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Flexibility is vitally important in developing rapport with a sales prospect and winning their confidence. If youre adhering to a rigid script, then youre not being responsive to their needs, concerns, and questions. Granted, listening and being empathetic is more of a challenge for some people than others, but if your success hinges on the ability to persuade and influence (and whose doesnt?), then its a skill well worth cultivating.

Are Your Sales Scripts Working For or Against You?

Are Your Sales Scripts Working For or Against You?Copyright 2006 Joel SussmanSales scripts are a double edged sword. On one hand, they can help you present your selling points and sales rebuttals in an organized, strategic way. Used incorrectly, however, they can undermine your sales effectiveness and actually cause you to lose sales. Heres a caveat worth considering: Although sales scripts may contain tried and proven tactics for converting sales prospects into customers, a surefire way to drive a wedge between you and your prospective clients is to sound like youre reading a script or regurgitating memorized lines. Bridging the gap between salesperson and sales prospect often requires a conversational, informal delivery that wont come across if youre reciting a script.All the Worlds a StageOne thing we often forget about in the world of business and in the business of life is to lighten up! Being too intensely serious and rigid can not only impair your likeability factor, but it can also cancel out a lot of the enjoyment you might derive from your business or career. Developing the ability to inject your presentations with a dose of personality, humor, and spontaneity can help you avoid sounding rehearsed and pushy. A certain amount of experimentation may be necessary to find out what works best for you, but thats all part of the process.Getting on the Same WavelengthFlexibility is vitally important in developing rapport with a prospect and winning their confidence. If youre adhering to a rigid script, then youre not being responsive to their needs, concerns, and questions. Granted, listening and being empathetic is more of a challenge for some people than others, but if your success hinges on the ability to persuade and influence (and whose doesnt?), then its a skill well worth cultivating. Very often the most fascinating, likeable, and persuasive people are the ones who have perfected the art of active listening.Focus on Bullet PointsRather than memorizing a "sales script" word for word, consider writing up an outline or a set of bullet points that you can impress on your mind. You may need to review the original sales script, every couple weeks, to make sure youre ad-libbing effectively and accurately; but dont lose sight of the way youre communicating nonverbally, because thats what your sales prospects are paying the most attention to.Its How You Say ItA lot of sales and marketing people tend to talk too fast, either because theyre so excited about what theyre selling or theyve had one cup of coffee too many. Some may feel the need to talk fast if they have a lot of information to impart in a short period of time. Every situation is different, but in most cases, talking fast is major tactical error. First of all, it may make it difficult for your prospects to absorb the information youre giving them (and if theyre confused, theyre not going to commit); and secondly well, you know what they say about fast talking salesmen. One way to get a reality check, once or twice a year, is to videotape and critique mock sales presentations involving you a few of your associates. Getting their feedback and seeing yourself as others see you can be an effective way to iron out some of the wrinkles that may be thwarting your sales performance and limiting your income.

New Xbox 360 Sales Tactic?

New Xbox 360 Sales Tactic?

