news: What are you really "negotiating" and why? - 06/28/11 11:29 AM
What are you really "negotiating" and why?
" teach me about negotiations!" Why?"Well, because my prospects always want to negotiate the deal."No, they want to negotiate your price."Well, yes." REALITY: People that want to negotiate your price are in reality negotiating your profit. Any time the word "negotiate" appears in a sales situation, it means both your price AND your profit are going down. RETHINK NEGOTIATION: Where's "value negotiation?" Where's "customer profitability negotiation?" Where's "customer productivity negotiation?" Where's "customer improved morale negotiation?" Uh, they're nowhere. That's because negotiations in sales have "lower price and loss of profit to the seller" at … (0 comments)
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news: What makes you so good? Do more of it! - 06/16/11 03:15 PM
What makes you so good? Do more of it!
Few of us will live long enough to fix our weaknesses. Relax; life is too short to focus on our shortcomings. What has God given you that works? The more you know about what you do best, the better you will be able to do it.
Do a little research with your friends who are also your customers. Ask them in a positive moment why they buy from you. Some answers will surprise you, but you will find that several people will tell you the same things. Those are the things that … (3 comments)
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news: Sales Skills to Improve On - 04/15/11 09:19 AM
8 Sales Skills to Improve On
Sales Skill #7: Have More Fun
Sales is fun when you are in control and closing deals. Selling is miserable when you are under pressure to close business.
Take the pressure off yourself to close and instead focus on qualifying and motivating your prospects.
KEY TIP: Shift the responsibility back to the prospect to solve his own problems, and the pressure to make the sale will be gone. Focus on selling at your best only to qualified prospects and you'll close more and have fun doing it.
# 8: Bonus Sales Tip
… (1 comments)
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news: 10 Better Ways To Build Rapport! #7 - 03/29/11 02:45 PM
10 Better Ways To Build Rapport! (7)
7. Strategic Use Of Silence: People have a nervous need to fill silence. Make sure it isn't you. In fact, place some well thought out silence in after they respond. Just don't wait too long, or they will pat your head and think you are your industry's answer to Forrest Gump.
… (1 comments)
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news: Commit to Quality and Continuous Improvement - 03/23/11 02:57 PM
Commit to Quality and Continuous Improvement
•· Adopt The 10% Rule. Set a personal goal to improve everything you're involved in by merely ten percent. Small improvements ARE "doable" and add up quickly. Keep in mind that if your goal is to improve your order count/business you must have specific action plans to move forward.
•· Focus on our customers as well as processes. Keep in mind that quality is ultimately a matter of individual performance. It happens one day at a time......one person at a time.
•· Recognize and reward those who make improvements to products, processes, and services. … (0 comments)
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news: 10 Better Ways To Build Rapport! #2 - 03/22/11 02:03 PM
10 Better Ways To Build Rapport!
2. Respect the fact that they will in turn Google you! Having your own online footprint gives them the ability to start to get to know you. Remember that old sales axiom that "Customers buy us before the company." That process actually begins before they even meet you.
… (7 comments)
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news: 10 Quick Tips To Help Your Voicemails Make You Money #10 - 03/14/11 04:29 PM
10 Quick Tips To Help Your Voicemails Make You Money
Tip #10: The True Test.
When was the last time you left a voice message for YOU and critiqued how effective it was? BETTER YOUR BEST! Suggestion: leave yourself a message, critique it, and then leave another one and pick it up a notch. Compare the two and recall what it took to leave your best message. Believe it or not, you will remember these small improvements the next time you leave a message
… (0 comments)
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news: 10 Quick Tips To Help Your Voicemails Make You Money #9 - 03/14/11 04:29 PM
10 Quick Tips To Help Your Voicemails Make You Money
Tip #9: No Call Back Doesn't = "No"
A tip I give all of my coaching clients is that not hearing back from a voice message does not mean a client is not interested, it just means they didn't call you back! Don't assume a "no." Reframe a no call back due to the fact your customer was too busy. But don't give up on a lack of call backs!
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news: 10 Quick Tips To Help Your Voicemails Make You Money #7 - 03/09/11 02:43 PM
10 Quick Tips To Help Your Voicemails Make You Money
Tip #7: The Fewer the Better.
Imagine your message is like a stream of pure water. Any unnecessary word, "uh," "umm," or tangents are harmful contaminates that harm the water's purity. Keep your message as tight as possible. Make the water pure. Don't pollute your message with wasteful words and phrases.
… (0 comments)
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news: 10 Quick Tips To Help Your Voicemails Make You Money #7 - 03/09/11 02:30 PM
10 Quick Tips To Help Your Voicemails Make You Money
Tip #7: The Fewer the Better.
Imagine your message is like a stream of pure water. Any unnecessary word, "uh," "umm," or tangents are harmful contaminates that harm the water's purity. Keep your message as tight as possible. Make the water pure. Don't pollute your message with wasteful words and phrases.
… (0 comments)
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news: 10 Quick Tips To Help Your Voicemails Make You Money #7 - 03/09/11 02:27 PM
10 Quick Tips To Help Your Voicemails Make You Money
Tip #7: The Fewer the Better.
