In the last issue we looked at Security focused buyers. Now we will see what motivates the Detailed based buyers and how we can recognise and adapt to get the best results when selling to them.
Detail Focused Buyers
Think of engineers, accountants, computer analyists and any detail focused professions and you will normally be dealing with an analytical or detail focused buyer. You can't sell to these people in the usual way. They will analyze, research and buy only when they feel they have explored every possibility. Dealing with this type of buyer, realise that they like to buy from specialists, so ensure that you know what you're talking about and have as much relevant data with you as possible.
This is the total opposite of my style, yet when we moved to London, my biggest client base was dentists and computer analysts. As I know their buying patterns, I was very successful and they referred me to many others in their profession who saw me as a specialist. I would always give them an abundance of data and a few different options as well as sufficient time for analysis.
Then I simply asked which option they felt was the right one and the business would follow.
Impress them by: Thoroughness
Ask questions that: Are detailed
Support their: Thoughts
Demonstrate your: Detailed knowledge
Make benefits: Provable
Show commitment by: Being systematic
Be impressed by their: Their status
Best close: Detailed summary
What this is really illustrating, is that you must be like a chameleon when selling. Very quickly recognise what type of buyer you are selling to and change your selling style to suit the way they buy, not the way you sell. For instance, let's say you are an over the top enthusiast, you will need to tone down and have a lot more facts and information than you would normally feel comfortable with if you are dealing with a detail focused buyer. Remember, people like to do business with people similar to themselves who they like, trust and feel comfortable with.
Resources – Take a look at my resources page with free downloads, videos and Ebooks that demonstrate some of the concepts that I have covered in the article at http://www.motivational-speaker.co.uk/resources/
Free Resources – http://www.frankfurnessresources.com
Free Ebooks and software – http://www.frankfurnessresources.com/freebies
Goal Setting Programme – http://www.frankfurnessresources.com/goals
Sign up for the free newsletter - http://www.frankfurnessresources.com/newsletter
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm
Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and sales management. He has educated, entertained and inspired audiences in 48 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com or telephone+ 44 (0) 1923 248200. http://www.frankfurness.com
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Friday, July 27, 2007
Excerpt from the new Book ‘Walking with Tigers’ – Success Secrets from the World’s Top Business Leaders by Frank Furness.
Focus of a Tiger: Dave Willis
After change comes focus, the quality that will clinch success. And for many focus must act like armour plating to help achieve those dearest ambitions. Whenever you take risks be prepared to be criticised by your friends and family. But be prepared to take those risks and stay focused. The worst thing that could happen is that you don’t get where you hope to be. The best thing that could happen is that you get there, in spite of everything.
This is another one from a company that I have been working with for some time, hugely successful and the man who leads them is a dreamer and an achiever. This is what he says; “I’m fully focused on the task at hand and do not have more than one major objective at a time. When focused on an objective, I will not likely consider or investigate any other opportunities that may take my focus off my main objective”. Like all tigers he has a dream and he goes for it!
There are a number of companies and tigers that have made their special mark on me, but one that really stands out. I spoke for a CEO group a few years back and in the audience was Ann Willis who was the Managing Director. She invited me to speak at their conferences in Europe, America and Asia and that was where I met her father Dave. He founded the Whitford Worldwide company, makers of fluoropolymer coating used on cookware and in industry, and, at the age of seventy one, he is still the top salesman, CEO and one of the most energetic and fully focussed people I have met. This is his story.
‘Shortly before Christmas in 1968 I was fired as a sales manager. I was 28 years old, had four children, a big house and not much money. I was determined never to be in that vulnerable position again. The company accountant had been fired the same day and the only option as we saw it was to start our own business where we could control our own destiny. We might fail, but it would be on our terms, not someone else's.’
‘The oil industry, centred in Houston, needed the product to coat studs and nuts for flanges, pipe lines, pumps, valves, offshore and down hole equipment. We called on the stud and nut producers and then made joint calls with them on the end users. In a relatively short period we were specified by nearly every Gulf Coast oil and chemical facility.
It took some time to build a strong senior management team. Not everyone wants to take a chance on what is by any measure a small company. It takes time to convince people of the credibility of a company as small yet as diverse as Whitford. We have our own people in 14 countries, we manufacture in seven of those.
In building the team, we have also concentrated on the technical side of our business. Over the past 7 years we have added many technical skills in the form of about 15 PhD's with very diverse educational backgrounds. Along with the people we have added superb analytical capabilities particularly suited for our markets.
What has resulted so far is a group of people who get along well, actually have become friends. This group works hard and plays hard. Long days coupled with an occasional long night. The result is the ability to talk out difficult problems on a non- personal basis.
‘I hear about Business Plans, Exit Strategies, Burn Ratios and many other of today’s ‘sophisticated’ business buzz words. We had none of these then, we have only a smattering now. We do not and did not "fly by the seat of our pants." We concentrate on the opportunities at hand; try to make the most of them by converting them to sales and profits as quickly as we can. We have become slower at this as we have grown.
‘We do not do sales budgets. A sales budget is simply the end point of an argument between the budgetee and the budgeter. How low can I get away with vs. how tough am I going to insist on what I think they can do? We make all comparisons vs. the previous two years. We chose two years because if we have had a tough year, the following year's comparisons can look like more progress than really occurred.’
Going forward I fear for our ability to find people willing to take some risks, make some mistakes and get on with it. I see a real reluctance to take risks in the younger generation that we count on to carry the business forward. That may be the attitude of anyone my age, but I don't think so. Every decision seems to be based on what is the least risk path? This, in my mind, is seldom the least risk and may well be (cumulatively) the most risk.
What they are saying:
I think all people who want to become ‘Tigers’ could learn so much from Frank and the light-hearted yet in-depth thinking he has put into this book.
Raymond Ackerman, founder of Pick ‘n Pay Stores, South Africa
A must read for anyone who wants to find their own path to success
Mike Southon, co-author of the Beermat Entrepreneur and other business books
Frank Furness is one of the finest speakers you can find to entertain and teach your staff how to produce better results.
Thomas Power, CEO Ecademy
After change comes focus, the quality that will clinch success. And for many focus must act like armour plating to help achieve those dearest ambitions. Whenever you take risks be prepared to be criticised by your friends and family. But be prepared to take those risks and stay focused. The worst thing that could happen is that you don’t get where you hope to be. The best thing that could happen is that you get there, in spite of everything.
This is another one from a company that I have been working with for some time, hugely successful and the man who leads them is a dreamer and an achiever. This is what he says; “I’m fully focused on the task at hand and do not have more than one major objective at a time. When focused on an objective, I will not likely consider or investigate any other opportunities that may take my focus off my main objective”. Like all tigers he has a dream and he goes for it!
There are a number of companies and tigers that have made their special mark on me, but one that really stands out. I spoke for a CEO group a few years back and in the audience was Ann Willis who was the Managing Director. She invited me to speak at their conferences in Europe, America and Asia and that was where I met her father Dave. He founded the Whitford Worldwide company, makers of fluoropolymer coating used on cookware and in industry, and, at the age of seventy one, he is still the top salesman, CEO and one of the most energetic and fully focussed people I have met. This is his story.
‘Shortly before Christmas in 1968 I was fired as a sales manager. I was 28 years old, had four children, a big house and not much money. I was determined never to be in that vulnerable position again. The company accountant had been fired the same day and the only option as we saw it was to start our own business where we could control our own destiny. We might fail, but it would be on our terms, not someone else's.’
‘The oil industry, centred in Houston, needed the product to coat studs and nuts for flanges, pipe lines, pumps, valves, offshore and down hole equipment. We called on the stud and nut producers and then made joint calls with them on the end users. In a relatively short period we were specified by nearly every Gulf Coast oil and chemical facility.
It took some time to build a strong senior management team. Not everyone wants to take a chance on what is by any measure a small company. It takes time to convince people of the credibility of a company as small yet as diverse as Whitford. We have our own people in 14 countries, we manufacture in seven of those.
