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Other Added - High Achiever Sales Professional Tool Kit: 5 Tools To Advance Your Sales Income
Everything You Ever Wanted To Know About Fundraising
Fundraising refers to the solicitation of monetary funds from individuals, businesses, charitable foundations or government agencies. This is the primary method used by nonprofit organizations to maintain operations. Organizations usually use this method to raise money for religious causes, fund independent research, help veterans or injured military personnel, funding for academic scholarship for students, human rights advocacy, or disaster relief projects.Fundraising techniquesOrganizing a special event is one method o
l sounds simple, doesn’t mean it’s used. Fundraising refers to the solicitation of monetary funds from individuals, businesses, charitable foundations or government agencies. This is the primary method used by nonprofit organizations to maintain operations. Organizations usually use this method to raise money for religious causes, fund independent research, help veterans or injured military personnel, funding for academic scholarship for students, human rights advocacy, or disaster relief projects.Fundraising techniquesOrganizing a special event is one method o
2. “Is there any financial impact to this problem?”
I’m assuming that you’re not giving away your solution for free. And that in fact, there is a price the customer pays to buy and a price the customer pays not to buy. I want to under
Promotional Products - Assisting All Avenues of Your Business
Memorabilia, souvenirs, mementos, monograms- our society treasures them. We are collectors. We emboss, engrave, customize, and personalize. We give so many gifts in our day to day lives for just about any occasion. And, we enjoy receiving gifts. We embroider blankets for weddings, bibs for babies, dog bowls for pets, backpacks for children, and golf bags for adults.Items such as these are also given out regularly by businesses as promotional marketing products. But, do many of these entities know that there is a way to give
To become a high achieving sales professional, you must first become an expert communicator. Ask any sales person if they would like to make $250,000 a year and they universally say “yes.” But then look at the tool kit they use to pursue clients, and more than likely you will find that the sales tools are dull. Memorabilia, souvenirs, mementos, monograms- our society treasures them. We are collectors. We emboss, engrave, customize, and personalize. We give so many gifts in our day to day lives for just about any occasion. And, we enjoy receiving gifts. We embroider blankets for weddings, bibs for babies, dog bowls for pets, backpacks for children, and golf bags for adults.Items such as these are also given out regularly by businesses as promotional marketing products. But, do many of these entities know that there is a way to give
After 19 years of working with sales organizations in general, and high achieving sales professionals specifically, I’ve found that there are many tools that are prerequisite to advancing your income. These five that I will cover here are words and phrases that will create an environment with your prospect where they are telling you the truth. And since your most precious commodity is time, you can’t afford to waste it with people who lie to you.
1. “What would you like to accomplish today?”
I get called on by many sales organizations (some of them household names) and rarely, if ever, does a sales person start a meeting with, “What would you like to accomplish today, Bill.” This one question will save you hundreds of hours a year from working on things that don’t matter. It’s a way for the prospect to begin to share their problem with you. Just because the tool sounds simple, doesn’t mean it’s used.
2. “Is there any financial impact to this problem?”
I’m assuming that you’re not giving away your solution for free. And that in fact, there is a price the customer pays to buy and a price the customer pays not to buy. I want to unders
Truth In Advertising
The story I am about to tell you is thought to be apocryphal, which is why I shall refrain from naming names. Nonetheless, it is a classic example of what advertising is - or, rather, should be - all about. It demonstrates that good promotional concepts, the ideas that sell product, are based wholly and solely upon (a) the product story, (b) the benefits of owning said product and (c) the image of the product in the eyes of its potential customers.Step back with me, then, about 40 years, when advertising agencies were less depe
dull. The story I am about to tell you is thought to be apocryphal, which is why I shall refrain from naming names. Nonetheless, it is a classic example of what advertising is - or, rather, should be - all about. It demonstrates that good promotional concepts, the ideas that sell product, are based wholly and solely upon (a) the product story, (b) the benefits of owning said product and (c) the image of the product in the eyes of its potential customers.Step back with me, then, about 40 years, when advertising agencies were less depe
After 19 years of working with sales organizations in general, and high achieving sales professionals specifically, I’ve found that there are many tools that are prerequisite to advancing your income. These five that I will cover here are words and phrases that will create an environment with your prospect where they are telling you the truth. And since your most precious commodity is time, you can’t afford to waste it with people who lie to you.
1. “What would you like to accomplish today?”
I get called on by many sales organizations (some of them household names) and rarely, if ever, does a sales person start a meeting with, “What would you like to accomplish today, Bill.” This one question will save you hundreds of hours a year from working on things that don’t matter. It’s a way for the prospect to begin to share their problem with you. Just because the tool sounds simple, doesn’t mean it’s used.
2. “Is there any financial impact to this problem?”
