Check those fingers walking
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Tuesday, December 18, 2007 |
I thought I covered all the bases but I received a great email from Jenny Cartwright who is, in my opinion, Australia's best Telephone Techniques coach. Jenny says because everyone else's given up... you will have it all to your self in the next few days until Christmas day.
Here is what she is advising you to do:
Talk to the customer about their company's plans for next year. Discuss how you can assist them with those and become a part of them. Call your "A" customers first (that is the 20% of customers that give you the most business). Start with "My goal next year is to help you as much as I can. In order to be able to do that, may I ask ... " (then proceed with asking them open-ended questions begining with what, why, where, when, who, which, how), to find out what they are planning for next year. This will give you clues how to comply with their needs.
Tell them what new things you have coming up next year that they might like to include in their own strategies. Tell them now so you can remind them in an email early next year. |
posted by Wayne Mansfield @ 12:34 PM   |
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Crow, Rabbit and Happy Fox!
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Thursday, December 13, 2007 |
 A crow was sitting on a tree, doing nothing all day. A rabbit asked him, "Can I also sit like you and do nothing all day long?" The crow answered: "Sure, why not." So, the rabbit sat on the ground below the crow, and rested. A fox jumped on the rabbit and ate it.
Moral of the story: To be sitting and doing nothing, you must be sitting very high up
For more light hearted corporate advice: www.bobpritchard.com |
| posted by Wayne Mansfield @ 8:58 PM |
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Robert Ringers Thoughts
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Saturday, August 25, 2007 |
 Robert Ringer, the best selling author of A Voice of Sanity in an Insane World comments about worrying about stuff you can't change:
Exerting mental energy to worry about the inevitable is illogical. If something is truly inevitable, there’s nothing you can do about it … and if there’s nothing you can do about it, what’s the point in worrying?
Just make certain that you don’t cavalierly apply the term inevitable to a situation that doesn’t warrant it. As I pointed out, very few things in life are inevitable, and only one — death — is 100 percent certain. As Sinatra put it, death is “a pain in the ass,” so who wants to spend time thinking about it?
A better idea is to invest your mental and physical energy in thinking about how to be the best parent you can possibly be, the best son or daughter you can possibly be, the best sibling you can possibly be, the best friend you can possibly be, the best employee or employer you can possibly be, and the best overall person you can possibly be. All of which comprises a very tall order. But to the extent we fill that order on a daily basis, that other little issue we worry so much about — financial success — somehow works itself out without our having to fret and stew about it. |
| posted by Wayne Mansfield @ 12:30 AM |
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Getting Rid of Self Limiting Beliefs
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Thursday, August 09, 2007 |
It is your self limiting beliefs that pull you down. Disapproving your actual capabilities is the main culprit of mediocre performance. One effective way to overcome this is “Just Do It” and watch the result after that.
Have you ever think that you can never succeed in telemarketing? Why not reframe your mind that the person at the other end of the line is going to say Yes. And just pick up the phone and call? You will be fascinated to find that it is not difficult after all. The law of attraction says that focusing your mind will attract the intended result.
Create Positive Expectation Mindset
Create the mindset that your clients love to talk to you. Think of what they are going to benefit from your visit instead of wasting their time on listening to you. Here’s the secret: always expect positive outcome from the clients. Expect that the client is going to benefit from what you have to offer. Send out the energy of excitement and enthusiasm. In the Law of Attraction, whatever you give out comes back to you many fold.
The law of attraction is so predictable and dependable. Knowing how to unleash its full potential will transform your life for the benefit of your family!
Quote of the Day: “Earning money has to do with rendering service. And the more service you render, the more money you're going to earn.” |
| posted by editor @ 3:32 PM |
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Work Smarter Not Harder
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Monday, August 06, 2007 |
| Outstanding sales results come to those sales professionals who correctly follow and apply sound sales principles. They won’t do the work for you but they will lighten your load and give you an edge. All it takes to be successful at selling your company's products is to want to improve the way you perform, see yourself using new selling techniques, give yourself permission to use the concepts and regularly practice them until they become second nature. |
| posted by editor @ 2:55 PM |
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Have you made enough presentations?
