by sales trainers work. It is finding one that works for you and using it. Jumping from one to another does not give you the opportunity to hone your skills. Find one that works for you and use it all the time.
The basics of selling are Prospecting, rapport building, question asking, presenting, question answering, closing and follow up. There are variations on these basics, but it all comes down to these 6 skills.
6. Superstars don’t use gimmicks. Gimmicks work one time, but the prospect is apt to feel manipulated. If your customer feels manipulated they won’t give you referrals, they won’t want to buy from you again and you can be sure they’ll tell all their friends not to buy from you.
Margo Chevers, author of the book STOP the BS (bad service), has been providing sales and customer service seminars and consulting to a diverse cross-section of industries for the past 15 years. For information about Margo Chevers’ speaking or training schedule call (800) 858-0797 or Margo@MargoChevers.com
Saturday, December 29, 2007
Selling the Dr. Seuss Way
“I am Sam. Sam I am. Do you like green eggs and ham? Would you like them here or there? Would you like them in a box, would you like them with a fox?”
I think most people have read this Dr. Seuss tale either as kids or to their children. What is interesting is the relevance this story has to selling. First of all, Sam is selling a product and although his prospect is not initially interested, Sam doesn’t let that deter him from asking. Secondly, Sam consistently offers the prospect a choice when trying to close the sale. Thirdly, he refuses to give up. No matter how many times his prospect says ‘no’ Sam keeps offering alternatives. In fact, he offers fourteen options before he finally closes the sale.
Now, I am not suggesting that you pester your customers or prospects but I do believe most people give up too early in the sales process. We hear a few “no’s” and decide to turn our attention elsewhere. It is your responsibility as a sales professional to ask the customer to make a decision - you cannot expect a customer to do the work for you. If you have been effective in learning about their specific needs and current situation and presented the appropriate solution to your prospect then you have earned the right to ask them for their money. Here are a few ideas that will help you reach this point:
Avoid launching into a lengthy discussion of what you can do for your client until you thoroughly understand what business challenges they face and the problems, concerns or issues they need resolved. Use open questioning to gather this information and avoid making assumptions or jumping to conclusions too quickly. Instead, listen carefully to what they say and clarify anything that is not clear. Ask them to elaborate by using prompters such as “uh-huh,” “tell me more,” and “what else?”
When it comes time to present your product or service, try not to limit the prospect to one option. Provide a choice of solutions that meet their specific concerns. Explain the benefits of each option, and when necessary, also discuss the drawbacks of each alternative. However, do not present so many options that the decision becomes overwhelming or difficult. Be prepared to tell your prospect which option best suits their needs if they ask.
Speak in terms they can understand, avoiding the use of terminology they may not recognize. A case in point; as I developed my web site, I found myself talking to people who were extremely knowledgeable but they used terminology that sounded like a foreign language to me. I found myself getting frustrated, and in some cases feeling a bit dumb, because I had to keep asking them what they meant. Be very cautious how much jargon you use in your presentations and make sure your customer understands what you are saying.
Recognize that objections are a natural component of the sales process. It’s common for a customer express several objections before she makes the decision to commit to the purchase. Don’t take these objections personally and do not assume that it means the other person is not interested. Understand that your prospect will likely have specific concerns about making a decision particularly if they have never done business with you. Clarify their objections to uncover the true hesitation – do not hesitate to probe deeper to explore the real issues preventing them from making a decision. In most cases, your prospect will give you the information you need providing you keep your approach non-confrontational and neutral. Learn to handle objections in a non-argumentative manner. When you uncover their true objection keep your response brief and to the point. Talking too much will seem that you are trying to justify your product or price. Plus, you can sometimes talk yourself out a sale if you aren’t careful.
Ask for the sale. In many cases, your prospect expects you to ask for the sale. And as long as you do not pressure or try to coerce them into making a decision, they won’t be offended by your request. Develop the confidence to ask for the sale in a variety of ways and begin asking every qualified person for their commitment. Recognize that many people want to be given permission to make a decision and look to the salesperson for that permission.
