Shut Up and Sell!

Shut Up and Sell!
by: Erin Banister

Predatory salespeople are everywhere –from the department stores to car sales. Time and time again we’ve seen these salespeople hunt like hounds trying to get their next sale, the next big commission. “Sell at all costs!” “Don’t let them say no!”
No wonder we’re afraid of selling. We don’t want to hunt people down, we don’t want to take their money without consent, and we don’t want to sell them something they don’t need.
You Don’t Have to Do That!
Those salespeople have it all wrong. You don’t have to pressure anyone to get a sale. In fact, I’ll go as far as to say that you don’t even want those people who succumb easily to sales pressure. You want these people to know what they’re getting, up front, and have no remorse over the buying process.
The informed consumer is the repeat consumer.
I’ll give you an example: Several years ago, I was in communications with a business person who had some very specific needs. (And very specific questions.) Over the course of several months we communicated via email and telephone several times a week. We weren’t even talking about costs – we were talking about the schematics of working with a virtual business. “How would we do x virtually?” “Can Y be virtual, or would there have to be some physical correspondence involved?” “Is Z possible in a virtual situation, and if so, how does it work?”
This gentleman was really doing his homework. And I really didn’t mind. We were building a great rapport, he was generating referrals for my business, and he was learning a great deal about the virtual assistance industry. All his questions were valid – I had no problem answering a question that would have taken him too much time to find the answer on his own.
After about six months of correspondence, he finally signed a contract with me. We agreed upon a five-year term (almost unheard of within the VA industry), during which time he would continue to generate referrals for my business. He’s still working with me to this day, seven years later.
He was informed and comfortable in his decision – and this made all the difference.
So the moral of the story is this – shut up, listen, and answer your consumers’ questions.
There are only three steps to selling – none of which have anything to do with a pushing anyone into buying.
In order to sell, you have to connect!
Primarily, you have to connect with a person - you want to be talking with someone not at them. Build rapport. Ask them about their business, their situation, and listen whole-heartedly. You need to figure out where they are in their situation, and use this Q&A time to help you formulate responses to cater to their needs. Don’t forget to take notes!
Now talk a little about their expectations of the relationship. If you’re a coach, for example, ask them how they expect coaching to help them within the next three months. Ask them how they expect the coaching relationship to work. Ask lots of ‘why’ questions – they’ll help you more later. (“Why do you feel you need a coach?” “Why do you want to achieve x?”)
After you’ve talked about their expectations, tell them the reality of your business. Tell them specific outcomes you can help them achieve, and present case studies if possible. In all matters, be honest. Don’t over-hype anything… be straight and they’ll appreciate you for it.
Now you can persuade
Now is your turn to talk. Talk about their problems. Take their expectations and their situation and tell them their problems in your own words. If you understand their situation, they will be able to tell. Don’t fake concern or empathy – but do be understanding of their needs. Speak of their problems as if they asked you a ‘why’ question – “You need x, y, & z because you need a & b to function appropriately for outcome N”.
Also talk about their outcomes in your own words “If I understand, you need x, y, & z; and you want ABC to happen because of it, correct?” The more your relay your competence of their situation, the more comfortable they’ll be with you. Approach this as you would approach an elementary school student with a difficult math question – rephrase so you both understand, and make sure you have ALL the elements. Without all the elements, you can’t fully understand their needs.
Once you’re comfortable with their needs and desired outcomes, present your solution. DO NOT use a canned ‘solution statement’, you truly need to cater all your responses to their specific needs. Speak of their future, your future, and how they intertwine. You want this to be seen as a group effort – not just a one-sided deal. You can’t possibly solve all their problems, but you are always on their side. Let them know your vested interest, and they’ll appreciate it.
Let’s not close – let’s agree
Now that you’ve talked with them about their needs, how you can help, and any other items that need discussion, you should be ready to come to an agreement. You should both agree by now that their needs and your solution are a good fit. If you don’t feel you’re a good fit, move on.
Make them an offer. Tell them how you intend on helping them, how you plan to work together, and how long you plan to work together. DO NOT discuss money until this point. (If the question arises beforehand, don’t evade the question, but don’t give them a precise estimate. I’ve always used the phrase “We need to cover some more information before I can give you a solid quote because pricing is based on individual needs”. Give a ballpark estimate if necessary.) Go over your pricing & procedures, and offer to send them a formal proposal & contract. You’re done!
As you can see, selling isn’t what you think it is. No one wants to talk to a pushy salesperson, and now you have the tools to be an effective salesperson. Just remember to prepare, relax, shut up and sell!


