tag:blogger.com,1999:blog-26786849088777275032024-02-07T20:15:07.902-05:00Sales Is Not For SissiesLinda Bishophttp://www.blogger.com/profile/10831485034689722536noreply@blogger.comBlogger540125tag:blogger.com,1999:blog-2678684908877727503.post-14383988179382525042013-11-13T12:00:00.000-05:002014-04-25T12:14:25.898-04:00Boost Your Sales in 30!<!--[if gte mso 9]><xml>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEge81SzE4Vo1Zr8iHaoVgZTZETTY6mURq8Yfd9hHsRt5VPCLZoxzMnmh6D2Tu8PxQ6xIhOPTrjQhGQic5yIEEnMsPZcETfE0CuRpWYix84GUDTH_axQo9XtgiB2JqGHpj-G7VKHfyjh4KSW/s1600/bigstock-Rocket--39787684.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEge81SzE4Vo1Zr8iHaoVgZTZETTY6mURq8Yfd9hHsRt5VPCLZoxzMnmh6D2Tu8PxQ6xIhOPTrjQhGQic5yIEEnMsPZcETfE0CuRpWYix84GUDTH_axQo9XtgiB2JqGHpj-G7VKHfyjh4KSW/s320/bigstock-Rocket--39787684.jpg" height="260" width="320" /></a></div>
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<b><span style="font-size: 18pt;">Boost your sales in 30 minutes that is!</span></b><br />
<br />
<span style="font-size: 18pt;">Yes, this can be done but you will need to be
an active and willing participant! We aren't talking about 30 minutes in
the day you are used to working,<b> we are asking you to invest an extra 30
minutes!</b></span><br />
<br />
<span style="font-size: 18pt;">Tomorrow morning, imagine arriving at your
office 30 minutes early. How would you use that time if you followed
these two simple rules:</span><br />
<br />
<span style="font-size: 18pt;">Rule 1: You <b>CANNOT</b> look at
emails...period. You can't look at them on your computer, tablet or smart
phone. NO EMAILS in the first 30!</span><br />
<br />
<span style="font-size: 18pt;">Rule 2: The tasks you do must be tied <b>DIRECTLY
</b>to new business development.</span><br />
<br />
<span style="font-size: 18pt;">You have nothing to lose by giving this
strategy a try! Besides, you might even be able to beat the traffic!</span><br />
<br />
<span style="font-size: 18pt;">Good Selling!</span><br />
<span style="font-size: large;"></span><br />
<span style="font-size: large;">Remember, Thought Transformation offers <a href="http://www.thoughttransformation.com/">professional sales training courses in Atlanta</a> and surrounding areas. If you or your company is struggling with sales, we can help! We give you the knowledge and tools to be successful in any market or program.</span>Anonymoushttp://www.blogger.com/profile/09297123816571753222noreply@blogger.com6tag:blogger.com,1999:blog-2678684908877727503.post-80989448442064547842013-09-29T13:41:00.000-04:002013-09-29T13:44:06.944-04:00The Most Important Question You're Never Going to Hear<!--[if gte mso 9]><xml>
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<b style="mso-bidi-font-weight: normal;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgpvMP0Epi9oX_VWPHOZGCuJCmpmeM0usvQJvoE8O0DcrDwJHWM93l5fMaJ8-QZ_VjCKh4sabTStTd1Lq2oOFUft77UVeo8XlVSiK9tXDJBQpVUHC5p3898Qbd75EeXbvpfgVPwFUnta9o/s1600/bigstock-Building-up-trust-concept-Bla-43061644.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="212" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgpvMP0Epi9oX_VWPHOZGCuJCmpmeM0usvQJvoE8O0DcrDwJHWM93l5fMaJ8-QZ_VjCKh4sabTStTd1Lq2oOFUft77UVeo8XlVSiK9tXDJBQpVUHC5p3898Qbd75EeXbvpfgVPwFUnta9o/s320/bigstock-Building-up-trust-concept-Bla-43061644.jpg" width="320" /></a></b></div>
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In over 25 years of selling, no prospect ever came out and
asked, "Linda, can I trust you?" But I knew that question had to be
answered with a resounding yes, or the sale would never take place.</div>
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Different types of sales require different levels of trust.
When you buy a toaster at your local Target, you need to trust them to stand
behind the product they sell. However, you don't expect the clerk who assists
you to be an expert in either cooking or appliance mechanics.</div>
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When you are selling a $250,000 software solution with a
six-month installation phase, you must establish trust at a much higher level
for the purchase to take place.</div>
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Ask yourself
these questions about the product or service you sell:<span style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;"><span style="font: 7.0pt "Times New Roman";"> </span></span></span></div>
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<li><span style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;"><span style="font: 7.0pt "Times New Roman";"> </span></span></span>Is the sale a one-time event, or will it mark
the start of an ongoing relationship?</li>
</ul>
<ul>
<li><span style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;"><span style="font: 7.0pt "Times New Roman";"> </span></span></span>How much money is involved?</li>
</ul>
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<li><span style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;"><span style="font: 7.0pt "Times New Roman";"> </span></span></span>How urgent is the buyer's need?</li>
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<li>How much risk is involved in the purchase?</li>
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What do you
do to build trust with prospects and customers? What could you do differently
than your competitors?</div>
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<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
No one is
going to come out and say, "Can I trust you?" So it is up to you to
recognize the buyer is asking that question, and be sure it is answered
correctly.</div>
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Billhttp://www.blogger.com/profile/02475763531527567350noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-26921250964585502652013-09-27T15:02:00.000-04:002013-12-03T09:25:26.675-05:00Thought Transformation Sales Training-Body Language Tips<br />
<br />
For those of us that are in sales, <strong>we're always in constant contact with people</strong>. There's a variety of important tips that we can use when we're greeting customers face to face. Body language is a very <a href="http://www.thoughttransformation.com/">important sales tool</a> that can be used to make more sales. Have you ever took the time to study your customer's body language? What was his/her body language telling you? Knowing how your customer is responding can be the difference between make a sale and not.<br />
<br />
<strong>When greeting a customer, always make a friendly approach.</strong> You need to make sure you look professional at all times. Make sure you're making direct eye contact with a smile. It doesn't matter if today has been a bad day or not, your responsibility is your customer. Make them feel welcome and comfortable at all times. Don't bring negative energy to your environment. <br />
<br />
<strong>It's very important to understand the body language of your customer.</strong> How did they react when you approached them? Do they appear to be happy, sad, upset, or cautious? What is the tone of their voice? Are they being offensive or defensive? Yes, all of these can effect a sale. Our job is to make sure that we take care of our customer, right? We can do this by showing positive body language of our own.<br />
<br />
<strong>How can you show positive body language? </strong>For starters, always wear a smile. I understand that we're not always in a smiling mood, but this isn't your customers issue, it's yours. If you're out in public, wear a smile. You can do everything else behind closed doors. A firm handshake is always a great way to grab the attention of your customer, do it with a smile. <br />
<br />
<strong>Studies have showed that expanding your body can actually reduce stress and give confidence.</strong> You may want to try this technique. Stand up straight, spread your stance, and let your arms out. This is also viewed as a body language of confidence. Did you know that you're more likely to make a sale by mirroring your customer? Engaging in mirroring body language lets the customer know that you completely understand. This also shows interest and awareness, both a great way to get an agreement.<br />
<br />
<strong>If a customer is being defensive, don't continue to try and make the sale. </strong>Most success comes in second meetings or follow-ups. Defensive body language includes crossed arms, looking around, and leaning away. If you notice these body functions, leave a contact form or business card. It doesn't mean that their not interested, it just concludes that something else is more important at this time.<br />
<br />
<strong>Completing the sale can be a tall task at times, but a first impression can last a lifetime.</strong> You have to use positive body language skills that will leave a lasting impression on your customer. You want them to leave knowing that you're someone that they would love to work with or get to know. Be polite, always smile, use constant eye contact, give them your full attention, and always say thank you. <br />
<br />
<br />
Thought Transformation provides <a href="http://www.thoughttransformation.com/">quality sales training programs</a> that will help you make immediate sales and give you the tools to become successful in any market or program. Thought Transformation has trained thousands of men and women over the past nine years, giving them the techniques to outsell their competition. Ready to lead your program? Contact us now and see how we can help you achieve your potential!Anonymoushttp://www.blogger.com/profile/09297123816571753222noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-2710615411394214422013-09-27T14:25:00.001-04:002013-12-03T09:26:55.401-05:00Sales Training By Thought Transformation-Common Mistakes In Sales<span style="font-family: trebuchet ms;"><strong>Common Mistakes In Sales-The Deal Killer</strong></span><br />
<span style="font-family: trebuchet ms;"></span><br />
<span style="font-family: trebuchet ms;"></span><br />
<span style="font-family: trebuchet ms;">Good intentions often make us say things
we shouldn’t, especially when the pressure’s</span> <span style="font-family: trebuchet ms;">on and the customer’s complaining. So, what do you do in such circumstances? Below, you'll find
some common mistakes we make—no, here are some</span> <span style="font-family: trebuchet ms;">deal killers:</span> <span style="font-family: trebuchet ms;"><br /><br /><span style="font-weight: bold;">Denying the customer’s right to his experience.</span>
A common mistake is to blurt out</span> <span style="font-family: trebuchet ms;">variations along the lines of, “Oh, that’s not
