Biz Tip of the Day
Not all prospect's commitments to your
questions are equal. If a prospect says, "maybe", "perhaps", or "possibly", it's not as good as, "yes", "absolutely", or "certainly".
Monday, February 28, 2011
Sunday, February 27, 2011
Keep Your Marketing Campaigns Fresh!
Biz Tip of the Day
Any marketing campaign you do over and over to the same market will diminish in value because people will know, "you always offer it".
Any marketing campaign you do over and over to the same market will diminish in value because people will know, "you always offer it".
Keep On Top of Things!
Biz Tip of the Day
Most sales people will slip into a
funk without constant supervision.
Most sales people will slip into a
funk without constant supervision.
Saturday, February 26, 2011
Avoid Talking Too Much During a Presentation! Here's How!
Biz Tip of the Day
Be aware of how much you talk
during a presentation, especially
in the beginning. To avoid talking
too much, open your presentation
up with an open-ended question.
Be aware of how much you talk
during a presentation, especially
in the beginning. To avoid talking
too much, open your presentation
up with an open-ended question.
Poor Presentation? Don't Despair!
Biz Tip of the Day
Nobody has ever failed in sales because of a poor presentation. Millions have failed because of not prospecting.
Nobody has ever failed in sales because of a poor presentation. Millions have failed because of not prospecting.
Wednesday, February 23, 2011
Make It Easy for Your Prospects!
Biz Tip of the Day
Make it easy for prospects to do
business with you. When emailing
or faxing a contract, make sure
all the information is already
filled out.
Make it easy for prospects to do
business with you. When emailing
or faxing a contract, make sure
all the information is already
filled out.
Tuesday, February 22, 2011
Prepare Yourself Mentally!
Biz Tip of the Day
Before going on a presentation, mentally prepare yourself by role-playing in your head the possible outcomes and how you will handle each of them.
Before going on a presentation, mentally prepare yourself by role-playing in your head the possible outcomes and how you will handle each of them.
Monday, February 21, 2011
They're Not Obstacles.....but Opportunities!
Biz Tip of the Day
Don't think of your objections as obstacles.
They are opportunities to explain the benefits that will separate you from your competitors.
Don't think of your objections as obstacles.
They are opportunities to explain the benefits that will separate you from your competitors.
Sunday, February 20, 2011
Best Presentation? You WIN!
Biz Tip of the Day
He who has the best presentation wins.
That's true for politicians, religious
leaders, advertising agencies, scientists, teachers, corporations, and of course sales people.
He who has the best presentation wins.
That's true for politicians, religious
leaders, advertising agencies, scientists, teachers, corporations, and of course sales people.
Saturday, February 19, 2011
Help Your Prospects Develop a Desire for Your Product!
Biz Tip of the Day
It's impossible to desire something
you don't know exists.
It's impossible to desire something
you don't know exists.
Friday, February 18, 2011
Be Proud of What You Do!
Biz Tip of the Day
Nobody in sales has ever been ashamed
of telling people exactly what they do
for a living when they are making money.
Nobody in sales has ever been ashamed
of telling people exactly what they do
for a living when they are making money.
Thursday, February 17, 2011
Qualify....Qualify....Qualify! q
Biz Tip of the Day
Qualifying is the key to good time
management in prospecting.
Qualifying is the key to good time
management in prospecting.
Wednesday, February 16, 2011
Make Just One Prospecting Call a Day to Increase Presentations!
Biz Tip of the Day
A single prospecting call a day, five
days a week, adds up to 250 presentations a year.
A single prospecting call a day, five
days a week, adds up to 250 presentations a year.
Tuesday, February 15, 2011
Plan Your Time for Your Presentation!
Biz Tip of the Day
A small product sale may only take a single presentation while a larger sale may take several presentations over a longer period of time.
A small product sale may only take a single presentation while a larger sale may take several presentations over a longer period of time.
Monday, February 14, 2011
Eliminate Objections by Addressing Them Before They Come Up!
Biz Tip of the Day
You can eliminate over 50% of all objections if you focus on preventing them before they come up.
