If you look the word assumption up in a dictionary you’ll find several different meanings.

• Assumption of obligation (taking responsibility)
• Assumption of command (asserting a claim)
• False assumption

We make assumptions when we take something for granted.  This can be a VERY costly mistake.  Just ask Coca-Cola.

Back in the 1980’s Coke was concerned about their future market share.  Pepsi was going head-to-head with Coke in their Pepsi Challenge commercials.  In these commercials they showed Coke drinkers choosing Pepsi over Coke in taste tests.  57% said they preferred Pepsi over Coke.

Coke executives were frantic.  They made the assumption a shift had occurred in cola drinkers taste preferences.  They made the assumption they needed to change their secret Coke formula, or they feared they would lost their dominant market share.

Thus New Coke was born.  Much to Coke’s shock and horror there was a virtual revolt among loyal Coke drinkers.  New Coke was such a disaster they immediately stocked shelves with “Classic Coke”.  New Coke sales went to zero.

The flaw in their assumption was the difference between a sip test and a whole can test.  While testers might prefer a sip of Pepsi those same tasters did NOT prefer a whole can of Pepsi over a whole can of Coke.  The assumption that Coke drinkers were switching to Pepsi was FALSE.

Oddly enough you make assumptions that prevent you from making sales too.  When a potential clients says…

• It costs too much
• I already have…
• I need someone with … certification
• I can’t afford it
• I can wait on this

You make the assumption those words mean the prospect doesn’t want to buy.  What it means is these potential clients have QUESTIONS.  The problem is you don’t respect their questions because of YOUR assumptions.

When you hear, “It costs too much.”  The appropriate response is, “Costs too much?”  Because you need to help your potential buyer tell you about their concerns.

“It costs too much” may really mean they need a payment option, they don’t see the value, they simply don’t need what you have to offer, etc.  However, until you know exactly what that statement means to that particular person you can’t possibly respect your prospect or yourself.

Assumptions are a preventable challenge when it comes closing the sale.  Don’t take the bait and assume anything.

Coach Cheryl

Do it Yourself

Do it with a Little Help

Do it with Guidance

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Help, I have Trouble Sticking to My Daily Sales Plan video link

Help, I have Trouble Sticking to My Daily Sales Plan audio link

If you’re busy all day about the business of avoiding selling you’re telling yourself something.  You have an issue with your sales plan because it doesn’t produce the results you want.  Set back and review your plan to determine how you can adapt what you’re doing differently to produce results.

“My Secret to Increased Sales without Rejection” join me in this free event

First, please allow me to thank each and every one who took the time to let me know about your ability to either view or not view the 3 video options.

The bad news is I discovered there wasn’t one video everyone could both view and hear

So I’ve talked to the techies and they’ve told me a couple things that may or may not resolve the problem for you personally.

One thing that may prevent you from viewing the video may be the security settings you have on your particular internet browser.  To check your browser security settings go to tools then options and then security settings and then adjust to meet your particular needs.

The other thing I’ve been told is you must have Adobe flash player to view the videos.  This is free and you can get version 9 here…

Click this link to get the flash player

Lastly, I also learned you must have Windows 98 or a more current operating system.

Of those who could view the cool player video I learned the picture and sound quality was much better for you and most people were able to successfully view the cool player.

But a couple of you could only view the picture or hear the audio so I want to figure out how to provide something that does work for you.

So here’s the full player for everyone who can successfully enjoy the video through cool player.

If you can’t view the video via the player can you view it if you use this link?

How to Get to the Heart of Sales Success Video Link

If you can’t hear the video here’s the audio link for your enjoyment.  Can you hear the audio using this link?

How to Get to the Heart of Sales Success Audio Link

So I need to ask again.  Can you let me know if you can…

• see the video from the player
• see the video using the link
• hear the audio using the link

Please post your response.  THANK YOU I so appreciate your help and understanding.

I really want to come up with a solution so I can start 2009 off without a video glitch and you get the information you need to increase your sales.

Most of you can see the videos without problem; however, some of you can’t.  I’m trying to discover an option that’s viewable for everyone.  I hope you’ll help me figure out what works.  Thanks in advance for your help.

Okay this first option shows a video hosted through Youtube.  Can you view the Youtube video?

This next option is using Howcast. Can you view the Howcast video?

Finally, this video is hosted on my website using a cool video player. Can you see the Cool player video?

If you can see all the players you don’t need to do anything.  If you can see some, but not all of the players would you please leave a post and tell me which players YOU CAN VIEW?  Thanks so much for your help.

If I can figure out a player you can all see then starting in January I’ll make sure all the posts are made with that player.

Are you responsible for a large sales team?

Are you frustrated because you’re sales manager’s answer to low sales is hiring more sales people?

Are you tired of poor performance?

Do you wish there was a way to increase both performance and accountability?

If this sounds like you then you simply have to read “Making the Number: How to Use Sales Benchmarking to Drive Performance”.  You’ll not only gain a deep understanding of why sales isn’t just an art and how to include metrics in your sales performance you’ll get the tools to make it happen.

This book contains the key to lower costs per sales and higher sales performance.  Click here to get more details http://www.makingthenumber.com

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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”

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I’m not sure if you saw this, but I wouldn’t want you to miss out on this very special gift.

