How To Guarantee the Positive Attention of Prospective Buyers

How do you feel about telesales? Don't you think, "What an irritation - this salesperson hasn't earned the right to call me, interrupt me and try to sell me something that I can easily buy from any number of trusted friends if I wanted it?" That's exactly how I feel about salespeople who call me up and pitch me on their products and services. There is no reason why I should even consider talking to them, let alone do business with them. And yet, that's how 95% of salespeople operate these days. There is a better way.

Recently, I was interviewed by Heather Vale on her outstanding Success Unwrapped show. She did a wonderful job and she attended my seminar in Toronto last week. She is a Member of the international DollarMakers Joint Venture Forum, and a highly respected businesswoman. When she calls me, how do you think I respond? Very favorably, of course, I want to reciprocate. Right here, she gets exposed to many. She earned the right, impressed me and created massive value for me. Another Champion is Eric Gilbert-Williams, a Member who has contributed significantly to the growth of my business in Ontario. How do think I respond to any requests from Eric?

Whatever you're selling, even if you're selling yourself into a job opportunity, the same principles apply. Guarantee the positive, even eager attention of the person you want to sell to, using these simple guidelines:

1. Get introduced to them by someone whom they know, trust and respect.

2. EARN the right - use the Law of Reciprocity to sow before you attempt to reap. Only the brainless and desperate still believe that works.

3. Know the person to whom you are pitching - do your homework. I have been approached by some geniuses who haven't even taken the time to look at my website before calling me. Then you can push the right buttons and make them an offer they simply can't refuse.

4. Whatever it is you're selling, the person you are approaching has dozens of alternatives. Remember that and be prepared to differentiate yourself by adding massive, unprecedented value.

5. DON'T be CHEAP. Be prepared to spend some money to position and package yourself or you will simply reveal your desperation and ignorance. I had someone ask me to call him back so that he could save on the telephone call!

We live in a dichotomous business world - on the one hand, we have the highly sophisticated, slick approach that is often too well packaged to be believable, and then on the other the hand the coffee-stained, computer printed business card of the MLM'er. By using the above principles, you can elevate yourself to a position where you demand and get the positive attention of those you wish to sell to. Read more about the DollarMakers Joint Venture Forum at www.jvwisdom.com.

About Robin J. Elliott

For more than 20 years, Robin J. Elliott has worked with thousands of businesses in over 49 industries across the United States, Canada, and Africa. He specializes in helping small business entrepreneurs build wealth and gain access to new markets and profit centers through Joint Ventures. Through his Joint venture Seminars across North America he has thought thousands how to create increasing, multiple streams of income without cost or risk and very little time.

Make Money Using Joint Ventures - Watch the free 90 Minute video about how anyone can make money using Joint Ventures at http://www.jvwisdom.com

5 Things To Do Before Asking For The Sale

Closing the sale can make the best of us get sweaty palms. What will happen? Will they say "Yes!" or will they reject your offering? Because this process is so intimidating to many non-trained sales people, it is often botched. Either you go in for the close too quickly, or you never ask for the sale.

Here are five things to discuss with a prospect BEFORE you ask for their business.

1.Be clear of the needs and/or concerns of your prospect. What problem are they trying to overcome? What do they want and hope for? Ask lots of questions to be sure you have a very good understanding of each client's circumstances.

2. Explain how your product or service will SPECIFICALLY help your prospect. What is the benefit to them? This should sound different for each prospect - because it is based on their own situation.

3. Find out how your client feels about your product or service. Most purchases are made based on emotion. Gage the prospects emotional response by reading their body language and asking questions to help you learn their reaction.

4. Discuss any objections the prospect has about your service or product. Be sure and address these objections and answer any questions or concerns they have. Be honest. If their objection is legitimate, acknowledge it and when possible offer a solution or alternative.

5. Be sure you are dealing with decision-maker. Find out early on if the person you are talking with is able to make the final decision. If not, get the decision-maker involved in the discussion as soon as possible.

Take the time to discuss each of these five areas with your prospect before you even think about asking for their business. Once you have thoroughly talked through these items, and you are getting a positive reaction, then be sure and ask for their business. Be direct. Ask them, "Are you ready to get started?" or "Which color would you like to order?" The more thoroughly you get to know your prospect and genuinely offer them a solution to their problem or need, the more likely you are to win the sale.

Summary: Don't rush in to close the sale unless you have addressed all five of these critical issues!

Leigh Ann Rodgers, M.Ed. is a Business Coach, Trainer and Author. Creative Biz Tips & Solutions is a FREE monthly ezine for business owners who want to grow their profits while doing what they love to do. You'll get articles and resources guaranteed to inform and inspire you to take your business to new levels of success. Sign up now at http://www.creativebusinessworkshops.com!

The Relativity of Luxury

"The saddest thing I can imagine is to get used to luxury." --Charlie Chaplin

I'm not sure luxury is really the saddest thing I can imagine. I understand the intent behind the thought but ultimately, there are many things sadder. I am a huge fan of luxury and yet as a pragmatist and a realist, I can see the pitfalls inherent when an average person believes they have to have a luxurious, rich life thereby racking up plenty of debt.

In a article on MSN, "Uncommon Sense: Luxuries you can live without -- and should", author MP Dunleavey points out the new frames that certain items which were once considered ordinary and mundane purchases, things that we need for daily life but which shouldn't set us back too far, have now become commodities.

Pots, now called "cookware", sheets now called "linens", tennis shoes now called "athletic footwear" and watches now called "time pieces"-all have been reframed to adjust our perspective of their value.

She argues that while the original products may be necessary, the "new, improved and reframed" need not suck us in. (Which is, unfortunately, what it is doing to "average Americans" who can no more afford a $5,000 plasma screen TV than they can a trip to the moon.)

While in this Wall Street Journal article by Christina Binkley, "The Psychology of the $14,000 Handbag: How Luxury Brands Alter Shoppers' Price Perceptions; Buying a Key Chain Instead." , she shows the strategy behind pushing the limits of reason with prices to get the consumers to take a step down to another product, still probably out of the reasonable price range for what the product is, but more within their ability to stretch to buy it. (Ex. Buying a keychain from Tiffany's instead of an actual piece of jewelry because that's the only thing they can afford.)

She explains that, "when shoppers are confronted with prices they can't afford, a smart retailer will 'move you right along to where you can salvage your pride,' says Dan Hill, president of Sensory Logic, a Minneapolis consulting company that helps companies explore their sensory and emotional connections with customers."

Fortunately for us, in working with an affluent client?, we don't have to "put the screws" to prospects that shouldn't be attempting to purchase our services or products. Yet, the psychology behind altering price perceptions remains the same.

By framing ourselves as 'absolutely not the cheapest alternative, but definitely worth the price you pay' and really putting out there exactly what we require we are most definitely altering perceptions. Along those lines, one of the saddest things I can think of is getting used to accepting less than what we're really worth.

What are you worth?

Kenrick Cleveland teaches techniques to sell to affluent clients using persuasion strategies He runs unique public and private seminars and offers home study courses, audio/visual learning tools, and coaching programs in persuasion techniques Find more free articles at http://www.MAXpersuasion.com/blog

Be sure to sign up for his free report entitled "Yes! Persuasion."

Creating a Sales Superstar

Salespeople are not born that way, they are made. Like any other profession, selling is a choice that requires the development of both a skill-set and passion. While an extroverted personality is a plus, it is not a requirement. While most casual observers might concede that talented sales superstars are great talkers, the reality is that they are far better listeners and are empathetic with their customers.

Erica vanderLinde Feidner is the consummate salesperson, although it appears that she does not consider herself as such. She has international notoriety as a musical genius and fine Steinway piano expert. However, she sees herself as a matchmaker, seeking to connect her clients with the right piano. She is driven by an passionate understanding of the chemistry between artist and her musical instrument as a form of self-expression.