true!”… “I’m sure our employee didn’t mean</span> <span style="font-family: trebuchet ms;">it that way!” … or “No one’s ever complained
about that before!”</span><br />
<span style="font-family: trebuchet ms;">• What the
customer hears: “You better prove you have a case before I believe</span> <span style="font-family: trebuchet ms;">you enough to help you.”</span> <span style="font-family: trebuchet ms;"><br />• What’s better? Listen. Your job at that
moment is to fully understand the</span> <span style="font-family: trebuchet ms;">customer’s experience of the problem.</span>
<span style="font-family: trebuchet ms;"><br /><br /><span style="font-weight: bold;">Blaming the customer. </span>This can happen subtly,
an accusation made via implication or</span> <span style="font-family: trebuchet ms;">nonverbals, but just because it may be
inferred or unspoken does not mean the customer</span> <span style="font-family: trebuchet ms;">hasn’t picked up on it. “Well, we could’ve
gotten this done on time, but we didn’t get</span> <span style="font-family: trebuchet ms;">your content until a week after it was
promised to us.”</span><br />
<span style="font-family: trebuchet ms;">• What the
customer hears: “It’s all your fault. You’re not easy to work
with.”</span><br />
<span style="font-family: trebuchet ms;">• What’s better? Alert
the customer to budget or timing concerns before they</span> <span style="font-family: trebuchet ms;">become issues, and remember you’re in the
business of providing solutions.</span> <span style="font-family: trebuchet ms;">You’re not there to ward off imagined
litigations by assigning blame.</span> <span style="font-family: trebuchet ms;"><br /><br /><span style="font-weight: bold;">Typecasting the customer. </span>This happens in the
most egregious circumstances, when</span> <span style="font-family: trebuchet ms;">the workplace culture has become so
politicized that an adversarial “us-them” attitude</span> <span style="font-family: trebuchet ms;">has developed. Customers are outsiders,
therefore they’re “idiots”… “crazy” … “ill-</span> <span style="font-family: trebuchet ms;">informed”….</span> <span style="font-family: trebuchet ms;"><br />• What the customer hears: They don’t need
to hear anything. Sooner or later,</span> <span style="font-family: trebuchet ms;">that attitude of condescension or resentment
seeps through employee pores and</span> <span style="font-family: trebuchet ms;">taints interactions with your
customers.</span> <span style="font-family: trebuchet ms;"><br />• What’s better?
Workplace culture attitude adjustment. Better make it quick too<strong>.</strong></span><strong> </strong><br />
<strong></strong><br />
<strong></strong><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Thought Transformation provides <a href="http://www.thoughttransformation.com/">sales training courses</a> to individuals and corporations. Thought Transformation has 20+ sales training programs designed to help you make more sales and outsell your competition. This is your opportunity to learn from sales expert Linda Bishop, contact us today and see how we can help you achieve success!</span>Anonymoushttp://www.blogger.com/profile/09297123816571753222noreply@blogger.com1tag:blogger.com,1999:blog-2678684908877727503.post-65351740142425598062013-09-17T20:15:00.002-04:002013-12-03T09:28:08.666-05:00Making More Sales With LinkedIn<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiPDErqTVT7uI32YiDx6fbTCrpew_xfW3UimhXGFj2VH6XvC3trA7xvf5FmYVXdWwoAArMC52vFFush9werTtq8docrhKT8w3JRfsj4oofg2djifPZM1eQRUIdRjmsh6XWte4lDXdnIE1x3/s1600/2.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiPDErqTVT7uI32YiDx6fbTCrpew_xfW3UimhXGFj2VH6XvC3trA7xvf5FmYVXdWwoAArMC52vFFush9werTtq8docrhKT8w3JRfsj4oofg2djifPZM1eQRUIdRjmsh6XWte4lDXdnIE1x3/s1600/2.png" /></a></div>
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<span style="font-family: "Trebuchet MS", sans-serif;"> </span><br />
<span style="font-family: "Trebuchet MS", sans-serif;"></span><br />
<span style="font-family: "Trebuchet MS", sans-serif;">Are you using <strong>LinkedIn</strong> and other <strong>social media tools</strong> to connect with both customers and prospects? If not, you're missing out on <strong>potential contacts</strong> and <strong>sales</strong>. LinkedIn is a great professional social media website that has dozens of great features to help you in your sales program. </span><br />
<span style="font-family: "Trebuchet MS", sans-serif;"></span><br />
<span style="font-family: Trebuchet MS;"><strong>Start making more sales with LinkedIn</strong> by keeping your profile clean and professional. I can't stress this enough. Everything that you write and say has to be professional because others will judge you on these factors. If you're posting articles, videos, or media, keep your professional image at all times. Remember, potential customers are always watching.</span><br />
<br />
<span style="font-family: Trebuchet MS;"><strong>LinkedIn</strong> is a great way to not only make more sales, but <a href="http://www.thoughttransformation.com/">generate leads and contacts</a>. Make sure you're using LinkedIn to your advantage. <strong>Social media platforms</strong> are a great to get new customers and generate interest. Facebook, Twitter, Pinterest, StumbleUpon, and other social media sites must be optimized and professional.</span><br />
<br />
Thought Transformation offers a variety of different sales training programs that can immediately having you making more sales and out-selling your competition. We offer 20+ sales training courses that are designed to help you succeed in any sales market. Visit our website and learn from one of the <a href="http://www.thoughttransformation.com/">best sales experts in the world</a>. Atlanta's Thought Transformation provides single sales training classes, half-day classes, and full-day classes.<br />
<br />Anonymoushttp://www.blogger.com/profile/09297123816571753222noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-68918257029575169202013-09-17T19:59:00.000-04:002013-12-03T09:29:21.574-05:00Sales Goals For 2014-Sales And Training<div align="center">
<span style="font-family: "Trebuchet MS", sans-serif;"><strong>Sales Goals For 2014-Sales And Training</strong></span></div>
<span style="font-family: "Trebuchet MS", sans-serif;"></span><br />
<span style="font-family: "Trebuchet MS", sans-serif;"></span><br />
<span style="font-family: "Trebuchet MS", sans-serif;"></span><br />
<span style="font-family: "Trebuchet MS", sans-serif;">As 2013 comes to a close,
I want to spend this month reviewing how you can set and reach your <a href="http://www.thoughttransformation.com/">sales goals in 2014</a>. To start, consider the following:</span><br />
<br />
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">The <strong>best goals</strong> are realistic,
yet challenging. When you <strong>reach a goal</strong> you’re proud of what you accomplished. To
decide if a goal is realistic, answer these questions and use the information as
a guide.</span></span><br />
<br />
<ul>
<li>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">How much did you sell in
2013?</span></span></div>
<li>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">How much do you want to sell in
2014?</span></span></div>
<li>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">Who were your customers in
2013?</span></span></div>
<li>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">How much did they
buy?</span></span></div>
<li>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">How much do you project them to
buy in 2014? </span></span></div>
<li>
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<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="font-family: "Trebuchet MS", sans-serif;"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;">Estimate
the gap. </span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><em>Goal-Total
Sales Projected for 2014 from Current Customers=New
Business</em></span></span></div>
<li>
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<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">What does the average customer
buy in the first year?</span></span></div>
<li>
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<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="font-family: "Trebuchet MS", sans-serif;"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;">How
many new customers do you need to reach your goal? </span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><em>New
Business ÷ Average Value of a New Customer = No. of New
Customers</em></span></span></div>
<li>
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<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">Based on past experience, how
many prospects do you need to talk to in order to get a customer? That is how
many people you need to load into the top of the funnel, qualify and
convert.</span></span></div>
</li>
</li>
</li>
</li>
</li>
</li>
</li>
</li>
</li>
</ul>
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<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;"></span></span> </div>
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<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">Thought Transformation<o:p> provides <a href="http://www.thoughttransformation.com/">sales training courses in Atlanta</a> and the greater Atlanta area. We offer 20+ sales training programs that are designed to help you achieve success in any sales programs. If you want to increase your sales and out-sell your competition, Atlanta's Thought Transformation can help.</o:p></span></span></div>
Anonymoushttp://www.blogger.com/profile/09297123816571753222noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-11712300119642023302013-09-14T18:14:00.004-04:002013-12-03T09:31:24.771-05:00Sales Training Courses Atlanta-Thought Transformation<br />
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<strong><span style="font-size: large;">Sales Training Courses In Atlanta</span></strong></div>
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Are you looking for <strong>sales training courses</strong> in Atlanta, Georgia? Have you considered <strong>sales training programs</strong> to help you <strong>achieve success in your sales program</strong>? Are you struggling to make your first sale? If you've answered "yes" to any of these questions, Thought Transformation can help. Thought Transformation provides <a href="http://www.thoughttransformation.com/"><strong>sales training courses</strong> in Atlanta</a> and surrounding areas. You don't have to struggle to make sales anymore, <strong>Thought Transformation's sales training programs</strong> are all you'll ever need!<br />
