UND-Pilsa Blog

Contrary to popular belief “FEAR” doesn’t mean “Forget Everything … And Run”! But what are you supposed to do when negative thoughts creep in, force you to live in stress, and cancel out peace of mind?

If you’re like most sales pros, you’ll be tickled pink to know that fear can indeed be conquered. You can greet every single day with a sense of excitement at the thought of having “confidence on demand” and you can own every prospect that has the good fortune to meet with you!

Bottom line? Conquer fear and you’ll come out on top.

Of Course You Want To Leverage Your Limited Time For Unlimited Dollars

Selling at the top to million-dollar decision-makers is the strategy you want to master, because senior-level executives focus on business and write big checks. Experience shows you the primary focus of mid-level decision-makers is keeping his/her job.

You have incredibly valuable solutions and services that’ll benefit your prospect companies, and your “message-to-market-match” fits better at the executive level than any other.

Your all-powerful business-changing message is this, “I have solutions to reduce your expenses and increase your revenues.” And that message is best matched to executive-level prospects that are doggedly sniffing around for solutions to their rising expenses and plummeting revenues.

Your experience forces you to conclude, “If I continue to call at low levels where the daily cry is, ‘Save my job, spend no money’you’ll continue to hear that annoying phrase “‘We get hundreds of calls from people like you.” If you’re like your colleagues, this kind of treatment is getting on your last nerve!

Now, I ask youwith this kind of rejection day in and day outwho wouldn’t expect feelings of fear to creep in?

You Can Concede Defeat or Recognize a Red Flag When You See One

Look past what appears to be a dead-end, low-level sales call and find the action steps that’ll take you toward your goal. Understand that what appears to be rejection is actually a “red flag” waving, directing you to call higher. That’s where your solutions/services can be understood, valued, and desired, in the big picture scheme of your prospect’s profit picture.

If you misread the red flag as bona fide rejection, you’ll freeze in fear, and conclude all is lost. This does not have to be your choice! You can take action from an entirely different perspective. Determine to search for ways to get past obstacles to top-level cold calls.

Success Is Reached In Zigzags

As a successful sales pro, you understand that success rarely comes directlyas a crow fliesthat success is reached in zigzags by trying a strategy, running into snags, taking corrective action to get back on course, and moving more directly toward the goal again. Look at a snag not as a dead-end, but as a helpful means to a positive outcome.

We all know that unshackled fear, left to its own devices, takes us down a path that fills us with doubt, insecurity, and feelings of failure. What if you’re frozen in fear? Is there hope for you? Can you thaw out and move forward again?

Absolutely, Positively, No Doubt About ItThere Is Hope And Promise Of Success.

Your success is dependent on a relatively short list of attitudes and skills that can be learned, exercised, developed, and maintained.

1. Role-play objection overturns with a colleague or your spouse. Lack of confidence comes from lack of skills. This practice-without-pressure will build skills and keep “fear” from nagging you with the question, “What do I say when I call for an appointment?”

2. Fortify yourself with the written testimonials of your favorite clients, read them when “fear” brings up thoughts of, “Why on earth would any executive want to meet with me?” Let the words of your most successful clients be the words that address this little question.

3. Remember, moving forward is hard when you believe the next step will suck the life out of you. Change your belief with a true perspectiveF.E.A.R. is simply False Evidence Appearing Real. And that you can handle exceptionally well.

Use these simple tactics to conquer F.E.A.R. and capture profits.

Forward this article to friendsthey’ll thank you for it!

For your FREE mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit http://www.ColdCallingExecutives.com! Or call Your Sales Coach for Extreme Profitability, author/speaker Leslie Buterin (like butterin’ bread) at (816) 554-3674 9-3 CST (that’s Kansas City/Chicago Time).

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What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I didn’t have any training needs and now I have a shed-load of them?

It’s called the year-end appraisal.

In companies up and down the land, filing cabinet drawers were being emptied of last year’s contents; objectives and training needs were swiftly consulted so that judgements could be made and duplication avoided. For some, the half-year appraisal will have assisted with the completion of the dreaded form; for many it was just another chore in long list of administrative chores.

It’s meant to bring the parties together to have meaningful conversations about achievement, development, and future goals. In reality the game is played out as it’s always been played out.

