Actual for You - Business

Becoming A Professional Motivational Speaker
What separates a professional motivational speaker from an ordinary guy? Mostly it’s just studying the basics and practicing the established techniques of an established, successful professional motivational speaker. Unless you are that one in a million type of person who can just wing it on stage and hold a large audience of people captive with the strength of your personality and the power of your voice, you must learn the basics before you begin t

uces your prospect's level of productive tension as it calms their worries. In turn, that reduces the likelihood of your prospect confronting their situation and doing something about it, so STOP normalizing what your prospect is experiencing!

Six Reasons to K.I.S.S.
Six Reasons to K.I.S.S. “Very often, people confuse simple with simplistic. The nuance is lost on most.” - Clement Mok, Chief Creative Officer, Sapient We’ve all heard THIS acronym, K.I.S.S. – Keep it Simple, Stupid! While I prefer, Keep it Splendidly Simple; the point is the same. Make it simple! All of us have heard the phrase. All of us nervously laugh and knowingly nod our heads when we hear it. All too

The differences between top sales professionals and the rest of the crowd isn't just about what they DO, it's about what they DON'T do as well! Over the course of more than 20 years developing the MasterStream Method, we've identified over two dozen traditional selling approaches that, upon closer examination, cause more damage than good. In this article, we'll begin exploring several mistakes sales professionals make, starting with:

Why "Feel, Felt, Found" is a Foolish Thing to Say

The essence of every sales call is to complete three basic tasks: 1) help your prospect identify a situation in need of their immediate attention; 2) prove you're the solution they need; and 3) secure their commitment.

Let's focus on the first task.

Here's a common situation sales professionals encounter: Let's say you're a financial services sales professional. You're meeting with a prospective financial planning client and as you're asking some basic fact-finding questions, your prospect reveals that they are worried about their retirement. There are only three ways you can respond to their statement, you can normalize their concerns, ignore their worries, or pursue their issue.

Traditional selling strategies would recommend that you take the edge off of the prospect's worries and connect yourself more strongly to your prospect by using the "Feel, Felt, Found" technique. You've all heard it, probably even SAID it, before: "I understand exactly how you feel. Many of my clients felt the same way. But by working with us, they found the answers to their greatest concerns."

So what's wrong with that?

If you say that, or anything to the effect of, "Everyone is concerned about their retirement" or, "That's what we hear people tell us every day" or even, "You've certainly come to the right place." you're normalizing what your prospect is experiencing. Stop and think about it: You're actually telling them that their situation ISN'T as unique as they thought it was, that you deal with similar situations all the time, that their situation is commonplace. That awareness reduces your prospect's level of productive tension as it calms their worries. In turn, that reduces the likelihood of your prospect confronting their situation and doing something about it, so STOP normalizing what your prospect is experiencing!

How to Launch a New Concept (What to do when you're First Born)
So you’re about to launch something that no-one else has ever done before. How do you go about it? In short, here is what you need to do:1. Don’t rush out a buy a bunch of advertisements.Advertising is the vehicle that is used to maintain an existing brand’s profile and there is a fundamental difference between building a brand and maintaining it. The best and most credible way to launch a new concept is through publici

is to complete three basic tasks: 1) help your prospect identify a situation in need of their immediate attention; 2) prove you're the solution they need; and 3) secure their commitment.

Let's focus on the first task.

So what's wrong with that?

Why Should You Use Niche Marketing?
What a lot of people do not understand is that almost any form of marketing is niche marketing. If you aim at a target audience for your product or service then you are effectively targeting a niche. Most people need to focus on their marketing efforts and choose a proper niche instead of trying to “spread the net” and aim at a bigger audience instead of targeting a smaller niche.When you market towards a target audience you are always going t

here are only three ways you can respond to their statement, you can normalize their concerns, ignore their worries, or pursue their issue.

So what's wrong with that?

Freight Brokers
A freight broker works with the manufacturers of goods, wholesalers and distributors to see to the safe and effective and timely transportation of huge loads of goods to be ultimately sold on the market. These professionals also work on the modalities of sending the material from one location to another, and the amount earned as a part of the profit is termed as freight brokerage. The business of freight brokers has been in the trucking business as e

atest concerns."

So what's wrong with that?

Frankly My Dear, Thanks For Giving A Damn!
That would be music to your ears! Hearing your clients say, thanks for giving a damn! And how often have you felt appreciated? All the time? Most of the time? Or seldom?Well it’s not that difficult to do! What I’m about to share may surprise you – hopefully it reinforces what you’ve known all along. So here it is:It’s Not About You!Let me explain. At six years old, I learned that giving my audience/customer what they want

If you completely ignore your prospect's statement and let it pass by without any acknowledgement whatsoever, you're communicating that their concern is so unnecessary and their situation so inconsequential that it doesn't even deserve a moment's attention. If you dismiss your prospect's concerns, directly or indirectly, you are robbing yourself of an ideal opportunity to help them solve a problem and could very well be harming them in the process, so STOP ignoring what your prospect is experiencing!

If you want to sell more, remember that whenever a prospect says they are worried about something, PURSUE the SUBJECT in greater detail. Questions like, "What troubles you the most about your retirement?" and, "What's causing you to be so concerned?" and, "What are you afraid will happen?" are likely to reveal much more useful information, get to the true source of your prospect's issue and open the door wider for you to be of service to them. The more you support your prospect in focusing on the uniqueness of their situation and the validity of their concerns, the more closely they will listen to what you have to say, the more valuable they will view your solution and the more quickly they will take action on your recommendations.

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What makes a successful salesperson? People look up to professionals because they recognize them as being good at what they do. They're good because they've walked the extra mile toward excellence. They absorb information about their chosen fields, and they share their knowledge with others. To be a professional, you have to look like a pro, communicate like a pro, and exude the confidence of a pro. You must set a high standard for yourself and never allow yourself to fall below that standard.

The BA0 record is the record that submits provider data to the insurance carrier when doing medical billing through electronic billing methods. We're going to cover the required fields in the BA0 record and explain what each field is for.

Quite often marketers are told to accept reciprocal links from anywhere to build up their business. This can really backfire

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Actual for You - Sales Techniques to STOP Using If You Want to Sell More

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