Your Condensed Guide for Working a Room

Your Condensed Guide for Working a Room

by: Oscar Bruce

Working a room…if only it could be fun…or at least guaranteed productive. I am referring to that mandatory event that requires us to mix and mingle, to meet and greet.

Command performance events like a cocktail party, a business dinner, or a charity event can feel stiff and uncomfortable. Very few people actually enjoy walking into a room full of strangers.

So why put yourself through that torture? Well for one thing, Nathan Keyfitz, professor of sociology at Harvard observes, กSocial skills will be of even greater importance for economic success in the future. The most successful people will be those who can communicate and connect best.ก

Put another way, itกs free advertising, and you control the entire message. Is it sometimes uncomfortable? Absolutely, but the upside is huge. The more you put yourself in networking situations, the easier it becomes and the greater the professional, social, and personal benefits.

Here is a condensed guide for working a room:

Approach every networking opportunity with the attitude that it is going to be fun. While no single event is guaranteed to change your life, any single event could. Remember, success is measured by percentages, not perfection. Who isn’t attracted to someone who is smiling, laughing, and enjoying him or herself!

Be Prepared. Be clear about your objectives. Keep focus on your purpose in being there. Don’t be easily distracted from the outcome you have in mind.

Next, don’t wait for others to approach you. Yes, I know it is a bit uncomfortable for some, perhaps you. So think about how great you feel when someone takes the initiative to walk up to you and introduces themselves. Then you do the same.

Acquire and practice several good conversation openers. The best technique is art of asking intelligent questions that convey the impression there is depth and style to your personality. Show them that they could benefit by getting spending more time with you.

When you make an interesting contact, focus all your attention on that single person. Don’t let your eyes wander around the room. Keep eye contact and actively listen. Give that person the sense that you have been waiting all evening just to meet them. In other words, make them feel important.

Learn the art of small talk. Call it chit chat or even foreplay if you like. Its purpose is to put people at east. It starts with finding an area of common interest. This means knowing just the right questions to ask, and at precisely the right moment. Always remember, small talk doesn’t teach, preach, or try to impress. It is just light and easy conversation.

Do your homework. If possible review the names of the people attending, their spouses or partners, their affiliations. If you can recall any prior contacts, refer to that to open the conversation. That will appreciate the fact that you remember.

Finally, common sense tells us not arrive late, drink too much, dress too casually, or push your agenda excessively. Don’t glue yourself to one person the whole night just because they are fascinating, mingle.

Few things personally or professionally happen by accident. Consider going to your next command performance (thatกs what it is) totally prepared. Then watch how much fun you can have when you know why you are there, and can tell your story with style and humor, persuasively.

About The Author

Oscar Bruce is considered the ultimate personal communications guru. His dynamic books are considered field manuals for mastering conversation and confrontations. His website offers several verbal strategies that can add power to your conversations at no cost.

HIS FREE NEWSLETTER is available at http://www.oscarbruce.com

Copyright: 2005

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This article was posted on March 25

by Oscar Bruce

Why Trying to กGet the Appointmentก Can be a Recip

Why Trying to กGet the Appointmentก Can be a Recipe for DisAppoinment

by: Ari Galper

Last week, this email from Jack arrived in my inbox:

To: Ari Galper

From: Jack

Subj.: Help! I need to get more appointments

Dear Ari,

Iกve just coined a new disease for the medical books, and Iกm hoping you can help me cure it.

Have you ever heard of กfreezinguponthefirstcall paralysisก? Itกs brought on by the stress of selling!

Iกm new to sales, and, as Iกve been starting out, Iกve studied all the programs from all the กsales masters.ก

They all insist that, when I call new prospects, I should be laserfocused on getting appointments.

The problem is, when I make that first call and lead the conversation toward the goal of getting an appointment, I hit a กwall.ก

I know that if I can just get facetoface with prospects, theyกll see the value of my solution but I can’t even get there because they shut me down.

When they tell me กIกm not interestedก or กIกm busy nowก or กWe already have a vendor,ก Iกm left with nowhere to go.

Whatกs worse, I can’t even come up with what to say next.

Can you recommend some กmedicineก that will help?