Lastly, take a lesson from Sam and learn the importance of polite persistence. The most successful sales people ask for the sale seven or eight times and don’t give up at the first sign of resistance. Research has shown that these individuals consistently earn more than their coworkers and peers.
Copyright 2004, Kelley Robertson
Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of “Stop, Ask & Listen – Proven sales techniques to turn browsers into buyers.” Visit his website at www.RobertsonTrainingGroup.com and receive a FREE copy of “100 Ways to Increase Your Sales” by subscribing to his 59-Second Tip, a free weekly e-zine.
I think most people have read this Dr. Seuss tale either as kids or to their children. What is interesting is the relevance this story has to selling. First of all, Sam is selling a product and although his prospect is not initially interested, Sam doesn’t let that deter him from asking. Secondly, Sam consistently offers the prospect a choice when trying to close the sale. Thirdly, he refuses to give up. No matter how many times his prospect says ‘no’ Sam keeps offering alternatives. In fact, he offers fourteen options before he finally closes the sale.
Now, I am not suggesting that you pester your customers or prospects but I do believe most people give up too early in the sales process. We hear a few “no’s” and decide to turn our attention elsewhere. It is your responsibility as a sales professional to ask the customer to make a decision - you cannot expect a customer to do the work for you. If you have been effective in learning about their specific needs and current situation and presented the appropriate solution to your prospect then you have earned the right to ask them for their money. Here are a few ideas that will help you reach this point:
Avoid launching into a lengthy discussion of what you can do for your client until you thoroughly understand what business challenges they face and the problems, concerns or issues they need resolved. Use open questioning to gather this information and avoid making assumptions or jumping to conclusions too quickly. Instead, listen carefully to what they say and clarify anything that is not clear. Ask them to elaborate by using prompters such as “uh-huh,” “tell me more,” and “what else?”
When it comes time to present your product or service, try not to limit the prospect to one option. Provide a choice of solutions that meet their specific concerns. Explain the benefits of each option, and when necessary, also discuss the drawbacks of each alternative. However, do not present so many options that the decision becomes overwhelming or difficult. Be prepared to tell your prospect which option best suits their needs if they ask.
Speak in terms they can understand, avoiding the use of terminology they may not recognize. A case in point; as I developed my web site, I found myself talking to people who were extremely knowledgeable but they used terminology that sounded like a foreign language to me. I found myself getting frustrated, and in some cases feeling a bit dumb, because I had to keep asking them what they meant. Be very cautious how much jargon you use in your presentations and make sure your customer understands what you are saying.
Recognize that objections are a natural component of the sales process. It’s common for a customer express several objections before she makes the decision to commit to the purchase. Don’t take these objections personally and do not assume that it means the other person is not interested. Understand that your prospect will likely have specific concerns about making a decision particularly if they have never done business with you. Clarify their objections to uncover the true hesitation – do not hesitate to probe deeper to explore the real issues preventing them from making a decision. In most cases, your prospect will give you the information you need providing you keep your approach non-confrontational and neutral. Learn to handle objections in a non-argumentative manner. When you uncover their true objection keep your response brief and to the point. Talking too much will seem that you are trying to justify your product or price. Plus, you can sometimes talk yourself out a sale if you aren’t careful.
Ask for the sale. In many cases, your prospect expects you to ask for the sale. And as long as you do not pressure or try to coerce them into making a decision, they won’t be offended by your request. Develop the confidence to ask for the sale in a variety of ways and begin asking every qualified person for their commitment. Recognize that many people want to be given permission to make a decision and look to the salesperson for that permission.
Lastly, take a lesson from Sam and learn the importance of polite persistence. The most successful sales people ask for the sale seven or eight times and don’t give up at the first sign of resistance. Research has shown that these individuals consistently earn more than their coworkers and peers.
