Email for : [EMAIL PROTECTED] Issue # 158, August 18-19, 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: The Top 10 Ways of Thinking That Will Get You New Clients -by Ronya Banks -> COACHING TIP: GAMES CUSTOMERS PLAY � written by Karl Ruegg -> BOOK REVIEW: Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless : How to Make Customers Love You, Keep Them Coming Back and Tell Everyone They Know � written by Jeffrey Gitomer -> How to Advertise in the Self Improvement Newsletter Current Subscribers � 46,541 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 ** ------------------------------------------------------------ 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 ----------------------------------------------------------------------- *** INSPIRATIONAL QUOTES for the SALES PROFESSIONAL *** ----------------------------------------------------------------------- Wanting something is not enough. You must hunger for it. Your motivation must be absolutely compelling in order to overcome the obstacles that will invariably come your way. Les Brown, 1945-, American Speaker, Author, Trainer, Motivator Lecturer To be yourself in a world that is constantly trying to make you something else is the greatest accomplishment. Ralph Waldo Emerson, 1803-1882, American Poet, Essayist In three words I can sum up everything I've learned about life - it goes on. Robert Frost, 1875-1963, American Poet ---------------------------------------------------------------- ** SELLING and SALES SKILLS PRODUCTS AND SERVICES*** ---------------------------------------------------------------- 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 * Small Business Marketing Strategies that Work Learn where to start and how to focus your marketing to grow your business. 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Visit http://www.mcssl.com/app/adtrack.asp?AdID=18001 *End Poor Results & Dramatically Increase Sales Today* Brian Tracy leads you through a step-by-step video mentoring program helping you to organize your life, dramatically improve your self-confidence, and become far more effective at selling, communication and leadership. Visit http://www.EmpowerMeOnline.com/sg 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: The Top 10 Ways of Thinking That Will Get You New Clients � by Ronya Banks *** ------------------------------------------------------------------- If you are a sales person, a professional who needs to fill your practice, or a new business owner looking to find clientele to whom you can sell your new products, your success will depend on your ability to promote yourself and/or what you have to offer. Oftentimes, people will start in to a new business venture and quit because of the stress and discouragement experienced during the process of looking for paying clients. There is no one magical trick or secret process you can follow to become a person who gets new clients consistently. Instead, the ability to get new clients is the result of you thinking, feeling, and behaving a particular way. In other words, once you adopt a certain MINDSET, you begin attracting new clients. The following will help you develop and sustain the mindset that will have you consistently filling your practice or business with new clients. 1. See people as people. Many times, what will hold you back from promoting yourself or your product will be a belief or an image you hold of other people as superior, special, or different in some way. The truth is that they are people - just like you. They have the same human bodily functions, emotions, and needs as you. Keeping this in mind will help you increase your confidence when speaking to others. 2. Realize that rejection is not something personal against you. If someone rejects whatever you are offering, it is not YOU that he or she is rejecting. Instead, they are rejecting the service or product that you are offering. Whatever reason they believe they don�t want it or need it, doesn�t matter. Just realize that it is not a personal rejection of You. Knowing this will help you approach others openly, honestly, and confidently. 3. Accept that not everyone is going to be interested. It is okay. Not everyone is going to want your products or services. But some of them will. Focus on the wills and let go of the will-nots. 4. Adopt the knowing that getting new clients is about RELATIONSHIP, and not about selling. If your focus is on selling a product or service to people, then you have missed the proverbial Boat! Successful selling occurs as a result of being in relationship with the purchaser. Form an immediate relationship with the person with whom you are selling, by being a sincere, kind, and compassionate person who believes in the product or services you are providing, and you will experience more and more success. 5. Know your magical side and let it shine. You are a unique, magical being. You look, act, think, and laugh differently than any other human being. Discover your magical qualities and let them shine in every interaction. Perspective clients will recognize and be drawn to you � this magical human being. 6. Set goals and be results-oriented. Results occur for those who plan on what their results are going to be, by when. Set realistic, yet stretchy daily, weekly, monthly, and yearly goals for how many new clients you are going to attract in to your business. Then, take action steps consistent with these goals. Basically, plan on, and know what your results are going to be before you achieve them. 7. Be curious, compassionate, and caring to others. Potential clients are also human beings with cares, trials, successes, and emotions. Be curious about your perspective client�s lives. What are their biggest challenges? What is their family like? Are they satisfied with their careers? What are their needs? And on, and on. Connect to your perspective clients in a caring and compassionate way. They will feel that and respond to you accordingly. 8. Practice visualization. Spend at least 5 minutes every day running a movie in your mind about how people are going to be responding to you and what you have to offer. Experience the situations in your mind before they happen. Make them real by seeing them in Technicolor, and by adding appropriate sounds, smells, tastes, etc. Once you get good at visualizing, you will be amazed to see how well it brings the situation into reality. 