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Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.
New Thinking = New Results
Maybe it’s time to take a different approach. Maybe we need to seriously analyze our sales thinking so we can identify why we’re not making more sales. Take a look at the table below and thinkabout your current selling mindset. How would your selling behaviors change if you changed your sales thinking?
Traditional Sales Mindset Vs Unlock The Game™ Mindset
1. Always deliver a strong sales pitch. Vs Stop the sales pitch — and start a conversation.
2. Your central objective is always to close the sale. Vs Your central goal is always to discover whether you and your potential client are a good fit.
3. When you lose a sale, it’s usually at the end of the sales process. Vs When you lose a sale, it’s usually right at the beginning of the sales process.
4. Rejection is a normal part of selling. Vs Sales pressure is the only cause of rejection. Rejection should never happen.
5. Keep chasing every potential client until you get a yes or a no. Vs Never chase a potential client — you’ll only trigger more sales pressure.
6. When a prospect offers objections, challenge and/or counter them. Vs When a potential client offers objections, uncover the truth behind them.
7. If a potential client challenges the value of your product or service, you must defend yourself and explain the value. Vs Never defend yourself or what you have to offer — it only creates more sales pressure.
Let’s take a closer look at these central Unlock The Game™ concepts so you can begin to open up your current sales thinking and become more effective in your selling activities:
1) Stop the sales pitch — and start a conversation.
When you call someone, avoid making a mini-presentation about yourself, your company, and what you have to offer. Start with an opening conversational phrase that focuses on a specific problem that your product or service solves. If you don’t know what this is, ask your current customers why they purchased your solution. One example of an opening phrase might be, “I’m just calling to see if you’d be open to some different ideas related to lowering the risk of any computer downtime you may be having in your company?” Notice that you are not pitching your solution with this opening phrase.
2) Your central goal is always to discover whether you and your potential client are a good fit.
Let go of trying to “close the sale” or “get the appointment”– and you will discover that you don’t have to take responsibility for moving the sales process forward. If you simply focus your conversation on problems that you can help potential clients solve, and if you don’t jump the gun by trying to move the sales process forward, you will find that potential clients will actually bring you into their buying process.
3) When you lose a sale, it’s usually right at the beginning of the sales process.
If you believe that you lose sales because you make a mistake at the end of the process, take a look back at how you began the relationship. Did you start with a presentation? Did you use traditional sales language like, “We have a solution that I believe you really need” or “Others in your industry have bought our solution, so you should consider it as well”?
When you use traditional sales language, potential clients can’t help but label you with the negative stereotype of “salesperson.” This makes it almost impossible for them to relate to you from a position of trust. And if trust isn’t established at the outset, honest communication about the problems they’re trying to solve, and how you might be able to help them, becomes impossible too.
4) Sales pressure is the only cause of rejection. Rejection should never happen.
Rejection happens for only one reason: Something you said, as subtle as it might have been, triggered a defensive reaction from your potential client. Yes, something you said. To eliminate rejection, simply shift your mindset so that you give up the hidden agenda of hoping to make a sale. Instead, everything you say and do should stem from the basic mindset that you are there to help potential clients. This makes you able to ask, “Would you be open to talking about issues you might be having affecting your business?”
5) Never chase a potential client–you’ll only trigger more sales pressure.
“Chasing” potential clients has always been considered normal and necessary, but it’s rooted in the macho selling image that, “If you don’t keep chasing, it means you’re giving up — and that means you’re a failure.” This is dead wrong! Instead of chasing potential clients, tell them that you would like to avoid anything that resembles the old cat-and-mouse chasing game by scheduling a time for your next chat.
6) When a potential client offers objections, uncover the truth behind them.
Most traditional sales programs spend a lot of time focusing on “overcoming objections.” These tactics only put more sales pressure on potential clients and also fail to explore or understand the truth behind what the potential client is saying. When you hear, “We don’t have the budget,” “Send me information,” or “Call me in a few months,” do you think you’re hearing the truth, or do you suspect that these are polite evasions designed to end the conversation?
Rather than trying to counter objections, you can uncover the truth by replying, “That’s not a problem” — no matter what clients are “objecting” to — and then using gentle, dignified language that invites them to reveal the truth about their situation.
7) Never defend yourself or what you have to offer — it only creates more sales pressure.
When a potential client says, “Why should I choose you over your competition?,” your first, instinctive reaction is probably to start defending your product or service because you want to convince them to buy. But what do you think goes through your potential client’s mind at that point?
