Salute Friend

Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn’t want to buy from you, ask yourself the following questions.

1. Does the buyer feel neglected?
This is a prime danger of taking regular customers for granted. You could well walk in expecting a sure-thing order only to find that your customer isn’t sure he or she wants to deal with you anymore. Why not?

The buyer may feel that the amount of steady business that his or her company has provided merits more of your time and attention then you’ve been giving lately.

The buyer may feel that his or her job depends on dealing with a supplier who can be trusted to deliver what was ordered when it’s supposed to be delivered., who will still be available after the order is signed.

If you’ve determined that neglect is the emotion behind the buyer’s objection, the best thing to do would be to let the customer get all those feelings outside in the open. Once the buyer has made you aware of your shortcomings, he or she may still give you the order-once promised to do better in the future.

2. Does the buyer feel that you’re not showing enough respect?
To some buyers, salespeople who just “drop by” are telling them that they aren’t important enough for an actual appointment.

Make sure you show respect for your customers’ time-especially in the initial stages of developing an account-by taking the time to set up an appointment for your call. Later, customers may indicate that its okay to stop by any time you have a useful idea to share with them.

3. Is the buyer afraid of doing something new?
Fear of taking a new course of action is a common emotion. Staying with a known product or service is a secure investment.

When this fear is the emotion behind the objection, you must show the buyer-tactfully, of course-that not trying new methods or products eliminates the possibility of benefiting from them. Especially if the buyer has been burned before by a new-and-improved product that turned out to be neither, you may have to prove that your product or service will really do what you’ve said it will, that its value is worth its cost.

4. Is the buyer afraid of abandoning the old?
Closely related to the fear of taking a new course of action is the fear of abandoning an existing one-especially one that represents a major start-up investment-even if its proving unsatisfactory. A company that has already made a significant investment in its existing program will probably be hesitant about dropping a similar sum on a totally different alternative.

If you realize that the prospect is not going to abandon what it has, you still don’t have to abandon the company as a client. Look for ways that your product or service can help solve some of the problems created by the existing system. But take care not to sound too critical of what could be the buyers ( or someone in top management’s ) pet idea. Don’t tell the prospect to dump the existing product and switch to yours. Instead, explain that you are aware of the problems and that if the prospect will allow you to explain your alternatives, you’ll be able to show how your product or service can help them correct them.

Making an honest attempt to understand the emotions behind sales objections helps you to position your product or service in a way that makes it easier for your prospect to say “yes”.

Neil Greenberg is a sales maanger with a DC based e-commerce company. http://salessherpa.blogspot.com/

I’m about to challenge your belief system, or at least I’m going to try.

I’m going to tell you exactly why you make a sale, and why you do not.

By doing this, I’m going to give you access to some extraordinary principles that seem to fly in the face of logic, but nonetheless are at work in your life every moment of every day.

There is a Law put in place that permeates the entire Universe. It is called the Law of Attraction. While this idea is generally associated with the new age and metaphysical communities, it is in fact, a Law. This means that there is not one entity in the Universe that is “immune” to it.

To understand the Law of Attraction on a practical level, you need to have a basic understanding of the building blocks of our Universe. Specifically, you need to know that at our most basic physical level, we are 99% empty space. We are in fact, pure Energy. And this Energy has a specific characteristic that if we understand it fully, we can use this characteristic to create a life beyond our wildest dreams. And that includes making more sales, with more commission, and more effortlessly than you would have thought possible.

The Law of Attraction is all about this characteristic that I mentioned. That is that Energy attracts like Energy. I understand that we’re talking about non-tangible things here, and that some of this is beyond the scope of what you’ve thought about before, thus this all might seem very far out. However, I urge you to continue reading so that you can see that regardless of what you think about it, it IS at work in your life, and thus you have the power to redirect anything and everything in your experience.

All Energy vibrates. Everything has a specific and unique frequency. You need to understand that EVERYTHING is Energy, including your thoughts, dreams, and passions. When two vibrations are in resonance, they attract each other.

This manifests in subtle ways in our lives every day. We’ll be thinking about someone and they will call. You’ll think about something you want, and suddenly you obtain it through completely unexpected means. How does this happen?

Every thought and feeling you have has a vibration. It’s resonating out into the Universe at a specific frequency, basically seeking a matching vibration. If you’re thinking about talking to a person, and really feeling what that would be like, you are literally attracting the circumstances for that feeling to manifest physically. You are attracting a situation that is in perfect resonance with what you’re vibrating. When you do that, the Universe WILL respond appropriately every time.

