Posted by Darren Hardy | Posted in Marketing, SUCCESS, sales | Posted on 10-01-2012 | 
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What matters most in making your business successful? (It might not be what you expect)
If a genie popped out of a bottle and granted you instant “best-in-your-industry” status in just one of four categories, which would you choose?:
best management
best margins
best marketing
best product
While all these contribute to your business success, only one factor matters most.
PRODUCT?
It’s often assumed that the highest-quality and best product wins. Not true. What’s the No. 1 restaurant in the world? McDonald’s. What’s the No. 1 wine? Franzia (the stuff that comes in a box!).
MANAGEMENT?
The next assumption is that management makes the competitive difference. Countless “dream teams” have failed miserably (think Enron, the movie Oceans 12 and the 2004 Olympic basketball team, comprising nothing but NBA stars, ending up third, losing to Lithuania. Ouch.).
MARGINS?
Certainly your accountant and CFO would wish for the highest margins. Tell'em margins don’t matter at all if the product never sells. Ultimately, like it or not, the one thing that matters most in determining whether your business succeeds or fails miserably is... CLICK HERE TO READ REST OF POST
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Posted by Darren Hardy | Posted in SUCCESS, sales | Posted on 21-06-2011 |
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Millennials, also known as Gen Y-ers (80 million, born between 1980 and 1995), were raised by overly doting parents who coddled their self-esteem like fragile Fabergé eggs. They played in little leagues where the score wasn't kept and where everyone was a winner and everyone got a trophy for just showing up.
Having hired, worked with and trained many, I had concluded that millennials were simply lazy, undisciplined, unmotivated, over-entitled and disengaged, with the attention span of goldfish.
Then I joined the Board of Directors of an organization called Invisible Children, founded by and made up entirely of millennials. I was quickly humbled to the fact that it is not that they are unmotivated, inattentive or disengaged—they were just unmotivated, inattentive and disengaged in working for ME!
The three leaders behind Invisible Children and their mostly volunteer army of incredibly motivated, hard-working and passionately engaged millennials have pulled off achievements in the last half dozen years that even SUCCESS hasn't in the last 116 years. They have organized marches on Washington, simultaneous overnight rallies of millions of people in over 100 cities worldwide and pulled off wild stunts to get themselves on the Oprah show (which they did three times!). They even wrote a bill that they personally pushed through the Senate and Congress all the way to the Oval Office and stood there while the President of the United States signed it. You cannot tell me this is an unmotivated, lazy and unfocused generation anymore.
Having seen the talent, passion and capabilities of the millennials up-close, I now believe they pose one of the greatest strategic opportunities for companies today, if... CLICK HERE TO READ REST OF POST
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Posted by bob urichuck | Posted in sales | Posted on 07-03-2011 |
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You must appreciate that sales revenue is the life line to your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The world revolves around sales, but more importantly, it now needs to revolve around buyers. Buyers are everywhere. What are you doing to help them buy?
The [...]
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You’ve just done a marvelous presentation about your products or your services; you’ve gotten a raving applause and then what do you do? That’s what my top tips posting is about today. How to end a Sales Presentation. There are 3 steps Entice Engage Offer Click here to wach the videoclip Click here to learn [...]
This past week I have been reviewing my accomplishments and challenges over the last years and looking towards my future in my business and personal life. And I noticed that some of what I said was important year after year still remained in the “NOT DONE” basket. What about you? I re-listened to my audio [...]
It is an outrage that once again the airline industry in Europe and around the world was not ready for a winter storm..... at Christmas time! Why isn't the world press outraged?
Now I don’t like this fact. I would philosophically argue against this fact. But it is a fact… and the evidence is all around us.
Who makes the best-tasting hamburger in the world? Doubtful you’d anoint McDonald’s with that title, but they outsell everyone else by many billions of dollars.
What is the best wine in the world? Certainly Franzia (which comes in a box!) wouldn’t be your first or 100th guess, but it is the best selling.
What is the highest-quality bottled water? If you tested it,
it certainly wouldn’t be Aquafina (owned by PepsiCo), Dasani (owned by
Coca-Cola) or Poland Spring (owned by Nestle Waters), but those are the
number 1, 2 and 3 best selling.
Nine times out of 10 it is not the best or highest-quality clothing
line, automobile, restaurant, CPA firm, real estate agent, lawyer,
furniture manufacturer, refrigerator, etc. that sells the most or
becomes the biggest—it is the ones who market themselves the best.
This is the business axiom that I witness all around me every day:
The ultimate success of a product or service is 10% the quality of the product and 90% the quality of the marketing.
Now while I don’t necessarily LIKE that fact, as I believe the
success of a product or service should be what’s most important and it
should stand ENTIRELY on the value it delivers, that is just not how it
works in reality.
Even if you are simply an individual in a sales organization this is
true. It is not necessarily the best, the highest quality, highest
class, most refined people that make it to the top… it is the ones who
market themselves, network themselves, position themselves with
credibility amongst their peers and demonstrate their growing and
developing selves to the circle around them that end up at the top of
the sales organization.
Now, let me also add this: If your product or service is bad… or even if you are bad, unethical or without integrity, no amount of marketing will make you or your product or service...
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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 [...]
"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."
Posted by rieva7 | Posted in Uncategorized, obstacles, sales | Posted on 10-08-2010 |
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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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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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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
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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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Posted by John Assaraf | Posted in sales | Posted on 08-07-2010 |
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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:...
Posted by stevenson927 | Posted in Marketing, sales | Posted on 30-06-2010 |
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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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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 [...]
Posted by rieva7 | Posted in Managing, customer service, sales | Posted on 22-06-2010 |
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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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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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Posted by bob urichuck | Posted in sales, sales techniques | Posted on 24-04-2010 |
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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.
Tags: free sales training, marketing and sales strategies, sales techniques, sales strategies
Posted by Julie Brander | Posted in Managing, SUCCESS, sales, selling | Posted on 01-04-2010 |
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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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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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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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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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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,...
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 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 [...]
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...
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...
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...
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 [...]
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 [...]
