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Will You Add? - More Questions - More Sales
A crucial concept in marketing (as is in life) is that of delayed gratification.Stick with me for a moment through a general discussion of this behavior, and it will become obvious how it applies to your marketing.The ability to wait for rewards is a classic characteristic of anyone who is going to be successful. In fact, psychologists have identified this ability as the key indicator of a child’s future success. Because rewards do not always come instantly, people who learn to work hard, or invest their time and wait for payment, recognition, or some other form of ''gratification'' are the ones who will achieve the most in life.Often, of course, the longer the delay, the greater the reward. A worker who spends the day''s pay getting too drunk to return to work the next day will never become a doctor or lawyer.The opposite is the need for instant gratification, which is practically a definition of immaturity. I-want-what-I-want-and-I-want-it-now behavior is no
Later, one of the reps emailed me this message, “By using the questioning techniques, I have gained more information than I ever thought possible. The information seemed to flow out of the prospects when I applied the questioning techniques .
A well-thought-out benefits package understands an employee's needs and also keeps in mind the employer's objectives. In prevailing market conditions, a competitive benefits package can serve as a nice recruitment tool and also act as an effective tool for employee retention.Basic benefit plans for employees include healthcare, retirement, holiday pay and paid vacation time. There are in-depth plans that cover things like flexible spending and day care.Many employers are now offering “cafeteria plans” in which employees can choose from a menu and level of benefits. In most cases, these plans are funded by both the employees and the employers, and benefit both of them.Healthcare insurance covers reimbursement for a number of things: medical fees, eye examinations, dental work, prescription drugs, hospital services, surgery, false teeth, x-rays, weight loss programs, and so on. Such a package follows either of these two plans, a Health Reimbursement Arrangement (HRA) o
Part of that process includes an effective questioning strategy to uncover needs and discover motives. There are numerous strategies that can be applied to the questioning process, but I have found the most effective strategy to be what I call the Moses Questioning Strategy. There were seven questions Moses wanted answered before they crossed the Jordan and invaded Canaan. The implications of the questions are far-reaching, and application to the selling process is remarkable.
Just recently I had the opportunity to customize our training program for a $9 million service company in the Akron, Ohio area. At first the response to the questioning sequence was hesitant, but as we worked through it, the lights came on and there was 100% buy-in from the sales team and management.
Later, one of the reps emailed me this message, “By using the questioning techniques, I have gained more information than I ever thought possible. The information seemed to flow out of the prospects when I applied the questioning techniques .
We are seeing a drying up of consumer dollars in our markets. But remember the dollar is only an instrument of trade; it is merely a leveling point for evaluation. The dollar creates intrinsic value in everything we desire based on the value we and everyone else in a market sector places on that item in relation to a predetermined unit price of a fixed and stable instrument. So whereas the dollars in the market become scarce, as a small businessperson why not simply revert to other methods of commerce.If you go all the way back to basics the first way to conduct business is by trading. You should be trading as much as you can when the dynamics of the availability of the instrument are taken from the equation. Let us face it as a small businessperson, who needs dollars except to pay certain bills such as mortgages, car payments, etc. everything else can be traded. In my company our franchisees clean cars, so if the bottom falls out of the market they can trade for just about everyt
Part of that process includes an effective questioning strategy to uncover needs and discover motives. There are numerous strategies that can be applied to the questioning process, but I have found the most effective strategy to be what I call the Moses Questioning Strategy. There were seven questions Moses wanted answered before they crossed the Jordan and invaded Canaan. The implications of the questions are far-reaching, and application to the selling process is remarkable.
Just recently I had the opportunity to customize our training program for a $9 million service company in the Akron, Ohio area. At first the response to the questioning sequence was hesitant, but as we worked through it, the lights came on and there was 100% buy-in from the sales team and management.
Later, one of the reps emailed me this message, “By using the questioning techniques, I have gained more information than I ever thought possible. The information seemed to flow out of the prospects when I applied the questioning techniques .