Copyright 2004, Kelley Robertson
Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of “Stop, Ask & Listen – Proven sales techniques to turn browsers into buyers.” Visit his website at www.RobertsonTrainingGroup.com and receive a FREE copy of “100 Ways to Increase Your Sales” by subscribing to his 59-Second Tip, a free weekly e-zine.
H.A.B.I.T
H-A-B-I-T...When 95% of people hear this word, a negative thought pops up in their minds. Typically, most people think of a habit being negative. The secret to your future lies in your daily habits so ask yourself right now, "Are my habits today going to help me achieve my WHY in life?" This is a life-empowering question if you truly ask it and listen for the answer.
I received the following excerpt from a very dear friend of mine and felt that it is definitely the best explanation of a habit that I have ever heard:
I am your constant companion.
I am your greatest helper or your heaviest burden.
I will push you onward or drag you down to failure.
I am completely at your command. Half the things you do, you might just as well turn over to me,
and I will be able to do them quickly and correctly.
I am easily managed; you must merely be firm with me.
Show me exactly how you want something done, and after a few
lessons I will do it automatically.
I am the servant of all great men.
And, alas, of all failures as well.
Those who are great, I have made great.
Those who are failures, I have made failures.
I am not a machine, though I work with all the precision of a machine.
Plus, the intelligence of a man.
You may run me for profit, or run me for ruin; it makes no difference to me.
Take me, train me, be firm with me and I will put the world at your feet.
Be easy with me, and I will destroy you.
Who am I?
I am a HABIT!
One of my daily habits that is the foundation of my life is spending 45-60 minutes each and every morning feeding my body physically by exercising and feeding my mental spirit by reading or listening to a motivational message. This habit warms me up for the day ahead. Everyone washes their physical body and feeds their body every morning, but 95% of people will find an excuse about why they can not find the "TIME" to invest in a habit of feeding their MINDS! This parallels the statistic that 95% of people are dead or dead broke by the age 65. I consider this particular daily habit of mine to be the driving force behind my ability to consistently maintain my intense focus on the journey of success and living a dream life.
Is it easy all the time? Of course not, but when it becomes a habit – you will do it! If you commit today to begin each morning warming yourself up for the day ahead by feeding your mental spirit, your entire life will change in a positive fashion very quickly. It is like driving a race car with the emergency brake on and you try to go ahead, but you can’t move. You stay in the same location with your wheels spinning, burning up, making a lot of noise, but not going anywhere! All it takes is to release the brake and you will fly towards toward your WHY in life!! You need to review what your habits are and ask yourself…“Would I recommend MY habits to someone I truly love and care about?” Your entire future lies in your daily habits—positive or negative. You have the most powerful force right now in your hands, the ability to decide what your habits will begin to be.
Find Your WHY & FLY!!
As I say,
You must be absolutely clear about your goal and be relentless in your pursuit of Your "WHY!"
Changing Lives!
John Di Lemme http://www.FindYourWhy.com Free Weekly Ezine
I received the following excerpt from a very dear friend of mine and felt that it is definitely the best explanation of a habit that I have ever heard:
I am your constant companion.
I am your greatest helper or your heaviest burden.
I will push you onward or drag you down to failure.
I am completely at your command. Half the things you do, you might just as well turn over to me,
and I will be able to do them quickly and correctly.
I am easily managed; you must merely be firm with me.
Show me exactly how you want something done, and after a few
lessons I will do it automatically.
I am the servant of all great men.
And, alas, of all failures as well.
Those who are great, I have made great.
Those who are failures, I have made failures.
I am not a machine, though I work with all the precision of a machine.
Plus, the intelligence of a man.
You may run me for profit, or run me for ruin; it makes no difference to me.
Take me, train me, be firm with me and I will put the world at your feet.
Be easy with me, and I will destroy you.
Who am I?
I am a HABIT!