<br />
<strong>Sales training courses </strong>have been a vital source for some of the top sales marketers in the world and now you have the opportunity to receive the same sales training as professionals.<strong> Atlanta</strong> based <strong>Thought Transformation</strong> has been providing <strong>sales training classes</strong> since 2004, nine consecutive years of<strong> quality sales training courses</strong>. Designed by <strong>sales expert Linda Bishop</strong>, Thought Transformation offers the<strong> best sales training classes</strong> in the world. <br />
<br />
<strong>Thought Transformation</strong> offers 20+<strong> sales training courses </strong>designed to help you succeed. Our <strong>Atlanta sales training courses</strong> will <strong>help you make sales</strong> and <strong>outsell your competition</strong>. Our<strong> programs in sales training</strong> is built for you, allowing you to focus on your weakest attributes and <a href="http://www.thoughttransformation.com/">strengthen your sales skills</a>. To learn more about our sales training, just visit Thought Transformation.<br />
<br />
Our <strong>Atlanta</strong> <strong>courses in sales training</strong> are designed for everyone, all salespeople and sales marketers. It doesn't matter if you're new to the sales market or a ten year veteran, Thought Transformation's <strong>sales training classes</strong> are up-to-date and provides sales information that's proven to help you make sales. We offer <strong><a href="http://www.thoughttransformation.com/">affordable sales training courses</a></strong> and our <strong><a href="http://www.thoughttransformation.com/">interactive sales training programs</a></strong> makes learning fun. Take advantage of this special opportunity and learn from one of the best sales professionals in the world. Anonymoushttp://www.blogger.com/profile/09297123816571753222noreply@blogger.com1tag:blogger.com,1999:blog-2678684908877727503.post-89736359454859734372013-09-14T17:50:00.000-04:002013-12-03T09:34:36.746-05:00Ten Selling Tips To Persuade People To Buy<span style="font-family: trebuchet ms;"></span><br />
<span style="font-family: trebuchet ms;"><a href="http://www.thoughttransformation.com/">Sales professionals</a> are masters of
persuasion. Persuasion is a process. It requires rapport building skills,
credibility, the ability to craft a logical argument and the eloquence to
present it. Persuasion is not manipulation when it is based on mutual gain and
ethical selling behaviors. </span><br />
<span style="font-family: trebuchet ms;">Use these ten tips in 2013 to help you become
more persuasive and convince more buyers to say, "Yes, I'll buy.” </span><br />
<span style="font-family: trebuchet ms;"></span><br />
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<ol>
<li><span style="font-family: trebuchet ms;">Establish credibility in the first
meeting. Show buyers why they should trust and believe you. </span>
<li><span style="font-family: trebuchet ms;">Buyers are either open to new ideas
or closed to them. To persuade a buyer, they must listen with an open mind. If
their mind is closed, your first challenge is to open it. </span>
<li><span style="font-family: trebuchet ms;">Find common ground. By pointing out
shared thinking and shared experiences, you demonstrate to the buyer you
understand your point of view. </span>
<li><span style="font-family: trebuchet ms;">When the buyer talks, listen past
the words for strong emotions. What does the buyer care about? </span>
<li><span style="font-family: trebuchet ms;">Ask opinion questions. We get the
ammunition we need to persuade by looking below surface level facts and
understand the thinking that underlies past decisions. </span>
<li><span style="font-family: trebuchet ms;">Tell stories. Stories interest
prospects and customers. Design them so listeners draw the right conclusions.
Stories help you persuade because buyers will always find their own conclusions
more believable than any statement you can make. </span>
<li><span style="font-family: trebuchet ms;">Be likable. We are all more willing
to accept the ideas of people we like. </span>
<li><span style="font-family: trebuchet ms;">Look at possible arguments from both
sides. If the audience brings up a negative point, nod and say, "That's an
excellent point. I considered it and . . .” </span>
<li><span style="font-family: trebuchet ms;">Provide evidence to prove benefits
are real. Use testimonials, statistics and real life examples. </span>
<li><span style="font-family: trebuchet ms;">Fear stops people from taking
action. Identify concerns. Alleviate risks. </span></li>
</li>
</li>
</li>
</li>
</li>
</li>
</li>
</li>
</li>
</ol>
</div>
<span style="font-family: trebuchet ms;"></span><br />
<span style="font-family: trebuchet ms;"></span><br />
<span style="font-family: trebuchet ms;">Interested in learning more about sales? Thought Transformation offers sales training courses to individuals and corporations. Our <a href="http://www.thoughttransformation.com/">sales training classes in Atlanta</a> are designed to help you make more sales and outsell your competition. If you're in the Atlanta area, visit us at Thought Transformation.</span>Anonymoushttp://www.blogger.com/profile/09297123816571753222noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-47137558206289715672013-09-05T11:00:00.000-04:002013-09-05T11:00:07.692-04:00Seventeen Questions from Buyers <!--[if gte mso 9]><xml>
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<b style="mso-bidi-font-weight: normal;"><span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;">Seventeen Questions from Buyers</span></b></div>
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<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
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<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">Before making a purchase, buyers want answers to these
questions. </span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>1.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>Do
I like this salesperson enough to give them my money?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>2.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>Can
I trust them to tell me everything I need?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>3.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>Did
they leave any critical information out?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>4.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>If
information was left out, did it happen on purpose?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>5.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>Do
I really need this?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>6.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>What
other options do I have?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>7.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>Is
this price fair?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>8.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>Is
there enough value to justify the expense? </span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>9.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>Does
the salesperson have the expertise I need?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>10.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>What
could go wrong?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>11.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>If I
buy from this company, will my boss think I made a good decision?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>12.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>Are
there any hidden charges or fees?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>13.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>Will
the salesperson and the company be easy to do business with?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>14.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>Does
the salesperson understand me when we communicate?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>15.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>Does
the salesperson like me enough to watch my back?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>16.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>Will
the salesperson follow my instructions?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin: 0in 0in 0.0001pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span><span>17.<span style="-moz-font-feature-settings: normal; -moz-font-language-override: normal; font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span>Does
this salesperson care if I'm satisfied, or do they just want a sale?</span></span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span><div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-size: large;"><span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;"><span style="font-size: small;">Plan your
selling approach so you’re ready to provide buyers with all the information
they need to say, “Yes, I want to buy from you.”</span></span> </span></div>
Billhttp://www.blogger.com/profile/02475763531527567350noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-72069447057013807102013-08-20T11:00:00.000-04:002013-08-20T11:00:04.047-04:00Take a Persistence Inventory<!--[if gte mso 9]><xml>
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<br />
<div class="MsoNormal">
<b style="mso-bidi-font-weight: normal;">Take a Persistence
Inventory</b></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgNUl0z5_1C36tt640Mguk1SI9Ws1J3Zx1WhpqY0gJAo75dq2JPDf1cLllb9Z1YonE34fZcpKtnAHxkvLaqkKA6Mu9HA9hA_lAQEjLBnSmTzdpwr-FB312khSDjqow7_noBooJhNul7r8o/s1600/bigstock-Inventory-2160684.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="216" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgNUl0z5_1C36tt640Mguk1SI9Ws1J3Zx1WhpqY0gJAo75dq2JPDf1cLllb9Z1YonE34fZcpKtnAHxkvLaqkKA6Mu9HA9hA_lAQEjLBnSmTzdpwr-FB312khSDjqow7_noBooJhNul7r8o/s320/bigstock-Inventory-2160684.jpg" width="320" /></a></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The book, “Think and Grow Rich” by Napoleon Hill has sold
more than 50 million copies since it came out in print. It’s a great read with
a lot of practical advice on how to mix up your own magical formula for
success. </div>
<div class="MsoNormal">
I’m a sales professional, and I’m well aware that my
paycheck is directly linked to my willingness and ability to persist. Hill’s
“Persistence Inventory” is a useful way to take stock of what I’m doing, and
what I need to do better.</div>
<div class="MsoNormal">
