Career Advice

Hit the Hot Buttons and Action Will Follow

Hit the Hot Buttons and Action Will Follow

Hit the Hot Buttons and Action Will Follow

Did you know that the main purpose for your initial contact with ANY business prospect is to find out two " hot buttons." In other words, find out just a couple reasons why your prospect may want a home-based wellness business.

In doing this, you can ask questions such as:

"So what are some of the reasons you first started looking for a home business?"

* "What type of things would you like to achieve with a home business?"
* "What would you do with extra income?"

As you go through these questions, listen and look for tidbits of information that you can use to help them along. These tidbits are your little nuggets of gold, so keep your listening ears on.

I like to think of this process as a funnel, with the mouth of the funnel being general information and we work down to the small opening, to the specifics (yes, the nuggets of gold).

Using this funnel method, I work to find out what this individual NEEDS and what this individual WANTS (this will vary greatly from individual to individual).

I then repeat everything back to my prospect, asking questions like: "What do you want MOST in life?" and, "How does THAT make you feel?"

Keep in mind that with some people you will have to ask more questions than others. What you are looking for is something they have an emotional attachment to. For some it is their financial future. For many it will be their family. EVERYONE has hot buttons, you just need to try and find out what they are.

A lot of times you will get the answer, "To make more money." Or "More time; more freedom."

Whatever it is, try to dig a little deeper and find out why they want more money or time. For example you could ask them, "How much money are you looking to make?" or "What would you do with more time if you had it?"

The reason we ask this question is because most people are not motivated by "making more money." They are motivated about not having to worry about bills anymore, or being able to take their kids on their dream vacation to Disney World, or being able to quit the job they hate, or owning the car they've always wanted.

We find out their "hot buttons" so we can offer that to them later.

ow, go forth and find your prospect's hot buttons and address them... and watch your success rate climb oh, so high!

Author Bio
Tim for www.best-method.com
Read more about Advanced Lead Calling Workshop (Cold Market Leads) at www.best-method.com

Article Source: http://www.ArticleGeek.com - Free Website Content


Be Persuasive When You Sell

Be Persuasive When You Sell

Be Persuasive When You Sell

By: Jay Conners

When you are selling your products to clients, you don't want to be pushy about it, you want to be persuasive.

Have you ever been around a sales person who seems to have everything going for him?

He has no problem talking to people, people like him, he seems to meet all of his sales goals so effortlessly.

This is not because he is lucky, or he was born with a natural gift when it came to selling. It is because he took the time and effort to make sure he went into the field well trained with the appropriate sales skills and product knowledge to make his sales seem as though they come without any effort.

This sales person, through hard work and sales training, has given himself the power of persuasion because he has the ability to find out what it is that his customers need.

When a sales person is being pushy with their product, it is a turn off to the customer. The last thing a customer wants, is somebody they just met up in their face who won't stop talking. Pushy sales people come off rude, unprofessional and unknowledgeable.

From a customers point of view, a pushy sales person comes off as someone who just arrived from a one day sales training course on one particular product. Who is then sent out into the world to sell that product to anyone that will listen.

Most consumers can see right through this.

Persuasion takes subtlety. In fact, it is much easier to persuade someone to buy your product than to actually sell it.

Persuasion involves getting your customer to "buy in" to your product, or to see things from your point of view.

You must first get to know your customer. Take some time to ask a few personal questions. Such as where they live, what their occupation is, do they have any pets, etc.

People love to talk about themselves, so ask questions.

Once you get to know your customer, find out what their needs are. You can than match up your products to their needs.

Explain the benefits of your product, and give them a visual in their mind of themselves using your product. If you are selling baseball bats, give them the visual of using the bat to hit a home run in the bottom of the ninth too win the ball game.

Don't do all the talking, listen to your customer. Listening is perhaps one of the most important sales skills you can posses. You can find out so much about your customer just by listening.

To persuade your customer to buy your product is to find a common ground with your customer. Smile, be courteous, answer their questions, learn what their needs are, listen to their concerns and try to alleviate them.

Once you have established what their needs are, tell them about the products you have that could satisfy their needs. Remember, don't sell the product, tell them about the product, and what it can do for them.

Don't think of it as selling, think of it as a normal conversation that you would have with one of your friends. Your sales will become more enjoyable, and they will also increase. Good luck.