Something like, “This ‘salesperson’ is trying to sell me on why what they have to offer is better, but I hate feeling as if I’m being sold.” Rather than defending yourself, try suggesting that you aren’t going to try to convince them of anything because that would only create sales pressure. Instead, ask them about the key problems that they are trying to solve, and then explore how your product or service might solve those problems –without ever trying to persuade.. Let potential clients feel that they can choose you without feeling “sold.”
You too can improve your sales effectiveness if you are open minded and willing to try a new and more natural selling approach.
Have you ever felt exhausted at the end of the day, knowing you worked your butt off and yet wondering what the heck you actually accomplished or, worse yet, wondering why nothing has been crossed off your “to do” list? It’s frustrating to say the least.
Here are seven strategies guaranteed to increase your productivity…and I don’t use the word “guaranteed” lightly!
1. Most “To-Do” lists are useless.
There, I’ve said it and those time management companies who insist we make lists and put pretty-colored “A”, “B”, and “C” identifiers after tasks will have to deal with it.
The reason why, quite simply, is that tasks have start times, but no end times. If you make just one change, do this: Put a start and an end time for everything you do and watch how much you get done!
2. The right “tools”.
You need to have a schedule – one where YOU purposefully script out those things that are your priorities for the day and you insure that nothing “bumps” them. I have a schedule for each day, week and for the year so if a client asks me to attend a call or visit his office, I know what I’m doing.
Your schedule should include those things that you need to do every day until you have built a routine around them. I write every day. Not some days, not most days, but every day and it was only by having it on my schedule that it got done. It’s now a routine that I rarely miss.
Another critical tool is what I affectionately call my “Chat Pad”. I have a steno notebook for each client/key person that I deal with and keep a list of what I need to discuss with them (and the resulting actions of that discussion) so I can group phone calls or send one summary email rather than several throughout the day.
3. Ask this question.
What is the most effective use of your time RIGHT NOW?
For those rare times when you haven’t scheduled your time, ask yourself the above question and then follow through with working on the answer. You will dramatically increase the quality of the work you do.
4. Know your worth.
How much money do you want to make this year? If we assume that you work 8-hour workdays and you will earn $50,000 this year, then each hour is worth $25.61 and every minute is worth $0.427.
You intend on making $100,000 this year? Then double the above figures: every hour is worth $51.23 and every minute is worth $0.852.
So for every workday hour that you waste, you have lost $6,250 on a $50,000 income and $12,500 on a $100,000 income.
5. Delegate, don’t abdicate.
As an entrepreneur (or aspiring entrepreneur) who now knows the value of his time, you recognize that it is worthwhile to delegate those activities that you either aren’t good at or dislike.
While delegating is critical to the most optimal use of your time and energies, be sure not to abdicate responsibility for those items. Keep a running list of the tasks you’ve delegated and check in with that person (remind yourself using your “Chat Pad”).
6. Post your goals.
Having your goals posted provides consistent motivation on why you are doing the things you are doing.
Want an extra kick in the pants? Post a picture of that new car, new home, or dream vacation. Seeing the reason you are working to meet your goals will provide your subconscious with extra motivation to get the job done.
7. Keep a success journal
Success “journals” can be done several ways. You can simply keep a written record of all your successes or, you can follow Arnold Palmer’s method: he had a table wherein he inlaid his golf medals and, when he placed one medal in the table, he had a new hole grouted for the next, as-yet-to-be-won medal. Always looking ahead, always anticipating the next success.
Remember this: time can not be replaced. You can replace money, you can replace clients or projects. You can not replace time. Use it wisely.
Copyright 2006 Sandra P. Martini
Marketing a business can be fun, exciting and creative. It can also be very frustrating and expensive if one doesn’t know what outcome they are looking for or how to evaluate cost effective methods of marketing.
Over the years people have come to know me for my unique ability to develop low cost and no cost strategies to market and promote a business, product or service. Strategies that have realized incredible returns.
Some of my successes have included:
– Before my last book was published I pre-sold over $8,000 in books
– Over 250 people registered for a recent seminar in less than 2 weeks and the cost to promote was under $25
– One company used my strategies for a career expo and made over $180,000 in consulting fees
– One speaker sold over $23,000 in product sales back of the room at a two hour seminar with strategies outlined in my program
I don’t share this to impress anyone, rather to impress upon you when using the right strategies for your market, you can realize some incredible results.
People have also come to know me as someone who is a stickler when it comes to putting systems in place. My marketing successes are a direct result of the systems I have implemented.
With a bit of forethought, planning and desire, you can successfully market your business in a very effective manner. Below are seven proven strategies sure to increase visibility, leads and sales.
1. Business Cards
Business cards are often one of the most underutilized tools in one’s marketing.
Use the front and back of your business card to gain full benefit. Depending on your market you can put some very valuable information on the back such as a sports schedule, emergency numbers, or special dates people want to remember.