• Manager: Michael, can we fix up an hour to do your appraisal? (I already know what score you’re getting, but I have to have this conversation for an hour so you feel involved)

• Michael: Oh Yes Aidan - that time of year again! (I know you know what score I am getting, so why don’t you just tell me)

And is there any need for it?

A soccer coach does not sit down at the end of the year with a player and review progress against a set of objectives set over a year ago. They do not decide training needs for the next twelve months at the end of every year. They already know what the training needs are and are already working on them.

The conductor of an orchestra does not have a yearly interview with each person in the violin section to review their progress and find out whether they fancy playing the trombone next year and what training can be provided to achieve this goal. Everyone knows what is expected of him or her.

A choreographer does not suddenly become aware of training needs in December.

Business coaches do not include a training needs analysis during the appraisal interview. For one thing there’s no appraisal interview - the evidence of performance is obvious. Secondly, they know what each person in the team is doing and how they are performing against specific objectives. There are no surprise training needs identified in December because they have been working on training and business coaching throughout the year based upon clearly defined processes and job profiles.

Business coaches do not identify negotiation skills, presentation skills, communication skills, technical knowledge, or any other form of training requirements during a year-end appraisal. They do not suddenly present the training manager with a whole set of training requirements because they have already worked alongside the training manager eliciting specific help for individuals, specific where required, during the year. If these elements are relevant to the job, then they should have been delivered when the person started in the job. If they are part of a progressive process, then they will be part of plan which has been scheduled with specific learning outcomes and business results, not as part of a year-end process.

In an organisation that truly employs a business coaching culture there is no need for any training requirement outcome of an appraisal system. Its purpose should be solely and merely to ratify the size of reward due based upon the achievement of any goals. It would be rare in a true coaching environment for there to be a mass training requirement outside of foundation and induction.

Business coaches work in the following way (see figure 1):

* Determine the process to be employed by the individual

* Design it in detail and test it

* Agree who will conduct initial basic training - the coach or a separate trainer

* Implement the training piece by piece and assess the person against a set of measurable criteria

* If you’re in a customer service environment, do not let anyone who fails the training assessments to meet with your customers. If you’re in any other environment don’t let people who fail the assessment enter the workplace unsupervised

* The business coach must meet the individuals who have passed the assessment and determine that they have maintained the knowledge, skill and attitude requirements before using this knowledge and skill with in the workplace

* Observe the individual using the each element of the knowledge and skills taught over a period of time and provide feedback

* Continuously improve their knowledge and skill

It’s not rocket science, but it works.

In summary, business coaches know what the process is - i.e. this is what I want the person to do. They publish the rules - i.e. this is what I want you to do. They organise the training to bring the person up to the minimum standard acceptable (this happens at the beginning, not at appraisal time) - i.e. I will train you to do this. They ensure that the training is transferred to the job - i.e. I will check that you can do what I have trained you to do - i.e. I will accompany you on the job and assess your ability. They improve people - i.e. I will seek to improve you all the time - I will assess your ability regularly. This process feeds back into the process design - i.e. how can we make this better?

With business coaching as a system, the yearly feeding frenzy for training could be at an end.

Frank Salisbury is a highly experience motivational speaker, and inspiring business coach, particularly to the sales profession. Frank is recognised as a leading authority in the field of sales - including sales process design, sales performance, and sales coaching.

He strongly believes that whether we work in the public or private sector; whether our organisation is commercial or non-commercial; that we are all in sales. His favourite quote, which has become his maxim, is from Robert Louis Stevenson - ‘Everything in live is selling’. He has spoken at numerous conferences and seminars where his style has received popular acclaim for a speaker with a passion for life, and achievement.

He is Managing Director of Business & Training Solutions Ltd - a sales consultancy based in Ireland and the UK. He can be contacted at frank@btsolutions.ie. 28 Rye Close, Banbury, Oxfordshire. 0044 (0)1295250247

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Business opportunities present themselves everyday. If you turn random encounters into networking opportunities you will have more business than you can handle.