Always openminded,

Jack

กWhew!ก I thought when I read this. ‘thatกs an intense email!ก Jackกs email started me thinking about the hundreds of conversations Iกve had with many of you who are out there selling your solutions day in and day out.

I realized that his กdiseaseก is so pervasive that those of you who are suffering from it could probably use a กprescriptionก from the Unlock The Game™ pharmacy.

This was my response to Jack:

To: Jack

From: Ari Galper

Subj.: RE: Help? I need to make more appointments

Dear Jack,

First of all, thank you so much for being open to sharing your painful selling challenge.

You articulated so beautifully what so many other people are experiencing, and I hope you won’t mind if I share your email and this response with my newsletter subscribers.

Hereกs why youกve been afflicted with this กdiseaseก and what you can do to cure it.

The กwallก you hit when you try to get the appointment is the prospectกs reaction to you putting your own objectives ahead of the crucial trustbuilding process that would actually allow an appointment to emerge.

By laserfocusing on getting the appointment, you’re sabotaging three factors that are vital if you’re going to build trust.

To build trust, you need to:

1. Focus the conversation on your prospectกs problems, while holding off on offering your solution.

2. Create a twoway dialogue instead of a oneway monologue.

3. Determine whether you and your prospect are a กfitก in terms of being in sync about putting resources toward solving the problems.

All three of these elements must happen in the most natural way possible… and you can help them to come about. Hereกs how:

*Invite your prospect into the conversation naturally and comfortably not by making a miniintroduction about yourself (that only triggers the กwallก), but by asking, กCan you help me out for a second?ก

*Toss out your selling scripts and create a dialogue path around the specific problems that you know your product or service can solve.

For example, rather than saying, กOur solution lowers costs,ก try, กOur solution solves three specific problems that you may be experiencing.ก

Then, state exactly what those problems are.

Identifying and agreeing on the prospectกs problems is crucial but not enough to build the trust and commitment you’re seeking.

You can continue the conversation with something along these lines: กSounds as if these issues are important for you, but, if we can just take a second, are they considered a priority, given what else might be on your plate right now? I mean, are these problems immediate enough that your company can put resources into a solution at this point?ก

You see, Jack, the basic cause of your กdiseaseก is that you’re not focusing your calls on your prospectกs perspective. But if you simply expand your mindset and begin implementing new problemsolving language, you might be surprised when your prospect suggests making an appointment.

Warmest regards,

Ari

The next day, Jack replied:

To: Ari Galper

From: Jack

Subj. Re: Help! I need to make more appointments

Dear กDr.ก Ari,

Thank you so much! Your reply gave me a huge sense of relief.

All of a sudden, Iกm feeling กhealthyก and motivated again.

Your relieved patient,

Jack

P.S. Sure, please do share our conversation with your subscribers so they don’t have to suffer the way I have.

Try this medicine and see if it works for you.

About The Author

Ari Galper is the founder of Unlock The Game™, the only selling program that completely eliminates pressure from the selling process. His Unlock The Game™ Sales Program has helped thousands of entrepenuers and sales professionals worldwide.

Visit http://www.UnlockTheGame.com to take a Free Test Drive!

This article was posted on March 21

by Ari Galper

Creating Sales Conversations

Creating Sales Conversations

by: Charlie Cook

Youกve got a great product or service that beats the competition by miles. Once you get in front of people or get them on the phone, they’re sold. The only problem is you’re not getting enough of those initial conversations with prospects started so you can convert them to clients. Instead of having your phone ringing of the hook with requests, you feel like your firm is the best kept secret in your industry.

Sound familiar?

Bob called from Alabama with just this problem. His company manufactures creative, attractive and safe playgrounds. Lately, sales have been flat, at best, and despite having an outstanding product, his company isn’t generating as many sales as heกd like. Bob wanted to know how to start more conversations so he can jump start sales.

Want more conversations with prospects so you can sell your products and services?

The first step to starting a conversation with someone is to get his or her attention. In school, you raised your hand and eventually the teacher called on you of course, that is what the teacher was paid to do. When you’re marketing your products or services, you can’t just raise your hand and expect prospects to call on you. Running an ad or having a web site that describes your products or services is the equivalent of raising your hand. It may have worked in the classroom, but it doesn’t work in the marketplace.

