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Casual Articles - 7 Steps to Increasing Your Sales Power Part 2
Getting your initial qualified prospects to make a sale to is often called front end marketing. When we run marketing with the expectation of immediate responses by the consumer to whatever message you put out there, whether it's Yellow Pages, newspaper ads or direct mail, this is called direct response marketing.Before seeking out prospects, having a marketing plan is essential to any business. I'm going to present a lot of research and my objective is to include the need to quantify all the results from all your marketing efforts. And to look at all the strategies for conducting direct market
Step #7: Let go of NEED
Objective: Put your focus where it needs to be - on the PROSPECT!
Okay...so the mortgage is due, you owe some medical bills, and the rest of your financial health is lousy. Forget about it!
If you focus on your problems, you won't be able to focus on the prospect's needs. Remember, it is impossible to think of two things at the same time. Make it a point to concentrate on your prospect's needs and wants...NOT yours.
If you have difficulty doing this, try another "out of your mind" exercise. See yourself as extremely rich and totally successful. You don't need this sale. You don't need ANY sale. The only reason you have come
Finding the right staff is critical, as we discussed in the article "Finding Staff to Complement Your Business". But what about keeping good staff? Is it important? Is it worth the effort to keep the right folks on the job? Lets look at the four areas that staff turnover affects in a business of any type. Those areas are: Productivity, Revenue, Customer Satisfaction, and Long Term Viability.EFFECTS ON PRODUCTIVITYIncreasing work for the remaining staff... This is rather obvious, but think about the work thats being left undone. If a staff member has to cover the phones because the rec
Step #4: Trust yourself
Objective: Wake up, accept and learn to use the REAL power that comes from your connection to your heart, intuition and inner wisdom.
It's amazing how many people really don't trust themselves. They have made SO many promises to themselves and ended up breaking them. After a while the mind just says, "Blah-blah-blah, here we go again."
When this happens, your inner guidance system becomes weakened and eventually blocked...and with it a significant amount of your personal power. Your inner wisdom can put brilliant thoughts in your head and eloquent words on your tongue. But, if your mind is standing in the way, forget it.
Here is another opportunity to use your power voice. Say, "Thank you, mind, for wanting to help me with this sales presentation. However, I am now turning it over to the wisdom of my inner self."
Now speak to your inner self. "I now turn control of this sales situation over to my inner guidance and wisdom." Believe what you are speaking because it will be so.
Step #5: Don't think about making a sale
Objective: Hear the prospect more accurately by silencing your inner noise.
After completing Step # 4, stop thinking about the sale! Relax and let your inner wisdom control what you see, hear, and say. You can aid your inner wisdom by focusing your attention on your intuition (or "gut").
You will pick up clues from the body language and tone of your client that you might otherwise have missed because you were too busy thinking about your next move. You'll hear the prospect talk about his or her needs or problems and understand them from his or her perspective, NOT yours.
Any time a prospect or customer is talking, make it a habit to get out of your mind. Only when the babbling of our minds is silenced are we able to hear what our inner wisdom is telling us.
When you are out of your mind, you will hear what your prospect or customer is actually saying without distorting it through filters. This will help you experience a true one-to-one relationship with the other person.
Step #6: Leave your personal agendas or expectations in the car
Objective: Don't push or force anything to happen.
Walk into your prospect's office CLEAN. No agendas. No expectations. No judgments. You should only have one objective in mind: to find out the needs of your prospect and how you can best meet them.
Forget about pushing that certain widget the home office wants you to showcase. Let it go. That's the company's agenda. If you make it yours, you'll be walking into the prospect's office with only part of your sales power intact.
Concentrate on finding out exactly what the prospect needs...or thinks he (or she) needs. Only then will you be able to sincerely and effectively make suggestions to fulfill those needs.
But don't worry, your needs will be met, too, once you learn how to get out of your own way and just be the wonderful you that we all love and adore!
When you do this, you will be more relaxed. So will your prospect. He/she will sense, consciously or unconsciously, that you have moved to their side of the desk and have a sincere interest in helping them.
Step #7: Let go of NEED
Objective: Put your focus where it needs to be - on the PROSPECT!
Okay...so the mortgage is due, you owe some medical bills, and the rest of your financial health is lousy. Forget about it!