"Successful piano salespeople aren't necessarily accomplished pianists. Most can play at least a little, but it's not an occupational necessity, or even something Steinway looks for in a prospective salesperson. Still, Feidner's playing stood out. Faires wondered if she had been a concert artist. Even in the brief Chopin excerpt, Feidner seemed to have the expressive power of a professional pianist." relates James Stewart in an extensive New Yorker magazine article.

Although I have never met Erica, I was moved by her stories in the New Yorker and Inc. magazines. Although she has enjoyed tremendous success as a piano salesperson, selling millions of dollars worth of classic Steinway pianos during her career. Interestingly, she does not consider herself a salesperson.

I envision her as more a curator of a fine art gallery who assists her clients with choosing the just the right work of art. She loves both her work and her work environment, being passionate about both. She understands the relationship between musician and instrument, one actually being an extension of the other. Fine pianos are simultaneously wonderful musical instruments, fine furniture and beautiful works of art. She gets it!

I own a 1915 Franklin piano that is slowly falling apart. In fact, I once inquired about rebuilding a new piano around it's wonderfully-aged soundboard. I enjoy laying my hand on the top as my son plays so as to experience the vibrations transmitted through the aged wood, the same way my guitars gently vibrate against me as I play them. It makes you feel as one with the instrument, adding to the experience. This is the same idea that Erica likely embraces when she pairs a pianist with a fine Steinway. The chemistry must be right. The reward is a lifetime of magic. She seeks that magic!

Successful salespeople seek to match clients with the benefits they are seeking. Doing so requires understanding, empathy and careful listening. Erica is a good example of an idea-seller. She is not tied to the constraints of what defines a salesperson, rather focusing her energies on deeply understanding her clients. The by-products are closed sales, lifetime customers and endless referrals, lots of them.

Daniel Sitter, author of both Learning For Profit, and Superior Selling Skills Mastery, has garnered extensive experience in sales, training, marketing and personal development over a successful twenty-five year career.

Read his blog http://www.idea-sellers.com/

Eight Habits of Good Sales and Marketing

You do not wake up one morning with the idea for an excellent product or service and automatically know the skills required for equally exciting sales and marketing techniques. Like anything else in your life, it is a learning process; one of the best learning tools come from the experiences of already successful business people. For example, experience has told other sales and marketing experts what eight habits will help you reach success in sales and marketing.

First, you must believe in yourself and what you have to offer. If you have doubts, how can you expect your customers or clients to put their trust in you, give you business, and open their wallets? Conversely, if you are confident in your business, your sales and marketing techniques will reflect you confidence and belief in yourself.

Second, have a plan for your success. You can believe in yourself all you want, but if you are ill-prepared, with no plan for the future, you may not have a future in your business. From the short-term goals to the long-term expectation, write down your plan. Write down what you want to accomplish and how you plan to achieve your expectations. Then, stick to the plan. Your business map will help you remember where you are going and exactly how you want to get there.

Third, you must make a good impression. You only have one chance to wow the customer. If your customer's first impression is anything other than stellar, you are likely to be stuck in the rut of damage control.

Fourth, do not rest on your laurels. You can never learn too much. Invest in yourself and keep learning. New strategies and new ideas are always being implemented. Stay current and grow with your business.

Fifth, a good habit is to develop good communication skills. Learn to listen, as well as speak. Take time to understand what the customer or client desires, then effectively articulate why you product or service will be the answer to a want or need.

Sixth, always use your time wisely. For many people, even in sales and marketing, it can be very difficult to keep your mind on the activities at hand. Before you know it, the workday is gone, and you will have little to show for your labor. Starting a business is often difficult and time consuming under the best of circumstances. Thus, time is at a premium, and you must use it wisely.

Seven, your brain is the best tool you have for good sales and marketing techniques. As technology advances, individuals have become increasingly dependent on the computer and other modern conveniences. What happens if the electricity goes off? Do not be so stuck on technology that your forget to use good, old-fashioned common sense.

Finally, genuinely care about your customers. When you are implementing sales and service for the sole purpose of fattening your coffers, you clients and customers know. Yet, if you genuinely show care and concern for the people who are your business, you will be effective at sales and marketing, while prospering.

In conclusion, if you follow these tried and tested habits for successful personal and professional business practices, you will also find the key to good salesmanship and marketing. Keep learning, keep growing, and keep caring about your clientele. Then, you will be successful.

Paul Sutherland is an Accelerated Business Growth Coach. His company - Daniel Thomas International - http://www.dti.eu.com helps corporate and SMEs to grow their businesses with tried tested and proven techniques and strategies, increasing their bottom line profits in 90 days or less?

Pick up a FREE copy of "The 7 Big Mistakes" report when you visit the site and request a FREE 45 minute consultation.

How To Profit From Sales

It's no secret that sales are a great way to increase profits. Two types of sales are discusses below.

A TAG SALE

One of the big stores in Boston has had considerable success in attracting trade during the dull weeks, by what they called a Tag Sale. This sale immediately followed a sale of another concern's bankrupt stock, which was closed out sooner than was expected. They had planned the bankrupt sale to last at least two weeks, but low prices and the well-known high quality of the stock caused it to be closed out in three days. They immediately telegraphed to fifty manufacturers to send them any small odd lots they had left over, on approval, the only stipulation being that the price must not be over one-half what the goods sold for at the first of the season.

The result was that they were soon in receipt of enough goods at very low prices to carry on the sale. The newspapers announced that they had bought all the over-production of the manufacturers who usually supplied them, at half-price. In the newspaper ads were printed photographic reproductions of several letters and telegrams to and from manufacturers. These had the effect of convincing the public of the genuineness of the sale. The goods were exactly the same grade and quality as the goods they usually carried, which in fact they were, and would be offered at one-half the price asked a month previous.

All the goods were displayed in the windows and store in as careful a manner as if it were the opening of a new season. The only noticeable difference being that all articles were marked with price tickets with the selling price and the "First of the Season Price". These tickets were various sizes of manila shipping tags, the prices being painted in red on the lower part of the tag. On the upper part of the tag was printed in red ink the story of the sale, explaining that all the goods were similar in grade and quality to their regular stock, but owing to the over-production of over fifty manufacturers, with whom they did business every year, they were enabled to offer these goods at one-half price.

All the newspaper announcements were enclosed in rule in the shape of a shipping tag, and all large signs about the store and in the windows were cut from manila paper in facsimile of tags. The sale was entirely successful; in fact, business was so brisk for over a week that it was necessary to engage temporary clerks and delay the date for vacations. All manufacturers have lots at the end of the season which they are glad to dispose of at most any price and there is no reason why other concerns may not use the same idea to stimulate business in July and August. This gives them an opportunity of closing out their own odds and ends, which may be broken in sizes and colors, and makes it unnecessary to take a loss, as the goods they receive from the manufacturers are sold at the same percentage of profit.

A JAPANESE SALE

A novel and successful sale was held by J. N. Euwer's Sons, of Youngstown, O. This firm is noted for its elaborate store decorations on special occasions, but on this occasion they determined to excel all previous attempts in that line. Accordingly their decorator was given carte-blanche in the matter of decorations, with the result that the affair was a shining success. The entire scheme of decoration was in the Japanese style. All over the store were hung hundreds of Japanese lanterns of all colors, sizes and shapes. Then there were paper parasols, banners, strings of flags and cherry blossoms everywhere. In addition, about 500 tissue paper bells were used with good effect. The expense of these decorations was less than nothing as practically all of them were sold at a profit of from fifty to one hundred per cent long before the closing day of the sale.

Stationed at the door was a small Japanese boy who gave every one who entered a ticket announcing free tea and coffee at the "Geisha" as a specially decorated booth was called. This feature proved a great success. One of the leading wholesale grocers demonstrated a certain brand of coffee with such success that an average of 100 pounds a day was sold. A luncheon was served and sandwiches were sold at five and ten cents, as high as seventy loaves of bread being used in a single day. Of course all this helped to swell the profits. On the first day of the sale, chrysanthemums with ribbons attached were presented to visitors.

