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Emotional Marketing, Part One
Emotional Marketing is the most powerful approach to marketing you can imagine. It's about connecting with your prospects where they hurt. They're annoyed; they're anxious or close to rage about something that you can do something about. Emotional marketing, done well, sends a message that validates their feelings. He/she who validates the feelings of another is that person's hero.

How to Follow Up When Prospecting Into Your Network Marketing Business
Successful network marketers know how to follow up because they understand that it is important to cultivate relationships with prospects before converting them into customers or new distributors. When you learn how to follow up, you will start cultivating relationships.

Anatomy Of A Buying Decision

Before your prospect makes the decision to buy your product or service, four decisions must be made. For the most part these decisions will be made inside their heads or in conjunction with others depending on whether it is a joint decision making process or not. In small to medium sized businesses one person may make the buying decision, but in larger companies it is usual for the decision be made by a group of people. Whatever the amount of people involved in the buying decision, the same four decisions must be answered.

Make Money Fast Using The Best MLM Presentation!
Learn a formula that will help you increase your closing ration by 90%. Learn what to say to your new prospect. Learn how to get the prospect so they are asking you to tell them about your business opportunity.

How not to make a prospecting call

A woman from Australia recently called me on a cold call. She started by calling me ‘Sharon.' For those of you who know me, I refer to myself as Sharon Drew. Folks who call me ‘Sharon' are either making a cold call, or haven't read my books or blogs. I have a long history with this problem, so playfully said, "Ah. You don't know me well. I call myself Sharon Drew and I use both names." [Note: for those of you who study Buying Facilitation® I suggest you begin calls with strangers by giving your own name, saying it's a 'sales call' and then asking who you are speaking with, even though you may have a name in front of you.]

10 Warning Signs That Prospective Client Is Not Right For You
In difficult economic times it is easy to let go of standards and take on a client who does not fit your vision of your ideal client. When few clients are in the pipeline it often looks attractive to take the ones that show up. When you do this you run the risk of having an angry client or worse one who is out a real energy drainer. Here are ten warning signs that tell you to avoid the client.

5 WAYS TO LOSE A PROSPECT
Have you ever wondered how you can LOSE a prospect? Well, here is how!

What is a Prospect Looking for Online
Understand your prospects buying pattern and give them what they need at every stage and you will ALWAYS attract and convert more sales.

For More Sales Success, Ask the Right Questions
Asking the right question is always key to getting the right information. According to WIKI HOW, sales people spend too much time "pitching" and not enough time asking questions.

4 Keys to Gett ng Past the Gatekeeper
In today’s fast-paced and virtual work environment, prospecting and getting to the decision maker has become a challenge. With the help of technology, the cold or the warm call has evolved to a strategic process. However, there are still some basic beliefs that you must have as you mentally prepare to make that call; get through the barriers; deal with voicemail; and talk to your prospect.

How To Get Your Ideal Client’s Attention
Often time’s holistic practitioners just don’t know how to speak to their prospects about what they do. We get distracted by using industry lingo and talking about the processes and the methods by which we help our clients. And we overlook the importance of what we’re saying and how it will be interpreted.

Give Them a Taste

So you have taken the initiative to approach a Stranger and make them into a Prospect. Now, to make them into a Client. It's important to realize that a Prospect doesn't usually get very interested, let alone excited, about using your services, until they have a deeper sense of who you are and what you can do for them. Giving them an Experience accomplishes this. What do I mean by "Experience?" Read on to find out.

How to Put More Prospects in a Buying Mood
A reader shared with me recently that her email prospecting campaign was attracting attention and responses, but most of her prospects weren’t interested in buying right now. So it’s her job to create immediate interest.

Stop Selling...Start Clicking!
Small Business Owners...get ready to boost your business beyond what you ever thought possible by using The Magic Click! to create a solid and trustworthy foundation with each and every prospect.

The Formula for Sales Success
Looking for the magic ingredient for sales success is a mission that most sales people do not undertake. To make life easier for salespeople here are some ideas about selling and some of the changes that have occurred over the past few years.

How To Grow Your Business Through Follow-Up
Follow-up is the single greatest action you can take to attract more clients, keep the ones you have and set yourself head and shoulders above the masses in the competitive business landscape. Practice these simple follow-up strategies and enjoy booming business success.

