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What is the mission that drives your business?
Happy New Year! I'm often ask, "what is your mission that drives your business" that is such a great question and that is why we want to start off this new year off with this important subject.
Have a blessed and prosperous 2015!
Founder and Publisher
If you don’t think you can earn the sale over competition then you unfortunately have picked the wrong career path, maybe you should try your luck at another trade or read and master these tips below. Now with that out of the way what is the secret to being unstoppable over your competition? Closing a sale is more than just knowing your product or service or what to say but understanding the art of selling.
If you don’t think you can earn the sale over competition then you unfortunately have
picked the wrong career path, maybe you should try your luck at another trade or read and master these tips below. Now with that out of the way what is the secret to being unstoppable over your competition? Closing a sale is more than just knowing your product or service or what to say but understanding the art of selling.
Before addressing the tips below there is something that needs to be mentioned. Often times sales people confuse their confidence with assuming they will get the business rather than assuming they will earn it.
What this means is value the customer as a person, build a relationship, reach a personal level that allows them to see you are genuinely interested in them and the money will come.
Confidence and knowledge about your product is not the overwhelming solution, it’s mastering the art of understanding people and using that knowledge to help people understand why they should do business with you over your competition.
Let’s address the 4 common things that take place when closing the sale.
1. Have you ever been around that pushy sales person that is just relentless, you want to get away from them but instead you just succumb to their bashing as to why you should buy their product over the competition and you should do it now because the price will go up or whatever excuse they use to close you.
2. Of course there is always the lay down. Someone calls you or walks in the door or you are talking to the right person at the right time, either they need something you sell or they just heard their friend or family member talking about needing what you sell so they immediately set up a time to go over the details and signed on the dotted line.
3. Have you ever heard sales is a numbers game? There is no question you go through enough numbers to find someone that will buy your product or service. There is some truth to that statement but wouldn’t you prefer to put the odds in your favor. Wouldn’t you rather work smarter not harder?
4. The ultimate sale is the one that you created the need by helping the customer first recognize you are someone they would like to know then moved towards bringing up their problem because you know you have the solution.
So sales breaks down into 4 components:
Wear down their opponent
Right place at the right time
Go through enough numbers
Understand sales is an art then you don’t have to wear down your client or rely on being at the right place at the right time and you can spend less time going through the numbers.
So How Do I become Unstoppable against my competition?
The key to making more money and creating more clients is to understand, “People first and money will follow”.
All this is an art and will bring you more business and more referrals when you understand sales is not selling but building rapport.
The key to making more money and beating out your competition is to understand sales is an art. If you start with putting people first the money will follow. This is not a fallacy THIS IS REALITY. I always find it interesting that people want to own their own business, get involved in sales, tell themselves they can do great things, but they either do not want to learn the most fundamental things about sales or they claim they don’t have time.
Sales, starts and ends with understanding human nature. You know the saying “people care more about how much you care than how much you know”.
Building a relationship builds trust and loyalty. Saying you don’t have time to create a rapport with someone says you are not interested in them as a person so why on earth should someone want to help you when you show them you don’t care about them.
Are you someone that is constantly trying to get your point across because you know it all and they need what you have? Personality selling is one of the most powerful things to learn about human nature. In other words not all people look at life through the same window as you. Have you ever felt stumped when trying to explain something or sell something to someone but nothing you say will bring them around to your way of thinking.
Once you read some books or take some courses on personality selling you will discover there are people who look at life completely different than you. In fact you can break people into 4 different personality styles. In the information provided below you will automatically see yourself and then while you are going through the comments and bullet points below you will immediately have some people come to mind, perhaps a close friend, family members, maybe even your boss at work.
The four categories are Driver, Expressive, Amiable and Analytical. Understanding these social behaviors and learning how to deal with them you will be more prepared to help win over your clients while genuinely being interested in them as people not just focusing on dollar signs.
Someone who is extremely assertive, not really worried about how others feel, they are very candid which intern may use words that may hurt someone’s feelings. Here is a list that will help to describe a Driver.
Super competitive they need to be first at everything
They take charge of a situation because they need to be in control
They can make decisions faster than most
They are looking for results
People who are not efficient or are indecisive drive them nuts
Often show signs of being impatient and insensitive.
Often visionary people, quick to make decisions, sometimes they are impractical and impatient. Poor listeners and often get distracted easily.
Can be intuitive
Often Outgoing and enthusiastic
Love people and interact well with others
Center of attention
Routines bother them
May generalize and exaggerate when telling a story
Fear being ignored or rejected.
They do not have the need to lead, often times you will find them to be extremely reliable when it comes to work and helping out. They tend to avoid conflict prefer to be passive in nature and do not outwardly show signs of drive and determination.
Nicest people you may meet
Relate to others
Work well in a team setting
They want others approval while expecting to be respected
Least likely to take risks and avoid conflict.
Very slow at making decisions
Change never sets well with them
When they are overwhelmed their decision-making abilities become even harder and generally become submissive.
Analytical people are generally more focused on the task at hand than the people around them. They prefer to work by themselves love to think things through so details are more important than anything else. They are slower at making decisions because they need as much information as they can get to help with their decision process.
Great at solving problems
Tend to be organized and love structure
Can be head strong
Prefer to not work in group settings
Focus on the task in front of them
They not only like to be right they will prove it
Can be overly critical
Merrill, D. W. and Reid, R.H. (1999) Personal Styles and effective performance. New York: CRC Press
Learn to build relationships and understand how your client thinks will make you unstoppable against your competition earning you more loyal clients and referrals leading to a much higher income. Take the time to get involved in personality courses and read books that will help you take your skills to the next level.
Click here to get some quick tips in building a bridge to your client
To Learn More About Jim Bellacera please visit his personal website
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