People who become successful have many attributes or skill sets.
Here are my top 3 choices of the day.
Why not model yourself on them?
1. A Positive Mental Attitude
-They look at the way things can be done, not on what can't be done.
They focus on their strength, not weakness,
and on their powers not problems.
2. Goal Directed
-They know who they are and where they are.
They also know where they want to go, and how to get there.
If you are like this you will attract people to you.
3. Self Motivated
-They understand themselves and lead themselves.
They focus on what they are good at.
Wednesday, 8 September 2010
Attributes of Successful People
Tuesday, 16 February 2010
There Are No Sales Without Objections
Brian Tracey said "Objections indicate interest. Objections are signposts that lead you step-by-step toward closing the sale. The fact is, if there are no objections, there is no interest. If there is no interest, there will be no sale.
Use a Testimonial
As you already know, one of the most powerful ways to eliminate objections is to present testimonial letters from satisfied customers who shared the objection at one time. A sweetheart letter answering a customer's major concern is a potent way to demolish the objection forever.
Interpret It as a Question
Aside from using testimonials, another way to deal with objections is for you to take the objection and interpret it as a question. Treat it as a request for more information. Recognize that an objection is a natural customer response to any offering where there is some risk of purchasing. When the prospect says, "It costs too much," you can respond by saying. "That's a good question. Why does it cost more than you're expected to pay?" You then go on to answer the question you have posed.
Give a Good Reason
Another way to deal with an objection is to treat it as if the customer is asking you for a reason to eliminate the objection. If the customer says, "I can't afford it," you can imagine that the customer is really saying, "Show me how I can justify spending this amount of money."
Make It Easy to Object
Above all, make it easy to object. Most customers do not want to get into an argument or a debate with you over your product or service. They will be reluctant to object for feat that you will become upset or adamant. For this reason you must make it easy for the customer to object by responding in a cheerful, friendly, constructive way when he does.
Listen Carefully
When you get an objection, hear it out completely. Don't assume that you know what the prospect is going to say. Often the prospect will begin with an objection you've heard before, but then will add her own particular concern or problem at the end. Be patient. Practice your listening skills. Pause before replying. Question for clarification.
Objection Versus Condition
Determine whether the customer's response is an objection or a condition. An objection is something that you can answer. It is a problem for which there is a solution. It is an obstacle than can be removed on the way to making the sale. A condition, however, is a genuine reason for not going ahead. If a person has no money, this is a condition that renders buying impossible.
Welcome Objections
Objections are a standard and predictable part of any sales conversation. We've all had previous experiences with products and services that were disappointing. We do not want to have those experiences again. Your job is to be patient, polite, and positive, asking good questions and listening intently to the answers. If you are courteous and persistent, eventually the prospect will tell you why he might be hesitating and give you an opportunity to answer his question and close the sale.
See you on another blog post!!
Andrew Ian Henry
Marketing Consultant
+447947 511 891
Use a Testimonial
As you already know, one of the most powerful ways to eliminate objections is to present testimonial letters from satisfied customers who shared the objection at one time. A sweetheart letter answering a customer's major concern is a potent way to demolish the objection forever.
Interpret It as a Question
Aside from using testimonials, another way to deal with objections is for you to take the objection and interpret it as a question. Treat it as a request for more information. Recognize that an objection is a natural customer response to any offering where there is some risk of purchasing. When the prospect says, "It costs too much," you can respond by saying. "That's a good question. Why does it cost more than you're expected to pay?" You then go on to answer the question you have posed.
Give a Good Reason
Another way to deal with an objection is to treat it as if the customer is asking you for a reason to eliminate the objection. If the customer says, "I can't afford it," you can imagine that the customer is really saying, "Show me how I can justify spending this amount of money."
Make It Easy to Object
Above all, make it easy to object. Most customers do not want to get into an argument or a debate with you over your product or service. They will be reluctant to object for feat that you will become upset or adamant. For this reason you must make it easy for the customer to object by responding in a cheerful, friendly, constructive way when he does.
Listen Carefully
When you get an objection, hear it out completely. Don't assume that you know what the prospect is going to say. Often the prospect will begin with an objection you've heard before, but then will add her own particular concern or problem at the end. Be patient. Practice your listening skills. Pause before replying. Question for clarification.
Objection Versus Condition
Determine whether the customer's response is an objection or a condition. An objection is something that you can answer. It is a problem for which there is a solution. It is an obstacle than can be removed on the way to making the sale. A condition, however, is a genuine reason for not going ahead. If a person has no money, this is a condition that renders buying impossible.
