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More Articles about Sales: |
Increasing Short and Long Term Profits
To make sales today, next week and in months to come, give your prospects the information they need and the solutions they want immediately and continuously. Prospects looking for an immediate solution may buy your $149 product or $5000 service today, but most won't want to purchase it until next month or next year. Some prospects take even longer than four months to make a decision to buy. I make approximately 10% of my sales at the time of first contact, but most prospects take weeks, months and, in some cases, years to become clients. One effective strategy for staying in the front of mind
of your prospects is to use a newsletter or ezine to continually demonstrate your expertise and remind them of ways you can help them.
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Selling To Your Difficult Person
Slow paced prospects challenge fast paced entrepreneurs. Most fast paced, high energy sales people prefer fast paced prospects. Then, when you recognize one of your difficult prospects, take a deep breath, reassure yourself you know what to do, and put into action your preparation and practice. Sally told her prospects so much, so fast, everyone was overwhelmed. Don't take the penetrating, demanding questions personally.
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7 Pitfalls of Using Email to Sell
Your subject line shouldbe a humble reference to issues that you may be able to help prospects solve. If you feel you must use e-mail to start a new relationship, make your message about issues and problems that you believe your prospects are having, but d on't say anything to indicate that you're assuming that both of you are a match. There is a way to renew your confidence and eliminate your reluctance to picking up the phone and have pleasant conversations with potential prospects. Stop conditioning your prospects to hide behinde-mail. When you e-mail prospects, it's easy for them to avoid you by not responding.
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How To Write A Riveting Sales Letter That Closes Sales
And you do that by creating a thread of curiosity and or surprising information that keeps your prospects on the edge of their seats. At the end of key paragraphs you can add a special sentence that beckons your prospects to read into the next paragraph. You must keep your prospects focused on your sales message. If you can't get the attention of prospects and keep their interest your sales letter will just fall flat on it's face and thus not make you much money. By the time you finish reading this eye-opening letter you will know how to take these three fighting techniques and stop any attacker foolish enough to get in your face.
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Seminars for Prospecting
Seminars give you a chance to begin to build rapport with potential prospects. They are also a low-risk way for potential prospects to learn about your company, your product or service, and you. He can be reached at (724) 940-2388 or dan@sandler. Dan Hudock is an owner of the Sandler Sales Institute in Pittsburgh, PA. Excerpted from Sandler's President's Club Professional Development Program (trainer edition and workbook) ©2000 Sandler Systems, Inc.
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Dead Silence From Your Prospect: The Worst Sound Of All
This is the gap that makes it easier for prospects to break off communication, because keeping you at bay lets them feel safer and more in control. Because in most cases prospects don't want to hurt your feelings by telling you something that might disappoint you. This triggers sales pressure that makes prospects protect themselves by retreating behind their wall of silence. However, what your selling approach must do is let prospects feel comfortable telling you the truth, all the way through the sales cycle, about exactly where you stand with them, without their having to worry that you'll feel disappointed. However, most of the time, prospects will find your apology so disarming that they'll stop worrying about you trying to sell them and will finally feel comfortable telling you their truth.
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Want More Sales? Write A Barry Bonds Sales Letter
The very first thing your sales letter must do is get your prospects attention. After you get your prospects attention, you want to get them INTERESTED in your product or service. And that my friend is the whole point! You want prospects to read your sales letter. Your post-script should include an enticement of some sort, to get your prospects to order NOW. You have to make your prospects DESIRE your product or service.
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Aikido and The Art of Cold Calling
But if you focus only on your goal
of making the sale before having a discussion about the problems
that you can help your prospects solve, something happens. That would be like an Aikido instructor teaching a
first-time student the physical movements before he or she has
learned the philosophy necessary to carry them out. But you can't just read this word for word, like a script. Once you integrate the Mindset, all this kicks in
naturally. To receive your 10 free audio mini-lessons visit http.
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The Wall of Defensiveness: 7 Ways to Tear It Down
The most sophisticated sales strategies in the world won't make any difference if you don't know how to diffuse the sales pressure that prospects are only too quick to sense--and back away from--in any buyer-seller relationship. Instead, learn to be humble, and avoid making assumptions until after your prospects trust you enough to share their true issues with you. If you see dollar signs instead of human beings when you're with prospects, they'll sense your attitude and see those dollar signs in your eyes. View prospects as potential friends, not as sources of commissions. Keep your conversations human by always viewing your prospects as people who have potential problems that you can solve.
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Hate Follow-Up Phone Calls To Hot Prospects Who Won't Call You Back? Stop Calling!
We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these follow-ups, some very fine prospects who are ready to buy now are flying under our radar. Once I get 30 days out from a sent proposal, with no feedback from a prospect, I figure it's time to put him back in the prospect bucket where he'll receive the regular direct marketing I send to all customers and prospects (ACT! Tips, User Group invitations, newsletters, etc. Please check the appropriate box and fax it back to me at your convenience. When are you available to discuss it? Here's my phone number again and my email address, if that's an easier way for you to contact me.
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Five Keys to Make Your Cold Calls Sizzle
Be Personable -- act like you're talking to the person face-to-face. Listen -- remember it's about your prospect, not about you. Denise O'Berry helps small business owners take action to grow their business. Look In The Mirror -- it will help if you can see what your face is doing. After I said, Hello, there was nothing but monotone dialog until I interrupted him a minute later.
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Your Ad -- Who Cares?
Your prospects don't care about your company. They care about themselves and how you can fix their problem, make them more comfortable, save them time or money, or relieve their stress. What are your marketing pieces doing for your company. Denise O'Berry helps small business owners take action to grow their business. You have approximately five seconds to get your prospect's attention.
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Consulting Versus Selling
They become emotionally involved in their transactions and they are generally concerned that their product or service be the ideal solution to the real needs of the prospects they are dealing with. They differentiate themselves from their competitors by being more concerned with helping their prospects than with selling their products or services. Their customers often feel that they care more about them than they care about making a sale. They see themselves and carry themselves as advisors, mentors and friends. Differentiate Yourself from Your Competitors.
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Your Clients Buying What Youre Selling
Then quicko, chango, switcheroo - she re-focused her marketing efforts to focus on solving her prospects' problems and began targeting overworked professionals and families with children. She realized that her ads and mailers were selling a cleaning service when in actuality her prospects and clients wanted to buy a solution to their problems - not enough time, fights with their spouse, harried lifestyle. These simple changes helped her finally grow beyond the plateau where her business had stalled. Based on surveys she conducted with her current clients, she learned that they hired her because they were buying. So, ask yourself -- are your clients buying what you're selling? What are you currently selling? If you contacted your clients this week, what would they say they are buying from you? Are you sure? Why not jot down a few questions that you can ask your clients during short, phone surveys this week.
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Peak Performance - What You See Is What You Get!
Now, set-up a place on your sales activity board to track the progress of your key prospects. Once you and your sales team have identified your ten largest prospects, develop a 90 day written plan to sell each large account. The same thing will happen for your sales team when they see the results of focusing on their key prospects. Oriente, The Coach, is the founder of PowerHour® a professional business coaching/recruiting service and the author of SmartMatch Alliances. A heart surgeon can apply a little pressure in a small area and get giant results.
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