Posted by admin on April 20th, 2009 — Posted in Marketing Management, My Auctions, Sales Parlor
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Posted by admin on May 18th, 2008 — Posted in Sales Parlor
When one survey asked women what they liked best about the man
of their dreams, most replied “he makes me laugh.” We don’t
often think of laughter as one of life’s most important
necessities, but it is.
People of every age and culture love to laugh. Studies show
laughter lowers your blood pressure and generally increases your
life span.
You can bring home a lot more sales if you learn to make
customers laugh. It sets the customer at ease and immediately
sets you up as someone who is fun to be with. You don’t have to
be Jerry Seinfeld to do it. Here’s how:
1. Don’t go for the belly guffaw. Trying to put the customer on
the floor in stitches can fall flat. Instead, go for the much
easier smile. A quick quip or witty observation can do the
trick. Once she smiles, you’re half-way to a sale.
2. Make fun of yourself. Self-depricating humor lets folks know
you are down to earth. It can also tell people you understand
their situation. You’ve been there yourself.
For example, if you sell shoes, develop a quip about your big
feet. Sell computers? Have a funny story on how hard it was for
you to install your first printer.
3. Be very careful about who your humor makes fun of. Almost all
jokes and one-liners are at the expense of someone. You don’t
want to seem insensitive or accidentally insult a person or
group your customer cares about.
Reconsider old favorite jokes before retelling them. A line that
was hilarious in the 1980s might be inappropriate today. A joke
that worked fine in Oklahoma City could get you stared at in San
Francisco.
4. Get humor from experts. What do Jay Leno, Jim Carrey, and Bob
Hope have in common? They don’t always write their own material.
They buy jokes from others.
You can do the same. Pull ideas from Reader’s Digest (one of the
world’s most successful magazines–and it’s full of humor!)
Rework jokes to fit your style and today’s topics. Subscribe to
joke and humor services. Type “morning show prep” into any
search engine and see where your favorite DJ’s get all their
funny stuff. Many of these services offer free humor written
fresh by professionals.
5. Remember funny lines you hear on TV and in movies. This is so
simple it hurts. A LOT of the funniest people on TV and radio
have watched hundreds of movies. They have an amazing knack for
remembering funny lines that fit whatever situation they are in.
Humor doesn’t have to come naturally to you. If you weren’t the
class clown in school, don’ t worry. You can learn to be funny.
Memorize half-a-dozen good one-liners. When a situation arises
where one of your memorized quips would fit, let it fly. Don’t
be shy or tentative about it. Say your line loud and proud. If
you let the customer know you aren’t sure your line is funny,
they will be quick to let you know you bombed.
And here is one last trick comedy experts use (but won’t admit
to.) After you deliver your humorous line, look the customer in
the eye and chuckle. Then wait. Don’t say anything. Nine times
out of ten the customer will start to laugh…or at least smile.
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Posted by admin on May 10th, 2008 — Posted in Sales Parlor
Technology, increased competition and Wall Street scandals have changed the landscape of the financial advising community, but many advisors are reluctant to conform to there new environment and could be headed for extinction.
“This is about the death of a salesman and the awakening of the entrepreneur,” said Chip Roame, managing principal of Tiburon Strategic Advisors, a consulting firm in Northern California, in a recently published article by Research Magazine.
Cerulli Associates, a Boston-based financial services research and consulting firm, reported a reduction in advisors in 2004 over 2003 at independent broker-dealers, wirehouses, insurance broker-dealers and regionals. The reductions ranged from 1.1 for independents to 7.7 for insurance firms. What paints an even more ominous sign, is that the industry hasn’t witnessed a decline in advisors for at least 15 years, said Dennis Gallant, Cerulli Associates.
Dan Sullivan, co-founder of the Strategic Coach, a coaching program for entrepreneurs, suggest that the U.S. could be headed to where the United Kingdom is right now if some changes aren’t made.
