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Actual for You - Selling with Purpose
In the world of franchising often be franchise outlet or franchisee will wish to sell their rights under the franchise agreement to another party. Since this is a common occurrence amongst franchisees it makes sense to have a clearly defined franchise agreement, which addresses potential or problematic transfers. A franchisor may wish to have a clause in the franchise agreement, which actually prohibits certain types of franchise transfers. And there might be a number of reasons for this. Below is a clause that I put into our franchise agreements all prohibited transfers;5.2.6 Proh
Why do your fear selling? Circle one before you proceed.
Checking Your Premise. Now that you selected, I want you to check the premise of your answer.
All over the world I teach people how to serve, surprise and delight their customers – how to keep them coming back for more.But once in a while a client asks, ‘Should we keep every customer, no matter what they do, or what they cost?’My answer: Absolutely not!Some paying customers cost more to keep than they contribute to your bottom line. Perhaps they cost too much to acquire in the first place. Or they prove too expensive to care for over time. They might purchase the minimum while extracting the maximum from your systems and your staff.There may be nothing mali
What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it the fear of rejection that scares you? Is it the fear of not being able to communicate effectively?
Define Your Fear. What is it about selling that makes you afraid? Next question, how did you develop this fear? What is it based on?
a) Many people fear sales because they’re afraid of being rejected as I mention.
b) Others simply fear being the center of attention; especially when giving a presentation in front a large group of people.
c) Some fear selling because they’re simply unprepared to answer tough questions or don’t have a deep understanding of the product or service they’re selling.
d) Could it be you don’t believe in the product or service your selling?
e) Other _______________________________________________
Why do your fear selling? Circle one before you proceed.
Checking Your Premise. Now that you selected, I want you to check the premise of your answer. I
I have a question for all of you Sales Managers out there. What will it take? What will it take to turn the new or mediocre sales person in your group into someone who drives revenue and reeks confidence? It will take a decision. A decision that this is the career field that I have chosen. This career is the vehicle that will facilitate my dreams coming true. This is the field that I will motivate and dedicate my professional life to.It’s not unlike becoming a physician and taking the Hippocratic Oath. It’s a turning point. A place where the mind joins the reality. “I am and always wil
Define Your Fear. What is it about selling that makes you afraid? Next question, how did you develop this fear? What is it based on?
a) Many people fear sales because they’re afraid of being rejected as I mention.
b) Others simply fear being the center of attention; especially when giving a presentation in front a large group of people.
c) Some fear selling because they’re simply unprepared to answer tough questions or don’t have a deep understanding of the product or service they’re selling.
d) Could it be you don’t believe in the product or service your selling?
e) Other _______________________________________________
Why do your fear selling? Circle one before you proceed.
Checking Your Premise. Now that you selected, I want you to check the premise of your answer.
I had a discussion with Erik Lie about the experiences with Stock Options Backdating (SOBD) and the economic impact of his work. According to Erik, at least 15% of the stock options grants between 1996 to August, 2002,were backdated. Some were within 30 days of the grant date, others more egregious. The number of companies though he said that were going to come clean would be far less than 15%. Here is what we came up with.First the assumptions:1. # of companies that actually are investigated or asked by the SEC (currenty June 03 is 42) by June 2006 = 1002. # of companies
b) Others simply fear being the center of attention; especially when giving a presentation in front a large group of people.
c) Some fear selling because they’re simply unprepared to answer tough questions or don’t have a deep understanding of the product or service they’re selling.
d) Could it be you don’t believe in the product or service your selling?
e) Other _______________________________________________
Why do your fear selling? Circle one before you proceed.
Checking Your Premise. Now that you selected, I want you to check the premise of your answer.
The sex appeal of great market research data often fades after it's presentation because companies don't know what to do with it.The central issue is linking your new and terribly interesting research to your own customer and prospect data. Fortunately there are straightforward ways to get to market segmentation and break the pattern of mass marketing that leads many companies to “also ran” status. We call this reverse segmentation and it can create legends in the business world.Here's how reverse segmentation works. Almost everybody has a customer database and knowledge of v
d) Could it be you don’t believe in the product or service your selling?
e) Other _______________________________________________
Why do your fear selling? Circle one before you proceed.
Checking Your Premise. Now that you selected, I want you to check the premise of your answer.
I had an interesting call yesterday from a lady in Chicago who was looking for somebody to coach her in SPIN Selling. SPIN Selling is a useful sales model and has been highly successful for many people over the last two decades or so. However, when people ask me about any particular sales model I always ask them, ‘why that one?’ Lets face it, there are enough out there and no doubt every single one has its devotees even if it’s only the person that dreamed it up. As well as SPIN there is, Power Base Selling, NLP Selling, Solution Selling, Consultative Selling, Funnel Selling and many more tha
Why do your fear selling? Circle one before you proceed.
Checking Your Premise. Now that you selected, I want you to check the premise of your answer. In other words, I want you to question the validity of your fear. If you chose C, for example, then your fear isn’t selling; it has more to do with being unprepared and the potential ‘shame’ of being exposed in public. Take the necessary steps to learn the product; this confidence in your knowledge will minimize your fear. If you chose B, you have to question why you’re afraid of getting up in front of others. Did you have a bad experience when you were younger? Or, are you still programmed by the “children should be seen and not heard’ parental reminder? To overcome the fear, you must first check the premise (validity) of why you hold that fear. No one every died from giving a sales presentation...at least not to my knowledge.
Like What You Sell. I can’t emphasize this enough. When you sell what you love, you're selling from a position of bel
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