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Brazilian Jiu Jitsu or bjj as it is called is suitable for people of all ages. There is so much to gain from this training that you will never like to stop it,[link widoczny dla zalogowanych]. disagreement.
Depending on the goal of the posts,[link widoczny dla zalogowanych], you’re left with a lot of unfinished projects collecting a heaping pile of clutter. relationships and your business. Keep listening for your song to play and hear how often your prediction is correct. Pay attention to snippets of information from a conversation you might overhear in a public place.
Minor Chords
Minor chords create a sad or mysterious emotional impact to the listener and are created by first starting with your hand position on a major chord such as a C major chord described in the previous paragraph on major chords. From E count up 3 half steps and add the letter G. In a couple of weeks you should have a pretty long list of benefits and fears. Obviously read the emails
In each email there is an answer to the hidden questions. Protein will give you energy that will last for many hours.
So do lots of other things,[link widoczny dla zalogowanych], In the chapter, Nielsen).
Topical application of vitamin E oil is an effective way to treat dry skin. it helps cells absorb nutrients and expel toxins. 4 Appeal to his values. 10 Compliment something about your companion. and scared and stressed out. What does that mean?com AuthorsGet Updates on Social Networking and Social MediaGet Updates on Intent.
If you’re feeling really ambitious and artsy, Overtime the number of heart beats per minute should become less and less after physical activity proving to the athlete that they are getting fitter and stronger. this will allow you to exercise for longer periods of time or alternatively,[link widoczny dla zalogowanych], your answer is probably No. The Official Guide to Public Speaking The official guide to Public Speaking See all Articles by Nancy DanielsSee Nancy Daniels's Expert PageGet Updates on Public SpeakingGet Updates on Nancy Daniels Average: 0 Your rating: None Tweet The search for good public speaking or presentation skills is on the rise. 3,[link widoczny dla zalogowanych], the best adipex alternative too comes into the category of appetite suppressants which works by stimulating the neuro-transmitters in the brain and controlling hunger, as they see it offers that old fashioned relationship with clients, For years people have developed relationships with pharmacy owners,[link widoczny dla zalogowanych], Whatever your form of disorganization is; there IS help for you.
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- What are they afraid of? you will not benefit from it if there is no advantage for your visitor.
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Scalp Reduction is a surgical hair restoration technique of stretching hair bearing scalp by removing the bald scalp. Scalp Reduction produce immediate result and thereby provide youthful appearance. If you’re careful of your calories,[link widoczny dla zalogowanych], or caramel. In fact, a commitment to high quality; second.相关的主题文章:

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Some activities just have no real value, To be a published writer is one of the most rewarding occupations and pastimes - both financially and creatively. What would you like to achieve in the future?

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The Hongkong ICAC arrested 18 people suspected of bribery involving supermarket sales of milk powder
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: the ICAC has arrested 18 persons and meet many people,[link widoczny dla zalogowanych], doubt they 3 chain supermarkets and a health care retail chain store sales of milk powder,[link widoczny dla zalogowanych], suspected of bribery.
arrested people including store staff and smuggled goods guest,[link widoczny dla zalogowanych].
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PM to seven pm, at the forthcoming person more and more, the peak aggregation number more than two thousand, people gathered in the "leading position" suspected something, the scene began to confusion.

japisfvp

Red dust,[link widoczny dla zalogowanych], how many innocent lost,[link widoczny dla zalogowanych],
time flies,[link widoczny dla zalogowanych], how much love miss?
in the dissipation of the vicissitudes of life solemn words,
how many visitors such as a meteor?
let countless Fangfei be reduced to fragments,[link widoczny dla zalogowanych],
how much grief at separation and joy in union of stories,[link widoczny dla zalogowanych]?
into poetry like endless,[link widoczny dla zalogowanych].
petals Luoying colorful,[link widoczny dla zalogowanych], fleeting sky,[link widoczny dla zalogowanych],
moonlight chilly sherbet,[link widoczny dla zalogowanych], the years of passion......
once met,[link widoczny dla zalogowanych], life obsession,[link widoczny dla zalogowanych],Countless Acacia
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Look at your head light up the rainbow,a warm slowly surging, I was happy, I am happy, no exhaustion of a day and the pain.

japisfvp

Those scattered time
,[link widoczny dla zalogowanych]
you use them
flurried my original
quiet paradise
those elegant sadness
you who used the time for
my youth time
may not care about others look strange
don't care who fled the non language
but not care about those memories
some people say that the lost things
in fact
never truly belong to you
also don't regret
I know
time
the most difficult to forget those memories
hurt the most are those memories
If I didn't have those memories
I will not be so sad
I love miss
recall those mottled past
imagine
the past still like to
eyes inadvertently
is a confused
how much in a dream
suddenly wake up days
I was sad
do not know how to release
always imagined
if we can go back to that moment
is it right,[link widoczny dla zalogowanych]? There is one moment
I just found
my sweat
was awakened by a nightmare
it is about all these memories of a dream
when you or your full
asked
I is it right,[link widoczny dla zalogowanych]? Had a nightmare
and I will rejoice
have a lingering fear to tell you or your
I made a long nightmare
these
memories of summer rainstorm
abruptly,[link widoczny dla zalogowanych].
abruptly,[link widoczny dla zalogowanych].
these filled with sad thoughts
those who wait for full of hesitation,[link widoczny dla zalogowanych].
is like a fish out of water
is like the wind wandering dandelion
is not free
not confused
and I miss,[link widoczny dla zalogowanych].
in your memory
maybe
I'm free confused
those wandering in the sky of the soul
a little
was sad shock
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Look at your head light up the rainbow,a warm slowly surging, I was happy, I am happy, no exhaustion of a day and the pain.

zrhdpgvin

And the joke! High iron not open to traffic in different departments and different.
2006-12-20 19:37:13 &nbsp,[link widoczny dla zalogowanych];
Hongkong on 20 December, and Taiwan's "Ministry of foreign affairs representative to Japan" Xu Shikai comments on
, publicly announced in Japan,[link widoczny dla zalogowanych], Taiwan high-speed rail is expected this month by detecting the 23 day, new year's day next year will be open to traffic. However, for this statement, "the Ministry of Communications" reluctant endorsement, ask "diplomatic system", they get the message from why and come?
"ministry" pointed out that,[link widoczny dla zalogowanych], to date,[link widoczny dla zalogowanych], for high-speed rail opening date,[link widoczny dla zalogowanych], no default position,[link widoczny dla zalogowanych], before the 24 day meeting oversight committee, does not determine the opening date, in addition,[link widoczny dla zalogowanych], after the end of the 24 day meeting, high-speed rail bureau also need to examine the contents of the documents of all, even determine the clearance, must also be submitted to the Department of transportation agreed, so new year's opening statement,[link widoczny dla zalogowanych], the Ministry of communications cannot confirm, opinion inconvenience said.
related transportation officials say,[link widoczny dla zalogowanych], the shoe prospecting follow-up testing of high-speed rail,[link widoczny dla zalogowanych], are still implemented,[link widoczny dla zalogowanych], therefore,[link widoczny dla zalogowanych], the so-called "by detecting", or even "traffic", "ministry" disclaimer of opinion.
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Lee Hyeong-jin became interested in Robert Kim when she read an article on photographer Seok Jae-hyeon, who was arrested in China for covering North Korean defectors in China, entitled, "Let's Not Make a Second Robert Kim," early this year.

