Did you ever feel that the person you were speaking to was living on another planet? Did it ever cross your mind that they might think the same about you? This is what can happen if your communication with your customer is not in synch with their sense of reality.I am using the term sense, however to mean how they actually mentally process information. While each of us has five senses, we normally perceive the world stronger through one than the...more
Knowing that buyers have different agendas to sales people is half the battle. Like any relationship, once you know how the other person likes to make decisions, and you react appropriately, then that relationship becomes stronger. To be a successful in sales or business, you must create strong relationships. This article, brings you one step closer to understanding yourself and your customer or prospect.First; how do you know when you got it...more
All too often sales people assume that buyers use the same criteria to make a purchase as they would. This can lead to frustration and indeed some serious self doubt on a sales person's behalf. "They just don't get it", you may think to yourself. The reality is that not everyone thinks the same way. This is the first in a series of articles that looks at how you make choices, your customer makes choices, and how to realign your sales strategy, should they be different to you.Without knowing a person's strategy, you could be emphasising all the wrong points.What does moving towards or away from mean? With all of us, two things matter. The first is engaging activities that please us. The second is avoiding activities that cause us pain. So when I say people are moving towards, I mean that they tend to spend most of their time trying to move towards pleasure. On the other hand, some people predominantly spend their time avoiding pain. In NLP, this is often referred to as one of their strategies. I say predominantly, because most people will do both; however one of them figures more in their life than the other. So what has this to do with selling, you may ask. Lots! Because if you are...more
Many of you are probably familiar with John Gray's famous relationship book, "Men are from Mars, Women are from Venus". In his book, he talks about how to overcome the different way men and women think and indeed often act. Buyers and sellers also have different viewpoints, and not knowing how your audience makes decisions can be disastrous. This...more
When I consult with small and home based business owners, more times than not one of the greatest concerns they have is how to increase reach to a targeted market while keeping costs down. Hands down, effectively using the power of the Internet is the cornerstone to achieving this outcome. More times than not, companies are not using their Internet...more
Most businesses consist of the owner only or the owner and a few employees. The owner continues to do the same activity whether it is labor or crew management for many years. He gets into the "comfort zone" or "rut" and does the same thing day in and day out. You need to put your time and energies into growing your lawn business or landscape business. This needs to be directed toward advertising, marketing, or other services. Good employees are needed to run the daily activities of a lawn business.The things you are doing now.Filling your labor or management position is crucial for your continued growth. Some people tell me that it's tough or scary to let the employees run a large part of the business. Yes, it may be uncomfortable but you need to ask yourself "Do I want to be doing the same activity in my business 5, 10, or 15 years from now. If you do that's fine. So what we have are 2 choices 1. Do the same activity in your business years from now that you are doing today 2. Put some major responsibility on the eployees and GROW your business. Number 2 is not easy and can be difficult and stressful. You have to, have to, have to think about the FUTURE and the end result. Your...more
Fast car on open roads. It is a perfect picture for any car enthusiast. But you have to go to your work and also drop your kids to school. This is the real picture for most of us. We need to save time when we don't have any. A typical individual has...more
These days, credit cards (http://www.credit-cards-uk.eu.com) in the UK are competing with each other on two very attractive offers with a headline rate of 0%. These 0% credit cards will be either balance transfers; introductory purchases offers or a...more
So what is the secret to highly successful cold calling? Why is it that some people always seem to get the appointment? Do they use some new fangled tricks that you can only learn at hugely expensive telesales training courses? If you want to find a...more
1. Lower Total Cost of Ownership (TCO) for new businesses or businesses in need of replacing their existing phone system. With a Hosted VoIP PBX companies get full use of a PBX without the costly expense of equipment, upgrades and maintenance. Small...more
If you are a business owner or sales person, this article will appeal to you. You both earn your income from selling, so I guess you want to earn a few bucks more! What is it that sees two equally qualified people going into similar sales calls, with...more
Part I discussed the three main types of sales objections. This part will highlight the 10 most common objections, and how to handle them to close the sale. The most important thing through out the sales cycle, that you can do, is to ensure that your...more