Win - Win - What it Really Means and How it Can Help You Become a Better Salesperson?
The concept of 'Win / Win' is not new. It is a timeless principle that has stood the test of time. But even today in the 21st century, many salespeople ignore it (to their peril). But firstly, some background. Stephen Covey wrote a classic business best seller called 'The Seven Habits of Highly Effective People' in 1989. One of the habits is Think Win / Win. In the book, Covey talks about how there are two fundamental views of the world when it relates to resources. One view is based on the concept of scarcity. In essence, if you get something, then I lose out. This view of the world is based primarily on the emotion of fear.
Car Sales 101 - A Case Study
The time had come for my wife to get a new vehicle. Let's take a look at the good, bad and ugly of her experiences. What occurred during her visits is a microcosm of what happens in automobile dealerships every day. My wife decided to look at several different vehicle options. She visited three dealerships to look at vehicles. At two of the three, the sales people seemed to ignore her as she looked at vehicles on the lot. Maybe it was because my wife had just been at the gym and had gym clothes and a sweatshirt on - Mistake No. 1. At two of the dealerships, the sales person never asked my wife's name - Mistake No.
The Six Pillars of Persuasion Knowledge That Could Save Your Pocketbook
Have you ever purchased something and then immediately realized you wish you hadn't, or tried to figure out how that salesperson at the store or door got you to purchase something you never really wanted in the first place? This recently happened to a friend of mine named John. You see, he recently got his carpets cleaned for free. After having hung up the phone and trying to figure out what he got himself into when he signed for the free carpet cleaning he knew something was up because one never gets something for free, not from a total stranger anyway. Those nagging doubts were nothing compared to the regretted purchase of a $2, 000 vacuum that left him scratching his head thinking.
Your Customers First Impression Could Be Your Parking Lot
A client's first impression of your business or organization occurs before even stepping within the walls of your office. Take a look outside. The maintenance of your parking lot, drop-off area, and any through ways has an immediate impact upon prospective patrons. A clean and well-marked parking lot provides a sense of comfort and safety, preparing customers for a similar experience indoors. Whether you are designing a new parking lot or refurbishing an old one, consider the newest innovation in traffic safety: rubber. Rubber is a highly effective alternative to standard concrete curbs and speed bumps, not to mention a solution both economically and environmentally friendly.
The Number One Currency in Sales
To me F.E.A.R. as defined as False Evidence Appearing Real. To close big deals, and large clients, especially in turbulent or uncertain times is all about taking the F.E.A.R out of saying yes. Often the prospect has a dozen good reasons why they should do business with you, they even admit it, but still no deal. There's a hesitance, a pause, then more questions, a couple stalls and more meetings hesitations and stalls. Often it's an undefined sense of uncertainty. It's emotional intuitive issue, they don't trust us, or they don't trust a number of factors that influence their business that are related to the transaction.
Lose the Staples and Increase Sales
Being in sales means that you must continually meet new individuals. As you separate the wheat from the shaft (qualified prospects from the suspects) and then build those critical relationships, you may eventually have to deliver a proposal or what I prefer to call a statement of work. Proposals are common especially for products so that buyers can do the price and feature comparisons. Within the service industry, proposals are often the accepted norm to ensure that there are not cost overruns as well as the scope of work stays within the agreed terms. Imagine for a moment that the day has arrived to deliver your sales proposal.
Are You Suffering From Sales Rage?
Road rage is pretty common to most people. The folks behind the steering wheels of their vehicles honk their horns, cut people off, speed, weave in and out of traffic all with the goal of getting somewhere faster and quicker before someone else without any consideration to anyone else. We have all witnessed these behaviors. Our impressions for the most part are these types of drivers are ego driven and self centered idiots who are accident creators. The other day while watching one of these road rage drivers I realized that some professional sales people are continually engaged in their own version of road rage - sales rage.
Complete Sales Freedom in Two Years Or Less
Many sales people tend to always be chasing the next customer and worrying about the next paycheck. The good news is that this is unnecessary and can be fixed forever in two years or less. Sales people can eliminate future sales and income anxiety once and for all. What's the key to creating freedom? It's marketing. If you are a sales person who is waiting for your business to provide an endless funnel of prospects and buyers, you are living in a fantasy land. Even with a ton of leads and traffic provided to you, you must have a marketing plan to utilize the traffic, leads and power of your customer base.
What Style of Fitness Center is For You?
There are so many fitness centers cropping up on every other street corner it's hard to keep up with them all. By fitness center that means a place to help you get more fit through some sort of exercise or stretching program. There are many different fitness models from which to choose. If you are inclined to go to a fitness facility that has it all, they now come in sizes larger than some hotels. Actually, some are attached to hotels and resorts and are open for locals to join along with the guests of the hotel. That is another option. One thing for sure about these large facilities, you will find just about everything you need to make an evening of it.
Postcards and Stamps Are Far Cheaper Than Gas
With the continual spiraling prices at the fuel pumps, those involved in the goals to increase sales and business building are making some hard decisions. Is deciding between a stamp and a gallon of gas a hard choice? The ability to achieve the goal to increase sales rests on the sales skills of the sales professionals. Yet, sometimes, it is the simple skills that earn far more business than the more complex ones. Much of the business building sales advice, sales training to sales coaching look to improve those sales skills that are far more technical in nature. For example, have you attended seminars, conferences or had executive business coaching where discussion revolved around: How to qualify prospects?