Given this, imagine the possibilities as it applies to sales!

First, you have to understand that this is not about making other people do what you want them to do “against their will”. To the contrary, it is about learning to literally ATTRACT the appropriate people who WANT to buy from you. Most people work far too hard trying to FIND the appropriate buyer, expending time and Energy on people who are not a vibrational match for them.

Think about that. Wouldn’t it be nice to NOT have to cold call all the time? Wouldn’t it be nice to know that nearly everyone you deal with is going to make a purchase, or even be a lifetime customer? Of course it would.

It’s actually quite a simple process, however not always so easy for everyone. Many people have all kinds of “stuff” (limiting beliefs) about what is possible or necessary with regards to succeeding in sales. They’ve learned that nothing short of hard work will result in success, and they have had many models in their lives that have demonstrated this to be “true”. However, there is NO Truth to it. It’s simply a belief. And if that belief runs through you, it affects your energetic vibration - your frequency - and limits what you can attract into your experience b>no matter how much you consciously want something different.

To attract something into your experience, such as a multitude of sales, you have to go from “wanting” it, to feeling that you already have it. There is a very specific vibration to “wanting”. It implies you don’t have it. The feeling that you don’t have it causes your vibration to attract only more of “you don’t have it”. It’s simply responding appropriately as it always will.

Instead you have to take the idea of “visualizing the sale” to a whole new level - because simple visualization without emotion does not serve to attract anything. The attraction starts at the level of your emotion. Changing your emotion is what changes your frequency, much like a radio, and thus changes what you will attract.

You will need to be clear exactly how you want to feel as a result of making a sale. Are you? Don’t make this about the money. Money carries a lot of “stuff” for many people. Besides, money is not the end goal here. What will you do with the money? How will spending that money make you FEEL? To the extent that you can conjure up that feeling, you then change your “attraction frequency”, thus you begin to attract to you the circumstances necessary to perpetuate or match that feeling that you have.

You’re going to makes sales from time to time whether or not you are intentionally trying to use the Law of Attraction. But it’s still going to be determined by what you’re vibrating. Depending on where you have your attention during the course of the week, and how you’re feeling, you will attract all sorts of people. Some will be a match and others won’t. However, you can be more intentional about whom you attract by putting yourself in the feeling of what it will be like to work with enthusiastic people who just can’t WAIT to buy from you!

What counts is how you feel.

Sometimes you’ll be confronted with issues of “deserving”. You’ll realize that somewhere within you, you have a belief that extraordinary success is beyond you, or that you aren’t worthy of it somehow. This is another limiting emotion and belief that CAN be eliminated with a little training.

Hopefully, you’re selling because you love selling. You’re selling because it’s who you are. Many people “sell” because they feel it’s a good way to make money, but it’s far from what they believe their purpose to be. This will always hold them back to some extent from the success they desire. Their vibrational frequency is all over the map as they go through various “roles” during their day. This is the recipe for mediocrity.

But if you believe you are here to sell I invite you to begin to intentionally envision unreasonable success for yourself. But know what success means to you. What do you truly want as a result of a successful sales career? Is it time? Freedom? Peace? For the most part, these are the types of things people are really seeking from financial success.

Again, I realize that this process sounds very bizarre to many. It doesn’t seem, on the surface, to make sense. But we are not talking at the level of “surface”. We’re looking much deeper level of what we’re truly made up of beyond the skin and bones we consider ourselves to be. When you can open your mind, you will begin to tap into an incredible power that has ALWAYS been at work in your life, and has always been at your disposal.

Unfortunately most people are never taught these things, because not that many people know anything about them. This doesn’t make them any less true. Further, there are many who DO intentionally use these principles every day and know unreasonable success in ALL areas of their lives.

And now, you know the “secret” as well. You can scoff at it, and go right back to doing things how you’ve always done them. Win some, lose some. Or you can just give it a try for a while and see what happens. It costs you nothing, and can gain you everything.

To summarize:

Feel the sale. Visualize EXACTLY how you’d like your sale to transpire, but pay total attention to how you FEEL about experiencing that sale in the “now” moment of visualizing it. Make the feelings as intense and realistic as possible. Imagine the transaction on every sensory level - any sights, sounds, smell, feelings, etc. that you can generate will help you “fine tune” the vibration so that you attract exactly what you want.