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Monday, July 30, 2007 |
LEADS = PRESENTATIONS = SALES = YOUR INCOME
The point is - you have to have leads in order to make presentations and enough presentations equal sales and that creates your income…right? So are those the four things?No – those are three things that help to generate your income. Your income is the outcome and we’ve just identified three of the four critical steps to success. So what is the fourth?Question Four: Since you’ve identified that lead deficiency is a problem, what’s the solution?Good question! Any building built on a weak foundation is subject to crumble. Likewise, any sales professional who misses the foundation of sales success will struggle and, likely fail. This foundation is prospecting.
One of my dear friends and a great professional speaker, Gary O’Sullivan (www.garyosullivan.com) states in his book “Principle Power” the following: “Every day you don’t prospect, the next day you must settle for a lesser degree of performance!” Ladies and Gentlemen…that statement is a fact. The foundation of consistent sales performance is prospecting on a consistent basis.
How many times have I heard someone say to me in a job interview, “You hand me a lead and I’ll close ‘em. I’m a closer.” Well, let me say, I didn’t hire those folks because they were applying for a sales position and closing is just a part of the process. True sales professionals do four things: (1) prospect for leads; (2) develop the leads they identify; (2) make sales presentations; and (4) close sales. Each of those represents the four critical steps to sales success.
Remember the solution is always to the left!
PROSPECTING = LEADS = PRESENTATIONS = SALES = YOUR INCOME! |
| posted by editor @ 2:57 PM |
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Simple is the key
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Tuesday, July 24, 2007 |
Keep it Simple. Many sales incentive programs are doomed to fail before they are even introduced to the employees. The reason is that they are too complicated to win and too difficult to understand. Matters get worst when the informations are not addressed properly. The result is confusion among employees and the people responsible in the program, not to mention the waste of money and the lack of internet shown by the employees toward the program.
Keep it simple. Try not to sound as if you are too genius that you were able to form the idea and nobody else can't. Inform you employees well on how incentives are won.
To level out the playing field, educate all your employees with the right methods and procedures. Guide and motivate so that they can win the sales incentives. You have invested on this big, don’t attempt to waste it.
Reward immediately. Lack of interest sets in if the span of winning and rewarding is getting too long. Once they achieved the necessary requirement for an incentive, reward immediately. Do not let the awarding sit and wait until your employees are convinced that they will not get an incentive after all the effort they have done.
Also, it is equally important not too set a lengthy program. Take this an example: If a mother tells her son that he will receive a bike if he will keep his room clean for 1 year, he will find it difficult to do it and will not bother to get the incentive at all. Don’t let your employees lose interest on your program by committing the same mistake.
RECOGNIZE... There is no such a thing as too much recognition. If someone has achieved a significant sales feat, recognize him. Give him awards for his achievements. And do it where others may see. People are motivated when they know that their contributions are being recognized. Use this as a tool to increase your profit a hundred fold. |
| posted by editor @ 3:33 PM |
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Use This Law To Further Your Sales Career
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Tuesday, July 17, 2007 |
1. Have A Giving Mindset.
The law of attraction states that you get back what you give out. When you go out to meet clients, focus on giving value-added service to them. Do not think that your objective is to close sale. In this way, you will send out a powerful positive energy that your client can sense which in turn influencing them to place business with you. Heard of the quote “Givers Get.”?
2. Know your unique selling points (USP)
Know your strength and weakness and focus on projecting your strength. Use what you are good at to differentiate from your peers. This quality of yours is what makes you unique. Do you know your USP? Here’s the secret: make a list of what your clients have complimented you for. Did they tell you that you are cheerful, very reliable, friendly, easy to get along with, extremely knowledgeable, or comfortable to talk to? Ask them if they don’t tell you!
As you make the list and think about it, you will start to become aware that the reason why they do business with you is YOU.
Knowing your uniqueness bring confidence. The more you like yourself, the more you will send out a positive energy of gratitude, and appreciation. Again your client can immediately sense that reciprocate back the energy. |
| posted by editor @ 3:31 PM |
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Repeat The Technique Until It Is Yours
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Sunday, July 15, 2007 |
As you are taught new sales techniques you need to practice them on the job as well as in your mind, until you can use them in each transaction without even thinking about their use. We call this level of sales proficiency “unconscious competence.”
Many sales professionals, try a new sales approach only once or twice before rejecting it out of hand or deciding that it will not work for them. True professionals; however, diligently practice a new sales concept until they can execute it without even thinking about it. This approach (going beyond an intellectual knowledge of a sales method) sets top producers apart and can be seen in their extraordinary closing and multiple sales success. It is also quite noticeable in their pay checks as well!
