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Things You Need to Know Before Joining a Direct Sales Company A lot of people are very intrigued by the idea of joining a direct sales company and being able to make extra money from home. There are a few things a first-timer in direct sales should know before signing up. Refining Your Telephone Prospecting Techniques To Be A Master Closer! Let me create a picture for you. This is the best way to illustrate my point. 17 Tips for Bringing Your Event to Life Your job as an event planner doesn't stop with the meeting in the company boardroom. You may be called upon to organize an employee appreciate event, an awards dinner, a product launch, the celebration of a company milestone, a gala recognizing a longtime employee's retirement, an incentive event for company's sales force, a fundraising event, a holiday celebration?the list goes on and on. Whats the Secret to Repeat Business? When you think about ways to gain repeat business from your customers, you probably turn your thoughts to marketing efforts such as advertising, public relations and other means that will allow you to repeatedly be seen. However, without one particular element included in your plan, your efforts to entice customers to buy over and over will fail. Even autoresponders - the "king" of repeat exposure - can't produce the type of loyalty needed to ensure your customers continually send their dollars your way. Telling the Value Story You arrived on time and completed your calculations. You worked up a presentation of all the things you're going to do and items included, going over each item carefully. You've just given the customer the price. They look at each other. He says, "Okay. Thanks for the quote. Well get back to you. Of course, we need time to think about it. It looks good. I've heard good things about you. So there's no need to worry. We never make a decision without thinking it over first." Expert Qualities in Sales If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that was healthy, chances are, you would listen to this advice, than go out and buy the product. How To Bully Your Prospects Into Buying Your Product or Service Selling is a tough job, and sometimes you may need to appear tough in order to get the sale. The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills "THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the top five most important steps in the selling process?Answer: 1. Rapport. Help me, the customer, feel comfortable with you. The more comfortable I feel the more information I provide.The more information I provide the more you understand my needs and wants.The more you understand my needs and wants the easier it will be for you to sell me.Be sincere. Nothing will turn a customer off quicker that insincerity. 2. Overview. Help me understand what we're going to do while we're together today (assume this is our initial visit). I'm looking to purchase a new roof, you're the rep for the roofing company. The overview would include the elements or the steps of the sales process.EXAMPLE: "Teri, while we are together today I'd like to better understand what's important to you when replacing your roof - such as the style, the color, as well as the budget you are looking to stay within. Next, I'll measure the roof and show you the different options and packages we have available. And, finally, I'll show you what we need to do while we're together today to get started."3. Qualifying. Using the right approach and asking specific, relevant questions in a non invasive way.EXAMPLE: "Teri, have you ever had a roof replaced? At that time what roofing company did you use? Is there a specific reason you chose not to use that company this time? How soon are you looking to have the roof replaced? Aside from yourself is there anyone else that will be involved in the decision making process? Is there a budget that you are looking to stay within? How would you be paying for the new roof?Cash, credit, or financing?, etc." 4. Presentation. Now that you've helped me feel comfortable, have identified the steps that will transpire while we're together and qualified me on areas of importance, its time to provide a presentation that would include company bio, credibility, service, product line, etc.5. Recap. This step helps pull everything together by assuring you understand my needs and wants. Also, it gives you, the salesperson, an opportunity to clear away any additional questions or concerns that I might have, touch in on the benefits and features of your products, and allows you to show me why your company would be the best choice. WHAT HAPPENED TO THE CLOSE? - CLOSING STARTED WITH HELLO!It's not about the close - it's about the qualifying. If you're following a well documented sales process and asking great qualifying questions, the close will become a formality.Question 2) Of these top five, which is the most important? Why?Answer:Qualifying. Qualifying is critical because:if you don't understand my needs or wants;if you don't understand what motivates me to buy; if you don't know who the decision makers are; if you don't know if I could afford what you have; How are you going CLOSE the sale?DON'T FRUSTRATE YOURSELF!Ask great questions and listen for the answers (objections, concerns, fears).Question 3) List the top three steps in the qualifying process?Answer: 1. Identifying the decision maker. 2. Identifying that there is a need or want. 3. Identifying affordability.Question 4) Of the top three which is most important. Why?Answer:Identifying the decision maker. Without identifying the decision maker/s you'll invest a lot of time and emotion only to find there are one or more additional people needed to move forward. Don't get caught in the trap of believing the person or people you are talking to will do a better job of selling than you can. If you're not dealing with all the decision makers you lose. And, if by some miracle you do close the sale, it will be a very lengthy selling cycle.Question 5) What is more important - qualifying or closing? Why?Answer: "If you don't know the answer to this one, WE NEED TO TALK!" 6 Steps on How to Install Confidence Into Your Clients What methods can we use to install confidence into yourclients ? How to Acquire More Leads The most effective prospecting techniques were revealed inthe August 1st, 2002, issue of TIP (URL at end of article)that resulted from a survey of financial advisors earning over $200,000 annually. Mortgage vs. Real Estate Lead Generation It is fairly common for real estate companies and mortgage brokers to use leads. There is a difference between mortgage lead generation and real estate generation. Mortgage lead generation deals with people who need to refinance their homes or apply for loans, while real estate lead generation is a service that connects potential buyers with real estate agents. How to ASK for Business -- WITHOUT appearing Pushy -- GIVING Vs "SELLING" How to Sell: Selling Tips of Master Moms "If you don't think well of yourself, no one will think anything of you." Letting Them Use Plastic Obtaining merchant status will help to increase your sales. Selling Commodities "How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?" Is Cold Calling Dead? Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on? Selling To Women - Selling To Men - It Isnt the Same Selling To Women - Selling To Men - It Isn't the Same Aikido and The Art of Cold Calling Imagine being in a crowded concert or bar. All of a sudden, afight breaks out between two men who've had too much to drink. 10 Important Things To Tell Your Prospects Hello everyone, hope your day is going well! I know this one is short but it is very helpful! The Anatomy of a Sales Letter When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought he had brought wonderful new life to the world. What he really did was create a monster. He took a bit from here and another piece from there and sewed it altogether. Then he was distressed to see how things turned out. Many marketers create their own monsters in the form of sales letters. They throw everything into them and then are distressed at the response.
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