SuccessCo

Ask easy questions first

When engaging a prospect in conversation, begin with questions that require an easy response, not an essay. As the other person relaxes, you can develop the topic with more specific questions.

© 2007 SuccessCo.com

Keep it Simple

Over time, as our product and organizational knowledge increases, so too does our desire to impress people with our expanded repertoire. It's rarely our knowledge alone that motivates another individual to act; it's our enthusiasm and ability to key in on the one or two benefits that pertain specifically to that individual.

Remember to keep it simple, allowing your prospect to make an easy decision on one benefit rather than creating contemplation over many benefits.

-Jim

© 2007 SuccessCo.com

Promotional Signature Block

Everyone within your company should have a promotional signature block that automatically posts at the end of all email sent from the business. Here are some simple guidelines to follow:

Consistent: Everyone within the organization should be using the same font, font size and colors.

Clean and simple: Make sure it is easy to read on a variety of web browsers.

Used to promote: Use the signature line to promote a particular product, event or service offered by your company or organization. A consistent "text block" can be sent to your staff each week, month etc. for that periods particular message.

Example:

Charlie Brown
Director of Cartoons
Peanuts and Associates
PO Box 123
2020 Vision St SE
TVland, WA 98109
206.555.1000 ext 1030 or 800.555.2000
Fax: 360.555.3333
cbrown@snoopydog123.com

Visit our Web Site: www. snoopydog123.com

Mention special snoopy offer on your next visit for 10% off your order!

Business Humor ~ Company Softball Tournament

At Acme Inc's annual company picnic, the advertising department always played a game of softball with the editorial department. This year the ad dept won, 9-3. But on the company bulletin board the next morning was the following notice.

The Editorial Dept. is proud to announce that upon the conclusion of this year's softball tournament, we finished in second place overall, having lost only one game the entire season.

We would also like to take this opportunity to offer our condolences to the Ad Dept's team for finishing next to last, having won only one game during the entire year.

Quote

After the game, the king and the pawn go into the same box.

- Italian Proverb

7 Ways To Be More Effective Today

1) Talking while looking at your computer screen robs you of the focused listening needed to effectively communicate. DON'T SURF and SPEAK at the same time.

2) Stress and fatigue are rarely caused by the things you have done, but by the thought of what you haven't done!

3) Goal setting is a standard technique used by top-level athletes, business-people and achievers in all fields. It gives you long-term vision and short-term motivation. It focuses your acquisition of knowledge and helps you to organize your resources.

4) Check yourself and discover how you are using your time. Do you spend time doing the right things or the wrong things? Well, How well are you doing them? You may be doing the right things wrong or the wrong things right. Focus your energy on doing the right things right. Remember the 80 / 20 rule. 

5) Want to attack procrastination? Write down your goals twice daily. You'll become more focused on getting important things done.

6) Try standing up when you're on the phone – A USC study discovered that the brains information processing speed increases 5% to 20% while standing. Think it looks goofy? You'd be in the company of Thomas Jefferson, Ernest Hemingway and Winston Churchill – who all stood while working.

7) Everyday something unexpected is going to happen. Count on it – Don't let last minute emergencies throw off your day – count on them to happen.

Jim

© 2007 SuccessCo.com

The Eraser word

Psychologists have long considered the word "but" when used in everyday conversation to be an eraser word. In other words, when someone makes a statement followed by the word “but”, you can essentially forget everything stated leading up to that point before that word was used.

Example:
You know Jim, your service sounds like something we would be interested in at this time, but I first need to talk to my partners before we make the final decision.

So, with the word "but" effectively erasing everything stated before it, you set out to address the put off of dealing with partners and raising the value of your product or service.

-Jim

© 2005 – 2007 SuccessCo.com

Elvis. . . Keep on Truckin

Did you know that in 1954 the manager of the Grand Ole Opry fired Elvis Presley after one performance.  He told Presley, “You ain’t goin’ nowhere, son.  You ought to go back to drivin’ a truck.”

Seeking Elaboration On the “No” or "Not Interested” Objection

As often stated, “Selling doesn’t begin until the customer says no”.
As professionals, in our attempt to persuade someone to change their point of view or position, it is important to understand the underlying reason for the no.

Here is a great question to ask, in your goal to better understand.

“ You (Or your company) is such a good fit for _________, and it's truly a win win relationship - can you help me to better understand why you wouldn’t want to join / buy / etc?”

© 2007 SuccessCo.com

Business Humor * The Speech

The CEO was scheduled to speak at an important convention, so he asked one of his employees to write him a punchy, 20-minute speech. When the CEO returned from the big event, he was furious.
      
"What's the idea of writing me an hour-long speech?" he demanded to know. "Half the audience walked out before I finished."
      
The employee was baffled. "I wrote you a 20-minute speech," he replied. "I also gave you the two extra copies you asked for".