Role-playing at each new sales technique with a co-worker is a powerful way to gain the ability to consistently use these concepts on the job. Remember; however, that practice does not make perfect. Only “perfect practice” makes perfect. So as you practice with other employees, try to be as accurate as you can in the execution of a given sales concept.
Set aside some time each working day to drill in the sales concepts you have been taught. Take them one at a time and master each one. It might surprise you how much more you will enjoy coming to work when you become truly proficient in building sales and long term customer relationships for your company.
Saturate Your Mind
Saturate your mind with sales and motivational materials. As you do this, you will move from an intellectual understanding of the sales techniques to a daily working knowledge of the methods you need to succeed, and you will have more than just an occasional thought about what you are trying to accomplish. What is needed to help you change your behavior is a constant positive saturation of your mind by reading over the materials you have been given or the notes you have taken on the subject.
In his tapes, The Psychology of Selling, Brian Tracy tells his listeners that one of the best methods to increase sales success is to read then reread one of the best books on sales for 30 minutes each day. He feels this type of saturation will have a tremendous impact on the sales activity of an individual. Research from Stanford University indicates that you can learn more from reading the same book six times than you can from reading 40 books on the same subject. |
| posted by editor @ 2:54 PM |
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Are You Seeing Enough People
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Saturday, July 14, 2007 |
Question Two: If you don’t have enough sales to support your income needs, then aren’t you lacking in enough people to see – enough presentations or appointments?This one seems obvious. If you are not generating enough sales volume either you lack people to see (enough appointments) or your closing skills need improvement. More times than not, the issue isn’t just closing skills, it’s people to present to and close.
Let’s look at this two ways: (1) if you are having trouble setting appointments from your leads (which, by the way is closing), then you will have more trouble closing the sale when you do make a presentation; and (2) inadequate presentations will always result in inadequate sales.
So let’s look at our matrix thus far. Remember the solution is always to the left!
PRESENTATIONS = SALES = YOUR INCOME
O.K., so you get it? The solution is always to the left. If you don’t have enough presentations you won’t have enough sales. So what now?Question Three: If I don’t have enough presentations, then how many leads do you have in your pipeline?Well, I don’t know. Probably enough! Really? Ask yourself this question; do you suspect that highly successful business people guess at their income or assets? Better still, if you were having surgery tomorrow would you want the person administering the anesthesia to guess at the amount? Of course not! Then, why would you guess about your leads?If you don’t know how many leads you have, then you don’t have a finger on the pulse of your lifeline. For sales professionals, lead acquisition and management is critical. You can take it to the bank, if you lack presentations, you lack a sufficient number of leads to support your sales efforts.
Let’s go back…remember the solution is always to the left. Look at the matrix again. |
| posted by editor @ 2:56 PM |
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Successful Conferences - Top 5 Tips
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Monday, July 09, 2007 |
Hot tips on how to transform your conference into an exceptional event!
Know what you want Know your event objectives. What is the key message of your conference? What information do you need to pass onto your delegates?
Know how to get it Fully brief your delegates, guest speakers & your conference organisers of your key objectives. Utilise their skills to deliver your messages in interesting and fun ways.
Maintain quality at every turn
Strongly advise your internal speakers to stay within their allotted speaking time. When it comes to presentations - less is quite often more!
The all work and no play philosophy Be aware of how much information is too much information. Don't overload your delegates. Down time is just as important. Make sure you allot free time for reflection and rest. Always book some fun corporate activities and entertainment?
These great ideas come from the people at http://www.motivationworldwide.com |
| posted by Wayne Mansfield @ 4:15 PM |
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Concentration
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Monday, July 02, 2007 |
Concentrate; put all your eggs in one basket, and watch that basket... - Andrew Carnegie
Success...it is focusing the full power of all you are on what you have a burning desire to achieve. - Wilferd A. Peterson |
| posted by editor @ 8:48 AM |
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How to make the most of your sales promotion
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Wednesday, June 27, 2007 |
The keys to maximising your sale promotion come two areas:
1. The creation of perceived value 2. The strength of the communication
Perceived value is the value that the consumer places on what you are offering. It is key to offer something which consumers think is worth a lot, but which costs you a little. Before the great DVD avalanche of 2006, DVD’s had a perceived value of around a tenner. So if you had put a DVD on a magazine, newspaper or other product selling for a pound or less, that looks would look like a fantastic deal to the consumer.
