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The Clock is Ticking on Your Leads
Every day is critical when you are in the business of sales. That lead you receive today could very easily be gone tomorrow. It is very important to act on your lead the very second you get it, not an hour later, or a few days later. The second it is in one hand, the next hand should be dialing the phone. Too often leads and referrals are taken for granted, sales people assume that because someone gave them a lead, that it is exclusive to only them. It is not, at any time one of your competitors can call that person and offer them a better price or a better service. I once worked with a guy in the mortgage industry. He received a lead from someone in his networking group on a Wednesday. He called the lead the very minute he got back to his office, and he was on his way to building a very nice relationship with her. By Thursday the two of them had come to a decision on a rate and product for her home that she was refinancing. Everything was moving along nicely. Or so it seemed. When he called her on Monday to follow up, it turned out that she was working with another loan officer, and would no longer be needing any of my co-worker's services. As it turned out, his customer was at a family reunion over the weekend. While making small talk, she mentioned that she was in the process of refinancing her home. One of her third cousins just so happened to be present at this conversation, and subsequently chimed in when he heard the word refinance. He proceeded to tell her that he was a loan officer and that if she allowed him an opportunity, he could most likely get her a better rate. After some more small talk, she decided that since she was only three days into the process of refinancing with someone else, that it wouldn't hurt to give someone in her family an opportunity to do business with her. So much for my co-workers loan. So keep this in mind the next time you receive a lead. It is not a given. Give your leads the same amount of attention as you would give a customer you worked your tail off to get, or one with a high profile. Keep in mind, every time you make contact with your customer, you are building a rapport with them, and strengthening the relationship you have with them. The more they speak with you the more they will get to know you and trust you. It doesn't matter if the lead is from a friend or a family member. If your customer can get a better deal with someone else, nine times out of ten, they will take the better deal. So call your leads as soon as you get them, give them exemplary customer service, be accessible at all times to answer their questions, and keep things moving. And remember, the clock is ticking on your leads. Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.
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Coaching The Choice between Yes and Yes: A Psychological Revelation Three year old Kara was throwing a tantrum. She did not want to go to bed, of that she was certain. Probe Before You Sell When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. How to Sell a Feeling To be totally in tune with the needs of your customers or prospective customers you have to listen to them. Listen to them it sounds easy enough to do but not everybody gets it right. What you must always bear in mind when you are selling something is that you are not selling an item or object you are selling a feeling. A Great Sales Technique: Be Aware of Sales Myth #5 A myth can best be described as somebody or something whose existence is or was widely believed in, but is in reality fictitious. Based on this description I have created a series of articles entitled: Sales Myths. Here is one of them. Simple Technique for Isolating Objections To isolate any objection quickly you can use this effective and powerful sentence - "Aside from "that" is there anything else?"Here's how it works: You're a water softener salesperson, I'm your prospect. In the qualifying steps of the sales process you have identified a few concerns that I've shared with you:1. Cost 2. Financing 3. Company CredibilityLet's review and address these individuallyYou say: "Teri, you mentioned three areas of concern - cost, financing, and company credibility. Aside from these 3 concerns, is there anything else?"My response: "No."Your response: "Of these three, which is most important to you?"My Response: "Financing."Your response: "When you say financing, could you be more specific?"My response: "I have recently emerged from bankruptcy and am concerned about being approved."Your response: "Aside from bankruptcy, are there any other financial issues?"My response: "No."Your response: "OK, if financing is your primary concern and we can work that out, would you move forward on completing the application process today?"My response: "No."Your response: "Is there a specific reason?"My response: "Yes, I'm concerned about the total cost of the unit."Your response: "When you say the total cost are you referring to the total cost of the unit and interest - or are you referring to the monthly investments?"My response: "The monthly investments."Your response: "Let's talk about what would be comfortable for you on a monthly basis so that I'm in a better position to help you move forward and not only receive the water softener but begin the process of repairing your credit as well."My response: "OK."Your response: "The monthly payment will be determined by three things: The down payment, if any, the term of the financing, and the interest rate. Will you be putting any money down?My response: "No."Your response: "What dollar amount between $100 and $200 per month would you be comfortable with?"My response: "$125.00 would be comfortable."Your response: "OK, if we're in a position to finance you with no money down and payments of $125.00 per month, would you move forward with completing the application while we're together today." My response: "Yes."You're probably wondering what happened to the company credibility issue. It really wasn't a concern at all, as identified when continuing to isolate the real objection - MONEY. Recap: The purpose of this simple, yet powerful sentence ("Aside from "that" is there anything else?"), is to eliminate all objections prior to the "close." Stop Selling! for the Million Dollar Contract During the introduction of the "Stop Selling!" philosophy, we typically use the example of buying shoes to make the participants aware of the infinite number of ways buyers decide on purchasing simple items. 7 Quick and Easy Ways To Multiply Your Sales There are always some great, fast and easy ways to multiply your sales without paying more for extra advertisements. Close More Sales With This Very Simple 3 Step Sales Process. As Financial Services Sales Professional you need to build trust and rapport in order to close more sales. By using a simple 3 Step Sales process you will able to close more sales and earn more commissions. Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar! Yes, it's true. Saying "No" is a great way of getting people to want what you've got even more. The Processionary Caterpillar Syndrome Costs You Sales? Some years ago I read and interesting story that illustrated why many of the sales and service industry professionals that invest their time and money in my personal telephone coaching sessions ( http://www.TheSellingEdge.com/personalCoaching.htm ) have until the coaching sessions have failed to move beyond an intellectual understanding of sound selling principles. Do you have the processionary caterpillar syndrome? 5 Powerful Tips To Persuasion! Having excellent persuasion skills is one of the most important abilities to possess in today's fast-paced world. We all need the support and cooperation of others in helping us reach our own personal goals. The saying that "no man is an Island" is an undeniable truth. 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. 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. Generate Sales with Lead Generation Marketing Tools One of the best projects to undertake as an online marketer is to master the art of generating sales from your warm market contacts. A warm market is simply people who have already been exposed to your business and marketing plan. It can be described as "breaking the ice" with your potential customers. The best way to generate a warm market is with lead generation marketing tools. Being Politically Correct When Selling Can Cost You Sales In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically correct," polite or to look professional, you must ask permission if you want to probe for information. Busting Your Assumptions: Effective Probing Techniques for Sales Professionals Do you find yourself making these kinds of assumptions? Sales: The Secrets Of Super Salesmanship Exposed Most people tremble when they hear the word "sales". Need A Sales Boost Try These! The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don't like the telephone and don't use it effectively. In order to become more proficient using the telephone, you need to follow some basic guidelines and then practice, practice and then practice some more. 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. Sales Lessons from Bob Vila There's more to what he does than meets the eye
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