Author Bio
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of www.jconners.com, a mortgage resource site.

Article Source: http://www.ArticleGeek.com - Free Website Content


How to Get Your Customer Talking

How to Get Your Customer Talking

How to Get Your Customer Talking

By: Jay Conners

Before we can sell our products to our prospective customers, we must first get to know them and their needs. The best way to do this is to get them talking.

When you approach a prospective customer, it can be a challenge to get the customers attention, let alone getting them to strike up a conversation with you.

Most people don't want to be bothered, their perception of a sales person is that of a used car sales man or the Macy's girl who approaches you in the aisle and wants to squirt perfume all over you.

Another reason people don't want to be bothered, is because they believe they will end up wasting their money on something they don't even need.

If you can get them talking, you can figure out what it is they do need, and than explain the products you have that could possibly satisfy their needs.

Getting someone to talk to you is not as hard as you may think.

People love to talk about their job, their company, their family, and their pets.

Believe me, if you walk up to a customer and introduce yourself only to be blown off, say something along these lines;

I'm really sorry to bother you, but may I ask what it is you do for a living?

Ninety nine times out of one hundred, the person will tell you the company they work for, and what they do there.

Everybody is proud of what they do, and they should be. Once you have established what it is that your customer does for a living, get them to elaborate on it. Say things like;

"That's really interesting, how did you get into that line of work?"

Or

"How long have you been in that line of work?"

Now that you have your customer talking, start digging for more, find out what his needs are.

Most important, as your customer is speaking, listen intently, look for identifiers that can lead the conversation in other directions.

As you listen to your customers talk, try to match up your products to their needs.

Once you have the customer talking, don't be discouraged if you don't get the sale right than and there. Not all is lost, in fact, it is just beginning, you have just taken the first steps toward building a relationship with your customer.

Remember, people love to talk about themselves, their jobs, their pets, their hobbies, etc.

So ask, it will get you on your way to more relationships and sales.

Author Bio
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of www.jconners.com, a mortgage resource site.

Article Source: http://www.ArticleGeek.com - Free Website Content


Prospecting Your Customer

Prospecting Your Customer

Prospecting Your Customer

By: Jay Conners

When you establish a relationship with a customer, you want that relationship to have many levels, not just one layer from one sale.

We all have our sales goals to meet on a weekly, monthly, or quarterly basis. This doesn't mean that once we get a sale out of our customer, that we hurry them out the door and move onto the next one.

Build a relationship with your customer. As you close the deal on your sale, talk to your customer, find out what it is they need and can use that you can provide them with.

People love to talk about themselves, so it shouldn't be too hard to get them talking.

Ask about their job, their family, their pets, their hobbies, etc.

For instance, when I was in banking, working within the branch network and someone came in to open a checking account, I would sit them down at my desk and profile them.

How would I profile them?

I would take down their information and put it into my computer. By doing this I was able to see if this customer was new to our bank or an existing customer.

Now, if they were a new customer, and came in to open a checking account, I could safely assume that their savings account, investments, and loans were at another bank.

This is about the time I would start my profiling. I would ask about the other institutions that he did business with and compare the benefits and features of our products to the ones he had.

I also knew that there was a reason that he decided to open an account with me, perhaps he just wasn't happy with his existing bank.

Remember, I only told him about our products and services, I did not push them on him. However, I did make notes of everything we discussed, so I could follow up at a later time. I would also leave my customer with a welcome packet consisting of a brochure for each of our products and several of my business cards.

The customer is in the door. You have some of their business. That is fine for the time being. You don't want to overwhelm them. Build the relationship with them, gradually find out what their needs are by prospecting, than when the time is right, go over a product with them that you believe is ideal to their needs.

If I had an existing customer in front of me, I had the ability to se what they did and did not have, and again, I would go over the benefits and features of our products, taking notes, and following up at a later time.

The next time you have a customer in front of you, prospect them. Find out what they do and do not have with you. Once you have figured this out, offer to explain the benefits and features of products you have that you believe would be good for them. Make notes of the conversations you have with your customers, than follow up with them to talk about the products you had discussed.

Prospecting is simply finding out what a customer needs that they don't have. Once you have established what their needs are, the rest will come relatively easy. Good luck.

Author Bio
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of www.jconners.com, a mortgage resource site.