If you focus on your problems, you won't be able to focus on the prospect's needs. Remember, it is impossible to think of two things at the same time. Make it a point to concentrate on your prospect's needs and wants...NOT yours.
If you have difficulty doing this, try another "out of your mind" exercise. See yourself as extremely rich and totally successful. You don't need this sale. You don't need ANY sale. The only reason you have come
Everyday more training software developers and vendors join the world of IT providers, companies and individuals who usually fall into two categories: those who develop applications, and those who provide learning solutions.Because of the need for IT professionals, there is an uncontrolled growth of vendors, which goal is to provide the right quality computer based training. NETg, Learnkey, CBT nuggets, Career Academy, CBT Direct and CBT systems are just a few of those names you probably have heard as leading the major computer based training vendors.The importance of computer training is undoubte
Here is another opportunity to use your power voice. Say, "Thank you, mind, for wanting to help me with this sales presentation. However, I am now turning it over to the wisdom of my inner self."
Now speak to your inner self. "I now turn control of this sales situation over to my inner guidance and wisdom." Believe what you are speaking because it will be so.
Step #5: Don't think about making a sale
Objective: Hear the prospect more accurately by silencing your inner noise.
After completing Step # 4, stop thinking about the sale! Relax and let your inner wisdom control what you see, hear, and say. You can aid your inner wisdom by focusing your attention on your intuition (or "gut").
You will pick up clues from the body language and tone of your client that you might otherwise have missed because you were too busy thinking about your next move. You'll hear the prospect talk about his or her needs or problems and understand them from his or her perspective, NOT yours.
Any time a prospect or customer is talking, make it a habit to get out of your mind. Only when the babbling of our minds is silenced are we able to hear what our inner wisdom is telling us.
When you are out of your mind, you will hear what your prospect or customer is actually saying without distorting it through filters. This will help you experience a true one-to-one relationship with the other person.
Step #6: Leave your personal agendas or expectations in the car
Objective: Don't push or force anything to happen.
Walk into your prospect's office CLEAN. No agendas. No expectations. No judgments. You should only have one objective in mind: to find out the needs of your prospect and how you can best meet them.
Forget about pushing that certain widget the home office wants you to showcase. Let it go. That's the company's agenda. If you make it yours, you'll be walking into the prospect's office with only part of your sales power intact.
Concentrate on finding out exactly what the prospect needs...or thinks he (or she) needs. Only then will you be able to sincerely and effectively make suggestions to fulfill those needs.
But don't worry, your needs will be met, too, once you learn how to get out of your own way and just be the wonderful you that we all love and adore!
When you do this, you will be more relaxed. So will your prospect. He/she will sense, consciously or unconsciously, that you have moved to their side of the desk and have a sincere interest in helping them.
Step #7: Let go of NEED
Objective: Put your focus where it needs to be - on the PROSPECT!
Okay...so the mortgage is due, you owe some medical bills, and the rest of your financial health is lousy. Forget about it!
If you focus on your problems, you won't be able to focus on the prospect's needs. Remember, it is impossible to think of two things at the same time. Make it a point to concentrate on your prospect's needs and wants...NOT yours.
If you have difficulty doing this, try another "out of your mind" exercise. See yourself as extremely rich and totally successful. You don't need this sale. You don't need ANY sale. The only reason you have come
Learn the Rules"Whoever gossips to you will gossip about you." ~Spanish ProverbWatch What You Write or Say. Assume that anything you write or say will be read or heard by everyone in the company. E-mail makes it easy to respond emotionally. Before you respond to an irritating e-mail, take a minute to calm down, then, write the e-mail. If you have a tendency to send harsh messages, save a draft and review it sometime later to ensure the tone is business appropriate.A corollary to this principle is Happy Hour - don't go! There is a huge risk of saying som
Any time a prospect or customer is talking, make it a habit to get out of your mind. Only when the babbling of our minds is silenced are we able to hear what our inner wisdom is telling us.
When you are out of your mind, you will hear what your prospect or customer is actually saying without distorting it through filters. This will help you experience a true one-to-one relationship with the other person.
Step #6: Leave your personal agendas or expectations in the car
Objective: Don't push or force anything to happen.
Walk into your prospect's office CLEAN. No agendas. No expectations. No judgments. You should only have one objective in mind: to find out the needs of your prospect and how you can best meet them.
