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Casual Articles - High-Income Seller Behaviors: 5 Attitudes A Sales Executive Must Have To Close The Deal
Regain Control Of The Paper Pile-Up
Are you overwhelmed by piles of paper? Does it seem impossible to catch up? Well, it does require some effort on your part and some paper management skills, but it can be done. Paper causes anxiety because it is often a reminder of all of the things we have to do. An effective paper management system can help move those piles of paper from ‘to-do’ to ‘done!’First, designate an in-box for all incoming paper and process it frequently. Designate containers for each of t
solve bigger problems.” So when you work on your quarterly goals, stop working on what you can get out of the market and start working on what you can contribute to the market in terms of value and solutions to problems. Then, when you make a sales call or attend a sales prospect meeting, you won’t be a needy, begging sales person. You’ll be a contributor at a higherAre you overwhelmed by piles of paper? Does it seem impossible to catch up? Well, it does require some effort on your part and some paper management skills, but it can be done. Paper causes anxiety because it is often a reminder of all of the things we have to do. An effective paper management system can help move those piles of paper from ‘to-do’ to ‘done!’First, designate an in-box for all incoming paper and process it frequently. Designate containers for each of t
Are You in the Car Business? Stop Fixing the Same Problems
The problem facing you is selling more cars and making more gross. Here are some typical responses managers give. This should illustrate the point that we think we know what to do, but do we really? The important thing to learn is the process of problem solving and applying it to everything you do or are considering doing. By utilizing this approach not only will the problem get fixed, the cure will be long lasting because the things we identify as the problem aren’t alwa
Read almost any book about sales and you’ll see some reference to, “you need to have a good attitude.” So what does that mean? Sometimes my most effective selling is when I have a “bad attitude” -- when I’m more discerning and skeptical about whether a prospect has money or is willing to make the change. I get tougher then and force the prospect to fit into my procedure. So for the purpose of this article, I’d like to redefine attitude and not talk about it in terms of good or bad, but instead “what attitudes to have.”The problem facing you is selling more cars and making more gross. Here are some typical responses managers give. This should illustrate the point that we think we know what to do, but do we really? The important thing to learn is the process of problem solving and applying it to everything you do or are considering doing. By utilizing this approach not only will the problem get fixed, the cure will be long lasting because the things we identify as the problem aren’t alwa
1. My value can be found nowhere else.
Most high-income sellers are in the business-to-business environment. And in that atmosphere, you must bring value with your knowledge, experience, and observations in a market. So even though you may sell the same type of solution that another company sells, your solution is enriched by you being in the process. High achievers understand that their products or services are better because of their expertise and wisdom. The elite high-income seller has the attitude of “my total solution brings value because the prospect won’t be able to find my value from anyone else.”
2. If I want more, I contribute more.
The highest achievers realize something that the average performers don’t. If you want to earn more money, you have to contribute more value and solve more problems for your customer. We say in our training, “if you want to make more money, solve bigger problems.” So when you work on your quarterly goals, stop working on what you can get out of the market and start working on what you can contribute to the market in terms of value and solutions to problems. Then, when you make a sales call or attend a sales prospect meeting, you won’t be a needy, begging sales person. You’ll be a contributor at a higher
What is the Importance of a Press Release?
A press release is all about the publicity that you can do for your online business. The more publicity you do for your goods and services the more your business gets recognized everywhere on and off of the web. The trick is in making use of all the publicity tools including press releases in the correct way to draw attention to your site. Publishing press releases on the web is one great way of going about the successful publicity of your site.Well, it is not enough just
ure. So for the purpose of this article, I’d like to redefine attitude and not talk about it in terms of good or bad, but instead “what attitudes to have.”A press release is all about the publicity that you can do for your online business. The more publicity you do for your goods and services the more your business gets recognized everywhere on and off of the web. The trick is in making use of all the publicity tools including press releases in the correct way to draw attention to your site. Publishing press releases on the web is one great way of going about the successful publicity of your site.Well, it is not enough just
1. My value can be found nowhere else.
Most high-income sellers are in the business-to-business environment. And in that atmosphere, you must bring value with your knowledge, experience, and observations in a market. So even though you may sell the same type of solution that another company sells, your solution is enriched by you being in the process. High achievers understand that their products or services are better because of their expertise and wisdom. The elite high-income seller has the attitude of “my total solution brings value because the prospect won’t be able to find my value from anyone else.”