One of my daily habits that is the foundation of my life is spending 45-60 minutes each and every morning feeding my body physically by exercising and feeding my mental spirit by reading or listening to a motivational message. This habit warms me up for the day ahead. Everyone washes their physical body and feeds their body every morning, but 95% of people will find an excuse about why they can not find the "TIME" to invest in a habit of feeding their MINDS! This parallels the statistic that 95% of people are dead or dead broke by the age 65. I consider this particular daily habit of mine to be the driving force behind my ability to consistently maintain my intense focus on the journey of success and living a dream life.
Is it easy all the time? Of course not, but when it becomes a habit – you will do it! If you commit today to begin each morning warming yourself up for the day ahead by feeding your mental spirit, your entire life will change in a positive fashion very quickly. It is like driving a race car with the emergency brake on and you try to go ahead, but you can’t move. You stay in the same location with your wheels spinning, burning up, making a lot of noise, but not going anywhere! All it takes is to release the brake and you will fly towards toward your WHY in life!! You need to review what your habits are and ask yourself…“Would I recommend MY habits to someone I truly love and care about?” Your entire future lies in your daily habits—positive or negative. You have the most powerful force right now in your hands, the ability to decide what your habits will begin to be.
Find Your WHY & FLY!!
As I say,
You must be absolutely clear about your goal and be relentless in your pursuit of Your "WHY!"
Changing Lives!
John Di Lemme http://www.FindYourWhy.com Free Weekly Ezine
Power Tips
Everybody likes to buy, because buying is fun. If you don't believe this, try to find a parking space at a shopping mall, or a seat at an auction, this weekend. However, while buying is fun and exciting, nobody likes to be sold. The truth is: the best salespeople don't "sell" their customers; they help them buy.
• Get emotional. When presenting your product or service, do not attempt to appeal strictly to the buyer's rational mind with a list of perfectly logical reasons to buy. Instead, fire their imaginations, and appeal to their emotions. Stress the benefits and rewards of owning your product or using your services. If possible, have them hold your product in their hands. Use colorful verbal illustrations that stress benefits. Sprinkle in some brief case histories. Be likeable. Have some fun. Above all, let the customer do most of the talking. Take the pressure to buy out of the experience, and the successful close will come naturally.
• What buyers want. In most business-to-business sales situations, the central question on buyers' minds is, "What's in it for me?" Take note: the question is, "What's in it for me?" not, "What's in it for my company?" Let prospects know how your product or service will help them to:
Make their jobs easier | Look good to management
Gain respect and prestige | Advance their careers
Be appreciated | Save time
Have some fun and excitement | Stay ahead of the competition
Minimize their personal risk
Remember, the central question you must answer for the prospect is, "What's in it for me?"
• Respect your buyer's intelligence. Speak to your potential customer as if you were talking with an intelligent, yet uninformed friend. Do not insult your prospect's intelligence with inane leading questions such as, "We all want to save time and money, right?" Instead, simply state, "Our product will save you both time and money," and immediately follow this statement with a brief example or two. Allow the prospect to respond to your time and money-savings premise. A high-pressure "What's there to think about?" approach doesn't work in today's business environment. Your buyers are smart, and deserve your respect.
• What's in a name? There is no sweeter music than the sound of one's own name. Try to use your prospect's name a couple of times during your sales presentation. However, don't overdo it, or you'll sound insincere and patronizing. If your buyer's name is difficult to pronounce, get the correct pronunciation from the receptionist or secretary. Write it out phonetically, and say it aloud a few times before your meeting.
• The nose knows! Do not overwhelm your client's olfactory sense. It is a major turnoff for buyers when a salesperson reeks of perfume, cologne, or aftershave. Prospects will often cut the meeting short just to escape the smell. Rule of thumb: use only enough fragrance that if a loved one were nuzzling your neck, the scent could barely be detected.
• Be on time, but don't come early. While this seems painfully obvious, you might be surprised to learn how many sales folk show up late, with some lame excuse. Arriving too early for a meeting is nearly as bad. Never arrive more than ten minutes before your scheduled appointment. Being punctual shows respect and good business form, and will get your meeting off to a good start.