In building the team, we have also concentrated on the technical side of our business. Over the past 7 years we have added many technical skills in the form of about 15 PhD's with very diverse educational backgrounds. Along with the people we have added superb analytical capabilities particularly suited for our markets.
What has resulted so far is a group of people who get along well, actually have become friends. This group works hard and plays hard. Long days coupled with an occasional long night. The result is the ability to talk out difficult problems on a non- personal basis.
‘I hear about Business Plans, Exit Strategies, Burn Ratios and many other of today’s ‘sophisticated’ business buzz words. We had none of these then, we have only a smattering now. We do not and did not "fly by the seat of our pants." We concentrate on the opportunities at hand; try to make the most of them by converting them to sales and profits as quickly as we can. We have become slower at this as we have grown.
‘We do not do sales budgets. A sales budget is simply the end point of an argument between the budgetee and the budgeter. How low can I get away with vs. how tough am I going to insist on what I think they can do? We make all comparisons vs. the previous two years. We chose two years because if we have had a tough year, the following year's comparisons can look like more progress than really occurred.’
Going forward I fear for our ability to find people willing to take some risks, make some mistakes and get on with it. I see a real reluctance to take risks in the younger generation that we count on to carry the business forward. That may be the attitude of anyone my age, but I don't think so. Every decision seems to be based on what is the least risk path? This, in my mind, is seldom the least risk and may well be (cumulatively) the most risk.
What they are saying:
I think all people who want to become ‘Tigers’ could learn so much from Frank and the light-hearted yet in-depth thinking he has put into this book.
Raymond Ackerman, founder of Pick ‘n Pay Stores, South Africa
A must read for anyone who wants to find their own path to success
Mike Southon, co-author of the Beermat Entrepreneur and other business books
Frank Furness is one of the finest speakers you can find to entertain and teach your staff how to produce better results.
Thomas Power, CEO Ecademy
Dress for Success, Secure more Sales
In sales, you don’t get a second chance to make a first impression. People buy trust, they buy honesty and credibility, so you have to dress appropriately (I always try to dress a smart, remember, you can always dress down by taking off a tie or jacket).
When I first started selling many years ago, I had been a musician before. I entered the profession thinking that I was quite a snappy dresser. I used to wear pale blue suits, colored shirts and expressive ties and I was successful, but I was successful only with young people, I never reached first base with professionals, why, because I didn’t look the part.
A fortunate thing happened to me, after about a year in the business, a new manager was appointed as my boss and he came over from England. He took one look at me and told me to ‘get rid of the clown outfits’ and made me change my dress to dark suits, white shirts, lace up black shoes and conservative ties and that’s what I have worn ever since. Those changes moved my market, tripled my average sale and made me successful in the professional and executive market.
It’s the big things that count and the small things that make the massive difference. Think about things that we take for granted, dirty nails, bad breath, scuffed shoes, chewed up ballpoint pen and many other small things can turn off a potential client before you even start to sell.
If you go out and you have a beer with a client at lunchtime, before you go into the next client, get some mints or breath freshener because the first thing that the new prospect smells is beer on your breath and remember in the first thirty seconds they are going to make a decision, do they think you’re credible and someone they want to do business with. So dress for success, make sure your briefcase is the best briefcase you can afford. If you can’t afford a gold pen, get a gold plated pen, fake it until you make it, but look professional.
Remember to smile. You know if you smile, they’re going to smile back at you. Look into their eyes and greet them with a good handshake. Ensure that your body language is always open. People like to do business with people similar to themselves, so with the handshake give as much pressure as you’re getting from the other person. If they speak softly, so do you, if the speak quickly, so do you. Can you imagine if you naturally speak loudly all the time and meet someone who is quietly spoken, he is going to think you are not his type of person if you are loud, overbearing and brash? People like to do business with people similar to themselves. This is called NeuroLinguisticProgramming and in my 6 CD audio series called ‘NLP for Sales’ I cover this comprehensively.
Next, you have to reduce tension levels and develop commonality. For me the easiest way of doing this is to get people to speak about themselves. For many years now, I’ve used a method called ‘past, present and future’. Starting with his past, I might say “this is amazing, you’ve got this great position with this huge company, how did you get started?” Now nobody’s asked him that question for years and he is really proud of his progress with the company, so he will spend some time telling me about this. The next question would be about the present situation. “So tell me about your position at the moment, how are things going, how many offices do you have?” This is the time to just keep quiet and listen. The next question is about the future and with this question you’ll learn a lot about you client and his aspirations, ambitions and goals for the future. “Where do you see yourself in five or ten years time or at retirement?” and you just keep quiet. Now he’s going to tell you about his dreams and his aspirations and if you are smart, you will pick up many buying signals. These are the emotions, these are the reasons that they’re going to buy from you, so remember to use past, present and future.
Right now I am an International motivational speaker specialising in sales and technology, but where I learned my selling was in financial services where I qualified amongst the top half percent of salespeople in the world at the Million Dollar Round Table ‘Top of the Table’ level.
I used all of the methods explained above and these are also detailed in my comprehensive 15 CD/DVD resource Sales Strategies for Financial Advisors (http://www.frankfurnessresources.com/financialadvisor)
For more articles, please take a look at my website http://www.frankfurness.com and please download complimentary eBooks and software at http://www.frankfurnessresources.com
Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and technology. He has educated, entertained and inspired audiences in 42 countries. His publications and sales CDs have been sold globally. He is the author of ‘Walking with Tigers - Success Secrets of Exceptional Achievers’ which is available from http://www.amazon.co.uk
For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com or telephone+ 44 (0) 1923 248200. http://www.frankfurness.com
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm
When I first started selling many years ago, I had been a musician before. I entered the profession thinking that I was quite a snappy dresser. I used to wear pale blue suits, colored shirts and expressive ties and I was successful, but I was successful only with young people, I never reached first base with professionals, why, because I didn’t look the part.
A fortunate thing happened to me, after about a year in the business, a new manager was appointed as my boss and he came over from England. He took one look at me and told me to ‘get rid of the clown outfits’ and made me change my dress to dark suits, white shirts, lace up black shoes and conservative ties and that’s what I have worn ever since. Those changes moved my market, tripled my average sale and made me successful in the professional and executive market.
It’s the big things that count and the small things that make the massive difference. Think about things that we take for granted, dirty nails, bad breath, scuffed shoes, chewed up ballpoint pen and many other small things can turn off a potential client before you even start to sell.
If you go out and you have a beer with a client at lunchtime, before you go into the next client, get some mints or breath freshener because the first thing that the new prospect smells is beer on your breath and remember in the first thirty seconds they are going to make a decision, do they think you’re credible and someone they want to do business with. So dress for success, make sure your briefcase is the best briefcase you can afford. If you can’t afford a gold pen, get a gold plated pen, fake it until you make it, but look professional.
Remember to smile. You know if you smile, they’re going to smile back at you. Look into their eyes and greet them with a good handshake. Ensure that your body language is always open. People like to do business with people similar to themselves, so with the handshake give as much pressure as you’re getting from the other person. If they speak softly, so do you, if the speak quickly, so do you. Can you imagine if you naturally speak loudly all the time and meet someone who is quietly spoken, he is going to think you are not his type of person if you are loud, overbearing and brash? People like to do business with people similar to themselves. This is called NeuroLinguisticProgramming and in my 6 CD audio series called ‘NLP for Sales’ I cover this comprehensively.
Next, you have to reduce tension levels and develop commonality. For me the easiest way of doing this is to get people to speak about themselves. For many years now, I’ve used a method called ‘past, present and future’. Starting with his past, I might say “this is amazing, you’ve got this great position with this huge company, how did you get started?” Now nobody’s asked him that question for years and he is really proud of his progress with the company, so he will spend some time telling me about this. The next question would be about the present situation. “So tell me about your position at the moment, how are things going, how many offices do you have?” This is the time to just keep quiet and listen. The next question is about the future and with this question you’ll learn a lot about you client and his aspirations, ambitions and goals for the future. “Where do you see yourself in five or ten years time or at retirement?” and you just keep quiet. Now he’s going to tell you about his dreams and his aspirations and if you are smart, you will pick up many buying signals. These are the emotions, these are the reasons that they’re going to buy from you, so remember to use past, present and future.
