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Add You - Sales Effectiveness : The Chemistry Of First Contact
Businesses nowadays often choose to hire or outsource employees from outside offshoring companies. The term outsourcing refers to the process of renting employees from other companies. The workers can be hired temporarily, or they can be outsourced on a regular basis depending on the project. During the last ten years, it has become even more common to hire whole firms or the so-called dedicated teams for receiving the services of offshore workers. This business practice can be advantageous to the firm; nevertheless it can be a great disadvantage to others. Employees outsourcing potentially hides many profits which can be gained by means of hiring professional workers. The business usually hires highly qualified and professional employees when needed and who stop working for the outsourcer at the end of the project. In this case the business does n
Here is a formula:
P + H + R = I ++++
Preparation plus Homework plus Research equals a very strong first Impression!
The chemistry of real relationships
Let’s talk about real relationships – not 'building rapport' or any other hokey nonsense that they talk about in a lot of other sales training programs. But real person-to-person relationships. The ones that take time and effort to develop. The ones that are
This is the second article of a three-part series. I'm illustrating the marketing challenges of a small business, PrescottWeddings.com.Our goal was to both build the PWC brand and drive traffic to the Web site. Advertising regularly was essential. Yet it was also essential to keep our costs down. So we leveraged our monthly newspaper advertising to stretch our marketing dollar as far as we could.How did we do that? We "thought small."We bought one inch by two column inch ads (a column inch in this particular publication is approx. 1.88 inches). The ads were one inch high and almost 4 inches long.To reflect the small ad, the copy also had to be short and sweet. Like so:www.PrescottWeddings.com. Everything you need to say "I do."Just the name of the business and the slogan.We put th
Separate yourself from 90% of other salespeople by doing some homework – use the internet, your local business journal, your business contacts, specific industry knowledge – anything that will make it clear that you’re not just a peddler – you’re a serious business person who is worthy of your prospect’s time, attention, trust, and respect.
What are the top 3 issues their industry is challenged with? What are the top 3 issues their specific company is facing? How do they get customers? How do they make money? Once you know this type of information, it’s easy to position your product/service as a specific solution.
And unless you know this, your sale could easily blow up in your face.
Word of caution – don’t under any circumstances go in and say “So tell me about your company.” If I am the buyer (bring your ear close to the page) IT’S NOT MY JOB TO EDUCATE YOU ON WHAT YOU SHOULD ALREADY KNOW!!!! [Can you tell we’ve spent some time on the other side of the desk?]
Sorry for yelling, but that is the level of frustration your prospects feel right now.
In the information age, you can find out anything.
You can ask them about their department, but you should certainly know about their company and industry!
And one of the most powerful and credible phrases you can use (if it’s used honestly) is saying, “in preparation for this meeting, I learned that you/your company...(fill in the blank)”
In short, know their playing field – their competitors, issues, challenges, successes, and key leaders.
An example of smart chemistry
I recently went to meet with a new prospective CPA. I arrived at his office, he shook hands with me, and then I had a seat.
He started asking me questions and then he reached in his desk and pulled out my book, The Ten Foundations of Motivation. He sat it on his desk. I looked at it and asked “Where did you get THAT?” He said, “I ordered it – I wanted to know more about you and I went to your website. I understand pretty well what you do.” WOW – preparation!!!!!!! (He is, by the way, my new CPA!)
Here is a formula:
P + H + R = I ++++
Preparation plus Homework plus Research equals a very strong first Impression!
The chemistry of real relationships
Let’s talk about real relationships – not 'building rapport' or any other hokey nonsense that they talk about in a lot of other sales training programs. But real person-to-person relationships. The ones that take time and effort to develop. The ones that are b
Almost everyone, at some point in their life, harbors an intention of starting a business they can truly call their own. While some decide to work and commit to their newfound aspiration, most would feel that maintaining a J.O.B would be the best option, since they lack the necessary know-how, level of commitment and/or spirit of enterprise.Whatever the scenario, knowing how to work on that start-up would come in handy, even if you have no plans for it yet. So, here are the 10 tips to get you started.Labor of Love. There’s no point in starting a business you don’t like, whatever the returns may be. It might work on fine initially, but how long can you last doing something you have no interest in? It’s akin to staying in a job you detest, and soon enough, you will be searching for the exit. All of us know that the more
And unless you know this, your sale could easily blow up in your face.
Word of caution – don’t under any circumstances go in and say “So tell me about your company.” If I am the buyer (bring your ear close to the page) IT’S NOT MY JOB TO EDUCATE YOU ON WHAT YOU SHOULD ALREADY KNOW!!!! [Can you tell we’ve spent some time on the other side of the desk?]
Sorry for yelling, but that is the level of frustration your prospects feel right now.
In the information age, you can find out anything.
You can ask them about their department, but you should certainly know about their company and industry!
And one of the most powerful and credible phrases you can use (if it’s used honestly) is saying, “in preparation for this meeting, I learned that you/your company...(fill in the blank)”
In short, know their playing field – their competitors, issues, challenges, successes, and key leaders.
An example of smart chemistry
I recently went to meet with a new prospective CPA. I arrived at his office, he shook hands with me, and then I had a seat.
He started asking me questions and then he reached in his desk and pulled out my book, The Ten Foundations of Motivation. He sat it on his desk. I looked at it and asked “Where did you get THAT?” He said, “I ordered it – I wanted to know more about you and I went to your website. I understand pretty well what you do.” WOW – preparation!!!!!!! (He is, by the way, my new CPA!)
Here is a formula:
P + H + R = I ++++
Preparation plus Homework plus Research equals a very strong first Impression!
