1. Think long term
Don’t give up when you hear, “I’m satisfied.” Satisfaction may be temporary. Your prospect’s needs may change, or you may provide a good reason for switching.
2. Develop a relationship
Once you’ve mastered the relationship strategies, you will be able to determine quickly whether you can develop a rapport with a prospect, sale or no sale. By developing a friendship, you will be able to …
3. Study needs
Take your time, do research, and ask a lot of non-threatening questions so you can find out your prospect’s needs and how well they are being satisfied. The key is to find a need gap and offer a solution.
4. Sell yourself
Personal chemistry is important, but so is the knowledge that you are an enthusiastic, earnest, professional, ethical, caring expert who would be nothing but an asset to know and do business with. Come up with new ideas for your prospects. Show them that you are on their team, sale or no sale.
5. Add value
So many products and services are commodities that differentiation may be difficult. That is why you sell yourself. That is also why you have to differentiate your product with added value such as service and performance guarantees, superior services, and better delivery schedules – whatever it takes to be better.
6. Ask for a no-risk trial order
Many customers are loyal to their suppliers, but will grant you a trial order if you ask for it. Make it a no-risk proposition. Ensure your prospect’s satisfaction with some kind of guarantee, and bend over backward to make sure the trial order makes a very positive impression.
7. Ask for a portion of their business
“Stealing” a competitor’s customer may not be an all-or-nothing deal. You may have to do it bit by bit, proving yourself slowly as you go along. Ask for a small percentage of the prospect’s business and you may find that percentage will grow.
8. Be persistent
Nothing succeeds more than persistence. All things being equal, the persistent salesperson will win the account every time. Keep in touch with prospects, think long term, be a consultant and ally, and you will plant drought-resistant seeds.
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
Saturday, July 28, 2007
Product Review - Super Affiliate Handbook
I love internet marketing and making money while I sleep. One of the best books I have ever bought that taught me what to do was the Super Affiliate Handbook by Rosaling Gardner.
Read the amazing true story of how one woman, with no previous business experience, earned $436,797 in 2002 and now earns MUCH MORE than that ... just by selling other people's stuff online!
In her down-to-earth, sincere and often humorous style, Rosalind Gardner guides you through the entire process of building an affiliate marketing business on the 'Net.
Frequently revised and updated to reflect industry changes, the Super Affiliate Handbook now consists of 235 pages and 116 screenshots words that will show you step-by-step how to become a Super Affiliate
You'll learn how to install a blog, pick the most lucrative programs, negotiate a commission raise and save time, money and effort on everything from affiliate software to web hosting.
To read a full review, click here.
To learn exactly how she does it, CLICK HERE!
Read the amazing true story of how one woman, with no previous business experience, earned $436,797 in 2002 and now earns MUCH MORE than that ... just by selling other people's stuff online!
In her down-to-earth, sincere and often humorous style, Rosalind Gardner guides you through the entire process of building an affiliate marketing business on the 'Net.
Frequently revised and updated to reflect industry changes, the Super Affiliate Handbook now consists of 235 pages and 116 screenshots words that will show you step-by-step how to become a Super Affiliate
You'll learn how to install a blog, pick the most lucrative programs, negotiate a commission raise and save time, money and effort on everything from affiliate software to web hosting.
To read a full review, click here.
To learn exactly how she does it, CLICK HERE!
Overcoming Objections and Closing Sales
Here are some tips on overcoming objections
Say to them ‘let’s talk about that’ & get them talking about their reason for objecting
If you hear a price resistance, ask ‘Is this a money or value question’
Question the Objections
‘Let’s discuss that’
‘That’s interesting, would you mind expanding’
‘Tell me more’
Lead-ins for answering objections
“You've raised an excellent point there…..”
“I see what you mean….”
“What you say is correct…..”
“I can appreciate your concern…..”
Ask for a trial order
Would you like to try us on a smaller trial basis. This way you can sample our quality and service
The Close or Future Commitment Plan
Shall we commit to 50…………..