Keep some in your wallet, your automobile, on your desk, and some at home. Be sure to carry them with you wherever you go and be willing to hand them out as opportunity presents itself.
Creatively distribute your card. When you eat out you can leave one with the tip.
If you borrow a library book, use one as a book mark. Hand them to clerks in stores who may know other people who could use your product or service.
When someone gives you their business card be sure to enter their information in your database. Send them a short note or email within 48 hours of meeting them to keep your name fresh in their mind.
2. Send a picture
A great way to keep your name fresh in a customer’s mind is to send them a picture of when they purchased a product or service from you.
Put a picture of a buyer’s auto purchase in a beautiful calendar. Likely, the proud owner of the vehicle will display the calendar for the next 365 days.
For specialty gift shops, when a customer makes a substantial purchase, have a picture taken with the shop owner. Frame the picture and send it to the customer.
Chances are very good the picture will be displayed proudly for friends and family to see.
A dentist who specializes in smile makeovers can easily arrange to have a professional makeup artist and photographer capture the patient’s beautiful new smile. No doubt the patient will be more than happy to show others their new look.
Associations particular to your market are a great resource for marketing. There are associations specific to virtually any industry, job type or business. A quick web search will likely show you how much is available.
A major opportunity within many organizations is the chance to network. Additionally, to make presentations. Along with presentations come publications.
Often, when you do a presentation, you will get a mention in the association newsletter, their Ezine and/or on their website.
In many cases, when an organization has a newsletter or Ezine, they welcome the presenter writing a press announcement for them. It saves them time and often assures you have a better chance of the information making it into the publication.
They may also welcome you writing an article for their publication or website.
This lends itself to pre-presentation visibility. Additionally, you will position yourself as an expert and increase credibility.
Most organizations have the following opportunities that can help you to gain visibility and do some very effective marketing:
-Links to you website
-Discounted advertising rates
-Business referral services
-Special recognition events
-Business and membership directories
In many cases you will need to be a member of the association to take advantage of the multiple marketing opportunities. In other cases membership is not necessary.
4. Committee Involvement
Committee involvement is a great way to give back to the association or community while building visibility for you and your business. In some cases, you may even want to get involved in a committee where you have little experience or knowledge. This will give you an opportunity to stretch yourself and meet and network with individuals you may not have otherwise had the chance to meet.
5. Contests and drawings
Contests are a favorite for many businesses such as restaurants or those that have high foot traffic. Contests are a great way to build your database quickly.
You are generating very hot leads when you have a contest with people who have already frequented your place of business. The key though is to do back -end marketing. Far too many businesses hold contests, get lots of names and do nothing with them. In this case, it is a complete waste of time to hold a contest.
You can advertise a contest to gain new foot traffic in your place of business.
Trade show booths are a great place to hold a contest. Pre-show marketing helps to generate traffic at your booth. Invite people to stop by booth # _____ (whatever your booth is) to enter to win. Creative contests can also generate free publicity.
Join with other companies who have products or services that compliment yours and promote each other. Let’s say you have a massage business. You could partner with a candle company to sell their candles to your massage clients. They can give out coupons for your massage business. Or the candle company can partner with a gift basket company. Cross-promoting is only limited by your imagination.
This can considerably cut down the cost of business promotion and allow each business to use promotion techniques that might be too expensive to implement alone.
Secure special offers from various businesses who want to share a similar market as you. When a customer buys a minimum amount they receive a bonus packet with the various offers from the other vendors. This is a win/win all the way around. The other vendors gain visibility, you have something extra to offer you customers and the customers get incredible value for their purchase.
Be aware of who you cross-promote and joint venture with. You want someone who will be equally committed to a campaign.
Cold calling the old way is a painful struggle.
But you can make it a productive and positive experience by changing your mindset and cold calling the new way.
To show you what I mean, here are 7 cold calling ideas that even the sales gurus don’t know.
1. Change Your Mental Objective Before You Make the Call
If you’re like most people who make cold calls, you’re hoping to make a sale — or at least an appointment — before you even pick up the phone.
The problem is, the people you call somehow always pick up on your mindset immediately.
They sense that you’re focused on your goals and interests, rather than on finding out what they might need or want.
This short-circuits the whole process of communication and trust-building.
Here’s the benefit of changing your mental objective before you make the call: it takes away the frenzy of working yourself up mentally to pick up the phone.
All the feelings of rejection and fear come from us getting wrapped up in our expectations and hoping for an outcome when it’s premature to even be thinking about an outcome.
So try this. Practice shifting your mental focus to thinking, “When I make this call, I’m going to build a conversation so that a level of trust can emerge allowing us to exchange information back and forth so we can both determine if there’s a fit or not.”
