Strategies for Winning All the Business You Want.
Category
Sales
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01.24.12He’s Just Not That Into You! 3 Ways to Connect Quicker with ProspectsIf you ever try to attract someone and feel you’re falling short of making your case, here are a few solutions. If you try to sell someone something, a typical reaction you may receive is that person becomes immediately not that into you. As the nation’s #1 sales expert Jeffrey Gitomer says, “People Don’t Like to Be Sold, But They Love To BUY!™” In businesses where the seller and the buyer’s relationship matters, instead of focusing on the product, it is smarter to focus more on the relationship and making a connection. Here are 3 ways I’ve observed from some of ...
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10.19.11Winners Work – Take the 90-Day Red Zone ChallengeAll the research that I have done over the years to determine what brings success in sales people is directly related to hard work, a quest for absolute excellence, and a commitment to improving social intelligence. Long term success is not about getting lucky. Over the years we have seen successful individuals surge to become ultra successful. But, we also have seen those that became too comfortable in their success stop working on improving and head down as fast as they previously rose. If only there was a way to measure commitment, willingness to work, and consistent motivation to improve – and ...
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09.07.11The Departure of Women in Financial Services: See you soon Sallie!In financial services there are superstars, high performers, average producers, wanderers and below average professionals. Just like in many industries. Financial services, however, is a different industry than many because it is heavily dominated by men. And it’s not because women are ill-suited for financial services. My belief is there is a lack of successful female mentors, causing the industry itself to perpetuate its lack of females. One of the women I’ve always admired who has excelled as a problem-solver and has a track record of superstar success is Sallie Krawcheck. Yesterday Krawcheck was dismissed in a surprise move as President ...
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08.24.11People Buy YOU, So Why Are You Still Trying to Sell Them Features?Do you think clients make buying decisions based on a product or service’s features? It seems so because most businesses promote product and service features over and over again. But, people don’t buy features. They buy the benefits that those features offer. In particular, people buy what the product will do for them. And to take it one step further, ultimately the buying decision is made about the person selling the product or service, NOT the product itself. But too often, significant focus has been on the wrong thing. People should be selling themselves, but are too uncomfortable marketing themselves, so ...
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03.15.11Guest Blog: Better Service Equals Better ReferralsGuest Blog from Bill Cates, President of Referral Coach International Know Your Competition When you know your competition well, it not only gives you a selling advantage early on, but also continues to help you serve and sell to your client throughout the relationship. You should always serve your clients with the knowledge that they are your competitors’ prospects. Do you know what pressures your clients are under to move their business? Do you know what they say to all those other financial professionals who call them? If you don't, I ...
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11.24.10Those Who Can Speak Close More SalesOne of the very best speakers I've had the privilege to hear isn't necessarily someone you may have heard of. He doesn’t make his living earning speaking fees; in fact, he probably has never received a payment for speaking services. He speaks to get his message across and to facilitate sales for his company. He presents within his industry only, so—unless you're a financial advisor or a financial wholesaler—you may have never had the pleasure of listening to him. So what’s his secret? I wrote about Christopher Mee’s ability to close sales through his speaking abilities ...
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11.10.10The 3 Elements of Infomercials Every Business Should EmployBlog from Maribeth Kuzmeski of Red Zone Marketing Infomercials help brands sell over four billion dollars of products and services every year. While some members of the advertising industry view infomercials as second-rate campaigns, in general, they work. That’s why they are on all of the time! So whether you use the medium or not, following these 3 elements of what makes them so successful is smart business. 1. Infomercials build a comprehensive and convincing case. Infomercials are designed to capture viewers' mindshare, inspire them to write down their phone number, dial it, and ...
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09.29.10Guest Blog: Why Some Sales People Think LinkedIn Doesn’t Work For ThemGuest Blog from Jan Vermeiren, founder of Networking Coach LinkedIn is a very powerful tool that can support us when we want to get in touch with potential customers. However many sales people tell us LinkedIn doesn’t work for them. In this article we talk about the three most important misperceptions. 1. I have made a Profile, now potential customers will contact me one after the other. a. Though crafting a good Profile helps to be found by people who are looking for your expertise, products or services (via Linkedin or via Google or other search engines), this is not where the power of ...
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09.08.10Upgrading Performance Closes More Sales: Lessons learned from 14 year old hockey playersPerforming at your highest level is difficult to do over and over again. It’s not your talent that fluctuates. You may alter and upgrade your game plan and knowledge level, but at the end of the day true high-level performance seems to be driven by something other than talent alone. I believe winning at the highest level, closing the biggest or the most sales, is based on the energy you bring – with all other factors being reasonably similar. Energy? Like the stuff you buy in the can under names like Red Bull? Unfortunately, they don’t sell this kind of energy ...
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09.01.10Recession-Inspired Smart Changes to Your BusinessI just want to be done hearing about - and living - this recession. All of the analogies, comparisons, sound bites, and talk. Most of the firms I know are getting down to business, marketing and focusing on their target market of prospects. But it is true that the recession is still here and there continues to be stories of businesses folding or becoming unrecognizable in terms of staff, clients and success. One of the most successful individuals I had the privilege to know was a top financial advisor for many years - one of the best in the nation. ...
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