Casual Articles - Business

'Build It And They Will Come' Vs. The New Age Of Advertising - Contextual Advertising
‘Build it and they will come' has work for Kevin Costner in the movie Field of Dreams. But, has things changed ever since? That's the saying when the Internet was first establish with the evolution of the Internet today things have change. Having a website doesn't guarantee visitors, if it does why do business invest billi

?”; What’s Important?” Again, these types of responses continue the focus on the client and not on you, the salesperson.

As a small business coach, I suggest the following book: The S.P.I.N. Selling Fieldbook: Practical Tools, Methods,

Job Layoff: Defusing The Anger
Along with the fear and internal humiliation of losing your job, there is always a degree of anger: anger at fate for dealing you a lousy hand; anger at a company that took your long hours and hard work and threw them away without a second thought; anger at coworkers who played the political game more deftly and kept their

With close to 30 years in sales, one common mistake that I continually observe is that many sales people consistently make is to talk way too much. In trying to differentiate themselves from the competition, these sales people share a common sales belief that talking to the prospect is a way to convince him or her of their product or service expertise. Unfortunately, this places the focus on the sales person and not the needs of the prospect. Big Mistake!!
One of the quickest ways to change this belief is to center on the customer’s needs. When the focus is on the customer, then the sales person can begin to facilitate a dialogue. Through a series of open-ended questions, the future customer can share what the real needs are and more importantly what obstacles have prevented success.
These obstacles or what some may call pain is where selling success begins. By identifying all the pain, the effective salesperson can begin to build a results based message by asking a question like: “If I could help you overcome that obstacle, how would it make you feel?” A common response is “Great!” A follow-up question might focus on the value such as “What would overcoming that obstacle be worth to you?” Fill in questions may include one to two words such as: “So….?”; And…?; “But…?”; What’s Important?” Again, these types of responses continue the focus on the client and not on you, the salesperson.
As a small business coach, I suggest the following book: The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, E
Billing Software, Free and Open this Time
Billing is one important area of all small and big businesses. Billing software market is crowded that choice of one becomes so difficult for a start up business owner. The question is will billing software survives the flood of software suits or packages offered by small and big software developing companies.It sho
heir product or service expertise. Unfortunately, this places the focus on the sales person and not the needs of the prospect. Big Mistake!!
One of the quickest ways to change this belief is to center on the customer’s needs. When the focus is on the customer, then the sales person can begin to facilitate a dialogue. Through a series of open-ended questions, the future customer can share what the real needs are and more importantly what obstacles have prevented success.
These obstacles or what some may call pain is where selling success begins. By identifying all the pain, the effective salesperson can begin to build a results based message by asking a question like: “If I could help you overcome that obstacle, how would it make you feel?” A common response is “Great!” A follow-up question might focus on the value such as “What would overcoming that obstacle be worth to you?” Fill in questions may include one to two words such as: “So….?”; And…?; “But…?”; What’s Important?” Again, these types of responses continue the focus on the client and not on you, the salesperson.
As a small business coach, I suggest the following book: The S.P.I.N. Selling Fieldbook: Practical Tools, Methods,
Postcard Printing Details
Postcards are widely used around the world, even at the height of internet technology; they are still used for greeting people and sending best wishes. Along with these basic ideas, you can also use them on business purposes, but having to print them at your custom size or preference needs a little more details, time and e
ugh a series of open-ended questions, the future customer can share what the real needs are and more importantly what obstacles have prevented success.
These obstacles or what some may call pain is where selling success begins. By identifying all the pain, the effective salesperson can begin to build a results based message by asking a question like: “If I could help you overcome that obstacle, how would it make you feel?” A common response is “Great!” A follow-up question might focus on the value such as “What would overcoming that obstacle be worth to you?” Fill in questions may include one to two words such as: “So….?”; And…?; “But…?”; What’s Important?” Again, these types of responses continue the focus on the client and not on you, the salesperson.
As a small business coach, I suggest the following book: The S.P.I.N. Selling Fieldbook: Practical Tools, Methods,
Women's Perspectives Changing Business - Startup, Entrepreneurship
I just finished reading an article written by a good friend of mine who coaches companies and their employees to better performance. In this particular article, he was discussing women in business and the different set of attributes they bring into the workplace. And it got me to thinking.For a long time, women in c
asking a question like: “If I could help you overcome that obstacle, how would it make you feel?” A common response is “Great!” A follow-up question might focus on the value such as “What would overcoming that obstacle be worth to you?” Fill in questions may include one to two words such as: “So….?”; And…?; “But…?”; What’s Important?” Again, these types of responses continue the focus on the client and not on you, the salesperson.
As a small business coach, I suggest the following book: The S.P.I.N. Selling Fieldbook: Practical Tools, Methods,
Hiring a Consultant
The choice to hire a consultant for business or personal projects is often more difficult then determining the steps for the project itself, but there are several things you can do to help make deciding to hire, choosing and hiring a consultant easier.Do you need a consultant?If you are asking the question, t
?”; What’s Important?” Again, these types of responses continue the focus on the client and not on you, the salesperson.
As a small business coach, I suggest the following book: The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham to learn how to develop or improve the sales skill of asking open ended questions. Good sales people know how to provide the right answers when prospects begin to ask their own questions to ease their now abvious pain.
Another strategy that I learned from one of my coaches to help you stop telling and start selling is to take a sheet of paper and divide it into 4 columns. In the first column list what you sell; in the second column list the benefits of your product or service; in the third column list what makes you, your product or service unique; and in the last column write down the results from using your products or services. So when you must talk, you will now be specific and focus on meeting the prospect’s needs.
Remember, if you are telling, you are ain't selling and are missing many additional opportunities for sales success.

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Casual Articles - Sales: Selling Success is All About You Not Telling

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