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Secret StrengthsEverybody loves secrets. We all love to be in the know. When you share something personal or private with another person, you create an instant bond and sense of obligation and trust with them. By offering inside knowledge, you've created a sense of intimacy and made your listener feel important. Scarce Markets Or Scarce Salesmen?Whenever choice is limited or threatened, the human need to maintain a share of the limited commodity makes us crave it even more. Scarcity increases the value of any product or service. Scarcity drives people to action, making us act quickly for fear of missing out on an opportunity. How To Uncover Needs Or Wants Painlessly Using The jfa Funnel TechniqueThe key to uncovering client/customer needs or wants, lies in good questioning techniques. Questioning is a skill that requires much practice and concentration but once mastered serves you well - nobody ever raised an objection to buying something they either needed or wanted; you just have to discover what it is they really want or need! A New "Concentric Aisles" Floor Plan Design for SupermarketsI’m not sure if all that endless walking among the long aisles of a supermarket is necessary at all. I’m not sure if that’s the smartest way to design a supermarket assuming, of course, that customer satisfaction and "user friendliness" is what matters most for any corporation. So here I propose an alternative floor plan that I’ve never seen in any of the supermarkets that I’ve visited: CONCENTRIC CIRCLES. The Basics of Selling - Hunting and FarmingThis week I was involved in a situation where a salesperson that had lots of energy, didn't seem to be reaching the success or goals expected. It was clear that the sales activity was there. However, after listening and watching the salesperson in action. We knew the sales process wasn't being followed. The situation made me think about how easily we can slip into bad habits. Are You For Sale?Relax. I'm not advocating any illegal activity or compromising behavior. However, consider this. Whether you're a sales professional positioning a product, a corporate executive proposing an idea or you're networking for your organization, aren't you also selling yourself? If you're not for sale or horrified at the notion, keep reading. You may find some compelling reasons to consider a shift in thinking. Private Label Water and School Fund Raising: A Pure Water Source of RevenueMany schools are now exploring fund raising with healthier products. As a result private label water is becoming increasingly popular as a healthy alternative method to raise funds. Creating More Sales Through Active ParticipationPeople have an innate desire to feel wanted and needed. When you fulfill this need, you open the door to persuasion, a fact that has been proved beyond a doubt by records kept on industrial workers. Workers who have no voice whatsoever in management, who cannot make suggestions, or who are not allowed to express their ideas simply do not do as much work as workers who are encouraged to contribute. The same is true in families. Dr. Ruth Barbee said, "It is surprising how willingly a child will accept the final authority of the father, even if the decision goes against him, provided he has had a chance to voice his opinions, and make his suggestions, before the final decision is reached." Do Your Prospects Visualize Themselves Using Your Product Or Service?No one can follow through on an act or message without first thinking or seeing in his or her mind that it is possible to accomplish it. You can mentally achieve participation by helping your audience visualize and see in their mind how your product or service will help them. Real estate agents attempt to help their clients visualize living with their family in a certain home. When showing the home, the agent wants the people to envision it as their own. Handling Objections SuccessfullyBe prepared to field questions that the audience will ask and want to know. Brainstorm ahead of time for possible questions, scenarios, and answers. There will always be someone who asks the tough questions. If you are the expert, you are expected to know the answers. Obviously, if you don't know the answer, you should not make one up. If the question is way out of line, you can say you don't know the answer. But what do you do when your audience expects you to know the answer and you don't? How do you save yourself from losing credibility? Involving Your Prospect In The SaleThe more you engage someone's five senses, involve them mentally and physically, and create the right atmosphere for persuasion, the more effective and persuasive you'll be. Listening can be a very passive act; you can listen to an entire speech and not feel or do a thing. As a persuader, you need to help your audience be one step closer to taking action. As a Master Persuader, your goal is to decrease the distance someone has to go to reach your objective. Neuro-Linguistic ProgrammingWe were all born with five senses, each helping us to make generalizations about the world. You should engage all five sensations when trying to persuade an audience. However, keep in mind that there are three dominant senses we gravitate toward. They are sight, hearing, and feeling, or, visual, auditory, and kinesthetic sensations. Pre-Sell Through Branding And ExposureThe more you expose someone to a particular concept or idea, the more that concept or idea will become favorable to them. Things do grow on us. Have you ever heard a song on the radio that you didn't like until it started to grow on you? This is also true with people. You may not like some people at first, but after awhile you grow to like them, and sometimes you even become their friend. Ever wonder why politicians want signs and posters with their names and faces all over everyone's yards, street corners, bumpers, and windows? The use of repetition can be very effective. It is often said that repetition is the mother of all learning, but it is also the mother of effective persuasion. Repetition increases awareness, understanding, and retention. Questioning To The CloseOf all the tools in your persuasion toolbox, questioning is probably the one most often used by Master Persuaders. Questions gain immediate involvement. Questions are used in the persuasion process to create mental involvement, to guide the conversation, to set the pace of conversation, to clarify statements and objections, to determine beliefs, attitudes, and values, to force you to slow down, to find out what your prospect needs, and to show your sincerity. Questioning is a very diverse and useful tool. Neil Rackham and John Carlisle observed hundreds of negotiators in action in an attempt