SuccessCo

Getting into the prospects mind

In the mind of a new member prospect, it is easier to make the decision not to buy your product or service than the possibility of making the wrong decision. Therefore, your goal is to help the prospect justify why they are not making the wrong decision.

Some useful techniques to help accomplish this are:
Anticipate their objections in advance - play (be) the devil's advocate - here are some transition phrases to help you bring up that inevitable objection:

"I bet you're asking yourself . . ."
"You might be wondering . . ."
"If you're concerned about . . ."
"A question I often hear at this point in a conversation is . . ."

Often, addressing the unspoken objections is more important than the one's they articulate.

-Jim
© 2009 SuccessCo.com

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The Value of customer/client testimonials

Remember that when you say it about yourself, it's bragging. When somebody else says it about you, it's proof.

Asking your customers and clients why they bought at the point of sale will provide you with invaluable information that will help with all subsequent sales.

Understanding someone's buying motives is 100 times more useful than your selling skills.  When a customer or client gives you a compliment, ask them if they will put it in writing and ask for permission to use it in future marketing materials.

Written testimonials should be used for marketing materials only, not be used to sell. Verbal testimonials should be used in all verbal sales presentations and not be put in writing.

-Jim
© 2009 SuccessCo.com

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Success Quotes ~ Change

“The most successful people are those who are good at plan B.”
- James Yorke

“In his later years Pablo Picasso was not allowed to roam an art gallery unattended, for he had previously been discovered in the act of trying to improve on one of his old masterpieces.”
- Unknown

“You can judge your age by the amount of pain you feel when you come in contact with a new idea.”
- Pearl Buck

"Human beings, who are almost unique in having the ability to learn from the experience of others, are also remarkable for their apparent disinclination to do so.”
- Douglas Adams

Show the phone your pearly whites

Don't feel timid about smiling into the telephone, even though it may seem a bit strange and unconventional. After you've reminded yourself to do it a few times, you'll find it comes naturally. And what can be nicer than a genuine, spontaneous smile that everyone can "hear." Your voice says all the right things about you - and your company.

-Jim
© 2009 SuccessCo.com

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We are all in this together - a tale of teamwork

A man was driving down an old country road while at the same time trying to read a map. Accidently driving off of the road into a ditch, his car got stuck in the mud.
Walking to a nearby farm, he asked for help.

"Betsy can get you out of the ditch," said the farmer pointing to an old mule standing in the field.
The two men and the mule made their way to the ditch.

The farmer hitched Betsy to the car and shouted, "Pull Emily, Pull Rocky, Pull Red, Pull Betsy," and the old mule pulled the car out of the ditch with little effort.

The man thanked the farmer and asked, "Why did you call out all those other names before you called Betsy?"

The farmer grinned and replied, "Old Betsy is just about blind and as long as she believes she is part of a team, she doesn't mind pulling."

-Jim
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Finding the the Right Person for the Job - Tips on Hiring

I am an employer who has for many years personally interviewed thousands of job applicants. Naturally, being very particular about who I hire, I’d like to pass on some not so obvious tips that will give you an edge in finding that right person for the job and avoid all of the problems associated with hiring the wrong individual.

* Google the persons name for red flags - I’m looking for comments or posts made to websites or groups. Is this person a 24/7 online game player? Are they supporting some radical political group?

* MySpace & Facebook profiles – You would be amazed at how many people I haven’t hired because of what they have posted for the world to see online.

* Review their voice mail messages - I recently returned a call to a job applicant whose voice mail recording was, “Hey, not available to talk cuz I’ve been out partying all night – leave a message – back at you.” I simply hung up without leaving a message.

* Email addresses – If the applicants email address is partyanimal at abc.com or drinkallnight at abc.com, you might want to think twice about this potential candidate.

* They “get” you - Has the applicant reviewed your website and understand the mission and vision statements. Ideally, the job applicant has does this without your prompting.