Imagine your message is like a stream of pure water. Any unnecessary word, "uh," "umm," or tangents are harmful contaminates that harm the water's purity. Keep your message as tight as possible. Make the water pure. Don't pollute your message with wasteful words and phrases.
… (0 comments)
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news: Do you think your charming? - 02/22/11 05:27 PM
How to be more charming?
It doesn't matter what you do for a living; it's all sales. It's making people feel good about doing business with you. You meet me. My voice is firm and sunny. I'm smiling. A smile is a primal thing, mighty past words.
•1. The first thing I'm going to say is "thanks for making time for me" (because) you don't owe me squat.
•2. The next thing I'm going to do is ask about you. I'm going to learn about you, and I'm going to learn from you.
•3. I'm going to make you … (6 comments)
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news: Closing the sale - the definitive answers you won't like. - 02/16/11 04:19 PM
Closing the sale - the definitive answers you won't like.
"A - B - C. Always Be Closing."
You may know that line from the infamous sales movie Glengarry Glen Ross where Alex Baldwin plays himself. It's a throwback sales training line from the 1960's that manifested itself all the way to the '80s. The problem with that line is that some people are still using it.
Whenever I do a seminar, everyone wants to know the fastest way to close the sale, the easiest way to close the sale, and the best way to close the sale.
REALITY: There is … (2 comments)
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news: Are you looking to improve the quality of service in your Company? - 01/28/11 09:27 AM
Ask, don't tell.
Are you looking to improve the quality of service in your Company? If so I've got five words for you:
THE CUSTOMER IS IN CHARGE!
Despite beliefs held by some, you really work for each customer that does business with us. They have a need (or want), and have come to your business to fill that need, and they are the ones who will "foot the bill." Yes, the customer is in charge (or at least should be). You need to remember that. More importantly, you need to behave like you remember it. How do … (3 comments)
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news: Tips For Great Customer Service - 01/27/11 06:11 PM
Never let them feel invisible
Failing to acknowledge and help customers-even if it's merely to say, "Thanks for coming it. I'll be with you shortly,"-is rude, inconsiderate, and unprofessional. It represents bad service and a poor business practice. Andy anyone does it, including you and me, is a poor business practitioner. Don't let that "shoe" fit YOU!
Most of our customers are reasonably patient people. They're typically willing to wait their turn-as long as you're serving someone else, acknowledge their presence, and get to them as fast as you can. But if you're not helping another customer, you better … (2 comments)
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news: Do you do what you say you will do? - 01/06/11 05:57 PM
Do you do what you say you will do? The best in the business do!!
Follow-up and follow-through are products you sell, whether you realize it or not. Many people think that the product/service demonstration is the heart of the sale. The real demonstration that counts far more in the sale is how well you demonstrate your reliability. Just before heading for home, go back over the day and make sure you did everything you said you would do for everyone you said you would do something for. It is a habit you must form if you are to make … (4 comments)
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news: When The Going Gets Tough, Go Back to These 7 Basics Part 3 - 01/05/11 09:47 AM
When The Going Gets Tough, Go Back to These 7 Basics
3. Know your own products, services, and markets cold.
That way, you can be responsive to clients' needs. It's a good time to visit other departments in your own organization to find out what they are seeing, hearing, doing, creating, experiencing. I can't tell you how many times I've heard salespeople admit that they didn't realize what was available from their own research, marketing, product development, or technical people. Meet with colleagues to share and borrow sales ideas and techniques.
… (2 comments)
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news: It's 2011! Are You Ready To Recover? - 01/04/11 05:56 PM
It's 2011! Are you ready to recover, or still in a funk? By Jeffrey Gitomer
There are expert predictions that 2011 will be much better than 2010. Well golleeeee! There's a brilliant statement. Probably made by the same idiot that said the recession is over. The reality is no one knows. The fact is some businesses will have their best year ever, and others will go out of business. And everyone will wonder what happened to the value of their real estate.Someone somewhere will measure some obscure number and proclaim it to be an "indicator." That's probably the same jack … (4 comments)
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news: When The Going Gets Tough! Go Back To Basics! - 01/03/11 09:20 AM
Surviving in a Tough Market
What goes up must inevitably come down, although none of us likes to believe that truism when we're up in the clouds. But what do you do when budgets are tightening and buyer confidence is uncertain? Don't panic. Instead, get back to basics, become more disciplined, and be more creative than ever. Over the next several days we will review 7 basics to overcome this difficult market:Review every existing account.
Remember, your best prospects are your best customers. Get face time with key players at more than one level. Make sure you are up … (2 comments)
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news: Key Metrics? How Do I Use That To Generate More Sales? - 12/27/10 10:14 AM
Key Metrics
When real estate professionals think of "metrics" and their online marketing, many people think of popular tools like Google Analytics. While Google Analytics is definitely one of my most favorite reporting tools, it's not the only one to look at, and when you are looking at....just what should you focus on to start getting more leads that you can turn into closed transactions?
After spending literally thousands of hours looking at reporting tools in Yahoo, Google, and yes even You Tube, I thought I would share a couple of key insights that can help you to get more out … (3 comments)
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