A fleeting observation on accomplishment...
Having the opportunity to converse in to thousands of credit officers across the people has agreed me an opportunity to influence made known my "magnifying glass" so to converse in. One of the things I be inflicted with noticed is with the intention of here is a particular quality, or intangible with the intention of separate persons who are thriving versus persons who are not.
During my weekly calls, I will converse in to 50-75 credit officers all week. Out of this digit of lo's I will typically discover lone credit detective who is either already experiencing a level of accomplishment,or has the de rigueur mindset and tools to commence humanizing.
Thursday, January 14, 2010
Improve Your EBook Sales NOW !!!!
Have you printed a reserve? Has your reserve been available? How many books take you sold? The regular total of compute books sold used for a distinctive reserve is individual 1,000 copies. This can chief to a loss in profits and abandon in your corporate representation. How can you avert a low total of sales? One vital step is to create a quality mailing directory.
A quality mailing directory is individual to facilitate has customers with whom you take established a bond. Your mailing directory can be increased expand if you happen as expected with an added author or several authors. Working with other authors to create a reserve allows you to swap lists and promote the reserve in concert. Thus you take access to thousands of original customers.
A quality mailing directory is individual to facilitate has customers with whom you take established a bond. Your mailing directory can be increased expand if you happen as expected with an added author or several authors. Working with other authors to create a reserve allows you to swap lists and promote the reserve in concert. Thus you take access to thousands of original customers.
How are sales like jump-starting your car?
I hope it has been some time since you last had a dead battery. It's not a lot of fun, especially if it is pouring rain and you don't have a set of jumper cables.
Most people know a battery has a positive and a negative terminal. When jump-starting a car it is very important to know which is which. If you don't connect the negative terminal on one battery to the negative on the other, and then do the same with the positive connections, one can do serious damage to the battery and alternator.
So what does this have to do with sales? Well if you think about it, those in sales have a negative and a positive. Instead of terminals, we call it attitude.
Unlike a car battery, everyone knows the difference between a positive attitude and a negative attitude ... or do they? You would think this question is a no-brainer. A recent encounter caused me to wonder how evident this fact is.
It is no secret to many in sales that those who maintain a positive mindset towards their daily tasks, their prospects and their clients will out perform those at the other end of the spectrum.
Have you ever come across someone who didn't realize they have a negative attitude? I encountered someone recently that if you looked up the word negative in the dictionary you would have found a picture of this person. Envision a person firmly closed to new ideas or different ways of thinking. He was sceptical about the impact of mindset on actions and behaviors. He believes established processes are more critical than creatively thinking through a solution. He was openly argumentative with his peers, challenged his manager, and discounted others results. His only defence, "I’ve always done it this way." He was fortunate in having established a sizable block of business contacts over the years; which helped him produce above the required corporate quota.
Most people know a battery has a positive and a negative terminal. When jump-starting a car it is very important to know which is which. If you don't connect the negative terminal on one battery to the negative on the other, and then do the same with the positive connections, one can do serious damage to the battery and alternator.
So what does this have to do with sales? Well if you think about it, those in sales have a negative and a positive. Instead of terminals, we call it attitude.
Unlike a car battery, everyone knows the difference between a positive attitude and a negative attitude ... or do they? You would think this question is a no-brainer. A recent encounter caused me to wonder how evident this fact is.
It is no secret to many in sales that those who maintain a positive mindset towards their daily tasks, their prospects and their clients will out perform those at the other end of the spectrum.
Have you ever come across someone who didn't realize they have a negative attitude? I encountered someone recently that if you looked up the word negative in the dictionary you would have found a picture of this person. Envision a person firmly closed to new ideas or different ways of thinking. He was sceptical about the impact of mindset on actions and behaviors. He believes established processes are more critical than creatively thinking through a solution. He was openly argumentative with his peers, challenged his manager, and discounted others results. His only defence, "I’ve always done it this way." He was fortunate in having established a sizable block of business contacts over the years; which helped him produce above the required corporate quota.
