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Casual Articles - Sales Skills for the Non Sales Professional
I recognized the advantages of self employment about 5 years ago when I started working for myself. After working for other people my whole career, it was certainly a bit of a change when I no longer got a salary and benefits, something I had become quite accustomed to!I’ve read other resources that talk about the advantages of self employment (and the disadvantages too) and they typically mention “working long hours” as one of the disadvantages.I disagree with this comment.How
When Kirk and I finally got together I asked him to start by naming all of his strengths. We went over all of the benefits that any of his clients or future clients would get by working with him. I had him post these in his office so he’d never doubt how talented he really is in work.
Next, we outlined what sorts
The world of medical billing has come a very long way. In the old days, you'd go to your doctor, have your treatment, for whatever it may have been, get your bill, submit your check or give him cash and that was the end of it. Of course, if you had insurance, which back in the stone ages was as rare as hens' teeth, the doctor then sent a paper bill to the insurance carrier, whether it be a private carrier, Medicare or Medicaid. We all know how easy it is for paper to get lost. Well, those days a
Yet, you HAVE to bring in customers!!!
What ARE you going to do?
Many of my current or former clients fit the above description. Many of them finally contacted me, a coach, when they were in trouble because they had NO CLUE where to start. They decided that they did need help, and they realized that only a professional could rescue the mess that they’ve made.
And guess what? They survived! And not only did they survive, but they thrived! As soon as they realized that they didn’t need to change their personality, become a raving fan, or over the top, they relaxed and settled into learning what they had to do.
I’ll take you through a typical client and what they learn to do.
Kirk was a guy who found me in one of my Charisma classes! He was basically a smart fellow who was trying to make partner in his law firm. He had been told upon his hiring that he’d be responsible for attracting business to his company. He bluffed his way through the interview by mentioning how many people that he knew and how many big cases he had worked on successfully. He didn’t mention that the business wasn’t his, or that he was TERRIFIED of calling all of the people that he knew and asking for business!
When Kirk and I finally got together I asked him to start by naming all of his strengths. We went over all of the benefits that any of his clients or future clients would get by working with him. I had him post these in his office so he’d never doubt how talented he really is in work.
Next, we outlined what sorts
Here's a real simple way to become wealthy.Marty and his wife live at home with their 2 children. They own a 3 bedroom house in a middle class neighborhood and try to live within their means. Marty works full time in the Printing Industry, while his wife is in charge of the home and looking after the children.They've accumulated some credit card debt and have 2 years left on a car loan. They try to stay out of debt as much as possible and together they've managed to contribute a
What ARE you going to do?
Many of my current or former clients fit the above description. Many of them finally contacted me, a coach, when they were in trouble because they had NO CLUE where to start. They decided that they did need help, and they realized that only a professional could rescue the mess that they’ve made.
And guess what? They survived! And not only did they survive, but they thrived! As soon as they realized that they didn’t need to change their personality, become a raving fan, or over the top, they relaxed and settled into learning what they had to do.
I’ll take you through a typical client and what they learn to do.
Kirk was a guy who found me in one of my Charisma classes! He was basically a smart fellow who was trying to make partner in his law firm. He had been told upon his hiring that he’d be responsible for attracting business to his company. He bluffed his way through the interview by mentioning how many people that he knew and how many big cases he had worked on successfully. He didn’t mention that the business wasn’t his, or that he was TERRIFIED of calling all of the people that he knew and asking for business!
When Kirk and I finally got together I asked him to start by naming all of his strengths. We went over all of the benefits that any of his clients or future clients would get by working with him. I had him post these in his office so he’d never doubt how talented he really is in work.
Next, we outlined what sorts
Wouldn’t it be great if every prospective customer you had came right out and said, 'Here’s what is most important to my company; and here’s what I need your product to do for me?' That would definitely increase your closing ratio.Usually, however, discovering a customer’s hot buttons is not quite that simple. You have to create an enticement before you can get through it and push that button.One way to do this is through the use of banners. Banners are flag-like pieces of cloth bearin
I’ll take you through a typical client and what they learn to do.
Kirk was a guy who found me in one of my Charisma classes! He was basically a smart fellow who was trying to make partner in his law firm. He had been told upon his hiring that he’d be responsible for attracting business to his company. He bluffed his way through the interview by mentioning how many people that he knew and how many big cases he had worked on successfully. He didn’t mention that the business wasn’t his, or that he was TERRIFIED of calling all of the people that he knew and asking for business!
When Kirk and I finally got together I asked him to start by naming all of his strengths. We went over all of the benefits that any of his clients or future clients would get by working with him. I had him post these in his office so he’d never doubt how talented he really is in work.
Next, we outlined what sorts
Effective sponsoring is no more or less than successfully connecting with people emotionally and intellectually and, in some cases, spiritually. The primary reason so many people have difficulty sponsoring others is they confuse sponsoring with recruiting or use the terms interchangeably.Sponsoring is not recruiting and recruiting is not sponsoring. Yet, so many well meaning people fail to comprehend the differences between these two activities. In order to completely understand why so ma
When Kirk and I finally got together I asked him to start by naming all of his strengths. We went over all of the benefits that any of his clients or future clients would get by working with him. I had him post these in his office so he’d never doubt how talented he really is in work.
Next, we outlined what sorts
What is one of the most obvious ways to get inside your prospects’ minds? It is actually a twofold process: a) Don’t talk too much; and b) Ask lots of questions so they are the ones doing all the talking.When we ask lots of questions, particularly if they are open-ended (the most effective type), we experience several positive byproducts. First, our prospects have the opportunity to tell us exactly what their needs are. That is, they can inform us of what they are looking for and why. In sale
When Kirk and I finally got together I asked him to start by naming all of his strengths. We went over all of the benefits that any of his clients or future clients would get by working with him. I had him post these in his office so he’d never doubt how talented he really is in work.
Next, we outlined what sorts of clients he should secure and then wrote a list of any current or former friends or colleagues that he knew. We developed an information sheet on each of them which would be later transferred to a contact management system such as ACT or Goldmine. On each of the sheets, Kirk had to go and write about the person. He wrote down anything he knew about them professionally or personally. These ranged from where they went to school to their spouses names, to their hobbies.
Next, we put them in order from A Accounts ( HUGE!!!) down to D accounts (Barely worth calling) and everyone in between. When all was said and done, Kirk had a list of about 25 people on the A list and those were the ones that we focused on.
Those names went into the computer. We then called and got all of their current information such as emails, secretaries names, firms, etc. We then wrote a letter that was sent to each of them announcing his new position and then said that Kirk would soon be giving a follow up call to say a quick hello. The letter was written in a casual manner, and not too formal. It definitely did NOT look like a form letter from a law firm!
Over time, Kirk redeveloped these people into friends. He did it by meeting them to play basketball, going to networking events with them, or inviting them to political speeches. He was able to get tickets for a few of them to different events and basically became a resource to the whole legal profession for most of them. Kirk became a FRIEND to these individuals, their firm
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