Saturday, September 29, 2012

Why Having A Positive Mindset Is Important In Achieving Your Goals

Why Having A Positive Mindset Is Important In Achieving Your Goals
Your mindset is a very big determining factor in what we make out of our lives. It influences our decision making, and more importantly on how we react to certain things and how we attain our goals and dreams. People have different mindsets and if you want to become successful in your life, you will need to develop a positive mindset, so that you will be able to reach your dreams.
In whatever you do, whether you are an employee, a business entrepreneur, or an online marketer, you will need to have the proper mindset to attain success. In any kind of field, you will need to have enough faith in yourself. You need to trust yourself that your skills and talents are more than enough to help you attain whatever it is you are trying to reach. This is the very essence of positive thinking; you need to believe that the thing that you are longing for will happen. With this, it will mean that every inch of your body will be aimed to take the necessary actions to make it happen.
One of the hurdles that you need to conquer in attaining success in your life is simply the opposite of positing thinking. Having a negative mindset will discourage your body systems in taking the necessary steps to achieve your goals. The reason behind this is that, negative thinking will make you have a lot of hesitations, and the second you give in to that, you will be discouraged in taking actions to achieve your goals, since you may already be thinking that it is not achievable.
Negative mindset would also be the factor behind losing that important motivation that you need to have. Motivation is very important for us to be consistent in whatever we do. Without the proper level of motivation, you will not be able to follow through the steps that you have planned to take in achieving your goals. Aside from that, you may become too relax, and will have the tendency to put off the things you can do today for tomorrow. With this kind of attitude, if you are involved in a business industry, then your competitors would be glad to see you relaxing, since it will give them the chance to get ahead of you.
To turn away from negative thinking, you need to have faith. Faith coupled with the right actions will gear you towards your success. With a positive mindset, you will soon be able to come up with a plan to achieve your goals. This plan would contain the steps that you need to take in achieving it. With that, it is only a matter of time for your dreams to manifest.
Kickstart Your Online Business Empire with the Web's Number One Internet Marketing Service at

Friday, September 28, 2012

Mohnish Speaks - Thought for the weekend!

How To Save Money For Your Business

How To Save Money For Your Business
One of the more important things that needs to be considered when you own a business is how much you are spending on that business every year. Of course, there are going to be some things that need to be purchased, regardless of what you are doing for work. These would include supplies and perhaps operating expenses, such as payroll. There are also many things that you can do to help save your business some money. Here are a few things that you can do to help cut some corners and save money.
One of the ways that many businesses save money is on their monthly expenses, such as electricity and rent. Simply turning the power off when you leave the office at night by shutting off the computers will make a difference in how much electricity you are consuming. During the day, you can also make a difference in what you are spending but changing the temperature by a few degrees. Although you would not want to sacrifice comfort to save a few dollars, making those minor changes can make a difference.
How much money are you spending for rent every month? This tends to be on of the larger operating expenses for many businesses. If you find that this expense is holding your business back from increased profits, you have a few options. Frrst of all, you can renegotiate your lease, as most landlords will be willing to have you pay less rather than having the area sit empty. You can also have some of your employees work remotely from home so that you can move into a smaller place. It may take some work on your part at first, but this can really make a difference in your overall expenses.
How much money do you spend on vehicles for company use? Some businesses spend a large portion of their budget on card, trucks and vans. If that is the case with your company, why not consider purchasing used vehicles instead of purchasing them new? Buying used step vans for sale or pickup trucks for sale that are pre-owned will save you money. Make sure that you are purchasing them from a company that you can trust, and try to buy trucks or vans that are higher-end. When you do so, you will save money right away on the purchase price without having to worry about them breaking down regularly.
One more thing that you should consider is offering some type of incentive to your employees to operate at a higher level. Most employees tend to ignore this possibility because they feel that it will end up costing them money in the long run. Just make sure that you consider how much you're giving them as an incentive and make sure that it is lower than the amount that you will be profiting. It is a great way for you to boost the productivity of those that work for your company while at the same time, keeping up morale and dropping expenses.
The author has been running his own business for many years and have found many ways to cut cost and save money. He suggest to business owners to invest in used delivery vehicles that can be found at used step van or pickup trucks for sale auctions. This is just one option available for business owners to save money.