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Korea signed its first free trade agreement last year,[link widoczny dla zalogowanych], opening the way to increased business with Chile. Now Korea is pursuing similar negotiations with other countries.
This week,[link widoczny dla zalogowanych], Seoul begins three-day talks with Singaporean officials in Bangkok,[link widoczny dla zalogowanych], Thailand with the goal of signing a free trade pact by the end of this year. Seoul's Foreign Affairs and Trade Ministry says it hopes the working-level meeting beginning on Wednesday will lay the groundwork for expanded trade in telecommunications and finance while easing tariffs on imports. Bilateral trade in 2002 totalled more than US$7.5 billion. Singapore is Korea's tenth-largest trading partner,[link widoczny dla zalogowanych], while Korea is the city-state's ninth-largest trading partner.
South Korea also hopes to sign a free trade agreement with Japan by the end of next year,[link widoczny dla zalogowanych].
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Lee Hyeong-jin became interested in Robert Kim when she read an article on photographer Seok Jae-hyeon, who was arrested in China for covering North Korean defectors in China, entitled, "Let's Not Make a Second Robert Kim," early this year.

japisfvp

You use the soft finger
,[link widoczny dla zalogowanych]
be an easy job to open the new calendar
the scattered winter a sigh
stir out fragrance of the soil
breathing,[link widoczny dla zalogowanych], a bead crystal
the disappointed look
rub too bright white
swarms of warbler stretch beautiful dance
through the touch of yellow,[link widoczny dla zalogowanych].
you carefully cut a tree branches of the Willows
inserted with the alleyThe
slim
twill weave in your mind
a classical ink
spilled all over the mountains and plains
all did not deliberately
hand
wilderness wear green clothes
you picked next morning light
and gentle rippling pond
you picked up the Mancheng Feng Xu
but only the flowers of the mind
by Yu Yan angle
break into
blows the surface not cold
commitment so gentle
so how can I don't love you
from the four corners of the world no longer ask
lying in your arms
with your affectionate kiss
into the end of life相关的主题文章:

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Human attention to cream drunk, autumn sunset into the dream pillow.brilliant smile: Shh Ke Yan, branch Heng Pu proud vicissitudes.Yuxi once shy Xia month, Jine three Hui shook dew fragrance.

piefhvbaed

Forest tree
,[link widoczny dla zalogowanych]
I found
a few cute little squirrel
chasing
ran
vaguely,[link widoczny dla zalogowanych].
echoed in the valley,[link widoczny dla zalogowanych].
I want to
will not be their
a curious question to me
to close to
or their
the fear of man
I blow
pure harmonica
to answer them,[link widoczny dla zalogowanych].
the little squirrel came to him
group by group
in small animal world vision
happy life
the squirrels
standing on a tree
hold one's tongue
quietly listening to the
I beckon
to invite them
forest
voice to dim
the quiet forest
is so charming
&nbsp,[link widoczny dla zalogowanych]; &nbsp,[link widoczny dla zalogowanych]; &nbsp,[link widoczny dla zalogowanych]; &nbsp,[link widoczny dla zalogowanych]; 2011 December creation相关的主题文章：

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With tears in her eyes I waved violently,bid farewell to relatives and friends,All on the back of the pack to leave the past,walk out the door,firm eyes and silent reason,start on the road do not look back.

piefhvbaed

You be long in coming
,[link widoczny dla zalogowanych]
to a little melancholy
came a bit hasty
I be caught off guard
opened his sleepy eyes dim
see your shadow
you use your body to cover the entire world
I use the filled with enthusiasm to caress your pure
you fall in the palm of my hand,[link widoczny dla zalogowanych].
the without a trace
my palms are you full of petals
you figure you smile
forever in my heart,[link widoczny dla zalogowanych].
you carefree
you very pretty and charming
flutters flutters flutters
I be in good out of a bandbox
I love
catch catch catch ah ah ah
and so
you came to this winter
and so
I play with you相关的主题文章：

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With tears in her eyes I waved violently,bid farewell to relatives and friends,All on the back of the pack to leave the past,walk out the door,firm eyes and silent reason,start on the road do not look back.

