Closing opportunitiesIf you have difficulty recognising closing opportunities and using them to good advantage, the chances are you’re not listening properly to what the prospect or customer is saying (or not asking the right questions in the first place – but that’s a separate issue).It’s easy to be distracted into thinking about the next point you want to make and fail to concentrate and actively listen, so you actually miss any buying signal that you’re given. This may seem a bit blunt, but try remembering that you have two ears and one mouth, and that it’s a good idea to use them in that ratio!Buying signalsOne of the skills you need to hone in any sales situation is your ability to pick up on buying signals that could be anything from a seemingly innocuous comment to a great big bell clanging (figuratively) in your head. And they will often be offered up at various stages as a result of the conversational questioning techniques you use.When you hear what you believe to be one, investigate it,womens north face jackets sale, question it and find out for certain:Try to get committal To do that you can use:A straightforward assumptive statement followed immediately with a tie down
Question,north face jacket for men, need, benefit sequence (works well where there’s room for confusion, the problem is particularly complex or you’re really not certain in your own mind that you’ve understood it and need to clarify it)
An alternative question (good when you’re fairly certain that there are two different needs emerging and it’s not clear which is the most important or has the highest priority) You’ll either get agreement or the prospect will contradict you and tell you what he really means and needs. Either way you have your committal.You should be closing the prospect or customer all the way along the line,womens spyder ski jackets, not just right at the end when you believe you have an opportunity to close the deal.Let’s put this into perspective:If your prospects’ (or customers’) needs are at all complex or technical, or have far reaching ramifications throughout the company, then the buying process will reflect that. You will probably need to develop or refine your product, service or solution along the way to meet the specific needs of each company you do business with.If this is the case you must commit and ‘close’ your prospects or customers to each phase of the sale otherwise you’ll find that you’re constantly going back over previous issues that you thought had been adequately addressed and solved.On the other hand, if yours is a more straightforward, simpler product, service or solution it’s equally important that you know how to recognise opportunities to close each sale in a timely, cost efficient way, rather than allowing it to drag on.The final close – Don’t fail now,kids spyder ski suits sale!Either way, by this stage of the sale, whether on the telephone or face-to-face, you will have accomplished most of the hard parts, so it’s not far short of criminal to lose the business because you fail to close the sale properly.You’ll soon find out how well you have gathered information, qualified the prospect/customer, identified and committed him to his need, and presented your solution tailored to that need.If you’re continually ‘getting on great’ with your prospects and customers yet failing to win profitable business you can’t blame them! You need to take responsibility and do something about it.Happy sales and customers, and lots of them,mens moncler jacket!
After the hard work of planning and setting up a new business, getting together the funding and starting out in business, you need to tell EVERYONE about it! So what’s the best way to shout about your business?Opening Celebration: Make a big thing about the opening of your new business. Hold a party, send out invites, tell the press. Start your new life with a bang,spyder ski jacket for women! Start a your campaign before you open by building up anticipation. Remember the “what’s an Oprah?” Now who hasn’t heard of Oprah Winfrey?Press Releases: If you have just done something interesting and wonderful, then tell the press about it. Write a press release, send it to your local press and publish it on a press release web site,womens north face jackets sale.Web Sites: Set up a web site and submit your site to major search engines. Build up your links.Publish: Write articles, write for other web sites,mens moncler jackets sale, write ebooks, regularly update your web site and your marketing materials. Just keep getting your name in print. The more people see your company name, the more familiar they will be with you and the more comfortable in buying from you.Get Involved: Join clubs, undertake work for charity, hold competitions, open days etc. Exhibit at exhibitions, give samples to gift bags, donate competition prizes. Put your company name where other people are and build up the impression that you are a generous part of the community.Advertise: The success of advertising is built around volume and consistency. This is difficult on a small budget, so go for smaller and more frequent adverts. Advertise locally, swap adverts with other companies. Barter adverts for services or products. Put leaflets all around your neighborhood. Place them in restaurants, gas/petrol stations, hotels,womens moncler vests cheap, clubs, sports halls etc. – just remember to get permission first.Good luck!