Wednesday, September 26, 2012

12 Step Business Growth Plan

12 Step Business Growth Plan
Running a small business requires having the right knowledge and applying self discipline on a daily basis. For this reason I have prepared what I call the "12 Step Business Growth Plan." Like the Alcoholics Anonymous 12 step plan, it is the core of what we need to do to keep us focused on proven management practices. I recommend that my students, listeners and clients print them and post them in their work area to review daily while planning for the next days' activities.
1. Set Specific Goals
Goals must be specific. Saying that you're going to get more customers is not good enough. How many? By when? What type of customers? These are the kind of questions you need to be asking yourself. Put your goals in writing. More than 90% of those people that write down specific, realistic, deadline oriented goals actually achieve their goals! Finally, visualize yourself in the future. Most people think in pictures. As you begin to right down your vision place yourself in the future and make it seem real. You will be amazed at the results.
2. Seek Out Change
Let's face it change is the only constant. The longer you "do what you've always done," the harder it will be to do something different. It is ideas that bring change about in our world. Nearly every great invention, system or model was born from the idea of a lone entrepreneur. Psychologists are now saying that creativity is a "learned trait." Experiment with creative ways of doing things. Don't just settle for the "easy way." Do this daily and watch your creativity grow and your business soar!
3. Focus on Branding
Branding is not merely for the BIG players. Entrepreneurs and small business owners can also differentiate themselves with this kind of branding strategy. In fact it is even MORE important for smaller organizations to set themselves apart, particularly if they are competing with the BIG GUYS! Remember, your customers' perceptions of WHO you are is all that matters to them. Often times your reputation is wrapped up in what advertising guru, Bill Bernbach called the Unique Selling Proposition (USP). What sets you apart from the crowd? What do you do that no one else does? This is far more important than the quality or price of your product or service. Everything that we do or say both internally and externally should revolve around this.
4. Be an Influencer NOT a Salesperson
Our goal is not to SELL our customers but rather to influence them. When we SELL them, they move away from us because they are fearful of being coerced into making the wrong decision. Ask more questions. Find out what's important to them. Find a way to get them to look up to you. We must earn the right to influence customers by aligning ourselves with them in a way that sets us apart as a friend, advisor and confidant. Then we will become the ONLY solution to their needs.
5. Speak in Terms of the Customers Interest
As the great master of human relations, Dale Carnegie said, we must "speak in terms of the other persons' interest." The reason people are running away from you is that you are trying to TAKE. Be willing to give. "What can you give?" you ask? If nothing else, give them an education. That's right; EDUCATE your prospect and you will create a customer for life! Ask plenty of questions. Show that you really care. You will learn more, build stronger relationships and get more business. Oh yeah, you'll have more fun too.
6. Develop a Practical Sales and Marketing Plan
A sales and marketing plan creates the kind of attention you need to get in front of the right type of organizations. It is what attracts people to you! A good sales and marketing plan implemented cost effectively, efficiently, and consistently, will eliminate the need for "cold calls!" Your marketing plan should also include a sales plan. There is no other sure way to gage the financial growth and progress of your business. You need a realistic map for where the sales will come from, how they'll come, and from whom.
7. Know Your Customers
Changes in your customers' preferences and your competitors' products and services can leave you in the dust unless you get to know your customers well. What is it that they are looking for today? What will they likely want in the future? What are their buying patterns? How can you be a resource for them even if you don't have the right products or services for them now?
8. Manage Your Cash Daily
Only cash flow can keep a company alive. No matter how impressive your company's profits might be, if you run out of cash, it's over! Learn the importance of aligning performance measurement goals to gross margin. Learn about various pricing strategies, contribution margins and how to stay on top of your cash position every minute of the day if necessary.
9. Be a Leader
Jack Welch, CEO of G.E. loved the small business model so much his first step in turning around G.E. was to break up the giant into 350 smaller companies. He told Business Week Magazine, "Most small companies are simple, informal, and grow on good ideas. Think small," he said. Understand that your role as the leader of your organization is to inspire, simplify processes, drive the company toward their vision, spread the gospel, admit your mistakes, and keep things ever moving forward.
10. Get Help

