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Sales Information
The Importance of Good Sales Leads
An important part of your business plan should be to generate a steady stream of qualified leads. Making sure that leads flow into your "pipeline" will be one of the most vital aspects of your overall business. This will be particularly true if your business is network marketing. You need an abundance of leads constantly flowing in because sales and recruiting is mostly a "numbers game". There are plenty of ways to obtain new leads, depending on your time and resources. Perhaps the most simple method is to buy a list of leads that pertains to your niche. Many firms in fact provide this service, and you can acquire leads pertaining to nearly any topic under the sun, from pets to sports.
Buying Mortgage Leads - Three Things to Consider
The time comes for all mortgage brokers and loan officers to consider spending some of their hard earned money by testing the waters of mortgage leads.
The Never Ending Sale
Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and the business of their family and friends.
Value-added Selling?
"Value-added." That word is used so much it has become a cliché in business circles. There may not be a business in the world that doesn't claim to be a "value-added" seller.
What Not To Do With Your Leads
Anyone that works in sales knows just how important it is to have lead sources to keep your pipeline filled. But it is not only how we obtain the leads that is important, it?s what we do with them once we get them.
Get the Most Out of Your Current Customer
The customers you already have could be your biggest lead source, and you may not even realize it.
Mortgage Leads, Choosing the Best Option
When it comes to buying mortgage leads, there are many good companies out there for you to research, and many avenues to travel down when considering which lead type will work best for you.
People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!)
What Are Car Boot Sales?
If you live in England then you will already be familiar with car boot sales but I will still offer some valuable tips on how you can make money or find a bargain. However, if you are a resident of any other country then you are unlikely to know what car boot sales are and I hope to enlighten you as to these weekly events.
Needs Based Selling
I am sure you are familiar with the phrase, ?I could sell ice cubes to an Eskimo.? First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accomplish.
To Buy or Not to Buy? Motivating Your Customers to Take Action!
All customers have a choice to make. Sometimes that choice is between your product and your competitor?s, but sometimes it?s not. Often, the customer?s choice is simply whether to buy your product or nothing at all. If this is the actual choice your customer faces, it is important to determine this early in the conversation. Doing so will help you to use a tone and message that directly relates to your customer?s emotional reasons for considering your product.
Mindset Over Materials: The Secret Weapon of Sustainable Sales Success
Long-term sales success has less to do with skills or knowledgethan you might think. Nor are stunning brochures or excellentproducts guaranteed to make one iota of impact over time. Unlesscertain critical elements already exist in the salesperson,providing training and tools in hopes of improving performancedoes nothing more than giving a PGA golfer's best driver to anamateur. The club itself can't make someone a pro.Yet a pro can take a cheap driver and make a better shot than anamateur with the best and biggest Big Bertha has to offer.Likewise, you probably know one or two standouts who haveexcelled without classic sales training, without flashy supportmaterials for their products, and even without a superiorproduct to represent.Then what makes the difference? If it's not remarkable closingability, appealing brochures, outstanding product knowledge, orrelentless objection handling... if it's not talent orbrainpower or tools that create sustained success, what is it?In more than twenty years studying the top performers in manyfields, I've discovered the mysterious X-factor is mindset: agroup of attitudes, understandings, beliefs, and resultingbehaviors. Whether you're talking about golf or sales or anyother pursuit, the same principle applies. Ultimately, themindset creates top performance, excellent production numbers,and prosperity for both the salesperson and the company he orshe represents.Creating a mindset of sustained success requires you to focus onthree key areas:The beliefs you have about yourself;The attitudes you have about your customers, product, andindustry;The ownership you take of your own success.The Inner Game of SalesYou have to see yourself as successful in the inner game inorder to be successful in the outer game. When you give that"command" to the unconscious mind -- when you imagine howyou'll feel, look and sound when you are producing at the levelyou desire -- the mind thinks it's already occurred and callsfor an encore performance in the real world.The first step to changing your own "mental programming" is torecognize it. Think about it. Think about why you don't do whatyou know intellectually you should. Then start thinking aboutwhat's behind it. What do you have to believe about yourself,your world, your product, your industry, to cause this behaviorto occur?Some common underlying beliefs that regulate salespeople'sperformance are"I need more training and skills before I can succeed.""I'm not worthy of earning more than...""I am not good at cold calling.""I'm not able to talk to (or get to) the decision makers atthe top."Once the underlying belief is uncovered, a new belief must bechosen. The new belief can be the opposite or an "antidote" tothe old one, such as "I have unlimited life knowledge andexperience." New beliefs must then be "installed."Specifically, the new belief must be supported by both evidenceand habit.Start by answering a simple question: What will I have to see,hear, and feel to cement this belief? Then begin vividlyvisualizing these results at least twice a day. (Note: the mindis most open to suggestion first thing in the morning just afterwaking and the last thing at night before sleep.) Many peoplethink that results build belief, and in some cases this is true,but it's more often the inverse. Remember the chain:thought/word-image-emotion-action-result. You must be able tosee yourself already in possession of the outcome of the newbelief.Champions in any field create an unbending belief in themselves,program themselves to continually find evidence to support itstruth, then consistently and vividly see themselves inpossession of the desired goal. William James, the father ofmodern psychology, said, "Your belief creates the fact."Now Forget Sales, and Focus on YourCustomersOnce you've visualized yourself achieving your goals and removedany psychological obstacles, it's time to put those goals asideand focus on the customer. Again, this all happens in your mind,but it has a profound impact on the way you affect your outerworld.Today's customers and clients require a new attitude, one thatoffers something rather than asks for something. In a high-techsociety, high touch is highly valuable. The new-schoolsalesperson focuses on giving instead of getting, on serviceinstead of sales. Always a man ahead of his time, Henry Fordcaptured this mindset eloquently: "Wealth will never beachieved when sought after directly; it only comes as aby-product of providing useful service."This level of service takes some guts. Sometimes you have totell people what they don't want to hear. Sometimes, you evenhave to say, "Maybe I'm not the best for you... I'd like tosend you to someone who will be." Service means that you're nolonger willing to do whatever it takes for the sale. Now you'lldo whatever it takes for the customer -- because it's thecustomer who makes or breaks your business, not an isolatedtransaction.Old Hat, New Head: Take Ownership of YourSuccessHave you heard these ideas before? Are you utilizing them as youshould? If not, why not? Likewise, are there other, obviousprinciples of business success you've overlooked?Sales success grows out of a fundamental mindset, based on someideas that may be "old hat" but require a "new head" to fityou. I operate from the premise that you know what you need todo, and you have what you need to create a six- or seven-figureincome. Most salespeople have heard all the "magic bullet"ideas and pitches. But until you begin to think in new ways, youwill never apply these time-tested principles. The distinctionbetween short-term flashes in the pan and sustained success issimply doing what may seem obvious to you right now. We mightsay, "If the hat fits, wear it."
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of a sudden, afight breaks out between two men who?ve had too much to drink.
Three Ways to Get More Referrals
When you are in the business of sales, among the many key ingredients to your success is receiving referrals from as many sources as possible.
Picture Yourself a Winner
In the work place, the amount of good things that happen to a person during the day far out number the amount of bad things that happen, so why do we spend so much time stressing over the bad things when we should be smiling about the good things.
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