Biz Tip of the Day
The secret to being a good business coach is getting people to take action without being judgmental.
Wednesday, September 29, 2010
Tuesday, September 28, 2010
Ask a Qualifying Question!
Biz Tip of the Day
The most important question to ask during a presentation is a qualifying question that tells you the prospect is ready to do business. This is also the ONE question you cannot afford to leave out.
The most important question to ask during a presentation is a qualifying question that tells you the prospect is ready to do business. This is also the ONE question you cannot afford to leave out.
Monday, September 27, 2010
Ask Questions! And, Then Listen!
Biz Tip of the Day
If you like asking questions and you know how to listen, and then how to react to what you're hearing by asking more questions, you can probably be successful (and comfortable) with selling.
If you like asking questions and you know how to listen, and then how to react to what you're hearing by asking more questions, you can probably be successful (and comfortable) with selling.
Sunday, September 26, 2010
To Know Where You're Going....You Have to Have a Plan!
Biz Tip of the Day
Trying to operate a business without a written business plan is like trying to navigate a ship across the ocean without a map.
Trying to operate a business without a written business plan is like trying to navigate a ship across the ocean without a map.
Complaints? Thank Them!
Biz Tip of the Day
Whenever you have a prospect or customer complain about something to you, thank them for the complaint.
Tell them that they have just improved your business because they brought this issue to your attention.
The complaint will then go away.
Whenever you have a prospect or customer complain about something to you, thank them for the complaint.
Tell them that they have just improved your business because they brought this issue to your attention.
The complaint will then go away.
Friday, September 24, 2010
Bad Leads? No! Bad Presentations! Hm-m-m-m
Biz Tip of the Day
There are no bad leads. There are only bad presentations.
There are no bad leads. There are only bad presentations.
Thursday, September 23, 2010
The Four Stages of Presentations
Biz Tip of the Day
All major sales presentations are made up of four
stages:
1. The Introduction Stage
2. The Uncovering Needs (or Problems)Stage
3. The Solutions (or Demonstration) Stage
4. The Closing Stage
Understanding this is the beginning to learning how to give compelling presentations.
All major sales presentations are made up of four
stages:
1. The Introduction Stage
2. The Uncovering Needs (or Problems)Stage
3. The Solutions (or Demonstration) Stage
4. The Closing Stage
Understanding this is the beginning to learning how to give compelling presentations.
Wednesday, September 22, 2010
Go Ahead.....Ask!
Biz Tip of the Day
You can ask all the questions you want
(even personal ones) in your presentation by simply asking permission to do so before you begin. Here's what you say: "It would be helpful for me to understand more about your situation . May I ask you a few questions?"
You can ask all the questions you want
(even personal ones) in your presentation by simply asking permission to do so before you begin. Here's what you say: "It would be helpful for me to understand more about your situation . May I ask you a few questions?"
Tuesday, September 21, 2010
Crazy Way to do a Presentation!
Biz Tip of the Day
Crazy as it may sound, people will want to hear more of your presentation if they think you're in a hurry to leave. The opposite is also true:
If they think you have a long presentation, they get uncomfortable and start hinting for you to leave.
Crazy as it may sound, people will want to hear more of your presentation if they think you're in a hurry to leave. The opposite is also true:
If they think you have a long presentation, they get uncomfortable and start hinting for you to leave.
Monday, September 20, 2010
How's Your Quality of Presentation? Success Follows Quality!
Biz Tip of the Day
Your success is in direct proportion to the amount and quality of presentations you give.
Your success is in direct proportion to the amount and quality of presentations you give.
Sunday, September 19, 2010
How Do You See This Helping You?
Biz Tip of the Day
When prospects indicate they have an interest in your products, or services verify their interest is genuine before giving your presentation. Ask, "Why are you interested? What makes you say that?
How do you see this helping you?"
When prospects indicate they have an interest in your products, or services verify their interest is genuine before giving your presentation. Ask, "Why are you interested? What makes you say that?
How do you see this helping you?"
Saturday, September 18, 2010
Start It Correctly!
Biz Tip of the Day
What you do and say in the beginning of your presentation, more than anything else, will determine the outcome.
What you do and say in the beginning of your presentation, more than anything else, will determine the outcome.
Friday, September 17, 2010
Got a Problem? Here's a Solution!
Biz Tip of the Day
If someone does not have a problem you can solve, you do not have a prospect.
If someone does not have a problem you can solve, you do not have a prospect.
Thursday, September 16, 2010
Not Making Enough Money in Sales? Read This!
Biz Tip of the Day
If you're not making enough money in sales, you either don't know how to sell or you're not approaching enough people.
If you're not making enough money in sales, you either don't know how to sell or you're not approaching enough people.
Wednesday, September 15, 2010
Rejection? It's Not as Bad as You Think!
Biz Tip of the Day
Rejection (while prospecting) is almost never as bad or as often as most people think.
If you don't already know this, you're probably not making many calls or you don't know what to say when you do.
Rejection (while prospecting) is almost never as bad or as often as most people think.
If you don't already know this, you're probably not making many calls or you don't know what to say when you do.
