• Work from a marketing plan
• Make it automatic
• Use low cost options
• Do it once and have it work automatically for you forever

Once you get prospects in your sales funnel you have to convert those prospects into sales.  Make sure you know how to use (click on this link to read more) the “Sales Secrets within You” to close more business than ever before.

1. Follow the stranger rules
2. Specific information is key
3. What they want
4. What they don’t want
5. What they want solved
6. Provide step-by-step progression to buy

Click on this link to check out Increase Sales Coaching don’t get locked out.

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1. Know who you’re talking to
2. Speak to them in their language
3. Talk about what’s important to them
4. Make them curious
5. Trigger action that gets them in your marketing funnel

Need help?  Have something specific in mind?  Here are your (click on the link here) increase sales options.

With what’s going on in this time of economic turmoil you can either grab your ankles and tuck your head between your knees. OR you can make sure that you take the actions that determine your destiny.  Use this link to discover the Sales Secrets within You

Click on the link to access the recording 30 Days to Increased Sales

photo credit: digibard

Once again Uncle Sam is about to put you in a damned if you do and damned if you don’t situation.  And the real kick in the pants is he even didn’t ask you, yet again.  You have no choice in the matter yet you’ve been asked to back at least a $700 Billion dollar check.  Kind of makes you want to throw up doesn’t it?

Grrr…  It wasn’t your fault the housing marketing went in the tank.  It wasn’t your fault Fannie Mae and Freddie Mac, organizations they were neither private nor government controlled, blew up.  It wasn’t your fault AIG melted down.  But you’ve been asked to pick up the tab and put the market back together again.  Kind of sounds like you and I must be one of the King’s horsemen, yeah right.

So what does all this economic upheaval, turmoil, and political posturing have to do with you?  Even if you try to stick your head in the sand and ignore it, it won’t just all go away.  The key is to keep your focus on what you can control versus what you can’t.

This is yet another one of those pivotal moments in your life where you either pull yourself up by your bootstraps and do what you can to protect you and your family…OR heaven help you if you think someone else is going to do it for you.  I know you have always taken care of yourself and did what you needed to do so now really isn’t all that different.  But the width and breadth of this economic blowout will require more focus and more focused action than ever before.

No matter what business you’re in there are 3 core principles that will keep you in business and expand your success.  First, you have to market yourself.  Second, you have to sell yourself.  Finally, you have to back up what you marketed and sold.

It sounds so easy when you put it in these simple terms.  It’s the application that’s difficult.  Because there’s so much misinformation and misunderstanding over what those 3 core principles mean in terms of actions.

When you market yourself you never want to market your business, your products, or your industry.  Prospects don’t care about those things.  They do care about getting what they want.

Before you can sell anyone anything you have to sell yourself on the value of what you offer first.  Then when you meet with a prospect you simply remain true to your purpose and meet your objective.  The purpose of a sales conversation is to understand what the prospect wants.  The objective is to agree upon next steps.

The quickest way to lasting success is long-term relationships.  You earn long-term relationships by transforming tentative beginning relationships into long-term ones.  Repeat business and referrals are a natural extension from the relationship.

So don’t let what Uncle Sam is doing through you off kilter and put your business in the tank.  Put your focus on how you can do what you’re already doing well even better.  Then take the actions that produce the greatest results and let nothing stand in your way.  And don’t forget, all of us mainstreet folks are in this together.

Are you mad as hell?  Have you vowed you aren’t going to take it anymore?  Strike back by taking control of your destiny.  Don’t hesitate.

Immediately click to get the help you need “How to Get All the Highly Qualified Leads You Want”

photo credit: mandiberg

A recent Salesopedia survey tells us what top producers know and think about sales.   One of the results that was especially interesting indicated 45.5% of the respondents haven’t invested in their personal development in too long.  If you aren’t moving forward you’re moving backward.

The best of the best are continually making tiny improvements that have a dramatic impact on their results.  But those improvements won’t happen if you aren’t actively looking for ways to do what you do best…even better.  Top producers don’t hesitate to invest in themselves.