Bob Doyle is the CEO and founder of Boundless Living and the developer of the “Wealth Beyond Reason” program, which provides a continuing education of the physics of wealth, abundance, and joyous living through the Law of Attraction. http://wealthbeyondreason.net

Telephone canvassing, or cold calling, is the practice of sitting down with a long list of potential prospects you’ve never met and telephoning them, one at a time, to learn which of them needs what you sell and then arranging to sell it to them.

Believe me, nobody likes telephone cold calling. Salesmen don’t like it because they perceive that cold calls are to unfriendly, unkind strangers who would rather see you in a California kickboxing ring, going one-on-one with Governor Arnold, than see you in their offices. It’s true. They are. They would.

Prospects don’t always appreciate cold calls, because they are from people they don’t know, asking questions they don’t want to discuss. These calls are unscheduled, intrusive and sometimes can be a general pain in the South Forty.

At other times, however, prospects do respond well to cold calls. They open up freely and give us the chance to sell them what they need.

So, here’s the dilemma: If we don’t like doing it, and prospects don’t always know when they like it done to them, why is it that we all MUST make cold phone calls part of our selling strategy? There are countless reasons. Here are just a few:

1. It’s the fastest way to qualify prospects and maximize valuable selling time.

2. It’s also the fastest way to them know what we do.

3. It’s targeted. It’s the best way to find the decision-maker.

4. It creates a quick personal relationship with the buyer.

5. It keeps us productive when store traffic is down.

6. It reaches prospects we’ll never run across in our other selling activities.

Every time you sit down to make telephone-canvassing calls, can you clear your mind of self-doubt? Concentrate on the goal of the moment and you will find that each new day will bring you new business, will raise you to new heights in professional productivity, and will give you a great sense of personal satisfaction.

About The Author

Stan Rosenzweig is a sales trainer, marketing consultant and author. He creates customized corporate sales training and directs strategic marketing, product development and cost management consulting for large and middle sized companies and offers free selling advice at http://www.salestipwebsite.com.

This article is copyright 2004, Stan Rosenzweig. Reprint permitted only if in entirety with attribution and web address. For more articles go to his website.

Ever wondered why some businesses seem to be ultra-successful?

The reason is simple; they use powerful marketing secrets to generate more and more sales and they recognise the importance of nurturing their prospects and customers.

One of the ways they do this is through their communication. Any marketing message going into their marketplace is crystal clear and informative, so their prospect and client always feels valued and respected.

You can do this too.

You can get the results you see other successful businesses enjoying. With your marketing message. But, there are so many competing marketing messages; it is difficult to make sure yours stands out from the rest. And, when it does get enquiries or orders, you need to know what’s worked, and why, so you can repeat it.

Writing is a Science…

In fact there is a science to writing adverts and marketing letters that increases your chances of getting the reaction you want.

* Use compelling headlines

* If you are using pictures include an interesting caption and show an action shot, or your product being used by a happy customer or the head & shoulders facing out.

* Write as if you are explaining what you offer to your best friend… in a natural, conversational style.

Obey These 4 Rules in Everything You Write…

1) Seize your prospect’s attention. If you do not ’stop him in his tracks’, so he takes note of what you are saying, you won’t get a result. That’s your headline’s job. (See my article “Massive Sales - Compelling Headlines Get Results…”)

2) Sustain his interest by focusing on what he will get out of using your product or service. As I said, imagine you are writing to your best friend.

3) Act as the catalyst to action. If your reader does not take favourable action then your advert or letter has failed. Target the people you are writing to (or the publication you are advertising in) and make your offer relevant and the best it can be.

Remember, action only happens if the person is interested in what you’ve got to offer - that’s why targeting is so important; hit the right people with an irresistible offer.

4) Code everything you send out so you know which headline worked best; which content hit-the-hot-spot for your prospect and which offer drew the most attention.

©2005 Original Work by Carol Bentley

Learn more about Persuading People to Buy… Subscribe to your free reports, with no obligation, at http://www.CarolBentley.com.

Carol is the author of ‘I Want to Buy Your Product… Have You Sent Me a Letter Yet? (How to create powerful sales letters, advertisements, flyers, brochures, web pages and newsletters that persuade hundreds, or even thousands, of additional customers and clients to buy from you!) by Carol A E Bentley (Rated 5-star on Amazon.co.uk) This book is available at a special offer at http://www.CarolBentley.com/offer.

Carol is one of the highest paid direct response copywriters available. If you would like to talk to Carol’s office about having her work on your current or next sales project you can use the contact form on her website http://www.CarolBentley.com/contact.asp.