“Sometimes winning is losing.” It’s difficult to accept that idea in business where winning may be the difference between closing the doors and making a profit. When the bottom line is at stake, none of us want to lose. We all want our business ventures to succeed and prosper,womens north face jackets sale. However counterintuitive it may seem, there is a way for that principle to be applied in business. This happens in a place of acceptance where we allow ourselves to let go of preconceived plans. We can lose and win a new perspective that will ultimately lead to the success of the business.The threshold to gaining this approach is accepting that losing is not terminal, which circumstances may indicate. Losing simply means that a desired result was not obtained at the pre-determined time – time is the operative word here. Suppose you place a bet that your favorite baseball team will score ten points more than the opposing team and they end up scoring nine points right. You consider that as having lost the bet because the scoring of ten points failed to occur in the allotted time. Does that mean that your team does not have the talent to outscore the opposing team,north face jackets for women? No, not really. It just means that, under these conditions and the time constraints, they came up short.Losing does not mean anything about the person who did not produce the intended result,spyder ski jackets sale. It mostly speaks to the resulting experience and whether it hit the mark or not. We must depersonalize our losses because they do not define us. An experience is just that, a set of events based on specific conditions during a certain time period. Though experiences inform who we are and the choices that we make, they are simply a series of events. They come and go and just as quickly as we experience them. Most things are not as catastrophic as they seem. When we don’t produce the desired result, we should realize three things (1) it is not personal; (2) it is temporary; and (3) it offers an opportunity to try again.Adding these layers to your business outlook will allow you to reinvent your business ideals, set new goals, and most importantly hold your head up high when it appears that your business is on a losing continuum. Nothing is more demoralizing than the negative outlook that “losing defines you,” or that there’s nowhere to go. The reality is that if you think of every time in your life where you have experienced some type of loss, there are equal experiences that came after that loss where you thrived. These shortcomings set the stage for the subsequent successes. This is not advocating that you should voluntarily set out to come up short. When you “fail” despite your best efforts, that’s when you need to embrace the loss,kids moncler vests sale. It is setting you up for a comeback – an ultimate win. Allow your downtime to set the stage for you to make a go of the next set of circumstances,mens moncler ski jackets cheap. You can obtain the desired results at the right time.
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In direct sales rapport with the prospect greatly enhances your probability of closing the sale. To be effective at using rapport you need to understand how your prospect communicate and process information. Does this sound a bit farfetched to you? Frankly, it is challenging to learn this and requires constant practice.The first step in understanding how your prospects communicate is to first understand how you as sales professional communicate,cheap moncler vests for men. Do you prefer to have thins explained to you in a visual manner or through written materials? Maybe you like to understand how something works before you obtain and use it. Once you identify the manner in which you communicate then you will be able to identify this in direct sales when dealing with prospects. You may then adjust your sales presentation to maximize getting your ideas accepted,mens spyder ski pant.During your meeting with prospects you may have noticed the different speaking tones body language and eye movements. Eye movements can be a key indicator of how your prospects communicate. For example, if the prospect looks up a lot, while you are speaking then they most likely communicate in a visual manner. The use of graphics illustrations and diagram should be most effective to such prospects,moncler ski clothing. If the prospect looks from side to side a lot then the use of written materials would be most effective. If the prospect tend to look down a lot then using words to appeal to their emotions would be cost-effective.Finally, learn to rely on your instinct because your instincts are usually correct especially if you use it constantly. By internally monitoring how your prospect is communicating you can ask questions that will enable you to see tings from their perspective,moncler vest for kid.In direct sales, this enables you to find a common ground whereby you can make the prospect more comfortable and offer a solution to their needs.Having good rapport skills in direct sales will enable you to attain a higher level of success,womens north face jackets sale.