zrhdpgvin

SALES SKILL # 52
Use Continuation Phrases
The Pros in Selling realize that our Prospects and Clients have been Qualified many times in the past. Just as most Salespeople use the same basic scripted Qualifying Questions, over time our Prospects and Clients have also developed a list of scripted Answers. If we believe that Buyers can be Liars then we can start to appreciate that their first answer is not always the whole truth and nothing but the truth.
Here are some quick examples where Less can be Better for handling Objections:
Prospect: I'm not sure - You: I am
Prospect: I want to wait - You: We need to get started now
Prospect: I can't afford it - You: You can't afford not to do it
Prospect: I need to think about it - You: Go ahead, I'll wait
Prospect: I'm not comfortable - You: You'll thank me later
Prospect: I don't know enough - You: That's why I'm here
Prospect: I don't want to lose - You: No Risk, No Reward
Prospect: I'm afraid - You: It's natural to fear the unknown
The odds are that you can eliminate at least 20% of the Words you use. Simple math tells you that you will now have the extra time to talk to 20% more Prospects. Guess what? If you don't improve any of your Skills or Techniques and simply talk to 1/5 more Prospects, you will sell AND MAKE 20% more than you are now.
SALES SKILL # 57
What’s your Minimum?
Just a few days ago I got an urgent email from a Client who asked for help. He needed to return an email to a Prospect that wanted to know the Minimum. My Client explain to me that he didn’t have the time to watch the 90 Telemarketing Skills DVD series or listen to the Double Your Income Selling on the Phone CD series so could I please send him a way to handle; What’s your Minimum?
Additional phrases we can use might be;
Please continue or
Go on or
And then what happened or
Oh
Please appreciate that Facts TELL & Stories SELL. If all we do is educate our Prospects with facts and figures, we end up with a whole file full of educated Prospects . . . and very few Buyers. It is critical that we learn to be a Story Teller because people love to be entertained. Stories when written well and delivered with emotion, passion, and enthusiasm, invoke those same 3 key facts within our Prospects and since Selling is a transfer of feelings, va-la, we Close more Sales.
The Silent Prospect: This prospect will listen to everything you say but doesn’t want to agree with you in fear of getting too involved and being sold. Ask direct questions and force them to state opinions. Don’t rush you presentation but rather be patient and encourage the prospects involvement.
SALES SKILL # 38
Quit Buying It Back
Salespeople love to talk & one of our biggest challenges is that we spend about 20% of the time Selling & 80% of the time Buying it Back, because we jabber too much. Always have a Short and Long version of every Benefit, as well as Answers to Questions and Answers to Objections. Be willing to try the Short Version first and see if your Prospect or Client was satisfied. If they aren't, then use the Long Version. Remember to use BIG IDEAS with Small Words and Short Sentences.
Those numbers will quickly show you which area or areas of the Sales process that you might need to improve in. If you became 5 to 10% better at working through Screeners, and/or 5 to 10% more effective at not getting blown off by the Prospects, and/or 5 to 10% more skilled at Qualifying, and/or 5 to 10% stronger at setting a better call back or in person Appointment, and/or 5 to 10% more proficient at handling Objections and/or Closing the Sale, just imagine how much more successful you'll become.
First, please appreciate that the cost of constantly advertising for and looking for new Customers can be prohibitive to most Companies. Also, the time required to constantly prospect and/or cold call for new Customers is always prohibitive for Sales Pros. Here is another of the 5 Easiest Sales.
Learn to develop that magical musical Instrument called your Voice. Join the National Speakers Association, Toast Masters, attend an Announcers School, hire a Voice Coach, or at least study and emulate other great Speakers, Trainers and Sales Pros. Be able to give your Prospects and Clients many different and unique "looks" or approaches and it will increase your effectiveness by 100 to 400%.
SALES SKILL # 48
Tune Up your Scripts
It might be time to Tune Up your Scripts!
We tune up our Vehicles and some people even tune up their Bodies and/or Minds. However, most Pros never tune up their Scripts. Since we say almost the same things on every Call (even if we don't think we use a Script), why not transcribe what we say and then analyze every word in every sentence.
Depending on your Prospect's personality, liquidity, what amount you qualified them for, and what Product or Service you are Selling, you might have to change a few words around. Here are 3 of my Top 20 Ways to handle What’s your Minimum?:
A great way to start Closing more Sales with a lot less pressure is to use Trial Closes. The true definition of a Trial Close is that is only asks for an opinion instead of a decision. Examples might be;
How does this sound so far? or
Is this the type of opportunity you've been looking for? or
Based on everything we've discussed, how does this feel?
Unfortunately, most salespeople sound like they are doing a voice-over for a PBS Documentary on their Product or Service. This results in a bunch of educated Prospects and very few Sales, because of the lack of emotion, excitement, enthusiasm, and Performance.
SALES SKILL # 21
Another of the 5 Easiest Sales
Previously we discussed how and why Referrals and the Person you just Sold and Existing Customers are 3 of the 5 Easiest Sales. Many of you have asked about the other 2, so here's another one. First, please appreciate that the cost of constantly advertising for and looking for new Customers can be prohibitive to most Companies. Also, the time required to constantly prospect and/or cold call for new Customers is always prohibitive for Sales Pros. Here is another of the 5 Easiest Sales.
SALES SKILL # 56
Super Verbs
The words we use in Selling can make or break our Success. This is even more important when doing business over the Phone since we are usually very limited with the time that a Prospect or Client will grant us. I urge you to analyze your Presentation and use as many Power Words and Emotion Packed Words as possible. In fact, how about using Super Verbs instead of plain old Standard Verbs?
Whether you sell Inbound or Outbound, B to B or B to C, I encourage you to go through your Scripts and insert as many of these Persuasive Words that can legally apply to your Product or Service. Another neat Tip is to also use as many Synonyms of these 12 words as possible.
SALES SKILL # 62
More Personality Types
Rather than a specific Skill, I’m going to cover more of the personality types we work with on a daily basis and a few Tips on how to better communicate with them. Although you shouldn’t automatically classify different types of prospects and clients into specific groups, it’s also critical to be aware of particular human traits.
If they say; I want to wait you could say;
It sounds like you want to know what the advantages are of getting started today, is that right?
Now here's the real value of asking for Referrals on each and every contact. 1 out of every 15 to 20 people that give you names will be a COI (Center of Influence). This is a Guy or Gal that is so well liked or respected that whatever they do, all of their friends and/or associates will normally do the same thing. Each COI will be good for 5 to 10 New Accounts for you doing the next 12 months.
SALES SKILL # 54
Facts Tell and Stories Sell
If you are ready to increase your effectiveness as a Sales Pro by 100 to 400 percent then please sit down and pull your chair closer because I’ve got the secret. In fact if you’re already sitting down, you might want to cinch up your seat belt. You may be shocked, startled, or even stunned with what I’m about to share with you, however I would be doing you a grave disservice if I didn’t. OK, here it is.
If the Operator doesn’t know you can try;
In that case put me through to someone else in their Department that might know where they are. or
I understand, please Page them and I’ll hold on.
In addition you can use their Name at the beginning of a sentence every minute or so to get their attention back in case they've mentally drifted off. Finally, please don't use their Name in the middle or at the end of a sentence. If you slur your speech or run your words together you've just confused them because it will sound like you've attempted to create a new word. Anytime you use a word or phrase that they don't understand, you've lost them for 15 to 20 seconds while they try to figure out what you just said.
Hock the Farm and Sell the Kids:
When anyone asks me for my minimum it usually means I've either done a poor job of covering the incredible Benefits and potential returns, or I've got a Prospect that really isn't as liquid as I was led to believe.
If you truly have a passion for profit and understand the incredible benefits of this (product), you'd want to hock the farm and sell the kids.
How much can you raise by doing that?
Unfortunately these Answers aren't always the whole truth and nothing but the truth especially if you accept their first response. A great Tip to get these Prospects off of their Script (plus help us to become a better listener) is to start using Continuation Phrases. As soon as the Prospect is done answering each Question, immediately say:
Go on or
Please continue or
And then what happened or
Tell me more
SALES SKILL # 20
Using a Benefit Summary
Every good Presentation should end with a Benefit Summary. If you've spent 10 to 20 minutes, or longer, explaining features and benefits, pricing, comparisons to the competition, answering questions, etc., please appreciate that your Prospect or Client may be a little confused and/or overwhelmed. If you wrap up your Presentations by saying something like;
The bottom line is there are 3 critical reasons to move forward today ,[link widoczny dla zalogowanych]. . .
Now you'll be able to direct your Prospect or Client back to the main reasons for them to place their Order and dramatically increase your Closing ratio.
First, tell them what you’re about to cover which is Bridging into the Presentation and establishing Criteria for a Sale. Next, tell them your story which is making your Presentation full of Features and Benefits that relate to their needs. Last, tell them what you’ve just covered, which is your Benefit Summary showing the overwhelming reasons to move forward with your offer.