In 1995, there were 300,000 financial advisors in Great Britain, now there are 44,000, according to Sullivan. He believes the mass exodus was triggered by the move to full disclosure of fees and commissions. Furthermore, he expects the U.S. to make this move within two years.
“It’s hard to predict but I would say that 80 percent of advisors who are not disclosing now will find it difficult to survive,” he said.
With the clouds so dark, is there a silver lining? Sure there is, but it requires a five-letter word that is often considered a curse wordchange.
“Resolve to be a master of change rather than a victim of change,” said Brian Tracy, the internationally-respected business consultant, author and speaker. Have you resolved to be a master or a victim?
For the masters among us, you must do six things to survive the voluntary or involuntary reduction in advisors: hone your niche, make yourself indispensable, become a wealth manager, take a self-inventory, charge for advice and create a unique process.
Hone Your Niche
Superstar actors like Anthony Hopkins not only learn their lines and deliver them with great conviction, they become their characters. Hopkins so brilliantly portrayed cannibalistic serial killer Hannibal Lecter in Silence of the Lambs that he won an Oscar for best actor, even though he had the shortest lead acting performance everjust 16 minutes of onscreen time.
Becoming an elite advisor is not a “crap shoot,” it requires consistent studying of your target audience. Your goal is to know their financial IQs, money management skills, goals and needs better than they do, so you can help them make the most informed decisions.
Make Yourself Indispensable
One of the most widely-used job security measures is to be the only one that knows how to do an essential function. Some people achieve this through teaching new hires just enough to survive, while others are so cutthroat that they purposely set traps to cause them to fail.
In the advising business, it’s illogical to be the only one that knows how to do something. However, you can increase your job security by fully integrating yourself into as much of your clients’ financial, business and personal affairs as possible. The more involved you are in your clients’ life, the more likely you are to keep them as a client.
Become a Wealth Manager
Don’t sell yourself short by focusing too narrowly on pure investment management or asset allocation. There’s a lot of ripe, low-hanging fruit like estate planning, investment planning, pension planning and tax planning. Your goal should be to incorporate all of these into your practice because financial freedom doesn’t occur in a vacuum.
Take a Self-Inventory
If I took a survey of your top 20 clients, how would they describe the services you provide and the value of it to their network of family, friends and peers?
“If you’re described as a broker or financial advisor who sells stuff, our research says loud and clear that the upscale market does not like salespeople,” said author Mark Oechsli, president of the Oechsli Institute, and industry consulting firm in Greensboro, N.C.
If you’re considered just a salesperson, then you need to change that image by becoming the perceived “critical link” to your clients’ financial freedom. Salespeople can and will be dropped at a whim, but wealth-building advisors are mainstays.
Charge for Advice
The product pushers in the financial advising community are not poor by any means, but the elite advisors are reaching financial independence by pushing their service. The service is what really has value to clients, not the products. The products are simply derivatives of the service.
Create a “Unique Process”
The challenge that lies before you is to package your wisdom and expertise into a copyrighted, trademarked presentation or booklet that you can charge for. Choose a topic or a series of topics under the wealth management umbrella and integrate your personality, experience and expertise into them to make them a must-have for your clients.
Financial advising has a bright future, but the roads that used to lead to success in the career are quickly fading away. To remain or increase your success, make a smooth transition from salesman to entrepreneur with BuildYourMarket.com (http://www.buildyourmarket.com/). Visit our site to learn more about our innovative and business-building marketing strategies.
Reprinted with permission from the Ezine: AdvisorMarketingNews.com- “Delivering Today’s Trends the Advisor Professional” (http://www.advisormarketingnews.com)
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Posted by admin on April 29th, 2008 — Posted in Sales Parlor
If you are in the business of sales, than ultimately, cold calling is part of your weekly, if not daily routine.
Let’s face it, cold calling just isn’t very exciting, and you need to make many cold calls in order to have success.