<b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">Or as Hill puts it, “These are the weaknesses that must be mastered by
all who accumulate riches.”</i></b></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
Napoleon
Hill’s Persistence Inventory:</div>
<div class="ListParagraphCxSpFirst" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">1.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>Failure
to recognize and to define clearly exactly what one wants.</div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">2.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>Procrastination,
with or without cause.</div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">3.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>Lack
of interest in acquiring specialized knowledge.</div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">4.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>Indecision.</div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">5.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>The
habit of relying upon alibis instead of creating definite plans for the
solution of problems.</div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">6.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>Self-satisfaction
<i style="mso-bidi-font-style: normal;">(which can be tough to recognize at times
in my opinion!)</i></div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">7.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>Indifference,
usually reflected in one’s readiness to compromise on all occasions, rather
than meeting opposition and fighting it.</div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">8.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>The
habit of blaming others for one’s mistakes, and accepting unfavorable
circumstances as unavoidable.</div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">9.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>Weakness
of desire, due to the choice of motives that impel action.</div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">10.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>Willingness
to quit at the first sign of defeat.</div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">11.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>Lack
of organized plans, in writing, so you can analyze your thinking.</div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">12.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>The
habit of neglecting to move on ideas, or grab opportunity when it appears.</div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">13.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>Wishing
instead of willing.</div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">14.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>The
habit of compromising with poverty instead of aiming at riches.</div>
<div class="ListParagraphCxSpMiddle" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">15.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>Searching
for all the short-cuts to riches, trying to get without giving a fair
equivalent in effort.</div>
<div class="ListParagraphCxSpLast" style="margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri;"><span style="mso-list: Ignore;">16.<span style="font: 7.0pt "Times New Roman";"> </span></span></span>Fear
of criticism so you don’t create plans and put them into action. </div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
As you think
about these items, I challenge you to answer the core question Hill asked in
his book: <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">Can you imagine yourself as a millionaire?</i></b></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
And what
would you need to do differently when you’re selling to achieve that?</div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-family: "Times New Roman";">►</span>Learn More about Napoleon Hill at
<a href="http://en.wikipedia.org/wiki/Napoleon_Hill">http://en.wikipedia.org/wiki/Napoleon_Hill</a></div>
Billhttp://www.blogger.com/profile/02475763531527567350noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-6830502545127243092013-08-15T13:31:00.003-04:002013-12-03T09:34:17.489-05:00Atlanta Sales Training Courses-Sales Training Tips<span style="font-family: trebuchet ms;"><strong><a href="http://www.thoughttransformation.com/">Sales training courses in Atlanta</a></strong>, GA, are provided by <strong>Thought Transformation</strong>. 20+ <strong>sales training classes</strong> that increase sales and help you out sale your competition. If you're near the<strong> Atlanta</strong> area and you're interested in our <strong>sales training programs</strong>, please call 1-770-846-3510 </span><br />
<span style="font-family: Trebuchet MS;"></span><br />
<span style="font-family: Trebuchet MS;"></span><br />
<br />
<span style="font-family: trebuchet ms;">10 <strong>Sales Training</strong> Tips Of <strong>Persuasion</strong></span><br />
<span style="font-family: trebuchet ms;"></span><br />
<span style="font-family: trebuchet ms;"><strong>Sales professionals</strong> are <strong>masters of
persuasion</strong>. Persuasion is a process. It requires rapport building skills,
credibility, the ability to craft a logical argument and the eloquence to
present it. Persuasion is not manipulation when it is based on mutual gain and
ethical selling behaviors. </span><br />
<span style="font-family: trebuchet ms;">Use these ten tips in 2013 to help you <strong>become
more persuasive</strong> and <strong>convince more buyers to say, "Yes,</strong> I'll buy.” </span><br />
<br />
<div class="post-body entry-content" id="post-body-7237174416829100706" itemprop="articleBody">
<ol>
<li><span style="font-family: trebuchet ms;">Establish credibility in the first
meeting. Show buyers why they should trust and believe you. </span>
<li><span style="font-family: trebuchet ms;">Buyers are either open to new ideas
or closed to them. To <strong>persuade a buyer</strong>, they must listen with an open mind. If
their mind is closed, your first challenge is to open it. </span>
<li><span style="font-family: trebuchet ms;">Find common ground. By pointing out
shared thinking and shared experiences, you demonstrate to the buyer you
understand your point of view. </span>
<li><span style="font-family: trebuchet ms;">When the buyer talks, listen past
the words for strong emotions. What does the buyer care about? </span>
<li><span style="font-family: trebuchet ms;">Ask opinion questions. We get the
ammunition we need to persuade by looking below surface level facts and
understand the thinking that underlies past decisions. </span>
<li><span style="font-family: trebuchet ms;">Tell stories. Stories interest
prospects and customers. Design them so listeners draw the right conclusions.
Stories help you persuade because buyers will always find their own conclusions
more believable than any statement you can make. </span>
<li><span style="font-family: trebuchet ms;">Be likable. We are all more willing
to accept the ideas of people we like. </span>
<li><span style="font-family: trebuchet ms;">Look at possible arguments from both
sides. If the audience brings up a negative point, nod and say, "That's an
excellent point. I considered it and . . .” </span>
<li><span style="font-family: trebuchet ms;">Provide evidence to prove benefits
are real. Use testimonials, statistics and real life examples. </span>
<li><span style="font-family: trebuchet ms;">Fear stops people from taking
action. Identify concerns. Alleviate risks.</span></li>
</li>
</li>
</li>
</li>
</li>
</li>
</li>
</li>
</li>
</ol>
</div>
Anonymoushttp://www.blogger.com/profile/09297123816571753222noreply@blogger.com1tag:blogger.com,1999:blog-2678684908877727503.post-32964793470719390162013-08-01T06:42:00.000-04:002013-12-03T09:35:36.080-05:00Questions that Push a Buyer's Hot Button<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9eynKqnweIl-tVWjKi4YiqSccwj6uu5eKoOrEbxu06x3EqrlYeDU_p4ueIw_CNRBM7NGyX1U6u4gHoW8F61EaMV9xnpMoTl202QUtnTLR9NqTiZnQUauO6EUd0JlKafydAuEDjcgEVK4s/s1600/bigstock-Hot-Burning-Button-with-real-f-14483291.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9eynKqnweIl-tVWjKi4YiqSccwj6uu5eKoOrEbxu06x3EqrlYeDU_p4ueIw_CNRBM7NGyX1U6u4gHoW8F61EaMV9xnpMoTl202QUtnTLR9NqTiZnQUauO6EUd0JlKafydAuEDjcgEVK4s/s200/bigstock-Hot-Burning-Button-with-real-f-14483291.jpg" width="200" /></a></div>
<br />
<div class="MsoNormal">
You’re calling on a brand new prospect named Bud. After 15
minutes, you’re concerned. Bud’s cordial enough as you ask questions, but you
can tell he’s not engaged. His practiced answers come quickly. As Bud politely recites
plain vanilla facts, his eyes stray to his computer monitor. Opportunity is
slipping away. You need to do something!</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
You switch directions and ask, “Bud, your competitors are
always complaining to us about productivity problems. Is low productivity a
problem for you?”</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Bud straightens and looks right at you. Tilting his head, his tone intensifies as he asks, “What do you mean?” </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0in;">
<span style="color: red;"><span style="font-size: 16pt; line-height: 115%;"><b>YOU JUST HIT A HOT BUTTON!</b></span> </span>Your question started Bud’s
emotional engine. You’re haven't reached the destination, but you’re finally
on the road. </div>
<div class="MsoNormal" style="margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0in;">
Take a
minute to think about the questions you ask. </div>
<ul style="margin-top: 0in;" type="disc">
<li class="MsoNormal" style="margin-bottom: 0in; mso-list: l0 level1 lfo1;">What do potential customers complain about? </li>
<li class="MsoNormal" style="margin-bottom: 0in; mso-list: l0 level1 lfo1;">What important problems do you solve? </li>
<li class="MsoNormal" style="margin-bottom: 0in; mso-list: l0 level1 lfo1;">What unmet needs prompt a physical reaction, causing prospects
to feel stress, discomfort, uncertainty, worry and doubt? </li>
<li class="MsoNormal" style="margin-bottom: 0in; mso-list: l0 level1 lfo1;">What fears lead to change? </li>
</ul>
<div class="MsoNormal" style="margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0in;">
To make a
sale, buyers must be motivated to make a change. Motivation results from a prospect’s drive to
resolve internal tension. Hot button questions start the buyer thinking about
their situation and fulfilling unmet needs. </div>
<div class="MsoNormal" style="margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0in;">
Hot button questions
create opportunities. Here the challenge.
