Fabulous Beyond Forty Club > Business Tips
Business Tips
Business Tips to make your prospecting, selling and relationships shine above the rest.
The following Business Tips are perfect for improving your business skills in prospecting, selling and relationship building. Brought to you by Sales Coach, Hilton Johnson, these business tips will provide food for thought.
Read just one or two each day, and integrate these business tips into your business and personal life. You will be amazed at the difference they will make.
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A great way to attract people to you is to pay them
sincere compliments. Here's a three-step formula for
doing that:
1. Pay them a compliment about something
2. Say what you like about it
3. Ask a question about it
Think about it.
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Reward an activity you want repeated. When someone
gives you a referral, send a thank-you note, gift
or simply give him or her a call to express your
gratitude.
Think about it.
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Never begin a prospecting call with, "How are you
today"? It's a dead giveaway that you are selling
something.
Think about it.
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The most effective presentations are the ones that
have lots of benefits and questions. You can do both
at once. After explaining your products or services,
begin your questions with, "Do you see how you will
benefit by..."
Think about it.
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Take the pressure off of your prospects by asking
their permission to show them something or explain
something before you do it. By asking permission,
you let your prospects relax before you launch into
your presentation.
Think about it.
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When approaching someone in the cold market, scratch
your head, look puzzled, and begin your approach with,
"I don't know if you can help me or not . . ."
Think about it.
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A very attractive way to communicate with people is to
take your opinion out of the equation and be completely
non-judgmental. Avoid saying things like..
* "You should . . ."
* "You need . . ."
* "What I'd like for you to do is . . ."
Think about it.
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People hate long sales presentations. Make yours sound
short by leading with, "May I ask you a quick question?"
Think about it.
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A great way to make an attractive follow-up sales call is
to begin with this language, "You said something the last
time we spoke that got me thinking." Then remind them of
something they said and offer another benefit you hadn't
pointed out before about it.
Think about it.
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When presenting to a couple (husband and wife), always
get both to respond and commit ("yes or no") to your
questions as you explain your offer and ask for feedback.
If necessary, ask your questions to each one individually.
Think about it.
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Presell prospects by giving them a complete presentation
with CDs, sales letters, teleconference calls, etc. Then,
all you have to do is close the deal without having to do
any direct selling.
Think about it.
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To find out who the REAL boss is with a married couple,
ask a question like, "What motivated you folks to want
to look at my program?" The first person to respond to
the question is usually the boss.
Think about it.
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You get prospects to sell themselves by asking questions
that cause them to think and talk. The result of great
questions is that prospects end up making up their own
minds without you having to sell them.
Think about it.
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Selling is a "process of elimination" game. When
prospecting, your goal is to eliminate the masses
that are not interested and call the ones who are
so that you are only presenting to qualified prospects.
Think about it.
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People want things they cannot have or are difficult
to get. Make your prospects qualify to buy your products
and/or services and your posture will make for a better
presentation
Think about it.
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BUSINESS TIPS (Cont..)
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Keep your goals a secret. When you go public with
your goals, you take energy away from them because
you've already rewarded yourself by talking about them.
By keeping your business goals to yourself, you also
eliminate any embarrassment if you don't succeed.
Think about it.
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Before giving a presentation to an individual or
to a group, summarize the points you are going to
cover. When you finish your presentation, summarize
what you did cover. It makes your presentation stick.
Think about it.
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If you make a mistake or give wrong information to
a prospect during a presentation and the prospect
calls you out on it, thank him for bringing it to
your attention, and tell him you will never make
that mistake again. It will make you come across
more attractive than trying to defend your mistake.
Think about it.
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The mind sees pictures when it hears words. To create
more emotion and to help your prospects remember your
talk, use words that create pictures and that tell a
story.
Think about it.
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Who benefits from your success? Look to joint venture
with vendors and other business people that will benefit
by the two of you helping each other market and sell to
each other's list of prospects.
Think about it.
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One of the most effective ways to market on the
Internet is to build a database of people who are
interested in the type of products and services you
offer. One long-range method for doing this is to
publish an e-mail newsletter. Because it's offered
at no cost, it's easy to get people (prospects) to
agree to subscribe to it.
Think about it.
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Don't send holiday or birthday cards to your prospects.
Instead, call them and give them your personal greeting.
It will open the door for a business conversation without
you having to initiate it.
Think about it.
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To get your inactive sales people into action, learn how
to coach them instead of trying to manage or motivate them.
Coaching encourages a person to be creative and take action
at a pace that's comfortable for him or her.
Think about it.
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Prospecting is the single most important activity
in any sales business. If you don't like making
prospecting calls, get over it. No matter what,
you must make prospecting calls every day. On the
days when you cannot find the time to prospect,
make one call anyway.
Think about it.
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To create the perfect presentation for yourself, try
lots of different ways to say things. Keep the language
that works. Kick out the language that doesn't work. Always
try new things and ways to say things that sound like they
might work.
Think about it.
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When prospecting or presenting, avoid overused
words like, "awesome, fantastic, unbelievable,
great" and other phony sounding superlatives.
Instead, replace them with, "fine, good, wonderful,
okay, acceptable and attractive".
Think about it.
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All above Business Tips provided by
Hilton Johnson,
Sales Coach
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