During my days working as a loan officer for a mortgage company, I would spend two and a half hours each night, Monday through Friday banging out my cold calls.
My goal was to take at least three applications per evening, resulting in fifteen applications per week, with a goal of turning at least three of the fifteen applications into actual loans.
I faced many challenges during those evenings of cold calling. Such as hang ups, and people saying things such as “I already took care of that,” and “take me off of your calling list,” etc.
One other challenge I came upon was the answering machine. There was nothing worse than selling to a machine.
But after much rejection from the actual live human beings I was dealing with on a nightly basis, I began to think of the answering machine as my friend.
I would use the answering machine as a tool to have my potential customers get to know me.
I would speak in a friendly upbeat voice, introducing myself and the company I worked for.
But, I would not just leave it at that. I would take the opportunity to describe in brief a product we had available that I believed would meet their needs.
I always kept it short and sweet, not giving the customer an opportunity to delete me because my message was long and drawn out.
Leaving your name and number simply is not enough to entice a customer to call you back, especially when cold calling.
So dangle a carrot in the way of one of your products and there will be a good chance your customer will call you back.
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com a mortgage resource site. You can also check out his blog at http://wwwmortgagespot.blogspot.com for more articles
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Posted by admin on April 15th, 2008 — Posted in Sales Parlor
Have you ever been at an order page, ready to enter your order
information and…
You were suddenly interrupted and never did end up ordering?
You hesitated ordering because you would have to stop and go
find your credit card?
You put off the purchase because you had too much time to think
“I really can’t afford it right now, I’ll wait?
You procrastinated thinking I can order it later and never did?
Like you, I’ve done all these things at least once. Your selling
shouldn’t stop at your ad copy, it should continue to your order
page. Nothing is for sure until they click the little “buy now”
button.
Here are seven ways to accomplish this:
1. You could offer extra bonus products on your order page. This
will enhance your product’s overall perceived value.
2. You could summarize your total offer on your order page.
Repeat all the major benefits, features and bonuses they will
receive.
3. You could include a limited time offer on your order page. It
could be a “today only offer” for a special bonus.
4. You could include some extra testimonials on your order page.
Use one or two of your customers’ testimonials that include
specific results.
5. You could tell your prospects what will happen if they order
or don’t buy the product on your order page.
6. You could include a powerful guarantee on your order page.
Give them a lifetime or triple your money back guarantee.
7. You could include a surprise discounted price on your order
page. Just list your regular price and then offer a discounted
price right below it.
In conclusion, these are just a few of the ways to keep selling
on your order page. Be creative, and come up with your own
strategies.
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Posted by admin on April 5th, 2008 — Posted in Sales Parlor
EFT, or electronic funds transfer, is an ideal way to transfer funds regardless of the location of the provider and the recipient. Where EFT comes with great advantage is that it is very swift; the transfer of money is not delayed. Another factor that is important and worth mentioning is that EFT has no risk factor in holding the transactional function. EFT finds its use in representing the way a corporate business, multinational firm or large industry can receive direct deposits of all payments to their respective company bank accounts.
Nonetheless, EFTPOS is another specialization in fund transfer technology. EFTPOS stands for Electronic Funds Transfer Point of Sale. Electronic funds transfer point of sale is a device through which sales transactions get debited directly to the customers’ bank account right at the point of time of sale. The functioning of electronic funds transfer point of sale is usually done through the use of a debit card, a card used for automatic teller machines, and other cards. Where electronic funds transfer point of sale comes in handy is when it allows the customer to withdraw cash wherever and whenever necessary, and where the customer has the full right to withdraw cash money along with their purchase of goods and any other products. EFTPOS is sometimes also called POS Terminal or Payment Terminal. Do not confuse these with the traditional meaning of the term Point of Sale, which refers more to an actual physical establishment in which a transaction may take place.
In general, the card of the customer or the card holder is swiped with a card reader or put into a chip reader. The merchant then enters the amount of the transaction before the customer enters their account number and PIN.
