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Will You Add? - Sales Techniques to STOP Using If You Want to Sell More
Why is it that although most of us know to write we hate doing our own resume? I think it goes back to unhappy writing experiences at school or college. Most of us resented the discipline needed to create good writing. We wanted writing to be like conversation. We didn't like proof reading for errors and editing to gain clarity.Although there is a 5 per cent group who naturally love writing,like public speaking most of us would prefer if someo
When you think about your competitors, what goes on in your mind? Do you think about besting their advertising or prices? Do you think about that competitive analysis you did when trying to determine whether your business would be viable? Or do you think about your employees?But your employees aren't your competition, you say? True. But the companies that used to employ them are … they are your competition for skilled employees. Just because a
Why "Feel, Felt, Found" is a Foolish Thing to Say
The essence of every sales call is to complete three basic tasks: 1) help your prospect identify a situation in need of their immediate attention; 2) prove you're the solution they need; and 3) secure their commitment.
Let's focus on the first task.
Here's a common situation sales professionals encounter: Let's say you're a financial services sales professional. You're meeting with a prospective financial planning client and as you're asking some basic fact-finding questions, your prospect reveals that they are worried about their retirement. There are only three ways you can respond to their statement, you can normali
Journal1. Is the book of prime entry.2. As soon as transaction originates it is recorded in journal3. Transactions are recorded in order of occurrence i.e. strictly in order of dates.4. Narration (brief description) is written for each entry.5. Ledger folio is written6. Relevant information cannot be ascertained readily e.g. cash in hand can't be found out easily.7. Final accounts can'
Why "Feel, Felt, Found" is a Foolish Thing to Say
The essence of every sales call is to complete three basic tasks: 1) help your prospect identify a situation in need of their immediate attention; 2) prove you're the solution they need; and 3) secure their commitment.
Let's focus on the first task.
Here's a common situation sales professionals encounter: Let's say you're a financial services sales professional. You're meeting with a prospective financial planning client and as you're asking some basic fact-finding questions, your prospect reveals that they are worried about their retirement. There are only three ways you can respond to their statement, you can normali
How much time and effort does it take to locate a prospect, get past the secretary barrier, catch the guy at his desk, arrange an appointment, travel to see him / her, fact-find, draw up a proposal, present it, deal with objections. . . ?A week, a month, a year?Whichever, it's a lot. And if you don't close the sale, what do you get out of it apart from a deep desire to drink all the beer on the planet and throw the telly off the balcony
The essence of every sales call is to complete three basic tasks: 1) help your prospect identify a situation in need of their immediate attention; 2) prove you're the solution they need; and 3) secure their commitment.
Let's focus on the first task.
Here's a common situation sales professionals encounter: Let's say you're a financial services sales professional. You're meeting with a prospective financial planning client and as you're asking some basic fact-finding questions, your prospect reveals that they are worried about their retirement. There are only three ways you can respond to their statement, you can normali
Wire EDM machines have become very popular in the manufacturing sector and have been very significant in the growth of the tooling and dying industry. A number of manufactures, mainly from China and Taiwan, have come up with quality wire EDM machines.All these leading companies have hosted their websites on the Internet, which provide with all information on the company products. The websites give detailed information of the products, includin
Let's focus on the first task.
Here's a common situation sales professionals encounter: Let's say you're a financial services sales professional. You're meeting with a prospective financial planning client and as you're asking some basic fact-finding questions, your prospect reveals that they are worried about their retirement. There are only three ways you can respond to their statement, you can normali
To become a dentist, an individual must go to a medical college like regular medicine students and specialize in dentistry. Dentistry is the science that deals with the prevention and cure of diseases and ailments related to the teeth and mouth. However, many people who educate themselves in dentistry think that they can only practice as a dentist. However, there is a whole range of opportunities in this field. Dentistry has a variety of jobs within
Traditional selling strategies would recommend that you take the edge off of the prospect's worries and connect yourself more strongly to your prospect by using the "Feel, Felt, Found" technique. You've all heard it, probably even SAID it, before: "I understand exactly how you feel. Many of my clients felt the same way. But by working with us, they found the answers to their greatest concerns."
So what's wrong with that?
If you say that, or anything to the effect of, "Everyone is concerned about their retirement" or, "That's what we hear people tell us every day" or even, "You've certainly come to the right place." you're normalizing what your prospect is experiencing. Stop and think about it: You're actually telling them that their situation ISN'T as unique as they thought it was, that you deal with similar situa
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