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Add You - Ten Ways to Make Prospects Like You Enough to Buy from You
The first job the individual lands after graduation could lead to better opportunities in the future. If after how many years the employee sees no growth in the company, perhaps it is time to do an executive job search before leaving the current position.The first thing the executive should do is update that resume. This is because the one who will interview the person does not know anything except what is written on that document.It should contain the positions held in previous jobs, the length of time that the executive has been there, the nature of the work and the major accomplishments. Those who don’t know how to make a resume can use the wizard function in word or ask someone else to edit and polish it.The applicant should remember that a poorly written resume will make job hunting more difficult and the recruiter will most likely give the vacant position to someone else.When the resume has been made, it is time to get it to as many recruiters as possible. The person can contact old friends or look in the classified ads section of the newspaper. It doesn’t look good just to have this document there. A cover letter should always be atta
1. Put the prospect’s interests above your interests. Never be so desperate for an order that you will make a sale when it would be in the customer’s best interest to purchase another product from another salesperson. When a meeting planner calls me to discuss speaking at, say, the company’s managers conference, I always quiz the meeting planner to ma
In sales, one of the things you will be doing a lot of, is making phone calls. You can’t escape it. It just comes with the territory.Making phone calls is really not all that bad. The thought of having to do it, is actually much worse than having to physically sit down and do it, and once you get on a roll, it’s never as bad as it seemed.The part of making cold calling sales calls that you will find to be most painful are the objections you will be faced with, such as, and most annoying, is the hang up, which doesn’t happen as often as people think. In this particular case, I have no answer on how to meet this challenge, my suggestion would be, not to stress over it, just move onto the next phone call.Another objection you will be faced with is: I’m not sure. I have to think about it.My suggested response to this objection would be:I understand that you need to think about it, but perhaps there is something I did not explain clearly enough, is there anything you would like to go over one more time?Or . . .I know when it comes to making a commitment over the phone that it is easy to become lost in the confusion of eve
The only possible exception occurs when buyers have no choice but to do business with a particular salesperson or a particular company. Perhaps the company manufacturers or sells a proprietary product or service. Perhaps the buyer’s preferred vendor is out of stock and the buyer has to go elsewhere to service his or her customer. There are probably several other reasons I could think of, but these are rare exceptions, not the rule.
As I said above, people by and large do business with people they like. I would even go so far as to say that people go out of their way NOT to do business with people that they DON’T like.
Some call this system the “good old boy” system and say that it’s not fair. I disagree. I believe that it is everyone’s right to do business with whomever they choose. If how much buyers like a particular salesperson is the criteria they choose -- well, it’s their money and they can spend it wherever and with whomever they wish.
As the salesperson, it’s your job to make prospects like you better than they like the salesperson they currently do business with. If prospects like your competitor better than they like you, whose fault is it? I believe it’s your fault! If 99.9% of buyers do business with people they like, then your skill level at getting your prospects to like you better than they like your competitor is certainly as important if not more important than all of the other skills a top producing salesperson must possess.
Techniques to Get Prospect to Like You
1. Put the prospect’s interests above your interests. Never be so desperate for an order that you will make a sale when it would be in the customer’s best interest to purchase another product from another salesperson. When a meeting planner calls me to discuss speaking at, say, the company’s managers conference, I always quiz the meeting planner to mak
What is OPGI?There's another term for it, but I prefer OPGI for three reasons:1. Nobody's ever heard of it and it arouses curiosity,2. I think it's more complimentary to the people involved,3. It's less likely to turn people off than "swipe" file.So what DOES OGPI stand for?It stands for Other People's Good Ideas.Let me ask you a blunt question. Just how creative are you? Do you believe that you can write exciting, order pulling ads off the top of your head? Sure you can, but are there other people doing it more effectively than you could? Really, just how good are you at that sort of stuff?(Aside here: If you are really great at it, have I got a deal for you! Now back to the rest of us.)I'M WILLING TO TELL YOU THAT I'M NOT THAT GOOD AT IT!Most of us are not that great at creating effective ads and ad copy. Simple fact. Even if we have the basic talent, there's going to be a lot of trial and error before we get it right.Whenever we want to learn a new technique or skill, we go to the experts. We read books, we watch professionals at work, we listen to the instructions of those who have been th
As I said above, people by and large do business with people they like. I would even go so far as to say that people go out of their way NOT to do business with people that they DON’T like.
Some call this system the “good old boy” system and say that it’s not fair. I disagree. I believe that it is everyone’s right to do business with whomever they choose. If how much buyers like a particular salesperson is the criteria they choose -- well, it’s their money and they can spend it wherever and with whomever they wish.
As the salesperson, it’s your job to make prospects like you better than they like the salesperson they currently do business with. If prospects like your competitor better than they like you, whose fault is it? I believe it’s your fault! If 99.9% of buyers do business with people they like, then your skill level at getting your prospects to like you better than they like your competitor is certainly as important if not more important than all of the other skills a top producing salesperson must possess.
