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Using Concession Strategy in Negotiations

Wed, 18 Nov 2009 08:14:25 +0100

Achieving Success In The 21st Cenutry

Tue, 17 Nov 2009 11:31:16 +0100

In my practice as a Sustainable Success coach, I have successfully assisted many people to continuously create success during this current economic and emotional time by using my "New Rules of Engagement" for a new era of commerce for sustainable success. Take a look at the "old way" versus the new way and give them a try. Many, including myself, are achieving new and continued successes in spite of what many perceive as the worst economic times of our lifetime.

Close Too Quick and You Lose Profit

Tue, 17 Nov 2009 07:16:50 +0100

Whether in a face-to-face meeting or over the phone, the salesperson must take the time to engage the customer early on. The key with the early questions is to not blatantly ask, What other products or services would you be interested in? Asking a new customer this type of a question before a relationship has been established runs the risk of alienating the prospect. Plain and simple, they will view you as a hard-sell salesperson.

Stop Hiding from Your Buyers

Tue, 17 Nov 2009 06:42:09 +0100

Millions are spent on advertising and marketing yet some companies don't realize that most sales transactions of any size result from human contact. While the first company avoided the cost of answering their phones, the second got my business. I can't help but wonder if the bean counters figured lost sales into the equation before celebrating the savings from not answering the phone.

Refresh Your Pitch and Close More Sales

Tue, 17 Nov 2009 06:17:19 +0100

It's easy to let your sales pitch get tired. To sell today, you need to perform at your peak. It's time to ditch that worn out opening; get rid of that boring laundry list of features and benefits; and punch up that same old close. Here are 7 brief power points to ponder.

Selling Cheesy Products Nobody Needs But Millions Buy

Mon, 16 Nov 2009 09:14:48 +0100

7 Quick Read Tips for More Sales

Mon, 16 Nov 2009 08:29:57 +0100

Mister Rapid Fire never heard of the 80-20 rule where the prospect does 80 percent of the talking and the salesperson 20 percent. Frankly, I think the rule, while a good guideline, is a bit difficult to observe especially on a first call. However, if you will slow down and ask intelligent questions that get the prospect talking you'll close a lot more sales. Shoot for a 70-30 split and you'll be in excellent shape.

Actions Speak Louder Than Words

Mon, 16 Nov 2009 07:37:46 +0100

Think about the tremendous advantage you would have as a baseball manager if you knew the opposing team's signals and were able to anticipate their game plan. Obviously, your team would have a competitive edge because you would be able to adjust your strategy as necessary. Likewise, as a professional salesperson, you would be wise to monitor your prospect's body language and adjust your presentation accordingly. By reading your prospect's gestures you will minimize perceived sales pressure and know when it's appropriate to close the sale. ...

Dump The Script during Panel Presentations

Wed, 11 Nov 2009 09:01:36 +0100

Here's something to consider: The next time you have to make a presentation in front of a panel, prepare the content as usual and then set it aside. Spend time practicing the dynamics of making the presentation. What you must do is to make an indelible impression on the panel.

Redefining Failure

Wed, 11 Nov 2009 08:31:19 +0100

"Then under what circumstances would you define yourself as a failure? I don't mean a failure at life but let's say that you consistently fail to achieve the goals you've established for your physical fitness. After a series of individual failures in this specific category of accomplishment - without intermittent successes - would you declare yourself a physical fitness failure?"

How To Find "Hidden" Contacts Using LinkedIn

Wed, 11 Nov 2009 07:43:37 +0100

Many people use LinkedIn as a way to get introduced to others through their network. There is another way to use LinkedIn. And that's to use it as a "people finder". It's just another way to leverage this powerful tool. In fact, once you follow these steps, your ability to find almost any specific contact will greatly improve. You'll start to be viewed as the wizard of who's-who by your colleagues.

Double Your Income By Warming Up Those Cold Calls

Thu, 05 Nov 2009 09:11:10 +0100

If your salespeople are really looking for the six-figure (and potentially seven-figure) sale, have them read the company's quarterly Earnings Transcripts (if the company is public). Every quarter, public U.S. companies must present to shareholders and investors. Those meetings are recorded and later transcribed to written word.

Are You Making This Valley-Girl Voice Mistake???

Thu, 05 Nov 2009 05:46:27 +0100

Recently a client called me and said, "Kim, my customers aren't taking me seriously on the phone or in person." My eyebrows went up. Then she said, "I've reviewed everything...my sales materials, my eye contact, handshake...I'm so frustrated because I know I am MISSING SOMETHING!"

2 Crazy Sales Tips To Make You Gasp

Wed, 04 Nov 2009 17:06:26 +0100

LinkedIn Is a Waste Of a Sales Person's Time!

Wed, 04 Nov 2009 13:14:31 +0100

Imagine having prospects coming to you rather than you chasing them. It can be done if you have the right social media strategy when using this tool. This is marketing's job, right? Wrong! It is a co-shared responsibility. They have the global responsibility for positioning your company, but there is a role for sales people to play as well.

Three Interviewing Mistakes And How To Avoid Them

Wed, 04 Nov 2009 12:06:59 +0100

Nothing will disqualify you faster than a history of job hopping, or a history of staying at jobs for less than a year. Obviously, the reason this is a red flag for companies is that they see themselves investing thousands of dollars hiring and training you only to think that their company will be the next one on your resume.

Brother can you Spare a Sale?

Tue, 03 Nov 2009 06:22:25 +0100

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The Faith Versus Fear Mindset

Tue, 03 Nov 2009 05:29:55 +0100

Being a new business owner is a lot like skydiving in the sense that you are taking calculated risks daily that run you through a flurry of emotions before landing on the ground or getting to the outcome. Resilience is needed to weather these frequent storms. Unfortunately, I am currently seeing a lot more fear-based decision making with some of my clients and other small business owners.

There Are No Gatekeepers

Mon, 02 Nov 2009 12:20:14 +0100

When you make that initial phone call or in-person door knock, you don't know what you don't know. Who says the greeter is not the CEO, or at least the husband, wife or brother of the CEO? Ever hear of a top executive helping out the secretary, somebody grabbing lunch or filling in?

Close More Sales with This One Technique

Tue, 27 Oct 2009 11:59:40 +0100

I talk a lot about the techniques that separate the Top 20% of the money earners from the other 80%. As you know, this ezine is dedicated to providing you, often word for word, with the exact tools, tips and strategies that you, too, can use to become a Top 20% producer.