Training in Japan is different!

Posted by Shelle Rose Charvet | Posted in Influencing and Persuasion, LAB Profile, Personal Effectiveness, Shelle Rose Charvet, sales | Posted on 22-08-2010 | Print This Post |
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Training in Japan is different than in other places. Part of the design of my Words That Change Minds LAB Profile Trainers’ Training is based on having the participants do an application exercise in groups and then they make comments and ask questions after their experience. This allows me to get them to deepen their [...]

But this is just for new customers

Posted by Shelle Rose Charvet | Posted in Customer Experience, Difficult Customers, Influencing and Persuasion, Shelle Rose Charvet, customer service, sales | Posted on 10-08-2010 | Print This Post |
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"Hello Ma'am, I would like to talk to you today about a special deal for Bell Internet, TV and home phone service." "That's great. I'm a Bell customer and I'd love a special deal." "You're a Bell Customer?" "Yes. And I'd really like the special deal."

Women in Business: Growth Is Up, But Sales Are Down

Posted by rieva7 | Posted in Uncategorized, obstacles, sales | Posted on 10-08-2010 | Print This Post |
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The Fight Women Face in The Market While women-owned businesses are growing in number, a new report from The U.S. Women’s Chamber of Commerce found that their sales are shrinking at an alarming rate. The report, Women’s Businesses Struggle for Market Share, analyzed the Census Bureau’s 2007 Survey of Business Owners and found that although [...]

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Marketing: Entrepreneurs at Their Finest

Posted by mentorsteve | Posted in Marketing, customer service, sales | Posted on 05-08-2010 | Print This Post |
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Sales Lessons From Abroad I have been traveling in Asia for the past month and my travels took me to a country where few Americans have visited: Myanmar, fka, Burma. Although I was there on vacation and spiritual enlightenment, I couldn’t help but be enthused and taken by the entrepreneurial skills shown by children and [...]

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Sell Like John Lennon

Posted by Darren Hardy | Posted in Darren Hardy, SUCCESS Magazine, sales | Posted on 13-07-2010 | Print This Post |
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John Lennon is my real estate agent in South Beach, Miami. Seriously, that is his real name. John sells exclusively on a single street called South Pointe Drive, located in an exclusive area called SoFi (South of Fifth). His sales territory consists of six über-luxury high-rises along the cruise ship waterway and Miami Beach front. In the past 15 years, John has sold more than $3 billion in real estate on this street (do the math on 3 percent commission—that’s almost as much as the other John Lennon made!). John took Georgia and me to lunch a couple days ago to give us an update on our property and the market. I took the opportunity to try and pry out the secret to his extraordinary success. I found it! And now I will pass it along to you too… Post from: SUCCESS magazine Blog ...

Sell Like John Lennon

Posted by Darren Hardy | Posted in Darren Hardy, SUCCESS, SUCCESS Magazine, sales, selling | Posted on 13-07-2010 | Print This Post |
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John Lennon is my real estate agent in South Beach, Miami. Seriously, that is his real name. John sells exclusively on a single street called South Pointe Drive, located in an exclusive area called SoFi (South of Fifth). His salesterritory consists of six über-luxury high-rises along the waterfront. In the past 15 years, John has sold more than $3 billion in real estateon this street (do the math on 3 percent commission—that’s almost asmuch as the other John Lennon made!). John took Georgia and me to lunch a couple days ago to give us anupdate on our property and the market. I took the opportunity to tryand pry out the secret to his extraordinary success. I found it! And now I will pass it along to you too… CLICK HERE TO READ MORE

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Assaraf: 4 Ways to Find Your Ideal Client

Posted by John Assaraf | Posted in sales | Posted on 08-07-2010 | Print This Post |
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As I covered in the video from earlier this week, knowing your ideal target market is an absolute must if you want your business to be successful. If you’re like most business owners, 80 percent of your current revenue is generated by only 20 percent of your customers. That 20 percent represents your ideal clients. Not only will ideal clients spend more money with your company, but they will also send referrals and provide outstanding testimonials. Post from: SUCCESS magazine Blog People who read this also read...Video: Assaraf on finding your ideal client Do you know… • Who wants to purchase your products and services? • Why...Video: Assaraf on Marketing Messages That Get Responses Once you’ve crafted the perfect marketing message to reach your ideal client, where do...Video:...

Sales: Avoid the Hard Sell!