Right now I am an International motivational speaker specialising in sales and technology, but where I learned my selling was in financial services where I qualified amongst the top half percent of salespeople in the world at the Million Dollar Round Table ‘Top of the Table’ level.
I used all of the methods explained above and these are also detailed in my comprehensive 15 CD/DVD resource Sales Strategies for Financial Advisors (http://www.frankfurnessresources.com/financialadvisor)
For more articles, please take a look at my website http://www.frankfurness.com and please download complimentary eBooks and software at http://www.frankfurnessresources.com
Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and technology. He has educated, entertained and inspired audiences in 42 countries. His publications and sales CDs have been sold globally. He is the author of ‘Walking with Tigers - Success Secrets of Exceptional Achievers’ which is available from http://www.amazon.co.uk
For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com or telephone+ 44 (0) 1923 248200. http://www.frankfurness.com
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm
The Professional Sales Introduction
Let me tell you a story. Many years ago, a large tobacco company's advertising account was up for grabs and every big advertising company was after this account. There was a small advertising company owned by a fellow called Ben Duffy and he was also trying to secure this account. He was up against big competition; some of the largest companies in the Industry and it would be a coup to land such a large client. Ben Duffy thought to himself 'how am I going to get this account, I'm just a small unknown player with a small company, there's no chance.' He thought, 'let me put myself in the position of this chap that I am going to see. Let me think about some of the questions, some of the things that might be on the prospective client's mind'. He wrote out a list of fifty questions, and then narrowed those down to about ten. When he met with the client, he said 'in preparing for today's meeting, I put myself in your position and thought there may be some things you'd want to know about me, my company, what's in it for you, what's in it for me and as such I've prepared a list of ten questions. Well the chap from the Tobacco Company replied, 'well, I've got ten questions myself'. They swapped lists, six of the questions were the same and he secured the account.
For years and years now, I've been using exactly the same method, using the ‘Ben Duffy’. I would go and meet with a client for the first time, we'd go through past, present, future to establish rapport and then use the 'Ben Duffy'. I'd say to the client, 'you know Joe, in preparing for today's meeting, I put myself in your position and thought there may be some questions on your mind, things like ‘Who is Frank Furness, who is XYZ Financial Services, how long have they been around, what's in it for me, what's in it for you? Are these some of the questions on your mind?' You then nod your head and he'll nod back again (I love the doggy nod) because these are some of the questions that are on their mind. An important thing is to learn this script verbatim. It's got to form a natural part of your conversation. This is the script: 'In preparing for today's meeting, I put myself in your position and I thought you might want to know, who is (your name), who is XYZ Financial Services, what's in it for me, what's in it for you? Are those some of the questions on your mind?' Write that down and learn it verbatim.
They normally reply ’yes sure, these are some of the things on my mind'. Now and now is the only time you will speak about yourself. And this is a brag session, this is where you're selling yourself, you're selling your credibility. So if you've got a degree, if you've been in the business for ten years, whatever you have done well, this is where you sell yourself.
I would say, 'I'm Frank Furness, I've been in the business for twenty years now, I'm a Certified Financial Planner'... or you may say, 'hi I'm Henry Smith, I've been in the business for some time now, I'm working for one of the best companies, I've been through incredible training courses. Prior to this I was a banker and I have my B.Comm degree... '
This and this is the only time that you sell yourself and the best time to sell yourself well is now.
Most companies give people a script that's pages and pages long. I don't know how they expect people to actually learn their scripts verbatim. So sell yourself first: then you would go into the company's script. This is where you sell your Company, how long they have been around, various offices etc. Now, depending on your company script, you would carry on with the Ben Duffy. Your prospect wants to know that he's dealing with a good company that has been well established, that has been around for a long time. I'd then say to him, 'if you're also wondering what's in it for you, what's in it for me; well what's in it for you is simply that I just want to take a snapshot of where you are now, and where you want to be in the future and really just help you get there. What's in it for me; if you like the way I conduct business, I'd like you to place the business with me and for that I get paid a fee. I also want to establish a long-term business relationship. Our income is derived from brokerage fees paid to us by the financial institutions. All that I would ask of you is, should you be satisfied with our recommendations, that you place the business with us. Secondly, whether or not we do business together, should you find us to be professional and ethical; we would like you to refer us to other professionals such as yourself.'
I used all of the methods explained above and these are also detailed in my comprehensive 15 CD/DVD resource Sales Strategies for Financial Advisors (http://www.frankfurnessresources.com/financialadvisor)
For more articles, please take a look at my website http://www.frankfurness.com and please download complimentary eBooks and software at http://www.frankfurnessresources.com
Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in financial services sales and sales management. He has educated, entertained and inspired audiences in 48 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com and for resources take a look at http://www.frankfurness.com and http://www.frankfurnessresources.com
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm
For years and years now, I've been using exactly the same method, using the ‘Ben Duffy’. I would go and meet with a client for the first time, we'd go through past, present, future to establish rapport and then use the 'Ben Duffy'. I'd say to the client, 'you know Joe, in preparing for today's meeting, I put myself in your position and thought there may be some questions on your mind, things like ‘Who is Frank Furness, who is XYZ Financial Services, how long have they been around, what's in it for me, what's in it for you? Are these some of the questions on your mind?' You then nod your head and he'll nod back again (I love the doggy nod) because these are some of the questions that are on their mind. An important thing is to learn this script verbatim. It's got to form a natural part of your conversation. This is the script: 'In preparing for today's meeting, I put myself in your position and I thought you might want to know, who is (your name), who is XYZ Financial Services, what's in it for me, what's in it for you? Are those some of the questions on your mind?' Write that down and learn it verbatim.
They normally reply ’yes sure, these are some of the things on my mind'. Now and now is the only time you will speak about yourself. And this is a brag session, this is where you're selling yourself, you're selling your credibility. So if you've got a degree, if you've been in the business for ten years, whatever you have done well, this is where you sell yourself.
I would say, 'I'm Frank Furness, I've been in the business for twenty years now, I'm a Certified Financial Planner'... or you may say, 'hi I'm Henry Smith, I've been in the business for some time now, I'm working for one of the best companies, I've been through incredible training courses. Prior to this I was a banker and I have my B.Comm degree... '
This and this is the only time that you sell yourself and the best time to sell yourself well is now.
Most companies give people a script that's pages and pages long. I don't know how they expect people to actually learn their scripts verbatim. So sell yourself first: then you would go into the company's script. This is where you sell your Company, how long they have been around, various offices etc. Now, depending on your company script, you would carry on with the Ben Duffy. Your prospect wants to know that he's dealing with a good company that has been well established, that has been around for a long time. I'd then say to him, 'if you're also wondering what's in it for you, what's in it for me; well what's in it for you is simply that I just want to take a snapshot of where you are now, and where you want to be in the future and really just help you get there. What's in it for me; if you like the way I conduct business, I'd like you to place the business with me and for that I get paid a fee. I also want to establish a long-term business relationship. Our income is derived from brokerage fees paid to us by the financial institutions. All that I would ask of you is, should you be satisfied with our recommendations, that you place the business with us. Secondly, whether or not we do business together, should you find us to be professional and ethical; we would like you to refer us to other professionals such as yourself.'