Will that be okay with you
Should we proceed on the upgraded order
Moving Forward
Pete, you seem to be in agreement, how do you suggest we move forward
Mary, what can we do to speed up the process
Amy, this sounds just like what you’re looking for, are you ready to proceed
Here are this issues three closing scripts
The Similar Situation Close – Here you would relate a situation similar to your prospective client and let them realise that they could have similar consequences. It would sound something like this ‘You know, about a month ago, I had a client facing a decision similar to the one you’re considering today. He went ahead with our comprehensive medical plan and had a need to use it just last week. The situation was unfortunate; however, his burden would have been doubled had he not gone ahead with the insurance.’
The Cost of Delay Close – This is a close where you highlight the additional costs that the client could occur if they delayed the purchase. Examples are “As you know, houses in the area have increased in value by 30% in the last year, the longer you wait to purchase, the more it will cost you” or “Interest rates are increasing by 1% next month and this could add a lot to the loan in the long term. Let’s get the paperwork completed today and have the rate fixed at the lower amount”.
The Secondary Question Close – This is where you ask a minor question that would have them commit to closing the purchase. If you were selling life insurance it would be “Who would you like to nominate as the beneficiary”. If you were selling appliances it would be “Would you like to take the extended warranty?” If they commit to the minor close, assume that they are in agreement and complete the paperwork.
Right now I am an International motivational speaker specialising in sales and technology, but where I learned my selling skills 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
Say to them ‘let’s talk about that’ & get them talking about their reason for objecting
If you hear a price resistance, ask ‘Is this a money or value question’
Question the Objections
‘Let’s discuss that’
‘That’s interesting, would you mind expanding’
‘Tell me more’
Lead-ins for answering objections
“You've raised an excellent point there…..”
“I see what you mean….”
“What you say is correct…..”
“I can appreciate your concern…..”
Ask for a trial order
Would you like to try us on a smaller trial basis. This way you can sample our quality and service
The Close or Future Commitment Plan
Shall we commit to 50…………..
Will that be okay with you
Should we proceed on the upgraded order
Moving Forward
Pete, you seem to be in agreement, how do you suggest we move forward
Mary, what can we do to speed up the process
Amy, this sounds just like what you’re looking for, are you ready to proceed
Here are this issues three closing scripts
The Similar Situation Close – Here you would relate a situation similar to your prospective client and let them realise that they could have similar consequences. It would sound something like this ‘You know, about a month ago, I had a client facing a decision similar to the one you’re considering today. He went ahead with our comprehensive medical plan and had a need to use it just last week. The situation was unfortunate; however, his burden would have been doubled had he not gone ahead with the insurance.’
The Cost of Delay Close – This is a close where you highlight the additional costs that the client could occur if they delayed the purchase. Examples are “As you know, houses in the area have increased in value by 30% in the last year, the longer you wait to purchase, the more it will cost you” or “Interest rates are increasing by 1% next month and this could add a lot to the loan in the long term. Let’s get the paperwork completed today and have the rate fixed at the lower amount”.
The Secondary Question Close – This is where you ask a minor question that would have them commit to closing the purchase. If you were selling life insurance it would be “Who would you like to nominate as the beneficiary”. If you were selling appliances it would be “Would you like to take the extended warranty?” If they commit to the minor close, assume that they are in agreement and complete the paperwork.
Right now I am an International motivational speaker specialising in sales and technology, but where I learned my selling skills 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
Walking with Tigers - Book Release
It has taken years to happen, but finally my book is being released around the world with the launch date of 29th September. Last November I was approached by the UK's largest independent publisher to write a book called 'Walking with Tigers' which has been my main keynote speech for the last number of years. With a lot of sweat and help (thanks Karen) I managed to complete it by the deadline.
The book is called - Walking with Tigers, Success Secrets from the World's Top Business Leaders. It is all about the great achievers I have met and worked with over the years and filled with great stories, information and ideas to grow your business and yourself.
