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AtricleZine - Gaining Sales Confidence - Sometimes It’s What You DON’T Say
I often hear leaders from all types of organizations ask questions about hiring the right person. Their questions usually sound like these:• What if their resume looks great but they have a bad attitude?• What if they put on a good act and then don’t work hard?• How can I tell how they will perform after I hire them?A great way to answer these questions starts with a well-defined interview process. I have heard the procedure called many things. I first learned it as the Behavioral Event interview process. The guiding thought behind this system is that "while it is no guara
Keep in mind that “no” doesn’t always mean “never”. It often means “not right now”. Sometimes it’s hard to differentiate when you’re talking with women in particular, as they don’t want to hurt your feelings. Some will actually say “not right now” when they really mean no! If you get that response, you can ask “when would you like me to get back in touch with you?” You don’t want to waste your time, but it’s up to them to say no if they really mean no.
The best thing you can do to build your confidence is to get out there and do it. If you are trying something new, like calling people you’ve met, try out your new system on your mediocre prospects first. Call your best prospects after you’ve messed up a few times and gained some confidence!
Start today. Go to a networking event with the intention of getting 3 appointments. Call your mailing list and get 5 appointments. P
If large corporations want to attract the very best possible people to work for them then they need a robust public relations strategy and that strategy must be centered in the human resource department. Often we see in major magazines, lists of the very best corporations in America to work for. Corporations fight hard to get on this list because they want the very best people.The more people who will apply for a job at the corporation the more that corporation can cherry pick the very best employees to hire. This is why public relations for the human resource department at any major corporati
Sales is not complicated, but it also is not easy for everyone. The good news is that once you find what works, you do that over and over. Sales also does not have to be high-pressure; you can keep your integrity and incorporate your personality into your sales process.
For many business people, the first step is to get the appointment for the sales meeting. When you’re networking, do you sell your product or service right away? You’re making it too difficult for yourself! All you really need to do is entice your ideal customer to meet with you. Your ideal customer does NOT need to know HOW you’re going to save them $1,000, just that you will.
Once they’re interested, then you sell the appointment. You need to be quick about it if you’re in a networking environment as everyone there wants to talk to multiple people. Here’s an example: After presenting your enticement, you have a conversation with someone. You should ask a few questions and mostly let them talk. You need to find out if this person is merely trying to sell you their MLM business, or if they’re truly interested in what you have to offer.
Be interested in their business and ask questions that help you determine if this person is someone with whom you would like to do business. At the same time, you’ll learn a bit about her to see if you might be able to refer business to her (always be thinking about how you can give as well as receive). Listen, then listen more. Once you have determined that you would like to have a one-on-one meeting with her, ask for the appointment.
“You seem interested in my product/service and I’m very interested in talking more about it with you. Do you have your calendar with you? Would you like to set up a time for us to get together? I have Thursday at 2:30 for coffee or Monday for lunch available. Does one of those times work for you?” Then, be quiet! Do not talk again until after she does!
Two sales mistakes women often make are:
1) We talk too much! and
2) We tell everything about HOW we do what we do. One of the most important rules in sales is to ask for the sale, then stop talking! The first person to talk ‘loses’!
So, ask for the appointment and wait as long as it takes for the answer. If the times you give don’t work for her, she’ll tell you. Offering choices instead of just “when would you like to meet?” is easier for you and for her.
At the time of the appointment, I suggest you have an agenda and run the meeting. Know what questions you want to ask in advance. She will likely have questions, too. In your questioning, you should be able to answer many of her questions before she asks them, and be able to address her objections before she mentions them. You should already know why someone might not buy from you and address those objections before she asks.
By the end of the meeting you should know whether or not you want to do business with her, and whether or not she is interested in doing business with you. You could ask her if she has any other questions, then you need to ask for the sale. This is the part that scares people the most, and it’s really quite easy.
You want a yes (preferably) or a no, but not a maybe. “How would you like to move forward today?” “I would really like to do business with you; do you want to do business with me?” “I would be thrilled to work with you. What is our next step?” You are clearly asking for the sale, but it’s not high-pressure and will be well received. Some professionals will not give you their business if you don’t ask. Experiment to see what works best for you.
After you ask – BE QUIET! Remember, the first person to speak ‘loses’!
