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Atricle Dump - How To Break Every Sales Record In Your Company
The success of a business plan stands or falls on its ability to get potential investors to take a moment to read it. Nothing works better for doing this than well-written headlines designed to interrupt and engage investors. Here are five fundamental rules for writing and incorporating headlines into your business plan.More important than anything else, try to get investors’ self-interests into every headline you write. Make your headlines suggest to investors that there is something about your business plan or venture they want. This rule seems so obvious. Yet, absent omitting headlines entirely, it is the rule most often violated. Replace overused one word headings like "Company", "Products", "Market", Financials" with headlines that appeal to investors’ self-interests like making money, protecting their investment, or building trust.Be sure to get news worthy information like new products, new uses
To qualify, follow these proven steps:
1. Define your ideal customer. What would your perfect prospect look, feel, believe, say, and say? Obviously, they would have the power and money to purchase your product or service. Get as specific as possible, because you can only target your best opportunities if you kn
Companies thrive on promotion. Most companies have their people on staff whose soul purpose is to crate promotions and promotional rewards.These promotional rewards are similar to customer incentives in that they are trying to sell products to both new and loyal customer. But unlike some incentive programs which can sometimes take weeks, months, and in some cases even years to implement promotional incentives are designed to give a product an immediate boost in sales.Grocery stores are probably the best example of an ongoing promotional incentive program. On Saturday’s they open their doors to food distributors who haul in tables, chairs, and boxes of toothpicks. These food hawkers set up mini stations in the middle of the aisle ways, and beam proudly as they hand out free samples of food.The same grocery stores will set up points of purchase displays in the middle of the store promoting some item or other. They pin nut
But, if you're like me, you've given plenty. Among my favorite are the following:
"I only get bad leads."
"I don't have enough time."
"I can't make someone do something."
"I'm having a bad month."
Most of the time we use excuses in place of well-honed technique. Instead of putting in the energy to master the basics of sales, and constantly improve, we would rather invent another creative reason of why every force in the world is against us meeting our quota.
Here's a secret....(it's a freebie, so no need to send money)...the number one reason why salespeople lose sales is....
THEM.
Yes, salespeople sabotages themselves all the time. Just to prove it to you, think of the last time you visited your favorite retail store. Did an employee rush up to you and ask, "Can I help you with anything?"
Of course they did. They do it every time. Why? Because some well-meaning executive demands they assault every customer with this question. Why? Because it works, but only sometimes. Most people spit back an automatic response of, "No. Just looking." This brief conversation happens so frequently that most of us don't even have to think about it.
What does this have to do with breaking sales records?
Oh, only everything.
To break every sales record in your company, you have to master three areas of your sales process:
1. Qualifying 2. Questioning 3. Reversing
I'll assume you're familiar with the first two areas. So let's jump right in, shall we?
Qualifying: Selling to people most likely to buy
It's my firm belief that most salespeople waste time with people who won't buy, can't buy or might buy in the future. If you want to break records (and you wouldn't be reading this otherwise) you must decide right here, right now that you will never trade time for nothing. You must promise yourself and your family that you will pro actively and strategically sell only to those prospects with the highest probability of saying yes.
How do you identify these prospects? By mastering the art of qualifying. In essence, this area blends into the questioning area. However, to achieve the level of success you desire, it's important that you separate the two areas in your mind. Qualifying well is the first step towards breaking sales records.
To qualify, follow these proven steps:
1. Define your ideal customer. What would your perfect prospect look, feel, believe, say, and say? Obviously, they would have the power and money to purchase your product or service. Get as specific as possible, because you can only target your best opportunities if you kno
Attorneys slowly started advertising on TV way back in the 70's. Before then it was considered unethical for a practicing attorney to advertise his services on television. Since then lawyer advertising has grown with leaps and bounds. Every US television market has personal injury, bankruptcy and social security lawyers advertising plus many others. Why are all these lawyers advertising on television? The answer is really simple, because it works!The question asked is, why do attorneys need to advertise on TV? The most logical answer would be competition. If you're an attorney and want to represent accident victims you'll have some tough competition getting their business. Just take a look at your local phone directory to get an idea of how many lawyers are advertising personal injury representations, its astronomical! In larger metropolitan cities personal injury lawyers can literally spend thousands per month on yellow page
THEM.
Yes, salespeople sabotages themselves all the time. Just to prove it to you, think of the last time you visited your favorite retail store. Did an employee rush up to you and ask, "Can I help you with anything?"
Of course they did. They do it every time. Why? Because some well-meaning executive demands they assault every customer with this question. Why? Because it works, but only sometimes. Most people spit back an automatic response of, "No. Just looking." This brief conversation happens so frequently that most of us don't even have to think about it.
What does this have to do with breaking sales records?
Oh, only everything.
To break every sales record in your company, you have to master three areas of your sales process:
1. Qualifying 2. Questioning 3. Reversing
I'll assume you're familiar with the first two areas. So let's jump right in, shall we?
Qualifying: Selling to people most likely to buy
It's my firm belief that most salespeople waste time with people who won't buy, can't buy or might buy in the future. If you want to break records (and you wouldn't be reading this otherwise) you must decide right here, right now that you will never trade time for nothing. You must promise yourself and your family that you will pro actively and strategically sell only to those prospects with the highest probability of saying yes.
How do you identify these prospects? By mastering the art of qualifying. In essence, this area blends into the questioning area. However, to achieve the level of success you desire, it's important that you separate the two areas in your mind. Qualifying well is the first step towards breaking sales records.