All show cards and price tickets were done in the Japanese style, but one of the most novel and pleasing features of the affair was the costuming of the saleswomen. These were all attired in kimonos and wore their hair dressed after the manner of Japanese maidens with chrysanthemums and miniature fans as ornaments. A hundred girls thus arrayed made a charming picture and one which was much admired by the public. The entire store was perfumed with Japanese incense. Another feature that helped to popularize the sale was the giving away of free photographs with purchases of a certain amount. Considered from every point of view, the affair was a great success. On the first day a tremendous crowd packed the store and each succeeding day the interest continued with little abatement.

Liza Othman manages two websites at http://FunHowToBooks.com - Discover more than 333 successful ways to get business at http://333WaysGetBiz.FunHowToBooks.com

How To Master the Art of Sales Planning

If the professional golfer uses a club, the tennis player a racket, the carpenter a hammer, shouldn't professional sales people who want to become champions also use the right tools and templates. Beyond their mouth, salespeople need tools not only to win that important account but also to plan and achieve their best on a consistent basis. Therefore, they need tools and templates that must be used with confidence.

Most sales champions follow a well orchestrated playbook -- first the well thought out sales plan, next the groundbreaking presentation, then the account management plan, followed by productivity tools, the right collaterals, solid proposal builders, and use of creative alternate channels. Each of these steps are vital and learning how to avoid common mistakes is part of the key to big time success. The good news is that you don't have to re-invent the wheel. There is a wonderful site called irieauctions that has put together the right tools and templates to make the process very easy.

I have used these tools and templates in many of my consulting engagements and have watched them take hold with great success both at internal company sales meetings and gatherings with prospects. The tools and templates have allowed the sales champion to radiate confidence, which then gets them what they are aking for much quicker. Inside their company, they get the resources and support required to execute their sales plan. Outside the company, prospects give them every opportunity to win the sale.

Many sales people have a fear of planning and presenting. Sales champions learn what their fears are, and often that is not easy since we like to conceal it from ourselves. But the champions persevere in this. First, they learn what they fear. Then they attack that fear and overcome it, many times with help from tools such as those at irieauctions. Once they have done that, they radiate a confidence that can only come from overcoming fear.

You too can master the art of sales planning and become a sales champion.

Mary Skyers have been a management consultant for the past 15 years. She has consulted for companies of all reputation and sizes including Fortune 500 firms, venture capitalists, small businesses, and hot startups. http://www.irieauctions.com

Your Business Card - Memorable or Mediocre?

You've just returned from a good networking event, and you're going through the several business cards you've collected. Like a professional, you're writing notes on the front or back of each card while the event is fresh in your mind.

One card, however, stands out from the pack. It's unique, memorable, tasteful and professional all at once. The conversation you had with this contact stands out, and you remember it vividly. Your notes about this person are clearer, and you make a mental decision to call this person first.

Your business card says a lot about you, and lingers long after your meeting is over. What does yours say? In today's hyper-competitive business world, any edge you can give yourself is important, and few are cheaper than the little extra it takes to own quality business cards.

Here are some ideas on what you can do to become more memorable in that 3?" x 2" space:

Every business card should contain these basics:
o Name and title
o Company logo
o Company name and address
o E-mail address
o Web site address
o Phone and fax (including Area Code)
o Cell phone (if needed)

Consider using a photo. In the digital age, photos are becoming cheaper and easier to produce on business cards. The photo can be of you, but it doesn't have to be; for example, if you're a builder, you might include a photo of a breathtaking custom home you've designed and built.

Die-cut business cards are memorable because they're of a slightly different shape than the rest. They're still the standard 3 ?" x 2" size, but with a distinctive cut. Talk to your printer about the options available to you.

The backs of business cards are often unused and overlooked as a place to put valuable information, such as a personal benefit statement or a list of reasons to choose your company over the competition. On the back of my card, I've placed the definition of my company name, The 800-Pound Gorilla, and I get a positive response from it on nearly every exchange. (If you'd like to see the front and back of my business card, just send an e-mail to bill@The800PoundGorilla.com with the word Business Card in the subject line.)

In terms of size, most people prefer the standard size to the newer, oversized cards. Many people still put their business cards into a booklet or plastic business card file that is sized for a 3?" x 2" card. Oversized cards can become a nuisance to these people because they will not fit, and unless they trim them down, these cards will not make it into the booklet.

Be careful to use a card stock that accepts ball-point pen, as people will want to write notes about you and your meeting on the front or back. Some card finishes are difficult if not impossible to write on, and may be a negative in the long run.

Business cards are your mini-billboard. Don't miss this golden opportunity to distinguish yourself with potential new prospects right from the start.

Bill Guertin is Chief Enthusiasm Officer (CEO) of The 800-Pound Gorilla, a high-energy sales and business improvement company based in the south Chicago suburbs. He is the author of Reality Sells: Bringing Customers Back Again and Again By Marketing Your Genuine Story, and is a sales trainer for many ticket sales teams from the NBA, NHL, Major League Baseball, and Major League Soccer.

Bill conducts workshops, seminars, retreats, and delivers several keynote presentations each year on sales performance, creative marketing, and service excellence. To learn more, visit http://www.The800PoundGorilla.com or http://www.RealitySells.com

To Increase Sales, Are You a Lion or a Gazelle?

There is an old anonymous proverb, probably African in its origins that speaks to everyone in sales.

Every morning in Africa, a gazelle wakes up. It know it must run faster than the fastest lion or it will be killed. Every morning a lion also wakes up. It knows it must outrun the slowest gazelle or it will starve to death. It does not matter where you are a lion or a gazelle. When the sun comes up, you had better be running.

The real issue is not who you are, but rather what you do.

• What actions are you taking to increase sales? What sales skills are you using to realize business success?
• Are you expecting sales to drop from the skies and land at your front door step?
• Are you so busy attending civic meeting, chamber meetings and not walking away with at least one new lead at each of these events?
• Are you confusing motion with progress and activity with results?

Sales is 24/7 especially with the advent of the Internet. Your sales goals must be constantly in front of you. You should reviewing these goals each and every day. Do you set aside 12 minutes each day to review today's results and tomorrow's schedule?

At the end of the week, you need to return to your sales action plan, marketing action plan and if you have one an overall strategic business growth action plan. Do you set aside 12 minutes at the end of the week to review this week's achievements and look to see where your goals to results are specific to your action plans?

What I have observed in working with sales professionals including financial advisors, insurance agents, realtors, real estate agents, new car salesmen to new car sales women along with a plethora of small business owners is that many of them do nothing. My first clue is that they lack the necessary plans from which to work.

Lions have a plan when they go after a gazelle. Gazelles have plans to avoid the lion. Yet most sales people do not have a sales action plan. They live by spraying their actions all over the place and praying that they will stick. This is a recipe for disaster.

Yes, they think they are doing something, but at the end of the day, they have no new leads, made no sales appointments and have no new commitments to purchasing their products or services. President Theodore Roosevelt said:

In any moment of decision, the best thing you can do is the right thing; the next best thing is the wrong thing; and the worst thing you can do is nothing.

Let us be honest. Not having the results (increase sales) equates to nothing. At least the gazelle and the lion know the results from waking up running - staying alive.

Are you a gazelle or a lion? Do you want to increase sales? Then register for free professional sales skill assessment.

Customer loyalty is the strategic advantage. Receive your downloadable Customer Loyalty Audit at http://www.processspecialist.com/customer-loyalty.htm

Ten Sales & Marketing Ideas to Implement In the First Quarter of 2008

1. If you don't already know, determine the lifetime value of a client/customer to your company.

2. If you don't already know, determine how much it costs to get a new client/customer.

3. Now that you do know - make sure you treat all your clients and customers with the value they deserve.

4. Send notes, photos, cards, and letters to your clients thanking them.

5. Create a newsletter for your customers and clients.

6. Offer a Discount for Prepayment Program for a Win-Win Relationship.

7. Start a Frequent Buyer Program.

8. Create a New Unique Selling Proposition (see my newsletter entitled "How to Create a Brand and Outsell Everyone Else!"