How to Sell Anything to Anybody Face to Face

Selling, more than any other profession is s learning game. Doctor's and lawyers often refer to what they do as a "Practice." Selling is also practice. Product knowledge, phrasing, time management, flow of information, presentation skills are all part of the learning process of sales. Selling is not manipulation. Salespeople should think of themselves as "assistant buyers" to their customers or clients not a competitive adversary.

How To Know If You Are A Strategic Marketing Communicator, According To Your Strategic Thinking Business Coach

Competition in the business world requires sound strategic thinking and planning. And one application of those strategic tools is in business marketing communications. And Your Strategic Thinking Business Coach believes that strategic thinking and planning need to be done before developing or recreating any marketing communication. For example, it is important that you take time to think about what role your marketing communication will play and how it will help you achieve your strategic marketing goal(s). If you think and plan your marketing communications in a strategic manner, you will be able to make a more educated, more informed, and strategic decision about each of your marketing communication tools.

7 Costly Small Business Marketing Mistakes to Avoid
Small business marketing is the key to small business success. There are 7 costly small business marketing mistakes that can cause small business failure.

How to Stop Losing Sales

Have you ever felt that your product or service was an absolute perfect fit for a prospective customer then found out later that you lost the business? If you're like most sellers, you've probably been in that situation more than once. (I have!) Losing a big sale is downright painful. You may also have an overpowering urge to blame the decision makers for making a "stupid" choice or for their failure to see why they should change now. I'd like to suggest an alternative: turn your losses into learning opportunities. Use post-mortem debriefings to figure out how you might have contributed to the lost sale. That's what top sellers do. They assume total accountability for the lost business and then try to figure out how to ensure it never happens again.

Marketing Techniques that Cut Through Clutter
One of the greatest challenges an entrepreneur faces today is cutting through the clutter caused by too many marketing messages. Here's how to get your prospect's attention.

Add Emotional Impact To Your Content
Write content that will have a powerful emotional impact on your site visitors to get the most of your articles, SEO landing pages or any other content.

Are you chasing rainbows?
The pursuit of unqualified business is one of the main reasons for companies not hitting their sales targets. Learn to recognise the three potential realistic outcomes from an initial new business meeting and act on them accordingly to make the most of your sales efforts…

Improve Your Websites Results
Your website should be built around the goal of getting the sale. You don't do this with hyperbole, or hard-sell techniques, but by leading your prospect through the emotion and logic of the sales process. First, chart out a path from where your prospect enters your website, through all of the steps required to sell your product/service. Begin with showing the benefits your prospect will gain.

Selling Services
Selling a service isn't the same as selling a product. Your prospect is buying an intangible. There are no shiny buttons to show off. You and your company are the visible representations of the service. You need to live up to them in your image. (marketing) And in how you "court" the prospect. (sales)

Purple Envelopes
In a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect.

Purple Envelopes
In a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect.

Abducted by Aliens?
There are situations where it is imperative to reach a particular prospect at a particular time. Perhaps you are trying to reach that prospect to introduce yourself, your company and your products or services.

‘Tis the Season...
The holidays can be a frustrating time for sales professionals. Telephone prospecting calls end with no appointment the prospect instead saying, “call me in the New Year.” Proposals languish. Decisions are on hold.

Power Language for Appointment-Setting
Use power language: “The solution is…” rather than, “I believe the solution is…”

I'm Not Interested
Whenever I conduct a workshop or teleclass, invariably someone asks the question: 'What should I say when the prospect says, ‘I’m not interested?'

I'm Not Interested
Whenever I conduct a workshop or teleclass, invariably someone asks the question: 'What should I say when the prospect says, ‘I’m not interested?'

Leaving Messages
Let me state up front that I'm still not a big fan of leaving messages. Having a conversation with your prospect is always so much better, and with some skill and patience it is possible to eventually get most prospects on the telephone.

Call-Killing Phrases
How often have you started a call to a friend, family member or business associate with the phrase, 'How are you?' I'm willing to bet the answer is a lot.