Come up with three hot button questions that turn on the buyer’s emotional
engine. In your next prospecting call, take the questions for a test drive.
Find out what works and practice. </div>
<div class="MsoNormal" style="margin-bottom: 0in;">
<br /></div>
<br />
<div class="MsoNormal" style="margin-bottom: 0in;">
Good selling!<br />
<br />
<br />
Thought Transformation offers <a href="http://www.thoughttransformation.com/">sales training courses in the Atlanta area</a>. 20+ sales training classes that'll increase sales and help you out sale the competition. Sales training programs in Atlanta, contact us now!<br />
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Anonymoushttp://www.blogger.com/profile/09297123816571753222noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-64971818192450612602013-07-31T20:46:00.000-04:002013-12-03T09:38:43.557-05:00Sales Training Atlanta-Thought Transformation<div class="separator" style="clear: both; text-align: center;">
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<br />Anonymoushttp://www.blogger.com/profile/09297123816571753222noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-4523050099581500982013-07-30T09:35:00.000-04:002013-12-03T09:41:13.106-05:00Pushing Start on Emotional Engines to Drive Sales<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjCSmstPeKRrj5BY8CeHH7bZFvPnpOkx7LjiQ3GltYI_N3Hfxtm4cH3hyVgLE9BFCsq_gwnvX1BlhTr8lRU96kc_l8qOmVMFxO27DT4SmHTKoIs_caNgYKJ5z0HXuLz8ZgAkfM54cqW_FtJ/s1600/bigstock-Start-button-25127672+(1).jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjCSmstPeKRrj5BY8CeHH7bZFvPnpOkx7LjiQ3GltYI_N3Hfxtm4cH3hyVgLE9BFCsq_gwnvX1BlhTr8lRU96kc_l8qOmVMFxO27DT4SmHTKoIs_caNgYKJ5z0HXuLz8ZgAkfM54cqW_FtJ/s200/bigstock-Start-button-25127672+(1).jpg" width="200" /></a></div>
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<div class="separator" style="clear: both; text-align: center;">
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<div class="MsoNormal">
Has this ever happened to you? You sit down at your desk, ready
to work. There’s a message from your boss in your email inbox that reads, “Congratulations.
Your sales numbers were great last month. What do you think you’ll do this
month?”</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The message triggers a quick mental review of the
opportunities in your pipeline. <b><i>Not much there. </i></b>Happiness vanishes
and apprehension descends like a dark cloud. Your chest tightens and your
heart, beating steady and slow a moment ago, thumps at twice its normal speed.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
You’re feeling internal tension caused by unmet needs. To
put it another way, you boss pushed start on an emotional engine. A moment ago,
you were happy. Now you’re worried and far more motivated to call prospects than
you were moments ago. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
How do you motivate prospects to buy? What buttons should you
push to start emotional engines that power more purchases? </div>
<div class="MsoNormal">
<br /></div>
<br />
<div class="MsoNormal">
In the next post, I’ll share my thoughts on how you can do a
better job of asking questions to push start on emotional engines and get more
selling opportunities.<br />
<br />
<br />
Thought Transformation offers <a href="http://www.thoughttransformation.com/">sales training programs in Atlanta</a> and surrounding areas. Learn how to increase your sales and master any program or market. With 9 years of experience, we've helped thousands of people achieve their sales goals. Visit our website today!<br />
<br />
<br />
</div>
Anonymoushttp://www.blogger.com/profile/09297123816571753222noreply@blogger.com3tag:blogger.com,1999:blog-2678684908877727503.post-40848259109047207962013-07-25T05:30:00.000-04:002013-07-31T10:45:21.982-04:00How to Redirect a Conversation when Work Friends Whine<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgZG0ahqj2nCKQyO6UqqjfDG1ELg2OC8bKwzoJFczXJAlMI9YPcyGr6ZtnfA9aqXwzaq9fPTpScu9m-zKDZcN6L5JdYhBYw6RbD3zewjh3nQwwds2-mjYcAFH3MWK2_Ez0YP7XFCvHhzcqW/s1600/bigstock-Vintage-metal-sign--Everythin-38593033.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgZG0ahqj2nCKQyO6UqqjfDG1ELg2OC8bKwzoJFczXJAlMI9YPcyGr6ZtnfA9aqXwzaq9fPTpScu9m-zKDZcN6L5JdYhBYw6RbD3zewjh3nQwwds2-mjYcAFH3MWK2_Ez0YP7XFCvHhzcqW/s200/bigstock-Vintage-metal-sign--Everythin-38593033.jpg" width="135" /></a></div>
<br />
<div class="MsoNormal">
<strong>When a friend at work complains, and you’re in no mood to
join in, one smart strategy to handle the situation is:</strong><br />
<strong></strong> </div>
<div class="MsoNormal" style="margin-left: 37.5pt; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: 'Times New Roman'; font-size: 7pt;">
</span></span><!--[endif]-->Let them talk for a minute or two.</div>
<div class="MsoNormal" style="margin-left: 37.5pt; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: 'Times New Roman'; font-size: 7pt;">
</span></span><!--[endif]-->Acknowledge the complaint with a neutral line
like, “I can see why that bothers you.”</div>
<div class="MsoNormal" style="margin-left: 37.5pt; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: 'Times New Roman'; font-size: 7pt;">
</span></span><!--[endif]-->Follow the acknowledgement by asking, “What’s
gone well for you lately?”<br />
</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<strong>Complaints result from immediate feelings.</strong> Things go right
and we’re happy. Things go wrong and we complain. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
By redirecting thoughts to positive events, you redirect
emotions in a positive direction as well. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
BTW . . . redirection strategies also come in handy when you
talk to customers and they start complaining. Good selling!<br />
<br />
<br />
<br />
</div>
<a href="http://www.thoughttransformation.com/">Sales Competition High? Learn How You Can Get Ahead</a><br />
<br />
<a href="http://thoughttransformationsales.blogspot.com/">Sales Techniques, Tips, And Training</a><br />
<br />
<br />
<br />
<strong>If you are new to sales, struggling to make sales, or have no sales training, Thought Transformation can help. </strong>Thought Transformation has helped thousands of people by providing affordable sales training courses. Thought Transformation delivers high quality sales training, giving you the knowledge and tools to make sales in any program. If you're interested in our <strong>sales training</strong>, please follow the link below. Thought Transformation offers 20+ sales training sessions!<br />
<br />
<br />
<a href="http://www.thoughttransformation.com/">Thought Transformation</a> <br />
<br />
<br />
<strong>If you have additional questions or want to learn how Thought Transformation can help you, please call Linda Bishop at 1-770-846-3510</strong><br />
<br />
<br />
<div class="MsoNormal">
<br /></div>
Anonymoushttp://www.blogger.com/profile/09297123816571753222noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-56481606764202696322013-07-22T05:30:00.000-04:002013-12-03T09:43:10.141-05:00Would You Please Stop Whining? Sales Training Session<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhHVDHzss-mNObx-IwhTVG7JVwF0kwT6Gy5XSNRTfYoMYqUxzojAyugZ0ycuE0T5t0OyLllz4vCEodCHLsNSuSiH4oDrxs9f8FQm9X_aPARi70x7nA0ko7o8cClo4A0AeWtziCCzDRGVeTw/s1600/bigstock-A-blue-nametag-sticker-with-wo-44724652.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="219" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhHVDHzss-mNObx-IwhTVG7JVwF0kwT6Gy5XSNRTfYoMYqUxzojAyugZ0ycuE0T5t0OyLllz4vCEodCHLsNSuSiH4oDrxs9f8FQm9X_aPARi70x7nA0ko7o8cClo4A0AeWtziCCzDRGVeTw/s320/bigstock-A-blue-nametag-sticker-with-wo-44724652.jpg" width="320" /></a></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b>OMG</b> . . . don't you get tired of selling coworkers who
constantly complain. “The market is terrible. The company has quality problems.
