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| Sales Training Information |
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Prospecting: Not A Wild Goose Chase... Its A HUNT
Prospecting for future customers can be fun if you approach it the right way. It is not a wild goose chase; it is a wild goose HUNT. Cold prospecting requires you to start from nothing and end up with the name and contact information of the person who can say "yes" to you. If you are in a situation where you have to use cold prospecting as a way to generate sales, you should go in fully prepared. Your goose hunting gear includes both research and creativity. In order to sell your product to a business, you must first find out who the real decision maker is. This is the fun part. You should start your research on the internet. It is amazing how much you can find out about a person or a company with Google. Typically, if the business is public, you will find all the information that you need to know on their annual reports. If the company is not a public one, or you simply are not having much luck with their financial statements, then you should look for company press releases. As a matter of fact, before you start all of this digging, try their homepage. Between all of these different methods you will come up with a name and some form of contact information. Contact information does not need to include their direct phone line (good luck getting that). There are four acceptable means of contacting your future customers email, snail mail, fax, and telephone. Gather as much information as you can. In order to gather enough information you will also need to be creative. This part is more fun than the first part. There are no bounds when trying to engage your future customer and trying to reach the coveted next step the appointment. Don't shy away because you feel that your methods might be 'unprofessional.' Salespeople worry too much about professionalism. Instead, you should try and have fun. By having fun and being creative you will not only enjoy yourself, you will get your future customer to smile. Now that is something that your competition was certainly NOT able to do. The best way to get your creative juices flowing is to write down what your objective is. Your objective could be to get the email address of the decision maker. With that in mind, think about all the different ways to get an email address. Start by calling and asking for it. If it sounds too simple, then you obviously have not tried it before. No luck calling, then stop in. If you expertly prepare for a cold call visit, you'll be able to have a hand delivered note to the decision maker accompanying your information. You do not just want to leave you information; you want to get to know the gatekeeper on a first name basis, and ask him/her for the decision maker's business card. This will go smoothly due to the fact that you are already walking in the door with their name. (You should also try and see the decision maker right then on the spot.) Now you have their business card and you are on a first name basis with the gatekeeper. You are now prepared to expertly engage the decision maker and move on to the next step getting the appointment. When you are prospecting you need to have the guts to try something new. What do you have to lose? You did not even know their name before. Have some fun and be creative. If you sound like a salesperson, then you are doing something wrong and chances are you aren't having any fun. Tom Richard is the author of Smart Sales People Don't Advertise: 10 Ways To Outsmart Your Competition With Guerilla Marketing To view this book, or to join Tom's weekly ezine, visit http://www.tomrichard.com/
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Coaching Elearning Is Dead - Long Live Blended Learning! There is little doubt that eLearning has not achieved the success it promised some ten years ago, even though the primary benefits in terms of cost and flexibility remains extremely attractive. Some of the mistakes that have been made are: Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast. Implement these smart sales marketing secrets and you'll be capable of selling any product fast. How To Master the Art of Super Salesmanship Mastering the "art of selling" is simply knowing how to present whatever it is that you are selling, to the buyer in such a manner that he feels buying it from you will solve his problems or fulfill his dreams. Selling online is really no different than selling in person, face to face with your prospect. Really, it's just a way of making sales calls more efficiently and economically. You've got to get his attention - you've got to appeal to his interests -you've got to make him understand how his purchase of your product will benefit him and finally, you've got to close the sale by causing him to reach into his wallet for money or to write out a check for whatever it is you are selling. Remember, in essence, even though the method of selling is the Internet, it's the same as if you were knocking on his front door. Thus it's very important that your material look its best. Make your website look professional and successful. The opening encounter with the prospect affects the success of the presentation and whether or not a sale is ultimately closed. Once he's gotten the website opened and is looking at your presentation, you've got to carry over that image of professionalism and success -Make him feel comfortable -Be friendly and believable. -Stimulate his interest in whatever you are selling by appealing to one of his basic wants, needs or problems with a solution. Don't waste his time with a long and/or complicated dissertation. >BR>The most important thing you want to do is to create within your fulfillment he'll have as a result of buying from you. Stimulate his imagination, and explain to him how he can use whatever you are selling to his advantage. Finally, and most importantly, make it as simple and as easy as possible for your prospect to buy from you. Don't force him to read a long, drawn out sales agreement or contract. Just make