Sales Training London: W.A.I.T. and See

"He can talk the hind legs off a donkey", "she has the gift of the gab", "A born salesman" - are all probably reasons for you not to hire someone? Why? Because they'll cost you a fortune. Anyone who talks more than they listen, anyone who doesn't entice the prospect to talk for at least 70% of the time (i.e. 42 minutes in every hour) is little use to me in sales. They'll bore your prospects into submission or death by powerpoint. Their referral base will be weak. Their relationships will be weak. If I've described you I'm sorry. If I've described your staff, I feel for you. But a simple shift in behaviour could make all the difference to your success and profitability in sales.

Sales Training London: Money's Not a Problem Ever Had Deja Moo
When a prospect says to you, "Money's no problem," does your smoke detector go bananas? It should. It seems that people for whom money is "not a problem" are the ones who don't have a budget for your product or service; or if they do, they haggle the most over price.

Sales Training London: You Can't Sell Anybody Anything Until They Discover They Want It
Despite what most traditional sales trainers tell us, it's very difficult to convince people that they want or need something that they're not already asking to buy. Our experiences at Sandler Sales Institute (SSI) have demonstrated that when we try to force-sell our products or services, all we do is evoke feelings of defensiveness in our prospects.

Debunking the perfect sales process myth: Three steps to help you to better meet the unique needs of every customer or prospect
“How do I build the perfect sales cycle or the perfect sales process?” I’m often asked this question and my answer tends to disappoint those who are looking for quick answers to challenging problems.

Sales Training London: Sell Today Educate Tomorrow
Why is educating your client about your product or service first the wrong way to go about things in sales if you want to get rich and go to the bank often?

Sales Training London: Playing the WAITing Game
2 ears, 1 mouth is a sales cliche but here's a powerful lesson on how and why to apply it for profit.

Sales Training London: Credibility in Sales Doesnt Come From What You Tell
How You Can Gain More Credibility In Your Sales ...

Sales Training London: The 5 Hidden Weaknesses That Once Overcome, Will Dramatically Improve Your Sales
Have you ever felt that with all of your sales training and experience, you should be doing better than you are? Have you ever been in a selling situation and afterwards said to yourself, "I should have done...," but you didn't do it during the sales call? The reason could very well be what we call a "hidden weakness."

AT THE SPEED OF LIGHT

How many times has someone you've called said, "Why don't you send me some information on your company"? Ask yourself, before you send anything: How will this be dealt with once it arrives at that person's desk. Aren't they already suffering from information overload? On the one hand, people say they need more information in order to make the decision just to meet with you, let alone to agree to buy or hire. On the other, they have more information about everything than they know what to do with.

AT THE SPEED OF LIGHT

How to Assess a Competitive Sales Opportunity
One should always do a postmortem analysis after a sale doesn't occur. This article suggest some items to objectively look at a little harder in order to improve the odds for the next potential sale.

How To Revive A Dead Lead
It’s easy to spend days, weeks, or months speaking with a prospect, working up to a decision to buy. This is especially true if your prospects are in larger companies. Sometimes your lead can go dead. You’re not sure why, but your contact person just goes quiet – sometimes disappearing for good. Was your price too high? Did you say something wrong? What should you do?

Are You Making These 5 Common Pay-Per-Click Mistakes in Your Small Business?
Pay-Per-Click (PPC) is probably the greatest breakthrough to come along in advertising since the launch of television. It’s much more affordable for the small to mid-size business owner to leverage for their business. That being said, PPC is not as easy as it seems at first glance.

Magnetic Marketing: 7 Secrets to Becoming an Irresistible Sales Communicator With Integrity and Power

Would you like to learn the secrets of the most influential, powerful people of all time? Attract more sales and negotiate more win/win outcomes? Become a masterful communicator and a magnet for endless referrals? Despite what most books and seminars teach, successful selling is not a set of strategies, techniques or tactics to get the prospect to buy. Rather it is a state of mind – yours and your customer’s – and set of behaviors that creates compelling win/win outcomes for everyone. Read this article ONLY if you want to explode sales, win negotiations and create win/win outcomes with integrity and power.