When you focus your marketing on yourself, your firm or your products, it rarely works to get attention or start a conversation. To engage prospects and get them to contact you, you need to focus on their needs and wants.

Bob explained that he had three different markets: day care centers, municipal parks departments and architects and each has different concerns. Parks departments concern is durability and the safety of the materials used, day care centers is the creative design.

As Bob clearly understands, each target market has their own unique set of interests. These interests should be the focus his marketing effort, not the company name, credentials or product production techniques. Bob could be using these insights to create a marketing message or set of marketing messages to get the attention of prospects.

Through your experience you have a good idea of your prospectsก and your clientsก concerns and interests. Take a minute to jot down the top three concerns of each of your target markets. Use this information to engage prospects in conversation.

If a stranger walked into your office, whatกs the first thing youกd do? Youกd say something like, กHow can I help you?ก Not surprisingly, the same technique works wonders when you combine it with your knowledge of prospectsก concerns. Instead of touting your credentials or describing your products, lead with a question to start a conversation.

Bob could ask, กWant to learn more about improving the safety and durability of your playgrounds?ก Or a marketing coach might ask, กWant to learn more about attracting a steady stream of clients?ก Or the line that suckers me every time as an audiophile is, กWant to learn how to make your stereo sound like a live performance?ก

When we’re one on one, facetoface, starting a conversation comes naturally to most of us. Beginning with a handful of questions, you can quickly learn what someone wants and how you can help them. Focus on your prospectsก concerns with a question or two and youกll get their attention. Offer them something they want and theyกll contact you.

One of the biggest mistakes people make in marketing their business is to over emphasize closing the sale. What you want to do is open the door to new prospects, start a conversation and help them get what they want. Focus on starting more conversations with your marketing and youกll end up closing many more sales.

About The Author

2004 © In Mind Communications, LLC. All rights reserved.

The author, Charlie Cook, helps service professionals and small business owners attract more clients and be more successful. Sign up for the Free Marketing Plan eBook, ก7 Steps to get more clients and grow your businessก at http://www.marketingforsuccess.com

[email protected]

This article was posted on October 21, 2004

by Charlie Cook

7 Keys to Turning Cold Calls Into Warm Calls

7 Keys to Turning Cold Calls Into Warm Calls

by: Ari Galper

Let’s face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me?

Try these 7 cold calling ideas for yourself and see just how easy making a cold call can really be.

1. Change Your Mental Objective Before You Make Your Call

When making a cold call the traditional way, your main objective is usually to try and get the appointment or make the sale. The main problem with that is when you do make the call it is quite clear to the person on the other end of the phone that this is your goal and they usually think of an excuse to get you off the phone before they have a chance to hear what you have to say.

To turn your cold calls into warm calls you need to change your objective to creating a feeling of trust with the person you are calling. It is important to remember that the person you are calling needs to feel that you are calling to help them rather than just trying to make the sale.

2. Understand The Mindset of The Person Your Calling

This is an extremely important tip and one that can help you greatly with your cold calling success. By putting yourself in the mindset of the person you are about to call, you can move beyond making a sales pitch.

Imagine that you are that person receiving the call and you hear ขHello, my name is Clare and I’m with a company called Financial Solutions International, do you have a few minutes?ข What would be your immediate reaction?

You’d probably think ขSalesperson! How can I get them off the phone.ข Instead, try beginning your conversation with ขHi, my name is Clare, maybe you can help me out for a moment?ข Something as simple as that puts you smack in the middle of your prospect’s world of welcoming phone calls.

3. Identify A Problem That Your Company Can Solve

Knowing a specific problem that your prospect is having is how you can immediately create a natural conversation on the phone.

If your prospect feels that you really do understand their particular issues, then they are more open to hearing your solutions giving you the opportunity to see if you both are a good match.

Identifying the problem before you make your cold call really can make a major difference in the success of your cold call.

4. Start A Conversation, Don’t Give A Presentation

Giving a presentation is the old traditional way of cold calling which has the negative affect of creating sales pressure and viewing people as ขprospectsข.

Engaging people in a natural conversation is the only way to avoid rejection because you are relaxed as if you are talking to a friend. A genuine approach will always put your potential customer at ease from the start.