* In the beginning - The first interview is about you the employer! I am constantly amazed by the number of applicants that are all about “me, me, me.

* Beware of jealous boyfriends, girlfriend and spouses - I recently had a jealous boyfriend want to give me the third degree about who I was and why I was calling.  He very effectively insured that his girlfriend did not get a job with me.

* Never a place and time - Does the applicant cuss? If they do in a series of job interviews, I assure you it is only the tip of the iceberg.

* Vehicle review – Have someone take a look at the vehicle driven by the job applicant as this is often a reflection of the individual. I also keep an eye out for red flag bumper stickers. Do they have a strong political or social opinions plastered on the bumper? In America it’s ok if they do, and in America it’s also ok if I don’t hire them!

-Jim

© 2009 SuccessCo.com

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Networking and small talk

In my 25+ years of experience working with businesses across the country, I've found one common fear that hasn't changed is the ability to engage in small talk with a total stranger.
 
While the larger companies have teams of sales people or public relations specialists, entrepreneurs and sole proprietors often only have themselves.

Here are some great questions to begin a conversation at a chamber function, business expo or any other opportunity you have to promote your business, product, services or yourself.
Start by asking the other person their name and the company they represent. (With a firm handshake and warm smile of course.)

Then you can proceed with any combination of the following questions. . .

· What do you enjoy about your profession?
· How did you start in this profession?
· What is the most difficult part of your job?
· What separates you from the competition?
· What was the strangest or funniest incident you've experienced in your business?
· What significant changes have you seen take place in your profession/area of expertise through the years?
· What do you see as the coming trends in your profession/area of expertise?

Again, this approach works well for meeting others in a business/networking situation when you are not sure how to begin a conversation. Once the interaction has begun, you will have an opportunity to answer their questions and let the conversation flow in a natural rhythm.

-Jim
© 2009 SuccessCo.com

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Does your telephone conversation or sales presentation FLO?

Multitasking is not an exception; it's the rule these days. It's easy to find yourself shuffling papers, writing a note, scanning your e-mail all while talking to a customer or prospect on the phone. My advice, don't.
 
You absolutely, positively must make sure your prospect or customer feels like the First, Last and Only (FLO) person you will be talking to all day and the only way to accomplish this is by giving them 100 percent of your attention.
 
The professionals that will find the FLO philosophy most beneficial are those having numerous telephone calls on a daily basis. After a while, it's easy to find yourself simply going through the repetitive motions both physically and mentally, taking away from what the other person is due, while hurting yourself and your company in the process. So before making that next call or picking up the phone, make sure to think about the FLO of the conversation.

-Jim
© 2009 SuccessCo.com

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Success Tools - Basecamp

Basecamp is the flagship product from the company 37signals that takes a fresh, novel approach to project collaboration. Collaborate with your team and clients view schedules, tasks, files, messages, and more.

Additional features:
Web based and accessed from any computer.

Customize your colors and upload your logo to make your Basecamp yours.

The dashboard shows you all your clients and projects on one screen.

Make lists, add items, assign responsibility, check 'em off when you're done.

Upload files, categorize, sort, track versions, share deliverables.

Keep track of the hours spent on a task or a complete project.

With message boards, keep communication centralized. No more shooting emails back and forth.

Keep track of projects due, when it's due, and who's responsible.

See a bird's-eye view of a project. What's late, upcoming, and fresh.

We actually use backpack and love it.
Another great thing about this service is that you can try it for free before signing up.

-Jim

Click here to try Basecamp now!

Keep the ball rolling

When your sales presentation becomes stalled and you’re scrambling for a way to keep the interaction moving forward, here are some statements to help you keep the ball rolling . . .

“I bet you’re asking yourself . . .”

“You might be wondering . . .”

“If you are concerned about . . .”

“A question I often hear at this point of a conversation is . . .”

Be prepared to offer a frequently asked question or concern that may pertain to the prospects area of interest.

-Jim
© 2009 SuccessCo.com

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