I used all of the methods explained above and these are also detailed in my comprehensive 15 CD/DVD resource Sales Strategies for Financial Advisors (http://www.frankfurnessresources.com/financialadvisor)
For more articles, please take a look at my website http://www.frankfurness.com and please download complimentary eBooks and software at http://www.frankfurnessresources.com
Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in financial services sales and sales management. He has educated, entertained and inspired audiences in 48 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com and for resources take a look at http://www.frankfurness.com and http://www.frankfurnessresources.com
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm
Speaking in Hong Kong
Welcome to Hong Kong. How many of us can remember the old airport with the runway in the sea and the greatest challenge for every airline pilot. All that has changed now and Hong Kong airport is amongst the most modern in the world. A short train ride on a clean modern express takes you into either Kowloon or the Island of Hong Kong.
It is a country of fascination, history, and wonderful foods and of course the best shopping in the world. The main business district is on the Island of Hong Kong in the “central” district. It is easy to get around as the MTR underground is fabulous, clean, efficient and always on time. I normally buy an “octopus” ticket for HK$150 (approx US$20) and this can be used for a week. The hotels are first class as are the restaurants but be prepared, Hong Kong is an expensive city. Taxis are efficient but get your hotel to write out the address, as many taxi drivers don’t understand English. Most speaking venues are in the hotels or at the World Trade Centre and are super efficient. Do your homework before you go. I made some unforgivable blunders in the beginning. The first time I went to Hong Kong, I spoke to a group of approximately 100 Chinese business people. After the talk, many came to meet me and handed their cards to me, which I put into my pocket. I was politely told that I had insulted everyone and was then shown the correct behaviour. The card is handed over and accepted with both hands. You should read it, show appreciation by feeling it and making some gesture and then put it away in your pocket. Always carry a supply of business cards as the culture dictates the swapping of cards immediately.
As I travel to Hong Kong about 4 to 6 times a year, I bought some books on Chinese etiquette, which has assisted me tremendously. The Chinese can appear almost shy to start with, but they enjoy entertainment as much as anyone else. Your talk must contain many educational points, as this is a priority. The people are serious, professional and the hardest working nation I have come across. Never be late for an appointment.
Always expect the unexpected. On a recent trip I spoke to the sales force of a Chinese client that I had worked with twice before. They had moved into new offices where I would be speaking. They have a sales force of around a hundred people and I was expecting to speak in an auditorium. I was surprised to find that I was speaking in a huge office where they would all be sitting at their desks watching me on three giant TV screens. I was standing at the front of the office on a platform where a cameraman was filming and projecting the images (it reminded me of the old machine shops where everyone would be sitting working while an overseer controlled things from the front.)
My next talk was at the FCC (Foreign Colonial Club) and I arrived very early to get a feel of the venue. It was a breakfast talk and the room had been set up taking every last bit of space and leaving no room for the speaker. I quickly had to rearrange things and a factor that I take into account when I speak anywhere in the world is to be very specific about the arrangements and still always arriving early. I arrange a lot of my own speaking tours and it is up to me to ensure that everything meets the client’s expectations. I always tell my Chinese audiences that they can laugh, ask questions and enjoy themselves. Their culture dictates that normally the leader of the group would answer all questions. I am a very enthusiastic speaker and tend to speak fairly quickly, when speaking English to the Chinese I need to be very aware that I need to slow down and ensure that I am understood.
If you enjoy shopping (like me), there is no place like Hong Kong. There are shops literally everywhere. I have found the best places to shop in Mongkok, which contains a ladies market and night market, Causeway Bay and Tsim Sha Tsui. Gadget junkies will lose themselves at Star City and Wanchai Computer Centre. Nightlife abounds with wonderful restaurants and bars around Soho and Lan Kwai Fong. Taking a trip up the cable car will give you a spectacular view of the city. Take a bus ride to Stanley Bay where you can pick up all kinds of bargains at Stanley market like a beautiful silk tie for about US$1.50. Visit Happy Valley Racetrack or take a boat ride to Aberdeen to see a city of boat people. Enjoy the “Star Ferry” from Hong Kong to Kowloon with the locals or take the hovercraft to Discovery Bay for a game of golf. One of my favourite places is the Island of Chin Chau and a half hour ferry ride will take you to the favourite holiday resort of the locals. Beautiful beaches, no cars (only bicycles) and the best seafood will have you returning more than once. Another hovercraft trip will take you to the Island of Macau, which was previously under Portuguese rule and still has all the influences. The Island of Lantau has the giant Buddha and visit Sea Park with its cable cars that will give you a spectacular view of Hong Kong and will take you to the world’s longest escalator. Speaking opportunities abound, so get it to the top of your “opportunity” list.
If you ever get the opportunity speak in Hong Kong, the people are wonderful and the food and shopping great!
For more articles, please take a look at my website http://www.frankfurness.com and please download complimentary eBooks and software at http://www.frankfurnessresources.com
Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in financial services sales and sales management. He has educated, entertained and inspired audiences in 48 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com and for resources take a look at http://www.frankfurness.com and http://www.frankfurnessresources.com
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm
It is a country of fascination, history, and wonderful foods and of course the best shopping in the world. The main business district is on the Island of Hong Kong in the “central” district. It is easy to get around as the MTR underground is fabulous, clean, efficient and always on time. I normally buy an “octopus” ticket for HK$150 (approx US$20) and this can be used for a week. The hotels are first class as are the restaurants but be prepared, Hong Kong is an expensive city. Taxis are efficient but get your hotel to write out the address, as many taxi drivers don’t understand English. Most speaking venues are in the hotels or at the World Trade Centre and are super efficient. Do your homework before you go. I made some unforgivable blunders in the beginning. The first time I went to Hong Kong, I spoke to a group of approximately 100 Chinese business people. After the talk, many came to meet me and handed their cards to me, which I put into my pocket. I was politely told that I had insulted everyone and was then shown the correct behaviour. The card is handed over and accepted with both hands. You should read it, show appreciation by feeling it and making some gesture and then put it away in your pocket. Always carry a supply of business cards as the culture dictates the swapping of cards immediately.
As I travel to Hong Kong about 4 to 6 times a year, I bought some books on Chinese etiquette, which has assisted me tremendously. The Chinese can appear almost shy to start with, but they enjoy entertainment as much as anyone else. Your talk must contain many educational points, as this is a priority. The people are serious, professional and the hardest working nation I have come across. Never be late for an appointment.
Always expect the unexpected. On a recent trip I spoke to the sales force of a Chinese client that I had worked with twice before. They had moved into new offices where I would be speaking. They have a sales force of around a hundred people and I was expecting to speak in an auditorium. I was surprised to find that I was speaking in a huge office where they would all be sitting at their desks watching me on three giant TV screens. I was standing at the front of the office on a platform where a cameraman was filming and projecting the images (it reminded me of the old machine shops where everyone would be sitting working while an overseer controlled things from the front.)
My next talk was at the FCC (Foreign Colonial Club) and I arrived very early to get a feel of the venue. It was a breakfast talk and the room had been set up taking every last bit of space and leaving no room for the speaker. I quickly had to rearrange things and a factor that I take into account when I speak anywhere in the world is to be very specific about the arrangements and still always arriving early. I arrange a lot of my own speaking tours and it is up to me to ensure that everything meets the client’s expectations. I always tell my Chinese audiences that they can laugh, ask questions and enjoy themselves. Their culture dictates that normally the leader of the group would answer all questions. I am a very enthusiastic speaker and tend to speak fairly quickly, when speaking English to the Chinese I need to be very aware that I need to slow down and ensure that I am understood.
If you enjoy shopping (like me), there is no place like Hong Kong. There are shops literally everywhere. I have found the best places to shop in Mongkok, which contains a ladies market and night market, Causeway Bay and Tsim Sha Tsui. Gadget junkies will lose themselves at Star City and Wanchai Computer Centre. Nightlife abounds with wonderful restaurants and bars around Soho and Lan Kwai Fong. Taking a trip up the cable car will give you a spectacular view of the city. Take a bus ride to Stanley Bay where you can pick up all kinds of bargains at Stanley market like a beautiful silk tie for about US$1.50. Visit Happy Valley Racetrack or take a boat ride to Aberdeen to see a city of boat people. Enjoy the “Star Ferry” from Hong Kong to Kowloon with the locals or take the hovercraft to Discovery Bay for a game of golf. One of my favourite places is the Island of Chin Chau and a half hour ferry ride will take you to the favourite holiday resort of the locals. Beautiful beaches, no cars (only bicycles) and the best seafood will have you returning more than once. Another hovercraft trip will take you to the Island of Macau, which was previously under Portuguese rule and still has all the influences. The Island of Lantau has the giant Buddha and visit Sea Park with its cable cars that will give you a spectacular view of Hong Kong and will take you to the world’s longest escalator. Speaking opportunities abound, so get it to the top of your “opportunity” list.
