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Actual for You - Closing Corporate Business - The Secret Steps to Business Success
Advice for New Salespeople: From a Sales Pro
From a seasoned salespro, here are some words of advice...But a word of warning... if you're looking for the "top ten tips" for closing the sale, or the "3 easiest ways to overcome objections", then this article might not be right for you.There are many different resources available for salespeople in how to close, how to manage time, how to ask questions, how to manage a territory, and how to stay motivated.In fact, there has not been a major advance in the sales profession since the early 1900s -- since the beginning of what i
to each person for 4-5 seconds, and then move to another person. You’ll find each one will pay more attention to what you say.From a seasoned salespro, here are some words of advice...But a word of warning... if you're looking for the "top ten tips" for closing the sale, or the "3 easiest ways to overcome objections", then this article might not be right for you.There are many different resources available for salespeople in how to close, how to manage time, how to ask questions, how to manage a territory, and how to stay motivated.In fact, there has not been a major advance in the sales profession since the early 1900s -- since the beginning of what i
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- Know your niche. Be clear about the market/industry you want to go after. Often new business owners make the mistake of being generalists because they want any business they can get. Be specific about who is your ideal client and put all your energy in that direction. Get yourself known as a specialist in one area rather than trying to be an expert in everything.
- Ask for referrals. There’s “low-hanging fruit” right under your nose. If a client is satisfied with you, they’ll be happy to help you. Ask happy clients if there is anyone they know who you can call. If your client works within a large organization, figure out the department you want to call and then ask the client who they know in that department. This is the first step my client took, so do this early on!
- Get the meeting. When calling the prospect for a meeting, introduce yourself, give the name of your referral and state the purpose of your call. If they know and respect your referral source, you’ve opened the door to getting the meeting. Don’t wait to say who referred you. Let the prospect know immediately who referred you.
- Visualize getting the business. Close your eyes and actually see yourself walking into the meeting with confidence, having a great meeting and then getting the business. Do the visualization a few times the day before, as well as before you go to sleep and on the way to your meeting. How you come across as soon as you walk in the door sets the tone for the whole meeting.
- Prepare an effective presentation. Create a complete presentation of what you want to cover at the meeting. I’ve created a PowerPoint presentation of The Sales Breakthrough System. I also bring a marketing folder that includes a list of my programs, with descriptions of each, a bio, client list and testimonials. Whether it’s a visual presentation or a brochure, you want to show something to the prospect that will enhance your professionalism and make an impact.
- Practice your presentation. Practice what you’re going to say. This includes an opening statement, a run-through of your presentation, responses to objections they may have, questions they may ask, questions you might ask—especially asking for their business—finally, closing for next steps.
- Establish a connection. Connect with the prospect by looking at them throughout the meeting. Do not talk over them, talk directly to them. You will come across as someone who is warm, confident and in control. This is a valuable skill if you’re meeting with a group. Speak to each person for 4-5 seconds, and then move to another person. You’ll find each one will pay more attention to what you say.
- Outline the Next Steps. At the end of the meeting summarize for the prospect what has been discussed and agreed to. Then take out your calendar, asking the prospect to do the same, and write in what the next steps are. Never leave without knowing what the next steps are.
- Follow Up. As soon as you return to your office, summarize in an e-mail what was covered during the meeting and the next action steps you and the prospect have agreed to take. Send the memo to the prospect the next day. Include due dates for each action step and be sure to fulfill what you said you would do.
International Merchant Accounts
International merchant accounts are great tools for international trading. These accounts are provided by account providers of a foreign country. As these accounts are not tied to the regulations and tax rules of the native country, you can get more tax benefits. All international merchant accounts are multi-currency accounts, which enable you to trade virtually in all currencies available.Today, international merchant accounts are very popular among all businesses persons. With these accounts, you have two options - you can either set up you
A client recently called me with some very good news. She had been hired by a large corporation to do several projects for them. She was so excited she could hardly contain herself. She had been working hard on growing her business for several years and it was beginning to pay off. I told her this didn’t happen by luck. She had created a clear and concise step-by-step sales action plan and had diligently and consistently followed each step. Let’s take a look at the steps she followed that led to her business success.International merchant accounts are great tools for international trading. These accounts are provided by account providers of a foreign country. As these accounts are not tied to the regulations and tax rules of the native country, you can get more tax benefits. All international merchant accounts are multi-currency accounts, which enable you to trade virtually in all currencies available.Today, international merchant accounts are very popular among all businesses persons. With these accounts, you have two options - you can either set up you
ASSIGNMENT
- Lessons Learned from Successful Entrepreneurs
Entrepreneurs are a special breed of high achievers. They create things, get things started: businesses, clubs, churches, associations, even nations. Their motivations vary. Not all want to be rich. Not all want to produce a Fortune 500 company. Some are motivated by pleasure or civic pride or the desire for fame. Mary Madden, president of Information America, told me she and Burton Goldstein started their company because it gave them freedom and flexibility.Entrepreneurs see a world that is incomplete. It probably does not yet have what they
ASSIGNMENT
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- Visualize getting the business. Close your eyes and actually see yourself walking into the meeting with confidence, having a great meeting and then getting the business. Do the visualization a few times the day before, as well as before you go to sleep and on the way to your meeting. How you come across as soon as you walk in the door sets the tone for the whole meeting.
- Prepare an effective presentation. Create a complete presentation of what you want to cover at the meeting. I’ve created a PowerPoint presentation of The Sales Breakthrough System. I also bring a marketing folder that includes a list of my programs, with descriptions of each, a bio, client list and testimonials. Whether it’s a visual presentation or a brochure, you want to show something to the prospect that will enhance your professionalism and make an impact.