You can eliminate over 50% of all objections if you focus on preventing them before they come up.
Sunday, February 13, 2011
If Your Prospect Says Yes, Ask Him/Her Why?
Biz Tip of the Day
When a prospect commits with a "yes" to your questions, get her to commit further by asking why she said yes. That way her commitment becomes stronger.
When a prospect commits with a "yes" to your questions, get her to commit further by asking why she said yes. That way her commitment becomes stronger.
Competition? What Competition?
Biz Tip of the Day
There is no real competition in business because most people are playing a game called, "follow the follower".
There is no real competition in business because most people are playing a game called, "follow the follower".
Friday, February 11, 2011
The More You Know About Your Prospect!
Biz Tip of the Day
The more you know about your prospect before you give your presentation, the better the odds you will close the deal.
The more you know about your prospect before you give your presentation, the better the odds you will close the deal.
Thursday, February 10, 2011
three Tips for Becoming a Master At Prospecting!
Biz Tip of the Day
Here are the three steps to becoming a master at prospecting:
1. Know the language, the questions, and the structure of your presentation.
2. Know how to listen and react to what the prospect says.
3. Know how to use your intuition to perfect your timing of the two.
Here are the three steps to becoming a master at prospecting:
1. Know the language, the questions, and the structure of your presentation.
2. Know how to listen and react to what the prospect says.
3. Know how to use your intuition to perfect your timing of the two.
Tuesday, February 8, 2011
Motiviate? A Group is Easier Than An Individual!
Biz Tip of the Day
It's easier to motivate a group than a
single individual.
It's easier to motivate a group than a
single individual.
Monday, February 7, 2011
Turn These Bix Tips Into Training Classes!
Biz Tip of the Day
Every single one of my "Biz Tips of the Day"
can be developed into a full-fledged training session. Why not give training classes using the ones you like?
Hilton Johnson,
CoachTrainer
Every single one of my "Biz Tips of the Day"
can be developed into a full-fledged training session. Why not give training classes using the ones you like?
Hilton Johnson,
CoachTrainer
Sunday, February 6, 2011
Prospects Don't Care What YOU Would Like to do!
Biz Tip of the Day
Prospects don't care what YOU would like to do. Never tell a prospect you'd like to make an appointment or give them a presentation. Instead, make a request or ask permission to do so and they will be more receptive.
Prospects don't care what YOU would like to do. Never tell a prospect you'd like to make an appointment or give them a presentation. Instead, make a request or ask permission to do so and they will be more receptive.
Think Like An Attorney or Doctor!
Biz Tip of the Day
Think and operate your business like
a doctor or attorney. You never know
it all; it's always changing; you need
flexibility--hey, it's a practice.
Think and operate your business like
a doctor or attorney. You never know
it all; it's always changing; you need
flexibility--hey, it's a practice.
Direct Marketing is the Key!
Biz Tip of the Day
Become a student of direct marketing.
If you get good at direct marketing,
you won't have to do much selling.
Good direct marketing will cause
your prospects to come to you
already pre-sold.
Become a student of direct marketing.
If you get good at direct marketing,
you won't have to do much selling.
Good direct marketing will cause
your prospects to come to you
already pre-sold.
Got a Prospect Who Asks Rapid Fire Questions?
Biz Tip of the Day
Prospects that ask a lot of rapid-fire questions are not usually good prospects. Don't spend too much time with them.
Prospects that ask a lot of rapid-fire questions are not usually good prospects. Don't spend too much time with them.
Bring Up The Price of Your Product!
Biz Tip of the Day
Bring up price early in your prospecting call or presentation. If you bring it up before your prospect does, it will not be perceived as much of a negative. Even better, bring price up as a benefit.
Bring up price early in your prospecting call or presentation. If you bring it up before your prospect does, it will not be perceived as much of a negative. Even better, bring price up as a benefit.
Tuesday, February 1, 2011
Multiple Streams of Income!
Biz Tip of the Day
If you want to get rich in business, think "Multiple Streams of Income."
If you want to get rich in business, think "Multiple Streams of Income."
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