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Nothing average ever stood as a monument to progress. When
progress is looking for a partner it doesn't turn to those
who believe they are only average. It turns instead to
those who are forever searching and striving to become the
best they possibly can. If we seek the average level we
cannot hope to achieve a high level of success. Our only
hope is to avoid being a failure.
A. Lou Vickery
Introduction
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Publishing dates:
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Today's Feature Article
*Selling the **Dr. Seuss Way***
Kelley Robertson
“I am Sam. Sam I am. Do you like green eggs and ham? Would
you like them here or there? Would you like them in a box,
would you like them with a fox?”
I think most people have read this Dr. Seuss tale either as
kids or to their children. What is interesting is the
relevance this story has to selling. First of all, Sam is
selling a product and although his prospect is not
initially interested, Sam doesn’t let that deter him from
asking. Secondly, Sam consistently offers the prospect a
choice when trying to close the sale. Thirdly, he refuses
to give up. No matter how many times his prospect says ‘no’
Sam keeps offering alternatives. In fact, he offers
fourteen options before he finally closes the sale.
Now, I am not suggesting that you pester your customers or
prospects but I do believe most people give up too early in
the sales process. We hear a few “no’s” and decide to turn
our attention elsewhere. It is your responsibility as a
sales professional to ask the customer to make a decision -
you cannot expect a customer to do the work for you. If you
have been effective in learning about their specific needs
and current situation and presented the appropriate
solution to your prospect then you have earned the right to
ask them for their money. Here are a few ideas that will
help you reach this point:
Avoid launching into a lengthy discussion of what you can
do for your client until you thoroughly understand what
business challenges they face and the problems, concerns or
issues they need resolved. Use open questioning to gather
this information and avoid making assumptions or jumping to
conclusions too quickly. Instead, listen carefully to what
they say and clarify anything that is not clear. Ask them
to elaborate by using prompters such as “uh-huh,” “tell me
more,” and “what else?”
When it comes time to present your product or service, try
not to limit the prospect to one option. Provide a choice
of solutions that meet their specific concerns. Explain the
benefits of each option, and when necessary, also discuss
the drawbacks of each alternative. However, do not present
so many options that the decision becomes overwhelming or
difficult. Be prepared to tell your prospect which option
best suits their needs if they ask.
Speak in terms they can understand, avoiding the use of
terminology they may not recognize. A case in point; as I
developed my web site, I found myself talking to people who
were extremely knowledgeable but they used terminology that
sounded like a foreign language to me. I found myself
getting frustrated, and in some cases feeling a bit dumb,
because I had to keep asking them what they meant. Be very
cautious how much jargon you use in your presentations and
make sure your customer understands what you are saying.
Recognize that objections are a natural component of the
sales process. It’s common for a customer express several
objections before she makes the decision to commit to the
purchase. Don’t take these objections personally and do not
assume that it means the other person is not interested.
Understand that your prospect will likely have specific
concerns about making a decision particularly if they have
never done business with you. Clarify their objections to
uncover the true hesitation – do not hesitate to probe
deeper to explore the real issues preventing them from
making a decision. In most cases, your prospect will give
you the information you need providing you keep your
approach non-confrontational and neutral. Learn to handle
objections in a non-argumentative manner. When you uncover
their true objection keep your response brief and to the
point. Talking too much will seem that you are trying to
justify your product or price. Plus, you can sometimes talk
yourself */out/* a sale if you aren’t careful.
Ask for the sale. In many cases, your prospect expects you
to ask for the sale. And as long as you do not pressure or
try to coerce them into making a decision, they won’t be
offended by your request. Develop the confidence to ask for
the sale in a variety of ways and begin asking every
qualified person for their commitment. Recognize that many
people want to be given permission to make a decision and
look to the salesperson for that permission.
Lastly, take a lesson from Sam and learn the importance of
polite persistence. The most successful sales people ask
for the sale seven or eight times and don’t give up at the
first sign of resistance. Research has shown that these
individuals consistently earn more than their coworkers and
peers.
********************************
Kelley Robertson, President of the Robertson Training Group,
works with businesses to help them increase their sales and
motivate their employees. Receive a FREE copy of “100 Ways
to Increase Your Sales” by subscribing to his 59-Second Tip,
a free weekly e-zine at:
http://www.RobertsonTrainingGroup.com
He is also the author of “Stop, Ask & Listen – How to
welcome your customers and increase your sales.” For
information on his programs,contact him at 905-633-7750 or
at:
Kelley@RobertsonTrainingGroup.com
Today's Motivational Reading
10 Questions:
Do You Have What It Takes?