Article Source: http://www.ArticleGeek.com - Free Website Content


Building a Strong Business Relationship

Building a Strong Business Relationship

Building a Strong Business Relationship

By: Jay Conners

When it comes to business and sales, building a strong relationship is critical. The stronger your relationship is with your customer, the more likely they will be to refer you business.

Every day, make an attempt to build on the relationships you have with your customer. Don't just say hi as they walk in and goodbye as they leave.

The last thing you want to do is make your customer feel like a statistic.

Let them know that their business with you is appreciated. Talk to them, strike up a non-business conversation with them. It could involve just about anything, such as the weather, sports, a movie, pets, etc.

Non-business conversation puts your customer at ease and gets them talking. The more they talk to you, the more they will open up to you, opening the door for more sales opportunities.

Or, you can keep it simple. For starters, get to know you customers by name, than address them by name. Say things such as, "how's it going today?" Or "how was your weekend?" Or "is there anything I can help you with today?" Make your presence known and felt.

Your customer wants to be appreciated, so take a few minutes of your time to show them that you care about them as a customer.

Another way to strengthen your relationship with your customer is to keep a Rolodex handy with a list of all of your customers birthday's, anniversaries, and special events. Keep your eyes and ears open for when customers talk about up coming events in their lives. Such as children's birthdays and graduations.

When the appropriate date approaches, send your customer a card, wether it is a holiday card, a birthday card, a graduation card, or a congratulatory card. Just send it.

Your customers will appreciate the fact that you remembered them on their special day. This will only strengthen the relationship you already have with them.

There are many reasons to build a strong relationship with your customer, but two of the reasons remain to be key.

One main reason is that customers value and appreciate good customer service. They want the piece of mind of knowing that if something ever happened with their product or service, that they would have you to turn to as their go to person.

This is extremely important because your customer will have this in mind when your competition moves in to take them away.

And believe me, your competition will try to take them away. As long as you provide excellent customer service, your customer will stick with you.

There is no substitute for excellent customer service.

Customer service is the most important thing to a customer, even more important than fees'.

The second reason building relationships are so important is because of the referral process.

A customer that is treated with respect and provided excellent customer service will most assuredly refer their family and friends to you. Why wouldn't they?

Your most important asset is your customer, so build and strengthen the foundations you have with them. Buy building strong relationships, you will be building your sales. Good luck.

 

Author Bio
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.

Article Source: http://www.ArticleGeek.com - Free Website Content


Your Customer is Not a Statistic

Your Customer is Not a Statistic

Your Customer is Not a Statistic

By: Jay Conners

Your Customer is Not a Statistic

When a customer walks into your office, you want to make sure they feel welcome, you want to treat your customer as though they are a piece of gold, and not as a statistic.

Have you ever been standing in a line, and when it comes to your turn to be waited on, the sales associate yells out "next?"

Just thinking about that scenario makes me cringe. It is hardly a way to build a relationship with your customer.

I have been working in sales for more than fifteen years, and I have literally had customers tell me that the most important thing to them is to be appreciated and not treated as a statistic.

Keep this in mind the next time you wait on a customer, instead of yelling "next," you can politely say, "may I help you Ms. Jones."

We all have our daily, weekly, and monthly goals that we must meet. And with this pressure applied to our daily work day, it is easy to lose sight of the fact that it is the customer who is the most important thing when it comes to our company's existence. They are the backbone. Without customers, we cease to exist.

Here are a few tips to ensure that your customer is appreciated by you and your company, and not viewed as just another number in line.

1. Address Your Customer by Name
When addressing your customer, make sure you call them by name. This will put your relationship with your customer on a personal level, and customers like to know that they are remembered. It gives them a felling of importance with you, and your company.

2. Don't Hurry Them Out the Door
The last thing the customer wants is to be hurried out the door. Remember. You are running a business, where people are your greatest asset. You are not on an assembly line manufacturing cars, so don't treat your customer as though you are.

When you are finished with your customer's transaction, ask if there is anything else you can do for them, or if they have any questions for you. You could even use this opportunity to ask if you could go over some of your companies products with them, which you feel could benefit them.

The last thing you want to do is get them in and get them out.