The chemistry of real relationships
Let’s talk about real relationships – not 'building rapport' or any other hokey nonsense that they talk about in a lot of other sales training programs. But real person-to-person relationships. The ones that take time and effort to develop. The ones that are
In United States we have different states with different minimum wage laws depending on the cost of living in that region. US laws shelter employees in a way that allows every US citizen to earn their living. Since an employee has a lot of benefits included in employment contract, the company do expect the best out of them. The first step to it is employee time tracking. In the working hours every employee is allowed to take breaks for lunch, tea etc and its always time bound. Also it is very important to understand that your working hours start at 0900 hrs and you be there by that time. Since we all know that when the working hours complete at say 1700 hrs, we don't like to stay a minute beyond that. Now its the job for the administrator, human resource department to see to it that an employee gives the paid working hours in full.
Sorry for yelling, but that is the level of frustration your prospects feel right now.
In the information age, you can find out anything.
You can ask them about their department, but you should certainly know about their company and industry!
And one of the most powerful and credible phrases you can use (if it’s used honestly) is saying, “in preparation for this meeting, I learned that you/your company...(fill in the blank)”
In short, know their playing field – their competitors, issues, challenges, successes, and key leaders.
An example of smart chemistry
I recently went to meet with a new prospective CPA. I arrived at his office, he shook hands with me, and then I had a seat.
He started asking me questions and then he reached in his desk and pulled out my book, The Ten Foundations of Motivation. He sat it on his desk. I looked at it and asked “Where did you get THAT?” He said, “I ordered it – I wanted to know more about you and I went to your website. I understand pretty well what you do.” WOW – preparation!!!!!!! (He is, by the way, my new CPA!)
Here is a formula:
P + H + R = I ++++
Preparation plus Homework plus Research equals a very strong first Impression!
The chemistry of real relationships
Let’s talk about real relationships – not 'building rapport' or any other hokey nonsense that they talk about in a lot of other sales training programs. But real person-to-person relationships. The ones that take time and effort to develop. The ones that are
There have been numerous literature written and hundreds of techniques developed on sales letters. Testing these techniques to find out which works for you is virtually impractical, very time consuming and may even be futile.In an ever changing world, there is new software, developments and various applications intended to make sales letters easier to create and more effective. In spite of these changes, one thing remains constant and that is human nature. There are universal techniques that can be used o make any sales letter more effective which will now be examined.The adage” if it sounds too good to be true, it normally is” rings true here. No product or service is perfect and everybody knows that. If you try to prevent the perfect product or service in your sales letter that will make prospects more skeptical about every thin stat
An example of smart chemistry
I recently went to meet with a new prospective CPA. I arrived at his office, he shook hands with me, and then I had a seat.
He started asking me questions and then he reached in his desk and pulled out my book, The Ten Foundations of Motivation. He sat it on his desk. I looked at it and asked “Where did you get THAT?” He said, “I ordered it – I wanted to know more about you and I went to your website. I understand pretty well what you do.” WOW – preparation!!!!!!! (He is, by the way, my new CPA!)
Here is a formula:
P + H + R = I ++++
Preparation plus Homework plus Research equals a very strong first Impression!
The chemistry of real relationships
Let’s talk about real relationships – not 'building rapport' or any other hokey nonsense that they talk about in a lot of other sales training programs. But real person-to-person relationships. The ones that take time and effort to develop. The ones that are
In this article we are going to look at the powerful method of marketing with signature files. For those who are unfamiliar with this concept, signature files are attached to things such as emails and forum posts and tell a little bit about the person sending the email or posting in forums. Within this signature box we are able to show a little advertisement and a link to our website. This way we can generate a large amount of free traffic over time. Let’s take a look at how this is done.When a person signs up for most forums there is usually an area where they can change their profile and update their signature file, also know as a resource box. This is where we want to put a little advertisement about our website. For example, you could say, “My economics professor always told me there was no such thing as a free lunch… boy was he wrong. Fi
Here is a formula:
P + H + R = I ++++
Preparation plus Homework plus Research equals a very strong first Impression!
The chemistry of real relationships
Let’s talk about real relationships – not 'building rapport' or any other hokey nonsense that they talk about in a lot of other sales training programs. But real person-to-person relationships. The ones that take time and effort to develop. The ones that are based on trust and professionalism above “getting to the sales part.”
Sometimes in a professional situation, the irony is that the very best way to show respect and professionalism is to CUT to the chase!! Don't discuss the fishing photo, golf trophy, or other clich? sales chatter.
YOUR time is valuable and so is theirs. [You can learn about personal interests DURING the course of the conversation.] Here is another thought – the last 100 salespeople in their office asked them the same lame questions!
I spent many years in corporate America. I have a great interest in and appreciation of lighthouses. My office was filled with lighthouse stuff, including coasters and models and pictures of lighthouses. Many, many times salespeople would cone in, look around and say “Do you like lighthouses?” I started meeting with people in the conference room instead. It was a lame question!
So your job is to be different! You want the person you are meeting with to say, “Boy, this person is different…”
Interview, don’t sell
One of the best ways to develop relationships with people is with genuine and intelligent curiosity.
Why do you think interview and talk shows are so popular? People love exchanging information. They love talking about themselves. They love getting into what makes people tick.
And the hosts of these shows, like Terry Gross of NPR’s Fresh Air, or Charlie Rose, of The Charlie Rose Show, have a genuine, deep, and broad curiosity about people in many different lines of work (politics, science, entertainment, business, government, medicine, sports, law, the arts, etc.)
One of the ways I know an initial conversation with a future client is going well is when I hear them say, “That’s a very good question...” or even better “You know, nobody has ever asked me that question before.”
Become YOU-centered. If you can get people talking about their thoughts and hopes and dreams, then they will see you differently. The biggest obstacle to effective selling, for some salespeople, can be boiled down to one ph
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