Get an advisory board or a mentor! Sounds crazy for a small operation? It's not! The board can be family members that you trust, or friends. Ask them to be your board of directors and review your business plans and results with them. Having someone to bounce ideas off and get an objective opinion is critical.
11. Communicate Clearly
You might be the key to everything BUT you cannot DO everything and grow at the same time. Even modest success can overwhelm you unless you hire the right staff and delegate responsibility. Good communication skills are the key to winning strong relationships. Learn to listen in an active way. Stop thinking about what you are going to say next and put the focus back on the customer.
12. Don't Give Up!
Some of the most successful entrepreneurs failed several times before doing extremely well. So, if you're failing, fail. And fail fast. And learn. And try again, with this new wisdom. Do NOT give up. In a recession such as we are experiencing today, only the persistent will thrive! 
This article was provided by Mark Deo. Mark is founder of the Small Business Advisory Network, a marketing and management consulting firm for small businesses, and is author of the upcoming book, "The Rules of Attraction: Fourteen Practical Rules to Help Get the Right Clients, Talent and Resources to Come to You!" Learn more at:

Tuesday, September 25, 2012

Successful Business Growth in 3 Easy Steps

Successful Business Growth in 3 Easy Steps
One of the many issues business owners face is 'bright shiny object' syndrome, which leads to overwhelm, and then frustration because their business isn't growing in the way that they hoped it would. A typical scenario I come across (in fact I've had several conversations with business owners about this) is that they are juggling getting their newsletter up and running; posting to their blog; creating products to sell via their website; and launch a membership program - all in addition to getting more clients. Do you see how it all becomes too much?
The solution to these problems is to know exactly where you are in your business - i.e. at which stage in the business growth process are you. Because, depending on which business growth stage you're at, will determine where you need to focus your time. You'll know exactly what to do first, what to do second, what to do third etc. No more following that bright shiny object!
Having been running my own online solo service business since November 2001, and working with many clients over the years (from start-up businesses to multiple six and seven-figure businesses), I have discovered that there is a very specific 3-step process to running a successful, long-term business.
I refer to these three steps at the 3 "Ms" to Online Business Management Success; and let me share that process with you here today:
Step 1: Manage
This is the foundational piece of your business growth and covers your core office organization systems: 
·         Filing Management
·         Contact Management
·         Financial Management
Once you have all these key systems in place you're then ready for the next step in your business growth.
Step 2: Market
This is where you create visibility so that clients are drawn to you. You need to let your target market know about your business through creating a customized and automated online marketing system - and you'll also want to include some offline marketing activities in this stage too.
Once your business has got to the stage where you are drawing potential clients into your business daily, and you've reached the bursting point in working one-on-one with your clients, then you're ready to move into increasing profits and leveraging your time.
Step 3: Multiple Streams
The third, and final stage, in your business growth is where you repackage your expertise into various products and programs to leverage your time and increase profits. You're not ready for this stage until you have the first two steps all in place. It's no good creating information products if you don't have anyone to market those products to. So before you rush out and create products ensure that you have a database of potential clients and customer who are ready and willing to buy your products.
To create a successful (read: profitable) long-term business you need to follow a plan. Follow the three steps I've shared with you here and you will not be tempted to go after the next 'big idea'; instead you'll know exactly what to focus on, when to focus on it, and what to do next.
(c) 2011 Tracey Lawton
Online Business Development Strategist, Tracey Lawton, teaches online solo service professionals how to create the essential online marketing and office organization systems needed so that they can create a more streamlined, systemized, and automated online business. Check out for how-to articles, resources, tips, and tools, and sign up for your "Office Organization Success Toolkit".