9. Surround yourself with winners. Do not spend time with negative, petty people who complain a lot. This type of person will drag your energy and potential down. Like attracts like, and you will rise to the occasion when you surround yourself with positive people who are already accomplishing what you are setting out to accomplish. Surround yourself with winners. 10. See yourself as a winner. Now that you are spending time with winners, it is time to begin seeing yourself as an equal � a winner. You are a special, dynamic human being with unique attributes that only you possess. Let yourself and your winning qualities shine! About the Submitter This piece was originally submitted by Ronya Banks, who can be reached at [EMAIL PROTECTED], or visited on the web at http://www.livinginaction.com. Ronya Banks wants you to know: As a Mind Power Leadership coach, trainer, and speaker, Ronya Banks has been teaching others how to become leaders and business owners since 1992. Frequently featured in radio, magazine and newspaper articles and interviews, Ronya helps people find the great leaders within by accessing the natural power of their minds. Discover more of Ronya�s proven leadership success secrets at: www.livinginaction.com or subscribe to her ezine newsletter at: http://www.livinginaction.com/newsletter.cfm. Copyright 1997 - 2003 CoachVille This content may be forwarded in full, with copyright, contact, and creation information intact, without specific permission, when used only in a not-for-profit context. For other uses, permission in writing from CoachVille is required. Questions: email [EMAIL PROTECTED] ---------------------------------------------------- ** 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> ---------------------------------------------------- ------------------------------------------------------------ *** COACHING TIP: GAMES CUSTOMERS PLAY � written by Karl Ruegg *** ------------------------------------------------------------ Most top salespeople don�t see their customers as adversaries to be defeated, but as partners in business. Unfortunately, we sometimes run across the customer who sees selling as a win-lose proposition. This type of customer will play all different kinds of games to gain control of the sales process. Proper preparation will help you avoid each of the three most common ploys: The Coaching Tip 1. Good cop/bad cop. In this strategy, one staffer from the customer�s company responds positively to the salesperson while a second person acts as a skeptical devil�s advocate. The purpose is to keep the salesperson uncertain about who is actually in charge of the situation. You can prevent this from coming up in the first place by carefully asking questions that identify both the nature of the client�s problem (so you can craft a solution that will solve it) and the identity of the real decision-maker. 2. Bait and switch. The customer negotiates a purchase of a particular quantity and a particular price, then changes to a smaller quantity and demands the same price. Again, try to deal with the problem in advance by thoroughly explaining your pricing structure and how it relies on an order of a specific quantity. If necessary, try offering something else of value�rush delivery at a reduced price, for instance. But don�t give in on price unless you�re willing to back down again in the future. 3. The wince. We�ve all seen customers who visibly wince when price is mentioned. Solution: Don�t talk about specific prices too early in the process. Instead, concentrate on educating your customer on the value of your product or service. Quantify the benefits: how much time saved, money spent, etc. The better educated your customer is, the less likely he or she will try to play games with you. Copyright 97, 98, 99, 00, 2001 www.CoachVille.com This content may be forwarded in full, with copyright, contact, and creation information intact, without specific permission, when used only in a not-for-profit context. For other uses, permission in writing from CoachVille is required. Questions: email [EMAIL PROTECTED] About the Submitter This piece was originally submitted by Karl Ruegg, Coach, who can be reached at [EMAIL PROTECTED], or visited on the web http://www.KarlRuegg.com. Karl Ruegg wants you to know: He helps you become even more successful than you already are. The original source is: Adapted from �What to do when the customer tries to control the sale,� by Timothy F. Bednarz, Ph.D. ---------------------------------------------------- ** BOOK REVIEW: Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless : How to Make Customers Love You, Keep Them Coming Back and Tell Everyone They Know � written by Jeffrey Gitomer ** ---------------------------------------------------- To longtime sales and customer-service pro Jeffrey Gitomer, boasting about a near-perfect customer-satisfaction rating of 97.5 percent is a major mistake. "That means 2.5 percent of your customers are mad and they're telling everyone. And 97.5 percent of your customers will shop anyplace the next time they go to market for your product or service." Based on a philosophy that's been developed through his syndicated business columns and the more than 150 seminars that he gives each year to companies such as Radisson, Sony, NationsBank, and Time Warner Cable, the book outlines his formula for making customers so faithful they "will fight before they switch--and they will proactively refer people to buy from you." Regularly employing oversized type in screaming bold fonts to grab the reader's attention, Gitomer breathlessly recounts his start-to-finish approach to becoming "memorable" to consumers along with illustrative tales of his own encounters with particularly egregious examples of poor service. All of this is bolstered by an ongoing sampling of his inspirational quips and a variety of self-evaluating quizzes designed to pinpoint individual strengths and weaknesses. Take a deep breath, read it straight through, and prepare to delight thy customer! --Howard Rothman The list Price of this book is $30.00. To purchase this book for $21.00 at a 20% discount from Amazon.com, go directly to http://www.amazon.com/exec/obidos/ISBN=188516730X/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. 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