There are three aspects to your investment.  There’s the time investment you make to participate in personal development.  There’s the commitment investment you make to take action on the ideas that make sense for you.  Then there’s the financial investment required for most personal development opportunities.

So when you have an opportunity for personal development that doesn’t require a financial investment you should take advantage of that opportunity.  My not so subtle reminder that if you haven’t already signed-up for the “Hear it from the Expert” interview series do so now before it’s too late!

photo credit: austinevan

Are you afraid to ask for the sale?  Have you ever had a sales trainer suggest that you don’t ask for the sale because you don’t want to.  Insinuating you’re afraid to do something perfectly logical?

You don’t ask for the sales because you don’t want to ask for the sale BECAUSE you know there’s no logical reason to do so.  Your internal warning signals are shouting to you, “don’t make a complete fool of yourself asking for a sale you can’t make.”  Your natural fear instincts exist for a very good reason.

Those fear signals not only warn you of real physical danger they also warn you when you are about to cause emotional danger to yourself.  Don’t force yourself down a path leading to your own humiliation.  Rather change your approach and change your outcomes.

You don’t want to ask for the sale BECAUSE…

1. What you have to offer isn’t a match for what the prospect needs.  When this is the case, make and friend and walk away.  Never try to desperately force a sale that shouldn’t happen to begin with.  You will live to regret it.
2. You didn’t set yourself up right before the actual sales appointment.  Because you didn’t take the time and make the effort to set yourself up as a trusted adviser you now have to deal with the adversarial relationship most people have with salespeople.  Why dig yourself out of a whole you shouldn’t be in in the first place?
3. Even you recognize you haven’t helped the prospect uncover their “reason why” they should buy.  People aren’t going to buy to be nice and help you out.  They need real reasons to make a “yes” buying decision.  They need to believe your offer is the right offer for them.
4. You don’t like it when someone tries to pressure you into buying and you don’t want to do that to someone else.  Good for you.  Never use pressure tactics.  Those tactics might work for a one-time transaction but they back-fire when you want life-time relationships.
5. You helped them uncover a reason why they should buy, but you didn’t help them uncover the motivation to act.  You can tell because the prospect is completely logical about the offer and stays focused on data and facts.  You help them gain the motivation they need to act and act now when you help them envision the future they want in every detail.

You don’t want to ask for the sale because you know the prospect isn’t ready.  All too often you and the sales trainers you work only focus on closing statements.  As long as you place all your attention on the closing you’ll never correct the problems that make closing so difficult.

You’ll want to ask for the sale when you adjust your marketing and sales conversations to make closing a natural conclusion to a great conversation.  You won’t be afraid to close because you’ll know its right.  In fact, in most cases you won’t have to “close” because the prospect will do it for you.

photo credit: Pat Hawks

The first call takes place tonight.  I wouldn’t want you to miss your chance to “Hear if from the Expert”.  You never know.  Tonights expert might share the secret you’ve been looking for to turn your business around.

You’ll get a 30 day action plan from each expert that will help you get mega-results in your business.

Get registered here before it’s too late…

“Hear it from the Expert” interview series

photo credit: lexdenn

Often times business owners are afraid of marketing.  They think it’s mysterious, costly, and difficult.   At it’s most basic level marketing is simply telling the story you want to tell.

I’d like you to go over to Jim Kukral’s blog and look at the picture of Senators McCain and Obama.

Now watch this video introducing Governor Palin

Depending on whether you’re a Republican or a Democrat you will interpret these two stories differently.  I’d love your comments sharing the story you get from each.

The important point is to look at the story you’re telling in your communications.  Look at any and all marketing communications and images you have in your business.  What story do they tell?

If they only talk about you they aren’t telling any story because no one will pay attention long enough to get your message.  If they talk about a product or service you’re likely to tell the same non-story.

What story do you want to tell?  Why is that story important to the receiver?  Would it make the receiver curious and lead them to want to know more?  Ideally that’s exactly what you want.

Make sure your sales marketing strategies are working for you.