Email for : [EMAIL PROTECTED] Issue # 161, September 8-9, 2004 - Selling and Sales Skills Newsletter Publishers: David and Michelle Riklan http://www.SelfGrowth.com http://www.selfimprovementnewsletters.com
In this issue: -> Sponsor of the Week -> Inspirational Quotes for the Sales Professional -> Selling and Sales Skills Products and Services -> ARTICLE: RELATIONSHIPS ARE EVERYTHING by Brian Tracy -> ARTICLE: When You Make The Hurt Go Away, You Get The Sale -By John P. Hayes, Ph.D. -> BOOK REVIEW: Selling To VITO (The Very Important Top Officer) -by Anthony Parinello -> How to Advertise in the Self Improvement Newsletter Current Subscribers � 46,911 subscribers. Removal instructions are listed at the end of the newsletter. Send all questions to [EMAIL PROTECTED] Phone: (732) 761-9930 ------------------------------------------------------------ ** SPONSOR of the WEEK ** ------------------------------------------------------------ * DON�T BREAK YOUR SALES TARGETS��SHATTER THEM! * In the next 72 hours I can show you how to achieve any goal by applying a powerful ten minute process that will totally transform your performance, your income and your life! Visit http://www.youwereborninvincible.com ----------------------------------------------------------------------- *** INSPIRATIONAL QUOTES for the SALES PROFESSIONAL *** ----------------------------------------------------------------------- Do the thing you fear to do and keep on doing it... that is the quickest and surest way ever yet discovered to conquer fear. - Dale Carnegie, 1888-1955, American Author, Trainer Do not squander time for that is the stuff life is made of. - Benjamin Franklin, 1706-1790, American Scientist, Publisher, Diplomat World peace, like community peace, does not require that each man love his neighbor -- it requires only that they live together with mutual tolerance, submitting their disputes to a just and peaceful settlement. 1917-1963, Thirty-fifth President of the USA, Kennedy, John F. ---------------------------------------------------------------- ** SELLING and SALES SKILLS PRODUCTS AND SERVICES*** ---------------------------------------------------------------- * Brian Tracy Praises New Book for Salespeople! * PersonaPR - "This fast-moving enjoyable book will show any entrepreneur or salesperson how to get more customers, make more sales, and be more successful than ever before!" - Brian Tracy Visit http://www.personapr.net * Do you really want to live your dreams? * HUGE PROFITS NOW! Learn how you can earn $250K+yr. Training provided. Not MLM. Work from home. If you can follow directions and like positive people, this may be for you. Visit http://noblevigor.com Free Top Sales Tools From justsell.com - TOP 30 open-ended questions of sales professionals - 200 just-published business sales leads monthly - Networking guide & 151 Motivators ebooklet Click below to download these FREE sales tools and MORE http://www.justsell.com/topfreesalestools.htm FREE CD! Over 1,727 Grabbed Last Week! #1 Best-Selling Author Loses His Mind! Stop Holding Your Greatness Hostage! Discover the Secrets To Unleashing Your Greatness And Becoming Financially Free This Year! Limited Time Offer: Click Here Now: http://www.1automationwiz.com/app/adtrack.asp?AdID=91871 ** I DON'T CARE IF YOU'RE DEPRESSED, ANXIOUS OR LAZY...YOU CAN END FEAR, OOZE CONFIDENCE & HAVE WILLPOWER LIKE STEEL ** 15 yrs ago a technology was developed that effortlessly and permanently changes a person from the inside-out. Now, people in 52 countries think, feel & act like the winners they were born to be. "Stunning" guarantee. Visit http://www.mcssl.com/app/adtrack.asp?AdID=18001 ** DOUBLE SELLING! (The Amazing Sales Manual!) ** - It will teach you WHAT TO DO. - It will teach you WHAT TO SAY. - It will DOUBLE YOUR SALES. - It�s very EASY-TO FOLLOW. You Can Download This Powerful E-book Right Now. Click here: http://www.doubleselling.com * Free Report: Discover Why Your Customer REALLY Buys! * This Rare Report Unveils The Real Reason People Buy From You. Claim Your Free Copy Of THE PSYCHOLOGY BENEATH THE MARKETING Now And Effortlessly Boost Your Sales From Now On Visit http://www.balanced4success.com/psychologybeneathsubscribe.asp CYB: Sales vs Marketing Seminar Learn how to increase your customer base and sales using the Internet. Build a massive monthly income. Our panel of experts will share their latest strategies on how they did it!!! 100% Money Back Guarantee. Visit http://www.CashopolizeYourBusiness.com HOW TO ADD A DESCRIPTION OF YOUR WEBSITE HERE If you want to share information about your website in our newsletter, please go to the following webpage and fill out the form. Visit our website at http://www.selfgrowth.com/form-ad-selling-newsletter.html ------------------------------------------------------------------- ** ARTICLE: RELATIONSHIPS ARE EVERYTHING by Brian Tracy *** ------------------------------------------------------------------- YOUR FOUNDATION FOR SUCCESS Relationship Selling is the core of all modern selling strategies. Your ability to develop and maintain long-term customer relationships is the foundation for your success as a salesperson and your success in business. Relationship selling requires a clear understanding of the dynamics of the selling process as your customer experiences them. PROPOSE A BUSINESS MARRIAGE For your customer, a buying decision usually means a decision to enter into a long-term relationship with you and your company. It is very much like a "business marriage." Before the customer decides to buy, he can take you or leave you. He doesn't need you or your company. He has a variety of options and choices open to him, including not buying anything at all. But when your customer makes a decision to buy from you and gives you money for the product or service you are selling, he becomes dependent on you. And since he has probably had bad buying experiences in the past, he is very uneasy and uncertain about getting into this kind of dependency relationship. FULFILL YOUR PROMISES What if you let the customer down? What if your product does not work as you promised? What if you don't service it and support it as you promised? What if it breaks down and he can't get it replaced? What if the product or service is completely inappropriate for his needs? These are real dilemmas that go through the mind of every customer when it comes time to make the critical buying decision. FOCUS ON THE RELATIONSHIP Because of the complexity of most products and services today, especially high-tech products, the relationship is actually more important than the product. The customer doesn't know the ingredients or components of your product, or how your company functions, or how he will be treated after he has given you his money, but he can make an assessment about you and about the relationship that has developed between the two of you over the course of the selling process. So in reality, the customer's decision is based on the fact that he has come to trust you and believe in what you say. BUILD A SOLID TRUST BOND In many cases, the quality of your relationship with the customer is the competitive advantage that enables you to edge out others who may have similar products and services. The quality of the trust bond that exists between you and your customers can be so strong that no other competitor can get between you. KEEP YOUR CUSTOMER FOR LIFE The single biggest mistake that causes salespeople to lose customers is taking those customers for granted. This is a form of "customer entropy." It is when the salesperson relaxes his efforts and begins to ignore the customer. Almost 70 percent of customers who walked away from their existing suppliers later replied that they made the change primarily because of a lack of attention from the company. Once you have invested the time and made the efforts necessary to build a high-quality, trust-based relationship with your customer, you must maintain that relationship for the life of your business. You must never take it for granted. ACTION EXERCISES First, focus on building a high quality relationship with each customer by treating your customer so well that he comes back, buys again and refers you to his friends. Second, pay attention to your existing customers. Tell them you appreciate them. Look for ways to thank them and encourage them to come back and do business with you again. About the Author To receive more information about Brian Tracy and his books, audios and seminars including the Psychology of Achievement, The Psychology of Selling and the Success Mastery Academy go to www.YourSuccessStore.com and save 20-40% or call 877-929-0439. ---------------------------------------------------- ** FREE! 21 GREAT WAYS to BECOME a SALES SUPERSTAR ** Free! 21 Great Ways to Become a Sales Superstar - Learn how to Get more and better appointments, Make more effective presentations, Overcome objections, Deal with price concerns, Close the sale. Click on the link below to get your FREE CD of 21 Great Ways to Become a Sales Superstar. Visit their website at http://www.selfgrowth.com/tracy3.html <a href=http://www.selfgrowth.com/tracy3.html>or Click Here</a> ---------------------------------------------------- ------------------------------------------------------------------- *** ARTICLE: When You Make The Hurt Go Away, You Get The Sale -By John P. Hayes, Ph.D. *** ------------------------------------------------------------------- Do you know that your customers and prospects are in pain? And do you realize that the fastest way to a sale is to identify and treat pain? Pain is responsible for making more sales than the best salesperson you know. That's because the best sales people identify and treat pain! They know that where there's pain