EFT provides detailed information on EFT, EFT POS, Fiserv EFT, Pulse EFT and more. EFT is affiliated with Electronic Payment Processing.
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Posted by admin on March 31st, 2008 — Posted in Sales Parlor
There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%)
Recently we were presenting this information in a workshop on Prospect Management, when one of the participants raised his hand and said: “That’s great. But you just don’t understand. We spend so much of our time having to service our existing clients and putting out fires, there’s no way to have that much time for prospecting and all this other stuff.”
Sound like something you face?
We understand, because we’re out there selling too. Just like you, we go out and find new prospects, show them how we can help them, deal with client service, make sure training materials show up where they’re supposed to be, etc… And, we spend a good deal of time consulting, conducting workshops, and working with clients.
Like most sales professionals, we, too, have to juggle my time to focus on actually selling and prospecting.
The key is effective time planning.
Time planning is really more than time management. You really can’t manage time at all when you think about it - no matter what we do time marches on. No matter what we do there are 52 weeks in a year, 24 hours in day, and 60 minutes in an hour. Try as we might, we just ain’t gonna change that. So, let’s not bemoan that we don’t have enough time - the time you spend complaining about not having enough time is time you could spend on something more productive and rewarding. (Ever notice that the people who complain the most about not having enough time are usually the ones getting the least amount done? Think about it and observe.)
So, we can’t control time itself, but what we can control is how we use our time. In fact, when you come right down to it, our use of own time is the ONLY thing in life that we really have complete control over. Every minute of every day you are making a choice, whether consciously or not, over how you use your time. The key to effective time planning is to make conscious decisions over how you spend this most valuable resource.
Here are some tips to help you plan and utilize your time more effectively:
Be obsessive about planning:
Everybody these days uses some sort of planner whether electronic or paper; that’s a personal choice and either one is fine. But, real effective planning is more than making a daily to-do list.
Plan Weekly: Look at everything you have going on for the next two weeks. First appointments, follow-up meetings, presentations, internal meetings etc… In addition to actual meetings, you need to schedule in time for:
- meeting preparation
- travel time to and from meetings
- administrative and paperwork
Schedule these things into your calendar so you know exactly when you are going to do them!
Next, schedule in time - make a firm appointment with yourself - for prospecting activities. When will you make calls? I can guarantee that if you don’t make a firm appointment with yourself, those calls won’t happen.
Taking this weekly view is vital to effective time planning; many things that we do can’t get done in one day, but if know what we want and need to accomplish in the broader space of a week, we’re more likely to be productive with our time.
Plan Daily: Look ahead to the next day. What urgent things will you need to attend to? When will you do them? What things did you not get done today that you need to do tomorrow? Do this each day at the end of the day so you can start your next day fresh with the knowledge of exactly what you’re setting out to do.
TIP: Don’t overpack your time too much. You do need to allow for the unexpected. You also need to constantly reevaluate your time in the face of changing priorities. Give yourself the cushion for this.
Analyze Regularly: Keep track of how you spend your time, and analyze its level of productivity; look at whether each activity is moving you closer to your goals or is not. Try doing this for a period of two weeks; you’ll be amazed to realize how much time we spend on non-productive things. Just the sheer act of tracking this will make you more productive, guaranteed.
Apply “Zero-Based Thinking”: Author and speaker Brian Tracy, in his book “Focal Point” talks about applying “Zero-Based Thinking” as a way to form your goals and mission. It applies at this level as well. As you get a sense of where you’re time is currently spent, ask yourself these questions:
- What things do I need to start doing?
- What am I currently doing that I need to do more of?
- What am I currently doing that I need to stop doing?
What things can you delegate? What things could you stop doing that aren’t really necessary? (Think hard on this one; there are certainly things we all do that don’t really need to be done at all.)