2. Understand the Mindset of the Person You’re Calling
Let’s say you’re at your office and you’re working away.
Your phone rings and someone says, “Hello, my name’s Mark. I’m with Financial Solutions International. We offer a broad array of financial solutions. Do you have a few minutes?”
What would go through your mind?
Probably something like this: “Uh-oh, another salesperson. I’m about to be sold something. How fast can I get this person off the phone?”
In other words, it’s basically over at “Hello,” and you end up rejected.
The moment you use the old cold calling approach — the traditional pitch about who you are and what you have to offer, which all the sales gurus have been teaching for years — you trigger the negative “salesperson” stereotype in the mind of the person you’ve called, and that means immediate rejection.
I call it “The Wall.”
The problem is with how you’re selling, not what you’re selling.
This is an area that’s been ignored in the world of selling.
We’ve all been trained to try to push prospects into a “yes” response on the first call. But that creates sales pressure.
But, if you learn to really understand and put yourself in the mindset of the person you call, you’ll find it easier to avoid triggering The Wall.
It’s that fear of rejection that makes cold calling so frightening.
Instead, start thinking about language that will engage people and not language that will
3. Identify a Core Problem That You Can Solve
We’ve all learned that when we begin a conversation with a prospect, we should talk about ourselves, our product, and our solution. Then we sort of hope that the person connects with what we’ve just told them. Right?
But when you offer your pitch or your solution without first involving your prospect by talking about a core problem that they might be having, you’re talking about yourself, not them.
And that’s a problem.
Prospects connect when they feel that you understand their issues before you start to talk about your solutions.
When people feel understood, they don’t put up The Wall. They remain open to talking with you.
Here’s an example based on my own experience. I offer Unlock The Game™ as a new approach in selling. When I call a vice president of sales, I would never start out with, “Hi, my name is Ari, I’m with Unlock The Game, and I offer the newest technique in selling, and I wonder if you have a few minutes to talk now.”
Instead, I wouldn’t even pick up the phone without first identifying one or more problems that I know VPs often have with their sales teams. Problems that Unlock The Game™ can solve.
For example, one common problem is when sales teams and salespeople spend time chasing prospects who have no intention of buying.
So I would start by asking, “Are you grappling with issues around your sales team chasing prospects who lead them on without any intention of buying?”
So, come up with two or three specific core problems that your product or service solves. (Avoid generic problem phrases like “cut costs” or “increase revenue.” They’re too vague.)
4. Start With a Dialogue, Not a Presentation
Let’s return to the goal of a cold call, which is to create a two-way dialogue engaging prospects in a conversation.
We’re not trying to set the person up for a yes or no. That’s the old way of cold calling.
This new cold calling approach is designed to engage people in a natural conversation. The kind you might have with a friend. This lets you both of you decide whether it’s worth your time to pursue the conversation further.
The key here is never to assume beforehand that your prospect should buy what you have to offer, even if they’re a 100 percent fit with the profile of the “perfect customer.”
If you go into the call with that assumption, prospects will pick up on it and The Wall will go up, no matter how sincere you are.
Avoid assuming anything about making a sale before you make a call.
For one thing, you have no idea whether prospects can buy what you have because you know nothing about their priorities, their decisionmaking process, their budget, etc.
If you assume that you’re going to sell them something on that first call, you’re setting yourself up for failure. That’s the core problem with traditional old-style cold calling.
Stay focused on opening a dialogue and determining if it makes sense to continue the conversation.
5. Start With Your Core Problem Question
Once you know what problems you solve, you also know exactly what to say when you make a call. It’s simple. You begin with, “Hi, my name is Ari. Maybe you can help me out for a moment.”
How would you respond if someone said that to you?
Probably, “Sure, how can I help you?” or “Sure, what do you need?” That’s how most people would respond to a relaxed opening phrase like that. It’s a natural reaction.
The thing is, when you ask for help, you’re also telling the truth because you don’t have any idea whether you can help them or not.
That’s why this new approach is based on honesty and truthfulness. That’s why you’re in a very good place to begin with.
When they reply, “Sure, how can I help you?,” you don’t respond by launching into a pitch about what you have to offer. Instead, you go right into talking about the core problem to find out whether it’s a problem for the prospect.
So you say, “I’m just giving you a call to see if you folks are grappling (and the key word here is ‘grappling’) with any issues around your sales team chasing prospects who turn out to never have any intention of buying?”
No pitch, no introduction, nothing about me. I just step directly into their world.
The purpose of my question is to open the conversation and develop enough trust so they’ll feel comfortable having a conversation.