John Assaraf
Do you have what it takes to be really successful?
Have you ever thought about what you must be prepared to
endure and do in order to be successful in business or your
career?
I think I have been asked at least 5,000 times what it
really takes to be successful in business, so I jotted down
10 questions you can use to gauge whether you already have
what it takes, or if you need to do a little “work” to get
there.
Many years ago I heard Jim Rohn say that you either pay the
price of discipline or the price of regret. Discipline
weighs ounces…regret weighs tons!
With that said, here are 10 questions to ask yourself:
These questions are critical for you to ask yourself in
order to get a true picture of your nature and behavior.
What I have found is that successful people are aware of
the consequences of not being efficient in these areas, and
find other ways, resources or people to manage for them.
Food for thought?
Remember to create a masterpiece!
********************************
BY John Assaraf New York Times @
Wall Street Journal Bestselling Author
"The Street Kid's Guide to Having It All"
http://www.thestreetkid.com
Today's Subscriber Article
Why Some People Will NEVER Succeed, No Matter How Hard They
Try.... And How YOU Can Avoid The Same Mistakes!
Lee Benson
After being an online marketer for over four years, the
truth FINALLY hit me. I'd absorbed so much hype, so many
worthless marketing strategies and worst of all, I'd seen
and heard WAY too many failures to count, that the powerful
thought of realization conjured in my mind.
I had what alcoholics would refer to as a "moment of
clarity". And at the risk of sound enthralling, my "
Internet Business Enlightenment" hit me like a brick.
What had happened?
My business buddies had come and gone in their bucket loads.
My trusted friends who once spoke with raving ambition in
their voices had died from the scene and left me with
nothing more than the memories of the hopes and ambitions
that had once powered their aura.
Metaphorically, the Internet appeared in my mind like a
ghost town. The houses, that once provided shelter for the
world's most motivated ambitions, had now been boarded up
and a "For Sale" sign hangs outside.
In literal terms, I'd seen my "best net friends" drop from
my ICQ contact list like flies. I was suddenly noticing
returned mail errors when I tried to contact my business
mates by email, and the worst feelings came when I received
notifications of their intent to quit.
-----------------------------------------------
WHAT WAS GOING ON? Why Did I Feel So Strongly?
-----------------------------------------------
To put it bluntly, the ambitions that once were, died. My
most regular contacts online had quit this Internet
marketing 'lark'. Quite simply, they realized the hype.
They were sick and tired of spending endless amounts of
cash on worthless marketing techniques, wasting hours of
their life on pointless promotional junk, and getting
ripped off by the "get rich quick" nature of the 'net.
They had given Internet marketing "the finger", and in
return it had given them a bad taste that would plague
their mouth every time the phrase "make money online" was
mentioned. The worst thing is, tens of thousands of folks
that I don't even know go through the same thing EVERY year.
* And honestly, is it at all surprising? *
Every search I do for "internet marketing" churns up 100s
of worthless websites, plagued with affiliate links, bad
site design and promises of millions. The limitations of
off-line business have been removed, and so have given way
to a world of hype, scams, lies and false hope and promises.
No wonder thousands of businesses are actually LOSING money
online. It's like a mine field. Thousands walk through the
field, thousands get blown up and disappear, and only a few
people actually make it safely to the end. WAKE UP EVERYONE!
You want to know WHY I'm still here after this time, owning
a successful business that I run from the home office? Want
to know WHY I haven't joined the rat-race that I see clog
up the roads at 9am and 5pm every day? Want to know WHY I
don't quit, throw in the towel and say goodbye to all of
this HYPE?
The Answers:
So What Will You Become?
I'm going to tell you something now that I wish I'd been
told a long time ago. Internet success doesn't come from a
few search engine submissions, worthless FFA postings and a
site plagued with affiliate links. It comes from UNIQUE
ideas, with UNIQUE creations, fueled by an over-powering
ambition to SUCCEED.
You have two choices. Join the FEW who discover that the
Internet (like so many things in life) takes hard work,
smart thinking and a positive attitude for success... Or
join the THOUSANDS that follow the hype, waste time and
money, and die the Internet death.
Those two paths await. Which route will YOU take?
Until next time,
Lee Benson, the SUCCESSFUL British Marketer.
lee@ezinetactics.com
****************************
Lee Benson dedicates his life to Internet marketing and the
principles behind creating SUCCESSFUL online websites. Use
his powerful formulas for success and learn why his
PRACTICAL tips are producing THOUSANDS in profit. Read his
exciting life story and success info NOW at
http://EzineTactics.com
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