3. Discuss Non-Business Topics
There is more beneath the surface of your customers than just the business that they do with you. People love to talk about themselves, such as their family, their job's, their pets, their hobbies, etc.
So ask your customer about one of the topics mentioned above, I guarantee they will be delighted to tell you all about it.

This is also a great way to get to know your customer, and build a strong relationship with them.

A strong business relationship is a great opportunity to obtain all of your customer's business as well as the business of all of their friends and relatives through referrals.

So remember, don't treat your customer like a statistic, treat them as you would treat one of your friends.

Author Bio
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of www.jconners.com, a mortgage resource site.

Article Source: http://www.ArticleGeek.com - Free Website Content


The Power of Knowing Your Customer

The Power of Knowing Your Customer

The Power of Knowing Your Customer

By: Jay Conners

Often times we believe the depth of our customer does not extend beyond that of the business they do with us.

In fact, it goes way beyond that. People love to talk about themselves, and if you take the time to talk to your customers about non-business topics, you will find that, more often than not, they are more than happy to engage you in conversation.

By getting to know your customers, you can find a whole lot of valuable information from them. Such as where they live, do they have a family, what their hobbies are, do they have pets, etc.

By finding out this type of information, you can determine what their needs are, than proceed to tell them about the products you have, that you believe would be ideal for their needs.

Another plus when it comes to getting to know your customers, is that every time you speak with one another, you are strengthening the business relationship you already have with them.

When I talk about getting to know your customer, I don’t mean that you have to extend an invitation to them to join you at Thanksgiving dinner.

All you have to do is take a little extra time to get to know their names and what their needs are.

For instance, if you have a new customer whose name is Mike, and building train sets is his hobby. The next time you see him, you can address him by his name, and ask about how the trains are coming along.

One, he will be thrilled that you remembered his name, and two, since building train sets is his hobby, he will be more than happy to tell you all about it.

These types of techniques kick open the door to more sales. The better a person gets to know you, the better they will begin to trust you, and the more likely they will be to do business with you.

People prefer to do business with people they know and trust, it gives them a comfort level. So get to know your customer and work on earning their trust. They will not only do business with you. They will most likely refer their friends and family to you as well. Good luck.

Author Bio
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.

Article Source: http://www.ArticleGeek.com - Free Website Content


10 Incredible Ways To Sell Your Products Now

10 Incredible Ways To Sell Your Products

10 Incredible Ways To Sell Your Products Now

By: Carlo Cabrera

1. Make your reader visualize they have already bought your product in your ad. Tell them what results they have gotten and how it makes them feel. They'll already become emotionally attached before they buy.

2. Turn your ad into an article. It could be a story, or how-to article. This will lead them into your ad without them knowing it's an ad. They'll already be interested when they get to your sales pitch.

3. Make sure you show your reader that they are getting a bargain. Tell them the usual price you sell your product for is $99. Then tell them if they order today they can buy it for $69.95.

4. Direct your ad headline to your target audience. Your readers will feel important and belong to a select group of people who buy your product. For example; "Attention! Accountants, Discover A New Way To Increase Your Client Base!"

5. Tell your reader how fast they can receive your product or service in your ad. Their buying decision may be based on how fast they can receive your product. They may need it by a certain deadline.

6. Use bullets to highlight your product or services benefits. Benefits are the key to selling anything, make them standout in your ad. You can use dots, dashes, or circles to highlight them.

7. Give a money back guarantee that surpasses a normal one. Instead of the normal timed guarantee, give them extra back. Tell them they can keep the free bonus or give them double their money back.

8. Tell your reader they'll receive surprise bonuses. This'll raise your reader's curiosity and make them want to buy so they can find out what the surprise bonuses are.

9. Let your reader know this specific package will not be offered again. You must create urgency so people buy now. You may always sell the same product but not with the same bonuses or price.

10. Give them a couple tips in your ad that will help them with their problem. This will give your business credibility and gain your readers trust to buy your products or services.

Author Bio
Carlo S. Cabrera can help YOU start your own profitable business on the Internet within the next 24 hours! To learn more, visit: http://www.InstantAutomaticWealth.com/pips.html

Article Source: http://www.ArticleGeek.com - Free Website Content


Getting Passed the Gate Keeper

Getting Passed the Gate Keeper

Getting Passed the Gate Keeper

By: Jay Conners

We all know the feeling of going out to make our cold calls, only to be shot down by the person at the front desk who looks at us as nothing more than a solicitor.