• Create powerful imagery. Instead of saying to a business owner, "Your employees will really appreciate this program," consider saying with a smile, "Your employees will stand up and applaud you for giving them this program." Don't worry; the buyer will allow this bit of poetic license. Even though he knows his employees won't really stand up and applaud, the mental image of them doing so is powerful.
• Beware the time bandits. Everyone needs a break from the action. However, 20 minutes a day wasted on office small talk, surfing the Net, or personal phone calls adds up to two full weeks a year in lost production. How many sales could you make in two weeks? Eliminate these time bandits, and watch your productivity climb.
• Don't interrogate buyers. A recent article in a leading sales publication advised "intense questioning" of prospects to determine their needs. The writer included a laundry list of questions that were both intrusive and transparent. Sophisticated buyers perceive too many probing questions, especially in the first stages of a meeting, as a pitch-tailoring sales tactic - which, of course, is exactly what it is. If you get prospects talking and follow the 80/20 Rule - you listen 80% of the time and talk only 20% of the time - many of your questions will be answered before you even ask them. Sure, you still have to ask questions and seek clarification. But your fact-finding process should flow naturally in response to buyers' comments and conversational pauses. Do not put them on the hot seat.
• Breaking the ice. Some telephone cold-call gurus will tell you to offer a pleasantry or two after introducing yourself. They are wrong. Avoid the opening, "How are you?" When spoken over the phone to a stranger, the phrase reeks of insincerity. You might as well scream, "I am a salesperson!" Instead, employ a more businesslike opening, such as, "The reason I'm calling you this morning is to learn about your company's personnel needs, and to see if we can be of help." In other words, after introducing yourself, state the reason for your call. Prospects will appreciate your honesty and respect for their time and intelligence. Only ask, "How are you?" after you've progressed beyond the initial contact, and a relationship has been established.
• Don't answer a question with a question. Again, contrary to conventional sales training wisdom, never answer a question with a question. This tactic is usually perceived by the prospect as evasive. For example, if your buyer asks, "When can you ship?" do not respond, "When do you need it?" This strategy diminishes your credibility. Simply tell him your average shipping time, and ask if that works for him. If not, go to bat for him, and if possible, get it for him when he wants it.
• Look sharp. The old cliché about dressing for success especially holds true in sales. Your clothes and personal grooming speak volumes about you to buyers, co-workers, and management. If you are looking good, you are undoubtedly feeling good, and you will close more sales. Take a critical look at your appearance, keeping in mind that shoes are one of the first things noticed. Your working wardrobe should be made up entirely of the following materials: cotton, wool, silk, linen and leather. That's it. For men, facial hair is generally a negative. (Name the last politician elected to the presidency who had a moustache or beard.) There are several good books on sharp dressing and good grooming. John T. Molloy's New Dress for Success is an update of the classic.
• Never thank anyone for taking your call. This seemingly polite gesture immediately puts you in a subordinate role - and subordinates are easily dismissed. For the same reason, when you finally make contact with a difficult-to-reach prospect, never open with, "You're a hard person to get hold of!"
• Mood follows form. When you feel in winning form, you smile, stand up straight, and walk with confidence. On some gloomy, depressing day, try this: smile, stretch, and strut. You will feel your mood begin to lighten as your physical actions mimic those of a winner. The same thing goes for your phone personality. If you sit up straight and smile, you will begin to feel self-confident and purposeful. Your voice will reflect those qualities, and you will enjoy more successful contacts with prospects and clients.
• Let the buyer lead. While you always want to maintain subtle control of your conversations with prospective buyers or clients, modify your pace and style to match theirs - sort of like dancing. If your customer likes to chat, by all means indulge in a little small talk. Conversely, do not ask Mr. Down-To-Business about his weekend plans. If a client has a breezy, big-picture personality, do not bog him down with details. This personality type loves to hear, "I'll take care of everything for you." However, if a prospect has questions about every detail, take the time to carefully review the nuts and bolts with him. Reading your buyer's personality and conversational style will pay big dividends in increased sales.