Posted by stevenson927 | Posted in Marketing, sales | Posted on 30-06-2010 | Print This Post |
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Is there anything worse than being pushed too hard by a salesperson? Before Mother’s Day my daughters and I went shopping in a tea store in a nearby mall. But instead of entering the Zen-like atmosphere one would expect, it was if we had walked into the boiler room of Earl Grey. No, that sampler [...]

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Which Words Change Customers’ Minds?

Posted by Shelle Rose Charvet | Posted in Customer Experience, Influencing and Persuasion, LAB Profile, Shelle Rose Charvet, communication skills, customer service, sales | Posted on 24-06-2010 | Print This Post |
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Your customers pay attention to how you attract and treat them.  If you do not understand what truly motivates them, they are likely to get their needs met elsewhere.  The “one size fits all” approach has become a sign of disrespect.  Demonstrating that you comprehend your customers is enormously profitable.  The risk of not doing [...]

Manage: Is Your Customer Service Up to Par?

Posted by rieva7 | Posted in Managing, customer service, sales | Posted on 22-06-2010 | Print This Post |
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Service is Critical to Small Business Conventional wisdom would have it that women business owners should excel in customer service. After all, we women are supposed to be tuned in to human relationships, touchy-feely and detail-oriented—all things that should make us experts at customer service, right? Apparently, wrong. According to the latest Key4Women/Forbes Insights report,“Strategies [...]

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Teamwork: What’s Missing?

Posted by Vernita Naylor | Posted in Growing, Leadership, Managing, sales | Posted on 26-05-2010 | Print This Post |
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How’s Your Team? Do you have a team to effectively help you start, operate or manage your business?  Whether they are employees, volunteers, interns or subcontractors there are some common things that you should consider when getting a team to help you.  Do they fully understand your organization’s focus, mission and/or objective? Can they help you to effectively [...]

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Recent Sales Research Proves Change Is Needed For Sales Success

Posted by bob urichuck | Posted in sales, sales techniques | Posted on 24-04-2010 | Print This Post |
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In a recent sales and marketing industry study, it was noted that the sales representatives’ strongest sales skill is PRESENTATION, while their weakest area is HANDLING OBJECTIONS.

This is so traditional that it does not surprise me. It is a strong indication that the sales profession continues to be a “dog and pony show”. In other words, the sales representatives are more concerned about the products/services they offer, and how the sale will affect them, than they are about the customer and his/her interests or concerns.

Sales people, like all others, like to stay within their comfort zone. Therefore, they choose presentation instead of first establishing rapport with the customer. The sales representatives should instinctively set parameters; qualify the specific buying motivators; determine their financial capability and their hierarchy for decision making. Upon completion of each of these steps, then and only then, is it time for the presentation.

Sales people have a great deal of difficulty dealing with objection. However, objection can be avoided. The initial prospect introduction should not lead with a presentation.

A sales call can be compared to a visit with a doctor. He/she would never write a prescription before learning all about the patient. In order to provide a “prescription”, one needs to qualify the prospect and gather relevant information prior to offering a solution. If the prospect doesn’t qualify, a presentation is futile.

Therefore, it is imperative you establish a rapport first and then, gain the prospect’s trust, before you gather the necessary information required to qualify the needs of the prospect.

Up front presentations usually initiate objection. You are basically feeding prospects information they don’t want or need. In turn, they will use that information against you in the form of objection.

A sales person has far more opportunity to prescribe constructive solutions for their customers, if he/she concentrates, first and foremost, on building a rapport. The optimum sales process allows the prospect to do 80% of the talking while the sales person does the listening. The other 20% of the time, the sales person asks pertinent questions.

You will discover that by taking the time to listen carefully and to ask the right questions, there won’t be any objections. You are putting the customer first. Your products and services will now be of interest to him.

If any objections should arise, be sympathetic and sincere about your understanding. For example, many times customers feel the product or service is too expensive. It is your job to uncover why they feel that way and are they making a comparison. Do not be defensive and never justify your price.

It is far more beneficial to approach the objection without hesitation while ensuring the customer feels your sincerity and confidence. In this way, you are helping them discover the answer to their own objection. The customer feels in control of the buying process and not coerced by a selling technique.

The overall difference is to put your focus on the customer. Their needs and desires have priority. Build a strong rapport with all prospects by asking the right questions and listening intently; by qualifying their needs and capabilities; and by maintaining subtle control of the sales process. You won’t have to sell, the customer will buy. Simply, listen, learn, summarize and prescribe the best solution for your customer’s needs. This non traditional selling technique is your ticket to success. Try it, you won’t be disappointed.

