Tag Archives: sales tactics

The 4 Seeds of Selling & Influence

I am a lifelong learner. I’m always interested in expanding my thinking and my knowledge base. Recently, I attended a training and picked up some great nuggets on how to best connect with and influence people.

Whether you’re a corporate executive, a business owner, consultant, entry level employee, mother, spouse, neighbor or other ‘character’, you will benefit from being skilled at influencing others in an ethical manner. Being able to make it easy for people to understand your point of view will allow you to create more meaningful, productive and even profitable relationships in life.

These four ideas are simple, yet truly effective if implemented with the right (read ethical) spirit.

1. Less is best
Have you ever been bombarded by a pushy sales person who talked and talked and talked until you found yourself not even listening to them? Have you ever been guilty of that yourself? Talking too much will bore people. It will likely alienate people. It will shut them down and shut down the possibility of your idea as well. Focus on the points that are most relevant to the person with whom you are speaking.

2. Create interaction
This tip is closely aligned with the previous one. The more you can get your prospect, boss, spouse engaged in the conversation, the more they will feel like they’re a vital part of the process. Additionally, the more they talk, the more you learn. And the more you know, the better you’ll be able to appeal to ther needs.

3. Laughter leads to listening
When people are having fun, they pay more attention. Their minds are more open to what you’re proposing. They feel happier in general and more positive about you and your ideas. Sometimes the topic may not seem to warrant having fun, but if there is anything you can say that might put a smile on their face, do it. Smiling will relax and open their heart and their mind will follow.

4. Selling is not telling
Genius selling is asking. I once heard a multimillionaire business owner say that her goal is to ask so many of the right questions, that her prospects convince themselves they need to work with her.  Skillful questions capture the attention of your potential partner. They create interaction and supply you with valuable insight.

And here’s a magical concept…when you get people agreeing with you throughout the conversation, when it comes time to make your ‘pitch’ and ‘close’ them, they’re already predisposed because they’ve felt like they were in agreement with you all along!

People love to buy. They hate being sold.

So next time you have an idea, concept, project, service you’re striving to enroll someone in, remember…and implement these simple ideas.

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Do You Relate to Your Business Like It’s a Slot Machine? 5 Steps for Increased Sales, Revenue & Profits

Having spent the weekend in Las Vegas, I had a chance to engage in one of my favorite forms of Las Vegas entertainment, playing the penny and quarter slot machines.

I just about doubled my modest $25 ‘investment’ and kept myself thoroughly entertained for a couple of hours. By Las Vegas standards, that was a good ROI.

It got me wondering about the allure of slot machines.  I think it has to do with the suspense of the ‘hunt’ and the thrill of the win. It’s a similar dynamic.

“How do I find my best prospects?”


“What does it take to win them over?”

If you treat your business like it’s a slot machine though, you could be suffering from some serious problems.slotmachine6

1. Feeling like you’re not in control
2. Trying lots of strategies but unsure which ones will really work
3. Worried about if and when your big payout is going to happen

Here are 5 ways to win at business and improve your sales, revenue and profitability.

1. Focus on your core strengths

Many people suffer from the I-have-lots-of-strengths-interests-and-abilities syndrome.  I grapple with this one sometimes myself.  You may find that you’re afraid to focus because you’re worried you’ll be leaving dollars on the table.

Actually, the opposite is true.  The more you focus, the easier it is for people who need you to find you.  So define what you do best and organize your business around that.

2. Know who you best serve

Similarly, many of my clients are reluctant to select a target market thinking that they’ll make less money if they don’t do everything all of the prospects in the world need.  Again, not true. Trying to serve to many people will keep you scattered, spreading your efforts too thin.

It’s easier to find specific groups of people and it’s easier to market and sell to them because you can say all of the right things that will grab their attention.

3. Listen to your clients & prospects

In order to grab their attention, you have to be speaking their language and this requires that you know what they’re talking about.  A lot of business owners make the mistake of creating products and services JUST because they’re good at it without knowing if the market is at all interested.

4. Understand their pain

When you listen deeply to your prospects and clients, you can learn what keeps them up at night.

You’ll get a visceral experience of how they’re suffering and where you can help.  You can better empathize with them and show your concern for their situation in a more authentic way.

5. Offer solutions to conquer their pain

Once you know the things you excel in, who most needs you and what their problems are, you’ll be able to offer them the perfect antidote to their dilemma and they will thank you for it while eagerly snapping up your products and services.

When you follow these 5 steps, you’ll be more strategic about your business, you’ll stop dropping coins in any random slot machine and your payout of more and bigger sales will just happen naturally.

How to Make Your Business Fly: 3 Secrets to Revenue Resilience

Why do ducks walk when they can fly? Indeed, why do we?

I’ve never asked one, but I would guess that flying, especially the lift off, is hard work.

Yolanda Adams so soulfully sang, I Believe I Can Fly. If you haven’t heard it or just need a boost right now, check this out. It’s spine-tinglingly incredible.

Over the weekend, I heard someone say ‘We were born to win but we’re conditioned to lose”.

That may not always be true for everyone, but most of us suffered some ‘incident’ (or series of incidents) as children that limited the limitless potential into which we were born. Someone said or did something that shut us down and because we were little, young, inexperienced and/or trusting, we thought what they said was true.

We took on those limiting beliefs and, because we’re human, today as adults, we’re still dealing with, working around or succumbing to their impact.  Even if things are going well, we’re still shaped  by conclusions we drew when we were young and had less perspective and understanding of the way the world works.