Monday, September 24, 2012


Success Secret: Breathe Your Way To Business Growth

Success Secret: Breathe Your Way To Business Growth 

 In the process of growing a business, there are two basic phases that alternate rhythmically, like in and out breathing.
One phase involves action, the other, reflecting-digesting-strategizing.
A common mistake made by business owners is to over-rely on action and to fearfully resist business down-time.
As business owners we want to be SO busy that we don't have time to breathe.
When we face down-time, we worry that we are not doing well enough, that our business is headed down, down, down.
We business owners tend to believe that our business needs to be in such high demand that it demands from us a constant go-go-go daily pattern, and that go-go-go needs to be at a "break-neck" pace.
If we have time for thinking, we're sinking. That's the common misconception about the pattern of business success.
But in life EVERYTHING goes up and down. Opposite cycles alternate rhythmically.
The reality is that just as you need to breathe in and out to stay alive, you need to alternate phases of outward action with inward reflection for your business to thrive.
Even more importantly, YOU cannot thrive, maybe even not stay alive, if you don't alternate between going out and going within. A "break neck" pace has its name for a good reason!
How we interpret what is happening to us largely determines the impact of what is happening to us.
If you interpret "having time to think" as an indication of a failing business, you cause your attitude to sink, and when that happens, your business is sure to follow.
Your time for reflecting-digesting-strategizing is NOT a time for worry, self-doubt, and defeatism. On the contrary, it may be time for you to recognize the underlying fears that have been driving you, so that you can let them go.
Fearful action is unsustainable, counter-productive and self-destructive. Fear is unhealthy for you.
A short burst of fearful adrenalin can save you from a wild animal because it can make you run faster or fight harder.
But if the fear is ongoing, you don't need the animal to kill you - a chronic, high-pitched state of anxiety can give you a heart attack!
The human body is designed for calm, confident action. Calm, confident action energizes the body in a healthy way. It even promotes healing, as long as the action is not overly strenuous.
The go-go-go work pattern needs to be replaced with a go-rest-go-rest rhythm to grow your business as profitably as possible.
You NEED down-time just as much as you need up-time to really enjoy your success and to be as effective as you can be.
The quieter, more private phases of reflecting-digesting-strategizing enable you to re-evaluate your objectives and your ways of reaching for them. They give you time to review and clarify your priorities to be sure that you are giving most of your attention to what truly matters the most. They give you time for reflecting upon your experiences to glean the life and business wisdom lessons they offer.
Reflecting means review and contemplation. Digesting mean analyzing what has occurred in order to derive meaning and direction from your experiences. Strategizing means reviewing your plans and considering new and better ways of achieving your goals.
Your business will probably let you know which phase your are in. When calls are coming in, when your time is in high demand, when opportunities open up for you to perform and produce at your highest level, it is time for action.
When things slow down and you find yourself with time and space to catch your breath, to think, your business is NOT failing - it is giving you the signal that it is time for reflective, INWARD action.
If you flip into anxious uncertainty when customers aren't calling or walking in your door, when your appointment book opens up, you are turning the inward phase of business-growth into a demoralizing spell of self-doubt.
You are then missing the point that these inward phases are essential. If you use them correctly they refresh and empower you for greater business growth to come.
To be successful in business we need to master both phases of our business life: the outer AND the inner, the active and the contemplative.
We need to act when it is time to act, and in that phase employ our skills, knowledge, energy and attitude at our highest capacity.
And we need to avoid worrying when we do NOT have TOO much to do to catch our breath.
We need instead to exercise the mental mastery to keep our minds focused on our goals and on developing innovative improvements in our ways of growing our business for a richer life.
Bob Lancer teaches business owners and sales professionals the secrets of sure success through his highly motivational seminars and inspiring speaking engagements. Entrepreneurs and professionals also find their great breakthroughs through his famous Succeed-Your-Way Coaching/Consulting Sessions. He also delivers success through his empowering books and CD Recordings, and through his motivational radio show airing on WSB Radio and broadcasting to 35 states. See his website at