9. Survey your customers to see what you are doing right and what you can do better. Make it anonymous or you won't get good data.

10. Make a note to learn all you can about your top 20 clients. Find out their hobbies, birthdates, family members names and interests, pets, etc. And, then communicate with them about all these things. Send birthday cards, news clippings about their hobbies and interests, notes and postcards when you are traveling with information you know they will appreciate. Maybe it's your review of last night's meal or bottle of wine if you know they enjoy fine dining jotted on a postcard, or, try sending an autograph of their child's favorite sport star or an autographed Playbill from a play you know they would enjoy. You get the idea. If you don't, please reread and implement ideas number one and two!

?2007 Bob Poole - All Rights Reserved
Poole Consulting Group
The Sales & Marketing Guru?
31 Bryant Drive
Perkasie, PA 18944
215-258-3405 - office
215-258-3406 - fax
http://www.PooleConsultingGroup.com

Creator of "Listen First - Sell Later"? Marketing & Sales Programs
Founding Member of the International Center for Professional Speaking of The National Speakers Association

Ideas Sell

All great sales and marketing strategies begin as a fertile idea. Entrepreneurial spirit, creativity and fresh ideas go hand in hand. My new Idea Sellers logo reflects this thinking. The "swooshes" capture and highlight the words "Ideas Sell" in an effort to remind us that all of our ideas are important and worthy of our further scrutiny. Ideas do indeed sell. The action we undertake on a valid idea is critical to the success of our goals.

Consider the word "change." It might be associated with any number of thoughts. If you think of money, it becomes the coins received back from your dollar after a purchase. If you have a baby, change involves a nasty diaper. It could refer to replacement of one thing for another. Change could refer to a transfer, such as changing planes. It might also reflect transformation such as a change of seasons or perhaps an alteration of circumstances.

Change is possibly the most utilized word and projected idea in this early presidential political season. It is becoming clear that most people want to see political change in Washington. What does the word mean in this context? Change in this instance means the dissolution of special interest groups that dictate policy, reform in health care and social security, an end to the war and the end of doing business as usual. Change is virtually synonymous with "successfully shaking up Washington."

Change is a potent idea. It creates tremendous emotion and stimulates action. Change is a powerful idea that sells; just ask Barak Obama and John Edwards! Ending the "business as usual" policies is the core of their campaigns. What about your sales campaign? Is it business as usual or are your prospects and customers demanding change as well? If you are paying attention to them, and you had better be, they will tell you how to do business with them and explain how they want to be treated. Are you listening? Do you think our "red and blue" presidential candidates are listening?

Ideas need work. Whether your strategy for developing great ideas includes the development of mind-maps, the use of mastermind groups or simply dreaming, the creative process must prevail if you are to be successful in selling your ideas. Being intangible, your ideas come to fruition when they are painted and constructed in the mind's-eye of your customer. The successful sale of your ideas is more likely to occur in a relationship context.

If your customer believes in and trusts you, they will accept your ideas as valid. So, the successful sale first occurs when you sell yourself. Your ideas sell as a result. Selling is synonymous with "creating ideas for finding solutions." Selling your ideas is a winning strategy that pays dividends.

Daniel Sitter, author of both Learning For Profit and Superior Selling Skills Mastery, has garnered extensive experience in sales, training, marketing and personal development over a successful twenty-six year sales career.

Read his blog http://www.idea-sellers.com/

How To Set A Selling Price For Your Product Or Service

Fixing the selling price can be based upon a value basis or a cost plus basis with either basis subject to modification according to market conditions. Not exactly scientific and true in all cases but the most profitable businesses tend to be managed by accountants while the best sales growth companies have a sales oriented manager at the helm.

Value basis is used to set selling prices according to the amount the customer will pay for the product and the value of products or services being provided. A strong influence when using a value basis are the benefits a customer will derive from purchasing the product from each business compared with alternative suppliers and the general market rate for that type of product.

Using a value basis that prices products above the general market level requires support and a marketing strategy to demonstrate to the market place the benefits and advantages a prospective client receives. Pricing a product or service below the accepted market price requires to be supported with ensuring as wide an audience as possible is aware of the bargain prices and the reasons why a lower price is being offered.

To establish the most profitable level at which selling prices should be pitched it is important to conduct market research to determine the general level of pricing within the product area. Also list the benefits and advantages within the context of other competitive products of the specific products being offered to enable the business to use these factors in support of the price structure adopted.

To maximum level at which value basis prices can be set is dependent upon the value the target customer places on that product or service taking into consideration the quality, service, availability and benefits provided.

Cost based pricing is a financial accounting calculation based upon fixing a gross profit margin that the business requires given the expected sales volume and fixed overhead or operating costs to produce a net profit. Normally a sales price set using a cost basis would be the amount paid for the product plus an incremental percentage.

Cost based pricing usually occurs in areas where competition is often working on the same cost basis and by selling similar products and services the volume of sales is sensitive to competitive prices. Market research should establish the range of competitive prices.

There are a number of influences that impact on setting the selling price of a product in addition to the cost and competition. Sales location, added values, buying policy, operational costs and others all require factoring into the calculation. Business size also has an influence as small business accounting is less sophisticated than accounting and financial control in larger businesses.

The tow single most important factors in setting the selling price of a product or service to generate the highest profit margin attainable are the competition and the original cost of the product.

In many cases the existing competition has already set a price for the product. Each business has to decide whether to accept this price according to the expected volume and the gross profit margin generated or charge a higher or lower price with the consequential effect on sales volume.

The purchase price paid drives the competitive edge. Larger business have greater opportunities to buy in larger quantities and obtain cheaper prices and many high volume businesses will search to source products from overseas markets to obtain even cheaper products.

If the purchase price paid by competitors is low then that cost must be either matched by adopting similar business practises or the products sold into a niche area of the market where more flexible prices can be obtained at the required volume to generate the gross margin required to cover fixed operating costs and achieve the target net profit.

Different prices can be set for different customers to exploit higher profit margins where possible and achieve higher volumes in market conditions where the price has a major influence on quantities bought. A manufacturer will often set different prices for each customer dependent on volumes purchased and the negotiation skills of the client purchasing function.

Market conditions often determine a range of pricing policies including offering quantity discounts for higher volumes, cash discounts for faster settlement, lower than normal prices to allow a market to be penetrated and established more easily and higher than normal prices in situations where supply may exceed demand. The accounting software or bookkeeping system employed should identify gains and losses due to different pricing structures.

The levels of supply and demand may change over time and a flexible pricing policy to take advantage of these changes is desirable. It is an economic fact that when demand exceeds supply prices will increase and when supply exceeds demand prices go lower. Failure to react quickly has a major impact on the total gross margin attained.

The overriding decision to be taken on setting selling prices is the amount of gross profit generated by the sales volume of those products in relation to current business policy and fixed operating costs and profit requirements that business needs to achieve and demonstrate through the accounting figures produced by the final bookkeeping reckoning.

From an accounting point of view the sales volume and price of each product should be calculated to determine the previous gross profit margin attained and planned for the future. The actual or forecast gross profit margins must cover the fixed operating costs of the business or remedial action taken to ensure the business is profitable. Setting prices is a combined decision of the sales and accounting function.

Terry Cartwright is a qualified accountant in the UK designs Accounting Software on excel spreadsheets providing complete Small Business Software solutions for small to medium sized business requiring simple Bookkeeping templates

I Play To Win But I Am Not Afraid To Lose

Mental Toughness - Game Theory "I play to win but I am not afraid to lose"

The difference between "playing to win" and "playing not to lose" - there are the thoughts of fear and defeat and the thoughts of victory and happiness - its these very thoughts that direct or misdirect us; there is a tremendous relationship between fear and success.

While negative thoughts create an aura of gloom around us, the energy radiated by the positive thoughts is reflected in our actions and body language.

So when you play to win, you play with an inspiration and when you play not to lose, you play out of desperation - and the results are different in both the cases.