These front desk people would be otherwise known as the gate keepers.

Lets face it, getting passed the gate keeper can be tough, we are on their turf, what they say goes. Any slight resistance could end up with them making a call to security.

Here are few really good tips on getting passed the gate keeper that have been proven to work.

1. Ask to speak with someone in the sales department.
The next time you are out cold calling, the last thing you want to do is walk into an office building, approach the front desk, and immediately try to sell your product.

Instead, try this approach. Walk up to the receptionist counter, introduce yourself verbally and with a business card, and ask if you may speak with someone in their sales or retail department.

By asking to speak with someone in a specialized department, the receptionist will believe you are there on official business and put you in contact with that department.

Now that you are in front of someone in the same area of work as yourself, they will most assuredly be sensitive to your needs, and understand your situation.

These are the people in the company that will point you in the direction you want to go, and in the direction of the people you want to speak with about your products and services.

2. Call ahead before you go.
Before you go out to make your calls, place a telephone call to the companies you plan on visiting to let them know that you will be stopping by.

Tell them something like this.

Hello, my name is Jim Smith and I will be in your neighborhood this afternoon. I just wanted to let you know that I will be stopping by between the hours of twelve and two to introduce myself. That's it, stop right there.

Do not ask for permission to stop by. This will give them the opportunity to say no.

Once you arrive at their office, you can than reintroduce yourself as the person that had called earlier in the day.

This technique makes the transition from gate keeper to decision maker much smoother.

Getting passed the gate keeper can be very tricky, but it can be done. By following the two examples I described above, you should find yourself talking with more decision makers. Good luck.

Author Bio
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.

Article Source: http://www.ArticleGeek.com - Free Website Content


Setting Realistic Goals

Setting Realistic Goals

Setting Realistic Goals

By: Jay Conners

When we make a sale, or take one step closer to meeting our goal, we are overcome with a felling of achievement which motivates us to sell more.

I'm sure that anybody who is reading this article has been in the situation where they may have been given unobtainable goals from one of their bosses, sales manager's, or some higher up somewhere in the company.

When goals are given that are unrealistic, the mission is doomed from the beginning. It immediately gives a feeling of despair to the sales team, which can be devastating to morale.

The sales team will do their duty and work as hard as they can to obtain the goals, but when they fall short, they will have feelings of failure, and will be reluctant to move on.

Simply stated, unrealistic goals, take the fun out of selling.

A personal story . . .

During my years in the banking industry, I managed a sales team in a small branch inside of a grocery store. This is what is known as In-store banking. It was estimated that seven thousand people came through the grocery store where my branch was located on a weekly basis.

With that statistic, my sales team was given a goal of opening up six checking accounts per day, among other things.

This would be a monthly goal of one hundred and eighty checking accounts per month. To me and my team, this was highly unrealistic.

Then, In-store banking was brand new to the banking industry, and these goals were being handed down by people who never once stepped foot in an in-store branch.

Please understand, I am not bitter about this, I am just stating the facts, and believe this to be an on going problem with companies.

This problem works both ways. Sometimes the goals being handed down are not enough, and a sales team will fall short of what their potential could be.

Needless to say, my sales team never met their daily, weekly, or monthly goals. We did however, fight the good fight and manage to hold our own. But morale was never what it should have been.

Every six months my team and I would attend the semiannual sales rally, where we would sit and watch as the other branches so proudly accepted their awards for meeting their goals. It pained me to watch my team walk away empty handed knowing that they worked so hard.

My point is, when goals are being set, they need to be realistic and obtainable. The more you or your team reach their goal the more motivated they will be.

Once you are reaching your goal at a steady pace, challenge yourself or your team, and raise the bar. Challenge them to reach higher on a daily basis.

Keep in mind, when you raise the bar, keep this new goal realistic as well, you don't want to become over confident and put your goals out of reach.

One last thing . . .

The goals that are being set, should be put in place by a person or people who know you, your staff, and your demographics. Not by somebody in an ivory tower.

If they are not being put into place by the appropriate people, suggest this idea to someone in your organization that you can trust.

Author Bio
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of www.jconners.com, a mortgage resource site.

Article Source: http://www.ArticleGeek.com - Free Website Content