Saturday, September 22, 2012

Business Growth

Business Growth
Business Growth is critical in today's economy. It is important that you grow your business through customer acquisition strategies. Of course, as we all know, it is more expensive to acquire a new customer than it is to retain a current customer. Therefore, customer retention strategies are important as well, which we will touch on in a future article. Internet marketing is one cost effective way to for small businesses to generate leads, and, when handled correctly, leads turn into customers.
How to create your internet business growth strategy.
The first step is to create an online presence, so if you already have a website you are in good shape, if you don't I would recommend WordPress or similar software where you can easily make edits on the back-end. Once your online, you will want to designate a landing page for visitors that is relevant to their search. For example, if a pool company in San Diego may do a PPC (Pay Per Click) campaign to generate traffic to their website. They would want to have visitors land on a page that engages customers and provides information on pool maintenance. The goal of this page is to get visitors to take some action, whether it be enter email, make a purchase, or any other call to action that gets the visitor to opt-in. Many online marketers call this inbound marketing.
The second step is to create lead capture system. Many visitors will not buy from your site on the first visit, especially if it is the first time they have encountered your business. What you want to do is have the ability to contact them again and build trust through future communications. Many times it may take 3-5 touch points before enough rapport is build to make a sale. Your landing page should give visitors an incentive to enter their information. In our pool company example, they may offer a free pool cleaning in exchange for a potential customers name and email. Of course in order to collect on the free pool cleaning the company must collect more pertinent data e.g., address and phone number. It is much easier for the pool company to collect only name and email on the landing page, and then take the lead through a sales funnel, which leads us to the third step.
The third step is to take the lead through a sales funnel that you have in place. It all begins with an auto-responder in place to start communications right after the email has been captured. It could be a thank you email or a welcome email, it really depends on the strategy and the product or service. The important note is that communication begins with the lead. You do not want to "oversell" your business and ask the lead to buy right away. Use initial communication to relationship build, this is especially important in the B2B context. The next 1-3 emails should contain compelling content with small calls to action. For example, the pool company may ask their customer to click through a link to see their new services.
The fourth step is to close the sale and create a new customer. This step should not be too difficult if you have taken the potential customer through a series of communications that have gained their trust. In this message a strong call to action should be used and ask the potential customer for their business. In our pool company example, the company may send an email offering special pricing on pool closings to the first 50 people who buy online. The potential customer can then click right to the company website and easily make the purchase online.
The fifth, and final step to creating business growth is to focus on customer retention, and up-selling other products or services. Customers will likely continue to do business with you if they see value, but switching costs should also be considered (I can easily choose to use Google or Bing for any search). I always recommend clients to put a customer retention strategy into place, which is a whole new topic that we will discuss in future articles.
I hope that you have found this information useful and are now ready to start growing your business. If you would like to see how you can maximize traffic, leads, and sales please visit our website for more information.
Jordan Hansen is Co-founder of Green Marketing Specialists 
Company Bio:
If every business could think of ways to save money, increase exposure, and generate more customers while at the same time being environmentally conscious, the world would be a better place. Don't you want to have a dominant Internet presence like some other companies have created on google? Become more cost efficient. Measure your results. Market Eco-friendly. And most importantly, it's where 92% of your consumers are searching for you. We welcome you to a new generation of business. At Green Marketing Specialists, it's our mission to provide you with cutting edge, Eco-friendly marketing solutions to step up as the industry leader.
Specializations include Search Engine Optimization (SEO), social media marketing (Facebook, twitter, foursquare, pinterest, linkedin, and Google+), and targeted San Diego marketing through our network of forty-six concierge partners. We believe in the sustainability of the planet and donate a portion of all sales to ecotrust, an environmental, social, and economic well-being non-profit organization. Please give us a call today for a free business consultation and analysis 800-798-7949 or visit online at