I would apply the same to our professional lives - do you love your work or do you work just to meet your monthly bills - because the results would be tremendously different in both the cases and I won't be wrong in saying that to a very large extent, it is this factor only which makes a successful professional.

For a sales person, when you start your typical day, there can be two scenarios:

A] another morning - have to rush to office; once at office - Oh my God, I've to meet ten new prospects today - face this heat outside, drive in this mad traffic, carry my heavy office bag, wait for my clients, maybe the client wont meet me, maybe my client will shout at me, maybe my efforts will go waste.

B] another morning - a big smile on your face as you start your day and reach office - once at office - today I'll meet ten new prospects today - I'll help them to know about my products/services and this shall help them in their businesses - I'll actually help them succeed in their (professional) lives - the waiting time: thank god I've time to recollect my previous discussions and today's communication with the client.

That's what makes all the difference.

http://bahlatul.googlepages.com

Prepare for Increased Sales

Professional athletes do not simply suit up and walk out onto the field and hope they do well. These individuals spend countless hours working on developing the appropriate mindset, as well as working the body to be strong and responsive. Working sales for any business is much the same. A salesperson cannot walk into a business unprepared and expect to close a deal.

Unfortunately, far too many companies fail to properly prepare for the very important sales pitch. We all know that networking, referrals, and word-of-mouth are key elements to a successful business. While they are important, sales is the lifeblood of the business. Every business, whether large or small, virtual or traditional will have to engage in sales. Developing a lead takes time, effort and money so it becomes critically important to gain the highest possible close ratio. A salesperson must be prepared by researching a potential client, being a great listener and problem solver, knowing proper marketing strategies, and being real when telling a potential customer about the product and/or service offered.

Often those that are comfortable with selling will believe that they can simply wing it based on their knowledge. This leaves the outcome to chance and often does not meet with the desired result. Therefore, it is imperative that your sales staff think of themselves much like that of a professional athlete, realizing they need to develop the right mindset about being a winner, and taking time to prepare to make a sale.

Today's market can be described as hypercompetitive. Small and large businesses continually seek ways to differentiate themselves from the pack and obtain competitive advantage. Great salespeople can not only impact your revenues but can provide you with competitive advantage.

To be successful in business, your sales efforts must include strategy and tactics. The strategy phase involves planning. You must identify your opportunities, threats, challenges and the ways in which you will take advantage of all. Your tactics are the actions that you take to achieve your strategies, and include prospecting, follow up, pricing and more.

Some of the advantages you would enjoy with a solid, selling strategy include:

1. Higher closing ratio by knowing key elements of your customer and the business

2. Better client loyalty by knowing and addressing customer needs

3. Shorter sales cycle

4. Better solutions, thus outselling the competition

One of the most important aspects of selling is research. Unless you know information about potential customers, as well as the appropriate way to address this customer's needs, you will struggle. Gaining insight into each customer will enable you to deliver customized solutions and identify potential objections in advance. Therefore, you need to conduct research to learn about your customer's business, their competition, and other influences that have an affect on the business.

There are a number of ways to gather intelligence about your customer. You can review their marketing materials, including annual reports and 10k statements or their website to gain insight as to how they present themselves to the market. You can talk to other customers within their industry to gain a better understanding of their needs. You could also identify non-competitive suppliers selling to your customer so you have a better appreciation for challenges. You will of course then connect directly with the potential customer, learning about the things important to them, their audience, and future goals.

All of these sales strategies combined show customers that you are serious about helping their business grow. When you take time to develop the right strategy, and execute the right tactics with a well prepared sales team you are guaranteed to have more wins than losses!

Andrew Brown and Small Business Guru provide Coaching, Inspiration and Practical Advice for Small Business Owners and Entrepreneurs. Subscribe to the free, weekly newsletter at http://www.small-business-guru.com

Baldness And Sales Coaching

I've always heard that baldness runs in your family. And consequently, healthy non-balding hair runs in your family, too. All my older relatives, male and female, have had a full head of hair. I've always had a certain delight in the fact that my healthy-hair genes will bless me with a full head of hair right up to the time I pass from mortal life! Yippee!

So maybe you can understand the shock -- no, the horror -- I felt when I looked in the mirror a few weeks ago and found that I had a small bald spot on the top of my head (you know, right in that spot where you see all those other guys going bald?). I do not know what possessed me to do this, but I took a handheld mirror and held it up to the top and back of my noggin while facing the mirror so I could see the top of my head. It was that fateful day when I learned I was balding (healthy-hair genes or not).

I've looked at the back of my head before, you know. My hair stylist Kim always shows me the back of my head after every haircut to see if I approve of her work. I always approve of her work. But with what I know now, I definitely don't approve of the fact that Kim has never held the mirror up higher so that I could see the top rear of my head - the bald area - after her haircuts. Isn't this a public service that hair stylists should provide for balding middle-aged guys like me? Shouldn't beauty schools teach budding hair stylists the importance of this public service?

When my wife got home, I shouted the news to her: "I JUST REALIZED THAT I HAVE A BALD SPOT ON THE TOP OF MY HEAD!!!"

"You've had that for years, love," she said. "You just realized that fact now?"

"Why didn't you ever tell me?" I inquired.

"I thought you knew about it," she announced.

Not only had my wife not told me about my bald spot, but my friends and other family members didn't either. How could this happen? How could I, with my full-head-of-hair older relatives, end up with a bald spot on the top of my head? And worse yet, nobody bothered to tell me about it? Argh...

So, what does baldness have to do with sales coaching?

Sales coaching is the process of having someone else find your bald spot and tell you about it so you can do something about it. Sales coaching, whether done by a sales manager or a mentor or a specialized sales coach, takes the blinders off a salesperson's sales performance and identifies areas of possible improvement so that sales performance can improve.

As salespeople, we get in ruts and we get used to selling the way that feels comfortable to us. We develop habits (some good, but some not so good) and they become part of our automatic way of selling without thinking about what we're doing. A sales coach helps a salesperson to see their sales performance from all different angles so that their bald spot - usually hidden from view - is revealed.

Different from sales training, sales coaching works the same way a golf pro works. A golf pro helps you to perfect your game by identifying problems and finding ways to help you fix them. A sales coach helps you perfect your presentation and your closing and your probing of your prospects by identifying problem areas that can be fixed. Without full knowledge and understanding of one's strengths and weaknesses in selling, salespeople will continue to sell on automatic pilot without the opportunity to refine their weaker performance areas.

The revelation of my bald spot quickly sent me to the pharmacy to buy medicine that may remedy my situation. Knowledge about my balding caused me to react, and this medicine will hopefully solve my balding problem before my bald spot expands to cover the majority of my head.

Sales coaching can do the same thing for a salesperson that my handheld mirror did for me. Selling is a behavior-based skill. It is our selling behaviors that makes us either successful or not successful. My mirror told me I needed to go to the pharmacy. My sales coach may tell me that I need to change this or change that. If you need to tweak your sales behaviors to achieve better sales performance, you'd better know which ones are in need of tweaking, and a good sales coach can help you do that.

So here's to Rogaine!

And here's to sales coaching!

Skip Anderson is a recognized expert on consumer selling. He is the founder of Selling to Consumers, a sales training and consulting firm in Minneapolis. He speaks frequently on sales issues. Get the free Selling to Consumers Sales Tips Newsletter at http://www.SellingToConsumers.com

Read the Selling To Consumers Blog at http://blog.sellingtoconsumers.com

This article may be distributed or reproduced as long as an attribution to Selling to Consumers and Skip Anderson are included, along with either a link to http://www.SellingtoConsumers.com (if in electronic form) or a statement including the Selling to Consumers url (if in print).

Seven Steps to Break the Bonds of Mediocrity

After twenty-six years of making monster hits together, U2 front man Bono and his band know a thing or two about making "good" work "great." In an interview with USA Today, he recalled that an early version of their hit single "Vertigo" had been "massaged, hammered, tweaked, lubed, sailed through two mixes, and got U2's unanimous stamp of 'very good.' But very good is the enemy of great. You think great is right next door. It's not. It's in another country."