It’s easy to fall victim to the doom and gloom of the economy.  It’s harder to go against the drift of conventional ‘wisdom’.  But just like flying, once you get started, it isn’t so bad.

You’ve probably heard people say “under the circumstances…” and then use that to explain or justify their current condition.

Here’s the first secret…

Don’t live under the circumstances!  Yes, we all have circumstances, but we have full choice about how to respond to them!

I don’t mean to sound completely non empathetic. Certainly losing a loved one can be traumatic: grieving is a process that takes time to unfold.

Yet, still we choose.

So how does this apply to your business and what are those secrets?

1.  Keep your big goal in front of you.
2.  Ask people what they need.
3.  Stay out of your comfort zone.

Here’s what I mean

1.  Keep your big goal in front of you.

No matter if the economy is flourishing or stagnating, you must have at least one big goal and you must constantly remind yourself what it is and why it’s important.  You must talk about it to everyone around you who is supportive and not a nay-sayer.

By keeping it front of mind and talking about it constantly, you’ll put your subconscious mind to work.  It will begin devising ways to make the goal a reality.  Your conscious mind will start noticing opportunities it might have overlooked previously.

You’ll stay motivated and focussed.  A client of mine once shared that, in her marriage to her business partner husband, she was the big goal thinker.  He was more, shall we say, grounded.  She likened it to a river rafting trip through surging rapids.

She thought about the calm stream they would eventually reach; he focussed on all the boulders along the way.  You need to pay attention to both, but forgetting that there is a big goal out there and only noticing the boulders, will depress you.

2.  Ask people what they need.

No matter what, you should always be sensitive to what your target market, clients and prospects need.  And don’t rely on your own judgment.  Ask them.

Perhaps you could tailor something you’re already doing to more clearly solve one of their current gnawing problems.  The more you are aware of what’s missing in your industry, the more likely you’ll offer something it needs.

Also, the more clear you are about people’s concerns, the more targeted your marketing efforts will be making it easier for people to say ‘yes’ to you.

3.  Stay out of your comfort zone.

We get lulled into complacency when times are good.  Almost anything we do works out.  When times are tight, it’s critical to branch out.  Try new things.   Don’t rely on what’s always worked in the past.  Learn new skills.

Reach out and touch more people.  Pick up the phone.  Call people.  Build relationships.  See how they’re doing.  Let them know what you’re up to.

Force yourself to do things you’re frightened mind tells you to do later.  DO THEM NOW! Stretch the limits of who you think you are. You’ll discover your own resilience.  You’re discover  the depths of your own strength.

You’ll uncover opportunities that weren’t there until you spoke up.  You’ll remind people you’re around and they’ll remember you when someone asks them ‘Who do you know who…?

So, that’s it.  Think big, do research, stretch out.  Those keys will keep revenue ‘flying’ toward you and your business.

How full is your pipeline? How to get more.

Keeping your pipeline full is one of the best ways to build and maintain a thriving business. The problem is that people are often clueless about how to stuff their pipeline and keep it that way.

Quite often, they alternate between heavy periods of marketing followed by having tons of work to do during which time, they stop marketing.  Then when the client work is all done and they can breathe again, they gasp because there’s no one waiting in the wings ready to do business.
Sound familiar?

There are a variety of activities that can raise your visibility, awareness and credibility for you and what you offer.  We’ll cover a four key suggestions today.

1. Attend networking events
Be selective here though because you could literally spend all day, everyday driving from one event to the next.  Ask for recommendations from people whose opinion you trust.  But decide for yourself if the group is a good fit for you.  The key is to attend events filled with people in your target market but resist the urge to try to sell them on the spot.  Build relationships and over time, your sales will grow. Also, join groups where you’re in the minority.  If you sell primarily to people over 50, think of hobbies they might enjoy and join those groups.

2. Get more active online
Start a blog.  It doesn’t have to be perfect. That’s the beauty of blogs.  They’re informal rantings about issues you consider important.  You’ll attract other people who think those issues are important too.  Make sure you visit other people’s blogs and get involved in the discussions at their sites.

3.  Volunteer with one or two key business groups
This is a great way to build credibilty and make invaluable connections.  You can gain so much by attending a networking event.  Your benefit magnifies dramatically when you take on a leadership role. People will see your skills in action in ways they wouldn’t notice if you are just hob-nobbing and passing out cards like everyone else.

4.  Get your name in print
One of my clients is very active in the community. The company made a big donation to a local nonprofit but they missed out on an opportunity for media attention for their good deed.  It’s great to be civic minded.  But it’s just as ok to leverage your generosity to bring attention to yourself and your favorite ’cause’.

Sales Calls In Person Reap Revenue

According to Ed Alberts, owner of the S.A. Alberts Co., personal customer visits open doors, especially in today’s tough economy. He acknowledged that they take time, but found that meeting with customer’s on their own turf was very successful and highly fruitful.

“Customer visits are one of most basic sales techniques.  Modern markets have gotten so that many salespeople sit back on their computer with e-mails and the phone and get lazy. Not meeting the customer in person is a trap. People want to see us face to face.”

So push back from your computer, get out of the office and connect with your customers and prospects to reap the reward of higher sales.

Read full Business Journal article titled “Global trade questions now mainly center on dwindling demand” at tinyurl.com/den387.