Don’t Let Your Hot Leads Cool Off
Every day in sales and business is critical. That lead you receive today, could very well be in the hands of your competition tomorrow.
That is why I can’t stress enough the importance of taking full advantage of your leads once you receive them.
Leads are not meant to sit around pinned onto bulletin boards, or placed in a tickler file. They are meant to be acted on.
The thought process of the customer is to shop around for a product or service, so they have put the word on the street that they are on the market for a particular product.
If someone within your professional circle gives you a qualified lead, it is highly reasonable that the customer on this lead has made several people aware of their interests in a product or service. Which would mean that their name and phone number is being passed around in more than one professional circle.
The timing on a lead is so important, the moment you receive the lead, pick up the phone and make contact with that person.
By not acting on a lead, you have two things working against you. One, you are allowing for your competition to get the jump on you. And two, you are giving your potential customer an opportunity to seek out somebody else to provide them with the product or service they are looking for.
I once worked with a guy when I was in the banking industry. He belonged to a few networking groups, and when he received a lead at one of his weekly meetings, he would come back to the office, pin the lead onto his calendar and let it sit there for three to five days.
When he finally got around to calling the name on the lead, he always received the same response. The customers would inform him that they were no longer interested, because they were working with someone else.
He would than hang up the phone and complain that he had the worst luck when it came to leads.
I think the message here is clear. This is an example of what not to do with your leads.
By letting a hot lead sit around and cool off, you are guaranteed to lose that customer.
Keep in mind, when someone gives you a lead, that someone is most likely giving your potential customer feed back. So that potential customer will have your name, and know when the lead was given to you.
I don’t think your customer would appreciate a phone call three to five days after you have received their information. Even if they are still on the market for your product, you will not be off to a good start.
Leads were meant to be acted on. So the next time you receive one, don’t hesitate, stop what you are doing, and contact that person. Good luck.
This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact and active.
That is why I can’t stress enough the importance of taking full advantage of your leads once you receive them.
Leads are not meant to sit around pinned onto bulletin boards, or placed in a tickler file. They are meant to be acted on.
The thought process of the customer is to shop around for a product or service, so they have put the word on the street that they are on the market for a particular product.
If someone within your professional circle gives you a qualified lead, it is highly reasonable that the customer on this lead has made several people aware of their interests in a product or service. Which would mean that their name and phone number is being passed around in more than one professional circle.
The timing on a lead is so important, the moment you receive the lead, pick up the phone and make contact with that person.
By not acting on a lead, you have two things working against you. One, you are allowing for your competition to get the jump on you. And two, you are giving your potential customer an opportunity to seek out somebody else to provide them with the product or service they are looking for.
I once worked with a guy when I was in the banking industry. He belonged to a few networking groups, and when he received a lead at one of his weekly meetings, he would come back to the office, pin the lead onto his calendar and let it sit there for three to five days.
When he finally got around to calling the name on the lead, he always received the same response. The customers would inform him that they were no longer interested, because they were working with someone else.
He would than hang up the phone and complain that he had the worst luck when it came to leads.
I think the message here is clear. This is an example of what not to do with your leads.
By letting a hot lead sit around and cool off, you are guaranteed to lose that customer.
Keep in mind, when someone gives you a lead, that someone is most likely giving your potential customer feed back. So that potential customer will have your name, and know when the lead was given to you.
I don’t think your customer would appreciate a phone call three to five days after you have received their information. Even if they are still on the market for your product, you will not be off to a good start.
Leads were meant to be acted on. So the next time you receive one, don’t hesitate, stop what you are doing, and contact that person. Good luck.
This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact and active.
Cold Calling: How to Warm Yourself Up Before You Start
Cold calling … even the name is enough to strike fear into the heart of many a small business owner! What image comes into your mind? Sitting in a lonely damp office, surrounded by paper, 2 day old coffee cups and a stack of outstanding work. In other words, something not very nice!
Why do we hate cold calling so much? Why does the very thought of it send shivers down some people’s spine? Firstly, what were we taught at school and by our parents? Don’t talk to strangers! No wonder picking up the phone and speaking to someone you have never met causes such mental problems.