Keep in mind that “no” doesn’t always mean “never”. It often means “not right now”. Sometimes it’s hard to differentiate when you’re talking with women in particular, as they don’t want to hurt your feelings. Some will actually say “not right now” when they really mean no! If you get that response, you can ask “when would you like me to get back in touch with you?” You don’t want to waste your time, but it’s up to them to say no if they really mean no.
The best thing you can do to build your confidence is to get out there and do it. If you are trying something new, like calling people you’ve met, try out your new system on your mediocre prospects first. Call your best prospects after you’ve messed up a few times and gained some confidence!
Start today. Go to a networking event with the intention of getting 3 appointments. Call your mailing list and get 5 appointments. P
eBay's affiliate program is probably one of, if not the most under-utilized opportunity for making a good living that currently existson the internet. Most web site publishers and bloggers worry about Adsense optimization, the new guys rush around looking for the bits discarded by "gurus" and affiliate marketers only look to ClickBank, meanwhile eBay's huge product range has been discarded to a means of filling empty space on a web site.The main reason for this is a previous limitation ofapps meaning that the chance that lies in eBays wide variety of goods has not been properly explored.
Be interested in their business and ask questions that help you determine if this person is someone with whom you would like to do business. At the same time, you’ll learn a bit about her to see if you might be able to refer business to her (always be thinking about how you can give as well as receive). Listen, then listen more. Once you have determined that you would like to have a one-on-one meeting with her, ask for the appointment.
“You seem interested in my product/service and I’m very interested in talking more about it with you. Do you have your calendar with you? Would you like to set up a time for us to get together? I have Thursday at 2:30 for coffee or Monday for lunch available. Does one of those times work for you?” Then, be quiet! Do not talk again until after she does!
Two sales mistakes women often make are:
1) We talk too much! and
2) We tell everything about HOW we do what we do. One of the most important rules in sales is to ask for the sale, then stop talking! The first person to talk ‘loses’!
So, ask for the appointment and wait as long as it takes for the answer. If the times you give don’t work for her, she’ll tell you. Offering choices instead of just “when would you like to meet?” is easier for you and for her.
At the time of the appointment, I suggest you have an agenda and run the meeting. Know what questions you want to ask in advance. She will likely have questions, too. In your questioning, you should be able to answer many of her questions before she asks them, and be able to address her objections before she mentions them. You should already know why someone might not buy from you and address those objections before she asks.
By the end of the meeting you should know whether or not you want to do business with her, and whether or not she is interested in doing business with you. You could ask her if she has any other questions, then you need to ask for the sale. This is the part that scares people the most, and it’s really quite easy.
You want a yes (preferably) or a no, but not a maybe. “How would you like to move forward today?” “I would really like to do business with you; do you want to do business with me?” “I would be thrilled to work with you. What is our next step?” You are clearly asking for the sale, but it’s not high-pressure and will be well received. Some professionals will not give you their business if you don’t ask. Experiment to see what works best for you.
After you ask – BE QUIET! Remember, the first person to speak ‘loses’!
Keep in mind that “no” doesn’t always mean “never”. It often means “not right now”. Sometimes it’s hard to differentiate when you’re talking with women in particular, as they don’t want to hurt your feelings. Some will actually say “not right now” when they really mean no! If you get that response, you can ask “when would you like me to get back in touch with you?” You don’t want to waste your time, but it’s up to them to say no if they really mean no.
The best thing you can do to build your confidence is to get out there and do it. If you are trying something new, like calling people you’ve met, try out your new system on your mediocre prospects first. Call your best prospects after you’ve messed up a few times and gained some confidence!
Start today. Go to a networking event with the intention of getting 3 appointments. Call your mailing list and get 5 appointments. P
Business to Business relationships come to expect a certain level of professionalism, from the first telephone call to the final delivery.Your business can be on the Really Big 500 list, employ only a handful of people, or be a business of one but what is said by that business to other business customers will reflect the personality of that business. It can be a PR boost or a PR blowout.Have you called the telephone company or your long distance provider lately? Chances are you will get a machine telling you to "listen closely because the menus have changed" (as if they know you
Two sales mistakes women often make are:
1) We talk too much! and
2) We tell everything about HOW we do what we do. One of the most important rules in sales is to ask for the sale, then stop talking! The first person to talk ‘loses’!
So, ask for the appointment and wait as long as it takes for the answer. If the times you give don’t work for her, she’ll tell you. Offering choices instead of just “when would you like to meet?” is easier for you and for her.