It is easy to become satisfied with good or even very good performance. We feel content with living a good life, having a good marriage, or achieving good results in business or sales. The members of U2 have held each other to a higher standard since their inception. They know that when the work gets very good, it is just the beginning.

Maybe you're thinking, "Well, that's fine for rock stars, but I'm just an ordinary person. Pause a moment to consider this true story: Steve was an average performer. He worked for an investment wholesaler catering to the needs of outside financial service professionals. His manager challenged him to consider changing his time management system to more effectively spend the majority of his time with his top advisors, which Steve's system didn't allow him to do. His manager described the system that he had once used with great success. Steve made a variety of excuses why it would not work for him. Seeing wasted potential in a viable employee, his manager asked this crucial question; "Steve, why are you fighting to be average?"

This question amounted to a career-changing epiphany for Steve. He recognized his excuses for just what they were: EXCUSES. Now challenged to reaching his full potential, he adopted the new system and is an over-the-top performer in his field!

Evaluate yourself and be honest. Are you fighting to be "average"? Are you where you thought you would be by this time in your life? Are you at your full earning potential, achieving ongoing distinctions, enjoying the home and lifestyle you desire? If you discover a gap between current performances and your attainable potential, follow these seven steps to keep from ever being labeled "average" again.

1. Purpose precedes plan. You need to be very clear on the compelling reasons for you to move toward greatness. Why will you go for it? What are your dreams? An Old Chinese proverb says, "If you don't change the direction you're going, you're going to wind up where you're headed." Only you can make a decision to change your direction now. Recent medical research in dealing with patients who must make a change to save their lives is showing that focusing on the "joy of living" is a more powerful force than the "fear of dying." Do not focus just on what it will cost you if you do not change. Spend more time asking, "what if" you do change. What are all the positive ramifications? Pain is a motivator and pleasure can be even more powerful. Once you know your "why" then you can create your game plan to get there.

2. Don't just talk about it; make a commitment to do it! In golf, at the time of this article in 2006, Phil Mickelson is the top money earner ($3,237,992) and has a stroke average of 69.40. Steve Flesch is #100 at 71.40 and has earnings of $326,230. The differentiation between good and great in professional golf is only 2 shots a round, yet the difference in earnings is ten fold. Talent plays a role and the real difference is commitment. Many people want to take their performance to the next level. Unfortunately, their "want-to" and their "will-do" rarely coincide. Commitment is hard. Commitment to "greatness" is even harder. Adversity and set-backs are a given. Don't let past satisfaction with "good" weaken your commitment to be "great."

3. Evaluate small changes that could notably enhance your performance. Years of experience don't automatically ensure excellence. Doctors may interview patients in excess of 120,000 times in the course of their practice. It is proven that making even subtle changes to enhance that interaction has resulted in better treatment outcomes and cost of care. Record yourself during interactions with colleagues or clients. Simply state you are trying to improve your communications skills and set the recorder aside. Evaluate yourself from every aspect. Listen to your voice tone and quality. Were you the dispenser of enthusiasm or more like Eeyore? Were you really listening? Are you precise, clear, and to the point? Self evaluation is often a brutal eye-opener. You may not be as "good" or "great" as you once envisioned yourself. Very few doctors have every recorded their interviews or bed side manner and gone back to review them to see how they could improve. The professionals that do give themselves check-ups move to great performance.

4. Be willing to do the hard work up front. Consistency comes from discipline, and both are essential as you prepare for greatness. Imagine new ways you can prepare: Instead of just winging it on a sales call, for example, jump on the company web site and research, find out who among your colleagues knows the customer, and determine which testimonials will be most effective. Create a check list of everything you need to get and specifically you want to accomplish. Even more important than winning to Jack Nicklaus was putting himself in the position where he could win. He prepared to win by doing what he needed to up front so that he would be poised for greatness at the end. The bottom line is, you're not always going to win, but don't fool yourself about why you didn't succeed. Jack always said, "There is no excuse for lack of preparation."

5. Make the positive choice. If you're married, does your spouse have any faults? Are there some things you do not like about your job? When we're around anything (or anyone) long enough, we tend to take it for granted and see only the negatives. Choose to focus on the positive. Be your own best coach, not your own worst enemy. Praise yourself and others for their positive actions, and learn to accept setbacks and put them behind you quickly. See what you can learn from a negative situation and then move on....next!

6. Devote 4% of your day to achieving excellence. Work on a single point of excellence for just one hour of your day, every day, or 7 of 168 hours per week. Pick an area first that you have the most passion for. What would get you excited? What will have the most ripple effect on your life? Taking this small amount of time- 4% of your daily life-to improve yourself may be difficult at first, but it's a gift to others, too. If you're not excited about what you're doing and getting good results, or if you feel like you're letting yourself, your organization and colleagues, your partner and kids down, then you have to carve out an hour to improve your most valuable resource: yourself.

7. Find and focus. When you play darts, if you want to hit triple 20, you look at that small inner ring, not the whole dart board. The prescription for overcoming mediocrity consists of first finding one area to get right, one area to strive for excellence in, and to work diligently at that. Everyone has gifts and possibilities and you deserve to realize the full potential of those gifts. One new area of excellence can shift your identity and the image you have of yourself. By doing just one thing very well, you begin to crack the monolith of mediocrity. And then you choose your next step, and the crack grows even wider on your path from very good to great.

Reach Your Potential for Greatness
While most bands would have been content with a job well done and put the "very good" version of "Vertigo" on their album, U2 went back into the studio and outfitted the song with a new arrangement, melody, and rhythms. In that process, the band discovered untapped reserves of ideas and fortitude that took it to the next level. The effort paid off when "Vertigo" won another Grammy Award in 2005 for Best Rock Song.

If you're not reaching for greatness, ask yourself if you're fighting to be average. If you're honest with yourself, you'll probably see that you could be doing so much more. Very often, you may work IN it so hard that you don't step back to work ON it. So is it time for you to go back into the studio? Search for and try new options and strategies; shake things up a little bit and see how you can get much better results in all areas of your life.

Chip Eichelberger

A peak performance strategist and motivational dynamo, Chip is positively great at making your next convention unforgettable. Former Tony Robbins international point-man, Chip has a magical ability to generate enthusiasm, contagious energy and results that will last well beyond the presentation. His clients include Ernst & Young, Tommy Hilfiger, ADP, Century 21 and Bank of America. Toll - Free 866-224-1393, Chip@GetSwitchedOn.com - Sign up for his monthly ezine at http://www.GetSwitchedOn.com

I'm So Busy I Don't Have Time To - The Killer Thought To Increasing Sales

Have you ever thought the following when sales were really, really good:

• I'm soo busy; I don't have time to follow up on new leads?
• I'm soo busy: I don't have time to keep track of all of my marketing and sales activities?
• I'm soo buy; I don't have time to stay organized with business and personal paperwork?
• I'm soo busy: I don't have time to plan my work and work my plan?
• I'm soo busy: I don't have time to attend any more business networking events?
• I'm soo busy: I don't have time to learn more to further my own professional growth?

If you have had any of these thoughts, just wait for in a very short time you will not be busy and wait a little longer you will have plenty of time to:

• Follow up on new sales leads
• Track all marketing and sales activities
• Be every organized with paperwork
• Work your strategic business growth action plan and plan your work
• Attend a plethora of business networking events
• Enhance your professional and personal growth such as sales skills

Because you will not have any sales at all. Your financial bank account will be quickly dwindling and along with your emotional one.

At least once a week when speaking with small business owners'; sales professionals such as new car salesmen, new car saleswomen, insurance agents and real estate agents; entrepreneurs and even C-Level executives, I hear the I'm soo busy rationale to justify current behaviors.

This rationale is really a self fulfilling prophecy for disaster. When you convince yourself that you are sooo busy, you will not focus on the other tasks at hand such as working your business growth action plan. The activity of the moment or moments will keep you in a very reactive state instead of a proactive one.

New sales will plummet and you will enter the sales throes of quiet desperation. Have you even been there? And did that feel and more importantly did you like it?