2. If I want more, I contribute more.
The highest achievers realize something that the average performers don’t. If you want to earn more money, you have to contribute more value and solve more problems for your customer. We say in our training, “if you want to make more money, solve bigger problems.” So when you work on your quarterly goals, stop working on what you can get out of the market and start working on what you can contribute to the market in terms of value and solutions to problems. Then, when you make a sales call or attend a sales prospect meeting, you won’t be a needy, begging sales person. You’ll be a contributor at a higher
Preparing Your Cleaning Business for a Disaster
Bad things can happen to your business -- fires, floods, tornadoes and hurricanes, are just a few of the many disasters that can wipe out your cleaning business in just a matter of minutes. You have spent years building up a successful cleaning business; don't let failure to plan for the worst ruin it. Although no one wants to think about it, planning ahead can keep your business from going under after a tragic event. Many businesses never recover from misfortune: the Small Bu
e, and observations in a market. So even though you may sell the same type of solution that another company sells, your solution is enriched by you being in the process. High achievers understand that their products or services are better because of their expertise and wisdom. The elite high-income seller has the attitude of “my total solution brings value because the prospect won’t be able to find my value from anyone else.”Bad things can happen to your business -- fires, floods, tornadoes and hurricanes, are just a few of the many disasters that can wipe out your cleaning business in just a matter of minutes. You have spent years building up a successful cleaning business; don't let failure to plan for the worst ruin it. Although no one wants to think about it, planning ahead can keep your business from going under after a tragic event. Many businesses never recover from misfortune: the Small Bu
2. If I want more, I contribute more.
The highest achievers realize something that the average performers don’t. If you want to earn more money, you have to contribute more value and solve more problems for your customer. We say in our training, “if you want to make more money, solve bigger problems.” So when you work on your quarterly goals, stop working on what you can get out of the market and start working on what you can contribute to the market in terms of value and solutions to problems. Then, when you make a sales call or attend a sales prospect meeting, you won’t be a needy, begging sales person. You’ll be a contributor at a higher
Telemarketing Services
Telemarketing has emerged as a popular and effective marketing tool. More and more companies are adopting this method owing to the quicker responses received. Companies often outsource their telemarketing services to third party telemarketing firms. The outsourcing enables the companies to concentrate on their core activities, while the telemarketing firms handle the telemarketing services. One of the advantages of utilizing the services of professional telemarketing firms is th
e prospect won’t be able to find my value from anyone else.”Telemarketing has emerged as a popular and effective marketing tool. More and more companies are adopting this method owing to the quicker responses received. Companies often outsource their telemarketing services to third party telemarketing firms. The outsourcing enables the companies to concentrate on their core activities, while the telemarketing firms handle the telemarketing services. One of the advantages of utilizing the services of professional telemarketing firms is th
2. If I want more, I contribute more.
The highest achievers realize something that the average performers don’t. If you want to earn more money, you have to contribute more value and solve more problems for your customer. We say in our training, “if you want to make more money, solve bigger problems.” So when you work on your quarterly goals, stop working on what you can get out of the market and start working on what you can contribute to the market in terms of value and solutions to problems. Then, when you make a sales call or attend a sales prospect meeting, you won’t be a needy, begging sales person. You’ll be a contributor at a higher
8 Dumb Things to NOT DO on the Job During the Holidays
If you work in one of the majority of offices that sees extremely slow business and low productivity during the holiday season, it can be mighty tempting to ‘make use’ of all that downtime. But if you want to end up the year in good standing and shine in the new year, here are eight dumb things to not do while on the job during the holidays:1. Shop online: this might be the biggest temptation of them all. Maybe you have a much faster connection at work than at ho
solve bigger problems.” So when you work on your quarterly goals, stop working on what you can get out of the market and start working on what you can contribute to the market in terms of value and solutions to problems. Then, when you make a sales call or attend a sales prospect meeting, you won’t be a needy, begging sales person. You’ll be a contributor at a higher value.If you work in one of the majority of offices that sees extremely slow business and low productivity during the holiday season, it can be mighty tempting to ‘make use’ of all that downtime. But if you want to end up the year in good standing and shine in the new year, here are eight dumb things to not do while on the job during the holidays:1. Shop online: this might be the biggest temptation of them all. Maybe you have a much faster connection at work than at ho
3. There is a never-ending supply of client pain.
The elite sellers--the top one percent--know that even when a market is soft (no budgets) it doesn’t mean there’s no pain in the customer base. So the high achiever is always focused on the problems that he or she can solve and not focused on the budgets that aren’t there. Budgets follow beliefs. If the prospect believes he has a problem and believes it’s worth solving, budgets have a way of making an appearance.
4. My baggage doesn’t matter.
Let’s face the fact that we all have unwanted baggage. That little tinge of fear when we get ready to ask a question that we know we should ask, but some how it just doesn’t roll off our tongue. The average performer decides he will wait to ask the question later. The high sales performer doesn’t let his baggage get in the way of the right question to ask (or the right comment to make). In a sick sort of way, your baggage gets in the way of your customer getting his problem solved. You don’t want to have that on your mind when you go to bed tonight, do you?
5. I am hyper-discerning about my time.
It’s easy to say, “be discerning,” but with all the distractions and demands on our time, it’s hard to execute that attitude. So what do high sales achievers do with their time? In the sales environment they create standards of conduct that they demand from the prospect. If on the
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