The old way of cold calling advises asking lots of questions to learn about the prospect’s business and to “connect.” The problem is that people see right through that. They know that you have an ulterior motive, and then you’re right back up against The Wall.
These ideas may be hard for you to apply to your own situation at first because trying to leverage calls based on what we know about our solution is so engrained in our thinking.
If you stay with it, though, you can learn to step out of your own solution and convert it into a problem that you can articulate using your prospects’ language.
And that’s the secret of building trust on calls. It’s the missing link in the whole process of cold calling.
6. Recognize and Diffuse Hidden Pressures
Hidden sales pressures that makes The Wall go up can take a lot of forms.
For example, “enthusiasm” can send the message that you’re assuming that what you have is the right fit for the prospect. That can send pressure over the phone to your prospect.
You must be able to engage people in a natural conversation. Think of it as calling a friend. Let your voice be natural, calm, relaxed…easy-going. If you show enthusiasm on your initial call, you’ll probably trigger the hidden sales pressure that triggers your prospect to reject you.
Another element of hidden pressure is trying to control the call and move it to a “next step”.
The moment you begin trying to direct your prospect into your “sales process”, there is a very high likelihood that you can “turn off” your prospect’s willingness to share with you the details of their situation.
It’s important to allow the conversation to evolve naturally and to have milestones or checkpoints throughout your call so you can assess if there is a fit between you and the person you are speaking with.
7. Determine a Fit
Now, suppose that you’re on a call and it’s going well, with good dialogue going back and forth. You’re reaching a natural conclusion…and what happens?
In the old way of cold calling, we panic. We feel we’re going to lose the opportunity, so we try to close the sale or at least to book an appointment. But this puts pressure on the prospect, and you run the risk of The Wall going up again.
Here’s a step that most people miss when they cold call. As soon as they realize that prospects have a need for their solution, they start thinking, “Great, that means they’re interested.”
What they don’t ask is, “Is this need a top priority for you or your organization to solve, or is it something that’s on the back burner for a while?”
In other words, even if you both determine that there ia a problem you can solve, you have to ask whether solving it is a priority. Sometimes there’s no budget, or it isn’t the right time. It’s important that you find this out, because months later you’ll regret not knowing this earlier.
Putting the Pieces Together
Have you ever wondered where the “numbers game” concept came from?
It came from someone making a call, getting rejected, and the boss saying, “Call someone else.”
But with the new way of cold calling, it’s not about how many people you call. It’s about what you say and how you come across.
Do you remember the definition of insanity—continuing to do the same thing but expecting different results?
If you go on using the same old cold calling methods, you’ll go on experiencing the ever-increasing pain of selling.
But if you adopt a new approach and learn how to remove pressure from your initial cold calls, you’ll experience so much success and satisfaction that it’ll really change the way you do business, bring you sales success beyond your imagination—and eliminate “rejection” from your vocabulary for good.
Have you noticed that the old “tried and true” cold calling techniques which were once successful have completely lost their effectiveness over the years? They just don’t work anymore.
But many salespeople are still use them because that’s all they know. They’re working from that old, ineffective cold calling mindset. And they’re making the same mistakes over and over again.
I’d like to talk about 4 classic cold calling mistakes from the old traditional approach that will put you on the wrong path if you’re not careful.
1. Deliver a strong, enthusiastic sales pitch
People almost always feel “pushed” by sales enthusiasm, especially when it’s coming from someone they don’t know.
You see, a strong sales pitch includes the unspoken assumption that your product or service is a great fit for the other person. But think about it. You’ve never spoken with them before, much less had a full conversation. You can’t possibly know much about them at this point.
So to them, you’re just another salesperson who wants them to buy something. And so the walls go up.
It’s much better to modestly assume you know very little about your prospect. Invite them to share some of their concerns and difficulties with you. And allow them to guide the conversation, rather than your pre-ordained strategy or pitch.
2. Your goal is to always make the sale
When your target in cold calling is to always make the sale, prospects are aware of your agenda. And almost immediately, they’re on the defensive. After all, you’re primarily focused on yourself and the sale – not on them.
In the old traditional mindset, you forge ahead with the hope of getting a sale. You’re coaxing, persuading, and pushing things forward.
But most cold calls break down the moment the other person feels this sales pressure.
Why? Because they don’t know you, and they don’t trust you.
So the sales momentum you’re trying to create actually triggers a backlash of suspicion and resistance. They’re trying to protect themselves from a potential “intruder” with what appears to them as a self-serving agenda.
Instead, you can approach cold calling with a different goal. Your focus can be on discovering whether you’re able to solve a problem for the other person.
When you become a problem-solver, this feels vastly different to the person you’re talking to. You’re not triggering rejection. You’re calling with 100 percent of your thoughts and energy focused on their needs, rather than on making a sale.