Forget about pushing that certain widget the home office wants you to showcase. Let it go. That's the company's agenda. If you make it yours, you'll be walking into the prospect's office with only part of your sales power intact.
Concentrate on finding out exactly what the prospect needs...or thinks he (or she) needs. Only then will you be able to sincerely and effectively make suggestions to fulfill those needs.
But don't worry, your needs will be met, too, once you learn how to get out of your own way and just be the wonderful you that we all love and adore!
When you do this, you will be more relaxed. So will your prospect. He/she will sense, consciously or unconsciously, that you have moved to their side of the desk and have a sincere interest in helping them.
Step #7: Let go of NEED
Objective: Put your focus where it needs to be - on the PROSPECT!
Okay...so the mortgage is due, you owe some medical bills, and the rest of your financial health is lousy. Forget about it!
If you focus on your problems, you won't be able to focus on the prospect's needs. Remember, it is impossible to think of two things at the same time. Make it a point to concentrate on your prospect's needs and wants...NOT yours.
If you have difficulty doing this, try another "out of your mind" exercise. See yourself as extremely rich and totally successful. You don't need this sale. You don't need ANY sale. The only reason you have come
Creativity can be defined as problem identification and idea generation and innovation can be defined as idea selection, development and commercialisation. From this simple definition, it is clear that certain cultural characteristics ought to be prevalent if creativity and innovation are to be maximised. And maximisation of these ought to be a priority for senior leaders, as those organisations that take them seriously, tend to be leaders in their field, tend to maintain their leadership position longer and are quicker to bounce back when competitors leap frog.There are many blocks that prevent expressi
Forget about pushing that certain widget the home office wants you to showcase. Let it go. That's the company's agenda. If you make it yours, you'll be walking into the prospect's office with only part of your sales power intact.
Concentrate on finding out exactly what the prospect needs...or thinks he (or she) needs. Only then will you be able to sincerely and effectively make suggestions to fulfill those needs.
But don't worry, your needs will be met, too, once you learn how to get out of your own way and just be the wonderful you that we all love and adore!
When you do this, you will be more relaxed. So will your prospect. He/she will sense, consciously or unconsciously, that you have moved to their side of the desk and have a sincere interest in helping them.
Step #7: Let go of NEED
Objective: Put your focus where it needs to be - on the PROSPECT!
Okay...so the mortgage is due, you owe some medical bills, and the rest of your financial health is lousy. Forget about it!
If you focus on your problems, you won't be able to focus on the prospect's needs. Remember, it is impossible to think of two things at the same time. Make it a point to concentrate on your prospect's needs and wants...NOT yours.
If you have difficulty doing this, try another "out of your mind" exercise. See yourself as extremely rich and totally successful. You don't need this sale. You don't need ANY sale. The only reason you have come
Statistics show that it costs five times as much to acquire a new customer than to get business from a past one. So why are we spending more time chasing the strangers?People buy from people who they know, like, and trust. Your past customers already know you, like you, and trust you. So you don't have to spend time selling yourself. They are already sold on you! You just have to remind them you are around.Here are my favorite ways to "remind" past clients about me. I always see results: Custom Holiday Gift What a great time of year to thank your clients and
Step #7: Let go of NEED
Objective: Put your focus where it needs to be - on the PROSPECT!
Okay...so the mortgage is due, you owe some medical bills, and the rest of your financial health is lousy. Forget about it!
If you focus on your problems, you won't be able to focus on the prospect's needs. Remember, it is impossible to think of two things at the same time. Make it a point to concentrate on your prospect's needs and wants...NOT yours.
If you have difficulty doing this, try another "out of your mind" exercise. See yourself as extremely rich and totally successful. You don't need this sale. You don't need ANY sale. The only reason you have come to this prospect's office is because you know you have a product or service the prospect needs or will benefit from having. You are there for the prospect - NOT for yourself!
You'll be more relaxed and confident. And, as I mentioned in the last step, you will be clear of agendas or desires.
It all comes down to this
Getting out of your mind is perhaps the single most important thing you can do to increase your sales success. Go ahead...fire the bureaucrat in your mind and turn over control to your inner wisdom. In doing so, you will release an enormous amount of personal power. This power can catapult you to a level of sales success you've only dreamed about!
Copyright 2007 - Michelle Rigg
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