I’m assuming that you’re not giving away your solution for free. And that in fact, there is a price the customer pays to buy and a price the customer pays not to buy. I want to under
IT Sales: It's about Relationships and Benefits
IT Sales aren't automatic--you have to put in the time and effort to make the sale. In this article you will learn that showing your clients the benefit of your services and developing a relationship with them will help your IT sales.What Benefit Can You Give Them?If your prospect has an IT problem you can't solve, then to get IT sales you need to focus more on the problems that you know you can solve and the things that you can do that are really going to cause them to say, "Wow, that sounds really good!"Know You
ith your prospect where they are telling you the truth. And since your most precious commodity is time, you can’t afford to waste it with people who lie to you. IT Sales aren't automatic--you have to put in the time and effort to make the sale. In this article you will learn that showing your clients the benefit of your services and developing a relationship with them will help your IT sales.What Benefit Can You Give Them?If your prospect has an IT problem you can't solve, then to get IT sales you need to focus more on the problems that you know you can solve and the things that you can do that are really going to cause them to say, "Wow, that sounds really good!"Know You
1. “What would you like to accomplish today?”
I get called on by many sales organizations (some of them household names) and rarely, if ever, does a sales person start a meeting with, “What would you like to accomplish today, Bill.” This one question will save you hundreds of hours a year from working on things that don’t matter. It’s a way for the prospect to begin to share their problem with you. Just because the tool sounds simple, doesn’t mean it’s used.
2. “Is there any financial impact to this problem?”
I’m assuming that you’re not giving away your solution for free. And that in fact, there is a price the customer pays to buy and a price the customer pays not to buy. I want to under
Making Sales Calls While Driving
In today's fast-paced business world salespeople must also keep up the service to their customers. Often salespeople will make their rounds and will use their cell phone while driving to make sales calls. In some states it is against the law now to drive while talking on a cell phone. In other states you are allowed hands-free units. But in all states of mind the salesperson must listen to the customer.It is not easy to listen to the customer and drive a car at the same time in heavy traffic in the larger cities in the Unit
names) and rarely, if ever, does a sales person start a meeting with, “What would you like to accomplish today, Bill.” This one question will save you hundreds of hours a year from working on things that don’t matter. It’s a way for the prospect to begin to share their problem with you. Just because the tool sounds simple, doesn’t mean it’s used. In today's fast-paced business world salespeople must also keep up the service to their customers. Often salespeople will make their rounds and will use their cell phone while driving to make sales calls. In some states it is against the law now to drive while talking on a cell phone. In other states you are allowed hands-free units. But in all states of mind the salesperson must listen to the customer.It is not easy to listen to the customer and drive a car at the same time in heavy traffic in the larger cities in the Unit
2. “Is there any financial impact to this problem?”
I’m assuming that you’re not giving away your solution for free. And that in fact, there is a price the customer pays to buy and a price the customer pays not to buy. I want to under
Just Ask One Simple Question
According to an article published in The Harvard Business Review there is a high degree of correlation between sales growth and customer satisfaction scores. Well, yeah! That’s logical. Satisfied customers return to vendors who perform at a high level. Additionally they refer others so, obviously, higher levels of satisfaction should normally translate into increased sales volume. But how do you find out your companies satisfaction score?The typical way is to survey the customers. Problem - usually very few survey forms a
l sounds simple, doesn’t mean it’s used. According to an article published in The Harvard Business Review there is a high degree of correlation between sales growth and customer satisfaction scores. Well, yeah! That’s logical. Satisfied customers return to vendors who perform at a high level. Additionally they refer others so, obviously, higher levels of satisfaction should normally translate into increased sales volume. But how do you find out your companies satisfaction score?The typical way is to survey the customers. Problem - usually very few survey forms a
2. “Is there any financial impact to this problem?”
I’m assuming that you’re not giving away your solution for free. And that in fact, there is a price the customer pays to buy and a price the customer pays not to buy. I want to understand the difference. By asking this question, you will start to learn what the financial consequences are for “not buying.” Then when you talk about your fee, the prospect will be comparing your fee to the cost of the problem. Sales amateurs will very rarely help the prospect make that connection. High achieving sales professionals deal with money more elegantly and eloquently. And this question will help you put money on the table without it just being about “your price.”
3. “Let’s do this.”
Get advances if you can’t close. “Lets do this” is a proven technique that allows you to talk about the next steps in the process while you move your prospect forward toward a final decision. Let’s suppose you’re an hour into the sales call and the prospect has shared with you some of the problems he has, but he’s still unsure of your product or service’s value. You want to go back to your office and study them prior to giving a proposal. In this case, you would say, “Let’s do this. I’m going to go back and put some thought into this and then let’s set a time we can come back in a week and take it a little further.” The better process manager you are, the better sales person you are.
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