|
Author: Esther Smith Article source: http://thepermanentventure.com/. Used with author's permission.
Some smarty coined the phase that in sales, "everything is fair game". Actually it's quite unfair; tilting unfairly in your favor or someone else's. So - are you going to play the game to win? If you are here's your first lesson: winning this game is not a one-time event: it's a daily challenge. And the key to your success is learning how to melt sales resistance like butter.
Online activity has increased over the years. Joe Citizen doesn't hesitate about giving his personal information anymore. But your response better be quick or he will move on. Persistence and follow-up is what your prospects want. Even then 95% will fade away by your second contact.
Competitive marketers that I've studied wander around imitating each other: people following people that are following people who are lost. Everyone gets dumber every year. Prospecting for customers might as well be prospecting for gold. Where are those nuggets?
* Reply to spam mail with your own offer? no, trash them
* Leads from your company's website? most are only lookers
* Open the phone book and begin? I'd rather jump off a bridge
We have already learned discipline and persistence thanks to MLMs who fed us a daily diet of "you have winner written all over you" or "you're doing everything right, you just have to do more of it". Brainwashed to the max we plowed on laboring for prospects knowing full well that nothing begets nothing.
Your text or banner ads are not meant to sell but generate interest. Your killer ad brings them to your door. They are curious enough to respond. Here then is your somewhat interested prospect.
At this very moment you are in that vise being squeezed between marketing and sales. You know, that middle part that binds the two verbs together. Prospects view us as sharks circling for the kill - we've all heard the jokes. Somehow you must find the words to rise from the "sea of sameness".
To do this you must abandon some old myths and shift your selling mindset.
Sales is a numbers game: Only when all you know is traditional selling. You can change your sales approach and make fewer calls resulting in more sales.
Use a sales script: I can tell when someone is reading a script and I think you can too. Learn to get your message across by knowing your company and product. You will eliminate red flags instantly and people will listen.
Focus on closing the sale: Prospects are people and "going for the kill" is an old technique that leads to that push-and-pull result you are trying to avoid.
Erasing these myths from your selling mindset will change your next contact by phone. There will be no fear of a positive outcome because mentally you already know it's premature to even be thinking about an outcome. Create a natural dialogue without feeling awkward. Use language that will engage them and not language that triggers rejection.
It's always about answering their unspoken questions. Express the value of doing business with you. Feel them out for that 'want' vs 'need' thing and establishing yourself as the choice. Selling is more about listening than it is about talking. Your prospect may be ready to buy and you could be too busy talking to notice.
Your takeaway lesson is: New Thinking = New Results.
2005© Esther Smith About the Author: Smith publishes a weekly syndicated Newsletter: http://quikonnex.com/channel/page/esmith. Own a home-based
business with executive income: http://www.exec-lifestyle.biz
Compost YES, Epsom Salts NO
Add compost to quickly improve your soils. Epsom salts often recommended for tomatoes are only of use if your soil is poor...
Managing Stress - Hire the Right People
Managing stress is not easy if you don't have the right people in your business or team. One of the biggest challenges any business owner or manager has is hiri...
10 Marketing Tips For Your Business
Here are a few ideas to get you started, all with low or no cost, which should especially help you in the early days of your business.
This Simple Publishing Mistake Could Be Losing You Half Your Back End Sales!
Many of the Internets biggest ebook sellers are making this simple mistake, and it's almost certainly costing them a ton of money in lost back end sales. You m...
Feel Like a (Romantic) Kid Again
If the start of the school year makes you a little nostalgic about your own school days, why not take a little trip: back to your own childhood! Make a date wit...
Quick Hair Removal Solutions: Understanding How Laser Hair Removal Works
The quintessential quick hair removal solution is beyond doubt laser hair removal today. In a day and age that is being punctuated with a phenomenal growth of p...
The Census and the E-Commerce Wave
The e-commerce wave is building it strength, with the online sales market growing at a pace considerable faster then conventional retail sales. If you are not ...
Free Tips That Will Dramatically Increase the Selling Value Of Your House (Part 1)
Did you know that it's a proven fact that a properly maintained home sells substantially higher then a home that is dirty, depressed looking and clearly not mai...
10 Ways Massage Therapists Can Get More Mileage Out of Their Marketing Budget
Are you making the most of your marketing dollars?
How to Reach Purchasing Agents of Big Corporations
Now business owners and sales professionals can develop a Faster and Easier method of selling to big corporations, Hospitals and Universities, Government Agenci...
Make Money Blogging
Have you ever thought that the blog could make money for you? We would look here in this article, ways and means, to make money blogging. You'll discover the To...
La Petite Mort
An orgasm that lasts through a fainting spell and can enjoin people soulfully is no simple trick.
A Friends Evaluation
Evaluations are a tremendous resource to help us know where we have been and how to get where we want to be. One very overlooked person who would give us a very...
Living on the Edge: Stressed Out and Nowhere to Go
Is your stress level higher than it should be? Are you struggling with changes in life that you neither anticipated nor caused? If so, keep reading! Most of us ...
Foods That Increase Your Fat Metabolism
You can speed up your fat metabolism and loose weight by eating negative calorie food, for example blueberries, asparagus and many other food items. You will bu...
Josephine the Merovingian
I cannot emphasize enough the dearth of information, or the outright disinformation, I find in various web world accounts relating to Josephine and Jean Lafitte...
25 Common Link Exchange & Search Engine Terms
In today's world of website promotion and traffic building, a whole new set of terms and definitions have developed. To be a successful webmaster and/or websit...
11 Ways To Make Your Business Cards Work For You
Learn how to use your business cards more effectively with these 11 ways to make your business cards work for you.
Nine Ways Johnny Carson Can Help You Run Outstanding Meetings
Learn how to create exciting, productive, and postive meetings that get the results you need.
The Truth on MLM Can Set You Free
When you think about it the truth on mlm is self evident in practically every business with various levels and markups that eventually are paid by the end user....
The Benefits of Electric Adjustable Beds
Electric adjustable beds are adjustable beds that can be automatically adjusted at the touch of a button. The user himself can operate them without assistance. ...
The Dating Game
The abuse of spin can be found in every facet of human cultural development.
When Is An Ad Not An Ad?
One marketing technique used by advertisers old and new is to conceal sales pages as something else. The Infomercial, for example, extends the TV Advertisment i...
Praying Effectively – Understanding How To Pray Part 2
Learn how to apply the Word of God in your prayer life. Praying effectively will not only increase your relationship with God, but also bring in rich blessings ...
|
Print this page