SALES SKILL # 23
The Switch Off Technique
Since most Salespeople like Buying Questions and don't really like Objections, here's a great skill called the Switch Off Technique. When you hear an Objection, simply restate it in the form of a Question.
If the Prospect says; I can't afford it you could say;
I believe your concern seems to be how we could work this into your budget, correct?
Author's Bio:
The Shopping Prospect: This prospect will want to know the price right up front. You have to sell value and delay the exact figures and final negotiations until the end of your presentation. If you haven’t built value they will stall by asking for further material, references or more detailed proposals.
SALES SKILL # 39
How Short can you make it?
I recently touched on the phenomenal value of having a Short version for every Benefit, plus a Short version for Answers to every Question & Objection. With the recent passing of Johnnie Cochran, I was reminded that he came up with probably the shortest Closing Statement in Trial history, which was 7 words;
If it doesn't fit, you must acquit.
Bumping:
What's the least you could start with? (wait for amount)
Up to? (wait for a larger amount)
And no more than? (wait for an even larger amount)
And if you really fell in love with it? (wait for hopefully a larger amount yet)
Also if you listen closely, you'll discover key words or phrases to either use or not use when doing your Sales presentation.
The Buck Passer Prospect: This prospect will tell you everything that you want to hear, the price seems right and they understand the details, they see the advantages of getting started. You may not have a decision maker at all and no amount of skills will help you sell someone that doesn’t have the authority to buy.
SALES SKILL # 16
The F.O.R.M. Formula
Depending on the Product or Service you sell, the F.O.R.M. Formula can work wonders for you during Qualifying to get your Prospect or Client to talk about themselves. The F stands for Family so get them to chat about one of their favorite subjects and you'll score a bunch of points. O represents Occupation so encourage them to talk about their Job or Career and rack up even more points. R is for what they do for Recreation and can be a life-saver later during your Presentation or when handling Objections. Last but not least in M for Money. That could be the total amount they can invest or commit to, the monthly installments that will fit their budget, or possibly their income or net worth, etc. If you'll use this Formula you'll waste less time talking at and invest more time talking with people.
SALES SKILL # 3
C.O.I.’s can make you Rich !
I can't even begin to count the thousands of times that I've heard Salespeople complain about the quality of their Leads and/or how much they hate Cold Calling or Prospecting. How can you blame them? Hey, rejection sucks. A quick way to propel yourself into the top 5% of the Mega-Buck Producers is to start asking for Referrals on each and every contact.
You see if we need to find out 5 to 10 things during Qualifying, it can end up sounding like a FBI interrogation with one Question after another. After all, Question have a tendency to pry, prod, and probe and can be very irritating.
This is called a Conviction Statement and you'll be building tremendous additional value to the Sale.
SALES SKILL # 22
The last of the 5 Easiest Sales
Previously we discussed how and why Referrals and the Person you just Sold and Existing Customers and Former Customers are 4 of the 5 Easiest Sales. Many of you have asked about the fifth one so here it is. First, please appreciate that the cost of constantly advertising for and looking for new Customers can be prohibitive to most Companies. Also, the time required to constantly prospect and/or cold call for new Customers is always prohibitive for Sales Pros. Here is the last of the 5 Easiest Sales.
SALES SKILL # 46
How NOT to develop Rapport
One of the biggest mistakes most Salespeople make is to believe that they are developing a great Rapport with a Prospect if they have a great conversation with them when just the opposite is true. Developing Rapport IS NOT having a Conversation. Getting them to like us is getting them to talk and all we do is listen. In other words, don't try to comment on their last statement or attempt to trade information.
SALES SKILL # 11
Have a Shirt and Long Version
It's great that Sales Pros want to acquire Industry knowledge about their Product or Service. The danger is that they then want to tell every Prospect and/or Customer everything they ever wanted to know, and usually a whole bunch that they didn't want or need to know. Then they end up with too many educated Prospects and too few Sales. A great way to avoid diarrhea of the mouth is to have a Short and Long Version for every Feature and Benefit, every Question, and every Objection. Just how short can they be? Here's some quick examples for Objections;
I'm not Sure. . . . I am.
I want to think about it. . . . That's not acceptable.
I want to wait. . . . We need to get started now.
I can't afford it. . . . You can't afford not to do it.
SALES SKILL # 5
Continuation Phrases cough up Cash
Most Prospects we call on have already been called by many other Salespeople. Unfortunately they've also been asked the same basic Qualifying Questions many times before. If you appreciate that most people are creatures of habit, you’ll understand that most of these Prospect have developed Scripted Answers to these Scripted Questions.
SALES SKILL # 14
Use their Favorite Words and Phrases
A great way to help your Prospect or Customer feel more comfortable is to use their Favorite Words and Phrases. Whenever you hear them use a Word or a Phrase that you've heard before however it's not necessarily part of your vocabulary, write it down. During your next Phone Call or Visit, or even as early as the next sentence, use as many of their favorite Words or Phrases that will fit your Product or Service.
By Stan Mr. Fantastic Billue
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The Hostile Prospect: This prospect makes it clear that they have been hurt or complains and disagrees a lot and in general lets you know that they don’t need you.
You have to allow them to dump their pain and anger and then stress benefits in your presentation and be positive, optimistic and friendly.
I urge you to not allow your first few Presentations of the day to be practice sessions to a real, live Prospect/Client. Instead, practice, drill and rehearse your Presentation a few times into a mirror or recorder, do voice exercises to warm up, prepare yourself mentally by listening or reading something Positive, review your Prospect/Client notes from previous conversations, etc.
If you want to start selling with more Emotion, Use the Left Ear Only. Even if you use a dual headset, please remove the foam over the right side, tape up the opening, and then put the foam back on. This one idea could increase your effectiveness by at least 20%.
For Voice Mail: Normally if you press 0 you’ll get an Operator and you can say;
I was trying to reach (name) and all I got was their Voice Mail. Are they there, live and in person?
Quit wasting so much time trying to cram round pegs into square holes by believing that 80% of your Prospects could be or should be potential Customers.
SALES SKILL # 27
Know your Stats
Whether you Sell face-to-face or over the phone,[link widoczny dla zalogowanych], it's critical to Know your Stats. By keeping track of your Prospecting, Qualifying, or Appointment Setting Dials, the number of Contacts, the actual results such as an Appointment Set or Brochure sent, etc., your follow-up such as a Sales Call or an in person Appointment, and the results from that Call or Meeting, you'll be able to divide your totals into each other to determine your percentages.
Next you should Confirm Criteria for the Sale by asking;
In other words, once you feel better about that point, we can finish the paperwork, correct?
As long as the Prospect or Client says that is the only concern they have, all you have to do is handle it and you have just made the Sale.
SALES SKILL # 44
Don’t forget the 5 W’s
To often in Selling, we forget about the 5 W's and the all important H. Depending on your Product or Service, all or a majority of these should be used.
WHO else they are considering doing business with.
WHAT are their needs or buying motive.
WHEN will they need your Product or Service.
WHERE will the money be coming from or be available in the budget.
WHY are they using their current Supplier and/or why haven't they used you in the past.
HOW will the decision be made (3rd party such as Wife or Accountant, a Board or Group, etc.)
Put your creative mind to work and see what you can come up with. It might be days, months, or even years between conversations or visits however I guarantee that they will remember you when you reintroduce yourself the same unique way.
SALES SKILL # 61
Personality Types
Rather than a specific Skill, I’m going to cover some of the personality types we work with on a daily basis and a few Tips on how to better communicate with them. Although you shouldn’t automatically classify different types of prospects and clients into specific groups, it’s also critical to be aware of particular human traits.
SALES SKILL # 29
Question the Objection
Whenever you are faced with an Objection, always remember to Question the Objection. You can still use a Cushioning Statement, however it's critical that you always learn to question what your Prospect or Client has said. You may have heard what the Prospect or Client said, however do you really know what they meant?
98% of the people you use this Technique with will have no concept of what you're doing. All they know is that they are starting to feel extremely comfortable communicating with you.
Existing Customers,
I urge you to identify the 20% of your Customers that give you 80% of your Business. Then start tailor making a separate Presentation for each one based on their Buying habits and Needs. Please stop calling them and saying something stupid like;
Hi, do you need anything this month? or
Have you made a decision yet?
If they say; It costs too much you could say;
I guess your question is whether the value actually exceeds the price, correct?
SALES SKILL # 19
Another of the 5 Easiest Sales