To avoid this self fulfilling prophecy means that you must be committed to taking care of those daily actions that support all of your sales. If you do not have time you can:

• Delegate some of these activities to others if you have other employees
• Hire a virtual administrative assistant if you are a single office/home office business owners
• Hire a part time administrative assistant

Whatever solution you take, you must decide now that I'm soo busy is the killer to growing your business especially if your goal is to increase sales

Want to improve your sales skills?

Making The Most Of Internet Inquiries

When someone calls to ask about your product or services, you know exactly what to ask, what to say, and how to follow up. Are you as confident, and effective, responding to an Internet inquiry? Without the benefit of talking with the prospect directly, the contact can feel colder than a cold call. As more consumers and businesses research and purchase via the Internet, you can't afford to mishandle these inquiries. To respond in a professional manner, and convert more Internet inquiries into customers, keep these guidelines in mind:

? To call, or not to call? Some salespeople don't respond to Internet inquiries because they think they're a waste of time. Others reason, "They emailed me, so they must be expecting me to email them back." When someone asks for information via email, you should respond via email. But what's stopping you from calling them as well? Imagine the impression you'll make: responsive, helpful, and efficient. A word of caution: you must have a valid reason to call. Restating the information provided in the email, or interrogating the prospect about his company, budget or time frame, are not valid reasons: they're harassment. Telling the prospect all about your company won't cut it either. Instead, consider carefully what you need to know in order to propose the best solution, then ask about that information.

? Respond in Internet time. Internet time is roughly equivalent to the speed of light. Thanks to email and instant messaging, people expect everything right now. Accordingly, prospects expect a quick response to their email inquiries. If you don't have enough information to propose a solution, let the prospect know that you're working on it, and when he can expect to hear from you. No one wants to be left hanging.

Customers also expect "24/7" response - day or night, every day of the week - and automated replies don't count. You probably check emails while on the road, over the weekend, and late at night. If you're receiving inquiries after-hours, chances are your buyers are working, too. They will appreciate a response from you, even if you're only acknowledging their inquiry. Let them know when you'll get back to them with the requested information.

? Don't be too quick on the draw. Wanting to respond quickly is no excuse for poor grammar, misspellings, and bad form. Proofread your response carefully before sending it. It's easy to miss errors on a computer screen. Try this: print out your draft and read it aloud to catch any mistakes, missed words, or poor syntax. Your email response will create your prospect's first impression of you, so make it a good one!

? Be detached. An Internet inquiry is a dream come true: an interested prospect contacting you! You probably can't wait to email a proposal, product specifications, company brochure, comparison chart, product brochure and lists of happy customers. But if you send all those attachments, your email may not get through the prospect's spam filter; it could take forever to be received, and even longer to download. To avoid coming across like an inconsiderate klutz, send a brief reply. If you have a short proposal, include it in the body of the email, not as an attachment. Let the prospect know that you'll send the collateral material he requested in a separate email. If he didn't request it, don't send it!

? Make an impression. Buyers who email inquiries are probably searching numerous websites besides yours. After awhile, they blur together. Make it easy for the buyer to recall your site, and why he requested information from you in particular. Remind him who you are by including your company tagline, and a link to your site. If the inquiry came from an industry bidding site, take additional steps to distinguish yourself, keeping in mind that the prospect knows nothing about you, not even your company name. To stand out from the potential dozens of replies the prospect will receive, bypass your normal form-letter response, and personalize your reply. Focus on your special ability to meet the prospect's particular request, and give him a reason to remember you.

As a salesperson, you probably feel more comfortable speaking with prospects directly, because you can easily establish rapport and rely on instant feedback to guide the conversation. Email communication robs you of those advantages, but it does not have to rob you of opportunity. Follow these guidelines, and you will convert more Internet inquiries into customers.

Tina LoSasso is Managing Editor of SalesDog.com an online resource for sales professionals. SalesDog.com's new book Top Dog Sales Secrets features sales advice from dozens of nationally renowned sales experts. One reader said, "It's like reading the best ideas from 50 sales books all in one book." To learn more, go to http://www.SalesDog.com

Getting to Know and Believing in What You Sell

In today's competitive market, the old idea of selling from the hip and glad-handling is no longer applicable. Preparation is now the key to making effective sales. You may want to consider the following suggestions to help you succeed in your career as a salesperson.

? Know your product. In fact, know it so intimately you can talk about it in your sleep. You may begin by taking time to read the marketing literature of your company. If there are any product descriptions in the literature, read it as well. It is wise not to expect that training conducted by your colleagues or by your manager is sufficient to learn all about the product. In addition, using the product or service yourself might yield to a discovery of benefits and other features that you do not find in the marketing literature.

? Make sure to talk to your clients. You should ask your clients whether they have concerns, or what they like the most or the least, about your products or services. Your clients may show you things you didn't realise about your product. More than that, their insights and anecdotes can become useful product endorsements or vivid descriptions of product utility that you can utilise in your subsequent sales presentations.

? Believe in what you are selling to your customers. It may sound obvious that you must believe in the products or services before you sell them. But, knowing that, you also must accept that you give the benefit of the doubt when you're selling unfamiliar products or services for a new company. In truth, many people begin with fervent enthusiasm. It is wise to remember neither the company nor its products may be completely deserving of that enthusiasm. Real confidence in the company and its products will develop over time.

? Check things out for yourself. It's easy to say that your organization has the friendliest customer service department in town, or that you have the best quality products and services. These are all in the marketing literature. But as a responsible sales person, you owe it to yourself to be sure. Remember, if you have any doubts, it will show in your presentation. Read the marketing copy but go after the hard facts. Trust your gut-feel and take time to know the truth.

The more successful sales people are those who believe strongly in what they are selling. If you use a product and like it, it becomes the most natural thing in the world to get excited about it. If your excitement or enthusiasm for it is feigned and artificial, your "unnaturalness" is likely to be perceived by customers, and that can turn them off. When you neither like nor use the product, there is no way you can convey a sense of believability, credibility, or excitement to your customers.

For this reason, it is only appropriate that you examine your products thoroughly, and make sure that you know what benefits your product can offer to potential customers. Remember that even if you have a wide range of knowledge about selling or the product you are selling, none of it will do you any good if you don't believe in the product you are selling.

Article by Clement Low, Chief Sales Coach at BridgingPoints Sales Coaching Services. Subscribe to our free fortnightly newsletter at http://www.Salespotentiator.com specially for sales professionals and business owners who want effective time tested strategies to increase their sales. Every newsletter is filled with innovative and proven sales tips and techniques. Plus revealing and powerful training lessons to help you close more sales.

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Hidden Power of Reciprocity

I dropped by to see Greg right around Christmas '06. He was recovering from having his second hip replacement that same year. I handed him a small gift as I left. He wouldn't allow me to leave without returning with a gift of his own.

He struggled upstairs to get me his personal copy of an anti-aging book he was pouring through. It contained recipes, exercise regimens, before-and-after photos, and product recommendations. From all the side notes he made on the pages I knew this was one of his prized possessions.

Like most of you-I didn't expect anything in return. I wanted to thank him for being an inspiration. A simple acknowledgement would have been enough. I was touched to see him go out of his way to return the favor.

I have always heard it's better to give than receive. It's true. People are overjoyed and much friendlier and happier when they get a gift-especially if it's a surprise. They act like they've just swallowed a Happy Pill.

But is there something more powerful at play?

Let's look at another scenario...

When we were hit with the recent wildfires during October, I had to bail. Charles took me in. I spent the night at his place. It was either there or at the massive Qualcomm Stadium-home of the San Diego Chargers.

Charles later invited me to come back the following week to watch the opening night basketball duel between the Utah Jazz and the Golden State Warriors. I felt an obligation to go. Refusing would have made me appear unappreciative of his earlier favor.

Did I really want to watch the game? Not really. It wasn't high on my priority list. But something inside suggested not to fall from his benevolence.

So what compelled me to comply?