What about every small business owner’s fear – the fear of rejection. That’s enough to find any reason not to pick up the phone. Here’s another one – lack of self confidence and the nagging doubt that you won’t live up to the expectations you put in your prospect’s mind.
I think that’s enough! Perhaps all very good reasons why you may find it hard to pick up the phone but, at the end of the day, to be really successful in business, it’s a necessary evil. Yes, you can convince yourself that you are too busy servicing your existing customers and looking after their every need, but unless you get out and bring in new business, one day you may find yourself with a tired and sold-out customer base.
Why do we hate cold calling so much? Why does the very thought of it send shivers down some people’s spine? Firstly, what were we taught at school and by our parents? Don’t talk to strangers! No wonder picking up the phone and speaking to someone you have never met causes such mental problems.
What about every small business owner’s fear – the fear of rejection. That’s enough to find any reason not to pick up the phone. Here’s another one – lack of self confidence and the nagging doubt that you won’t live up to the expectations you put in your prospect’s mind.
I think that’s enough! Perhaps all very good reasons why you may find it hard to pick up the phone but, at the end of the day, to be really successful in business, it’s a necessary evil. Yes, you can convince yourself that you are too busy servicing your existing customers and looking after their every need, but unless you get out and bring in new business, one day you may find yourself with a tired and sold-out customer base.
Stay Sharp in Sales ... or how to catch your first monkey
One of my very good friends leads a top performing sales organization selling financial services out of Boise Idaho. His team is consistently rated as the top producing office in North America for his company. We are always exchanging ideas on selling, challenging each other on philosophies and suffice it to say, his past performance has always caused me to listen intently to what he has to say.
I have no idea if the story he told me is true or not. He has played a practical joke or two in his day. Short of travelling to Africa, I'm going to give him the benefit of the doubt. Even if there is a bit of embellishment to the story, it is a great tell with an insightful message.
In Africa, as Charles tells it, the natives have a clever way to catch monkeys. They take a coconut shell, cut a small hole in one end, and hollow it out. The hole is just big enough to allow a monkey's hand to enter.
Then they attach a string to the other end of the coconut shell, place some peanuts inside, put the shell in the middle of a clearing and hide themselves behind a tree until a monkey comes.
I have no idea if the story he told me is true or not. He has played a practical joke or two in his day. Short of travelling to Africa, I'm going to give him the benefit of the doubt. Even if there is a bit of embellishment to the story, it is a great tell with an insightful message.
In Africa, as Charles tells it, the natives have a clever way to catch monkeys. They take a coconut shell, cut a small hole in one end, and hollow it out. The hole is just big enough to allow a monkey's hand to enter.
Then they attach a string to the other end of the coconut shell, place some peanuts inside, put the shell in the middle of a clearing and hide themselves behind a tree until a monkey comes.
Crank Up The Sales Volume
1. Supersize It!
Okay, okay... the real marketing term here us upsell it, but the word association takes me to McDonalds. You've been there... you pull up to the window, place your order and they always say... "Would you like to supersize that?"
What bugs me is that I instinctively say, "Yes!" After all, for a few cents more I'm getting nearly twice the amount of fries and beverage. We won't discuss the fact that a person with normal size kidneys couldn't possible drink the supersized drink before it goes flat... and that if I were to eat all of the supersized fries I'd be perfect advertisment for an acne medicine company... but hey, I got a good deal!
Okay, okay... the real marketing term here us upsell it, but the word association takes me to McDonalds. You've been there... you pull up to the window, place your order and they always say... "Would you like to supersize that?"
What bugs me is that I instinctively say, "Yes!" After all, for a few cents more I'm getting nearly twice the amount of fries and beverage. We won't discuss the fact that a person with normal size kidneys couldn't possible drink the supersized drink before it goes flat... and that if I were to eat all of the supersized fries I'd be perfect advertisment for an acne medicine company... but hey, I got a good deal!
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