Friday, September 21, 2012

Four Strategies For Small Business Growth

Four Strategies For Small Business Growth
If you are a small business owner, it is very easy to lose focus of your primary vision, mission and objective, and invest your precious time in worthless ideas. As an entrepreneur, executive, or leader, focusing on small business growth opportunities can be quite challenging when you're dealing with imminent crises that distract you away from strategic business planning.
It is crucial therefore that you spend quality time to develop business strategies for navigating your company, setting clear goals and objectives, and achieving your desired results.
In 2011, a blueprint of the biggest problems small businesses are facing was released by the Institute of Directors. The report clearly identified the key problems challenging small business growth and how they are impacting their survival. The purpose of this article is to help you understand how to turn those problems around to grow your business and increase profitability.
1. Lack of clearly defined plan
Did you know that many small business owners run their businesses without a business plan? Obviously, there is not business that operates without a plan that grows.
If you want your business to grow faster, make sure you invest quality time regularly in business planning activities. If you already have one, it is important also to revise it and update with current trends.
2. Ineffective leadership
Many times you discover that almost 85% of small business owners and executives are saddled with the responsibilities for almost everything in their business. You constantly find yourself in the habit of switching from your primary leadership functions to managing thereby losing the concentration you need to grow your business.
Every time you lose focus of your primary leadership roles and responsibilities, you invariably position your business to fail. You must always focus on your core priority functions to maintain your effectiveness.
3. Lack of execution
Lack of execution is probably the major problem business owners face.
Did you know that leaders and executives spend less than one hour a month to develop business strategies? Worse still, they do not execute the strategies they developed and their employees are never aware of them either.
It doesn't matter how realistic your business strategies look on paper, if you are not committed to take enough action to implement them, the business will suffer. Make sure to break your strategies down into small actionable steps you can achieve daily. Begin with the smallest part first.
4. Marketing and sales effectiveness
No matter what your business is established for, if you are not making enough sales to cover your cost and make profit; your business will probably not grow. Marketing and sales are the key elements of business survival and should be properly planned.
Planning your marketing and sales entails that you must understand the values your products or services are meant to deliver to your customer and develop business strategies to actually create them. You see, you must learn to approach your prospect from the point of view of providing solution to their problems. Succeeding at this means that you must list the cures, values and benefits your products/services offer your target market.
Small business growth is not achieved by luck; you have to work it out. You can discover how to Grow Your Business with guaranteed help to increase your profits faster. You can also Download Free Business Planning Tool and get help to plan your business and increase your return on investment.