If you ever get the opportunity speak in Hong Kong, the people are wonderful and the food and shopping great!
For more articles, please take a look at my website http://www.frankfurness.com and please download complimentary eBooks and software at http://www.frankfurnessresources.com
Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in financial services sales and sales management. He has educated, entertained and inspired audiences in 48 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com and for resources take a look at http://www.frankfurness.com and http://www.frankfurnessresources.com
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm
Monday, May 07, 2007
Blogging for Fun….and Profit
Everyone should by now have their own Blog. It is so easy, in ten minutes you can have your own blog published and the best part….no or low cost and no complicated knowledge needed. The two most popular places to start are http://wordpress.org and www.blogger.com
Blogs are a great way to get your message across on the internet and have it published almost immediately. It is the ideal way to provide information, education and if done well, can create wealth and multiple sources of income for you.
For your blog to be effective you need to ensure that it either solves someone’s problems, removes their pain or increases their pleasure. To me, it is the perfect online selling tool that will drive business, leads and sales. I have found that the best way of having an effective blog is to make it conversational, interesting with valuable content, but also engaging and involving the reader.I started my blog three years ago and now have twenty blogs covering different subjects and all producing me money one way or another (I love that word….) I initially just published my existing articles to my blog, now each month when I produce my newsletter I also include those articles as well as other information that may be of interest. The search engine spiders love blogs as they always have new and interesting content. I try to share a combination of personal stories and high content business articles so that the blog will appeal to a large audience.
I have a lot of links within the blog articles back to sections of my websites and my products. The quick tips section in the blog drives traffic to www.frankfurnessresources.com website where there are videos, tips, resources and a subtle sell to my products (there we go again….)I also use the blog to drive traffic to the section in my main website with free Ebooks and software. This takes them to a form that also signs them up to my newsletter and in turn I get hundreds of new subscribers each week. I submit my Blogs to the many Blog Directories and whenever I add articles I ‘Ping’ the blogs to http://pingomatic.com/I drive traffic to my Blog from a lot of other sources, the most popular right now being Youtube. I have 70 videos on Youtube and at the end of each video I have a message offering free information or Ebooks that drives a ton of traffic to my blogs.I recently learned a great traffic strategy for my Blog. I search for very high ranking blogs in my niche and then add a comment to articles on those blogs with a link back to my website. This is great for the spiders as they now see high ranking sites linking back to my Blog and this pushes me up in the rankings and drives traffic.
A lot of people ask me what the differences are between websites and blogs and the most common are:
No need for a webmaster for updates
Publish directly from your computer
Content changes instantly
No complex uploading
Don’t need knowledge of HTML
Automatic archives
Customer interaction
Instant syndication
By using Blogs and article submission strategies, I now have thousands of links back to my sites, get more bookings, sell more products and build my newsletter subscriber list. The best part is that I’m not a ‘techie’, all I concentrate on are simple sales strategies although I am learning the more advanced strategies that include trackbacks, permalinks and how to get the best from RSS directories.
So remember, as a businessperson or SME blogs have many practical applications in that it will:
Increase targeted traffic to your site
Boost your search engine rankings
Build rapport for increased sales
Increase the lifetime value of clients
Prove your expertise
Compliment your newsletter
Generate press coverage
I would suggest that you also submit you blog to the directories. Some of the more popular directories to submit your blog to for a free one way backlink include.
http://dir.blogflux.com/
http://www.blogcatalog.com/
http://www.bloghub.com/
http://www.britblog.com/
http://www.blogarama.com/
http://www.blogwise.com/
http://www.blogdirs.com/
http://blogs.botw.org/
http://www.blogrankings.com/
http://www.bloggeries.com/
http://www.blogtoplist.com/
http://www.bestblogs.org/
http://www.findingblog.com/
http://blogannounce.info/
http://www.blogtastic.com/
http://www.addurlblog.com/
http://www.blogoozle.com/
http://www.blogsweet.com/
http://www.blogfinds.com/
http://www.spillbean.com/
So don’t wait, whatever your hobby, business or passion, share your stories with the online world. Take a look at my blog at
Take a look at my video interview with Mike Stewart who is an expert on audio and video and how to maximise your blogs using these tools in Wordpress
For more articles, please take a look at my website http://www.frankfurness.com and please download complimentary Ebooks and software at http://www.frankfurnessresources.comFrank Furness CSP is a London based Sales and Technology speaker.
For more information go to http://www.frankfurness.com or http://www.frankfurnessresources.com or http://frankfurness.blogspot.com/
Thursday, March 01, 2007
Tips, Tricks and Resources
Quick Links...
Expect More From 2007 - Complimentary Ebook
Speakers Bootcamp
Rick Searfoss - Astronaut Interview
Rick Searfoss - Photos from space
Royalty Free Music
New Resources
Hints, Tips & Tricks
Microsoft Training Videos
Text to Voice Software
Online Sales Secrets Revealed
Viral Video Sales Tips
Frank's Blog
Audio Jukebox
Internet Marketing - Interview with Terry Brock
Submit your articles
Visit and contribute to my forum
Free UPDATED Internet Marketing Ebook
Recommended Books
Internet Resources
NEW - 80 page Ebook on Google Adwords
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
Text to Voice Software Video
How to Get Hired - Recruitment Tips on Video
Expect More From 2007 - Complimentary Ebook
Speakers Bootcamp
Rick Searfoss - Astronaut Interview
Rick Searfoss - Photos from space
Royalty Free Music
New Resources
Hints, Tips & Tricks
Microsoft Training Videos
Text to Voice Software
Online Sales Secrets Revealed
Viral Video Sales Tips
Frank's Blog
Audio Jukebox
Internet Marketing - Interview with Terry Brock
Submit your articles
Visit and contribute to my forum
Free UPDATED Internet Marketing Ebook
Recommended Books
Internet Resources
NEW - 80 page Ebook on Google Adwords
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
Text to Voice Software Video
How to Get Hired - Recruitment Tips on Video
Speaking Tips - Turn your engagements to lifelong clients
One of the things I have found a bit of a challenge is to find new 'one-off' speaking engagements constantly. Over the years I have endeavoured to turn these one off’s into clients that I can go back to year on year. Here are the strategies:
Have more than one talk. If the client loves you, they want you back again and it is much easier to generate repeat work than new engagements all the time.
Get in front of the traffic – find out who buys your services and speak in front of those groups. I constantly speak for four different CEO groups around the world and with the decision makers being in the audience, if they like you they will book you. This also applies to associations and trade bodies.
When you speak for a client, find out where they have other offices and conferences. One of my American clients started with a talk at their sales convention in Europe. From there I spoke at their conference in the USA and then Asia.
I was referred to a client who was a large paper merchant and I was booked to speak at their convention in Germany. Although I knew nothing about the paper business I learned very quickly and the talk was a success. From there I was asked to speak at their European distributors conference and discovered that they were part of a $9 billion annual turnover business. At the distributors conference were the CEOs of the biggest paper merchants in Europe and I immediately received 2 bookings in the UK and one in Barcelona and I am expecting a lot more.
Build up client banks in cities and countries. I have many regular clients all over the world and whenever I know I will be speaking in their city or country, I email them and let them know that I will be there at that time and all they need to pay is the fee. I will pick up all the other expenses including travel and hotels. Having a large base I am able to do two talks a day at full fee, so I don’t mind picking up the expenses.Using this method I have generated up to 11 talks in a week.