It's the great social equalizer called The Law of Reciprocity. When someone offers you a favor, you feel compelled to return that favor with one of equal or sometimes higher value. It's a powerful law that can exponentially grow your business. It derives its power from the fact that people don't want to be labeled a moocher or a cheapskate. People will go out of their way to protect their precious self-image.

Let's view another example...

Have you ever been invited to sample some new product at your local supermarket? The server behind the cart passes out those bite-sized portions of food on toothpicks. You know those are freebies, and there's really no obligation to buy.

The server asks you a question and you begin a conversation. Then she insists you take another piece. You really don't want to because that might suggest you owe her something in return. But you don't want to appear impolite-so against your better judgment, you help yourself to another sample.

Now she's got you...

You feel a tinge of guilt in your gut. You feel compelled to buy the product even though it wasn't on your shopping list. The server gave you something and you didn't give anything back. Similarly, as is the case in all casinos, the house usually wins.

After repeatedly falling for this technique, you've learned your lesson. You'll switch on your internal force field. Nothing can penetrate through from now on.

When you see another sample cart, your radar starts blipping. You speed up to turn into the next aisle, look the other way to avoid eye contact, or pretend to decide between the tomato or basil pesto sauce.

That's the powerful Law of Reciprocity at work. It doesn't let you go until you give back. You feel an obligation to return the kindness. It almost accuses you of theft if you don't.

Retailers, direct marketers, sales people and even non-profits use the power of reciprocity to conduct their daily business. It stacks the odds in their favor.

Picture the Salvation Army bell ringers. As you exit the store, they smile and wish you a nice day. Even if you opt not to donate eighty percent of the time, they get you for twenty. That's twenty percent that could have stayed in your pocket.

How to apply the Law or Reciprocity in your business with integrity...

Speaker Mary Ellen Drummond gives away complimentary one-hour coaching sessions during her presentations. No strings attached. And she hands everyone a signed copy of her book: Fearless and Flawless Public Speaking. She knows this small investment can grow her business exponentially.

As a business professional, can you put together a gift or a package with a high perceived value that positions prospects to seek you first when they're ready to purchase? Maybe you can offer a phone consultation, a critical how-to report, or something related that solves a problem or adds value to their lives. Using the Law of Reciprocity with integrity in your business can create a constant stream of new customers.

Tommy Yan helps business owners and entrepreneurs make more money through direct response marketing. He publishes Tommy's Tease weekly e-zine to inspire people to succeed in business and personal growth. Get your free subscription today at www.TommyYan.com.

If you're a speaker, trainer, coach, or a consultant-the major challenge you face is connecting with your audience. You talk, shout, or recite your message while they are dreaming about dinner.

Their eyes are glossy, their minds' elsewhere, and their bodies ready to bolt. You don't have a lot of time, so you've got to grab their attention fast. Or else, you'll die wrestling against audience resistance.

But it doesn't have to be this way...

Think Like Dr. Phil and Maximize Your Sales

Find the Pain

Becoming a total solution provider means everybody has a role to play in the process. It's about finding the customer's pain. What are the real rules of engagement with the customer? Make no mistake.... The customer sets those rules and it's really not about what you are selling. It's about what the customer is buying. Let me put it in perspective using an analogy from Tom Winninger - Americas Marketing strategist.

Tom Says - "Think about BMW --- they don't sell cars --- You buy a driving experience."

"Kodak doesn't sell film ------ You buy magic moments - memories."

"Hertz doesn't rent you cars - They get you out of the airport faster."

That's their value proposition ---- what is yours? You have to figure out what the customer is really buying. Understand the following simple concept.

"Perceived value drives customer expectations"

"Performance value drives customer satisfaction"

The higher you raise the customer's perceived value of you as a company --- the closer you come to creating competitive advantage.

Be careful - if you raise expectations too high and can't perform ---- you can shoot yourself in the foot.

Perceived value varies --- it can mean different things to different customers. It depends on what that customer is really buying. It relates to value added and what is in it for the customer. Value added must become not only a common term but it must become engrained in your sales culture. Every decision you make should consider the question WIIFMC? (What's In It for My Customer?) This is the baseline for your value propositions. It's part of the psychology of selling. It's part of acting like Dr. Phil.

How Do You Sell Your Value Proposition?

The first step is to really understand and define your value propositions. Remember, your company has value propositions, your products have value propositions and you personally have value propositions in your relationship with the customer. In defining your value propositions you must maintain your customer at the center of attention and define value in relationship to them.

Next, separate selling from problem solving. Take all of your industry experience and knowledge to understand the customer's needs. Present alternative solutions.

Clarify your value propositions in terms of WIIFTC and let the customer decide.

------------------------------------Think like Dr. Phil.--------------------------------------

Apply your knowledge and experience to the customer's pain as if it his/her company was your company. Ask yourself the following questions to determine if you are ready for and committed to success.

? Can you educate the difference between price and cost? What makes the low price the high cost?

? How committed are you to your industry?

? How well do you know your customers objectives

? How adept are you at identifying pain

? Are you more concerned with your employer's success than their own? Your customer's success?

? How well do you accept personal responsibility for failures?

? Do you know the five largest customers of your customers five largest customers?

? What are the 3 largest sources of pain in your customer's lives?

? What are your customers' key profit and growth drivers?

? What are you doing with that knowledge?

? How would the customer describe your efforts to improve their business?

Focus Has Changed

Focus must now be on planning for the development of customers and increased penetration of current high potential customers. The main responsibility of the sales person is NOT TO INCREASE SALES, but to systematically and consistently increase the number of customers that call you Supplier of Choice (SOC). If you truly practice becoming a total solution provider for your customers, can validate and sell your value propositions, if you can find their pain and make it go away, you will become their SOC. That means you'll always get the first call and the last look. It starts by acting like Dr. Phil and searching for their pain.

A" Player Results and Habits

Professional sales people are always striving for improvement. They gain the majority of their targeted customers' business. They increase market share. Transactions flow through a well-managed relationship that they have established. Their time is focused on growth rather than transactional service.

Professional sales people constantly seek to enhance their selling skills and the knowledge base of the industry they serve. They no longer focus only on product knowledge. They focus on their customers' needs and industry knowledge. They have fine-tuned the basic habits of success:

? The habit of prospecting within the account for growth potential

? The habit of planning

? The habit of using a professionally prepared sales presentation

? The habit of goal-setting

? The habit of record-keeping

? The habit of efficient time control

? The habit of self-development

? The habit of continuous development of their industry knowledge

? The habit of self discipline

Today, salespeople must be problem solvers able to generate solutions for customers in their time of need. That's what being a professional is all about. Therefore, they must possess a great deal of knowledge about their customers' business. Often, they must actually define what those needs are because the customer may not know, nor take the time to explain. Customers want the professional sales person to have the knowledge and intelligence to comprehend and analyze their problems before showing up at the door. Customers will listen and buy from the salesperson that finds the "pain" and takes it away. They want solution providers, not the "coolest technology" with three adjustable speeds.

Act like Dr. Phil and find the pain and make it go away, even if it has nothing to do with your product. It's about being a total solution provider. Today's formula works because it creates competitive advantage. It is the secret to success for the "Sales Force of the Future."

Check out Rick's new CD series and workbook "Unlocking the Secrets to Amazing Sales" @ http://www.ceostrategist.com/resources-store/unlocking-the-secrets-to-amazing-sales-incredible-profits.html It is a must addition for your sales training initiatives. Order today and get a bonus copy of Rick's book "Turning Lone Wolves into Lead Wolves ----56 ideas to maximize sales.

www.ceostrategist.com - Sign up to receive "The Howl" a free monthly newsletter that addresses real world industry issues. - Straight talk about today's issues. Rick Johnson, expert speaker, wholesale distribution's "Leadership Strategist", founder of CEO Strategist, LLC a firm that helps clients create and maintain competitive advantage. Need a speaker for your next event, E-mail rick@ceostrategist.com Don't forget to check out the Lead Wolf Series that can help you put more profit into your business.