Unique Selling Proposition: USP for Success
Business management is a topic that receives books and lecture circuits worth of discussion.
How to Build Trust and Rapport Quickly
If you're working hard, but aren't consistently generating enough sales and getting referrals, chances are it's a matter of trust.
Personal Lead Generation Tools
If you do lead generation (a.k.a. prospecting) for yourself out the WSJ article, "End of the Cold Call?" by Jeanette Borzo.
IT Sales: Stop Selling Commodities and Start Selling Knowledge
The first piece of advice in marketing to strangers is to stop selling products as your lead entrée, as you get your foot in the door with IT sales.
Customer Service is a Class Act
Here's a question for you: What's the difference between great service and great services? Let me tell you a quick story to help answer that question.
No, Really. Put The Customer In Charge
Guy Kawasaki* cranks out a top-10 list on "The Art Of Customer Service." My favorite of the lot:
Lead Generation with Podcasts
When I look at podcasts in the context of the complex sale, and compare them to other mediums, the audience for podcasts is still tiny but gaining momentum.
Google Mashes Up Real Estate
Hunting down "homes for sale" through a typical
Google search returns extra search boxes...
Sales Techniques: Create Sense of Urgency
Sales representatives are always told, and often in not so subtle terms, to create a sense of urgency in their prospects.
Landing Pages, Sales & A Life-sized Green Moose
In sales, everyone knows it's a lot easier to call a potential client from a pre-qualified lead, rather than making a cold call.
Sales Using The Law Of Expectancy
Dr. Patrick Porter
Studies in persuasion technology show that what you expect tends to be realized. I call this the Law of Expectation, which is also one of the tenants of sales.
As a sales professional, your expectations influence reality. I recently came across a movie called, "What the Bleep Do We Know?" It explains how our thoughts and intentions shape our reality.
If you haven't seen the movie, I urge you to do so. (You can go to http://www.whatthebleep.com/ to learn more.)
The movie explains that human behavior is directly related to how others expect us to perform.
As an example, there was once a study in which first grade students were told that blue-eyed kids are smarter than brown-eyed kids.
The blue-eyed children subsequently scored better on tests than their brown-eyed peers.
After several months they decided to bring the children together and tell them that what they'd told them before was wrong.
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This time, they said that all children are born with blue eyes and the more we learn the more our eyes turn brown, so brown-eyed children are smarter. Just as predicted, the blue-eyed children started to have trouble with their studies and the brown-eyed children improved.
So what might happen if you truly believe you're a great salesperson? What if you were to see, hear and experience every prospect as a great candidate? How do you do this?
One way is to make a great first impression; it's the moment where the Law of Expectation has the greatest impact on your performance. You communicate your expectations by your word choices, voice inflection and body language. When you expect your prospects to buy, all your actions will lead them in the right direction.
Before each sales meeting, try asking yourself, "How do I expect this sales process to go?" If your other-than-conscious mind feeds back a negative response, mentally rehearse the end result you want in full color with sound and feeling.
You may want to imagine the prospect signing an order form or handing you a check. Now picture yourself smiling and shaking hands with your new customer. Know that you've just done a great service. When you spend time rehearsing success, you'll be comfortable with it when it happens.
Dr. Patrick Porter is an entrepreneur, award-winning author, and motivational speaker. He grew his “mom & pop” business to international franchise status in two short years. His electrifying keynote speeches and seminars deliver the real life, nuts ‘n bolts concepts. http://www.patrickkporter.com