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Many people used to ask me what was some of the reasons I chose to become an Entrepreneur. At first I would give a simple answer and that was this: freedom. There were other reasons also but I wanted to try and sum it up with a straightforward response of freedom. However after actually starting a business and continuing to run and operate it my answer would involve more than just freedom today. This is why I want to give three simple reasons as to why I think theres a strong allure into entrepreneurship. ,kids spyder ski outerwear sale; These reasons I feel are still relatively simple but are absolutely apparent when one decides to venture off into business. The first draw I believe is the most tempting reason from them all and that is profits. I like to compare profits to politicians, the number one reason politicians who are in office run again is for re-election. The number one reason for entrepreneurship is the potential for unlimited profits. This is true but I feel as though the use of the word unlimited is over saturated because in order for one to seemingly fall into that category you need to have a product that is revolutionary and can be used worldwide such as McDonald’s,moncler ski wear.The next allure still stays with my original intention, which was freedom. Many people want that freedom of autonomy and the freedom to make a decision and not have to worry if it will cost you your job. This is great to have but one must remember when you have a business yes you do make decisions but if you make one really bad mistake it could cost you your business and in that situation your livelihood.The last big allure of entrepreneurship is taxes. ,north face jacket for men; It seems as though in business one can almost write off anything. With taxes one is able to make there business an entity free from the entrepreneur making the owner not liable for anything bad that goes on in the business. This is huge because this can shield entrepreneurs in some cases from being sued for everything they have. Also in entrepreneurship taxes are generally lower and with the help and advice of a CPA one can find ways to make a cheaper tax bill at the end of the year,spyder ski gloves cheap.With that of profits, freedom and taxes entrepreneurship has been an arena that to this day continues to attract people by the millions every year. However it is vitally important that one knows what they want to do and know deep inside them that they too can succeed because with a business venture comes great risk and if one fails then they can find themselves in financial ruins. I’m an advocate for entrepreneurship I just believe that you need to be prepared and to remember this single quote that I live by. It’s this “If you want something in life go and get it period”,womens north face jackets sale, if you can live by this when starting a business then there should be no reason why you can’t see success.
Last week I spoke to the Greater St. Louis Dental Society. My session was filled with primarily hygienists, receptionists and chair-side assistants.We explored something I call The OING Model.Oing represents four types of encounters between employees and patients, each of which is an opportunity to inject (no pun intended) a little more of your personality into each encounter.About 160 people filled out index cards with potential lines, expressions and greetings that were a bit more creative, fun, unique and of course, approachable. Many of these suggestions are listed below, along with a brief description of each category. (Remember: not all of these are gold. It’s an exercise in creativity that brainstorms ideas to make your patients feel more comfortable in a more unforgettable environment.)O – OPENERAnswering the phone in the office, possibly greeting a walk-ino “This is Beth, I’m here to help…”o “Smiles are our business, how can we make them yours?”o “Good morning, and how can we help your child smile today?”o “You have the pleasure of talking to Rena…”o “Lovely morning to ya!”o “World’s greatest dental office…”o “This is your hunting dentist…”o “Damn we’re good, when do you want to come in?”o “Hello, flash us your smile…”I – IN A MINUTETelling a patient you’ll be right with them during a busy timeo “I’ve lost my mind – you can help me find it in just a sec…”o “OK, give me two seconds. Start counting…NOW!”o “I’ll be with you as soon as I catch this kid,womens spyder ski pants…”o “You’ll be the next smile taken care of.”o “I’ll give you a chance to bite me in just a minute.”N – NEXTInviting the next patient in line to enter the officeo “Are you ready for the best cleaning of your life,womens north face jackets sale?”o “Hurry or I’ll start without you!”o “Come on in,cheap spyder ski outerwear for men, your smile is waiting!”o “Get moving!”o “Ready or not, here I come!”o “Did you draw straws?”o “Did you flip a coin,cheap spyder ski wear?”o “Are you ready to rock and roll?”o “Come on down! You’re the next contestant at…”o “Let’s get this party started!”o “My superpowers have been recharged: I’m ready for you now!”G – GOOBYEAs patients exit the office,womens moncler vests sale, you give them a lasting impressiono “Don’t forget to scrub them bugs away!”o “We’ll see you in 6 months or 6,000 smiles!”o “Power to the Plaque Miester!”o “I’m so glad you got to see me!”o “See ya later alligator!”o “Alright, I’m finished picking on you.”LET ME ASK YA THIS…Do you OING?LET ME SUGGEST THIS…Brainstorm five new ideas for each of the four encounters with your staff. Try them out, then call me in the morning
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