In a statement that surprised gamers and non-gamers alike, Peter Moore of Microsoft Xbox, endorsed Nintendo's new Wii console. Speculations circulated whether this statement by Moore was a genuine praise or a calculated move designed to offset the launch of Sony PlayStation 3. Moore even referred to himself as a big fan of the Nintendo console. He suggested that for the price of a PS3, gamers would be able to get a new Xbox 360 plus a Nintendo Wii, with some leftover for a few games. It can be recalled that Sony pegged the price of their new PlayStation at $499-$599, a price the company claimed to be fit for a Blu-ray console.This move by Microsoft seemed to be another tactic to push the Xbox 360 sales higher with the imminent release of the PS3 at its heels. Peter Moore was downplaying the viability of the PS3 by pointing out the only disadvantage of the new Sony console: its price. But Moore's reason was not only consumer concern. Moore's statement also implied that Microsoft do not see Nintendo as direct threat and competitor. Perhaps he thought that having Nintendo's support would clearly buoy Microsoft's sales. Moore was right to do so in this case, since ugly numbers were cropping up in sales reviews of the Microsoft consoles.The marketing and research firm, NPD Group supplied numbers and reports that indicated that the prized console of Microsoft lagged behind the PS2 in terms of hardware sales. Launched half a decade ago, Sony's PlayStation 2 still lets its presence be felt at the game console market. The five-year old Sony console even managed to exceed the sales of the then-brand new Xbox 360 especially in the month of May. The next-gen console sold only 221,000 units; 11,000 units less than the PS2 sales. Though Microsoft retaliated quickly by revamping shipment processes and adding a third manufacturer for its console, it wasn't enough to draw considerable margin between their sales and that of PS2.But even if the move didn't suffice, it somewhat improved Xbox 360 console sales. Succeeding sales reviews showed that the sales of the console picked up; the influx of consoles ensuring amply supply and brisk sales. But the PS3 was touted to be a bigger threat. It didn't help either that Sony's processing systems have improved since the release of the PS2. Clearly, it became imperative for Microsoft to beef up its marketing operation to ensure their new console's top position within the next-gen hierarchy.In conclusion, Microsoft's marketing plan included Peter Moore banking on Sony's overly-inflated ego that expected gaming fans to shell out big bucks for the PS3. Moore targeted the rival console's price when he made that statement about Xbox 360 and the Wii console. He also hoped to draw in Nintendo fans over to the Microsoft side by actively endorsing the Wii. If Nintendo approves Moore's tactic, the next-gen console battle will be a two versus one fight. Another tell-tale sign of Microsoft and Moore's pricing attack at Sony's new console was the reported price slash for Xbox 360 consoles during the holidays. The price slash was clearly planned to coincide with Sony's PS3 launch. However, the affirmation if Peter Moore's tactic worked still rests on gamers' shoulders.

Don't Shoot the Sales Team

Don

Revenue is down. Sales are slowing. The CEO looks up from the business plan and realizes that the company wont meet analysts expectations. Focusing on the organizations sales leader, the stage is set for sacrificing a scapegoat.Upon who else should the axe fall when the sales organization misses revenue targets? After all, arent sales and revenue the responsibility of the sales leader? The answer may be as easily forgotten as it is obvious.To one degree or another everyone in an organization impacts the revenue generating process. The strategic plan of the board of directors and the CEO provides the overall strategy for revenue generation. The marketing department provides crucial demographic and psychographic customer or client information on which the sales department relies in formulating industry and account strategies. Manufacturing, finance, legal, customer service and all other departments facilitate or constrain the process of generating revenue, each in their own peculiar way.The sales organizations influence in enterprise revenue generation is con-centrated in the sales pipeline. Identifying bona fide sales opportunities, managing those opportunities through the sales pipeline until they produce revenue, and then managing customer or client relationships are the primary responsibilities of the sales and sales management teams. Rarely, if ever, does the sales organization control the resources of manufacturing, marketing, finance, legal and customer service.The picture most companies present to the world show the sales organization out there, in front of customers and clients and in front of the rest of the companys departments. Even marketing, the first cousin of sales, is more often than not as disconnected from sales as are the other departments. The sales group leads the company charge, and the other departments take up rear support positions, providing tangible and intangible support.Revenue generation is a cross functional, company-wide process that involves every department and all employees in the organization. The CEO and the Board of Directors set corporate strategy and everyone else in the organization executes that strategy. We have never observed a situation where the sales organization is in disarray while all the other business segments are humming along with little or no friction. In those rare cases where the failure or underperformance of an enterprises revenue generation process lies within the sales organization, the appropriate sales executives, managers and sales professionals should be held accountable and should suffer the requisite consequences. Before CEOs shoot their sales teams, however, they might want to take a critical look at the entire revenue generation process and how each business segment contributes to or detracts from the success of the process. Like Americas favorite psychologist, Dr. Phil, would advise: Every department in an organization either contributes to the companys revenue generation process or contaminates it.