One of my aims is to get the book to number one on Amazon when it launches and this is where I need your help. If you purchase the book on the launch date and email me the Amazon receipt, I will direct you to a download site with over $500 worth of software and Ebooks.
Click here for a short excerpt from the book
The book is called - Walking with Tigers, Success Secrets from the World's Top Business Leaders. It is all about the great achievers I have met and worked with over the years and filled with great stories, information and ideas to grow your business and yourself.
One of my aims is to get the book to number one on Amazon when it launches and this is where I need your help. If you purchase the book on the launch date and email me the Amazon receipt, I will direct you to a download site with over $500 worth of software and Ebooks.
Click here for a short excerpt from the book
Technology Tools to make More Money and Increase Sales
What are you doing today that is better and different to your competitors? How do you find and attract new clients? If you are not doing anything that differentiates you from the competition, you could be losing out on a huge amount of potential business.
One of the easiest methods to differentiate your practice/organisation is to embrace technology. It is easy and can save you time, money and headaches. In each issue we will be exploring technology tools and tips for productivity.
Digital Recorders – are now tiny and can store up to 44 hours of professional recording. Once you have completed a meeting with a client, dictate the notes into the recorder connect it to your computer and download the sound file. This can then be used as a dictating machine and the information typed or prior to your next meeting with this client, just take a listen to the recording on your computer. I have also used the digital recorder to record client testimonials and put these on my website, record interviews with business leaders on leadership and entrepreneurship and shared these with my existing clients and recorded my new book for transcription.
Voice Recognition - I first used voice recognition software 5 years ago and with my accent, I would dictate in English and it would transcribe in gobbledygook. Now with the latest recognition (Dragon 9 Professional) I can put on my headset, speak at a normal pace and it will type automatically into Microsoft word at about 95% accuracy. The secret with voice recognition is that you need to take time to train the software to your accent and jargon. You can even use it to answer your email. You can also link your digital recorder to the voice recognition. Imagine dictating into your digital recorder, linking to your computer and then just sitting back watching as the recorder downloads the sound files. This automatically links with the voice recognition, opens it and transcribes into word. How much time and money could you save (don’t let your secretary read this…)
You now have the time for that extra game of golf (called prospecting)
Card scanners – We all need to be constantly attending networking meetings to meet new potential clients. We normally return with a mountain of business cards that we hope to input into the database but never get around to doing. The latest Cardscanners are tiny and can scan with 100% accuracy and then export to outlook or whatever database you use. The secret with networking is to get in touch with these new contacts as soon as possible. Take a look at http://www.businesscardscanner.co.uk/
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
One of the easiest methods to differentiate your practice/organisation is to embrace technology. It is easy and can save you time, money and headaches. In each issue we will be exploring technology tools and tips for productivity.
Digital Recorders – are now tiny and can store up to 44 hours of professional recording. Once you have completed a meeting with a client, dictate the notes into the recorder connect it to your computer and download the sound file. This can then be used as a dictating machine and the information typed or prior to your next meeting with this client, just take a listen to the recording on your computer. I have also used the digital recorder to record client testimonials and put these on my website, record interviews with business leaders on leadership and entrepreneurship and shared these with my existing clients and recorded my new book for transcription.
Voice Recognition - I first used voice recognition software 5 years ago and with my accent, I would dictate in English and it would transcribe in gobbledygook. Now with the latest recognition (Dragon 9 Professional) I can put on my headset, speak at a normal pace and it will type automatically into Microsoft word at about 95% accuracy. The secret with voice recognition is that you need to take time to train the software to your accent and jargon. You can even use it to answer your email. You can also link your digital recorder to the voice recognition. Imagine dictating into your digital recorder, linking to your computer and then just sitting back watching as the recorder downloads the sound files. This automatically links with the voice recognition, opens it and transcribes into word. How much time and money could you save (don’t let your secretary read this…)
You now have the time for that extra game of golf (called prospecting)
Card scanners – We all need to be constantly attending networking meetings to meet new potential clients. We normally return with a mountain of business cards that we hope to input into the database but never get around to doing. The latest Cardscanners are tiny and can scan with 100% accuracy and then export to outlook or whatever database you use. The secret with networking is to get in touch with these new contacts as soon as possible. Take a look at http://www.businesscardscanner.co.uk/
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
News and Views from Frank Furness
It is ages since my last written newsletter. I have been on the road constantly with trips in the last 3 months to Asia, Dubai, South Africa, USA and for a sorely needed vacation to Spain.