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Sales: Tips on How to Sell Your Biz

Posted by Julie Brander | Posted in Managing, SUCCESS, sales, selling | Posted on 01-04-2010 | Print This Post |
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Effective Selling Strategies There are a few ways to sell a business. Sell to a partner Sell to employees Sell to a third party When selling a business it is essential to have products or services that customers want and will want for a long time. It must also be a business that can be transferred to another person.  If [...]

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Sales: Quick Links to Grow Your Biz

Posted by J. Barnes | Posted in Business, Growing, Marketing, SUCCESS, growth, sales | Posted on 22-02-2010 | Print This Post |
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Quick Resources to Increase Sales Here are a few invaluable resources from SCORE.  Also, don’t forget to sign up for the SCORE Women’s Web Site, where you can track your sales on a monthly basis. Get started charting your success today! Workshop:Create a Competitive Edge Template: 12-Month Sales Forecast Quiz: Are You Reaching Your Sales Potential? Toolkit: Accelerate Your Sales [...]

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Marketing: Your Personal Brand

Posted by Betty Otte | Posted in Growing, Marketing, Women in Business, Young Entrepreneurs, brand, sales | Posted on 19-01-2010 | Print This Post |
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How Your Personal Brand Affects Your Business Brand “What is your personal style? How does it effect your sales?” A speaker posed this question at an eWomen’s Conference (http://www.ewomennetwork.com) that I attended. Strong thinking material. She talked about the popularity of the TV series, Sex in the City, being magnetic to the audience because of the relationships between [...]

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Sales: Getting Your Ducks in a Row

Posted by Christine Banning | Posted in Growing, Managing, Marketing, Organization, Planning, SUCCESS, grow, holiday season, sales, year end | Posted on 16-12-2009 | Print This Post |
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Time to Wrap up 2009 Sales By December 19th, the sales year is pretty much over for most businesses. If you have proposals waiting for approval, seek the signature and that deposit in 2009. Get some revenue on the books and some business in the door for 2010.     If you are a retailer, this is your [...]

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Go the Extra Mile

Posted by Jeffrey Gitomer | Posted in Business, Channels, Jeffrey Gitomer, SUCCESS Experts, Sales Bible, Training, extra mile, habits, perseverance, sales | Posted on 23-11-2009 | Print This Post |
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When I say “going the extra mile,” what do you think about? Hard work? Doing the unexpected? Other people? Someone special? You? Where does the Extra Mile come from? How are Extra Mile stories created? What do they mean to companies and people? Extra Mile actions by individuals (and the ensuing stories attached to them) create [...] Post from: SUCCESS magazine Blog People who read this also read...Up Yours! (Your Image That Is) Pt. 2 This is a brand new way to look at (and build) your image,...Good, Better or Best? Are you the best at what you do? Everyone wants success, but very...What’s So Funny about Being Professional? There’s an old sales adage that says, “If you can make em laugh,...

Good, Better or Best?

Posted by Jeffrey Gitomer | Posted in Business, Jeffrey Gitomer, SUCCESS Experts, Training, free video, sales | Posted on 16-11-2009 | Print This Post |
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Are you the best at what you do? Everyone wants success, but very few achieve the success they dream about. I’m on my journey just like you. In the process of studying, I came to a realization about personal achievement: “going for the gold” is wrong. Being the best you can be in order to earn [...] Post from: SUCCESS magazine Blog People who read this also read...Go the Extra Mile When I say “going the extra mile,” what do you think about? Hard...Evolving from Salesperson to Trusted Advisor When I say the words trusted advisor, what words come to mind? Relationship?...Declaration of Windependence: The SUCCESS Sales Challenge Begins! Register for the Success Sales Challenge with Jeffrey Gitomer here >>> After is...

The Psychology of Mac versus PC

Posted by Shelle Rose Charvet | Posted in Apple computers, Apple sales results, Influencing and Persuasion, LAB Profile, Mac vs PC, PC, Shelle Rose Charvet, Technology, psychology, sales, technology sales, tv commercials | Posted on 10-11-2009 | Print This Post |
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The Mac versus PC commercials have been playing on television in North America and elsewhere for quite some time. They are very engaging. Many people stop whatever they are doing to watch them. If you have not seen them, check out Mac versus PC on YouTube. They pose a challenge to Microsoft Windows and merchants [...]