3. Focus on the end of the conversation – that’s when sales are lost
If you believe that you lose sales because you’ve made a mistake at the end of the process, you’re looking in the wrong direction. Most mistakes are made at the beginning of a cold calling conversation.
You see, it’s at the beginning that you convey whether you’re honest and trustworthy. If you’ve started out your cold call with a high-pressured sales pitch, then you’ve probably lost the other person in just a few seconds.
When you follow a sales script, strategy, or presentation, then you’re not allowing a natural, trusting conversation to evolve. So the “problem” has been put into motion by your very first words. So the place to put all your focus is at the beginning of the cold call, not at the end.
4. Overcome and counter all objections
Most traditional sales programs spend a lot of time focusing on overcoming objections. But these tactics only put more sales pressure on your prospect, which triggers resistance. And you also fail to explore or understand the truth behind what’s being said.
When you hear, “We don’t have the budget,” or, “Call me in a few months,” you can uncover the truth by replying, “That’s not a problem.”
And then using gentle, dignified language, you can invite them to reveal the truth about their situation.
So move away from the old sales mindset and try this new way of approaching your cold calling. You’ll find yourself being more natural, and others will respond to you in a much more positive way.
Here are 3 common cold calling techniques that you should probably avoid:
Mistake #1: Center the conversation around yourself and what you have to offer
In the old approach, you introduce yourself, explain what you do, and suggest a benefit or feature of your product. And then you close your eyes and pray that the other person will be interested
Unfortunately, the moment you stop talking you usually hear, “Sorry, I’m busy,” or “Sorry, I’m not interested.”
You see, you’ve started your cold call by talking about your world and what you have to offer. But realistically, most people aren’t all that interested in you. When you talk about your company and your product, it’s just another advertisement to them. You haven’t engaged them, so they often just “turn the page.”
Prospects are much more interested in themselves and what’s important to them. So if you start the conversation by focusing on their world, they’re more likely to interact with you.
So instead, talk about an issue or problem they may need solving. Focus on them rather than on what you have to offer. And see where it takes you.
Mistake #2: Be confident they should buy your product or service
In the old cold calling mindset, you’re taught to focus on the sale and be completely confident that what you’re offering is something the other person should buy.
The problem with this approach is that you haven’t asked them to determine this along with you. So think about it – in the old mindset, you’re really deciding for someone else what’s good for them. I know this isn’t intended, but that’s exactly what comes across to your prospects.
So rather than being full of confidence and enthusiasm, stop for a minute and think about the other individual. Relax into a real conversation instead of moving into a persuasive strategy or sales pitch. Put yourself in their shoes and invite them to explore along with you whether what you have to offer is a match for them.
Others really can distinguish the difference. You’re inviting them to see if you might be able to help them solve a problem. This makes for a much better connection right at the beginning, and you’ll get that immediate rejection reaction much less.
Mistake #3: When someone brings up an objection, try to overcome it
You know, one of the reasons cold calling is so difficult is that sometimes you may not be very familiar with the other person and their business. When you make that first call, you don’t know very much about their issues, problems, budget, and time constraints.
Chances are, not everyone is going to benefit by your product or service.
So realistically, your company or product isn’t going to be a match for everyone. And yet, when someone brings up an objection (“we don’t have the budget for that,” etc.), the old cold calling mindset trains you to “overcome,” “bypass,” or “override.”
But when you do that, you put the other person on the defensive. Something they’ve said is being dismissed. And here’s where rejection can happen very suddenly.
So it’s much better to listen to their concerns and continue to explore whether what you’re offering makes sense for them. There are some wonderful phrases you can use that validate their viewpoint without closing the conversation.
So now you’ve discovered the 3 major cold calling mistakes people often make. See if you can shift away from those old self-sabotaging mindsets. When you do, you’ll notice that people will engage you much more, and the immediate rejection you’ve grown so accustomed to will happen much less.
Money, according to a classical definition, is what money does. And truth, as they say, is like a rubber band. Stretch it and it can do wonders. So if we can really make money in order to do whatever we want, there is nothing like that.
To provide 10 quick tips to save money is almost like a first-aid approach to a very intricate problem perhaps faced by almost each of us. It is important to know how to manage money efficiently to ensure bulky savings. Whether to save some part of what we have to spend or whether to spend at all on a service or commodity should be the first question to be answered.
Firstly in case of large investments, the first step for a prospective buyer is to identify and correlate the valuable item or service with need or desire. It is better to test its utility first, for example, by borrowing it for a fixed time period. If you are satisfied and convinced about its necessity and think that you really need that, you may buy it. But to save money, you as a wise consumer must find the best seller in terms of comparative pricing, quality & market reputation.