• Buyers are like cats (and you're probably a dog!) Just like our feline friends, buyers can be a difficult lot: suspicious, wary, finicky, independent, aloof. If you chase after one, it always runs. If you attempt to coax it, it invariably ignores you. However, if you sit quietly, letting the cat take its time and make up its own mind, before you know it, it's purring on your lap.
Michael Dalton Johnson is the Editor & Publisher of "Top Dog Sales Secrets", the best-selling sales book featuring advice from 50 renowned sales experts. He is the Founder and Publisher of SalesDog.com, an education resource for sales professionals. Johnson is a successful entrepreneur with over 30 years of business leadership. For a free subscription to his weekly sales tips newsletter, visit his website at http://www.SalesDog.com
• Get emotional. When presenting your product or service, do not attempt to appeal strictly to the buyer's rational mind with a list of perfectly logical reasons to buy. Instead, fire their imaginations, and appeal to their emotions. Stress the benefits and rewards of owning your product or using your services. If possible, have them hold your product in their hands. Use colorful verbal illustrations that stress benefits. Sprinkle in some brief case histories. Be likeable. Have some fun. Above all, let the customer do most of the talking. Take the pressure to buy out of the experience, and the successful close will come naturally.
• What buyers want. In most business-to-business sales situations, the central question on buyers' minds is, "What's in it for me?" Take note: the question is, "What's in it for me?" not, "What's in it for my company?" Let prospects know how your product or service will help them to:
Make their jobs easier | Look good to management
Gain respect and prestige | Advance their careers
Be appreciated | Save time
Have some fun and excitement | Stay ahead of the competition
Minimize their personal risk
Remember, the central question you must answer for the prospect is, "What's in it for me?"
• Respect your buyer's intelligence. Speak to your potential customer as if you were talking with an intelligent, yet uninformed friend. Do not insult your prospect's intelligence with inane leading questions such as, "We all want to save time and money, right?" Instead, simply state, "Our product will save you both time and money," and immediately follow this statement with a brief example or two. Allow the prospect to respond to your time and money-savings premise. A high-pressure "What's there to think about?" approach doesn't work in today's business environment. Your buyers are smart, and deserve your respect.
• What's in a name? There is no sweeter music than the sound of one's own name. Try to use your prospect's name a couple of times during your sales presentation. However, don't overdo it, or you'll sound insincere and patronizing. If your buyer's name is difficult to pronounce, get the correct pronunciation from the receptionist or secretary. Write it out phonetically, and say it aloud a few times before your meeting.
• The nose knows! Do not overwhelm your client's olfactory sense. It is a major turnoff for buyers when a salesperson reeks of perfume, cologne, or aftershave. Prospects will often cut the meeting short just to escape the smell. Rule of thumb: use only enough fragrance that if a loved one were nuzzling your neck, the scent could barely be detected.
• Be on time, but don't come early. While this seems painfully obvious, you might be surprised to learn how many sales folk show up late, with some lame excuse. Arriving too early for a meeting is nearly as bad. Never arrive more than ten minutes before your scheduled appointment. Being punctual shows respect and good business form, and will get your meeting off to a good start.
• Create powerful imagery. Instead of saying to a business owner, "Your employees will really appreciate this program," consider saying with a smile, "Your employees will stand up and applaud you for giving them this program." Don't worry; the buyer will allow this bit of poetic license. Even though he knows his employees won't really stand up and applaud, the mental image of them doing so is powerful.
• Beware the time bandits. Everyone needs a break from the action. However, 20 minutes a day wasted on office small talk, surfing the Net, or personal phone calls adds up to two full weeks a year in lost production. How many sales could you make in two weeks? Eliminate these time bandits, and watch your productivity climb.