Tuesday, September 14, 2010
Collect Cell Phone Numbers!
Biz Tip of the Day
Get in the habit of collecting people's cell phone numbers. It's the one phone number that will stay the same and follow them everywhere.
Get in the habit of collecting people's cell phone numbers. It's the one phone number that will stay the same and follow them everywhere.
Monday, September 13, 2010
Keep a Record of What Works For You!
Biz Tip of the Day
Discover what works and what doesn't work for you by keeping a record of all prospecting calls made, leads generated, appointments agreed upon, presentations given, and sales made. Calculate how many prospecting calls it takes to get one deal.
Discover what works and what doesn't work for you by keeping a record of all prospecting calls made, leads generated, appointments agreed upon, presentations given, and sales made. Calculate how many prospecting calls it takes to get one deal.
Sunday, September 12, 2010
No-Good Prospecting Call? No!
Biz Tip of the Day
There is no such thing as a no-good prospecting call. Every "no" leads you closer to a "yes" and every dialogue exchange will lead you to improving your communication skills.
There is no such thing as a no-good prospecting call. Every "no" leads you closer to a "yes" and every dialogue exchange will lead you to improving your communication skills.
Saturday, September 11, 2010
Think of Your Presentation as a Performance!
Biz Tip of the Day
Think of your presentation as a performance.
It's just as important for you to know it as well as actors would have to know their lines on stage or screen.
Think of your presentation as a performance.
It's just as important for you to know it as well as actors would have to know their lines on stage or screen.
Friday, September 10, 2010
Say Yes, Yes, Yes!
Biz Tip of the Day
The more times you can get your prospects to say yes to minor questions ("Does that sound fair enough?", "Do you like what you've seen so far?"), the more likely they will say yes to your major closing questions ("Are you ready to get started?", "Are you ready to go forward?").
The more times you can get your prospects to say yes to minor questions ("Does that sound fair enough?", "Do you like what you've seen so far?"), the more likely they will say yes to your major closing questions ("Are you ready to get started?", "Are you ready to go forward?").
Thursday, September 9, 2010
Motivators!
Biz Tip of the Day
Fear of loss is a greater motivator than opportunity for gain. Before beginning your sales presentation, tell your prospects that before they can buy from you, they will have to meet certain requirements. Make your qualifications real.
Fear of loss is a greater motivator than opportunity for gain. Before beginning your sales presentation, tell your prospects that before they can buy from you, they will have to meet certain requirements. Make your qualifications real.
Wednesday, September 8, 2010
Master Your Presentation......or Use Notes!
Biz Tip of the Day
Until you have mastered your presentation, use notes or an outline to keep you on track. Do this even when you're face to face with your prospect.
Airline pilots use a checklist; great speakers use notes; and the President of the United States uses notes or a teleprompter when addressing the nation.
Until you have mastered your presentation, use notes or an outline to keep you on track. Do this even when you're face to face with your prospect.
Airline pilots use a checklist; great speakers use notes; and the President of the United States uses notes or a teleprompter when addressing the nation.
Monday, September 6, 2010
The Law of Attraction
Biz Tip of the Day
You attract more of what you think about, talk about and act upon.
So, be mindful of what you are thinking, saying and doing!
You attract more of what you think about, talk about and act upon.
So, be mindful of what you are thinking, saying and doing!
Sunday, September 5, 2010
How To Be A Success? Know What You Want!
Biz Tip of the Day
Being successful boils down to this simple formula:
Know what you want. Find out what it takes to get it.
Persevere.
Being successful boils down to this simple formula:
Know what you want. Find out what it takes to get it.
Persevere.
Saturday, September 4, 2010
Favors?
Biz Tip of the Day
When Lyndon Johnson was President of the United States, he had two jars on his desk. One said, "Favors I owe". The other said, "Favors due me".
He tried to make sure the latter was the fullest.
When Lyndon Johnson was President of the United States, he had two jars on his desk. One said, "Favors I owe". The other said, "Favors due me".
He tried to make sure the latter was the fullest.
Friday, September 3, 2010
Sh-h-h-h, No Names Please!
Biz Tip of the Day
It is very unprofessional to publicly
criticize a colleague by name. If you
disagree with someone's way of doing
business, make your case without using
that person's name.
It is very unprofessional to publicly
criticize a colleague by name. If you
disagree with someone's way of doing
business, make your case without using
that person's name.
Thursday, September 2, 2010
Make It Easy For Prospects to Say No? Yes!
Biz Tip of the Day
Make it easy for your prospects to say "no" to you when explaining what you do. One way to do this is to begin your talk with, "This may or may not be of interest to you, however . . ."
Make it easy for your prospects to say "no" to you when explaining what you do. One way to do this is to begin your talk with, "This may or may not be of interest to you, however . . ."
Wednesday, September 1, 2010
Cold Calling Is the Worst Way to Prospect!
Biz Tip of the Day
Making cold calls to a stranger is one of the worst ways to prospect. It is far better to have someone introduce you and what you do before making your approach.
Making cold calls to a stranger is one of the worst ways to prospect. It is far better to have someone introduce you and what you do before making your approach.
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