there's opportunity. Your customers and prospects may not be in physical pain, but they're experiencing emotional pain, which can be expressed in a number of ways: "I hate this kitchen. It's dirty and cruddy," "I look forward to the day when I won't have to clean this house," "I can't stand the thought of mowing my yard one more time." Do you hear the pain in those statements? If you were a kitchen remodeler, a maid, or you mowed lawns, you'd have a good chance of selling your services to the person who expressed those pains! On the other hand, without those expressions of pain, you wouldn't have a chance to sell your services. Without pain, it's not likely that you'll make a sale. If I don't think my carpet is old, worn or ugly, why would I call your carpet store to replace it? If I don't have any cracks in my car's windshield, why would I need your glass repair service? Regardless of what you sell, your job is to ask questions that uncover and identify pain. Find out what's bothering your customers and prospects. What keeps them awake at night? What concerns them from day to day? Which topics occupy their time? Find out where there's pain, and then show the customer or prospect how you can fix it! Identifying pain doesn't end with the sale, by the way. After you've provided a service or sold a product, find out what the customer thinks after the fact. Is the product doing what you promised, or is the customer still experiencing pain? Call your customers after the fact: "Mrs. Jones, we repaired the air conditioner in your car last week. How's it working now?" Do all that you can as often as you can to identify your customers' emotional pains because every pain potentially leads to a sale. If you can make the hurt go away, you get the sale! About the Author Dr. John P. Hayes edits the Zig Ziglar Newsletter and is a Signature Series speaker for Ziglar Training Systems. More of his articles are posted at www.HayesWorldwide.com. ---------------------------------------------------- ** BOOK REVIEW: Selling To VITO (The Very Important Top Officer) -by Anthony Parinello ** ---------------------------------------------------- This book contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank! You'll quickly learn how to: Get into new accounts at the top Keep out of time-consuming log-jams-and into VITO's office Promote loyalty at the top with existing customers and capture add-on business Increase the size of every sale Selling To VITO offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can help you, too, by getting you to the right person so you can do what you do best: SELL! Anthony Parinello is without question the country's foremost expert on getting appointments with, and selling to, top decision makers. This book is the product of his twenty-three years of award-winning sales performance. The list Price of this book is $12.95. To purchase this book for $10.36 from Amazon.com, go directly to http://www.amazon.com/exec/obidos/ISBN=1580622240/selfimprovemeonlA *** HOW TO SUBSCRIBE and BE REMOVED FROM THIS NEWSLETTER*** -------------------------------------------------------------------------------- To subscribe to our newsletter, please go to our Subscriptions Page http://www.selfimprovementnewsletters.com To be removed from this newsletter, send a blank email to [EMAIL PROTECTED] or for many emails programs just click below: mailto:[EMAIL PROTECTED] HOW TO ADD A DESCRIPTION OF YOUR WEBSITE If you want to share information about your website in our newsletter, please go to the following webpage and fill out the form. Visit our website at http://www.selfgrowth.com/form-ad-selling-newsletter.html DISCLAIMER The contents herein are solely the opinions of Self Improvement Online editors, and should not be considered as a form of therapy nor advice. There is no guarantee of validity or accuracy. Self Improvement Online, Inc. assumes no responsibility for injury and specifically disclaims any warranty, express or implied for any products or services mentioned. If expert assistance or counseling is needed, services of a competent professional should be sought. COPYRIGHT (C) 2004 by Self Improvement Online, Inc. Permission is granted to reproduce or distribute this newsletter only in its entirety and provided copyright is acknowledged. ============================================= Self Improvement Online, Inc. -- http://www.selfimprovementnewsletters.com/ 15 North Main Street Marlboro, NJ 07746 732-761-9930 ============================================= --- You are currently subscribed to sales-newsletter-subscribers as: [EMAIL PROTECTED] To unsubscribe click on the link below: http://go.netatlantic.com:8080/cgi-bin/unsubscribe.pl?id=32076891M ------------------------ Yahoo! Groups Sponsor --------------------~--> Make a clean sweep of pop-up ads. Yahoo! Companion Toolbar. 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