Take time for reflection and planning: “But wait”, you say! “I don’t have time to do stuff now, how can I take all this time for planning. Sounds nice in an ideal world, but I have to live in reality!” Taking the time for planning and thinking will actually make you more productive. You will be in more control of your time, and you will be focused on the activities that will yield you the best results. 15 minutes a day is all you’ll really need. And those 15 minute could well be the most important time you spend!
To help you, here some great tools you can download:
Daily Time Tracking Worksheet
Weekly Planning Worksheet
Mark Dembo and Thomas J. Baskind are Managing Partners in DEI/Lexien of Greater New York, a sales performance improvement and management consulting company. They invite you to visit their website, http://www.lexien.com/, and welcome your comments and inquiries.
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Posted by admin on March 29th, 2008 — Posted in Sales Parlor
It has long been my conviction that the dominant factor in
success is the set of mental habits possessed by the individual.
Of no vocation is this truer than that of the salesman. “As a
man thinketh . . .” applies to him in an all-important way. The
techniques and skills, methods of approach, demonstration and
closing are matters of demanding study and practice., These
things are cold, mechanical, wooden and ineffective except as
they are warmed, energized and implemented by the dynamics of a
positive personality. A positive personality is never found
apart from deep conviction, genuine belief in the fundamentals,
the “copybook virtues” known and honored by men and women of
character in all generations.
This conviction was strengthened in me some time ago when there
came to hand a report of a questionnaire circulated among the
members of a Sales Executives Club. These men and women are “top
brass” in the sales departments of big business. They have
responsibility for the distribution of their firm’s product;
have in some cases hundreds, even thousands, of sales managers
and salesmen under their guidance and direction. The
recruitment, training and management of these forces are their
daily concern.
The question asked these sales executives was: What are the
qualities or traits of character you value most in salesmen?
This is the list they offered, the traits being stated in the
order of importance attached to them by these sales executives.
There is food for thought here. Note for instance that
“persuasiveness” is toward the end of the list. Most people
would list the art of persuasion as perhaps synonymous with
salesmanship but according to these sales executives there are
other more import traits, they are listed below.
Dependability was chosen as the most important.
Integrity was next. With this trait the salesman is incapable
either of being false to the trust his company places in him or
to the real interests of his customer.
Knowledge of product is one of the three fundamentals of success
in the field of selling.
Self Time-management Perhaps no vocation gives a man a greater
degree of latitude. He must be a good “boss” for himself and
exact a high degree of self-discipline for selling.
Work organization is efficiency in self-management. Much of a
salesman’s time is wasted by the prospect. He must guard the
balance jealously and make every minute count.
Sincerity excludes falsification of every shade. It must be
real, few can “pretend” with success.
Initiative is the salesman’s spark plug.
Industriousness is devotion to the job, never being unemployed
during work hours
Acceptance of responsibility for the car, for the sales
material, records, samples and above all for the company’s good
name and the customer’s good will.
Understanding of buyer motives this being another of the big
three fundamentals of selling.
Sales ethics No longer is the slogan “caveat emptor” (let the
buyer beware) but “caveat vendator” (let the seller beware).
Judgment is not inherited. It can be developed as a habit. Logic
is a subject that should be a “must” for sales people.
Care of health, mental, physical, spiritual, financial.
Courtesy is more than politeness. It is consideration for
others, deference to their opinions, their rank, their sex,
their age.
Determination is a dogged adherence to a carefully worked out
and settled program and purpose. The will to carry through.
Unwillingness to compromise with anything less than your best
performance.
Aggressiveness requires self-confidence and the language of
assurance in all interviews. It is pressure applied without
offensiveness.
Friendliness involves warmth of feeling, a positive type of
cordiality that does not involve back-slapping or wise-cracking.
Resourcefulness Wide knowledge, curiosity, retentive memory,
wide-awakeness. Quick thinking in the clinches.
Persuasiveness goes beyond the realm of reasoning, an appeal to
feelings, desires, and emotions.