Imagine this Scenario:

You are in line waiting to buy a bagel and coffee at your favorite shop and you see a person who can dramatically help your career. Let’s say it is the Owner of a business that you have been talking to for months but you just can’t gain any traction. How do you approach this powerful person without looking like an aggressive psychopath?

When taking advantage of the random encounter, there are four steps you should follow for maximum effectiveness. They are:

Allow the other person to assume a position of power. When you ask for advice, directions, or even something as simple as the time, who has the power? The person providing the information has the power and control of the interaction. They can walk away or refuse to answer. Most people, when they have control of a situation, are immediately more comfortable and less intimidated - which means they are more likely to be open and receptive.

Establish common ground. You can do this by talking about a third party, a neutral subject, or an experience that everyone can relate to. The key here is to establish some sort of small emotional connection with the other person. Your goal is to get them to feel what you feel.

Compliment them and ask for some harmless information. You have now exchanged at least two sentences with the other person. The next step is to make him feel good. Say something like, “I could not help but admire your watch. Did you pick it because it is functional or because it looks great?” The objective is to get them to give you advice. Eventually you can work a question about where they work and what they do into the conversation.

The “By the way.” After you have had your two-minute conversation and you prepare to leave, say something like, “Oh, by the way, my name is Dave,” and offer your hand for a handshake. Then you can say, “May I call you if I need some advice on _______?” They will most often respond affirmatively. If they don’t, just give them your business card and say that you enjoyed speaking with them.

The random encounter is just that - random. You don’t have to make a perfect presentation. Act naturally and remember the individual you are speaking with is a person just like you. Don’t be intimidated. Be yourself and you’ll win them over.

David Lorenzo has more than 20 years of business experience as a successful corporate executive, entrepreneur, strategist, author, and speaker. He has worked with and mentored some of the world’s most successful businesspeople while helping lead many large organizations to unprecedented success. His latest book is titled: Career Intensity: Business Strategy for Workplace Warriors and Entrepreneurs.

Mr. Lorenzo’s experience in starting new business enterprises and repositioning under-performing business units, along with his ability to implement innovative performance improvement solutions, makes him one of today’s most sought-after trusted advisors.

Mr. Lorenzo is a participant in the Wharton Fellows Program at the University of Pennsylvania, a management think tank that meets regularly to analyze and address timely business issues. He received his MBA from the Lubin School of Business at Pace University, and he received a Masters of Science in Strategic Communications from Columbia University in New York City.

Dave’s blog is http://www.careerintensity.com/blog

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There are six steps to generating new business and increasing
your company’s revenue, all this takes is a little profiling and
you can make all subsequent sales actions more effective.

I run a sales forum in the UK (http://www.asalesforum.com) we
get many questions from new sales people, seasoned professionals
and small business owners relating to new business sales
campaigns. I firmly believe that planning is key and the answers
to their questions often relate back to this simple sales
planning method.

Step 1 - Get access to historical data on your existing
customers and their buying habits and information about
prospects who will not buy from you.

Step 2 - Find information on your major competitors, their
products and USP’s.

Step 3 - Now take a look at your top customers (depending on the
nature of your business and customer spend, this could be as few
as 5 or as many as 50) take a look at why they buy from you. Do
they like your customer service? Do you offer product features
that are unique? Do you offer additional services they value?
Are you a one stop shop for them? Do you fill a specialised
niche? Also are there some common traits these customers have?
Perhaps size, location or industry sector?

Step 4 - Next take a look at the prospects which do not buy from
you and find some common traits with these.

Step 5 - From here you can easily see what it is your biggest
customers like about you and why they buy from you, which
business is being won by your competition and why, along with
any existing gaps in the market.

Step 6 - You now understand why your best customers are your
best customers and why your prospects are buying from the
competition.

>From here you can make informed decisions about who to target
and with which products or services. Every time you speak to
another prospect they will be similar to your best existing
customers, so therefore, will have great potential to become a
loyal customer too. An added benefit to this exercise is that
you will learn a lot more about your competition.

Following these steps can be as simple or in depth as you wish,
dependant on the level or information you want to get out of the
exercise. It may be that you marketing department already hold a
lot of this information, so check with them first as you don’t
want to duplicate efforts.

Finally - Good Luck - Although you will not be relying on luck
with your future sales as you have now stacked the cards in your
favour.