• Don't interrogate buyers. A recent article in a leading sales publication advised "intense questioning" of prospects to determine their needs. The writer included a laundry list of questions that were both intrusive and transparent. Sophisticated buyers perceive too many probing questions, especially in the first stages of a meeting, as a pitch-tailoring sales tactic - which, of course, is exactly what it is. If you get prospects talking and follow the 80/20 Rule - you listen 80% of the time and talk only 20% of the time - many of your questions will be answered before you even ask them. Sure, you still have to ask questions and seek clarification. But your fact-finding process should flow naturally in response to buyers' comments and conversational pauses. Do not put them on the hot seat.
• Breaking the ice. Some telephone cold-call gurus will tell you to offer a pleasantry or two after introducing yourself. They are wrong. Avoid the opening, "How are you?" When spoken over the phone to a stranger, the phrase reeks of insincerity. You might as well scream, "I am a salesperson!" Instead, employ a more businesslike opening, such as, "The reason I'm calling you this morning is to learn about your company's personnel needs, and to see if we can be of help." In other words, after introducing yourself, state the reason for your call. Prospects will appreciate your honesty and respect for their time and intelligence. Only ask, "How are you?" after you've progressed beyond the initial contact, and a relationship has been established.
• Don't answer a question with a question. Again, contrary to conventional sales training wisdom, never answer a question with a question. This tactic is usually perceived by the prospect as evasive. For example, if your buyer asks, "When can you ship?" do not respond, "When do you need it?" This strategy diminishes your credibility. Simply tell him your average shipping time, and ask if that works for him. If not, go to bat for him, and if possible, get it for him when he wants it.
• Look sharp. The old cliché about dressing for success especially holds true in sales. Your clothes and personal grooming speak volumes about you to buyers, co-workers, and management. If you are looking good, you are undoubtedly feeling good, and you will close more sales. Take a critical look at your appearance, keeping in mind that shoes are one of the first things noticed. Your working wardrobe should be made up entirely of the following materials: cotton, wool, silk, linen and leather. That's it. For men, facial hair is generally a negative. (Name the last politician elected to the presidency who had a moustache or beard.) There are several good books on sharp dressing and good grooming. John T. Molloy's New Dress for Success is an update of the classic.
• Never thank anyone for taking your call. This seemingly polite gesture immediately puts you in a subordinate role - and subordinates are easily dismissed. For the same reason, when you finally make contact with a difficult-to-reach prospect, never open with, "You're a hard person to get hold of!"
• Mood follows form. When you feel in winning form, you smile, stand up straight, and walk with confidence. On some gloomy, depressing day, try this: smile, stretch, and strut. You will feel your mood begin to lighten as your physical actions mimic those of a winner. The same thing goes for your phone personality. If you sit up straight and smile, you will begin to feel self-confident and purposeful. Your voice will reflect those qualities, and you will enjoy more successful contacts with prospects and clients.
• Let the buyer lead. While you always want to maintain subtle control of your conversations with prospective buyers or clients, modify your pace and style to match theirs - sort of like dancing. If your customer likes to chat, by all means indulge in a little small talk. Conversely, do not ask Mr. Down-To-Business about his weekend plans. If a client has a breezy, big-picture personality, do not bog him down with details. This personality type loves to hear, "I'll take care of everything for you." However, if a prospect has questions about every detail, take the time to carefully review the nuts and bolts with him. Reading your buyer's personality and conversational style will pay big dividends in increased sales.
• Buyers are like cats (and you're probably a dog!) Just like our feline friends, buyers can be a difficult lot: suspicious, wary, finicky, independent, aloof. If you chase after one, it always runs. If you attempt to coax it, it invariably ignores you. However, if you sit quietly, letting the cat take its time and make up its own mind, before you know it, it's purring on your lap.
Michael Dalton Johnson is the Editor & Publisher of "Top Dog Sales Secrets", the best-selling sales book featuring advice from 50 renowned sales experts. He is the Founder and Publisher of SalesDog.com, an education resource for sales professionals. Johnson is a successful entrepreneur with over 30 years of business leadership. For a free subscription to his weekly sales tips newsletter, visit his website at http://www.SalesDog.com
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