Appreciation of selling as a profession and as the road to
personal success. Awareness of the fact that the field of
“distribution” offers more in money, satisfaction, opportunity
for service, and personal growth in all of the inner virtues and
faculties than any other calling, especially more than anything
in the field of “production.”
Copyright © 2006 Mary Hanna All Rights Reserved.
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Posted by admin on March 28th, 2008 — Posted in Sales Parlor
Virtually every business you contact has this question in their mind. To truly maximize your revenues you need give people a reason to buy from you versus a competitor. Here are a few strategies that will help you differentiate yourself from your competition.
First, it’s important to understand that people make their buying decision on two levels - logical and emotional. The logical aspect revolves around the product or service and includes such things as product specifications, warranty, price, colour, size, ease of use, etc. Anything directly associated with the product is a logical need. The second buying motivator and, perhaps the most powerful, is the emotional aspect of the sale. These criteria are the less tangible needs and include feelings of success, relief, pride, joy, fear and concern. For example, a person buying a pair of jeans will have specific logical needs such as waist size, inseam length, colour and style. But, ultimately, the emotional aspect of how they fit and look will influence that person’s buying decision.
To uncover your customers emotional buying requirement learn to ask, “What are you looking for in a…?” followed by “Why is that important to you?” The first question helps you learn the logical need while the second question will help the customer express the emotional reasons behind their purchase. In the hundreds of sales training workshops I’ve conducted, I’ve learned that most salespeople and business owners have a tendency to leap into a product demonstration before they have learned what is important to the customer. Invest the time accurately and thoroughly learning your customer’s need and wants. This will help you to begin differentiating yourself from your competitor.
The next step is to give a presentation that focuses on the customer’s needs. Rather than discuss everything about your product or service, focus first on what the customer identified as being important. This demonstrates that you listened to what they said and will help you separate yourself more effectively.
When presenting your product or service ensure you discuss the benefits as well as the features. The feature is “what it is” and the benefit is “what it means to the customer.” A great way to phrase this is to say, “Our equipment extracts 97% of the water from your carpet (feature) which means your carpets will be dry to the touch within three or four hours (benefit).” This addresses the customer’s emotional buying needs which means there is a greater likelihood they will buy from your versus a competitor.
People also make buying decisions based on their overall experience in your store or place of business. Here are just three influencing factors:
1. Ease of business. Are you easy to do business with or do I, as a customer, have to jump through hoops to return something? Are you well staffed or do you reduce your costs by scheduling a skeleton staff at any given time?
2. Staff accessibility and attitude. Is your team friendly and well trained in customer services procedures? Do they exhibit the mentality that the customer is important and comes first or do they spend their time gossiping and gabbing? Do they eagerly approach the customer or do they wait for customers to come up to them first. I recently bought an aquarium and although the staff was knowledgeable they made me feel like I was intruding on their time.
3. Product selection and availability. Do you have a good supply chain management or order fulfillment process in place. Prior to buying my aquarium I placed my order at one store and at the time of writing this article almost six weeks later I still haven’t been advised that my tank has arrived. And this was a stock order!
Lastly, equip your team with the tools they need to properly do their job. Take advantage of the product training most manufacturers provide, invest in the on-going development of your people, and help them succeed. I’ve worked with companies who invest a great deal in their employees and others who spend a bare minimum. The difference in their overall results is always significant.
Today’s business environment is more challenging and competitive than ever before which means you need to give people a clear reason to do business with you rather than someone else.
Copyright 2003 Kelley Robertson. All rights reserved
Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. For information on his programs, contact him at 905-633-7750 or at Kelley@RobertsonTrainingGroup.com. Receive a FREE copy of “100 Ways to Increase Your Sales” by subscribing to his 59-Second Tip, a free weekly e-zine at http://www.RobertsonTrainingGroup.com. He is also the author of “Stop, Ask & Listen - How to welcome your customers and increase your sales.”
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