This is your opportunity to get inside information to immediately boost your business and supercharge your results.

Read more here…

“Hear if from the Expert” interview series

Pass it on.  Once you’ve secured your spot why not invite a few friends and share your special gift with them?  Then after the interviews you can confer on your plan of attack for putting these ideas to immediate use.

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As humans we absolutely love a good story.  If you paid any attention to the DNC last week and the announcement of the republican nominee for Vice President you’ve heard a number of good stories.  Each nominee from both parties has shared a story telling the voters who they are.  There’s a reason for that and a reason it’s critically important for you in your business.

What I want you to realize is that stories are among the most powerful and effective sales and marketing tools you have at your disposal.  Every one can and should have a story.  Top producing businesses and sales people all have a great story to tell.

A wonderful thing about stories is they’re memorable and repeatable.  When your story resonates with your market they’ll pass your story on to others acting as an unpaid marketing force for you.  Stories that resonate are relevant, emotional, and meaningful to the listener.

Stories are a no risk way to connect with a prospect.  As long as you tell the right story to the right people at the right time for the right reasons you can powerfully make your point without triggering the listeners defenses.  The rewards from a good story are huge.

Stories increase your credibility.  They make you more likable.  They make you more trustworthy.  They make you easier to connect with.

One of my favorite stories as a little girl was the tale of Chicken Little.  An acorn fell on Chicken Littles head.  She was convinced the sky was falling and ran to tell all her friends.  Turkey Lurkey, Goosey Loosey, and Ducky Lucky took Chicken Little at face value and ran with her to tell the King about this terrible crisis.  Along the way Foxey Loxey met up with the frightened group and offered them safety in his fox lair.  The Kings dogs came along and chased Foxey Loxey away just in time.  To this day Chicken Little carries an umbrella as she walks through the woods.   This story makes a point without having to spell it out for you in explicit language.  Good stories make the right points for you at the right time in your marketing communications and sales conversations.

Top producing businesses understand your story can carve out the space you own in a prospects mind.  Coke generated curiosity and interest when they shared the story of how their beverage was originally formulated by a pharmacist who sold the top secret formula to them.  Then they created the story of how Coke brought the world together.  Then they developed the whole rivalry story with Pepsi over which drink is preferred.  You can use story to carve out your space too and keep your prospects excited and engaged in your business.

Would you like to hear the stories of the top producers?  (click here –>) to Hear it from the Experts yourself.

photo credit: Office Now

Join in Tuesday August 5 at 11:30 a.m. Eastern time.

A one hour webinar that will help you beat the competition.  You may have gotten off to a good start.  Now it’s time o blow the competition out of the water.

Your success depends on your ability to keep your momentum going.  You don’t want the start and stop roller coaster you and others struggle with.  You want to build up steam like a freight train speeding down a mountain.

If you’ll set aside one hour you’ll:

* Uncover the formula for success
* Discover how to change what you see
* Identify the underlying obstacles holding you back
* Get the scoop on a performance formula guaranteed to produce results
* Discover proven techniques to get results now

You’re a savvy business person who knows the success you enjoy today won’t get you where you want to go tomorrow.

Use this link to reserve your spot now…

How to Out Perform & Outlast the Competition

Don’t get locked out.  Register now…

August 5 Webinar How to Out Perform & Outlast the Competition

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Rising gas prices are dramatically impacting you.  That on top of a slowing economy combined with the fact that more businesses fail than succeed, and it’s down right SCARY!

Drastic times call for drastic changes in the way you do business.  No more do you have the luxury of plugging along doing the very things that are causing you to struggle.

You’re facing a literal sales tsunami and you can’t afford to make these 5 fatal sales mistakes anymore.  What are the five fatal sales mistakes?

1. The theory that you should always be closing
2. Focusing on or even using a presentation to pitch your prospect
3. Trying to pressure prospects into a “yes” decision
4. Telling lies to get in the door
5. Thinking if you just do more of the things that don’t work somehow they’ll produce different results

You’ve probably had these ideas crammed down your throat since day one, and are shocked at the heresy that I don’t buy into even one of them.  I don’t buy into them because they don’t work.  And they certainly won’t work now.

You won’t increase your sales simply by focusing on the sales process and your product.  That leaves you with a myopic view that will cause you to fall flat on your face.  But you already know that from hard earned personal experience.

You have to learn how to effectively market yourself, or you’re not going to continue to enjoy any level of success.  I’ve said it before and I’ll say it again, there are three parts to increased sales:

• You have to effectively market yourself
• You have to effectively sell yourself
• And you have to effectively back up what you marketed and sold

Right now you’re trying to jump in on step two.  You aren’t doing step two all that well because you don’t understand how to do step one.  You don’t understand how to effectively market yourself because you don’t understand your prospect or the market.  If you want to be a top producer this is something you absolutely have to learn how to do for yourself.

When you get it you’ll succeed no matter how much gas costs, no matter how slow the economy gets, and no matter what you’re selling.

You might need a little help discovering how you can effectively market yourself.  If so read more about getting the help you need to become a Top Producer Increasing Your Sales