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Will You Add? - 5 Steps to Selling Anything Technical
Issue a Press Release – An oldie, but goodie. The trick is to make sure your press release is a newsworthy event. For example, starting a new newsletter is not necessarily a newsworthy event (but it might in certain niche markets for smaller publications). Issuing a press release about a large donation you are giving, complete with relevant background story might be newsworthy. It all depends on your target audience and the publication(s). Editors pick up press releases if they think there is news for their readers. They do not care about you or your company. Your press release must be framed that way. “What’s in it for me” is very relevant here.Create a Newsworthy Event – Here’s an idea that a local stereo and electronics store did that would qualify for a newsworthy press release: They arranged a “superstition obstacle course” on Friday the 13th in their parking lot, complete with ladders to walk under, a roaming black cat, mirrors to break, umbrellas to open indoors, etc. They called all the local radio stations and invited their morning personalities to come down and take the obstacle course challenge. One radio sta
Step 2: $ervice.
Believe it or not people can see when you are being insincere or just trying to make sale deadlines. The exceptional sales people, the ones we all should strive to be, are the sales people that take pride in not only their company but also their clients and future clients. Offering
After I did my speech at a local Toastmasters meeting, another member came up to me and asked about how to get in touch with pharmaceutical companies. It turns out that she was a nurse at one of Montreal’s largest hospitals and she knew that I had worked in medical sales for many years. She was thinking about a career change after many years working in the hospital as a nurse and wanted to find out about the possibility of a medical sales job for nurses.Of course, I told her that a medical sales job would be a natural career change for her and other nurses. They already know the medical science and anatomy. It’s only a matter of learning selling skills and some pharmacology which drug companies will train on.Since this particular nurse was already a Toastmaster member for two years, her communications skills were pretty good and will get even better as she advances within Toastmasters. She will likely convince drug companies that she does have to communications skills required for a medical sales job. The only thing that she would need to determine is whether she has the aptitude for the sales environment which includes being able to take rejectio
The minute anyone finds out that you’re not only a sales person, but a sales person looking to sell them a product, they scream and run for the hills, don’t they?
How many of you have opened a phone call to a prospective with something like “Hello, I was just wondering if you would like to have your website optimized for the search engines?” If you have, you probably got a very quick “No thank you”, CLICK. Opening a conversation is tough I admit, it’s like sitting at a bar and making eye contact with that really cute someone over there and not knowing what to say to them to get them interested in you. Being too upfront may cost you and you could get the answer everyone seems to fear, “No.” Let’s look at how to get past this.
Step 1: Never ask a yes or no question.
So long as someone knows you’re a sales person and you’re out to take their hard earned money, 90% of the time an automatic “No.” will be the response to any yes or no question. If you ask a question where the prospect can not say just a simple yes or no to then it opens a conversation in a positive light, an example of this would be “Hello, My name is Greg and I am calling from Abalone Designs, I was just looking over your web site and was just curious as to what the main purpose of your web site is?”
Alright you’re in! You didn’t get a quick “No Goodbye!” Instead you got an “Uhhh well I use it to promote our bed and breakfast to potential clients” Perfect, you already know your service is going to be able to help increase their potential for finding more clients. There is now no excuse to why you shouldn’t be able to help your new future client find a service that your company offers.
Step 2: $ervice.
Believe it or not people can see when you are being insincere or just trying to make sale deadlines. The exceptional sales people, the ones we all should strive to be, are the sales people that take pride in not only their company but also their clients and future clients. Offering
When you look at the lifestyles of successful network marketers you can either get very excited or you may feel jealous or upset. Let's take a look at the lifestyles that a few successful network marketers lead.To start with the income that a very successful mlm business can bring its owners is almost obscene. There are people for example that are making over $100,000 a month in one personal development network marketing company. What is really crazy is they are earning that per month in less than 2 years.I know of one long term mlm distributor who has the largest business in Discovery Toys. Her husband and she travel extensively and live in a mountain top home in Aspen, Colorado. How does that sound!This article is more going to be look at what lifestyle you would like to lead. Looking at the success of others is fun, but that and $4 will get you a cup of coffee at Starbucks. I mean who really cares.Many people start a network marketing business of their own for various reasons.1. They need to make more money. A home in Aspen might be your life long dream, but right now how would an extra $200 a month sound. That might be eno
The minute anyone finds out that you’re not only a sales person, but a sales person looking to sell them a product, they scream and run for the hills, don’t they?
How many of you have opened a phone call to a prospective with something like “Hello, I was just wondering if you would like to have your website optimized for the search engines?” If you have, you probably got a very quick “No thank you”, CLICK. Opening a conversation is tough I admit, it’s like sitting at a bar and making eye contact with that really cute someone over there and not knowing what to say to them to get them interested in you. Being too upfront may cost you and you could get the answer everyone seems to fear, “No.” Let’s look at how to get past this.
Step 1: Never ask a yes or no question.
So long as someone knows you’re a sales person and you’re out to take their hard earned money, 90% of the time an automatic “No.” will be the response to any yes or no question. If you ask a question where the prospect can not say just a simple yes or no to then it opens a conversation in a positive light, an example of this would be “Hello, My name is Greg and I am calling from Abalone Designs, I was just looking over your web site and was just curious as to what the main purpose of your web site is?”
Alright you’re in! You didn’t get a quick “No Goodbye!” Instead you got an “Uhhh well I use it to promote our bed and breakfast to potential clients” Perfect, you already know your service is going to be able to help increase their potential for finding more clients. There is now no excuse to why you shouldn’t be able to help your new future client find a service that your company offers.
Step 2: $ervice.