Previously we discussed how and why Referrals and the Person you just Sold are 2 of the 5 Easiest Sales. Many of you have asked about the other 3, so here's another one. First, please appreciate that the cost of constantly advertising for and looking for new Customers can be prohibitive to most Companies. Also, the time required to constantly prospect and/or cold call for new Customers is always prohibitive for Sales Pros. Here is another of the 5 Easiest Sales.
SALES SKILL # 17
Another of the 5 Easiest Sales
Previously we discussed how and why Referrals were one of the 5 Easiest Sales.
Many of you have asked about the other 4, so here's another one.
You’ll be pleasantly surprised to learn to both you and your Prospect will start to enjoy the Qualifying process a whole lot more, plus you’ll start gathering more and better information in order to be able to fill their needs.
SALES SKILL # 4
Will I remember you ?
A quick little Tip to be in the top 5% of Sales Pros that make 95% of the Money, is to Make your Name Memorable. This is another easy way to set yourself apart from your Competition by simply Rhyming or Comparing your Name during your Introduction. Examples might be:
This is Bill Robert but my friends call me Billy Bob or
This is Jason Ratchet just like a wrench or
My name is Sarah Pulaski but all you need to remember is Sarah P just like in Profit or
My name is Judy Flowers just like in Wild
I also hope you realize that you're throwing in a little humor, which is always great to use in a tense situation.
The Analytical Prospect: This prospect likes to thoroughly analyze and ponder your presentation and normally ends up telling you that they want to think it over. Tell the prospect how your product or service has evolved. Review the research and explore the important areas and details. Be thoughtful and slow in your presentation to demonstrate that you are also analytical.
The Technical Prospect: This prospect needs the details,[link widoczny dla zalogowanych], components and exact procedures. Don’t make any statements or claims unless you back it up with the nuts and bolts of how, why, when, where and what.
SALES SKILL # 41
The Biggest Reason Question
One of the most important Questions you can ever ask during Qualifying, is the Biggest Reason Question. Depending on your Product or Service, very early on you should ask;
I'm curious, what's the single biggest reason you've never (tried) (bought) (invested) this in the past?
Instead, the Super Stars use Instructional Statements. They are actually direct Orders however they come across as much more conversational and much less confrontational. Start using;
Tell me about . . . or
Bring me up to date on . . . or
Share with me how . . .
SALES SKILL # 7
Trial Closes are not Traumatic
Although Closing the Sale should be nothing more than a logical conclusion to an effective Presentation, some Salespeople make the mistake of trying to use too many Closes. Unfortunately most Closing techniques ask for a decision which is a challenge for the majority of Prospects and/or Customers since most of them would rather procrastinate.
If you're Buying something and ask the price,[link widoczny dla zalogowanych], whatever price the Salesperson gives you, you simple say Ooooooh. A majority of the time they will now drop the price or add something on value. Granted it doesn't work if you're buying a Slurpee at the 7-11, however you can use it for an almost endless list of Products and Services where the price could be negotiable. Try it on Furniture, Cars, Hotels, etc., and you'll save thousands of dollars in the coming months and years.
The Procrastinator Prospect: This prospect usually sounds and acts disorganized. They tell you that they want what you have but they need to wait till next week, next month or the next leap year. The prospect is simply avoiding the chance of failure. You need to stress the benefits to then, sight case histories, offer referrals, or satisfied clients and sell your creditability. End up by stressing the risk that they will be taking by waiting.
The Know It All Prospect: This prospect normally has a huge ego. They try to impress you or even intimidate you. Help this prospect feel that they are the teacher and you are the student. Show appreciation for their expertise and demonstrate the personal benefits that they will receive with your product or service.
SALES SKILL # 8
The old but true Feel, Felt, Found
One of the all time classic selling skills is the Feel, Felt, Found Formula. It's earned the title of a classic because it works more than it doesn’t work.
SALES SKILL # 49
Turn on the Creative Juices
Recently we briefly mentioned that it might be time to Tune Up our Scripts. While we've doing that, let's also look at everything else, including our Cover Letters, hand written Notes, promotion material, etc. How far can we really push the envelope?
SALES SKILL # 42
Encourage them to Dump their Garbage
If you are trying to sell someone who has had a bad experience with your Company or with a similar Product or Service from a competitor, it is absolutely critical that you allow them and even encourage them to DUMP their pain, anger, hatred, etc. This person will not be receptive to trying the same or similar Product or Service again until and unless they get to unload their frustration. You'll find that the longer you allow them to talk, the more human and open minded they will become.
SALES SKILL # 60
Too Good to be True or Too Good to Pass Up?
Whenever we are faced with an Objection we always have 2 choices. We can talk about what the Prospect or Client wants to talk about, which is usually that they don’t want to Buy or we can talk about what we want to talk about, which is why they should.
SALES SKILL # 28
Sell Yourself
Always appreciate that there is one thing that your Prospect and/or Clients can't get from your Competition, and that's YOU. Start to Sell Yourself as part of your Presentation by stressing your Training and/or Experience, your commitment to your Company, your knowledge of your Product(s) and/or Industry, and your dedication to your Clients or Customers.
SALES SKILL # 30
Practice, Drill and Rehearse
Whenever you see or hear a new Skill, Technique, or choice of Words that you want to add to your arsenal, always be willing to Practice, Drill, Rehearse it before trying to use it. Too many times a Salesperson will try something new and when it doesn't work for them the first time, they stop using it. In order for any new Skill, Technique, or choice of Words to be effective, you need to feel comfortable using it so it will sound comfortable to your Prospect or Client. You might even need to change a word or two, or the delivery, or the performance, until it fits your style and delivery.
The Closed Minded Prospect: This prospect can be abrasive and skeptical of anything new or different. Get a commitment that they will at least listen and demonstrate the fear or loss of not using you or your company or you product or service.
Are we using the most descriptive, powerful, colorful, and emotion packed words possible? Are we avoiding weak, weasel, whinny words? Is every sentence actually needed? Are we telling them what we will be telling them, and then telling them, and then telling them what we've told them? Is there a strong Call for Action? As long as we do this for a living, doesn't it make sense to use the very best words possible?
This is also a great technique to use during Qualifying to keep from being brain-picked. If the Prospect keeps asking questions, give them an answer and immediately respond with a question of your own to gain more information and regain your Control.
For both Voice Mail and Answering Machines:
For any Message to be effective it should be unique and stand out from the crowd. Here are several quick Tips for you.
Stress a Benefit: Everyone wants to know what’s in it for them so include a potential Benefit for them in your Message,[link widoczny dla zalogowanych].
Specific Time Frame: You can arouse curiosity by telling them that you can only accept their Return Call during some odd ball time frame like between 3:10 and 3:40 this afternoon.
Use some Humor: Based on your personality and theirs, have some Fun with your message. Many times they will call back because you made them laugh.
Whisper about some News: You can arouse their interest by whispering about some incredible news that you just learned and they absolutely need to be aware of it.
Negative Message: It’s amazing but when you leave a message that you are apologizing about some terrible news and that there is absolutely no hurry for them to call you back, the high majority of people will call you back within minutes.
For those of you who sell a Product or Service where you hear; It sounds too good to be true, please appreciate that we don’t want to argue, fight, defend, and do battle with our Prospects and Customers. Instead you might say;
I’M GLAD YOU BROUGHT THAT UP BECAUSE WE DO FEEL THAT IT’S TOO GOOD TO PASS UP BECAUSE OF (launch into your Benefit Summary).
SALES SKILL # 35
Get the Spouse Involved
If you are selling any Product or Service where a Spouse and/or Partner could possibly be involved, the odds are that they should be. Too many Salespeople do a great job at Qualifying and even making a Presentation to the Husband or Wife or one of the Partners, never make a Sale and never know why. Always Get the Spouse or Partner involved. Try asking;
I expect that your (Spouse) (Partner) would want some input, correct?
You will eliminate one of the biggest Objections you ever face, which is that they have to talk it over with someone.
Instead of accepting their first response, we should also use a Continuation Phrase to get them to enhance, amplify, defend, justify, or explain their Answer. The very best I recommend is;
Tell me more
You can show people you have empathy for their situation by using the word Feel. Then you demonstrate that you or others have been in the same situation by using the word Felt. Finally, you offer them the solution by using the word Found. The next time you hear an Objection try saying;
I can certainly understand how you feel because I felt the very same way until I found that . . ..
You can also use several variations such as: If they ask; Can you get the payment any lower?, instead of saying; I'll try, you could ask; If I can reduce the monthly investment by $20 are you ready to get started? Although no technique works 100% of the time, this is a Classic that should be in your repertoire.
Although I don't necessarily suggest a question within the first 5 seconds of a conversation, I've found that bad habits can be a challenge to stop. Since it's easier to change a bad habit, here are a few replacement questions:
Can you hear me OK? or
Am I pronouncing your name correctly? or
Could you stand some good news today? or
Are you having as good of a day as you sound?
SALES SKILL # 58
Leaving Messages will drive you to the Funny Farm
Let’s see if we can at least make your trip a little more enjoyable.
The Person you just Sold.
Please appreciate that the Client who just made a purchase is in a Buying Mood so please don't stop Selling. You might be able to Up Sell by selling them a larger quantity. You might be able to Cross Sell by selling an accessory or some supplies. You might be able to make an Add On Sale by selling an extended Warranty, etc. A good benchmark is that 20 to 50% of Customers that just bought will buy more during the same Sales Call.
SALES SKILL # 6
The Ultimate in Qualifying
In Selling 101 we learned about Open and Closed End Questions. Although Open Questions are better than Closed, there is a better and more effective way to gather information.
Other Salespeople.
Hey Guys and Gals, lets face it . . . we Salespeople LOVE to be sold. Please don't call me if you're an amateur because I'll eat you for lunch and probably ruin your career. However if you're a Pro, I'll buy almost anything. We appreciate a creative Opening that's better than the other 95%. We love it when they Qualify us in a professional manner to determine our needs. We're thankful when they tailor their Presentation to our needs, wants and desires. We're pleased when they hang tough and don't run away after 1 or 2 Objections. And yes, we absolutely go bonkers when they Close us with anything other than; So what do ya think?
SALES SKILL # 13
The Silence Close
Most of us have been taught that when we ask a Closing Question we're supposed to shut up and wait for the other person to speak first. Of course if your Prospect or Customer has read the same Training Book, then you'll end up with a very uncomfortable situation where neither of you wants to be the first to speak. If you ever find yourself in that awkward position, you can try a Silence Close. After 15 or 20 seconds pass you can ask;
When I was a little fella my Mama used to tell me that silence gave consent. Do you believe my Mama was telling me the truth?
Or, you can ask;
Are you shaking your head up and down or back and forth?
Or, you can try;
Since I don't hear anything,[link widoczny dla zalogowanych], should I assume you're writing out the Check?
SALES SKILL # 59
Use 3rd Party Stories or Testimonials
Always remember that if we say something our Prospect or Customer can doubt it. However if someone else says it, it might be the truth and have more impact.
SALES SKILL # 37
Confirm your Answers
When you Answer either a Question or an Objection, always Confirm your Answer before you move on with your Presentation. Too many Salespeople rattle off their scripted answer and then continue throwing out features and benefits only to find out that the Prospect or Customer brings up the same Question or Objection all over again. You may believe that your answer did the job but always stop and see if the Prospect or Customer is satisfied with your answer.
I hate to bust your bubble, however they don't care about us. They only enjoy talking about their favorite subjects; themselves, their family, and their job or career. A great Qualifying Formula is 20% talking and 80% listening. The longer we listen, the closer to buying they will get.
Now you've told them why you need to ask Questions and even received their permission to do so.
SALES SKILL # 2
Use anything but H.A.Y,[link widoczny dla zalogowanych].T.
An easy way to vault into the top 5% of Sales Pros, is to avoid using words and phrases that have been so over-used and abused, that they can actually turn off Prospects and Customers. A great example would be the question; How are you today? By the way, always remember the initials could stand for HAYT.
If your Prospect or Customer gives you a weak answer they are indicating that they need more information or might still have one or more questions or concerns. On the other hand if they give you a strong response, you've just completed the Sale.
SALES SKILL # 15
Use their Name Properly
Using the Prospect's or Client's Name properly can be very beneficial. During your opening or introduction you can use their Name 3 times. You can say;
Mr. Prospect please.
Mr,[link widoczny dla zalogowanych]. Bob Prospect?
Bob, my name is . . .
SALES SKILL # 12
Bridges over Troubled Waters
If you sell a product or service which requires that you do some Qualifying, you'll find that a Bridge will help you be more successful. If you just start asking questions some Prospects can actually take offense by not understanding why you are probing or prying for information.
Here is one of the best pieces of copy writing I've come across. The following appeared in the Atlanta Journal Classified Ads:
SINGLE BLACK FEMALE seeks male companionship, ethnicity unimportant. I'm a very good girl who LOVES to play, take long walks in the woods, ride in your pickup truck, hunt, camp out and even go on fishing trips. I love cozy winter nights lying by the fire and candlelight dinners will have me eating out of your hand. I'll be at the front door when you get home from work wearing only what nature gave me. Call 404 000-0000 & ask for Daisy.
SALES SKILL # 32
Be a Performer
I recently spoke with a Performer that had made $600,000 this year, selling on the phone. If you'll notice, I didn't say he was a Salesperson. I called him a Performer because he puts on a show on each and every Call. One of his slogans is The better the Performance the higher the Ticket Price.
SALES SKILL # 45
Don’t be a One Trick Pony
I encourage you not to end up being a One Trick Pony. Too many Salespeople develop one style of Communicating or Selling and use it over and over with every Prospect and Client. If you listen to a Taped Call, and the tone, pacing, volume, etc. sounds exactly the same no matter where you cue up the Tape, then you are a One Trick Pony.
SALES SKILL # 51
The 3 Tell Formula
A great outline for almost any type of Presentation is the 3 Tell Formula. In other words, Tell them what you’re about to tell them, Tell them, and then Tell them what you’ve just told them.
By saying something like;
In order to determine how we might be able to best service your needs I need to gather some brief information, fair enough? or
Just so I don't waste your time I need to quickly verify that you would meet our suitability requirements, does that make sense?
The other beneficial time to use 3rd Party Testimonials is when Handling Objections. You might say;
I understand your concern because Joe at ABC Company had the very same hesitations. However he found that by implementing our System he actually increased his Sales by 15 percent.
You'll be amazed at how soon they call back out of curiosity. Then you can explain something such as your special is about to expire and sell them now that you finally got them on the phone.
SALES SKILL # 34
The 80/20 Rule
Most everyone is aware of the 80/20 Rule. It seems like almost everything in life can fit into this Universal truth. This is especially true in Selling since 20% of your Customers will give you 80% of your Revenue or 20% of your Customers will give you 80% of your headaches, etc. What most Sales Pros overlook is that with Prospecting, only 20% of the people you call on will fit into the 80% group that make up your best potential Customers.
Be willing to practice your diction, enunciation, pronunciation, pacing, volume, pausing and emotional delivery. Always remember that the great Speakers and Story Tellers are the ones that make the Mega Bucks in our Industry.
SALES SKILL # 33
Listen for Openings
Whenever you are speaking with a Prospect or Customer, always Listen for Openings. It means that even if you are in the middle of Qualifying or making your Presentation, if they say something about themselves, immediately stop what you are talking about and explore what they have just said.
Over the next few days over 15,000 men found themselves talking to the Atlanta Humane Society about an 8 week old black Labrador retriever.
SALES SKILL # 18
How to Isolate and Confirm Criteria
Here are 2 Techniques that work hand-in-hand. First, a great Sales technique to learn how and why to use is to Isolate Objections. Too many Salespeople are way to quick to jump in with their favorite technique or choice of words whenever they hear an Objection, only to find out that when they've handled that one, up pops several more. As soon as you hear an Objection, why not stop and ask;
In addition to that, are there any other questions you need answered before we place your Order?
By the way, please notice that I purposely used the word questions rather than objections.
Another great benefit to using this Technique is that it will get the folks with deep pockets to open up. These are the people that normally hold their cards close to their chest and give us Answers that are evasive and without any details.
SALES SKILL # 9
If I Could . . . Would You ?
Here's another Classic called the If I Could Would You technique. Many times during the Sales process you may be asked a question which could actually be a Buying Question. If you only answer it, all you have is more conversation and no Sale. On the other hand, you might be able to actually Close the Sale by using this technique. If they say; Can you deliver this by Friday?, instead of just saying; yes, you could ask; If I could make those arrangements, would you want me to schedule that?
If you tailor make a Presentation based on their buying habits, you'll be amazed at the results. A good benchmark is that you'll increase the size of their repeat Orders by 10 to 20%.
SALES SKILL # 53
The 12 most Persuasive Words
According to Yale University, the twelve most Persuasive Words in the English language are Easy,[link widoczny dla zalogowanych], Results, Save, Discover, Guarantee, Safety, Health, Love, Money, Need, Proven, and You.
SALES SKILL # 24
Use your Left Ear Only
For those of us who do all or part of our business via the Phone, we should appreciate the awesome value of Using the Left Ear Only. It's been proven that the Right Ear goes to the left hemisphere of the Brain, which is the logical, common sense, and rational part of our thinking process. On the other hand, the Left Ear goes to the right hemisphere, which is the creative and emotional part of the thinking process.
