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Tuesday Quick Tip – Successful Salespeople Do Not Sell: They Help

Welcome to “The Tuesday Quick Tip.” Every Tuesday, I’ll be publishing, on this blog, a short, 1 to 2 paragraph tip to help you achieve success in your life, business or career.  You can also receive “The Tuesday Quick Tip,” by email, along with our weekly videos and a free “Time Management Workbook,” when you sign up for a free subscription to my email list.

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Successful salespeople do not sell: they help.  Their attitude is: I can not help you unless I get to see you, and I certainly can’t help you unless you buy something from me.  Successful salespeople really believe that what they do helps the people and clients they do it for.  That’s what makes them so successful and that is also what makes them such high earners.  Money is a by product of this belief system.

Top salespeople believe they are the best at what they do; they believe their company is the best at what it does; and, they believe their products and services are the best.  As a result of this belief and commitment, top salespeople not only feel it is their obligation to make sure clients buy from them, but, truly believe that if they allow a client or prospect to buy from the competition, they have done that client a horrible disservice by allowing them to buy second best.

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If you’re interested in learning more about what successful salespeople do to be the best, attend my 90 minute webinar: Prospecting Skills to Increase Your Sales, on Thursday, August 18th at 12 Noon Eastern Time.  For more information and to sign up CLICK HERE.

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Success Stories From The Trenches – Increased Income 40% in 3 Years!

Welcome to our newest feature on the Success Blog:  “Success Stories From the Trenches.” I want to hear from you! Send in your personal success stories to be featured in our Tuesday Quick Tip.

I’m pleased to announce our 1st Success Story comes from Randy, a Regional Sales Manager from West Palm Beach, Florida.  Randy says:

“I have been listening to your audio programs and attending your webinars for about 3 years now. I have worked hard to apply everything that you teach. I wanted to personally thank you for the positive impact you have made on my sales career and my management style. Over those three years I have received a promotion, earned President’s Club in my company, and increased my income 40%!”

Thanks Randy.  I’m glad to accept some credit, but pretty much all the credit must go to you: You’re the one who took action.  Congratulations!

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Tuesday Quick Tip – Selling is All About Odds

Welcome to “The Tuesday Quick Tip.” Every Tuesday, I’ll be publishing, on this blog, a short, 1 to 2 paragraph tip to help you achieve success in your life, business or career.  You can also receive “The Tuesday Quick Tip,” by email, along with our weekly videos and a free “Time Management Workbook,” when you sign up for a free subscription to my email list.

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In sales the odds are always against you.  More people will say “No,” than “Yes,” whether you’re calling for an appointment or trying to close a sale.  Successful salespeople understand their odds of success and constantly try to bring those odds down.

For example, have you ever done any fundraising?  If you have, you know that if you’re looking for $25 or $50 contributions, you send out a post card, email or post it on facebook.  Why: because the market for that size contribution is huge and you only need a ½ of 1 percent return. If you were looking for a two, three or five hundred dollar donation, you’d make a phone call since that market is much smaller, dictating at least a 10% return.  But, if you wanted a ten thousand or fifty thousand dollar donation you’d make sure you got in front of that person, because that market is miniscule and you better close 1 out 2, or 1 out of 3.  Here’s the question: What rate of success are you looking for in your sales effort: 5 out of 100, 1 out of 10 or 1 out of 2?  That should tell you the best way to approach your market.

If you’re interested in learning how to beat the odds and increase your chances of getting the appointment, attend my 90 minute webinar: Prospecting Skills to Increase Your Sales, on Thursday, August 18th at 12 Noon Eastern Time.  For more information and to sign up CLICK HERE.

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Tuesday Quick Tip – Control the Conversation

Welcome to “The Tuesday Quick Tip.” Every Tuesday, I’ll be publishing, on this blog, a short, 1 to 2 paragraph tip to help you achieve success in your life, business or career.  You can also receive “The Tuesday Quick Tip,” by email, along with our weekly videos and a free “Time Management Workbook,” when you sign up for a free subscription to my email list.

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When asking for the appointment on the phone, I believe in giving the prospect one choice; ie, “Can we get together next Tuesday at 3,” rather the more traditional two choices (“Would Tuesday at 3 or Wednesday at 4 be better for you?”).  My reasoning being twofold: 1. Giving the prospect only one choice creates a perception of a very busy salesperson.  Believe me, nobody wants to deal with a salesperson who has time on his hands: Do you?  And 2, should the prospect say “No,” to Tuesday at 3, I still have Wednesday at 4 up my sleeve.  Why reveal all your choices if you don’t have to.

If you’re interested in learning how to control the conversation and increase your chances of getting the appointment, attend my 90 minute webinar: Prospecting Skills to Increase Your Sales, on Thursday, August 18th at 12 Noon Eastern Time.  For more information and to sign up CLICK HERE.

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Tuesday Quick Tip – Track Your Activity

Welcome to “The Tuesday Quick Tip.” Every Tuesday, I’ll be publishing, on this blog, a short, 1 to 2 paragraph tip to help you achieve success in your life, business or career.  You can also receive “The Tuesday Quick Tip,” by email, along with our weekly videos and a free “Time Management Workbook,” when you sign up for a free subscription to my email list.

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Most salespeople don’t keep track of how many prospecting phone calls they make.  Because they don’t, they have no frame of reference and therefore overestimate how many calls they actually made.  Hell, out of sight, out of mind.  Tracking the amount of calls you make in a visual format (writing it down, logging it into your laptop, or PDA, etc), will result in you making more calls because it makes you accountable to yourself.  And let’s face it: more calls equals more appointments, which eventually leads to more sales!  

If you’re interested in learning an easy-to-implement way to track your activity and increase your success ratios on the phone, attend my 90 webinar: “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th at 12 Noon Eastern Time.  For more information and to sign up CLICK HERE.