Never assume beforehand that your prospective customer should buy what you have to offer. Your prospect will pick up on this right away and you will be on your way to losing the sale.

5. Start By Asking A Question

After your opening cold calling statement, always begin by asking a question about how you can help them solve issues that you believe your solution can solve.

Think about it, how would you respond if someone genuinely knew what you were struggling with and had ideas to solve it?

By basing your cold call on honesty and truthfulness and knowing how to engage your prospect based on their issues, then all of a sudden your call becomes a twoway dialogue rather than a oneway pitch.

You will be able to open up a conversation and be able to build up trust at the same time.

6. Recognising and Diffusing Hidden Pressures

By being able to recognise hidden sales pressure you can turn your calls into pleasant conversations. And be aware, that enthusiasm can make your prospects feel pressure from you.

Learning to engage in a natural conversation can alleviate this pressure and leave your client open to the idea of hearing what you have to say.

Try to avoid controlling your calls in a way where your prospect feels you are taking them down a sales process. Give them a chance to share their concerns with you without having to worry about you trying to ขcloseข them.

7. Determining A Fit

Let’s say your call is going great and the dialogue is flowing well but the conversation is reaching its natural end. What do you do next?

Most people who sell assume they should try and close the person to an appointment. But there is a risk in that if the person’s problem isn’t a priority to solve. So it’s important that you first ask ขIs this issue a priority to solve or is it something that’s on the back burner?ข

Not only have you determined a need but you will also determine a time frame. This could save you months of wasted ขfollowupข calls.

Now it’s time to start putting these tips into practice. From personal experience, I can tell you that you if use these ideas on your cold calls, you’ll know how to turn cold calls into warm calls.

About The Author

Ari Galper, founder of Unlock The Cold Calling Game, makes cold calling painless and simple. Learn his cold calling secrets even the sales gurus don’t know. To receive your 10 free audio minilessons visit http://www.UnlockTheColdCallingGame.com

[email protected]

This article was posted on September 07

by Ari Galper

Can the Internet Foster Intelligent Conversation?

Can the Internet Foster Intelligent Conversation?

by: Jesse S. Somer

Can the Internet foster intelligent conversation and help to form new ideas and moral beliefs?

A weird thing happened yesterday as I walked through my university campus. A young man approached me from a political organization that obviously was canvassing for new members. This is nothing new as there are always people attacking me for one cause or another. I am very interested in the ways in which life and human society works especially in the realm of spirituality and morality. However, I have to admit that Iกve never really gotten much out of politics, or economics which politics seems to be mainly focused on. For some reason I got into a conversation with this fellow and the resulting experience affected me profoundly.

I don’t know if his political group is relevant to this article but I will mention it is based around a U.S. Democrat named Lyndon Larouche. The guy was telling me in detail about how the present world economy based around George Bushกs American system is destined for failure and causing much trouble in the world. This I agreed with wholeheartedly as I can’t condone or imagine spending huge amounts of energy on killing people in a war as being a positive act.

He also mentioned one of my favorite human rights activists: Martin Luther King Jr. The guy was saying that under current conditions the ruling fascist กEmpireก is suppressing individual thought and creativity and that the masses of the world had become mindless cattle. He said that the key to evolving a new morally upstanding world society we will need individuals to once again think for themselves and change the current economic structures that control life on earth. He used a lot of big economictype terminology so some of what he said went over my head, but I generally took the guy to be a nice, intelligent person who believed passionately about what he did. He gave the impression that people like King are the great transformers of beliefs in society, and that only truly awakened souls will be happy when they die.

I try not to take myself or life on Earth too seriously as this has caused many problems for me in the past. However, I do think that life and love are very important ideas to focus on when one is growing spiritually. I decided to sign the groupกs list and get a little bit more information so as to really make up my opinion about these matters that I know so little about (economics and politics). Here is where the story goes strange. I wrote down my name and my email address and the fellow asked if Iกd put down my phone number as well. I said that as I am a writer I don’t like being interrupted by the phone ringing and that Iกd rather communicate via the Internet. This is when the trouble began.