For lower priced items, one has to shop for the lowest prices, also keeping an eye on the quality aspect. For example, if you take the instance of buying clothes, the best purchase is off-season discount sale, wherein you can get good clothes at cheap rates.
For financial investments, like the stock market, follow the golden rule of buying volatile stocks when the price of an item is down & sell it when it is at a high. The profit thus earned can be invested in the equity market for steady items.
Today’s Internet has provided the best opportunities to shop vigorously for the best price before you actually drop the money. Especially for insurance, loan facilities and financial management, one is spoilt for choices. Proper analysis of rates and amortization goes a long way in saving even hundreds of dollars in a year.
Change of plan in case of services like telephone, insurance, etc. can save you costly dollars provided you simply have the knowledge about the best existing plan.
Making a monthly budget for buying the essential items and regulating the number of luxury items can yield considerable savings.
Expensive weekends and extravagant outings should be replaced by reasonable excursion for wholesale entertainment.
Proper food planning and food habits result in better living, both financially and mentally. Stay healthy and you can save on medical bills. Having a proper food plan also prevents food from being wasted.
Paying the bills within due dates provides invaluable savings, because, in this case, as you have to pay, it is better to pay in time to avoid penalty.
If you are an employer, you should encourage flexible job responsibilities for your task force, making each one compatible with the work within a department. This will help in cutting down employees cost and help complete a task within time, even if someone is absent.
There are obviously several other ways to save money and lead a frugal life without tension. It is always told that money saved is money earned. Just keep it in mind and stay happy.
Getting out of debt can be a long, drawn out process. If you spent years wrestling with financial problems, the solution will not come to you overnight. It can take months, even years to unravel debt difficulties but it can be done. You have some options to help you get started; let’s take a look at four of them:
Credit Counseling. Credit counseling companies are vying for your business. This can be a good option as you shop around to find the best plan out there, but bad as you learn that many companies will charge exorbitant fees or do work for you that you can do yourself. Some government agencies and nonprofit firms provide credit counseling too. For little or no money you may be able to find a professional who can help you navigate through your debt dilemma.
Debt Consolidation Loan. Replace your high interest credit cards with one, low interest rate credit card. You could also see if a lending institution will give you a debt consolidation loan. However, you may have to pay for an application fee, whereas with a credit card you would not.
Home Refinancing. Even with rising interest rates, refinancing your mortgage may make sense and allow for you to save hundreds of dollars per month on mortgage payments. With the monies saved with a new, lower mortgage payment you could use your savings to pay off your other debt.
Cash Out. Alternately to home refinancing, you may have enough equity in your home to cash out and pay off your debt. Importantly, although credit card debt is not tax deductible, a home equity loan is. Ultimately, you can reduce your debt as well as reduce your tax obligation by cashing out.
You have some viable solutions to help you reduce your debt. Learn all you can about each option and select the plan that is right for you.
In most job interview situations, your resume will provide your potential employer with his or her first impression of you. If your resume makes a good first impression, you will move on to the next step in the hiring process. If not, your resume will likely be filed and you will never have the opportunity to progress to an actual interview. For this reason, it is essential that you take the time to create a resume that will make the first impression you need it to make.
Stay Clear and Concise
Before you even start writing your resume, you need to be clear on what your objectives are. This means having a solid idea of the type of job that you want and the types of skills needed to obtain that job. By having a clear idea of the job you are hoping to get, you can structure the rest of your resume around this objective.
When actually creating your resume, be clear about your objectives as well as the talents you can offer to the company. Don’t go into a great amount of detail about these talents – you can do that at your interview. Rather, provide the potential employer with a brief overview. Creating bulleted lists with short sentences is generally the best way to go. Remember, your potential employer will be scanning over dozens of resumes. Make it easy for him or her to read the highlights of what you offer to the company.
Use Action Words
Your resume should also contain action words such as monitored, managed, prepared, and developed. Not only will this help your resume stand out, it will also make it more likely to be picked out by the computerized resume scanners many companies are now using. With these scanners, the hiring manager inputs certain words that relate to the position and the computer searches for these words on the resume. If there are no matches, you resume will be overlooked.
Do Your Homework
You may very well have a number of skills and talents, but not all of them are necessarily valuable to the company. Do your homework so you are aware of what the company does and what it is looking for in the person it is hiring. Be sure to highlight these strengths in your resume in order to match the needs of the company.
By following these simple tips, you will be more likely to get an interview. From here, it is up to you to “sell” yourself to a potential employer.