your presentation, explain how purchasing from you will solve his problems or fulfill his dreams, paint a word picture that allows him to see himself with your product and his problems solved or his dreams fulfilled, and then direct the buyer to your order page on your website. Too many sales presentations begin with some sort of story about the seller Hello there, I'm writing to you from the beautiful beaches of Waikiki; or after a hundred years of research I've found the fountain of youth; even some such tripe as dear friend - you may not know me but I'm now a millionaire... When you put your sales presentation on paper - when you are trying to sell something by mail or online - appeal to the basic wants, needs or problems of your prospect. He or she wants only to satisfy his or her problems - not read about who or where you are or what you've done -just ask them if they'd like to know how to make their tires on their car last 10 years or more (or whatever the benefit of your product is) Above all else, remember that people's wants, needs and problems are changing constantly - and that people are learning all the time meaning that you must constantly be up-to-date with what you are selling, and always be improving your sales presentation. May be reprinted and redistributed freely as long as the resource box remains intact. To show my appreciation to the people that use my article, I run a free solo ad to my ezine list. Once I receive confirmation of the url or a copy of the ezine that the article was used in, I will run your solo ad. Send the url or ezine copy to pnewsletter2004@yahoo.com*************************************************************DeAnna publishes the biweekly ezine Prospecting and Presents. How One Simple Concept Can Increase Your Sales We all want to belong. As humans we feel the need to fit in somewhere, anywhere. I call it the "herd mentality"... we tend to follow what everyone else is doing. Reaching Goals in Direct Sales From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them. 8 Sales Lead Generation Methods I've been getting lots of email from my readers lately. And one thing that I hear often is that people need more sales leads. Do You Know the Emotion Behind the Objection? Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn't want to buy from you, ask yourself the following questions. 10 Boundless Ways To Anchor Down More Sales 1. Multiply your marketing and advertising efforts on the Internet. You can accomplish this by starting an affiliate program or using viral marketing. Sales: The Secrets Of Super Salesmanship Exposed Most people tremble when they hear the word "sales". 4 Easy Ways to Boost Your Sales Here are 4 easy ways you can boost your sales for little or no new expense ...and without making major changes in your selling process. Sales Skills are Life Skills I love the art of selling. LOVE IT. When I first entered the field of sales, the one thing I quickly grew to appreciate was the fact that anything I did to increase my ability in selling also increased my ability in life. Sales skills are life skills. Ten Ways to Super Charge Your Sales 1. Add a no-fee interactive game to your web site. You couldhire someone to create it. You want to make the game relatedto the theme of your web site. In the case of our web site-- the Abundance Center -- the theme, abundance, could be agame on how to find abundance. The Multiplying Factor In Sales Success Mark has an attitude! Mark had worked in an operational capacity in the plant of a mid-western uniform company for over eighteen years. He had held almost every job in the production end of the business, from janitor to purchasing. One morning the owner of the company called Mark into his office to discuss a new job assignment. Mark was floored when the boss asked him to become the company's sales manager and take over the marketing department, which included the areas of sales and service. Mark had never sold before, nor had he managed more than a couple of people in his operational assignments. Now he was being asked by the owner of the laundry, at my recommendation, to supervise a sales team of three people, a route sales staff of nine and three service managers. My recommendation was primarily based on my observations of Mark as he gave me a plant tour a year earlier, as I started my engagement with this client. How Business Coaches Avoid the Yearly Training Feeding Frenzy What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I did not have any training needs and now I have a shed-load of them? Focus On The Customer: The Only Secret To Closing People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer. Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever! 1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients are what is to be watched, monitored and known inside and out. Ask them questions about your service quality and listen by responding to their answers. They will continue to be your loyal client when they know you hear them and care. Your Business Approach Can Make or Break a Business Deal Every sales presentation should start with the approach, or introduction. Your approach should be a well-defined statement that can be easily adjusted for any situation. Although getting the prospect's attention brings fear into the hearts of some people, generally, it is not a difficult thing to do. But it can be easily lost with drawn-out, unnecessary chitchat. Value Add Negotiating for Sales Professionals Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel shot and grit, and other products for the mill's laboratories. Unfortunately, you are usually able to obtain only about 30% of this business. Customers - Always be Focused on Them I was looking at some promotional literature and web sites the other day and it was interesting to note the number of times the words - "We" and "Our" was used in this material. Attitude Insurance Everyone knows the importance of having a positive attitude, especially in the health insurance industry. Even negative people say that they have a positive attitude.
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