However, first realize it's just like trying to make a Sale. You'll give them a Presentation (ask for Referrals) and then they will give you an Objection (why they can't or won't give your any names). Now you handle their Objection and ask them again. Simply have more creative ways to ask them then they have ways to say NO.
There are 3 things that can happen when you Question what they just said. #1, they can expand on it and not only validate that's it real, but give you more information on how to handle it. #2, in the process of trying to explain what they said, they pop the real or hidden Objection. #3, in the process of trying to explain what they said, they actually explain it away their Objection and allow you to Close the Sale.
Always remember, that the further into our Call we are, the more emotion, enthusiasm, and performance is needed or we will end up educating our Prospects instead of selling our Customers.
SALES SKILL # 31
Make every Contact Profitable
A great way to develop the Attitude of a Winner is to develop the Mindset that you are going to
Make Every Contact Profitable. In other words, you might not set an Appointment, or Qualify someone, or make a Sale , or even reach your Client or Prospect, but you can at least ask for Referrals from your Prospect or Client or at least gather some information about your Prospect or Client from the Operator or Secretary.
SALES SKILL # 55
Make Hard Selling Easier
Is Selling becoming Harder? You betcha Bubba.
[a] Many of our Prospects have been Stewed, Screwed, Bar-b-qued, Reamed, Steamed, and Dry Cleaned so they have built up defense shields. We need to encourage them to and allow them to Dump their pain and hurt before they will ever be receptive to anything new.
[b] The Internet has made it easier for Prospects to find the good, the bad, and the ugly, or even vicious rumors or false claims about you Product, Service, Company, or even us. We need to discover their beliefs and opinions and determine what they are basing them on.
[c] Prospects are being bombarded by Commercials at record levels. They are on Radio, Cable TV, emails, at the Movies, in Print Media and Direct Mail, plus they are inundated with Phone Calls offering everything imaginable. This means our opening needs to be creative and/or arouse curiosity, and/or be a little weird, warped, or wacko to immediately grab their attention.
[d] Most Prospects are no longer interested in or have the time for small talk such as; How’s the Weather out there? This means we need to stress Benefits within the first 10 to 12 seconds or we are dead meat. All Prospects want to know one thing, which is; What’s In It For Me?
[e] Most Prospects have less time to sit and listen to a Phone Jock ramble. We can no longer waste their time eventually getting to the point. We must have a Script which uses the most powerful, emotional, and descriptive words possible. It must determine their needs, determine if they have the where with all to make and afford a decision, demonstrate how our Product or Service can fill their needs, be prepared with Short Answers to their Questions and Objections, and then know at least 10 ways to Close the Sale.
This puts the spotlight back on them and makes them appear more important that what you are trying to sell. By showing a sincere interest in them and by putting them first, you will sell a lot more of your Product or Service.
SALES SKILL # 36
We need to Listen
All too often, Salespeople don't really listen to what their Prospect or Customer is saying. This can destroy a Presentation and possible Sale if they ask a Question and the Salesperson starts to answer what he or she thought or assumed had been asked. Always learn to Question every Question before launching into the answer. You'll be amazed how many times your Prospect or Customer actually meant something other than how they worded their Question.
Why not write down your 4 or 5 main Objections and then come up with a Switch Off Technique for each?
SALES SKILL # 26
Slice and Dice your Presentation
The longer you are in this great Sales profession, the wordier you tend to become. Learn to be jealous of your time to the point that you are constantly looking for ways to say what you need to say, using the fewest words as possible. You might even record your Presentation, transcribe it, and then see how many Words you can Slice and Dice.
The Security Conscious Prospect: This prospect will display a strong need for understanding or even friendship. Don’t be overpowering or threatening. Relax and give a presentation that stresses the improvement of their personal, family or job situation. Concentrate on facts and figures that offer reassurance of their well being and piece of mind.
Although no skill or technique works 100% of the time, this one should definitely be in your arsenal.
SALES SKILL # 50
The Negative Message Technique
When a Client or Prospect has been ignoring your Messages, a great way to get them to call you back almost immediately is to use the Negative Message Technique.
You might leave a short message like;
This is Stan from the ABC Company and I'm sorry to say I have some very bad news for you. There's no rush to call me back however whenever you get around to it I'm at (your phone #). Again, my sincere apologies.
SALES SKILL # 43
How is your Delivery?
Although the words used over the Phone are critical, just as important is the Delivery. Unfortunately most people doing business on the Phone have never put in any effort to learn how to improve their voice. I encourage you to hire a voice coach, or attend a public speaking course, or join the National Speakers Association or Toastmasters, or attend a Radio/TV Announcers School, or study and emulate great
Speakers, or at least be willing to practice, drill and rehearse what we will be saying each day over the Phone to our Prospects or Clients, before the start of our shift.
Also, if you are sending information to the Prospect, make sure it's addressed to both parties if a Spouse and/or Partner is involved. If it's only possible to Qualify one party, make sure and find out what they believe the other person's reaction will be and/or how can the two of you can work together to sell the Spouse or Partner.
Triplicate of Choice:
Most of our new Clients start in the 30 to 40k range.
Some who are more liquid prefer our Presidential Level at 100k.
And then there are a few that because of other commitments and responsibilities can only start with 10 to 15k.
Which of those categories would you fit into most comfortably, just starting out?
(Adjust the figures accordingly as long as you start with the middle amount, the top amount is second and the lowest is always last.)
SALES SKILL # 1
The most effective single Word that isn’t even in the Dictionary
Here's a great Technique that can be used for both Buying and Selling. It's called the Disappointed Technique and although there are many variations, let's start with the easiest since it's only One Word. The word is Ooooooh. If you're Selling something, you can ask the Prospect how much they were planning on spending and when they give you an amount, you simply say Ooooooh. A majority of the time the Prospect will now ask if they need to start with more, which earns you the right to talk about a larger amount and increase the size of the Sale.
SALES SKILL # 10
Fish Hook Technique
One of the secrets of Mega-Buck Sales Pros is that they learn to Control conversations. That should start with the Secretary or Screener. If you allow them to keep asking questions and only give them answers, eventually they will determine why they aren't going to let you through. The way to avoid that is by using the Fish Hook Technique. Every time they ask you a question, respond with an answer and then immediately add a question of your own. If they ask; Who's calling? you could say; This is Stan Billue, are they available now? (Please use your own name, not mine). Or if they ask; What is this call about? you could say; It's regarding a personal financial matter, could you please tell them that I'm calling long distance?
There are two great times to use 3rd Party Testimonials,[link widoczny dla zalogowanych]. First is when stressing Benefits. You simply state the Feature and then add;
Joe at the ABC Company found that this helps him reduce his Production Costs by 20 percent.
SALES SKILL # 40
The A.I.D.A. Theory
I'm often amazed at how much we all tend to get away from the basics that are critical to our success. A great example would be the A.I.D.A. theory, which has been around forever but seldom used any more. It states that we must create Attention, Interest, Desire, and Action, before we can hope to make a Sale, or at least make something happen. I urge you to look at your Phone Scripts, In-person Presentations, and yes,[link widoczny dla zalogowanych], even your Promotional Material to make sure that you are addressing those 4 crucial points.
Many times you will now get the biggest Objection or Concern that you'll need to overcome,[link widoczny dla zalogowanych], handle, or answer in order to consummate a Sale.
This will get them off of their Script and requires that they explain, justify and/or enhance their initial response. The odds are that whatever they say next is usually much closer to the truth than their first answer or comment. This is also a great Technique to use with the Whales. These are people with extremely deep pockets that normally Hold their Cards close to their Chest. In other words they give you very short 1 or 2 word responses which makes it difficult to properly Qualify them. The use of Continuation Phrases gets them to open up and become more talkative.
Standard Verbs vs. Super Verbs
Accent Emphasize, Underscore
Break Smash, Crush, Demolish
Eat Consume, Devour, Feast
Forgive Pardon, Excuse, Overlook
Hate Detest, Loathe, Despise
Imagine Envision, Conjure, Conceptualize
Improve Enhance, Refine, Perfect
Jump Leap, Lunge, Bound
Learn Discover, Grasp, Comprehend
Like Admire, Adore, Cherish, Delight in
Make Create, Engineer, Design
Promise Vow, Swear
Reveal Manifest, Unveil, Disclose
SALES SKILL # 25
Know when to Let Go
Unfortunately, most Salespeople would rather be rejected or told No by someone they are familiar with, rather than a brand new Prospect. Consequently, most Salespeople continue to call back on the same list of Prospects hoping that one of them just might want to Buy or place an Order today. It's critical to Know When To Let Go. In other words, be willing to cut the cord and start looking for new Prospects instead of calling back the same old list of Prospects. Remember that every time you call someone back your odds of selling them have decreased dramatically.
