Not to be paranoid, but things change, and if you are not in favor of big surprises, it is best to test all major waters on a regular basis. There might be some good surprises waiting to be discovered. If you don't get to them in a timely fashion, perhaps somebody else will. If it's good news-wonderful. If it's bad news, the sooner you know, the better, and better you know first before everyone else knows the sky is falling.
It may be as simple as confirming appointments or checking by phone to … (1 comments)
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)
clear lake: Clear Lake, Texas
- 03/04/11 08:00 AM
Until the beginning of the Space Race in 1957, life around the Clear Lake area had a different focus. Water related businesses and water related activities were enjoyed in a relaxed manner. People cruised the waters, fished, sailed and skied in a relaxing, playful manner. There were a few other businesses providing the day to day necessities of a slow moving economy for the local population. Then the Clear Lake area became home to NASA's Johnson Space Center. Thus, US global leadership in space research and exploration was begun. The center brought about change forever. Clear Lake was no longer the … (1 comments)
clear lake: Closing the sale - the definitive answers you won't like.
- 02/16/11 08:19 AM
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 … (1 comments)
Finding the right first home starts with a price range and a short list of desirable neighborhoods. But there are many other factors you'll need to consider before investing in what may be your biggest asset. Before You Start:
Grab your current household budget so you can consider your financial situation and your ability to make mortgage payments. Ask family and friends if they can recommend experts, like a lawyer and an inspector, who can help with the home buying process. Think about your lifestyle and how it might affect your choice of home and … (0 comments)
clear lake: If you don't ask, you won't know
- 08/31/10 04:30 AM
If you don't ask, you won't know - Sales Tips There's nothing wrong with asking a very open question to your customers about their future plans. Casually asking, "What's new in the pipeline?" may give you lots of useful information about your customers business approach and plan allowing you to be one step ahead of the competition who didn't think to ask. If you catch your customer in good humor, they may well give you an insight into opportunities that are on the horizon. You may get the chance to offer products or services never before used by this … (0 comments)
Avoid making a negative comment about your competition. It is unprofessional and at the same time your customer sees a side of you that they shouldn't. If your customer has conducted business with another title insurance company in the past, you are not just criticizing the competitor, but the customer as well and it could very well backfire! For all you know, your prospective customer may own stock of our competitors. By knocking the competitor, all you will achieve will be to annoy or embarrass the customer further, promote confrontation and show that his/her previous … (5 comments)
"What have you done for me lately?" is what every customer asks every day, either directly or subconsciously. Nothing works on automatic for very long. Even your best customers must be resold regularly. Performance is a given. It's the extra care and effort that holds accounts. Realistically, customer loyalty is overrated. Everyone must act in their own economic interests. What you are trying to achieve is continuous, open communications so that if situations begin to change you will have lead time for reaction. What you really earn by building a strong service bond … (2 comments)
We are challenged daily to grow market share. Keep our current customers happy - and develop new business. As we approach our clientele it is important that we are assertive - but we need to avoid being aggressive - consider the following...
Assertive Examples to try instead of their Aggressive Counterparts...