At the time of the appointment, I suggest you have an agenda and run the meeting. Know what questions you want to ask in advance. She will likely have questions, too. In your questioning, you should be able to answer many of her questions before she asks them, and be able to address her objections before she mentions them. You should already know why someone might not buy from you and address those objections before she asks.
By the end of the meeting you should know whether or not you want to do business with her, and whether or not she is interested in doing business with you. You could ask her if she has any other questions, then you need to ask for the sale. This is the part that scares people the most, and it’s really quite easy.
You want a yes (preferably) or a no, but not a maybe. “How would you like to move forward today?” “I would really like to do business with you; do you want to do business with me?” “I would be thrilled to work with you. What is our next step?” You are clearly asking for the sale, but it’s not high-pressure and will be well received. Some professionals will not give you their business if you don’t ask. Experiment to see what works best for you.
After you ask – BE QUIET! Remember, the first person to speak ‘loses’!
Keep in mind that “no” doesn’t always mean “never”. It often means “not right now”. Sometimes it’s hard to differentiate when you’re talking with women in particular, as they don’t want to hurt your feelings. Some will actually say “not right now” when they really mean no! If you get that response, you can ask “when would you like me to get back in touch with you?” You don’t want to waste your time, but it’s up to them to say no if they really mean no.
The best thing you can do to build your confidence is to get out there and do it. If you are trying something new, like calling people you’ve met, try out your new system on your mediocre prospects first. Call your best prospects after you’ve messed up a few times and gained some confidence!
Start today. Go to a networking event with the intention of getting 3 appointments. Call your mailing list and get 5 appointments. P
How many times has someone asked you to have a cup of coffee with them so they could chat to you about a unique business opportunity they have? Or how many times have you not wanted to meet up with friends because you know they're going to try again and again to sign you up to their business? Sound familiar?I don't think I've met or talked to a single person who hasn't been approached before by some multi level marketing (MLM) company. Now I'm sure there are very successful and reputable MLM companies out there but the reputations of MLM companies are gradually being more and more tarnished. Simp
By the end of the meeting you should know whether or not you want to do business with her, and whether or not she is interested in doing business with you. You could ask her if she has any other questions, then you need to ask for the sale. This is the part that scares people the most, and it’s really quite easy.
You want a yes (preferably) or a no, but not a maybe. “How would you like to move forward today?” “I would really like to do business with you; do you want to do business with me?” “I would be thrilled to work with you. What is our next step?” You are clearly asking for the sale, but it’s not high-pressure and will be well received. Some professionals will not give you their business if you don’t ask. Experiment to see what works best for you.
After you ask – BE QUIET! Remember, the first person to speak ‘loses’!
Keep in mind that “no” doesn’t always mean “never”. It often means “not right now”. Sometimes it’s hard to differentiate when you’re talking with women in particular, as they don’t want to hurt your feelings. Some will actually say “not right now” when they really mean no! If you get that response, you can ask “when would you like me to get back in touch with you?” You don’t want to waste your time, but it’s up to them to say no if they really mean no.
The best thing you can do to build your confidence is to get out there and do it. If you are trying something new, like calling people you’ve met, try out your new system on your mediocre prospects first. Call your best prospects after you’ve messed up a few times and gained some confidence!
Start today. Go to a networking event with the intention of getting 3 appointments. Call your mailing list and get 5 appointments. P
Everyone in business needs information. A business owner only has so much time, so it would be easy to miss industry news that affects them, or even more devastating, they could miss an opportunity to make a profit. You can help.Make a list of your clients to keep at your desk. Also, keep directories of organizations you belong to. Review these lists frequently so you know what people do. These people are your contacts. They need your help. By helping them you also help yourself.For yourself, you should already be reading the local papers every day. In addition you should read USA Today an
Keep in mind that “no” doesn’t always mean “never”. It often means “not right now”. Sometimes it’s hard to differentiate when you’re talking with women in particular, as they don’t want to hurt your feelings. Some will actually say “not right now” when they really mean no! If you get that response, you can ask “when would you like me to get back in touch with you?” You don’t want to waste your time, but it’s up to them to say no if they really mean no.
The best thing you can do to build your confidence is to get out there and do it. If you are trying something new, like calling people you’ve met, try out your new system on your mediocre prospects first. Call your best prospects after you’ve messed up a few times and gained some confidence!
Start today. Go to a networking event with the intention of getting 3 appointments. Call your mailing list and get 5 appointments. Practice. You can do this!
Copyright 2006 Audrey Burton
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