The man was visibly upset and said that the Internet was not a good place for people to exchange ideas and have conversations. I laughed and replied that the Internet is very young and how could he judge it so harshly in such a black and white manner? He ironically sounded a little like the fascists that he disliked so much when he retorted that no great ideas had ever come from people on the Internet, and for that matter, a ‘realก conversation between people had to be conducted face to face. Well, I could have mentioned that on the telephone you cannot กseeก anyoneกs face, but I thought Iกd try to explain my position on the matter a bit more positively.

I told him that the Internet was just a simple tool of communication that was bringing individuals closer together. You can see someone across the world with a web cam whilst hearing his or her voice perfectly. I then mentioned that the Internet was doing exactly what he felt was necessary for society to flourish in the future; it is giving voice to individualsก ideas like never before in human history. The guy was then really starting to lose his cool and was getting quite upset. I then thought Iกd mention the idea that the Web was dissolving the concept of national borders as anyone could talk to anybody else freely with the simple realization that all people are the same. People are no longer forced to think of other nationalities as separate ‘typesก of people that one should steer away from.

By this time the guy had become very irate and said vehemently that there is nothing wrong with having separate nations. He then contradicted himself and agreed with me by saying that the กEmpireก only wanted to กdivide and conquerก and split countries into even smaller entities that could then be taken over. I replied softly that that process inevitably produced more unnecessary borders between fellow humans.

The main point that stuck with me after the conversation ended was the fact that it was the mentioning of the Internet as a positive medium for communication and enlightenment that so severely upset the guy. I guess no matter how knowledgeable about the world and sure of yourself that you are, if there are things that you are still unaware of, or in this case closeminded to because of some irrational fear; like a link that snaps in a chain, so will your peace and calm will be shattered by ignorance and anger.

Spirituality and morality can be discussed on many different mediums…Politics and economics must be the same.

About The Author

Jesse S. Somer

M6.Net

http://www.m6.net

Jesse S. Somer is an individual soul who may not know a lot, but knows that the Internet could be a great factor in the process of bringing humanity together into one big family here on Earth.

This article was posted on February 10

by Jesse S. Somer

Great Telephone Skills

Great Telephone Skills

by: Colin Ong TS

Having good telephone skills is crucial as the call may be the catalyst for a prospective sale or provide vital counseling for a member of public. However, since both parties may not see each other facetoface, a telephone conversation may not lead to favourable results; on the flip side, it may lead to unintended misunderstanding.
Here are some tips:
Even voice tone
It is important to speak clearly in an even tone. If you are anxious or even short of breadth, the other party may perceive that you are distracted. This may cause the phone conversation to be terse and unproductive.
Identify Yourself
It is important to identify yourself to the other party before you proceed with the conversation. It is not a good idea to assume that the other party knows you.
Ask For Identification
Along the lines of the above point, you should also ask for the identity of the other party. You do not want to reveal confidential information to the wrong person on the other line! This is not as a farfetched since speaking on a mobile phone may create identity distortions as compared to using a fixedline phone.
Structured Call
If you are making a sale over the phone, it is important to ask the customer if you can have a few minutes of his time. You should then proceed with providing more important features of the product. Be mindful that if the receiver is speaking as if he is driving, his mind may not be fully registering what you are selling – in this type of situation, it will be more productive to call him at his office or home.
Emotional Caller
If you receive a call from a member of public who is in an emotionally unstable state, it is good to ensure that you are not in a distracting environment; you should ensure that your full attention is with the caller. Remember not to speak too loudly and allow other people to get details of your confidential phone conversation.
Incoming Call
It is rude to abruptly pick up an incoming call and expect your phone partner to hold. If the incoming call is urgent, it is a matter of courtesy to tell your phone partner that you will get back to him shortly. Remember to get his number.
Using the email/fax
In sales, you can complement the phone conversation with email attachments or even a fax. This allows you to go through the product’s specification and together be more persuasive in closing the sales. The other party is able to better visualize your product.
Your handset
If the battery in your handset is running low, remember to inform the other party. It also good practice to ask for his number if it is not reflected in your phone system.

About The Author

This article is controbuted by Colin Ong TS, Managing Director of MR=MC Consulting (http://www.mrmc.com.sg)

[email protected]

This article was posted on June 30, 2004

by Colin Ong TS

Increase Business by Squashing Your Fear of Phones

Increase Business by Squashing Your Fear of Phones

by: Trent Brownrigg

Phone skills are very important when you have your own home business. If you are like me, when I started out, then you may think you are going to work entirely online and not use the phone. However, there will come times in your business when you must talk on the phone. In fact, you will probably talk on the phone a lot when you have an ขonlineข home business.