Help instead of Sell We instead of I However instead of But For what reason instead of Why Eye contact showing interest instead of Eye contact stare down Open palms instead of Finger pointing or table prodding Consideration of other person's … (3 comments)
clear lake: More Calls=More Appointments=More Sales - Sales Tips
- 06/14/10 02:04 AM
Cold Calling To Make An Appointment - Sales Tips More Calls=More Appointments=More Sales A simple equation, but sometimes easier said than done, especially with the voice mail to contend with. You know the potential customer is probably there, but you have to get past the communication barrier first. The barrier was partly put there in order to fend off people like you! Be prepared for the voice mail so that when your message is heard you come across efficiently and professionally. Simply leaving a message that asks for a return phone call may not be enough. Try creating … (1 comments)
We are told not to take rejection personally. No one has ever explained how not to take it personally. A sports analogy is often used which says that a Hall of Fame baseball player strikes out seven out of ten times at bat. You might wonder how they would handle going zero for fifty or a hundred, which is the norm in many selling fields. Regardless of the numbers, there are tricks of the trade to help deal with the built-in adversity of the world of selling. First, you can't … (0 comments)
clear lake: A shoeshine and a smile are never out of date - Sales Tips
- 05/19/10 03:00 AM
A shoeshine and a smile are never out of date - Sales Tips Styles change, and your shoes may not be the kind that should shine, but if they are, they should. That is a part of the packaging of the product and service you sell. The smile is a universal component. Get good at it and you will earn a good living as a result. People like to do business with people they like, and having a sunny countenance makes people like you. Few people like a sourpuss. Given the choice of being happy or sad, why not smile … (5 comments)
Each new finance trainee at United Parcel Services must look at the cost of washing their trucks each day and say that considerable savings could be gained by washing the fleet every other day. They miss the point that being bright and shiny every day is part of the esprit de corps of an effective business enterprise. Everyone has the feeling that they are someone special. As they are! No need to go to … (4 comments)
clear lake: Believe in your product and your desire to help people - Clear Lake Texas Tips
- 04/15/10 02:08 AM
Believe in your product and your desire to help people - Clear Lake Texas Tips Without this third principle, you probably won't have much success with the first two. There's no denying that selling provides ample opportunity for financial rewards. Your primary source of motivation, however, should be the satisfaction of helping your customers. When you're enthusiastic about solving your customers' problems, the financial rewards will take care of themselves. To jump start your enthusiasm, ask your current customers how your product or service has helped them. Their testimonials will help renew your faith in your product and refuel … (2 comments)
clear lake: "I don't know, but I will find out," is said by some very smart people.
- 04/07/10 09:23 AM
"I don't know, but I will find out," is said by some very smart people. You are not paid to know it all. The more you know, the better, but better to check back than to have to make a midcourse correction down the road. Most of what we deal with is repetitive. The same questions keep coming up. That means we ought to work on some good answers and be able to deliver them with conviction. If in the process of moving the sale we run into something we have not dealt with, it is best to stop … (26 comments)
clear lake: Motivating Prospects
- 02/17/10 12:29 AM
Motivating Prospects Qualifying goes beyond budget, authority, and need. You want to sell to prospects who *want* to buy from you. Finding prospects that need our products and services usually is not difficult. Finding those who really want our products and services though can be very hard if we wait for them to come to us. Products and services sold by professional salespeople are more complex and offer more value than commodity products offered through stores, catalogs and brokers. Prospects generally do not know they need such products, until they first discover that they have a problem. This process … (2 comments)
clear lake: Selling With A Passion – Surround Yourself With Passionate People - Houston Texas Sales Tips
- 02/12/10 12:50 AM
Selling With A Passion – Surround Yourself With Passionate People - Houston Texas Sales Tips 5. Surround yourself with passionate people. In your personal as well as your professional life, seek out people with a passion for living and selling. Ask them how they stay motivated and try the techniques you think will help you. When you do have to be around negative people, don't allow their comments to sap your enthusiasm. Tell them to look on the bright side and offer some words of encouragement to give them a lift – an investment in the attitudes of those … (1 comments)
As real estate information services move into the new millennium, the demand for new products and services continues to grow. The real estate professional in this market faces new opportunities as well as new challenges in dealing with this high-tech economy. First American Title is on the cutting edge of this technology with Internet-based programs designed to allow the real estate professional to quickly and efficiently communicate with the title company as well as other entities involved in the entire transaction process. In order to help our customers thrive … (0 comments)
clear lake: Shortening the Sales Cycle - Houston Texas Sales Tips
- 02/02/10 12:51 AM
Shortening the Sales Cycle - Houston Texas Sales Tips A few weeks back, I was speaking with a high-performing salesperson and he asked: “my number one goal next year is to shorten my sales cycle. How can I do that?” His question was timely and challenging. It seems as if our customers' number one goal is to lengthen the sales process! The economy and an environment of heightened skepticism have doubled or even tripled the length of the sales cycle in many industries. Over the next couple of days I will identify 10 ways that we can work … (2 comments)
Real Estate News with a Value added punch Clear Lake Texas Real Estate
I think this is a good rule to live by!
"We are not put on this earth for ourselves, but are placed here for each other. If you are always there for others, then in time of need, someone will be there for you."
~ Jeff Warner
Don't take the givens for granted.
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