Now the perceived value of free DVD’s is much lower, because they are so commonly given away and people may have poor experiences with them.
The strength of the communication is especially significant at how effective you are at combining the sales promotion with other parts of the marketing mix. For example, if your sales promotion is at point of purchase, certain words are most effective at triggering a response. Free is best. Bonus or extra is good. Long-winded explanations are bad, so just get straight to the point. Certain colour combinations work best, with white out of red (think New Year sales) being the punchiest and most attention grabbing. Fluorescent is also fine, but think about the image of your brand!
Costs and benefits of sales promotion
The costs of sales promotion depend on what the upside for an increased sale is to you. The cost of the discount or gift should be in proportion to the margin you earn from each incremental sale. One big cost of promoting at point of sale, is that of rewarding everyone who buys your product, not just the incremental customers you were aiming for. So you will effectively be paying the people who would have bought your product anyway – another reason why sales promotion is most profitable for launches, as no one was purchasing the product before.
This means you need to achieve a substantial incremental up-lift in sale. Make sure you measure your up-lift. As a benchmark, if your sales promotion breaks even you’re doing pretty well. If you work in a sector where high loyalty exists, with few people likely to switch, a high incremental volume is unlikely. You will lose your shirt. |
| posted by editor @ 3:30 PM |
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When and why you should use a sales promotion?
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Sunday, June 24, 2007 |
Sales promotion is incredibly controversial. Estimates of what percentage of marketing spend goes on sales promotion vary (especially by industry sector) but one thing everyone agrees on is that it has spiraled massively in the last 20 years.
The reason is that sales promotion brings instant benefits to a company is sales. Sales promotion is unashamedly about making sales go up very quickly at minimal cost. That is why CEO’s of public companies like it and can sometimes use it to prop up stock prices. For example, because of the downward pressure on sales of print media such as newspapers and magazines caused by the internet, marketers have had to resort to switching almost all marketing funds to short-term sales promotion to preserve circulation figures, and therefore future advertising revenue.
What marketers don’t like is that nearly a 100% of the time sales promotion does nothing for brand equity. It can in fact, damage it. Heavy promotion looks desperate and erodes the perceived value of a product. It is possible to create brand building sales promotions – Clinique Bonus Time is one of them – but they’re as rare as hen’s teeth.
Not only that, but sales promotions very hardly ever pay out in profit terms. We have personal experience at utalkmarketing.com of over 50 sales promotion exercises, and we can only think of two that were absolutely profitable. Sales promotion disguise an underlying problem: you’re not selling as many as you want to. They don’t actually solve it.
Some people will justify the cost by saying that they can sample products and it gains new buyers for the future. Our experience (and that of most marketers) is that this only happens once in a blue moon. The only time that sales promotion can be a legitimate long-term way of building a products sales is for a launch, or perhaps a relaunch. If trial is one of your marketing objectives, then sampling, free gifts and money off tactics are legitimate ways of influencing people give you a go. However, these are unlikely to work without other elements of the marketing mix. |
| posted by editor @ 3:29 PM |
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Release Your Inner Brakes
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Friday, June 15, 2007 |
By releasing your “inner brakes” and seeing yourself using the sales and customer service techniques you have learned, you can become extremely successful in your efforts to sell your company's products and services. If you want to consistently produce multiple sales transactions, just let yourself go and you will start to see the success you are seeking. You have the right to be successful. The only thing that can stop your improvement and ultimate success is yourself. Tell yourself that it is all right to produce outstanding sales results; and then, begin envisioning the success you expect to achieve.
Use Affirmations To Produce Success
To help you consistently execute the sales techniques you have learned, use affirmations to change the way you think and perform. Affirmations can also help release your internal breaking system.
We gravitate to our dominant thought patterns. By using affirmations (“I can,” “I am,” etc.), you can create dominant thoughts about specific sales methods that will help you to move away from your fears (the fear of failure or of looking foolish) toward successful sales transactions. Write down a series of positive affirmations about the sales process or a specific technique. Then read them over until you create the dominant thought patterns that produce success.
As we teach in all of our Sales Success workshops and discuss in detail in our published training material, it is vital to your sales success that you regularly affirm your selling skills and visualize successful transactions using the techniques you have learned. To succeed you must see yourself as one of your company’s top sales producers by regularly performing mental dress rehearsals for the position. |
| posted by editor @ 2:53 PM |
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