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Tips

Here are some tips for you.  Comments?  Click on "Contact Us" if you have a great tip for our team. 

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Why They Say NO

Posted by Andrea Walen on February 10, 2012 at 10:40 AM Comments comments (0)

There are only two reasons why a prospect will say no to you; either he does not believe you, or he does not understand. You must take responsibility for both.

Buffer The Objection

Posted by Andrea Walen on January 16, 2012 at 1:05 AM Comments comments (0)

Before responding to a prospect's objection, diffuse the resistance by agreeing with him or her.  Example: "I can appreciate what you're saying. I agree with you, the price is high. I understand exactly how you feel because I've been there myself."  These are called "Buffers."

Memorizing Presentations

Posted by Andrea Walen on January 5, 2012 at 7:50 AM Comments comments (0)

One of the best ways to learn a good presentation is to put the language on 3x5 cards. Take the cards wherever you go and memorize the language like the multiplication tables when you were in grade school.

Following Up - Got Me Thinking

Posted by Andrea Walen on December 24, 2011 at 11:35 AM Comments comments (0)

A great way to make an attractive follow-up sales call (or invite) is to begin with this language, "You said something the last time we spoke that got me thinking." Then remind them of something they said and offer another benefit you hadn't pointed out before about it.

You Need A Plan

Posted by Andrea Walen on December 23, 2011 at 9:10 AM Comments comments (0)

Trying to operate your business without a written business plan is like trying to navigate a ship across the ocean without a rudder.

Plan how many calls you'll make per day - then do it.

Plan how many invites you'll make per day - then do it.

Follow the 10 COMMITMENTS and you'll succeed!  That's our business plan.


4 States of Presenting

Posted by Andrea Walen on December 21, 2011 at 10:50 AM Comments comments (0)

All major sales presentations are made up of four stages:

1. The Introduction Stage

2. The Uncovering Needs (or Problems) Stage

3. The Solutions (or Demonstration) Stage

4. The Closing Stage

Understanding this is the beginning to learning how to give compelling presentations.

 

Take Responsibility & Get Better

Posted by Andrea Walen on December 20, 2011 at 7:40 AM Comments comments (0)

Take responsibility for your missed presentations. Never blame prospects. Either they were never qualified to begin with and should not have been given a presentation or you didn't give a very compelling presentation. At the end of each missed presentation, ask yourself what you did wrong and make the appropriate adjustment.

Ask Questions

Posted by Andrea Walen on December 20, 2011 at 7:40 AM Comments comments (0)

You can ask all the questions you want (even personal ones) in your presentation by simply asking permission to do so before you begin. Here's what you say: "It would be helpful for me to understand more about your situation. May I ask you a few questions?"

Are They Interested?

Posted by Andrea Walen on December 17, 2011 at 6:35 PM Comments comments (0)

When prospects indicate they have an interest in your products, or services verify their interest is genuine before giving your presentation. Ask, "Why are you interested? What makes you say that? How do you see this helping you?"

Be Quick

Posted by Andrea Walen on December 16, 2011 at 10:20 PM Comments comments (0)

People hate long sales presentations. Make yours sound short by leading with, "May I ask you a quick question?"

I Don't Care

Posted by Andrea Walen on December 16, 2011 at 10:15 PM Comments comments (0)

One of the most powerful sales strategies you can use when prospecting is to convey to your prospects that you don't care all that much if they buy from you or not. It's called, "The Take Away."

Time for Presentation

Posted by Andrea Walen on December 16, 2011 at 10:15 PM Comments comments (0)

Before beginning a presentation, ask your prospects how much time they have set aside for the meeting. It conveys that you respect their time and it tells you how serious they really are about hearing you out.

Couples

Posted by Andrea Walen on December 16, 2011 at 10:15 PM Comments comments (0)

When presenting to a couple (husband and wife), always get both to respond and commit ("yes or no") to your questions as you explain your offer and ask for feedback. If necessary, ask your questions to each one individually.

Invite the Decision-Maker

Posted by Andrea Walen on December 16, 2011 at 10:15 PM Comments comments (0)

To find out who the REAL boss is with a married couple, ask a question like, "What motivated you folks to want to look at my program?" The first person to respond to the question is usually the boss.

Prospects Sell Themselves

Posted by Andrea Walen on December 16, 2011 at 10:15 PM Comments comments (0)

You get prospects to sell themselves by asking questions that cause them to think and talk. The result of great questions is that prospects end up making up their own minds without you having to sell them.

The Takeaway

Posted by Andrea Walen on December 16, 2011 at 10:15 PM Comments comments (0)

People want things they cannot have or are difficult to get. Make your prospects qualify to buy your products and/or services and your posture will make for a better presentation.

Joint Ventures

Posted by Andrea Walen on December 16, 2011 at 10:15 PM Comments comments (0)

Who benefits from your success? Look to joint venture with vendors and other business people that will benefit by the two of you helping each other market and sell to each other's list of prospects.

Call Prospects for Events

Posted by Andrea Walen on December 16, 2011 at 10:10 PM Comments comments (0)

Don't send holiday or birthday cards to your prospects. Instead, call them and give them your personal greeting. It will open the door for a business conversation without you having to initiate it.

Unique Selling Proposition

Posted by Andrea Walen on December 16, 2011 at 10:10 PM Comments comments (0)

What separates you, your company, or your products from the competition? Whatever it is, in all of your marketing and sales presentations, you want to dramatically point that out. It's called a "Unique Selling Proposition".

***We teach people to get paid to travel and have fun.


Prospect Every Day

Posted by Andrea Walen on December 16, 2011 at 10:10 PM Comments comments (0)

Prospecting is the single most important activity in any sales business. If you don't like making prospecting calls, get over it. No matter what, you must make prospecting calls every day. On the days when you cannot find the time to prospect, make one call anyway.


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