I am planning another trip to Asia in May and using this strategy I will speak in 7 countries in two weeks.
Keep in touch with your clients. I send out a regular newsletter and I know that every issue will generate new engagements – out of sight, out of mind.
Keep your face in front of your clients and prospective clients with regular articles in their magazines. I have a regular column in a Directors magazine and have just been asked to do bi-monthly articles for a USA financial services association. The more people see your name, the more likely they are to book you. I have also recently been featured in the popular 'In Dubai' magazine which we are using in our marketing to generate loads of work
Update your materials, website and marketing packs. Send these to past clients and bureaus so that they will remember you.
Candice and I are constantly marketing as we realise in the past the only times we have had a slump was when we stopped marketing.
There are many strategies, tips and techniques in my series with the link below
How to find New Business for Speakers, Trainers, Coaches and Consultants
Have more than one talk. If the client loves you, they want you back again and it is much easier to generate repeat work than new engagements all the time.
Get in front of the traffic – find out who buys your services and speak in front of those groups. I constantly speak for four different CEO groups around the world and with the decision makers being in the audience, if they like you they will book you. This also applies to associations and trade bodies.
When you speak for a client, find out where they have other offices and conferences. One of my American clients started with a talk at their sales convention in Europe. From there I spoke at their conference in the USA and then Asia.
I was referred to a client who was a large paper merchant and I was booked to speak at their convention in Germany. Although I knew nothing about the paper business I learned very quickly and the talk was a success. From there I was asked to speak at their European distributors conference and discovered that they were part of a $9 billion annual turnover business. At the distributors conference were the CEOs of the biggest paper merchants in Europe and I immediately received 2 bookings in the UK and one in Barcelona and I am expecting a lot more.
Build up client banks in cities and countries. I have many regular clients all over the world and whenever I know I will be speaking in their city or country, I email them and let them know that I will be there at that time and all they need to pay is the fee. I will pick up all the other expenses including travel and hotels. Having a large base I am able to do two talks a day at full fee, so I don’t mind picking up the expenses.Using this method I have generated up to 11 talks in a week.
I am planning another trip to Asia in May and using this strategy I will speak in 7 countries in two weeks.
Keep in touch with your clients. I send out a regular newsletter and I know that every issue will generate new engagements – out of sight, out of mind.
Keep your face in front of your clients and prospective clients with regular articles in their magazines. I have a regular column in a Directors magazine and have just been asked to do bi-monthly articles for a USA financial services association. The more people see your name, the more likely they are to book you. I have also recently been featured in the popular 'In Dubai' magazine which we are using in our marketing to generate loads of work
Update your materials, website and marketing packs. Send these to past clients and bureaus so that they will remember you.
Candice and I are constantly marketing as we realise in the past the only times we have had a slump was when we stopped marketing.
There are many strategies, tips and techniques in my series with the link below
How to find New Business for Speakers, Trainers, Coaches and Consultants
Marketing with Video
There has been a virtual explosion on the internet with video. You only need to take a look at the success of Youtube to realise that the new phenomenon in low cost, no cost marketing is video on the web.
All it takes is a webcam or video camera and some software and you can be seen by millions in hours. The easiest software to use is Microsoft Video which is free and easy to use.
I use a number of other programmes which are excellent.
Pinnacle Pro is an inexpensive video editing programme that I have been using for years. I also use the more advanced Vegas and Adobe Premier Elements.
If you really want to have special effects like having any background ( you could be seen to be speaking in Moscow, Outer space or on the beach), I use Visual Communicator from Serious Magic. The software is brilliant and it comes with a greenscreen, good microphone, great software and an extensive manual. Take a look at my video on how it works at http://www.news.frankfurness.com/greenscreen/
Many of you who receive my newsletter know that I send out regular video sales tips using this software. I have also uploaded these tips to youtube two months ago, and so far have had over 25,000 viewings. This is truly free marketing. The results - Product sales, speaker and training bookings and thousands of new subscribers to my newsletter and hits to my sites. You can do the same with your business.
My favourite piece of software is Camtasia. This captures the screen of your computer while you speak. I use it to promote products, explain and show how different pieces of software work and explain any technical concepts. Take a look at an example. Once again I use this to show video hints and tips on microsoft products, software programmes, view powerpoint presentations and much more. Anyone can and must use this software, there are just so many applications. You can also upload your videos to your website or put them in your one-page salesletters.
Now that you have made the videos, there are plenty of video sites on the internet that you can upload them to. Some even pay you. Take a look at my Hints and Tips to see the various sites.
I recently bought an excellent Ebook for $37 on how to use video with YouTube to generate traffic and lists and sales. To my surprise I found that after I had bought it, I now had the full resale rights so only had to sell one copy to recoup my investment.
This was over and above the brilliant tips and strategies that I picked up from the book. I immediately put five new strategies into place on youtube that had already had a dramatic effect on my business. Take a look at the book on http://www.y outubestrategies.com and if you buy it you also receive the resell rights, brilliant
You can also have your own channel on Youtube, my channel generates plenty of viewings and subscribers and new business.
Get onto the video and YouTube phenomenon today.
All it takes is a webcam or video camera and some software and you can be seen by millions in hours. The easiest software to use is Microsoft Video which is free and easy to use.
I use a number of other programmes which are excellent.
Pinnacle Pro is an inexpensive video editing programme that I have been using for years. I also use the more advanced Vegas and Adobe Premier Elements.
If you really want to have special effects like having any background ( you could be seen to be speaking in Moscow, Outer space or on the beach), I use Visual Communicator from Serious Magic. The software is brilliant and it comes with a greenscreen, good microphone, great software and an extensive manual. Take a look at my video on how it works at http://www.news.frankfurness.com/greenscreen/
Many of you who receive my newsletter know that I send out regular video sales tips using this software. I have also uploaded these tips to youtube two months ago, and so far have had over 25,000 viewings. This is truly free marketing. The results - Product sales, speaker and training bookings and thousands of new subscribers to my newsletter and hits to my sites. You can do the same with your business.
My favourite piece of software is Camtasia. This captures the screen of your computer while you speak. I use it to promote products, explain and show how different pieces of software work and explain any technical concepts. Take a look at an example. Once again I use this to show video hints and tips on microsoft products, software programmes, view powerpoint presentations and much more. Anyone can and must use this software, there are just so many applications. You can also upload your videos to your website or put them in your one-page salesletters.
Now that you have made the videos, there are plenty of video sites on the internet that you can upload them to. Some even pay you. Take a look at my Hints and Tips to see the various sites.
I recently bought an excellent Ebook for $37 on how to use video with YouTube to generate traffic and lists and sales. To my surprise I found that after I had bought it, I now had the full resale rights so only had to sell one copy to recoup my investment.
This was over and above the brilliant tips and strategies that I picked up from the book. I immediately put five new strategies into place on youtube that had already had a dramatic effect on my business. Take a look at the book on http://www.y outubestrategies.com and if you buy it you also receive the resell rights, brilliant
You can also have your own channel on Youtube, my channel generates plenty of viewings and subscribers and new business.
Get onto the video and YouTube phenomenon today.
Client Based Selling
In the last issue we looked at Relationship focused buyers. Now we will see what motivates the Security based buyers and how we can recognise and adapt to get the best results when selling to them.