Steve Smith Forum Administrator http://www.asalesforum.com

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Home Based Business … Import Export Business … Business
Opportunities with Mexico .- By Mexico-Store.com

Would You Like to Resell Mexican Products for Great Profits ?

Would You like to feel what’s it like to have excellent profit
margins as a retail merchant or wholesale distributor ?

Do you want to start a PRACTICAL business that you can easily
run from home?

Mexican products have become big sellers in every country of the
world. The total value of Mexican products that are imported
into the US alone exceeds the billion dollar mark by far.

Thanks to their low cost, quality and uniqueness, most Mexican
products can be resold for high profits.

It’s not uncommon for American and European traders dealing in
Mexican art, paintings, silver or exotic leather to harvest
handsome profit margins that in many cases exceed a 100% markup
when they buy from the right suppliers.

Business Fact #1: There is no such thing as Free Lunch .-

Thanks to the Internet it might seem that finding low cost
suppliers of profitable and fast moving Mexican products is an
easy task.

But it isn’t. The vast majority of the “suppliers” you find on
the web are American companies or individuals that are basically
reselling Mexican products at high margins.

The truth is that with them as your sources you won’t even get
close to having the best possible wholesale prices.

To make fat JUICY profits in the import / export business you
definitely MUST get in touch with the real - hard - to - find -
low - cost - sources. There is simply no other way to make it
BIG in this business.

You NEED the Low cost SOURCES. Period. The cheaper you buy, the
more competitive and profitable you get.

The problem is that discovering REAL low cost sources can be a
difficult, time consuming and expensive mission.

Some information providers on the web are charging $30 per
manufacturer profile, while others can charge you more than
$1000 per business directory, or even a subscription fee to
access their trade leads database.

But who do you think is listed on their databases? The Mexican
manufacturers? or just another reseller eager to sell at a nice
profit? Exactly!.

Those trade leads databases are mainly filled with lists and
lists of intermediaries and marketers that want to make money
reselling the product for a heavy profit.

So where do you find the real low cost sources with out spending
a fortune and TONS OF TIME?

How do you deal DIRECTLY with the Mexican manufacturers?

In other words, how do you buy cheap and sell high ?

And most of all … how do you come up with a PLAN that helps
you make it happen ?

At Mexico-Store.com you can get access TODAY to these AUTHENTIC,
UPDATED & BUSINESS SAVVY sources of information:

1- The Mexican Rustic Handcrafts Manufacturers Directory

2- The Mexican Taxco Silver Jewelry Manufacturers Directory

3- The Mexican Leather Products Manufacturers Directory, and

4- The Business Guide On How to Re-Sell your Mexican Products

These 3 Mexico Trade directories & The Business Guide On How to
Re-Sell your Mexican Products are an excellent source for low
cost - first class products & practical marketing strategies if
you plan to sell & distribute: rustic furniture, forged iron,
silver jewelry, colonial art, beautiful hand crafts or exotic
leather products at Ebay, on your website or start up a
wholesale or “brick and mortar” retail operation any where.

It’s all about the profits. YOUR Profits! at Mexico-Store.com .-

Don’t get us wrong. We don’t have any problem with being a
reseller of Mexican products. It’s totally legal and very
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Access the updated Mexico Trade Manufacturers Directories today
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Our trade directories contain low cost Mexican manufacturers of
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clothing, blown crystal, luxurious leather furniture, Talavera
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leather shoes and exotic boots, crocodile leather, swine, lamb
and ostrich, oil paintings all made by skilled craftsmen and
RELIABLE suppliers at incredible cheap prices.

Avoid those expensive resellers and get in touch with the real
Mexican manufacturers today ! .-

We provide you with all the necessary contact information
including email and websites.

Some of these silver jewelry, handcrafts and leather products
manufacturers do have a website. But that doesn’t mean you can
easily find them on the search engines. As we all know, its very
hard to make it to the top of the search engine rankings and it
can take more than 6 months to even get a website listed with
them. That and the fact that most Mexican artisans are not as
computer savvy as “we all think” are the main reason why you
won’t find that many websites at all of Mexican manufacturers
listed on Google or Yahoo. In many cases their websites are not
even optimized for the search engines to list them.