- Practice your presentation. Practice what you’re going to say. This includes an opening statement, a run-through of your presentation, responses to objections they may have, questions they may ask, questions you might ask—especially asking for their business—finally, closing for next steps.
- Establish a connection. Connect with the prospect by looking at them throughout the meeting. Do not talk over them, talk directly to them. You will come across as someone who is warm, confident and in control. This is a valuable skill if you’re meeting with a group. Speak to each person for 4-5 seconds, and then move to another person. You’ll find each one will pay more attention to what you say.
- Outline the Next Steps. At the end of the meeting summarize for the prospect what has been discussed and agreed to. Then take out your calendar, asking the prospect to do the same, and write in what the next steps are. Never leave without knowing what the next steps are.
- Follow Up. As soon as you return to your office, summarize in an e-mail what was covered during the meeting and the next action steps you and the prospect have agreed to take. Send the memo to the prospect the next day. Include due dates for each action step and be sure to fulfill what you said you would do.
- Practice your presentation. Practice what you’re going to say. This includes an opening statement, a run-through of your presentation, responses to objections they may have, questions they may ask, questions you might ask—especially asking for their business—finally, closing for next steps.
- Establish a connection. Connect with the prospect by looking at them throughout the meeting. Do not talk over them, talk directly to them. You will come across as someone who is warm, confident and in control. This is a valuable skill if you’re meeting with a group. Speak to each person for 4-5 seconds, and then move to another person. You’ll find each one will pay more attention to what you say.
- Outline the Next Steps. At the end of the meeting summarize for the prospect what has been discussed and agreed to. Then take out your calendar, asking the prospect to do the same, and write in what the next steps are. Never leave without knowing what the next steps are.
- Follow Up. As soon as you return to your office, summarize in an e-mail what was covered during the meeting and the next action steps you and the prospect have agreed to take. Send the memo to the prospect the next day. Include due dates for each action step and be sure to fulfill what you said you would do.
- Outline the Next Steps. At the end of the meeting summarize for the prospect what has been discussed and agreed to. Then take out your calendar, asking the prospect to do the same, and write in what the next steps are. Never leave without knowing what the next steps are.
- Follow Up. As soon as you return to your office, summarize in an e-mail what was covered during the meeting and the next action steps you and the prospect have agreed to take. Send the memo to the prospect the next day. Include due dates for each action step and be sure to fulfill what you said you would do.
- Make a list of all the clients who work in large companies that you’re either working with or have worked with.
- Write down the department you want to call to get an appointment.
- Call your client and ask them if they know of people you can call in the department, and whether you can use their name.
- Using the steps above, start making the calls.
Receivables Factoring Companies Are Your Tool to Improve Cash Flow Management and Grow Today
Invoice factoring advantages: imagine how you could grow your business with excellent cash flow management.When you partner with invoice factoring companies, you can receive payment on your customer invoices within 24 hours of billing, freeing up your company's cash flow. So, by not investigating factoring companies, you may be limiting your options. Read on for some of the benefits of working with a receivables factoring company and then contact a quality firm today.Immediate benefit of receivables factoring: solve payroll a
tting the meeting. Don’t wait to say who referred you. Let the prospect know immediately who referred you.Invoice factoring advantages: imagine how you could grow your business with excellent cash flow management.When you partner with invoice factoring companies, you can receive payment on your customer invoices within 24 hours of billing, freeing up your company's cash flow. So, by not investigating factoring companies, you may be limiting your options. Read on for some of the benefits of working with a receivables factoring company and then contact a quality firm today.Immediate benefit of receivables factoring: solve payroll a
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Biz Ops and Business Opportunities Must Substantiate Earnings Claims
The Federal Trade Commission is considering a new proposed rule, which would require Biz Op's and business opportunities to substantiate earnings claims that they may to potential buyers if the buyer requests them. Such earnings claims proof will hopefully eliminate much of the fraud that goes on in the business opportunity sector.Below is a copy of the Federal Trade Commission's proposed rule on substantiate earnings claims to potential buyers to ask for them;Proposed section 437.5(f): Written substantiation for earnings claims
h, a bio, client list and testimonials. Whether it’s a visual presentation or a brochure, you want to show something to the prospect that will enhance your professionalism and make an impact.The Federal Trade Commission is considering a new proposed rule, which would require Biz Op's and business opportunities to substantiate earnings claims that they may to potential buyers if the buyer requests them. Such earnings claims proof will hopefully eliminate much of the fraud that goes on in the business opportunity sector.Below is a copy of the Federal Trade Commission's proposed rule on substantiate earnings claims to potential buyers to ask for them;Proposed section 437.5(f): Written substantiation for earnings claims
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What is CRM and Why Do I Need It?
“Don’t worry about the definition of CRM. If you don’t come up with your own definition you’re wasting your time” – Ed Thompson, Gartner Analyst.This probably accounts for the fact that there are so many different definitions of CRM out there.One of the first things to do when considering adopting CRM is to define what it means to your business, in as much detail as possible, remembering to consider why you are doing it, and what results you want to achieve from doing so. It is crucial that you fully u
to each person for 4-5 seconds, and then move to another person. You’ll find each one will pay more attention to what you say.“Don’t worry about the definition of CRM. If you don’t come up with your own definition you’re wasting your time” – Ed Thompson, Gartner Analyst.This probably accounts for the fact that there are so many different definitions of CRM out there.One of the first things to do when considering adopting CRM is to define what it means to your business, in as much detail as possible, remembering to consider why you are doing it, and what results you want to achieve from doing so. It is crucial that you fully u
ASSIGNMENT
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