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Casual Articles - Qualifying vs closing
Become A Financial Engineer
If math was your strong suit in high school and college, you might consider giving a career as a financial engineer a try. Leading brokerage houses such as Merrill Lynch are increasingly interested in hiring financial engineers to help guide their businesses. In fact, Merrill Lynch provided a grant to MIT
ind of candy?".If math was your strong suit in high school and college, you might consider giving a career as a financial engineer a try. Leading brokerage houses such as Merrill Lynch are increasingly interested in hiring financial engineers to help guide their businesses. In fact, Merrill Lynch provided a grant to MIT
My response "occasionally".
Your response "when you say occasionally, how often is
that?".
My response "2 to 3 times per month".
Your response "when you do eat candy, what type of candy do you eat?"
My response "hard-type, mint candies".
Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not selling." Once you have identifie
Major Obstacles to Selling
Beware of these common areas that will cause you to lose the deal.1. Negative expectation or prejudging • Takes all enthusiasm out of sales person • Expectations2. Lack of Sincerity • More concerned with earning commission • Concentrate on helping
The art of effective question asking (qualifying) determines the effectiveness and the success of the "close".Beware of these common areas that will cause you to lose the deal.1. Negative expectation or prejudging • Takes all enthusiasm out of sales person • Expectations2. Lack of Sincerity • More concerned with earning commission • Concentrate on helping
EXAMPLE: Let's assume you're a candy sales rep. You sell both chocolate and non-chocolate candy. I'm your potential customer. You know nothing about me but you're trying to sell me chocolate candy. You proceed to tell me how great the candy tastes, how exquisite the texture is, how incredible the quality of the chocolate is, and, by the way, how affordable this candy is because your company is doing a promotion on this outstanding chocolate candy. However, you don't sell me a single piece of chocolate candy. WHY?
You assumed I liked chocolate candy and I would buy it based on the information you provided. But the most important thing you forgot to identify or ask me is "do you like chocolate candy?".
The answer is "no, I hate chocolate candy?". But since you never took the time to understand me as your potential new customer, you lost today's sale and future sales a well.
Better Approach: I'm still the customer, you're still the candy sales rep. You're still promoting chocolate candy. The difference is - upon meeting me and establishing a rapport, your first question might be.
"Do you like chocolate candy?".
My response "no, I never eat chocolate candy".
Your response "you never eat chocolate candy, why?".
My response "because I'm allergic to it".
QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answer should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:
"Do you eat any kind of candy?".
My response "occasionally".
Your response "when you say occasionally, how often is
that?".
My response "2 to 3 times per month".
Your response "when you do eat candy, what type of candy do you eat?"
My response "hard-type, mint candies".
Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not selling." Once you have identified
Good Organisational Structure Enhances Infrastructure
A person who has a lazy, slow-moving gait tends to look less commanding than someone who walks with a good posture that exudes confidence. Likewise, the way the company is organised can help it position for future growth.The world has changed dramatically. These days, being internationally compe
way, how affordable this candy is because your company is doing a promotion on this outstanding chocolate candy. However, you don't sell me a single piece of chocolate candy. WHY?A person who has a lazy, slow-moving gait tends to look less commanding than someone who walks with a good posture that exudes confidence. Likewise, the way the company is organised can help it position for future growth.The world has changed dramatically. These days, being internationally compe
You assumed I liked chocolate candy and I would buy it based on the information you provided. But the most important thing you forgot to identify or ask me is "do you like chocolate candy?".
The answer is "no, I hate chocolate candy?". But since you never took the time to understand me as your potential new customer, you lost today's sale and future sales a well.
Better Approach: I'm still the customer, you're still the candy sales rep. You're still promoting chocolate candy. The difference is - upon meeting me and establishing a rapport, your first question might be.
"Do you like chocolate candy?".
My response "no, I never eat chocolate candy".
Your response "you never eat chocolate candy, why?".
My response "because I'm allergic to it".
QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answer should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:
"Do you eat any kind of candy?".
My response "occasionally".
Your response "when you say occasionally, how often is
that?".
My response "2 to 3 times per month".
Your response "when you do eat candy, what type of candy do you eat?"
My response "hard-type, mint candies".
Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not selling." Once you have identifie
Warning! Discover Video Marketing-Or Be Left Behind! (Secret Short-Cuts!)
Remember when email first became popular. It was the rage. Everyone was doing it, and it became an open door to new businesses, products, services. The beat continues. However, a new email is on the horizon and those who wisely get in on it now will find new profits in the coming months. It's like email on
tand me as your potential new customer, you lost today's sale and future sales a well. Remember when email first became popular. It was the rage. Everyone was doing it, and it became an open door to new businesses, products, services. The beat continues. However, a new email is on the horizon and those who wisely get in on it now will find new profits in the coming months. It's like email on
Better Approach: I'm still the customer, you're still the candy sales rep. You're still promoting chocolate candy. The difference is - upon meeting me and establishing a rapport, your first question might be.
"Do you like chocolate candy?".
My response "no, I never eat chocolate candy".
Your response "you never eat chocolate candy, why?".
My response "because I'm allergic to it".
QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answer should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:
"Do you eat any kind of candy?".
My response "occasionally".
Your response "when you say occasionally, how often is
that?".
My response "2 to 3 times per month".
Your response "when you do eat candy, what type of candy do you eat?"
My response "hard-type, mint candies".
Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not selling." Once you have identifie
Staff Motivation
I’ve been promoted at work recently and I realize that one of the key skills I need to have is the ability to motivate my staff, especially when big projects crop up and a lot of extra time and overtime is necessary. Good thing I have a mentor who has taught me a lot about these things. My aunt was once an
sponse "because I'm allergic to it". I’ve been promoted at work recently and I realize that one of the key skills I need to have is the ability to motivate my staff, especially when big projects crop up and a lot of extra time and overtime is necessary. Good thing I have a mentor who has taught me a lot about these things. My aunt was once an
QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answer should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:
"Do you eat any kind of candy?".
My response "occasionally".
Your response "when you say occasionally, how often is
that?".
My response "2 to 3 times per month".
Your response "when you do eat candy, what type of candy do you eat?"
My response "hard-type, mint candies".
Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not selling." Once you have identifie
Guns on Business Premise
Should you have a gun at your small business to defend yourself or blast a criminal who tries to rob you using their gun? More and more criminals using firearms are likely to shoot and kill their victims to eliminate the chance that they might get caught later due to the key witness being alive? But if you
ind of candy?".Should you have a gun at your small business to defend yourself or blast a criminal who tries to rob you using their gun? More and more criminals using firearms are likely to shoot and kill their victims to eliminate the chance that they might get caught later due to the key witness being alive? But if you
My response "occasionally".
Your response "when you say occasionally, how often is
that?".
My response "2 to 3 times per month".
Your response "when you do eat candy, what type of candy do you eat?"
My response "hard-type, mint candies".
Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not selling." Once you have identified what's important to me, the customer, you have positioned yourself to sell me what I want - not what you have.
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