Security Focused Buyers
STRENGTHS
Supportive
Respectful
Willing
Dependable
Personal
WEAKNESSES
Conforming
Retiring
Non-committal
Undisciplined
Emotional
OFFICE
Friendly and open
Family pictures on desk
Desk is neat and functional
Open contact; round desk or couch
ATMOSPHERE
Open and sincere
PRIORITIES
Develop the relationship
PACE
Cautious and deliberate
ABOUT YOU
You must be friendly/honest/ non- threatening or pushy
WINNING ACCEPTANCE
Show personal interest
YOUR PRODUCT
Why your product is best
PROBLEM SOLVING
Support their feelings and interests
DECISION MAKING
Provide guarantees and offer opinions
How to win them over
Impress them by: Friendliness
Ask questions that: Are non threatening
Support their: Feelings
Demonstrate your: Warmth
Make benefits: Personal
Show commitment by: Working with them
Be impressed by their: Loyalty
Best close: Assumptive
Take a listen to a cut on Client Based Selling
Security Focused Buyers
STRENGTHS
Supportive
Respectful
Willing
Dependable
Personal
WEAKNESSES
Conforming
Retiring
Non-committal
Undisciplined
Emotional
OFFICE
Friendly and open
Family pictures on desk
Desk is neat and functional
Open contact; round desk or couch
ATMOSPHERE
Open and sincere
PRIORITIES
Develop the relationship
PACE
Cautious and deliberate
ABOUT YOU
You must be friendly/honest/ non- threatening or pushy
WINNING ACCEPTANCE
Show personal interest
YOUR PRODUCT
Why your product is best
PROBLEM SOLVING
Support their feelings and interests
DECISION MAKING
Provide guarantees and offer opinions
How to win them over
Impress them by: Friendliness
Ask questions that: Are non threatening
Support their: Feelings
Demonstrate your: Warmth
Make benefits: Personal
Show commitment by: Working with them
Be impressed by their: Loyalty
Best close: Assumptive
Take a listen to a cut on Client Based Selling
Public Speaking and Sales Tips by Frank Furness
Public Speaking and Sales Tips by Frank Furness: "To all my Chinese friends around the world, I hope you had an enjoyable New Year. For us the year has started with a bang with a few trips to Asia, the most enjoyable being speaking and visiting in Saigon in Vietnam.
It is one of the countries that I have always wanted to visit. I added some days onto my speaking engagement and decided to explore."
It is one of the countries that I have always wanted to visit. I added some days onto my speaking engagement and decided to explore."
Views from Vietnam
To all my Chinese friends around the world, I hope you had an enjoyable New Year. For us the year has started with a bang with a few trips to Asia, the most enjoyable being speaking and visiting in Saigon in Vietnam.
It is one of the countries that I have always wanted to visit. I added some days onto my speaking engagement and decided to explore.
Firstly, I love shopping (especially for gadgets and electronics) and visiting the indoor market was fascinating. I returned with piles of things, 20 beautiful ornate business card holders (which I will now sell on Ebay), wine racks, shirts and plenty more. I then visited the Cu-Chi tunnels where the Vietcong lived and fought the silent war.
There are over 200 miles of tunnels with underground hospitals, shooting ranges, sleeping quarters and virtually enough to hide an army. I decided to go down the tunnels and it was the scariest thing I have done. With my size I had to crawl on all fours in the pitch dark and halfway through had a panic attack. I came out pouring with sweat and shaking like a leaf. To think that people lived down there for years is astounding.
It was also scary to see the weapons of war with the barbed spikes and pits with razor sharp spikes. I also had the opportunity to buy some bullets and shoot an AK47 on the shooting range. This was pretty cool as the last time I used a gun was when I was in the army.
Saigon has the craziest traffic I have seen, thousand of motor cycles, no traffic lights with everyone converging from different directions and managing not to have accidents. ( I was told before I arrived there that if I wanted to cross the road, I should just walk slowly across the road and the traffic would go around me, (and they did). In the afternoon I hired my own boat for $40 and was picked up by a tiny Vietnamese woman who indicated that my transport to the river would be me sitting behind her on a small motor cycle and braving the traffic. Well, when in Rome.
The afternoon was wonderful, just three crew and myself on the boat, cruising the river and drinking beer.
To get over this difficult ordeal I then visited Phuket. This was my first visit and as expected the service, people, beaches and food was excellent. Take a look at some of the photographs.
Over the years I have spoken in 48 countries, taken time to enjoy the places, people and cultures and captured so much on video and film. I’m currently setting up a website, blog and newsletter of my travels and experiences as well as tips on how to do business and places to see. Let me know if you would be interested in receiving the newsletter which will be totally different to my normal one. Take a look at the Saigon photos
It is one of the countries that I have always wanted to visit. I added some days onto my speaking engagement and decided to explore.
Firstly, I love shopping (especially for gadgets and electronics) and visiting the indoor market was fascinating. I returned with piles of things, 20 beautiful ornate business card holders (which I will now sell on Ebay), wine racks, shirts and plenty more. I then visited the Cu-Chi tunnels where the Vietcong lived and fought the silent war.
There are over 200 miles of tunnels with underground hospitals, shooting ranges, sleeping quarters and virtually enough to hide an army. I decided to go down the tunnels and it was the scariest thing I have done. With my size I had to crawl on all fours in the pitch dark and halfway through had a panic attack. I came out pouring with sweat and shaking like a leaf. To think that people lived down there for years is astounding.
It was also scary to see the weapons of war with the barbed spikes and pits with razor sharp spikes. I also had the opportunity to buy some bullets and shoot an AK47 on the shooting range. This was pretty cool as the last time I used a gun was when I was in the army.
Saigon has the craziest traffic I have seen, thousand of motor cycles, no traffic lights with everyone converging from different directions and managing not to have accidents. ( I was told before I arrived there that if I wanted to cross the road, I should just walk slowly across the road and the traffic would go around me, (and they did). In the afternoon I hired my own boat for $40 and was picked up by a tiny Vietnamese woman who indicated that my transport to the river would be me sitting behind her on a small motor cycle and braving the traffic. Well, when in Rome.
The afternoon was wonderful, just three crew and myself on the boat, cruising the river and drinking beer.
To get over this difficult ordeal I then visited Phuket. This was my first visit and as expected the service, people, beaches and food was excellent. Take a look at some of the photographs.
Over the years I have spoken in 48 countries, taken time to enjoy the places, people and cultures and captured so much on video and film. I’m currently setting up a website, blog and newsletter of my travels and experiences as well as tips on how to do business and places to see. Let me know if you would be interested in receiving the newsletter which will be totally different to my normal one. Take a look at the Saigon photos
Saturday, December 30, 2006
Public Speaking and Sales Tips by Frank Furness
Public Speaking and Sales Tips by Frank Furness: "Planning for 2007
It’s that time of year again, when we decide that we’re going to hit the gym every day to lose those excess pounds we have just gained and get a body like a Greek God. It’s the time we plan to spend much more time with the family, less time at work but at the same time make a ton of money this year so that we can retire in the sunshine and spend our days travelling to exotic places."
It’s that time of year again, when we decide that we’re going to hit the gym every day to lose those excess pounds we have just gained and get a body like a Greek God. It’s the time we plan to spend much more time with the family, less time at work but at the same time make a ton of money this year so that we can retire in the sunshine and spend our days travelling to exotic places."
Planning for 2007
It’s that time of year again, when we decide that we’re going to hit the gym every day to lose those excess pounds we have just gained and get a body like a Greek God. It’s the time we plan to spend much more time with the family, less time at work but at the same time make a ton of money this year so that we can retire in the sunshine and spend our days travelling to exotic places.
Three weeks later we will be wondering what possessed us to think those crazy thoughts.
It is the time right now to reflect on last year and to make realistic goals for 2007, but my advice is to build in plenty of personal time and fun goals for yourself. I had so much fun travelling and speaking last year and made many more good friends around the world. As you all know I love my food and Chennai and Cochin in South India were highlights as was the ‘Capital Grill’ in Kansas City (thanks EO).
In this newsletter there is a ton of new info, Ebooks, software and much more.
Please go to the free downloads link for the free Ebooks and software, and even if you have been there before, I have added plenty of new stuff including audio editors and other software and some best selling books – all for free. Also go to my resources website where there are new videos, information and a new section on Hints, tips and tricks.