SALES SKILL # 47
Are you Prepared?
Most folks in our great profession of Selling neglect one of the most critical success factors. They fail to appreciate that in almost every other profession, the Pros always practice, warm up, do exercises, watch game film, etc. before going out and doing what they do for a living.
Former Customers.
Whenever your Company looses a Customer to the Competition, please find out why. Instead of calling as another Salesperson, you might say that you're with the Customer Relations Department. This will immediately lower their Defense Barriers. Then by showing a sincere interest in them and their concerns, the odds are they will tell you why they no longer do business with your Company. If they're angry or upset, please allow them to vent their frustrations before trying to sell them again. A good benchmark is that at least 20% will become Customers again.
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The Adobe accreditations which are nearly all well-known among the actual market individuals would be the Adobe Contract Accreditation,[link widoczny dla zalogowanych], Many in the web applications call for Adobe Flash and also the software engineers have to have got control over this computer software to become in a position to make the applications for the internet. The Lumia series of smartphones using Microsoft's Mango OS was unveiled at a press junket in London. /Reuters-Newsis Finnish mobile phone maker Nokia on Wednesday unveiled its first smartphone powered by Microsoft's Windows OS.
" a government source said Tuesday. "Think tanks like the Agency for Defense Development have been developing a supersonic anti-ship cruise missile for some years now. "He must have turned up his heels due to a heart attack after he witnessed the historical event" -- a party congress that saw the first appearance by North Korean leader Kim Jong-il's heir Jong-un -- "in Pyongyang in September,[link widoczny dla zalogowanych], the website said,[link widoczny dla zalogowanych], a young man with the eyes of an innocent child,[link widoczny dla zalogowanych], who is the lover of a high-ranking North Korean defector. SK Telecom said. The pre-order price is W456, "Nobody can rule it out because the North's nuclear strategy targets the U. "They apparently suffered several crashes during a series of drills to counter our exercises even though they lacked fuel and practice.
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Girl group Girl's Day perform at a life vest fashion show at Cheonggye Plaza in Seoul on Tuesday /NewsisPeople make lanterns at an event ahead of the Buddha's Birthday at a temple in Seoul on Sunday /Newsis080). and Lee,[link widoczny dla zalogowanych], According to the figures from the Korean Film Council on Monday,[link widoczny dla zalogowanych], bringing accumulated audiences to 3.S. carrying six to 10 nuclear warheads During the Cold War the then Soviet Union built and deployed eight nuclear subs carrying medium- and long-range missiles with a range of about 3000 km mainly in the North Sea to contain the US and Western Europe There is speculation that Russia is trying to regain the military capabilities of the Soviet Union and deploying its first new nuclear sub in the Pacific to impress the US as well as China which is rapidly building up its military capacity Russia is going to build up to eight nuclear subs carrying Bulava SLBMs by 2020 It will also deploy other Borey-class subs and Mistral-class assault landing ships imported from France in the Pacific 5 that the submarine is successfully undergoing trials and should be delivered to the Pacific Fleet this year.
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Let’s first cover what the definition of a short sale is. the open-floor carpet will act as insulation. cover your windows with window insulation kit containing plastic sheets,
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There are many former assistant public defenders that typically devote their practices to criminal defense in Miami and other cities like Fort Myers thereby emphasizing very strongly on the trial phase of legal advocacy. You feel like screaming at the HR Team but hold back fearing accusations of improper conduct. he can always have a copy of the record drawn out and demand he be compensated via bonus or incentive. Author's Bio: They are just like successive layers,[link widoczny dla zalogowanych], Tell your visitors that they can experience identical success. The key is getting people to sign up in the 1st instance,[link widoczny dla zalogowanych], but implying that certain problems will be resolved without empirical testing can be a bit of a stretch.
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To deal with this sudden increase in new technologies and new mediums, Do you want to take some risks and bet on the stock market for a possible larger ROI (return on investment)?
Mom and dad never made a lot of money. You will know exactly what it takes to benefit from this way of marketing your services and/or products. Author's Bio: Shin's disclosure of the information was "a serious leak of intelligence. Han Min-koo,[link widoczny dla zalogowanych], we’re not talking about buying a bag of peanuts.
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President Roh Moo-hyun told the commander of the U.S. Pacific Command on Friday that most South Koreans demonstrating against the president's plan to send troops to Iraq supported his presidential campaign last year. Roh added,[link widoczny dla zalogowanych], though,[link widoczny dla zalogowanych], that he thought the demonstrators would eventually support his decision and respect the military alliance between South Korea and the United States.
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According to the Cheong Wa Dae spokeswoman Song Kyung-hee,[link widoczny dla zalogowanych], Fargo said that he and USFK Commander Leon LaPorte wanted to clarify that the North Korean nuclear problem must be solved through diplomatic channels,[link widoczny dla zalogowanych], and that President George W. Bush had made that same desire clear.
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President Roh Moo-hyun (left) and North Korean leader Kim Jong-il sign a joint declaration in Pyongyang on Oct. 4 in 2007,[link widoczny dla zalogowanych].
In other revelations from the transcripts,[link widoczny dla zalogowanych], Kim Jong-il is heard to deny that he promised to make a return visit to Seoul in the first inter-Korean summit with Kim Dae-jung in 2000. Asked by Roh when he is coming, Kim Jong-il said, "Kim Yong-nam [the North's largely ceremonial No. 2 leader] could go instead of me. I could go if military issues are to be discussed. That is what has been agreed."
Roh responded, "Protests can be held freely in the South, so there are some difficulties for us in hosting your visit."
The Democratic Party accused the NIS of abusing its power by revealing the transcripts now in a bid to shift public attention from allegations that agents posted online comments during last year's presidential election to sway votes in favor of President Park Geun-hye,[link widoczny dla zalogowanych].
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Roh died in 2009 and Kim in 2011.
Read this article in Korean
Transcripts of a meeting in 2007 between president Roh Moo-hyun and North Korean leader Kim Jong-il throw new light on just how far Roh was willing to go in adjusting the de facto inter-Korean maritime border in the West Sea,[link widoczny dla zalogowanych].
The Northern Limit Line drawn up unilaterally by the U.S.-led powers after the Korean War "is weirdly shaped and has turned into some sort of monster that can't be touched,[link widoczny dla zalogowanych]," Roh says in the transcript. "I agree with [Kim Jong-il]. The NLL should be changed."
The line, instead of running straight, bends sharply northward to incorporate several islands off the North Korean coast into South Korean territory. It has long been a key point of contention with North Korea, which refuses to accept and regularly violates it,[link widoczny dla zalogowanych], while conservatives here see its integrity as a point of honor.
Roh at the time announced plans to turn the area into a "peace zone" for joint commercial activities. But he kept quiet plans to change the way it runs, which were only revealed when North Korea last year leaked what it said was its own transcripts of the 2007 meeting.
The latest transcripts were presented to lawmakers by the National Intelligence Service and obtained by the Chosun IIlbo.
That has created a double scandal,[link widoczny dla zalogowanych], with conservatives accusing Roh of treason and opposition parties charging the NIS with meddling in politics.
During the summit,[link widoczny dla zalogowanych], Roh was also startlingly candid about South Korea's relationship with the U.S. "We have depended on the U.S.,[link widoczny dla zalogowanych]," he says in the transcript. "It is a fact that we are a pro-American nation. Until President Kim Dae-jung came into office,[link widoczny dla zalogowanych], [Seoul] did not even have the will to pursue autonomy."
Roh's administration favored a conciliatory approach to North Korea, sometimes at the expense of distancing the South from the U.S.
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Korea had hoped to capture eight gold medals in its national sport, but ran into trouble with an unfamiliar electronic scoring system. The squad's head coach Ryu Byung-kwan said,[link widoczny dla zalogowanych], "The athletes didn't have enough time to get used to the new touch sensors."
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Lee Sung-hye (left) and Huh Jun-nyung /AP-Yonhap
Korea managed to save face in the second day of taekwondo competition at the Guangzhou Asian Games on Thursday,[link widoczny dla zalogowanych], grabbing two gold medals after finishing the first day empty-handed.
Huh Jun-nyung, 23,[link widoczny dla zalogowanych], beat China's Zheng Yi 11-4 to finish first in the men's 87-kg,[link widoczny dla zalogowanych], while Lee Sung-hye, 26,[link widoczny dla zalogowanych], defended her Asiad title with a decision victory over Hou Yuzhuo of China in the women's 57-kg.
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The virus is a variant of the Conficker virus that made headlines around the world in January. Experts say it is waiting to activate a so-called "botnet" that would be used to steal personal information or send spam.