Don’t expect to get the best possible prices from those Mexican
products “providers” that you can find on the web for free .-

Most of the guys and companies that are ranking at the top of
the search engine results are basically American companies that
are reselling Mexican products. So don’t expect to get the best
possible prices from them. Don’t kid your self. Marketers and
other middlemen exist to make a profit. Everybody knows that.
It’s impossible for an intermediary to sell you at a
manufacturer’s low price. It’s against their business model.

The only way you are going to make BIG cash is by dealing direct
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Low cost Mexican products that sell incredibly well world wide
at Mexico-Store.com .-

1- With our Mexican Silver Manufacturers Directory you will get
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2- With the updated Mexican hand crafts and rustic furniture
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and other European and Asian countries.

Our hand crafts directory contains Mexican manufacturers of
beautiful rustic wrought iron, folk art, blown crystal, talavera
pottery, textile and gift items, pewter décor, wood hand crafts
and oil paintings all made by skilled craftsmen at BARGAIN
prices.

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at expensive prices.

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footware for men, woman and children, made of crocodile leather,
ostrich, goat, swine, bovine and lamb, handbags, purses, elegant
briefcases, soccer balls, wallets, leather cigar cases, laptop
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4- With The Business Guide on How to Resell Mexican Products
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$ Discover different ways to sell your products either wholesale
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$ You will discover how to manage your competition and take
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$ You will get valuable tips on how to approach and deal with
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profitable and successful right from the start.

$ The Business Guide on How to Resell Mexican Products is your
step by step plan for marketing and conducting your business
like a Pro !

P.S: Bigger profits just around the corner.

If you already sell silver jewelry, art, leather or Mexican
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Take this opportunity and Visit us TODAY! at Mexico-Store.com

Helping you buy direct from Mexico at real cheap prices!

http://www.Mexico-Store.com

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Telemarketing is one of the most common ways that a business can generate leads. It is a versatile approach. Lead generation telemarketing can be inbound or outbound, meaning that systems use prerecorded messages and can dial either random numbers or numbers from an imported list.

Telemarketing is one of the few lead generation techniques that is flexible enough to be immediately adaptable to new situations. The telemarketer can answer questions or provide additional information as needed in response to the potential customer’s comments. Also, while prospective buyers may ignore direct mail or advertisements, they will not ignore a ringing telephone. Once the person answers the phone, a good telemarketer can generate a lead.

Inbound lead generation telemarketing involves the prospective customer calling the company to find out about their products or services. This is the best kind of lead generation telemarketing because the potential buyer has already shown interest by making the call. It is then up to the telemarketer to say the right things in order to retain the prospective buyer’s interest. Often, people will call for information about certain products or to see if there are any sales or discounts available. It is up to the telemarketer to be able to provide the caller with all of the necessary facts that the caller asks for.

Outbound telemarketing is less successful than taking inbound calls. It is difficult because it often involves what is called cold calling. This is when a lead generator makes an unsolicited call to a potential customer. The person has no idea who is calling them or why. A high percentage of people react badly to being cold called. It takes someone with great communication skills and the ability to handle rejection to make a successful cold caller. Other times, the callers are equipped with a list of potential leads. The caller’s responsibility is then to verify that the person is indeed interested.

Another option for lead generation telemarketing is to use a lead generation system. Lead generation systems are machines programmed to dial phone numbers and deliver a recorded message when the phone is answered. Many people hang up on these machines, but they are a cost effective way to generate leads. Some lead generation systems can be given a list of potential leads to call, thus increasing the chance of success.

Lead generation telemarketing is a great, flexible, adaptable way to gain new customers. People with good communication skills are often very good at this type of work.

Lead Generation Info provides detailed information about sales, mortage, MLM, business-to-business, internet, and insurance lead generation, lead generation telemarketing, and more. Lead Generation Info is the sister site of MLM Leads Web.

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There are several reasons why consultants ultimately lose deals they should have won. Unless your portfolio is poor, consultants lose contracts because they either didnt listen or they didnt speak effectively to convey what services they could offer, that would help the client reach their goals. Here are a few tips to help you sell your services.