Take a look at the ‘Speaking Tips’ in the newsletter for copyright free music and one free download or go straight to http://www.frankfurnessresources.com/copyrightfree music.html
My good friend Francis West from FWCS has also contributed and opened up his resources section to all my subscribers. Take a look as there is great information and free Microsoft training videos and tips . Go to http://www.fwcs.co.uk/it_training.html
Take a look at the ‘Motivation Tips’ for my section on my friend Rick Searfoss on his experience as an astronaut. Then take a listen to the interview with fantastic tips and advice on how, what he learned, can be applied to business and personal goals. Also take a look at the incredible photos taken from outer space.
The final free gift is an Ebook called Expect More From 2007 which is a collection of resources and tips from myself and friends from all over the world.
The next Speakers Bootcamp will be at Latimer just outside London on the 24/25 February 2007.
Bootcamp details or email bootcamp@frankfurness.com for an eBrochure
Three weeks later we will be wondering what possessed us to think those crazy thoughts.
It is the time right now to reflect on last year and to make realistic goals for 2007, but my advice is to build in plenty of personal time and fun goals for yourself. I had so much fun travelling and speaking last year and made many more good friends around the world. As you all know I love my food and Chennai and Cochin in South India were highlights as was the ‘Capital Grill’ in Kansas City (thanks EO).
In this newsletter there is a ton of new info, Ebooks, software and much more.
Please go to the free downloads link for the free Ebooks and software, and even if you have been there before, I have added plenty of new stuff including audio editors and other software and some best selling books – all for free. Also go to my resources website where there are new videos, information and a new section on Hints, tips and tricks.
Take a look at the ‘Speaking Tips’ in the newsletter for copyright free music and one free download or go straight to http://www.frankfurnessresources.com/copyrightfree music.html
My good friend Francis West from FWCS has also contributed and opened up his resources section to all my subscribers. Take a look as there is great information and free Microsoft training videos and tips . Go to http://www.fwcs.co.uk/it_training.html
Take a look at the ‘Motivation Tips’ for my section on my friend Rick Searfoss on his experience as an astronaut. Then take a listen to the interview with fantastic tips and advice on how, what he learned, can be applied to business and personal goals. Also take a look at the incredible photos taken from outer space.
The final free gift is an Ebook called Expect More From 2007 which is a collection of resources and tips from myself and friends from all over the world.
The next Speakers Bootcamp will be at Latimer just outside London on the 24/25 February 2007.
Bootcamp details or email bootcamp@frankfurness.com for an eBrochure
Public Speaking and Sales Tips by Frank Furness: Marketing Tips for Speakers
Public Speaking and Sales Tips by Frank Furness: Marketing Tips for Speakers: "Marketing Tips for Speakers
As speakers we should always be marketing. On my recent trip to Dubai I spoke five times and each day after my talks attended three marketing appointments to set up my next trip. Here are the strategies I used and you can apply there to yourself wherever you are speaking:
1 - Prior to the trip, I contacted all my existing clients and associates in Dubai and set up
breakfast or dinner meetings, one of these meetings could result in a joint venture in Dubai and another a long term consulting contract in ten countries – TIP – whenever you speak in a city or country, always meet with current and past organisations who have used you in the past. Circumstances change, staff change and you will always create new opportunities. "
As speakers we should always be marketing. On my recent trip to Dubai I spoke five times and each day after my talks attended three marketing appointments to set up my next trip. Here are the strategies I used and you can apply there to yourself wherever you are speaking:
1 - Prior to the trip, I contacted all my existing clients and associates in Dubai and set up
breakfast or dinner meetings, one of these meetings could result in a joint venture in Dubai and another a long term consulting contract in ten countries – TIP – whenever you speak in a city or country, always meet with current and past organisations who have used you in the past. Circumstances change, staff change and you will always create new opportunities. "
Public Speaking and Sales Tips by Frank Furness: Free Resources and Tips for 2007
Public Speaking and Sales Tips by Frank Furness: Free Resources and Tips for 2007: "Free Resources and Tips for 2007
It’s that time of year again, when we decide that we’re going to hit the gym every day to lose those excess pounds we have just gained and get a body like a Greek God. It’s the time we plan to spend much more time with the family, less time at work but at the same time make a ton of money this year so that we can retire in the sunshine and spend our days travelling to exotic places."
It’s that time of year again, when we decide that we’re going to hit the gym every day to lose those excess pounds we have just gained and get a body like a Greek God. It’s the time we plan to spend much more time with the family, less time at work but at the same time make a ton of money this year so that we can retire in the sunshine and spend our days travelling to exotic places."
Friday, December 29, 2006
Technology Tips and Links
"Quick Links...
Expect More From 2007 - Complimentary Ebook
Speakers Bootcamp - February 2007
Rick Searfoss - Astronaut Interview
Rick Searfoss - Photos from space
Royalty Free Music
New Resources
Hints, Tips & Tricks
Microsoft Training Videos
Text to Voice Software
Online Sales Secrets Revealed
Viral Video Sales Tips
Frank's Blog
Audio Jukebox
Internet Marketing - Interview with Terry Brock
Submit your articles
Visit and contribute to my forum
Free UPDATED Internet Marketing Ebook
Recommended Books
Internet Resources
NEW - 80 page Ebook on Google Adwords
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
Text to Voice Software Video
How to Get Hired - Recruitment Tips on Video"
Expect More From 2007 - Complimentary Ebook
Speakers Bootcamp - February 2007
Rick Searfoss - Astronaut Interview
Rick Searfoss - Photos from space
Royalty Free Music
New Resources
Hints, Tips & Tricks
Microsoft Training Videos
Text to Voice Software
Online Sales Secrets Revealed
Viral Video Sales Tips
Frank's Blog
Audio Jukebox
Internet Marketing - Interview with Terry Brock
Submit your articles
Visit and contribute to my forum
Free UPDATED Internet Marketing Ebook
Recommended Books
Internet Resources
NEW - 80 page Ebook on Google Adwords
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
Text to Voice Software Video
How to Get Hired - Recruitment Tips on Video"
Technology Tips and Links
Quick Links...
Expect More From 2007 - Complimentary Ebook
Speakers Bootcamp - February 2007
Rick Searfoss - Astronaut Interview
Rick Searfoss - Photos from space
Royalty Free Music
New Resources
Hints, Tips & Tricks
Microsoft Training Videos
Text to Voice Software
Online Sales Secrets Revealed
Viral Video Sales Tips
Frank's Blog
Audio Jukebox
Internet Marketing - Interview with Terry Brock
Submit your articles
Visit and contribute to my forum
Free UPDATED Internet Marketing Ebook
Recommended Books
Internet Resources
NEW - 80 page Ebook on Google Adwords
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
Text to Voice Software Video
How to Get Hired - Recruitment Tips on Video
Expect More From 2007 - Complimentary Ebook
Speakers Bootcamp - February 2007
Rick Searfoss - Astronaut Interview
Rick Searfoss - Photos from space
Royalty Free Music
New Resources
Hints, Tips & Tricks
Microsoft Training Videos
Text to Voice Software
Online Sales Secrets Revealed
Viral Video Sales Tips
Frank's Blog
Audio Jukebox
Internet Marketing - Interview with Terry Brock
Submit your articles
Visit and contribute to my forum
Free UPDATED Internet Marketing Ebook
Recommended Books
Internet Resources
NEW - 80 page Ebook on Google Adwords
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
Text to Voice Software Video
How to Get Hired - Recruitment Tips on Video
Public Speaking and Sales Tips by Frank Furness
Public Speaking and Sales Tips by Frank Furness: "Right now is the best time to plan for the year. Start by analysing what your average fee was for last year, NOT YOUR STANDARD FEE.
Take into account the talks you gave pro bono or at a lower or discounted rate. Simply, take the number of all your talks and divide this by your actual speaking income and divide the two, you may be surprised by the results"
Take into account the talks you gave pro bono or at a lower or discounted rate. Simply, take the number of all your talks and divide this by your actual speaking income and divide the two, you may be surprised by the results"
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