There are times when you will need to call prospects, talk to business partners, answer questions that someone has, or some other business task that requires the phone. You may be saying, ขNo matter what I guarantee I will never call anyoneข but what if someone calls you? You will need phone skills then too!

The problem with this phone fact is that most people are scared to talk business on the phone. We have a fear of failure or rejection on the phone that causes us to make mistakes in our speech, forget what we want to say, or just totally freeze up. Don’t let this fear stop you or slow you down. You can actually develop great phone skills rather quickly.

If you want to reap all the benefits of being your own boss then you will have to overcome your fear sooner or later. In order to complete this task you must develop a strong desire to have good phone skills and let nothing stand in your way.

Think about it, when you are on the phone the other person can’t see you. They don’t know if you have messed up or said something wrong. They don’t know that you haven’t showered today. They can’t see that you are nervous or scared. Also, if you really get bogged down, and need to get out, all you have to do is hangup. So, what are you really scared of? If it’s still rejection then get used to it! You will get rejected more times than not. We all do!

Don’t know how to start? Here are five basic techniques to help you in acquiring your new phone skills:

1) The OpeningIf you are the one doing the calling then you must have a good way to open up the conversation. You really only have a few seconds before the person on the other end decides whether they are going to listen or not. There are a few things in your opening that you need to have; your name, the reason for the call, and why they should care about what you have to say. You should also be prepared with some basic opening information in case someone calls you out of the blue. Rehearse all of your openings often so it becomes like second nature to you.

2) Your AttitudeSmile during the conversation. It’s true that they can’t see you but smiling will make your voice sound positive, upbeat, and friendly. You also need to be confident. Your confidence will show them that you truly stand by your product or business. They must believe that they really need you. Remember ขNOข might really mean ขI still need to be convinced.ข

3) MannersIt’s really easy to get caught up in a conversation and start talking like you do with your friends. Remember this is a professional call. Avoid repeated phrases or nervous laughs. Don’t chew gum or eat while on the phone. Also, keep your mouth a few inches from the phone so you aren’t too loud or muffled. Most of all, watch your language. Nothing will end your conversation faster than letting one of those naughty 4letter words slip out.

4) SurroundingsIt is best to be in a quiet and comfortable place away from distractions. If you are interrupted you may forget what you were saying causing you to sound very unprofessional.

5) InformationIt is a very good idea to have everything you may need readily available. Have all information organized and accessible within seconds. At the very least you should have your website open, the compensation plan in front of you, and a list of answers to frequently asked questions handy. Another very important tool to have is a script. With a script you have your lines in front of you ready to go. However, it’s best not to totally rely on a script. I say this because the conversation can stray from it very easily.

Well, there you go! Now you have some basic techniques to help you squash your fear of phones and become more professional. I doubt you will be able to do it in one day but with some practice, repetition, and persistence you will sound like a veteran in no time. Trust me if you face your fear now it will pay off big later!

Copyright© Trent Brownrigg

http://www.workathomejobsiowa.com

You have permission to publish this article electronically or in print, free of charge, as long as the bylines are included and the article is not changed in any way (grammatical corrections accepted). A courtesy copy of your publication would be appreciated.

About The Author

Trent Brownrigg is a successful home business entrepreneur, webmaster, and author of work at home articles. Check out My Top 10 Ways for You to Earn and Learn at: http://www.workathomejobsiowa.com/top_10.html

[email protected]

This article was posted on April 19, 2004

by Trent Brownrigg

Keep Sales Simple

Keep Sales Simple

by: Jay Conners

For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly, or quarterly goals. This pressure can sometimes cause us to loose focus on the simple things that made us successful to begin with.

When we make a sales presentation, it is all too essential to look and sound the part. A professional appearance and product knowledge are to very important ingredients involved in sales.

But don’t ever loose sight of the fact that sales is supposed to be fun!

A personal story . . .

I can remember a time a few years back, when I was managing a bank branch inside a supermarket, otherwise known as InStore banking.