Every consultant feels that if there is anything that they do well, its talking the talk. Effective speaking is more of an art than a science. If you cant effectively convey how your services are going to help the client, you wont get the contract.

Reflect Before You React
Its human nature to say the first thing that comes to our mind when we’re asked a question. Take a moment to think of what answer is best for the client. It will show that you put thought into your work and dont just plow ahead. Your clients will appreciate that. Your best reaction is not always your first reaction.

Keep It Simple Superstar
Just because you know the ins and outs of your business doesnt mean that your client will. Speak to them on their level, not yours. Keep the conversation simple and get straight to the point. If your client understands what you can do for them, they are more likely to hire you. If you try and dazzle them with industry speak, you’ll lose them, and lose the contract.

You may find that if you are speaking to a perspective client on the phone, stand up. For many people, standing makes them get straight to the point.

Let the Client Talk
If you want to learn how to best position yourself, find out exactly what the client wants and ask questions to home in on what their needs are. By asking questions, you gain a better understanding of how you can help the client, and the client feels that they are part of the solution. This gives you a chance to reflect on what you can offer your prospective client.

A Little Enthusiasm Goes A Long Way
Your client feels passionate about what they do, and if you show that you are passionate and enthusiastic about providing them the solution they want, you’ll get the client onboard. Enthusiasm will open many doors for you.

Lets Get Personal
It takes experience and a watchful eye, however, if you show your client that they are more than just another big deal for their portfolio you will learn how to best work with them. Treat all clients the same way, and you will find your schedule empty of projects. Remember that clients say things for a reason. If they volunteer that they cant talk right now because they are getting ready for Bobby’s birthday party on Saturday, on your follow up call, ask them casually how the party went. Don’t pry, and don’t send balloons. By casually asking about the party, you show that you pay attention to details. Knowing how successful the party was will prepare you on how to approach the conversation.

Remember that you need to sell to the customer’s needs, not your skills. Master this and you will have a long career as a consultant.

tips for small business consultants. get fresh and original consulting ideas and tips - visit www.consultingscene.com

Christopher Smith has been creating web sites for small businesses for over 7 years. In addition to providing deisgn and consultation services, Christopher also provides tips on search engine optimization, internet marketing and traffic generation.

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There are 3 ways to grow any business:

- Get more customers

- Get more from each sale

- Sell to each customer more frequently.

That’s it - everything else boils down to some variation of these 3 activities.

Most owners and most managers want to grow their business. Most of them concentrate exclusively on getting more new customers.

Odd really.

There is lots of marketing research that is pretty consistent in pointing out that it costs somewhere between six and twelve times as much to get a new customer as it does to sell to an existing customer.

And once you have a customer it is generally pretty straightforward to get them to spend more each time they buy from you.

What’s that?

Your business is different. There’s no way to get customers to spend more.

Maybe so.

But I don’t think so.

Here are 29 ideas for you to stick in your brainstorming pot, stir for a while, and then see what comes out at the other end.

Price

1. Raise Your Prices

2. Sell Value, Not Price

Sales techniques

3. Up Sell

4. Down-Sell

5. Cross Sell

Add value

6. Back-End Sale

7. Extended Warranties

8. Service Contracts

9. Consult For Your Own Product

Make the sale easy

10. Terms And Financing

11. Set Up An Account

12. Try Before You Buy

13. Work With Pre-Payments

Give more

14. Develop an exclusive product or service

15. Expand Your Product Range

16. First Time Buyer Incentives

17. Concentrate On High Quality Prospects

18. Use Package Deals

19. Sell Bulk

20. Incentive Builders For Big Purchases

21. Offer Greater Variety

Sales force

22. Sales commission structures

23. Set Solid Sales Goals

24. NLP Techniques

25. Sales Scripts

26. Keep In Touch With Customers

Educate your customers

27. Demonstrations

28. Educate your customers - make sure they know your full product range

29. Audio And Visual Demonstrations

Still don’t think you can get more from each transaction with your customers?

Contact us.

We like a challenge.

Keith Longmire is the owner of JKL Business Growth Solutions. JKL specialises in bringing main stream business improvement and marketing
solutions into the reach of smaller businesses.
The Business Growth Solutions web site is designed as a source of information for all matters to do with Small Business Development

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