About the AuthorErin Banister, president of TrinityJacobs, helps entrepreneurs lessen their administrative & marketing burden. For more information, visit http://www.TrinityJacobs.com(Sign up for The Next Level and get our FR*EE Special report "10 Ways To Make Your Work Day Easier, Faster, & More Efficient" here http://www.trinityjacobs.com/the-next-level.html)

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20 Quick Tips to Help You Quit Smoking

20 Quick Tips to Help You Quit Smoking

1. Believe in yourself. Believe that you can quit. Think about some of the most difficult things you have done in your life and realize that you have the guts and determination to quit smoking. It's up to you.

2. After reading this list, sit down and write your own list, customized to your personality and way of doing things. Create you own plan for quitting.

3. Write down why you want to quit (the benefits of quitting): live longer, feel better, for your family, save money, smell better, find a mate more easily, etc. You know what's bad about smoking and you know what you'll get by quitting. Put it on paper and read it daily.

4. Ask your family and friends to support your decision to quit. Ask them to be completely supportive and non-judgmental. Let them know ahead of time that you will probably be irritable and even irrational while you withdraw from your smoking habit.

5. Set a quit date. Decide what day you will extinguish your cigarettes forever. Write it down. Plan for it. Prepare your mind for the "first day of the rest of your life". You might even hold a small ceremony when you smoke you last cigarette, or on the morning of the quit date.

6. Talk with your doctor about quitting. Support and guidance from a physician is a proven way to better your chances to quit.

7. Begin an exercise program. Exercise is simply incompatible with smoking. Exercise relieves stress and helps your body recover from years of damage from cigarettes. If necessary, start slow, with a short walk once or twice per day. Build up to 30 to 40 minutes of rigorous activity, 3 or 4 times per week. Consult your physician before beginning any exercise program.

8. Do some deep breathing each day for 3 to 5 minutes. Breathe in through your nose very slowly, hold the breath for a few seconds, and exhale very slowly through your mouth. Try doing your breathing with your eyes closed and go to step 9.

9. Visualize your way to becoming a non-smoker. While doing your deep breathing in step 8, you can close your eyes and begin to imagine yourself as a non-smoker. See yourself enjoying your exercise in step 7. See yourself turning down a cigarette that someone offers you. See yourself throwing all your cigarettes away, and winning a gold medal for doing so. Develop your own creative visualizations. Visualization works.

10. Cut back on cigarettes gradually (if you cut back gradually, be sure to set a quit date on which you WILL quit). Ways to cut back gradually include: plan how many cigarettes you will smoke each day until your quit date, making the number you smoke smaller each day; buy only one pack at a time; change brands so you don't enjoy smoking as much; give your cigarettes to someone else, so that you have to ask for them each time you want to smoke.

11. Quit smoking "cold turkey". Many smokers find that the only way they can truly quit once and for all is to just quit abruptly without trying to slowly taper off. Find the method that works best for you: gradually quitting or cold turkey. If one way doesn't work do the other.

12. Find another smoker who is trying to quit, and help each other with positive words and by lending an ear when quitting becomes difficult. Visit this Bulletin Board and this Chat Room to find a "quit buddy."