It has its drawbacks and advantages, every time I return it is like a honeymoon, but I get worried when my son calls me uncle and my dog bites me.
Asia was as wonderful as ever and in Manilla I presented to Young Entrepreneurs organisation which is one of my favourite, dynamic groups worldwide. One of the members owns the second largest TV station and numerous magazines. We were all invited to the 'Maxim top 100 models' party and I really had to force myself to go along. When I tried to convince my wife Candice that it was all in the goodwill of developing relationships, she just didn't seem to buy it. I can never understand women!
Malaysia was as wonderful as ever. I don't know what it is about the country that I love so much, the food, the atmosphere - really it is the people. They are the most wonderful people on earth, friendly and warm and hospitable.
I ran my 'Speakers Bootcamp' in Kuala Lumpur and Johannesburg and once again was blown away by the people attending. Delegates included the famous adventurer Zuraina Dato' Zaharin, TV programme 'Survivor' winner Vanessa and Ricky de Agrela who is the first person to fly around the world in a microlight. I have just finished reading his book Freedom Flight which makes fascinating reading. It makes us realise we have one life to live, so let's make the best of it and do the things we always wanted to do before it's too late.
Life has its wonderful twists and turns. I lost contact with my cousins on my mother's side 25 years ago which was a great pity as we were very close. Three months ago, I received an email out of the blue from my cousin Nicola in Cape Town who had traced me through the internet. This was incredible and after so long it was as if no time had passed at all. She told me that her brother Harry was now living in Singapore and sister Debbie in California. The timing couldn't be better, I was leaving the following week for Asia so met up with Harry and his fiancé Eve in Singapore and a month later had a trip to California and could spend the weekend with Debbie, Ron and the boys. I love it when a plan comes together.
When I returned from my trip to South Africa, I brought my mom with for a three month vacation with us. When she arrived I had a new laptop and multitude of other gadgets for her and she amazed me (not really, she is fantastic) at how quickly she picked up everything to do with the latest technology. Right now she is submitting my articles to the directories and my videos to all the online video sites. Okay, you may be thinking this is cheap labour, but where else is she going to get hugs and kisses every day at work from some good looking guy. (That would be my son who is home on vacation from his law studies).
Something new I will be adding to the newsletters and video tips is a product review. As many of you know, I love Internet marketing and now have 52 websites producing income. My aim is to get this up to a couple of hundred and then sit back in the sun at our place in Spain and watch the money roll in. I want to tell you, it takes a lot of hard work and dedication in the begining. I spend a fortune on tools, software and affiliate programmes. Some work and some are aload of rubbish, so I will review those that work and are making me money (there'e that word again).
When I was in San Diego I was fortunate enough to be speaking in a session with some of the world's top internet marketers including Alex Mandossian, Mike Stewart and Tom Antion. After the session I conducted video interviews with some of them to share with you and in this newsletter take a look at what Mike Stewart, the Internet video and audio guy has to say.
Take a look at the special feature on Rosalind Gardner who makes a fortune with affiliate programmes. I bought her Ebook and it is the one book I refer to all the time.
Please order my book when it is released and email me the receipt for the link to $500 worth of software.
Also, take a look at my Wealth Creation Masterclass in October. Places are limited to 25 and will be run in beautiful Oxford
Pre order your copy of 'Walking with Tigers'
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