To be a leader means not only to be in charge of others it also means to be in charge of one’s self!

Although this may sound like an obvious statement you might not be surprised by how many so-called “leaders” behave as if they are on automatic pilot. That is they are unconscious of the choices that they are making.

What do I mean by unconscious?

Well I’m referring to making choices that are driven by deeply held emotional factors that were largely learned from early life experiences. Such behaviors are often “imprinted” into one’s nervous system as a result of failed or traumatic emotional experiences.

When this happens to an individual they develop what I have termed “emotional landmines” (please see my article of the same name here in this ezine) that leave them prone to exhibiting self sabotaging behaviors that they seemingly can’t control.

Examples might include such things as: being overly aggressive or controlling, getting angry, failing to share important information with colleagues, inability to communicate effectively, a paranoid or secretive attitude towards others, inability to relax and work effectively with the team and so on.

To effectively lead others one must clear such negative habits from one’s repertoire of behaviors. Otherwise it is clear that their leadership will be severely undermined. The result can spell disaster for an organization.

In order to clear such negative emotional landmines it becomes imperative for leaders to courageously enter into a phase of self contemplation. That is:

1. Stop and accept there is a problem.

2. Accept that the problem is emotionally based.

3. Accept that acknowledging this is a sign of strength and not weakness.

4. Have the courage to get help for the problem.

5. Recognize that the problem is “in them” but is not necessarily them.

6. The problem, which consists of the emotional landmine can be easily diffused and released.

7. That by doing so they will feel significantly empowered and sure of their ability to be in charge of themselves and others in a successful manner.

All of this can be achieved with a new modality called the Mind Resonance Process(TM) (MRP) that I administer over the telephone with executives internationally.

To learn more about MRP kindly visit the web link below and book your no risk consultation.

Dr. Nick Arrizza is trained in Chemical Engineering, Business Management & Leadership, Medicine and Psychiatry. He is an Energy Psychiatrist, Healer, Key Note Speaker,Editor of a New Ezine Called “Spirituality And Science” (which is requesting high quality article submissions) Author of “Esteem for the Self: A Manual for Personal Transformation” (available in ebook format on his web site), Stress Management Coach, Peak Performance Coach & Energy Medicine Researcher, Specializes in Life and Executive Performance Coaching, is the Developer of a powerful new tool called the Mind Resonance Process(TM) that helps build physical, emotional, mental and spiritual well being by helping to permanently release negative beliefs, emotions, perceptions and memories. He holds live workshops, international telephone coaching sessions and international teleconference workshops on Physical. Emotional, Mental and Spiritual Well Being.

Business URL #1: http://www.telecoaching4u.com

Personal URL: http://www.telecoaching4u.com/Spirituality_And_Science.htm

In 2006 the US Post Office will deliver 212 billion pieces of mail to over 144 million homes, businesses and Post Office boxes. The question is, how much of that mail hit its target? How much of that mail was opened by your customers?

Salespeople often overlook the advantages of using business letters for sales growth. The facts suggest that fewer salespeople are using the business letter to develop relationships. Mailing and postcards are very popular but these are not as effective as a true business letter. This is a missed opportunity; we can capture more business when we send a traditional business letter.

The Old Fashioned Business Letter
Businesses are looking for ways to improve their marketing objectives and this requires a more personalized targeted approach. The old fashioned business letter cuts through the clutter of other mailings. If you want to be read, use a personalized business letter approach. You can automate this process with your business printer that makes your business mailings appear personal and you will increase the letters effectiveness.

There are a few things that make business letters stand out from a stack of mail.

Don’t identify your envelope with a business logo, because, it reduces the ratio of openings, if the customer assumes your message is a business letter.

Variable Printing Advantage
Your business printer can help you strategically develop a variable printing campaign that takes advantage of personalization. Personalization is the key factor that will make a difference in your business letter success. Be advised that you must understand the value proposition of variable printing. Although the actual cost of each mailing will be higher, the higher return of each mailing always generates a higher return on investment. The bottom line is that business printers can help you reach your sales growth targets when you design business letters or mailing campaigns to include variable components that personalize and target your customers.

Steve Martinez implements sales management strategies with a focus on automating sales for printing organizations. Selling Magic teaches businesses how to automate and customize ACT or Outlook with the best practices of sales management while integrating email marketing and technology for greater profits. http://www.sellingmagic.com