Magnetic Marketing: 7 Secrets to Becoming an Irresistible Sales Communicator With Integrity and Power

Selling B2B Services - Converting Warm leads Into Eager Clients - Part One
One of the difficulties in selling a service is that potential clients (we'll call them "prospects" here) often don't know whether they should be using what you provide. Selling services can require a much more sensitive approach than selling tangible products. Lets have a look at some of the things we can do to create a successful sales process when selling B2B services.

Selling B2B Services converting warm leads into eager clients - Part 2
Last time we reached the point where we held a meeting with our prospect to determine what they are really looking for, and decided "Yes, we can help them". So now we proceed to make...

Selling B2B Services converting warm leads into eager clients - Part 2
Last time we reached the point where we held a meeting with our prospect to determine what they are really looking for, and decided "Yes, we can help them". So now we proceed to make...

Sales Tip-Find the Pleasure or Find the Pain
You can instantly increase your sales conversion rate by digging deep enough to find your prospects' pleasure or pain.

Sales Tip-Find the Pleasure or Find the Pain
You can instantly increase your sales conversion rate by digging deep enough to find your prospects' pleasure or pain.

Sales TipsYour Prospect Wants Benefits But Which Ones
Wouldn't it be great if we knew which benefits mattered to our prospects? Which ones were the most important?

Sales Success Tip-Four Steps to More Sales
Before you can even begin to think about how to close the sale and bank that commission check, you've got understand how the process works in the mind of your prospect.

Preventing Opportunity Leakage

It's a great thing when a big company is interested in buying from you. Too often though, you wait and wait to hear back from them about signing the contract. The worse thing is that the longer this goes on, the less likely it is that you can rekindle your prospect's initial excitement. And before you know it, your pending contract has evaporated into thin air as other pressing matters creep up on your prospect's radar screen.

Sales Training London: Breaking Myths Avoiding Talking About Prospects Budgets
Many Sales people believe that prospects won't talk about their budget. They avoid talking about money for fear that it will offend or scare off the prospect. The fact is that this is a very poor strategy. Part of sales is money. It has to be discussed.

Sales Training London: Birth Order Selling Strategies

"Sales is Broadway play, played by a psychiatrist" according to David H Sandler, founder of the Sandler selling system. In this Sandler White Paper, you will learn about advanced people-centered skills to help you become a more effective bonder, a more effective salesperson, and, as an added plus, a more effective person in dealing with others. Discover a fresh approach to the psychology behind the sale. You might hate it, you might find it useful , but it will challenge you to think more about how you adapt your selling style to your influence your prospects.

Sales Training London: A Blatant Sales Pitch

Traditional sales teaches you to qualify, present your features and benefits, trial close, close often and finish off with a professional proposal. This article disputes the very core of traditional selling and most of you will choke at the thought that you shouldn't close at the end of your pitch, that you shouldn't sell using your product's benefits and that Powerpoint is the end of the line for a successful career in sales. In fact, I'd recommend you don't even take a pen or a business card to a first meeting but that's the subject of another article.

Sales Training Tip - How To Get More Referrals
Your flog your heart out to make more sales but did you know there is a potential goldmine of leads just waiting for you? All you need to do is ask for them! Read on to find out how

Sales Training Tip - How To Get More Referrals
Your flog your heart out to make more sales but did you know there is a potential goldmine of leads just waiting for you? All you need to do is ask for them! Read on to find out how

The Seven Sins of Marketing & Sales

What if you could isolate the one thing that would make your sales soar? The challenge is in figuring out what that “silver bullet” actually is – if it even really exists. The reality is that, for the most part, it is a combination of factors, including the efforts of both marketing and sales that can increase or depress revenue results. By focusing on a group of factors, it is possible to improve results without having necessarily to reinvent the wheel or engage in expensive technology solutions in the name of change.

Selling to the Right Person

I would guess that at least once in your sales career you’ve been told that you should know your audience in order to sell successfully. This is absolutely true. Knowing who you are selling to is one of the most basic fundamentals of selling. However, exactly what does “knowing your audience” really mean? At the most basic level, this simply means you should strive to find the person, or people, who will directly benefit from your product or service, have decision making authority, and can actually spend the money (i.e., write the check) so you know if you are selling to the right person. Ok, that’s simple enough. But what’s not always simple is finding the person that fits these criteria.