Techniques to Get Prospect to Like You
1. Put the prospect’s interests above your interests. Never be so desperate for an order that you will make a sale when it would be in the customer’s best interest to purchase another product from another salesperson. When a meeting planner calls me to discuss speaking at, say, the company’s managers conference, I always quiz the meeting planner to ma
Changing jobs can be a stressful experience, filled with worry, doubt and overwhelming choices. Maybe you hate your current job and want out immediately, but you're afraid you won't have enough money to survive if you leave now. Maybe you want to make a change careers, but know the process will take a while or result in a temporary pay-drop. Maybe you don't even want to consider changing jobs because you fear that changing jobs would be too much of a financial risk right now. In the end, the urgency is created by the money. And it is the urgency that creates the stress.I was recently in this position. I hated my full time job last year and wanted OUT immediately. I was so burnt out from doing real estate rental sales. I quit because the money I was bringing in was far below the personal toll it took on my time, energy and social life. However, I did had no idea what I wanted to do for work. Getting into another unfulfilling job was the last thing I wanted. So I set out to find a way that I could make enough money to survive without having to commit to a full-time job until I was certain that it was what I wanted.
As the salesperson, it’s your job to make prospects like you better than they like the salesperson they currently do business with. If prospects like your competitor better than they like you, whose fault is it? I believe it’s your fault! If 99.9% of buyers do business with people they like, then your skill level at getting your prospects to like you better than they like your competitor is certainly as important if not more important than all of the other skills a top producing salesperson must possess.
Techniques to Get Prospect to Like You
1. Put the prospect’s interests above your interests. Never be so desperate for an order that you will make a sale when it would be in the customer’s best interest to purchase another product from another salesperson. When a meeting planner calls me to discuss speaking at, say, the company’s managers conference, I always quiz the meeting planner to ma
THE NEW CALENDARWe have been following the Christian Gregorian Calendar for almost 2000+ years now and it sure is a non standard way of counting the days, months and years as it is based on the solar year which is defined by the time taken for the earth to make one complete revolution round the sun.Now, this calendar becomes klutzy because of the fact that the twelve months don't conform to an equal number of days and also the leap year factor of Feb 29 which is necessary every four years to keep it in synch with the solar year.Why is it necessary to be in synch with the seasons for a calendar whose basic purpose is to count time? Wouldn’t it be convenient and useful if we had months of equal number of days?My simple and humble view is that we need to have a calendar, completely devoid of religion, seasons, and all such external elements, purely based on a standard format of days, weeks, months and years that conform to some equality.Eg; A day is comprised of 24 hours and thats fixed. A month needs to have a fixed number of days and weeks, and a year needs to have a fixed number of days, weeks and months.A Calendar having 13 mo
Techniques to Get Prospect to Like You
1. Put the prospect’s interests above your interests. Never be so desperate for an order that you will make a sale when it would be in the customer’s best interest to purchase another product from another salesperson. When a meeting planner calls me to discuss speaking at, say, the company’s managers conference, I always quiz the meeting planner to ma
Any device that contain one or several bellows that function by absorbing dimensional changes are considered expansion joints. These dimensional changes are often due to thermal expansion or pipeline contraction. The expansion joints relieve stress on flexures and angles due to slab confinement. Usually, these joints are placed near or between structures that connect fixed elements like buildings, columns, or bolted machinery. These joints allow for contraction and thermal expansion without causing system stress. Although joints function in the same manner, different joints are suited for different structures. Ensuring the use of correct joints guarantees strength and longevity of the building or structure.A pipeline system that connects vessels and pumps usually require expansion joints with metal bellows. The rotation within the bellow provides lateral, angular, and axial movements. Welded-end or flanged-end joints are usually made by using standard bellows. Adding hinges, ties, and other accessories provides greater lateral and angular movement for the system. Standard bellow designs often include two bellows for support and long wear. The bellows' shape and
1. Put the prospect’s interests above your interests. Never be so desperate for an order that you will make a sale when it would be in the customer’s best interest to purchase another product from another salesperson. When a meeting planner calls me to discuss speaking at, say, the company’s managers conference, I always quiz the meeting planner to make sure that I am the best speaker for the job. If I’m not – if I know of a speaker that would provide more value than I can provide – I do my best to guide the meeting planner in the direction of the more appropriate speaker. When prospects see you putting their interests ahead of your own, you all of a sudden become better liked and better respected.
2. Remember the Platinum Rule. No, I’m not confusing my precious metals. The Golden Rule says, “Do unto others as you would have them do unto you.” The Platinum Rule© says, “Do unto others as THEY would have you do unto THEM.”
There’s a big difference between these two rules. One focuses on you and what you like, while the other focuses on your prospects and that THEY like. Another way of putting it might be to say:
“Treat your prospects like they like to be treated.”
“Talk to your prospects about the kinds of topics that they like to talk about.”
3. Dedicate time to researching your prospects.
Learn a lot about your prospects likes and dislikes, pet peeves, interests, hobbies, hot buttons, etc. The more you know about a person, the better position you’re in to apply the Platinum Rule, earn their respect and make them look forward to your visits.
A few years ago, my daughter was sales manager for Nextel in Charlotte. One day she called me from the Lowe’s Motor Speedway. “What are you doing at a race,” I asked her in amazement that she would be spending her Saturday at race track.
“As you know, dad, most of my customers her
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