Golden Gitomer Lessons from San Francisco: Bonus Videos on Image and Brand Building (6 of 6)

Posted by Jeffrey Gitomer | Posted in Business, Channels, Jeffrey Gitomer, SUCCESS, SUCCESS Experts, San Francisco, sales, video | Posted on 09-11-2009 | Print This Post |
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Jeffrey Gitomer was in San Francisco speaking at an event a few weeks ago and took the time to shoot some iconic (and just a little comic) footage in the “Golden State” to further illustrate his points on the importance of image and reputation when it comes to building both your personal and your business [...] Post from: SUCCESS magazine Blog People who read this also read...Golden Gitomer Lessons from San Francisco: Bonus Videos on Image and Brand Building (2 of 6) Jeffrey Gitomer was in San Francisco speaking at an event a few weeks ago...Golden Gitomer Lessons from San Francisco: Bonus Videos on Image and Brand Building (4 of 6) Jeffrey Gitomer was in San Francisco speaking at an event a few weeks ago...Golden Gitomer Lessons from San Francisco: Bonus Videos on Image...

Golden Gitomer Lessons from San Francisco: Bonus Videos on Image and Brand Building (5 of 6)

Posted by Jeffrey Gitomer | Posted in Business, Channels, Jeffrey Gitomer, SUCCESS, SUCCESS Experts, San Francisco, sales, video | Posted on 09-11-2009 | Print This Post |
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Jeffrey Gitomer was in San Francisco speaking at an event a few weeks ago and took the time to shoot some iconic (and just a little comic) footage in the “Golden State” to further illustrate his points on the importance of image and reputation when it comes to building both your personal and your business [...] Post from: SUCCESS magazine Blog People who read this also read...Golden Gitomer Lessons from San Francisco: Bonus Videos on Image and Brand Building (2 of 6) Jeffrey Gitomer was in San Francisco speaking at an event a few weeks ago...Golden Gitomer Lessons from San Francisco: Bonus Videos on Image and Brand Building (4 of 6) Jeffrey Gitomer was in San Francisco speaking at an event a few weeks ago...Golden Gitomer Lessons from San Francisco: Bonus Videos on Image...

Golden Gitomer Lessons from San Francisco: Bonus Videos on Image and Brand Building (4 of 6)

Posted by Jeffrey Gitomer | Posted in Business, Channels, Jeffrey Gitomer, SUCCESS, SUCCESS Experts, San Francisco, sales, video | Posted on 09-11-2009 | Print This Post |
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Jeffrey Gitomer was in San Francisco speaking at an event a few weeks ago and took the time to shoot some iconic (and just a little comic) footage in the “Golden State” to further illustrate his points on the importance of image and reputation when it comes to building both your personal and your business [...] Post from: SUCCESS magazine Blog People who read this also read...Golden Gitomer Lessons from San Francisco: Bonus Videos on Image and Brand Building (2 of 6) Jeffrey Gitomer was in San Francisco speaking at an event a few weeks ago...Golden Gitomer Lessons from San Francisco: Bonus Videos on Image and Brand Building (5 of 6) Jeffrey Gitomer was in San Francisco speaking at an event a few weeks ago...Golden Gitomer Lessons from San Francisco: Bonus Videos on Image...

The Customer is Bothering Me is here!

Posted by Shelle Rose Charvet | Posted in Customer Experience, Difficult Customers, Influencing and Persuasion, Shelle Rose Charvet, customer service, sales | Posted on 01-11-2009 | Print This Post |
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How to Change Attitudes, Improve Results and Grow Your Bottom Line I’m so excited that it’s finally done. Find out more at www.TheCustomerisBotheringMe.com This book is based on my Words That Change Minds Power Principles: Everything you do influences the emotional state of your customer. Everything you do determines what the customer believes about your company. Shelle Rose Charvet Why [...]

Retail IS Different

Posted by Shelle Rose Charvet | Posted in Influencing and Persuasion, Personal Effectiveness, Shelle Rose Charvet, establishing rapport, increase sales, persuasion, retail sales, sales, sales techniques | Posted on 19-10-2009 | Print This Post |
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I was just speaking to someone today who wants to sell over a million dollars in the next year of a well-known brand of furniture. She knows it can be done – a sales person in my area has done  it. She knows retail is different than selling services and products in other environments. She [...]