To qualify, follow these proven steps:
1. Define your ideal customer. What would your perfect prospect look, feel, believe, say, and say? Obviously, they would have the power and money to purchase your product or service. Get as specific as possible, because you can only target your best opportunities if you kn
IT marketing requires effective copywriting in order to get your prospects to the next step. In this article, you'll learn some tips on how to maximize the impact of your IT marketing materials.Long sales copy is fine if you're writing a letter as long as it's a compelling read. In fact, you can go on for several pages. Also include endorsements and testimonials.Never use jargon. Stay away from anything that even remotely resembles IT speak. Make sure it's got a strong business focus because, in almost all cases, with small businesses, that's who you're mailing to; a business owner or business manager.Show that your business has a satisfaction guarantee.Look for a way to personalize it as much as possible. If you have a common connection there, make sure that's very high up on the letter so they know that.Don't Let Your IT Marketing Materials End Up in the Circular FileA big percentage of the popul
What does this have to do with breaking sales records?
Oh, only everything.
To break every sales record in your company, you have to master three areas of your sales process:
1. Qualifying 2. Questioning 3. Reversing
I'll assume you're familiar with the first two areas. So let's jump right in, shall we?
Qualifying: Selling to people most likely to buy
It's my firm belief that most salespeople waste time with people who won't buy, can't buy or might buy in the future. If you want to break records (and you wouldn't be reading this otherwise) you must decide right here, right now that you will never trade time for nothing. You must promise yourself and your family that you will pro actively and strategically sell only to those prospects with the highest probability of saying yes.
How do you identify these prospects? By mastering the art of qualifying. In essence, this area blends into the questioning area. However, to achieve the level of success you desire, it's important that you separate the two areas in your mind. Qualifying well is the first step towards breaking sales records.
To qualify, follow these proven steps:
1. Define your ideal customer. What would your perfect prospect look, feel, believe, say, and say? Obviously, they would have the power and money to purchase your product or service. Get as specific as possible, because you can only target your best opportunities if you kn
Words in any language are meant to communicate meaning. Communication, in itself, is full of processes which can derail the intended communication. Words which are spoken or written by one person become distorted and filtered by the receiver. The filters the communication receiver uses are based on elements such as their upbringing, their mood and the sender's body language.However, when the words that the sender uses have become so overused in the vernacular that they assume the role of a label or a brand, the problems in communication multiply ten fold or more.A brand is in the eye of the beholder. Proof of this is in the following short test. Ask a person what is in a box labelled with three letters from the alphabet, for example, "XYZ". There is general confusion as the only answers are something related to size. Ask the same person what is in a box with three other letters, this time "IBM" and the answers are much more sp
It's my firm belief that most salespeople waste time with people who won't buy, can't buy or might buy in the future. If you want to break records (and you wouldn't be reading this otherwise) you must decide right here, right now that you will never trade time for nothing. You must promise yourself and your family that you will pro actively and strategically sell only to those prospects with the highest probability of saying yes.
How do you identify these prospects? By mastering the art of qualifying. In essence, this area blends into the questioning area. However, to achieve the level of success you desire, it's important that you separate the two areas in your mind. Qualifying well is the first step towards breaking sales records.
To qualify, follow these proven steps:
1. Define your ideal customer. What would your perfect prospect look, feel, believe, say, and say? Obviously, they would have the power and money to purchase your product or service. Get as specific as possible, because you can only target your best opportunities if you kn
Publicity is an important and often overlooked tool of creative selling; and a more cost-effective way of reaching your target audience than advertising. With the inherent third-party endorsement of the media implied in every editorial story, a news or feature article in a newspaper, magazine, or on television or radio, is an infinitely more credibly-perceived communications message than an ad or commercial. Publicists less frequently are favored with hard news stories. They are more often tasked with getting “softer” news and feature stories on-air or in print. Here are some techniques involving creative conceptualization and application – what I call CREATIVE FORMATTING – and they work very effectively when carefully thought-through and constructed.1 - Use News to Make News.When you prepare a press release or pitch letter, keep the following editorial criteria in mind: * Relevance (how valid and appropriate is this s
To qualify, follow these proven steps:
1. Define your ideal customer. What would your perfect prospect look, feel, believe, say, and say? Obviously, they would have the power and money to purchase your product or service. Get as specific as possible, because you can only target your best opportunities if you know how to spot them. Go ahead. Take a minute and write it down. For example, for a furniture salesperson, the ideal customer might be someone with a need for new furniture, with the money and decision power to make a purchase immediately. In the best circumstance, this person would be looking for the type of furniture the salesperson can offer, and want to make a buying decision as soon as possible.
2. Develop a series of qualifying questions to identify this ideal customer. The furniture salesperson might ask: "What type of furniture are you looking for?" "When do you need it?" "Is there anyone else who needs to approve of this item before you make a decision?" And so on. You get the picture. I can't over emphasize the important of this area in dramatically increasing your closing ratio.
3. Spend most of your time selling to your most likely customers (and their referrals, of course). Manage your day and your schedule by these prospects. Chase the other, less likely prospects, but only after you have serviced the top priority clients.
Master the Art of Questions
To a seasoned salesperson, that this area is vital is no surprise. However, most salespeople, even highly paid ones, still stumble occasionally with questions. Questions direct the minds of your customers and keep you in control. In order to break sales records, you need to be able to do both naturally. Interested? I thought so.
When designing a set of questions for your most likely customers, keep the following in mind:
1. Each question should lead the prospect towards a "Yes" 2. Use Questions to find out what you have in common with the prospect (comment on anything that makes you "Like" the other person: hobbies, life experiences, family, challenges, etc). 3. Ask questions to uncover your prospects problems, pains, challenges and fears 4. Ask open-ended questions that let your customer tell all about themselves and their problems. 5. Ask "yes" or "no" questions only if you know what the most likely response will be. Try to set up your customer to say, "YES" as often as possible during the questioning phase of the presentation. 6. Ask q
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