Prices are too high. Cold calling doesn’t work. The company should be doing more
marketing to get quality leads.”</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
And it’s never the complainer's fault that they don't have
any business. It's everybody else's.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Some salespeople are lucky. They have an office with a door,
and they can close it to keep the complainer out. Other salespeople sit in a
bullpen or in a cubicle. When a complainer corners you, there is nowhere to
hide. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Listening to people complain when there is work to do is
stressful, especially when you feel pressed for time. If you don’t have a
strong relationship, you could nip the conversation off by politely stating
you’re on a deadline to make a call or get information to a customer. </div>
<div class="MsoNormal">
<br /></div>
<br />
<div class="MsoNormal">
What do you do if the complainer is a friend, but you don’t
have time—or you’re not in the mood to listen to depressing talk? Look for the next post to handle this situation.<br />
<br />
<br />
<br />
<a href="http://thoughttransformation.blogspot.com/">Sales Training Tips And Techniques</a><br />
<br />
<br />
<br />
<strong>Struggling to make sales? </strong>Thought Transformation's sales training will give you the proper tools and knowledge to <a href="http://www.thoughttransformation.com/">learn how to start making sales</a>. If you're not making sales or your new to the "sales" field, our sales training will have you making sales in no time! <br />
<br />
</div>
Anonymoushttp://www.blogger.com/profile/09297123816571753222noreply@blogger.com0Atlanta, GA, USA33.7489954 -84.387982433.3266004 -85.0334294 34.1713904 -83.7425354tag:blogger.com,1999:blog-2678684908877727503.post-21104898835195733192012-12-21T07:40:00.000-05:002012-12-21T07:40:00.644-05:00Sales Tips Galore<div class="separator" style="clear: both; text-align: center;">
<a href="http://3.bp.blogspot.com/-ucx80BKYUpg/S18X4OnBNhI/AAAAAAAAADo/zUbPy0BhzTA/s1600/BlogHeadSissies.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="58" src="http://3.bp.blogspot.com/-ucx80BKYUpg/S18X4OnBNhI/AAAAAAAAADo/zUbPy0BhzTA/s320/BlogHeadSissies.jpg" width="320" /></a></div>
<br />
<br />
<span style="font-family: "Trebuchet MS", sans-serif;">As 2012 comes to an end, I hope that this year has been profitable and that
you've met your overall sales goal for the year. I will continue to offer my sales tips and tricks throughout 2013 in an effort to help you acheive sales success next year. If you currently only read the Sales Is Not For Sissies blog, consider these other outlets to receieve additional sales tips.</span><br />
<br />
<span style="font-family: "Trebuchet MS", sans-serif;">Self-Taught Sales - Thought Transformation's free, monthly newsletter. </span><span style="font-family: "Trebuchet MS", sans-serif;">To
sign up, visit <a href="http://www.blogger.com/goog_290690825">Thought</a></span><span style="font-family: "Trebuchet MS", sans-serif;"><a href="http://www.thoughttransformation.com/" target="_blank">Transformation.com</a>. (In the middle of the homepage
there is a link to sign up.)</span><br />
<br />
<span style="font-family: "Trebuchet MS", sans-serif;">Twitter - Follow me for daily sales tips: <a href="http://www.twitter.com/Linda_Bishop" target="_blank">@Linda_Bishop</a></span><br />
<br />
<span style="font-family: "Trebuchet MS", sans-serif;">Linda Bishop Online - Visit <a href="http://site.lindabishoponline.com/" target="_blank">LindaBishopOnline.com</a> for a plethora of great sales information including downloadable materials</span><br />
<br />
<span style="font-family: "Trebuchet MS", sans-serif;">TT Books - Visit <a href="http://ttbooks.biz/shop.htm" target="_blank">TTBooks.biz</a> to access Thought Transformation's online store with easy to read guides and booklets available for purchase. </span><br />
<br /><span style="font-family: "Trebuchet MS", sans-serif;">We'll be back first thing next
year with more tips to help you succeed!</span><br /><br /><span style="font-family: "Trebuchet MS", sans-serif;">Happy Holidays and Good Selling!</span><br /><span style="font-family: "Trebuchet MS", sans-serif;">Linda</span>Linda Bishophttp://www.blogger.com/profile/10831485034689722536noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-8306201561750295862012-12-19T06:03:00.000-05:002012-12-19T06:03:00.717-05:00Online To-Do: December 2012<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEile5RK3jDEGVBkR1CaZZ7njfDu8DHotJu0OImnFCftuqyi2FUWzztXoeGm7L_Gjy2CL6nSIRrLj_Vq1IladI0AgrBvHm-0OYEvOe3cChGj3ZRB1ZyUL5TnxFZKCxQNjf4v_XuyPikR6LxP/s1600/www.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEile5RK3jDEGVBkR1CaZZ7njfDu8DHotJu0OImnFCftuqyi2FUWzztXoeGm7L_Gjy2CL6nSIRrLj_Vq1IladI0AgrBvHm-0OYEvOe3cChGj3ZRB1ZyUL5TnxFZKCxQNjf4v_XuyPikR6LxP/s1600/www.jpg" /></a></div>
<br />
<br />
<span style="font-family: "Trebuchet MS", sans-serif;">I've said it before, and I'll say it again....Get on LinkedIn! Your online to-do for this month is to <a href="http://www.linkedin.com/" target="_blank">join LinkedIn</a> and set up a profile. Try the free version to start and see how this online social network can help you connect with clients and prospects. If you're overwhelmed by the set up of the site and just don't know where to start, consider purchasing </span><a href="http://www.ttbooks.biz/shop.htm" target="_blank"><span style="font-family: "Trebuchet MS", sans-serif;">The Sales Pro's Guide to Using LinkedIn</span></a><span style="font-family: "Trebuchet MS", sans-serif;">.</span><br />
<br />
<span style="font-family: Trebuchet MS;">Good Selling!</span><br />
<span style="font-family: Trebuchet MS;"></span>Linda Bishophttp://www.blogger.com/profile/10831485034689722536noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-91284095867156088102012-12-17T07:57:00.000-05:002012-12-17T07:57:00.620-05:00Ten Selling Tips to Persuade People to Buy<span style="font-family: trebuchet ms;">Sales
professionals are masters of persuasion. Persuasion is a process. It requires
rapport building skills, credibility, the ability to craft a logical argument
and the eloquence to present it. Persuasion is not manipulation when it is based
on mutual gain and ethical selling behaviors. </span><br /><span style="font-family: trebuchet ms;">Use these ten tips in 2013 to help you become more
persuasive and convince more buyers to say, "Yes, I'll buy.” </span><br /><div class="post-body entry-content" id="post-body-7237174416829100706" itemprop="articleBody">
<ol>
<li><span style="font-family: trebuchet ms;">Establish credibility in the first
meeting. Show buyers why they should trust and believe you. </span>
<li><span style="font-family: trebuchet ms;">Buyers are either open to new ideas
or closed to them. To persuade a buyer, they must listen with an open mind. If
their mind is closed, your first challenge is to open it. </span>
<li><span style="font-family: trebuchet ms;">Find common ground. By pointing out
shared thinking and shared experiences, you demonstrate to the buyer you
understand your point of view. </span>
<li><span style="font-family: trebuchet ms;">When the buyer talks, listen past
the words for strong emotions. What does the buyer care about? </span>
<li><span style="font-family: trebuchet ms;">Ask opinion questions. We get the
ammunition we need to persuade by looking below surface level facts and
understand the thinking that underlies past decisions. </span>
<li><span style="font-family: trebuchet ms;">Tell stories. Stories interest
prospects and customers. Design them so listeners draw the right conclusions.