Welcome Objections
Objections are a standard and predictable part of any sales conversation. We've all had previous experiences with products and services that were disappointing. We do not want to have those experiences again. Your job is to be patient, polite, and positive, asking good questions and listening intently to the answers. If you are courteous and persistent, eventually the prospect will tell you why he might be hesitating and give you an opportunity to answer his question and close the sale.
See you on another blog post!!
Andrew Ian Henry
Marketing Consultant
+447947 511 891
Monday, 11 January 2010
Too Many Options Can Dilute Your Focus
Old or new to marketing, its not uncommon to
have your focus diluted with all the different
ways to market online.
Experts in the Industry say you should focus on
3 important elements;
1. Have a plan of clear and precise daily activities.
2. A Structured Timetable.
3. A long term plan that will lead you to a 1000 leads per month!
Let's commit today to becoming a Master Marketer!
Andrew Ian Henry
Marketing Consultant
+447947 511 891
Mon to Fri 9am to 4pm GMT
www.CopyandEarnNow.com
have your focus diluted with all the different
ways to market online.
Experts in the Industry say you should focus on
3 important elements;
1. Have a plan of clear and precise daily activities.
2. A Structured Timetable.
3. A long term plan that will lead you to a 1000 leads per month!
Let's commit today to becoming a Master Marketer!
Andrew Ian Henry
Marketing Consultant
+447947 511 891Mon to Fri 9am to 4pm GMT
www.CopyandEarnNow.com
Tuesday, 5 January 2010
Keeping Your Sales Funnel Full
Brian Tracey said "Professional selling has three stages, which have been the same throughout history. They are prospect, present, and follow up. These three phases constitute the three parts of the "sales funnel." If your sales and income are down, it is because you are not prospecting enough, presenting enough, or following up and closing enough. The way to increase your sales is usually for you to increase the quality or quantity of your activities in one or more of these areas.
Imagine Your Funnel
Imagine the basic sales model as a funnel. At the top of the funnel, you put in prospects. You have to call on a certain number of people, or suspects, to get a certain number of prospects. This number varies depending on the market, your product or service, your individual skills in prospecting, advertising, and many other factors.
Presenting
The second part of the sales funnel is presenting. There is a direct ratio between the number of people you call on initially and the number of people who will agree to meet with you. Let us say, for example, that you have to call on twenty prospects to get five presentations. This would give you a ratio of 20 to 5 for your prospecting activities. Selling is very much a numbers game.
Follow Up and Close
In the third part of the sales funnel you have following up and closing. Let us say that you have to follow up with two prospects to get one sale. What this means is that you have to put twenty prospects in the top of the funnel to get one sale out of the bottom of the funnel, a ratio of 20 to 1. The rule therefore is this "keep your funnel full."
Andrew Ian Henry
Marketing Consultant
+447947 511 891
Mon to Fri 9am to 4pm GMT
www.CopyandEarnNow.com
Imagine Your Funnel
Imagine the basic sales model as a funnel. At the top of the funnel, you put in prospects. You have to call on a certain number of people, or suspects, to get a certain number of prospects. This number varies depending on the market, your product or service, your individual skills in prospecting, advertising, and many other factors.
Presenting
The second part of the sales funnel is presenting. There is a direct ratio between the number of people you call on initially and the number of people who will agree to meet with you. Let us say, for example, that you have to call on twenty prospects to get five presentations. This would give you a ratio of 20 to 5 for your prospecting activities. Selling is very much a numbers game.
Follow Up and Close
In the third part of the sales funnel you have following up and closing. Let us say that you have to follow up with two prospects to get one sale. What this means is that you have to put twenty prospects in the top of the funnel to get one sale out of the bottom of the funnel, a ratio of 20 to 1. The rule therefore is this "keep your funnel full."
Andrew Ian Henry
Marketing Consultant
+447947 511 891Mon to Fri 9am to 4pm GMT
www.CopyandEarnNow.com
Thursday, 31 December 2009
Beware- Mistakes In Prospecting (part2)
2. Taking Immediate Action Many marketers fail because they fail to act upon what they learn immediately. They spend too much time thinking about whether or not their new found knowledge is going to work for them or not, then end up not doing anything. They keep on studying to be active, however it yields no results because it simply wasn't productive. Sure we'll make mistakes along the way, but its all part of learning and part of being a 'Master Marketer' test...test...test. 3. Do not try to sell,beg and convince your prospects. You have the solution to their problems. After all, you wouldn't need to say much to a thirsty person in the desert, when you arrive with cases of water. Utilise your information tools. Our job is to qualify the prospects, then expose them to the information. We leave them to make an informed choice that is right for them. Far better that a person buys themselves, otherwise you create an illusion of results. Happy Prospecting!! Andrew Ian Henry Marketing Consultant
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