At that time, we had daily goals that we were required to meet, and those goals were unit and dollar driven. It was a fast paced environment and every technique we could think of was incorporated into our sales. Nothing was taken for granted.

Including the simple stuff.

One particular afternoon I received a phone call from a woman who informed me that she was new to the area, and she was shopping around for a bank.

We had a pleasant conversation, and I explained to her all of our products starting with our free checking, and ending with our more exclusive products.

Once the conversation was over, she thanked me and told me she would consider us.

I thanked her as well, and ended by telling her my name again, and that she could ask for me, if she decided to come in.

The next day, that same woman walked into my branch and asked for me, she reminded me of the conversation we had the day before, and than proceeded to tell me that she came in because I was so nice on the telephone.

The fact is, I was really nice on the telephone, I knew I had a potential customer on the phone and I killed her with kindness. Not because I was being slick, but because it was easy, it was simple, and I had fun doing it. And it worked.

There was no selling involved in that conversation. I was just being a nice person.

Salesmanship is important, but people want kindness to.

My point is, take some of the pressure off of yourself and start having fun! Be nice, smile. It is not always necessary to act and speak so professionally, it can come off fake, and worst of all boring.

So starting tomorrow, take a load off, roll up your sleeves, smile, laugh out loud, and most of all have fun and keep it simple!

About The Author

Jay Conners has more than fifteen years experience in the banking and mortgage industry as a loan officer and sales manager. He is the owner of http://www.jconners.com, a mortgage resource site. He also owns http://www.callprospect.com.

[email protected]

This article was posted on August 13

by Jay Conners

Evaluating Your Customer

Evaluating Your Customer

by: Jay Conners

It is one thing to make a sales presentation, but it is another thing to make a sales presentation without first evaluating your customer. For all you know, you could be selling your customer something that they already have, or something they don’t want, don’t need, or can’t afford.

This is why it is so very important to take your customer in, sit them down, make them feel comfortable, and get to know them and what their needs are. Once you have done this, you can then sell them a product based on what their needs are and not what you think they are.

On a personal note . . .

I learned the importance of evaluating your customer the hard way. A few years ago, I was a branch manager working in a bank branch. One particular customer of the bank approached me in my office about opening a savings account for her daughter.

Once I explained to her the process of opening a savings account, I proceeded to tell her all about a current promotion we were having on our home equity loans. She sat there and listened very politely and patiently as I very proudly went down the list of all the benefits, features, and tax breaks that come with a home equity loan.

Once I had finished my rehearsed presentation, she said to me;

That all sounds very nice, and it is something that I will consider in the near to distant future. She than went on to tell me that she and her husband rented the house they lived in.

So there you have it, I tried to sell a home equity loan to someone without a house.

Needless to say, my face turned a deeper shade of scarlet, and I felt like an idiot.

But hey, I learned from my mistake. Had I asked some simple probing questions before I went straight for the sale, I would have saved myself a lot of embarrassment.

You will be amazed at what you can find out from people just by asking them a few simple questions about themselves. Remember, people love to talk about themselves. Their jobs, their pets, their kids, just about everything.

I once had a friend who owned a shoe store, and his inventory was made up mostly of sneakers. One day a man walked into his store to buy a pair of sneakers. As my friend assisted him with his decision, he struck up a friendly conversation with him. As it turned out, this customer ran a basketball camp during the summer and he loved to talk about it. A few minutes into the conversation, my friend and his customer had come to an agreement. All of the boys and girls that attended the customers basketball camp would receive a 10% discount on their sneakers if they purchased them at my friend’s store.

So, as you can see, my friend increased his sales that summer simply by striking up a conversation with his random customer and asking a few questions.

Imagine going to your doctors office with an ailment and having him prescribe you a medication without asking what your symptoms were. Would you take the medication?

The same principal applies.

It really isn’t rocket science, it’s just friendly conversation, get to know your customer and watch one sale turn into many.

Why service only one of your customers needs when you can service them all.

About The Author

Jay Conners has more than fifteen years experience in the banking and mortgage industry as a loan officer and sales manager. He is the owner of http://www.jconners.com, a mortgage resource site. He also owns http://www.callprospect.com.

[email protected]

This article was posted on August 13

by Jay Conners