Stories help you persuade because buyers will always find their own conclusions
more believable than any statement you can make. </span>
<li><span style="font-family: trebuchet ms;">Be likable. We are all more willing
to accept the ideas of people we like. </span>
<li><span style="font-family: trebuchet ms;">Look at possible arguments from both
sides. If the audience brings up a negative point, nod and say, "That's an
excellent point. I considered it and . . .” </span>
<li><span style="font-family: trebuchet ms;">Provide evidence to prove benefits
are real. Use testimonials, statistics and real life examples. </span>
<li><span style="font-family: trebuchet ms;">Fear stops people from taking
action. Identify concerns. Alleviate risks. </span></li>
</li>
</li>
</li>
</li>
</li>
</li>
</li>
</li>
</li>
</ol>
</div>Linda Bishophttp://www.blogger.com/profile/10831485034689722536noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-22056205844809307482012-12-14T07:45:00.000-05:002012-12-14T07:45:00.483-05:00The One Thing Everyone Wants to Buy (Rewind)<span style="font-family: trebuchet ms;"><em>This entry was originally posted in December 2010, but I thought it was worth reviewing once more as the content is still relevant today and can help you sell into 2013.</em></span><br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgixgtvBUtnqyd5zhHIvsXwokT1LvbX3PJG6QDfafGVO1O9FZC0udybuwFCwnJ_7Z2HKZQZjLUmKnbfphQIWLIaOMtyoArSHZCkP7tVAdN707pLKuVvTOHWOn6TDwHPdkAbSgRVpAkBEeu-/s1600/grey+jacket.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgixgtvBUtnqyd5zhHIvsXwokT1LvbX3PJG6QDfafGVO1O9FZC0udybuwFCwnJ_7Z2HKZQZjLUmKnbfphQIWLIaOMtyoArSHZCkP7tVAdN707pLKuVvTOHWOn6TDwHPdkAbSgRVpAkBEeu-/s1600/grey+jacket.jpeg" /></a></div>
<br />
<br />
<span style="font-family: trebuchet ms;">On Friday, November 5th, I arrived at
the Atlanta airport by 6:35AM. I checked my bags by 6:40. At 6:45, I walked into
the Brooks Brother Store near Delta’s check-in area. Before the clocked hit
7:00AM on the dial, I spent $198 for a gray suit jacket to expand my working
wardrobe. </span><br />
<br />
<span style="font-family: trebuchet ms;">As I handed
over my credit card, I didn’t worry about price or wonder if there was a better
gray jacket to be found at another store. I was happy to spend the money because
buying clothing at the airport at the crack of dawn saved me
time.</span><br />
<br />
<span style="font-family: trebuchet ms;">We’re all short on
time and we all want more of it. Even when buyers claim they need a low-priced
option, most of them really mean they want the lowest acceptable price taking
the least amount of time to find.</span><br />
<br />
<span style="font-family: trebuchet ms;">What does this mean for sales
professionals?</span><br />
<br />
<span style="font-family: trebuchet ms;">It means
all of us need a time-saving component in our selling scripts. “Customer, we
save you time because . . ."</span><br />
<span style="font-family: trebuchet ms;">•
We’re easy to deal with.</span><br />
<span style="font-family: trebuchet ms;">•
We’re watching your back.</span><br />
<span style="font-family: trebuchet ms;">• We
are experts at this.</span><br />
<span style="font-family: trebuchet ms;">• We
eliminate problems.</span><br />
<span style="font-family: trebuchet ms;">•
Customers get what they expected to get.</span><br />
<span style="font-family: trebuchet ms;">• Customers like the
end-product.</span><br />
<br />
<span style="font-family: trebuchet ms;">More time is
the one thing everyone wants to buy. Selling your time saving advantage helps
you sell more.</span>Linda Bishophttp://www.blogger.com/profile/10831485034689722536noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-40681862436989771392012-12-12T07:27:00.000-05:002012-12-12T07:27:00.126-05:00Fill the Funnel - Opportunities<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh6Y2qiWDeShdvlRcIdkBG7yFuXqay7MxcXYOlL03P6w9yt-6EMGAd8GWZWozdfxn6pqApIlcb6m_fVY9hh5zwz30ZOVX5DZp1pJkFiK8LzVk3ysEgNWirL9YDm-27df4zxsxI71nBhBCGO/s1600/pl_opportunity.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="150" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh6Y2qiWDeShdvlRcIdkBG7yFuXqay7MxcXYOlL03P6w9yt-6EMGAd8GWZWozdfxn6pqApIlcb6m_fVY9hh5zwz30ZOVX5DZp1pJkFiK8LzVk3ysEgNWirL9YDm-27df4zxsxI71nBhBCGO/s200/pl_opportunity.jpg" width="200" /></a></div>
<span style="font-family: "Trebuchet MS", sans-serif;"><b><span style="color: #0060b0; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;">Are Opportunities Turning Into Sales?<o:p></o:p></span></b>
</span><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">If
a customer seriously considers you, you have two options. You can cross your
fingers and passively wait to see if they decide to buy or you can take an
active role and try to close the deal.<o:p></o:p></span></span></div>
<span style="font-family: "Trebuchet MS", sans-serif;">
</span><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<br /></div>
<span style="font-family: "Trebuchet MS", sans-serif;">
</span><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">Closing
is always the smarter approach. Opening a dialogue won’t always close the sale,
but it’s a smart way to gather helpful information and knowing more helps you
make more sales in the future. To turn more opportunities into sales, practice closing
skills and take them to the next level.<o:p></o:p></span></span></div>
<span style="font-family: "Trebuchet MS", sans-serif;">
</span><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<br /></div>
<span style="font-family: "Trebuchet MS", sans-serif;">
</span><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">The
old saying, “Sales is a numbers game,” still holds true. By increasing the
amount in the funnel at any stage, you improve the end result. If you put more
in the funnel and improve selling skills, you will see a bigger boost because
you increase the odds of converting prospects into customers.<o:p></o:p></span></span></div>Linda Bishophttp://www.blogger.com/profile/10831485034689722536noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-67782714503257904232012-12-10T06:22:00.000-05:002012-12-10T06:22:00.410-05:00Fill the Funnel - Smart Calls<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjJmipqPMHT_hQYkphRj3g1PGLz9pPhDeMZAf9ZleYxReJcn2qc4GE7qNKro_eHGWpiAeZzdiFh8i63CBUpJniT8TKP5tx1XpBX_d72vgNQkB7SQBKQXawcqv45CVRZ04Nixy47Y0jYZkYx/s1600/phone.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="131" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjJmipqPMHT_hQYkphRj3g1PGLz9pPhDeMZAf9ZleYxReJcn2qc4GE7qNKro_eHGWpiAeZzdiFh8i63CBUpJniT8TKP5tx1XpBX_d72vgNQkB7SQBKQXawcqv45CVRZ04Nixy47Y0jYZkYx/s200/phone.jpg" width="200" /></a></div>
<b><span style="color: #0060b0; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">Are You Making Smart Sales Calls?<o:p></o:p></span></span></b><br />
<span style="font-family: "Trebuchet MS", sans-serif;">
<span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;">Once
you determine the buyer is interested, the next stage is building a relationship
and learning more about the customer’s needs. Salespeople build </span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;">rapport by asking questions and listening to the answers, and
furnishing<span style="color: black;"> </span>information. Customers who like
their salesperson and your product<span style="color: black;"> </span>remain in
the funnel. They represent real opportunities for sales.<span style="color: black;"><o:p></o:p></span></span></span><br />
<span style="font-family: "Trebuchet MS", sans-serif;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span></span><br />
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">If many potential
customers enter the funnel, but few turn into opportunities, work on improving
your team’s sales skills.<o:p></o:p></span></span><br />Linda Bishophttp://www.blogger.com/profile/10831485034689722536noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-73937711139095131022012-12-07T07:18:00.000-05:002012-12-07T07:18:00.265-05:00Fill the Funnel - Talking to Prospects<b><span style="color: #0060b0; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">Are You “Talking” to Enough Potential Customers Who
Might Want to Buy?</span></span></b><br />
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjXWJWJaDwDE5GWnf4eFWH_eRG3D2aAtxR1Nzv9vuC1RYxKMMHOO0CmNhjHFTkwoAy0eMLxYSfsFHRv8x065C5tHzvDCpQlctU8cud953PWVsh00tNvCruE0NWClHpEO9d1b5Va9mX20PLI/s1600/talking-heads.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><span style="font-family: "Trebuchet MS", sans-serif;"><img border="0" height="183" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjXWJWJaDwDE5GWnf4eFWH_eRG3D2aAtxR1Nzv9vuC1RYxKMMHOO0CmNhjHFTkwoAy0eMLxYSfsFHRv8x065C5tHzvDCpQlctU8cud953PWVsh00tNvCruE0NWClHpEO9d1b5Va9mX20PLI/s200/talking-heads.jpg" width="200" /></span></a><span style="font-family: "Trebuchet MS", sans-serif;"><span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;">If
the market is big enough, potential customers are aware and your price is fair,
and you still aren’t getting enough sales, the next step is to ask if you’re
starting enough selling conversations to qualify leads.</span><span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><o:p> </o:p></span></span></div>
<span style="font-family: "Trebuchet MS", sans-serif;">
</span><br />
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">Critical
first conversations focus on learning if potential customers are interested in
buying what you sell. In printing, many initial qualifying conversations start with
cold calls. If that’s true at your company, then having the sales team smile and
dial more often is one way to pour more into the funnel.</span></span></div>
<span style="font-family: "Trebuchet MS", sans-serif;">
</span><br />
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">Marketing
tactics such as advertising, direct mail, telemarketing, and trade shows are
other ways to open selling conversations by raising awareness in your marketplace.