Believe it or not people can see when you are being insincere or just trying to make sale deadlines. The exceptional sales people, the ones we all should strive to be, are the sales people that take pride in not only their company but also their clients and future clients. Offering
Trends in Small Business Management SkillsNew data has shown that the majority of business owner-operators neglect their personal needs and have no plan to exit their business upon retirement. The survey indicates that only 37% of owner-operators have planned for their own exit from the business and only 38% have any form of personal development plan to ensure ongoing career development and satisfaction.64% of SME owners work more than a 40-hour week and only 45% take four weeks holiday each year. While many business owners consider they’re in business for lifestyle reasons, this is clearly not their reality.These insights have emerged from a sample of more than 300 Small to Medium-Sized Enterprises (SMEs) in 32 industries. Respondents have gone to http://www.eyeswideopen.com.au/pages/Quiz where they have completed a 22-point questionnaire that provides them with a snapshot of their own business, how it rates in their industry and compares it with the total sample.Kirrily Dear, Director of ‘Eyes Wide Open’ (a pragmatic business consultancy servicing SMEs) says this survey is different because it addresses the happiness and fulfill
Step 1: Never ask a yes or no question.
So long as someone knows you’re a sales person and you’re out to take their hard earned money, 90% of the time an automatic “No.” will be the response to any yes or no question. If you ask a question where the prospect can not say just a simple yes or no to then it opens a conversation in a positive light, an example of this would be “Hello, My name is Greg and I am calling from Abalone Designs, I was just looking over your web site and was just curious as to what the main purpose of your web site is?”
Alright you’re in! You didn’t get a quick “No Goodbye!” Instead you got an “Uhhh well I use it to promote our bed and breakfast to potential clients” Perfect, you already know your service is going to be able to help increase their potential for finding more clients. There is now no excuse to why you shouldn’t be able to help your new future client find a service that your company offers.
Step 2: $ervice.
Believe it or not people can see when you are being insincere or just trying to make sale deadlines. The exceptional sales people, the ones we all should strive to be, are the sales people that take pride in not only their company but also their clients and future clients. Offering
Running a home business can be one of the most rewarding experiences of ones life. In my case, doing so has allowed me to be my own boss, spend more time with my family, and gain real financial independence. When I look at how much my business has grown over the past few years, I am filled with an immense sense of achievement and satisfaction, which are things I never felt while working 9-5 for someone else.Nevertheless, having my own business is not without its challenges. I quite often have to deal with problems that hardly ever crop up in larger companies. Even something seemingly as basic as making sure my customer service phone line gets answered used to be a logistical nightmare for me -- until I started using a live answering service.Signing up with a live answering service was one of the best business decisions I ever made. By doing so, I immediately gained several real advantages over my competitors. For example, my customers can call the phone number listed on my website and reach a human operator (rather than just a recorded message) at any time of the day or night. The operator has access to a file containing basic information about m
Alright you’re in! You didn’t get a quick “No Goodbye!” Instead you got an “Uhhh well I use it to promote our bed and breakfast to potential clients” Perfect, you already know your service is going to be able to help increase their potential for finding more clients. There is now no excuse to why you shouldn’t be able to help your new future client find a service that your company offers.
Step 2: $ervice.
Believe it or not people can see when you are being insincere or just trying to make sale deadlines. The exceptional sales people, the ones we all should strive to be, are the sales people that take pride in not only their company but also their clients and future clients. Offering
There was one black governor inaugurated this year—Deval Patrick in Massachusetts, only the second in U.S. history. Women are governors in nine states.“As Massachusetts is becoming more diverse, its government lags behind, resembling the population of three or four decades ago,” a Boston Globe editorial observed. “A new study from UMass-Boston of 163 top positions in state government shows that minorities are underrepresented, and the numbers of Latinos and Asian-Americans in particular are shamefully low,”The editorial continues: “The government, and especially its leadership, will not reflect the state’s full diversity without a concentrated effort to recruit talented people from all segments of the population, and to assure them that their contributions are needed and welcome.”Of the top 100 US cities, the minorities have become the majority. They have enormous purchasing power. They’re your customers.Are they your employees?Diversity At WorkI read in the New Yorker recently that "in the 'whitest' state in the nation, L.L Bean hires many Somali refugees living 20 miles away in Lewiston, Maine, to wo
Step 2: $ervice.
Believe it or not people can see when you are being insincere or just trying to make sale deadlines. The exceptional sales people, the ones we all should strive to be, are the sales people that take pride in not only their company but also their clients and future clients. Offering an exceptional service is the way to become a champion at sales. If you want to take one thing away from this article it’s that service is what separates the haves with the have-nots. At Abalone Designs, we pride ourselves in a sales force that finds delight in serving other peoples needs. I recommend you make it a policy for yourself that all your clients and potential clients come first.
First things first, Do what your mother says and treat others how you would like to be treated. Don’t be a pushy sales person. Find out the clients needs and wants and find out how you can best give them exactly what they want. Clients don’t care that you have sales quotas and that your boss is riding your back. In fact if you’re potential client feels that something like that could be a factor or that you say something that reminds them that you are a sales person, unfortunately your time is up and you can kiss the sale good bye. This brings us to our 3rd tip,
Step 3: What not to say.
There are plenty of words and phrases that can cost you a sale. If you remind someone that you are a sales person and not someone trying to give them the best service that you can then once again, kiss that sale good bye. Although there are more sales killing words that I can shake a stick at, I am only going to go over some of the majors.
Cost or price: When people hear cost or price, they automatically think of money coming out from their pocket and into yours. Instead use: investment or total amount. When they hear the word investment they automatically think that their money is going into something that is worth while and will give them a return. The same goes to a monthly payment, use monthly investment or monthly amount.
Buy: No one wants to buy anything in this world; everyone just wants to own it. With the word buy the client thinks of a price and then automatically knows you once again are the evil sales man after their gold. So use the word own. “If you c
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