13. Have your teeth cleaned. Enjoy the way your teeth look and feel and plan to keep them that way.

14. After you quit, plan to celebrate the milestones in your journey to becoming a non-smoker. After two weeks of being smoke-free, see a movie. After a month, go to a fancy restaurant (be sure to sit in the non-smoking section). After three months, go for a long weekend to a favorite get-away. After six months, buy yourself something frivolous. After a year, have a party for yourself. Invite your family and friends to your "birthday" party and celebrate your new chance at a long, healthy life.

15. Drink lots of water. Water is good for you anyway, and most people don't get enough. It will help flush the nicotine and other chemicals out of your body, plus it can help reduce cravings by fulfilling the "oral desires" that you may have.

16. Learn what triggers your desire for a cigarette, such as stress, the end of a meal, arrival at work, entering a bar, etc. Avoid these triggers or if that's impossible, plan alternative ways to deal with the triggers.

17. Find something to hold in your hand and mouth, to replace cigarettes. Consider drinking straws or you might try an artificial cigarette called E-Z Quit found here:http://www.quitsmoking.com/ezquit.htm...

18. Write yourself an inspirational song or poem about quitting, cigarettes, and what it means to you to quit. Read it daily.

19. Keep a picture of your family or someone very important to you with you at all times. On a piece of paper, write the words"I'm quitting for myself and for you (or "them")". Tape your written message to the picture. Whenever you have the urge to smoke, look at the picture and read the message.

20. Whenever you have a craving for a cigarette, instead of lighting up, write down your feelings or whatever is on your mind. Keep this "journal" with you at all times.

Good luck in your efforts to quit smoking. It's worth it!

** Article © Copyright Fred Kelley of QuitSmoking.com. Visit the web site at http://www.quitsmoking.comfor great information and products designed to help you quit smoking.

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What Should Your Business Card Say?
by: Charles Kassotis

Are you planning to start your own business? Do you work from your home? Are you employed at a company where you have a specific job title and function? If any of these are true or if you want to offer freelance services to the community, a business card may be one of your first steps in making others aware of your goods and services.

A business card is your calling card, post card, appointment reminder, and contact piece all printed on one small card. That is what makes this multi-purpose item so useful. A resourceful businessperson will want to make the most of this unique advertising strategy, since business cards can sit on someone’s desk, find a place in a Rolodex, join others of its kind in a wallet, and be posted on a bulletin board. Dozens or even hundreds of passersby may view your card, depending on where it is placed.

With all of the speedy online printing services available, or using popular software applications, you can have a stack of business cards in your palm within a day or two, or no longer than a week in most cases. Yet this is a promotional tool that should not be rushed. Take your time to map out this marketing strategy to maximize its benefits for your business.

1. Consider the color. You can choose from a fiery neon shade, a soft pastel, a neutral tone, or even a design with a decorative border. Keep in mind the type of readers who will receive the card. Conservative staffers in large corporations may prefer a subtle card with a low-key, professional image. But a creative advertising display could grab the attention of marketers and sales managers. Attractive, color-sensitive images may draw the attention of everyday customers or those who shop from home and enjoy the attractive appearance of your thoughtfully designed piece. You can use color on one side or two.

2. Lay out the print. Practice with a sheet of paper or on your computer screen to get the look and feel you want in a card. Experiment with different fonts and type sizes for proportionate spacing and headings as well as neatly designed spaces. If you don’t have one already, create a logo for your company that will serve as an instant identification item when people come across advertisements for your business.

3. Arrange the information. You may want your name and title to be the biggest parts of the card, with contact information and other service options printed in smaller type. On the back of the card, you might decide to place additional details about your product or services, although you won’t want to overwhelm the reader with too much information. Keep the overall effect simple and readable.

Your business card announces your presence in the world of commerce, so make it a welcome piece that will incite readers’ interest and enthusiasm in what you have to offer.

About the AuthorLook for more business card help at the Business Card Directory: http://www.businesscarddir.com

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