Thursday, September 20, 2012

Giving a Great "Walk Around" Sales Presentation

Giving a Great "Walk Around" Sales Presentation
Salespeople should know that a walk around isn't just a presentation, it is a chance to discover the customer's needs and turn your product or services features into a benefit for that customer.
Learning good selling techniques takes practice and learning how to give a "walk around" sales presentation is essential to the sales process.
An excellent walk around presentation is not a canned presentation. It has been said, "A good walk around presentation doesn't work because it's canned; it got canned because it works." That's what a walk around should be - not canned, but planned. Salespeople need to know where they are going all the time. Hopefully they can help guide the customer down the Road to the Sale.
Before we can attempt a presentation we must understand what a "feature" is and what a "benefit" is. A feature is what something is - a benefit is what something does. Let's use automobile sales as an example. So let's look at some car sales techniques. A "walk around" occurs when a salesperson pulls a vehicle out of the line of cars in front of the dealership. The salesperson opens the doors, the trunk, and the hood. They turn on the car and get the A/C running in the summertime (or the heater in the winter time). They take the customer and tell them about the vehicle as they walk around it.
The aerodynamic styling of a vehicle is a feature; great gas mileage and a quiet ride are the resulting benefits. A lot of salespeople are good at reciting features, but not at explaining why the customer needs them - and this is for two reasons. One is they don't know enough about the car and the other is they did a poor job qualifying the customer's needs. Ask questions of your customer. Ask what they want from their next vehicle and listen to what is said.
How can a salesperson enthusiastically talk about the double steel cargo box if they don't know what the customer is going to use the vehicle for? They can't.
In a typical selling situation a salesperson might say something like, "Yes sir, this car has everything you're looking for: a fuel efficient engine and a hands-free Bluetooth communications system. It also has ABS brakes, limited slip rear axle, and terrain management." Sounds all well and good, right? Wrong. There is nothing your salesperson has told this customer that 1,500 other salespeople and brochures and Internet research haven't already told him.
So the customer looks at the salesperson like a deer in the headlights. He doesn't know what he is what he is supposed to say, except what he is probably thinking, "I can see all of these options, Mr. Salesperson. Tell me something I don't know." You see, when the salesperson recites his or her cornucopia of knowledge, it isn't a question so it doesn't really move the sale forward. He is just repeating what the customer told him he wanted.
The customer's only response is, "Yes, Mr. Salesperson, I can see it has everything I asked for. How much is it?" Or worse yet, the customer may say nothing. The worst thing that can enter a walk around presentation is silence. When there is silence, there is pressure and in the selling process, we want no pressure. As I mentioned many times, the only common ground a customer has is the price. When you stop talking, the only thing they can say is how much... or goodbye.
To do an excellent walk around, salespeople need to remember the thing the customer wants to know more than anything, "What will it do for me?" Until you tell customer that answer, then he is probably isn't listening.
Back to the walk around - how long did it take me to recite the options above, 30 seconds? What do I do now? I am out of things to say. Obviously there are lots of options and I could probably go on for a while, but even if I could memorize them all on every model, the customer will be yawning. Why? Because he wants to know what it will do for him. If salespeople are just going to recite options, they would be better off to hand the customer a brochure and send him on his way. The brochure is better than a salesperson will ever be at features. They break down the passenger compartment to cubic inches for heaven's sake! When it comes right down to it, does the customer even care that there is 28 inches of legroom? No. But he will be interested to know that, "Because of the transverse mounted engine, Mr. Customer, when you and your family take that trip to Colorado this summer you can really stretch out your legs!" That is how you sell legroom. Note: Without asking good questions, how could you make the above statement? But here's the good news: you can make that statement even more powerful in two ways - by moving the sale forward and by asking for the order.
There are many ways to move the sale forward, but here are a few. These are simple phrases that keep the customer following you:
"Let me show you this feature on your new Ford Explorer."
"Let me show you this,"
"Let me show you one more thing,"
"Great, follow me."
Ask for the order, it is quite simple, for example:
"That's a feature I'm sure you'd like, isn't it?" The customer says, "Yeah!" The salesperson says, "Great, follow me," or "Great, now let me show you one more thing."
The above question is one which you should already know the answer. Use it with a feature the customer wants, for example, seat belts, air bags, crumple zones, etc. A customer just won't say no to seat belts.
During the sale you are always closing -- in sales terminology that means you are always asking the customer for the order. For example, a very successful salesman in a 20-minute presentation will ask the customer in several different ways, in more than a dozen times if they want to buy the vehicle.
Some of the best closing techniques to use during a sale are called tie downs. Some call them trial closes. A tie down is simply a question at the end of a statement that demands a response. Instead of saying, "Those airbags are a wonderful feature." In the eyes of a customer, this is just an opinion. But, if I added, "Aren't they?" to the end of that statement, it forces the customer to respond, hopefully in a positive way.
Or, "On a scale of 1 to 10, with 10 being the highest rating, how would you rate this vehicle so far? What would it take to make that number a 10?"
However, sometimes a customer may say something that implies that they don't like the vehicle. For example, "Oh, that looks like something else that will break."
One way to handle these "objections" is to address the issue with the "Feel, Felt, Found" response. For example, you might respond by saying, "I can see why you might feel that. A lot of people have felt the same way, but once you've found out the engineering behind, you'll see how beneficial this can be for you."
These few tips will build the foundation for a confident walk around presentation.
- Learn your product inside and out, research what's being said about your product on the internet.
- Get to know your customer's needs in the initial greeting and qualification.
- Present with confidence and tie the features back to their needs.
- Help make their needs become their wants.
- Remember to refer to competitive brands and create value.
- Take full advantage of your product expertise when doing a walk around presentation and SELL yourself and your product.
And remember, selling is a process of listening to customer needs, finding solutions to their needs, building value you in your product or service, and giving them an opportunity to buy that product or service that serves their needs!
Vincent Hennigan listens to dozens of vehicle owners every week to hear what works and what doesn't work with their vehicle technologies. He listens to customers to understand their technology needs and looks for ways to tie vehicle technology into a benefit for the customer. Visit his weblog at to check for more helpful articles. Leave a question at

Tuesday, September 18, 2012

Sales Training: Are You Selling at Your Peak Level?