One high-impact, cost-effective way of spreading your company's sales message is through outdoor advertising. One of the best sales strategies, billboard advertising has increased in popularity over the past few years. The Outdoor Advertising Association of America has estimated that most businesses in the United States have spent more $5.6 billion on outdoor and billboard advertising in the year 2006. Ever since, there has been a constant increase in the number of businesses using outdoor billboard advertising to market their products and services.If you are wondering how much it costs and if the costs are worth the money, you can be rest assured that billboard advertising is your best advertising bet. Using billboards to advertise your goods and services is a smart move, and the cost of putting up a billboard advertisement is much less than what you would expect.There are several reasons for the recent rise in billboard advertising, of which cost effectiveness plays a big
Just recently I had the opportunity to customize our training program for a $9 million service company in the Akron, Ohio area. At first the response to the questioning sequence was hesitant, but as we worked through it, the lights came on and there was 100% buy-in from the sales team and management.
Later, one of the reps emailed me this message, “By using the questioning techniques, I have gained more information than I ever thought possible. The information seemed to flow out of the prospects when I applied the questioning techniques .
I recently surveyed CEOs and Business Leaders of large companies and small, profit and not-for-profit, and I asked just them just one question: 'What is the single biggest factor that you believe will inhibit your sustained profitable growth into the future?’ A, perhaps, surprising 37% responded that it was people - the recruitment, motivation and retention of people that was the biggest factor.So let’s address the first one - recruitment.I see many, many businesses through a year from the very smallest through to the largest corporate and I am simply amazed how many people still use 'traditional' methods to recruit - maybe a couple of interviews, nothing more – together with a great reliance on the content of the CV and on references.You may know that the generally accepted wisdom is that by using these methods you are likely to get it right just 2 times in 5 ie. a 60% failure rate!Is there anywhere else in our businesses where we would accept that degree
Just recently I had the opportunity to customize our training program for a $9 million service company in the Akron, Ohio area. At first the response to the questioning sequence was hesitant, but as we worked through it, the lights came on and there was 100% buy-in from the sales team and management.
Later, one of the reps emailed me this message, “By using the questioning techniques, I have gained more information than I ever thought possible. The information seemed to flow out of the prospects when I applied the questioning techniques .
Are you bitter that your network isn’t producing results? Angry that the people you’ve been networking with isn’t sending business your way? Tired of working long hours on your business only to see your bank account almost empty and your bills piling up?The problem lies with you – yes, you. You have been giving too much away for too long and you’re now attracting brokeback entrepreneurs.Who’s a brokeback entrepreneur? This is someone who operates using a frugal mentality, but refuses to spend any money to operate their business.You’re a smart entrepreneur with an awesome product or great services. However, the only way you can start to reap the financial rewards you deserve is to rid your life of these brokeback entrepreneurs.First, you need to spot them. Then, you need a strategy to avoid them, or if they’re infiltrating your life already, you need a plan to get rid of them. Here are my 7 tips based on what my friends tell me.Brokebac
Later, one of the reps emailed me this message, “By using the questioning techniques, I have gained more information than I ever thought possible. The information seemed to flow out of the prospects when I applied the questioning techniques . . . After two days of training, the techniques are already paying dividends and I have tremendous expectations.”
What most sales people need is better information gathering skills, not better presentation or closing skills. When you are armed with the right information, you can more effectively match your product or service to the need of the potential client and closing the sale is a natural outcome.
The Awkward Close
Do you want to know why closing the sale is such an awkward and difficult thing for most sales people? It’s because they haven’t earned the right to close the sale! How do most sales training programs respond to poor closing ratios? By teaching the “weak closers” another series of strong arm, manipulative techniques meant to arm wrestle an uncertain and unprepared prospect into submission. This is foolishness at best and without doubt unbiblical!
Do you want to know how to get your salespeople comfortable with closing sales - lots of sales? They must learn to listen. To be a good listener, they must learn to question. To be a good questioner, they need a proven model.
The Strategy that Works
The proven model is the Moses
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