to discover what it takes to be a top negotiator. Utilize The Power Of ImaginationAs you learn to incorporate the senses, you will find that their effects can persuade faster than your words. For example, smells and tastes can be very powerful. Both can evoke strong emotional memories and even physiological reactions in your listeners. Invite them to imagine the smell of freshly baked chocolate chip cookies and you will see noses flare and faces relax with the feeling associated with the smell of freshly baked cookies. Such sensation will fill their minds with feeling. Or describe in full detail the sensation of biting into a fresh orange. You want the experience to come alive in their mind as if it is happening to them. Paint the picture in such a way that it becomes so real that your audience feels a part of it. People will participate in your stories if you let them. Sales Speaker Says: "I Opened My Mouth But A Roast Duck Didn’t Fly In!"There are lots of ways to be cute or clever in the field of sales and marketing.One of them is by swallowing whole the garbage that passes as wisdom, professed by some of the purportedly best and brightest. Why a Good Sales Plan Today - Sells Better Than a Perfect Plan TomorrowToo many salespeople including myself will focus on developing a perfect sales plan before they make the first call. To often the perfect letter never reaches the client because it isn't mailed. The sales call isn't made because the salesperson doesn’t know the exact words to say. Basic Sales skills: How Effective are you at Selling?There are seven basic skills to selling goods, whether they are products or services. An effective sales person constantly practices these skills so that they can encourage their prospects to buy from them and not from their competitors. The Secret Techniques Salesmen Use to Dig Deeper Into Your PocketIngratiation is gaining favor by deliberate effort. Ingratiation techniques can include compliments, flattery, and agreeableness. Ingratiation can also involve a special recognition of someone such as, "We don't usually do this, but in your case I'm going to make an exception," or "I am personally going to take care of this matter and see that you get what you want." Many people consider ingratiation sucking up or brown-nosing, but the method works and ingratiation makes people more persuadable. The reason this strategy works is because The Law of Esteem increases likeability and promotes an increase in ego. The Psychological Tactics Salesmen Use to Cheat You Out of More MoneyThe hope and expectations you can create in your persuasive environment will forecast your ability to persuade. One experiment volunteers were asked to participate in an experiment on prison environments. Half of the volunteers posed as prison workers, while the other half posed as prison inmates. The results were astounding. Previously tested to be psychologically sound people, the participants rapidly became more and more hostile, crude, rebellious, and abusive--both those acting as inmates and as guards! One "prisoner" became so hysterical and emotionally distressed that he had to be released. The study was supposed to last two weeks but was called off after only six days! Expectation SellingThe Law of Expectations uses expectations to influence reality and create results. Individuals tend to make decisions based on how others expect them to perform. As a result, people fulfill those expectations whether positive or negative. Expectations have a powerful impact on those we trust and respect, but, interestingly, an even greater impact on perfect strangers. When we know someone expects something from us, we will try to satisfy him or her in order to gain respect and likeability. What is the Problem With this House? It's Only for SaleMaybe ... no, you must have seen them. Those Advertisements. They are different from what you normally see when a House is for sale... To sell a product as expensive as a house you engage (the client) in a game where ... Assume the SaleThe power of suggestion can also be extremely effective when you engage the emotions in your tactics. For example, when your car salesman says, "You're really going to love how this car handles in the mountains," he is shifting the focus away from the sale and creating an exciting image in your head. He is also speaking as though you had already agreed to the sale because you wouldn't be driving it in the mountains unless you were going to buy it. He's acting like it's a done deal--and the truth is, the more he does this, the more it is! Product Leaflets Add Value To Your Sale: How Does Your Product Information Boost Your Sales Value?Providing product information, advertising hand bills, product data sheets or briefing newsletters is a route to encouraging your customer to buy from you in a more informed way - increasing the value they get from each sale. However, to be effective and focused, the information you give them needs to catch their interest and meet their needs. Three-Stage Sales StrategySuccess in the selling profession requires a salesperson to be persuasive. This article offers the reader a template for persuading customers and prospects to make buying decisions that are in their best interest. MLM Multi Level Marketing Take Away ClosesMultilevel marketing companies teach their down line lots of sales techniques but fortunately they do not teach them ethics. All too often a down line multilevel marketing recruit will go into a meeting and immediately slip into unethical sales practices. Sales Tips And Philosophies That Apply To All Salesmen (Not Just Real Estate)Sales Tips and Philosophies that can help your Real Estate income Give the Buyer Options - Selling Professional ServicesIn selling professional services, the client is often intimidated by the concept of handing over control of the project to the the service provider. One way to mitigate those concerns and to allow the client to feel like a collaborative partner in the project assessment process is to offer the client options. When the client feels as though they helped craft the proper solution, they will have a greater comfort level in giving you the go ahead to proceed with the project. Why an Analog Notebook Improves Sales SuccessDo you search through piles and files on your desk looking for prospect and customer information? If you do, you need a simple system to eliminate this wasted time. Some salespeople have tried using digital technology to improve this sales nightmare. I was one of them and finally gave up, reverting back to the tried and true analog method of a pocket spiral notebook. The Buying ProcessToo many Sale people focus on the SALES Process. I suggest we begin to focus on the BUYING Process.Records: 511-540 from 831