If you are in direct sales, the money is all in the parties you do. You want your hostess and her guests to have as much fun as possible, but at the same time, you need to educate them on and interest them in your products. You may also want to plant the idea of one of them becoming a consultant. Party games can accomplish all of this while providing entertainment to the guests. Here are a few of our favorite games. Give them a try and watch your business grow.
This is an easy all-time favorite and an easy way to introduce a wide variety of products to the group.
Create some bingo cards by drawing a 4 by 4 box grid on a piece of paper. Write “Free” on the center box. Then write the names of your products on the remaining boxes in random order on each of the bingo cards and make yourself a set of cards with just one of the products on each card. You will use this set of cards to draw the bingo “numbers”. You may want to have a sample of each of the products with you and show it and talk about it when the product is drawn during the bingo game. As in ordinary bingo, the first person who has a row of items checked off wins a prize.
2) Get To Know Each Other Game
This game makes for a nice icebreaker, especially if most of the guests don’t know each other. It can also provide you some clues about who may be a potential prospect.
Pass around a bag of M&Ms. Tell everyone to take as many as they would like. Quickly ask them to count the number of candies in their hand. Each person then takes a turn standing up and telling as many things about themselves and their family as they have M&M’s. Of course no one is allowed to eat their M&Ms until they have had their turn.
3) How Well Do You Know Your Hostess?
Give a piece of paper to each of your guests and have them number it from 1 to 10. Then ask them to answer the following questions.
1) What is your hostess’s favorite color?
2) If she could have any vehicle, what would it be?
3) How many kids does she have?
4) What is her favorite hobby?
5) Who is her favorite actor?
6) What is her favorite animal?
7) What is her favorite TV show?
8) What is her favorite food?
9) What is her favorite scent or smell?
10) If you were in need of something, would your hostess give it to you if she can?
After everyone writes down their answers (including the hostess), read the questions again and have the hostess tell everyone her answers. The other guests mark on their papers if they got it right or wrong. The person with the most write answers wins a small prize or discount on their purchase.
You can change and rearrange any of the questions, but leave the last one in place. It provides a nice lead- in to mention that the hostess will get free product if they purchase a certain amount, and/or book their own parties.
4) Left Right Game
This game is a great way to start a party, right before you go into your presentation. Pass out one or two small gifts. Tell your guests that you will read them a story and that they should pass the gift to the person to the right when they hear the word “right” and to the left when you mention “left. The person holding the gift at the end of the story gets to keep it.
Here is the story:
I left my house and was on my way to (insert hostess’s name) house. But I soon discovered that I had left my directions at home, right by the phone! Well, I knew right away that I needed to have the right directions to (insert hostess’s name) house, so I turned left and I turned left and I turned right and made my way back to my house for the right directions. Sure enough, there they were, right where I had left them, right next to the phone.
Finally, I was on the right track. I arrived right on time and set up my (insert your company name) presentation right over here. You all arrived and sat down. I’m going to get right down to work and tell you about (name of company). I hope nothing will be left out. In a moment I’ll show you our new line of (insert your type of products) products. If you left home with the intention of shopping for gifts tonight, you’ll find we have the right gift for everyone. Think about upcoming birthdays and holidays, we don’t want anyone left out. I’d be happy to help you find the right gift for that special someone.
(Insert name of company) has a (insert number of days) –day return policy. When your merchandise comes in please check it right away. If something is not right please call me right away and you can be sure I will take care of it right away. You don’t want to be left with something you are not 100% satisfied with, right? If you’d like to be a hostess and earn free and discounted merchandise, this is the right time for you to explore hosting a party.
I’m enjoying being here with all of you tonight and I hope you are having fun, too. I know you can’t wait to see if we have that special item you have been looking for, so without further delay I will get right to the point of this party, which is showing you our great products! So, there is really nothing left for me to do except congratulate the winner, right?
5) Ask Me About My Job
This game is a great way to get your guests thinking about joining your company.
Get or make up some tickets.
Tell your guests that for the next 3 minutes you are going to play “ Ask Me About My Job”. The first person to come up with a question will get 3 tickets, the second person will get 2 and every question after that earns one ticket.
You will hear questions like “How long have you been doing this?” and “How many hours a week do you work?” Answer them as positively as possible. Good answers to the questions above would be “I’ve been doing this for 12 months and I’ve never had so much fun” and “ I only work evenings and weekends because I want to be home with my kids”.
After the three minutes are up, tell you guests to hang on to their tickets. You will have another short Q&A session towards the end of the party (your guests will have thought of some additional questions by then). After that have a drawing for a small prize.
This game is a great opportunity for you to teach your guests about your business and they may see how could benefit them.
Give a few of these games a try and put your own spin on them. All of these can easily be adapted and modified to work for you and the particular direct sales company that you represent. Go out there and have fun!