A Perfect Marketing Strategy for Loan Officers

A Perfect Marketing Strategy for Loan Officers

If you are a loan officer or mortgage broker looking to score some more customers the easy way, here are a few good ideas for a marketing strategy.During the entire process of getting a loan ready for closing, you and your customer are met with more than one reason to celebrate other than at the closing table.For example, before you can proceed with a loan, your customer must have an appraisal done on their home.Once that appraisal comes in, both to the liking of you and your customer, send your customer an inexpensive congratulatory gift such as a tin of pretzels, cookies, or candy.But make sure you send it to their place of employment.Why do something so cheesy you may ask? Because when you send someone a gift at work, all of their fellow employees want to know why they got it and who it was from.So when they ask, your customer will tell them all about you and the products and services you are providing them with.Also, if you have sent some of your business cards along with the gift, you better believe they will be handing them out.Dont forget to use the same technique once the loan is approved and than again once the loan is closed.This is a perfect way to get your customers selling you and your products to co-workers, friends and family.

YOUR BEST FRIEND - THE PHONE

We all know that you can't earn your commission until you make the sale. Furthermore, you can't make the sale without the order, and you cant write the order until you have a product presentation scheduled. Finally, you can't have a presentation until you make the infamous CALL to schedule the appointment.As you see, it all traces back to the initial phone call. In order to fulfill your WHY and achieve all of your ultimate outcomes in life, you must be UNSTOPPABLE ON THE PHONE! Right now you need to ask yourself a very important question.... Am I the best I possibly could be on the phone? Your answer will determine your results! On my training program, "Ten Secrets to the Ultimate Phone Call", I speak about methods that you can implement to make you the best you can be. You must develop a friendship with your phone. I know it sounds crazy, but is true. When your phone becomes your best friend, you look forward to picking up the phone! Then, and only then, your future will change for the better.One of the major keys is to practice your phone call script consistently in order to make it smooth to the point of your sounding like a Hollywood actor. Yes, I do mean you need to have a script and become fluent with this script. Many people say, "But I do not want to use a script because when I read a script a potential client/customer says that they can tell I am reading." Guess whatIf this is the case, then you have not practiced enough! The best way to explain the effectiveness of a perfect script is to think of your favorite actor/actress and all of their award-winning performances. These performances that you love are SCRIPTED! Re-read that and internalize what that means. The Award winners are all script performers. You must make the mental decision right now to become an Emmy Award winner at your script. I speak about this on my training program along with many other concepts/ideas for making calls, which could possibly explode your business.In summary, you must completely look forward to picking up the phone and design your future through the results you experience by making the most effective phone call possible for your business - your future! Find your WHY & FLY!John Di Lemmewww.FindYourWhy.com

How QxBid finds great potential sales leads.

Studies estimate that up to 75% of online transactions are abandoned before they are completed. That's a lot of potential sales leads for someone who is willing to do a little follow up. Online auctions shoppers abandon carts for several reasons, and understanding those reasons will help you to recover some of those sales. Many shopping carts are abandoned because the buyer got nervous, or had second thoughts. Maybe they decided to think about things for a while. If you use a shopping cart which requires the shopper to sign up for an account before adding an item to their cart, you're in luck. You should have the shoppers telephone number. Give them a call. It might just be that a friendly phone call with a sincere effort to help complete the sale will calm any fears or give you an opportunity to answer any objections. Having mentioned this, I want to point out that a shopping cart which forces a shopper to set up an account before adding an item to the cart can deter a fair number of shoppers as well. If your cart allows a online auction shopper to add items to a cart before giving contact info, you might think that there's no way to contact the shopper, but that may not be the case. Another reason why orders are not completed is because of failed credit cart transactions. You might think it would be fruitless to follow up on these leads, but the truth is that providing a credit card number online confuses the heck out of some people. A lot of rejections are because they give the wrong address, or don't understand how to find their security code. A friendly call from you might resolve the situation. Even a declined transaction might be converted to a sale with a simple phone call. After all, just because the shopper doesn't have funds today, this doesn't mean he or she won't have sufficient funds tomorrow.

Summary

Flexibility is vitally important in developing rapport with a sales prospect and winning their confidence. If youre adhering to a rigid script, then youre not being responsive to their needs, concerns, and questions. Granted, listening and being empathetic is more of a challenge for some people than others, but if your success hinges on the ability to persuade and influence (and whose doesnt?), then its a skill well worth cultivating.