May 21, 2013 by Beatrice Stonebanks
When the other person offers an objection, make it a condition of resolving their objection that they make the purchase.
You can also use this approach to make any trade - for example if you want them to watch a promotional video offer a cup of coffee.
Always, by the way, phrase it in the form ‘If I…will you…’ rather than ‘Will you…if I…’. This is because our brains work very quickly and starting with ‘will you’ causes them to begin thinking immediately about objections and they may miss the exchange. On the other hand, starting with ‘If I…’ will cause psychological …
Apr 26, 2013 by Beatrice Stonebanks
Columbo, the 1970’s classic TV detective character, was one of the best closers of all time. While he wasn’t employed as a sales professional, he was a master closer. It wasn’t getting people to sign on the bottom line that made him a great closer, it was his ability to get people to answer questions.
How it works
The classic Columbo close was the line he often used after the suspects thought Columbo was done speaking to them. He would turn and start to walk away, and just when the suspect began to breathe a sigh of relief, Columbo would turn and …
Apr 8, 2013 by Aaron Rubman
Are you having a hard time getting past a prospective clients’ objections? Does it feel like you pass one hurdle only to have another thrown in your way? Rather than getting worn down or giving up from running such a slalom, see if you can straighten the course a little.
The next time someone expresses a reservation, ask if they have any other concerns. After all, you can’t formulate a complete response when you don’t even know all the questions.
Once you have the full list, you can recast yourself from adversary to ally as you work with your prospect to help …
Nov 15, 2012 by Bob Britz
If you knew of a way to protect your business from economic pressures, would you use it?
Cutting expenses is an obvious tool, but the real long-term solution is to focus on increasing profit. So let’s get specific.
For every business, there are five key areas that grow profits. A 5-10% increase in each of these areas can increase revenue by about 40% and profits by over 50%. The five areas are: increasing prospects, turning more prospects into customers, increasing your margins, encouraging customers to return more often and buy more when they do.
“Turning prospects into customers” is a significant goal
“Prospects” are …
Oct 26, 2012 by Beatrice Stonebanks
Perceive yourself as someone who is massively profitable. Don’t focus on money; act like you are already profitable. Structure your systems differently; leverage your time more, not focused on immediate money in the door. Make choices by desire and inspiration. Take on the identity of an 8 figure CEO. Think massive!
You are not attractive when you are trying to make the sale. You won’t say the right things to enroll if you are focusing on the sale. That slightly-off energy will be there.
Receive anything that comes to you with extreme appreciation! Evidence we are on the right path, …
Sep 14, 2012 by Aaron Rubman
Are you doing enough to track your online improvement?
Year-over-year comparisons are one of the more common ways to track business success, but not all online analytic suites are designed to support this approach.
Website (or Blog) Performance – Google Analytics
Google Analytics is great for looking at data year over year. So long as you’re only interested in data from after you installed Google Analytics, you look at traffic statistics over any period of time and compare them against any other period.
This even allows comparison of one website iteration against the next so long as …
Jul 20, 2012 by Beatrice Stonebanks
As a sales person, affirmations should be a part of your daily warm up activity; few things set you up for success more, than being in the right mood!
Albert Einstein said, “Everything is energy and that’s all there is to it. Match the frequency of the reality you want and you cannot help but get that reality. It can be no other way. This is not philosophy. This is physics.”
Listed below are my daily sales affirmations, I change them often and have a different set of ten for each part of my life: relationships, professional development, sales, money, and family, …
May 8, 2012 by Beatrice Stonebanks
I don’t mean sex as in sexuality and being a sex kitten, or a Romeo, while on the job. I mean sex as in gender; there are basic differences between men and women in their brains, and in their buying styles. If you know the differences, you can use them to your advantage.
Men buy, women shop! Facts vs. relationship!
He wants concise factual answers to his questions.
She wants interaction and eye contact.
For a man, no means, you haven’t given him enough information, stick with the facts! …
Apr 3, 2012 by Beatrice Stonebanks
Your website should be an extension of your sales staff. It should help generate and nurture leads by educating prospects, something your salespeople usually do. Like a good salesperson, it shouldn’t just sit around and wait for the phone to ring.
So, are you using your website as an opportunity to solve problems for prospective buyers, or is it a brochure all about you? Are you demonstrating in a clear, honest way how your company and its products and services can ease their pain?
A real website is now the most important tool in your arsenal!
If your website is not helping you …
Mar 6, 2012 by Beatrice Stonebanks
The fact is, consumers are now even more savvy, they can fact-check our products and pricing on the Internet. In most cases they can buy the same products and services elsewhere. Customer service becomes the defining factor.
In a closing keynote I attended at an EMS conference the speaker, Steve Berry, BA, NREMT-P, talked through 3 things needed in the sale of any product or service. Not only do I agree, but also they make for an extraordinary company, one standing out and leading in their sector:
to be technically accurate- know your product or service and all its details
to shower your …