These programs help to introduce your company to a large pool of potential
customers and encourage customers to call you.<o:p></o:p></span></span></div>Linda Bishophttp://www.blogger.com/profile/10831485034689722536noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-27243947816535245502012-12-05T07:14:00.000-05:002012-12-05T07:14:03.010-05:00Fill the Funnel - Your Market<span style="color: #0060b0; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;"><i><span style="color: #78797b; font-family: ACaslon-Italic; font-size: medium;"><span style="color: #78797b; font-family: ACaslon-Italic; font-size: medium;"><span style="color: #78797b; font-family: "Trebuchet MS", sans-serif; font-size: small;"><div align="LEFT">
If you’re looking to increase sales, take a new look at the sales funnel. The funnel concept survives because it’s simple and brilliant. Potential customers flow in at the top of the funnel and the process of qualifying prospects begins. Some leads progress down the funnel and turn into opportunities. Other leads decide they’re not interested and evaporate. The speed of progress depends on the urgency of the buyer’s needs and your team’s selling skills. Some opportunities turn into orders and cause dollars to drip out at the bottom of the funnel.</div>
</span></span></span></i><span style="color: #78797b; font-family: ACaslon-Italic; font-size: medium;"><span style="color: #78797b; font-family: ACaslon-Italic; font-size: medium;"><span style="color: #78797b; font-family: ACaslon-Italic; font-size: medium;"></span></span></span></span></span><br />
<b><span style="color: #0060b0; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">Do You Serve a Big Enough Market?<o:p></o:p></span></span></b><br />
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: Calibri;">Customer
needs, geographical reach, and your ability to create awareness all place
practical limitations on the size of the market you serve. If you can’t reach
customers, they won’t buy from you. Your ability to create awareness combines with
the buyer’s willingness to consider you as a supplier. Those two factors set
boundaries and limit your reach.</span></span></div>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgGdv2vJmVr01B7kjzlxKhoQgPs2RJhCR_4y6PX5o4QKziw-mXgmkElZ1zHeKxtA6zmkZeXtpeBj1EVbSuCuJzvNfUOtCM1kEDuWdseOKtoBbdjUieN7cvwe0LBODbDPtIsqJj8j4Av4Fn6/s1600/map.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="148" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgGdv2vJmVr01B7kjzlxKhoQgPs2RJhCR_4y6PX5o4QKziw-mXgmkElZ1zHeKxtA6zmkZeXtpeBj1EVbSuCuJzvNfUOtCM1kEDuWdseOKtoBbdjUieN7cvwe0LBODbDPtIsqJj8j4Av4Fn6/s200/map.png" width="200" /></a><span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: Calibri;">Awareness
is critical when selling. Many people may need your offering, but unless they know
you exist, they won’t consider buying it from you.</span></span><br />
</div>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: Calibri;">If
there aren’t enough potential buyers in the area you reach and serve, you must expand
your territory to pour more into the funnel. If there are plenty of local buyers,
but too few know you exist, your problem is creating awareness.</span></span></div>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<br />
<span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: Calibri;">Some
companies have a tougher problem to solve. There are plenty of potential buyers
and loads of them know you exist, but they still aren’t interested in purchasing.
Then, the problem could be your value proposition. Simply put, your value
proposition states the benefits the customer gets when they pay your price.</span></span></div>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<br />
<span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: Calibri;">Customers
believe a price is “fair” when they think rewards justify costs. When too few
customers are willing to buy at your price point, you have two options. You can
increase the number of benefits offered so they get more for their money. Or,
you can reduce the price to fit expectations.<o:p></o:p></span></span></div>Linda Bishophttp://www.blogger.com/profile/10831485034689722536noreply@blogger.com0tag:blogger.com,1999:blog-2678684908877727503.post-18428193730475163282012-12-03T07:00:00.000-05:002012-12-03T07:00:05.723-05:002013 Sales Goals<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhGXH3H6n-ceCHQJVXxEPhTibcxLnmCOSYIJGtpF9YkgyiOsZCDxDdKzeVb7D6_TF86GJeuTxY99U7VfkytKFyiyazUSzeXXP9tZxIgys0Nfvlmz9X09gQWD-v4OqXiEpr_fN_IVQbncl-6/s1600/setting-goals1.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="250" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhGXH3H6n-ceCHQJVXxEPhTibcxLnmCOSYIJGtpF9YkgyiOsZCDxDdKzeVb7D6_TF86GJeuTxY99U7VfkytKFyiyazUSzeXXP9tZxIgys0Nfvlmz9X09gQWD-v4OqXiEpr_fN_IVQbncl-6/s320/setting-goals1.jpg" width="320" /></a></div>
<span style="font-family: "Trebuchet MS", sans-serif;">As 2012 comes to a close, I want to spend this month reviewing how you can set and reach your sales goals in 2013. To start, consider the following:</span><br />
<br />
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">The best
goals are realistic, yet challenging. When you reach a goal you’re proud of
what you accomplished. To decide if a goal is realistic, answer these questions
and use the information as a guide.</span></span><br />
<ul>
<li><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">How much
did you sell in 2012?</span></span></div>
</li>
<li><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">How much do
you want to sell in 2013?</span></span></div>
</li>
<li><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">Who were
your customers in 2012?</span></span></div>
</li>
<li><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">How much
did they buy?</span></span></div>
</li>
<li><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">How much do
you project them to buy in 2013? </span></span></div>
</li>
<li><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="font-family: "Trebuchet MS", sans-serif;"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;">Estimate
the gap. </span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><em>Goal-Total
Sales Projected for 2013 from Current Customers=New Business</em></span></span></div>
</li>
<li><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">What does
the average customer buy in the first year?</span></span></div>
</li>
<li><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="font-family: "Trebuchet MS", sans-serif;"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;">How many
new customers do you need to reach your goal? </span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><em>New
Business ÷ Average Value of a New Customer = No. of New Customers</em></span></span></div>
</li>
<li><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; mso-layout-grid-align: none;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: "Trebuchet MS", sans-serif;">Based on
past experience, how many prospects do you need to talk to in order to get a
customer? That is how many people you need to load into the top of the funnel,
qualify and convert.<o:p></o:p></span></span></div>
</li>
</ul>Linda Bishophttp://www.blogger.com/profile/10831485034689722536noreply@blogger.com0