The Warm Call

One thing you cannot debate is that you will definitely improve your cold calling by being prepared before the call. We all get calls from sales people who are clearly unprepared and embarrass themselves by trying to “lower your phone bills” when they don’t even know how much you are currently paying for your phone bills. Or, they try to get you to refinance your home when you live in an apartment. Or they offer to create a web site for your company when you already have one. If you are prepared before the call and have done your research on the prospect you are calling, then your “cold” call actually becomes a “warm” call.

Who's Asking the Questions Here Anyway?
What often happens on an initial sales call is the prospect asks the sales rep to justify themselves. Well, not actually in those words, but they ask the rep questions such as -- Describe what you do. What do you sell? Why should I buy from you? And other probing questions that not only put the sales rep in a defensive position, but puts the prospect in control of the meeting.

Replace Your Thank You Cards
Thank you cards may be sending the wrong message. Learn how to make subtle changes that will keep your relationship on a peer-to-peer level.

Do You Have A Commodity Mindset?
Learn how to engage your prospects on value and eliminate price objections.

If I Could…Would You?
Most salespeople ask questions of prospects that cause their prospects to back off. Learn how to ask "information" questions that will lead to more sales.

Don't Fake An Orgasm
In Consultative Sales Approaches, we're taught to say and do things that can backfire on our success. Learn how to be authentic and watch your sales grow.

Strategic Tips For Contacting Prospects From Your Strategic Thinking Business Coach

Every day presents new opportunity to contact prospects. Are you prepared to make those contacts every day? Do you have a strategic action plan in place to help ensure the most effective prospecting possible? Strategic thinking marketers have gained an understanding of what is possible for them and their business through effective prospecting. A strategic thinking marketer is always looking for new ideas and tips for becoming more effective with their prospecting efforts. A growing number of these successful strategic marketers have business coaches are reaping the benefits of prospecting tips from their business coaches. Here are some of the most effective tips regarding contacting your prospects, according to Your Strategic Thinking Business Coach.

Strategic Tips For Contacting Prospects From Your Strategic Thinking Business Coach

Sales Success Tip-Secrets to Cold Calling
The term "cold calling" strikes not just fear, but terror into the hearts of sales pros everywhere. Learn from a stockbroker's mistakes how you can make your calls more successful.

What's Better: A Lead or a Referral?
Knowing the difference between the two can make your marketing efforts go much more smoothly.

Contacting Prospective Customers
Your referral source has done her job. Now it's time to contact the prospect. But be careful: The purpose of your first contact is not to make a sale or even ask the prospect if he has questions about your business. If--and only if--the prospect asks, should you present your products or services during this initial contact.

The Plain Truth About Sales
Selling for Small Business Owners

The Importance of Sales in Networking
Truth or delusion? If you’re getting all the referrals you need, you don’t need to sell. Delusion. Anybody who’s experienced and successful in referral marketing will tell you that sales skills are absolutely essential. And they’re needed in every part of the process--not just in closing the sale with the prospect.

Prospecting and Making Cold Calls©
We all hate to Prospect, but know we need to. Here is a simple system that will get you all the Prospects you need for the rest of your career.

Against The Odds
Winning a competitive deal is not always easy.

Against The Odds
Winning a competitive deal is not always easy.

“Just Say NO – Loudly & Clearly – To Unethical Clients! Advice From Your Strategic Thinking Business Coach”

Have you ever been asked to do something unethical by one of your prospects or clients? Have you ever been pressured by a supervisor, manager or owner at your business to do something unethical? Have you ever observed unethical behavior by a prospect or client? In today’s business world, there are daily instances of unethical behavior occurring all around us. What a sad commentary on business and society today. Over more than 35 years in my own professional career, there have been instances where I have been approached by unethical prospects and clients and was fortunate to have had strong ethical mentors and supervisors, managers & owners that supported my actions to turn away from the unethical requests and to report them to my superiors. Your strategic thinking business coach offers the following advice.

Stay In Touch With Customers for One Key Reason and 12 Appreciative Ways
Research shows that most sales happen between the fifth and twelfth contact. The sad situation is most people who sell give up between the second and third. Stand out from your competition and follow up like less than 20% of people who sell.