Sales Training: Are You Selling at Your Peak Level?
Sales training is priceless. If you've chosen a career in sales or are new to sales, sales training is a must. Like any sport or game, anyone can learn the rules. Those who wish to excel must practice. Strategies must be executed with care. Sales skills, demeanor, presentation, and word choices are all part of excellence. Desire and consistency are two huge assets for any sales person who wants to perform at a peak level.
Sales is a contact sport. While not physical, one-on-one contact is where deals are won or lost. If you're in commission sales, there's a lot to learn. After the basics, improvements can be made where needed. Measure your performance. Keep track of your closing ratio and your success rate will climb.
If you notice any part of the sales process causes you discomfort, address those parts asap. Do you feel confident? Are your efforts consistent? Do you make the calls you should? Do you sabotage your success by telling yourself this or that's 'impossible'? Is your self-talk supportive or do your internal messages drag you down?
If your performance is sidetracked by anxiety or discomfort, don't resist those messages. Sales should be fun, not a battle. The best sales training includes how to eliminate internal blocks at will. Acknowledge and honor any feelings interrupting your success and know there's help.
There's nothing wrong with you if you dislike certain parts of the sales process. The key is to find a way to complete tasks easily. Do you feel anxiety when it's time to cold call? Reason won't eliminate this feeling and those feelings can be overwhelming. An effective solution must be individualized to work where nothing has worked so far. A fear of calling people is a career killer. If you don't pretend everything's okay when it's not, you're on your way to the top.
Emotional Freedom Techniques (EFT) is a simple, tremendously powerful solution. Eradicate thoughts and feelings inhibiting you from performing at your highest level. EFT is self-administered. Tailor the process to address the issues you feel hurt your performance. I've seen EFT work miracles and millions of people all over the planet can testify to life altering results.
Great Sales Training empowers each rep with tools to enhance their performance, build confidence, and create as much success each sales pro can envision.
Do you fear success? Do you fear failure? Some don't feel they deserve to earn large amounts of money. If erroneous beliefs are buried deep in one's subconscious, those folks end up sabotaging their efforts to create a reality that reflects what they believe to be true about themselves.
We've all heard tales of movie star's and gifted athlete's self-destruction. Fabulously rich celebrities who don't feel deserving of their success can lose everything to soothe a self-concept that went haywire along the way. EFT is a solution that changes one's behavior by helping individuals release outdated, damaging emotional patterns.
Think of EFT as emotional acupuncture. EFT can be learned in under an hour with immediate results. The research behind EFT has proven that negative emotions we've accumulated over the years are held within our bodies and minds. Sometimes events from our past may have been forgotten because they seemed trivial.
There's an energy system within our body; much like the vascular system. When we tap specific 'acupoints', vibrations release unproductive ideas and emotions like shame, fear of success, feeling unworthy of success, and guilt. As we identify and release these blockages, we are relieved from their bondage.
We all know perpetually angry people. We know anger causes a rise in blood pressure. We know stress causes headaches, stomachaches, and anxiety. Thoughts and feelings create physical symptoms in our bodies. They interrupt sleep, our love life, and give us ulcers. As we acknowledge and release harmful thoughts and emotions with EFT, they disappear for good. If they resurface, repeat a treatment.
Sales training is priceless. The Internet provides innumerable resources. If your company does not provide sales training, take charge of your career and arm yourself with this most vital tool. Perform at your highest level. Earn the income you desire and deserve. EFT should be part of all sales training and will positively impact every facet of your performance. Let EFT be your secret weapon!
Cold Call Therapy is designed to help anyone eliminate call resistance, permanently. EFT works miracles and is easy to learn. Results are lasting. Modify EFT to address any issue in your life blocking total satisfaction. Don't let call anxiety kill your career. Kimberly Schenk is an Author/Executive Recruiter/Trainer.