Sales Tips From Man’s Best Friend
Dogs are great teachers of how to sell easier and better. And if you think about a dog’s life, it’s an easy one. Here are more dog behaviors to serve as models for do’s and don’ts for salespeople.

RoP Return on Prospecting inventing a better mousetrap

The majority of sales teams we consult are still forced to cold-call and produce quantity in an attempt to fill the funnel of the pipeline. The definition of “cover” was some mythical rule-of-thumb like 3:1 meaning 3 times value in pipeline to cover target. Little regard was given to sales “cycle time” or time left in financial year – the mantra 3:1 became a KPI and we’ve seen salespeople fired for not driving pipeline! How silly can that be? Quality prospects which meet our engagement criteria and a 1:1 win ration means we don’t add lost cost-of-sale to the cost of those we win. We’ve seen sale teams DOUBLE their attributed product profit margin by changing the way they prospect and engage. Register to download this FREE white paper on the new trend to limit cold-calling and how to utilise the salespeople’s freed up time to SELL!

RoP Return on Prospecting inventing a better mousetrap

Use Take-Aways to Engage Reluctant Prospects
Making yourself rare may actually increase your sales. read on...

Time To Get Ruthless!

Is Your Prospect List A Goldmine Or A Landmine? As anyone in professional selling knows, your prospect list is your lifeline. No prospects mean no sales, and no sales mean no money! But have you ever looked at your prospect list and realised this list of people you should feel excited and enthusiastic about calling actually makes you want to do anything but pick up the phone and start making those calls? Have you ever looked at a name on your prospect list and thought, “Oh no, I can’t ring them again!” Instead of feeling like your prospect list is a goldmine ready to provide you with unlimited commissions you start to see it as more of a landmine – you start hesitating to call your prospects and you get a feeling of dread whenever you look at it!

Sales Success Tip-How to Increase Your Sales by Controlling the Sales Process
"Mary" increased her income by 52% when she decided to take control of the sales process.

Sales Success Tip-How to Increase Your Sales by Controlling the Sales Process
"Mary" increased her income by 52% when she decided to take control of the sales process.

Sales Success Tip-Stop Chasing Your Prospects and Close More Sales Immediately
Chasing your prospects will only lead to a loss of respect. Would you want to buy from someone you did not respect?

“Strategic Elements Needed To Produce Compelling Written Sales Communications, According to Your Strategic Thinking Business Coach”

We all receive various forms of written sales communications each week. Some of these will cause us to totally ignore the piece, others will get a few seconds of our attention and a very select few will grab and hold our attention. So what compels us to respond in these ways? After applying some strategic thinking to this question, here are ten (10) strategic elements that Your Strategic Thinking Business Coach believes produces compelling written sales communications.

From Prospect to Client in Thirty Seconds
The process of converting a prospect to a client can seem like it takes forever.The fastest way to turn a prospect into a client may be simply to change how you think about them.

From Prospect to Client in Thirty Seconds
The process of converting a prospect to a client can seem like it takes forever.The fastest way to turn a prospect into a client may be simply to change how you think about them.

Listen to What Your Prospect is Saying to You
Occasionally, you will come across a prospect who asks questions or offers objections that you have never before encountered, so you don’t have an ideal way to deal with them. Even so, you need to respond to your prospect appropriately. If you ignore their questions or statements, you will end up with a prospect who is seriously annoyed.

3 basic steps to finding & developing top prospects
1. Prospect Generation: How to develop more good prospects 2. Prospect Qualification: How to identify more REAL prospects 3. Prospect Development: How to cultivate prospects so they'll choose to buy from you

A Legitimate Home Based Business Opportunity - How to Attract Prospects (Step 1)
You are not trying to attract just any prospect. Instead, your intention is to attract the perfect prospect for a legitimate home based business opportunity. In order to find that prospect, you must determine the best target market.

How do I get my sales people to create some urgency with the client?
If what you have will benefit your prospect enormously and they don’t go ahead now, who will lose? The prospect will, and of course so will you, but if you genuinely believe that what you have is right for your prospect you will be letting them down by not asking for the order then and there.

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