Bob Janet Articles

You're Not Lost Until You Are Out Of Gas - Click To Read Article
Everyday I receive telephone calls and email message from sales professioanls and business owners asking what to do increase their sales. Their sales are down, and expenses are up. Lower store traffic, some even have bills past due. Many are worried they are losing so much business that they will not survive. But they are not lost until they are out of gas.

Your customers can only have 2 out of 3… Or your lose money! - Click To Read Article
Customers want three things from you. • Great service • Top quality products • Low price And it would be great if you could figure out how to give them all three and make money, but no one ever has.

Ya But will make you a lot of money - Click To Read Article
Every sales person hears it all the time.  Your price is higher than (so and so’s)  I did not think it would cost that much.  I like it but I do not think it is worth that much. And when sales people hear anything negative about their price they either lower the price (which of course is the worst thing in the world they can do) or they lose the sale. You do not have to. All you need to do is use the "Ya But" close.

When you hear, "Your Price Is Too High!! - Click To Read Article
When your customer tells you your price is too high—You have made the sale. That’s right. They are telling you • The product you are selling satisfies all their needs • he product solves their problems • They love your product/service • They want your product/service Now all you have to do is show them your product is worth more to them than their money. All you have to do is turn the feature Price into a BENEFITT.

What is the first thing your mother taught you to say after Ma Ma and Da Da? - Click To Read Article
Sellers cannot say thank you too many times. I am sure most salespeople say thank you at the time of a sale, but if you really want to make an impression on your customer, and who doesn’t, say thank you when they do not expect it. They will be delighted. Their delight will turn in to future sales.

When will the customer buy? - Click To Read Article
Your customers will buy from you when they perceive:  Your price is fair  The risk of purchasing is low  Their gain is high Your JOB… Giving the customer the proper perception

What you got will make you money - Click To Read Article
When you want to increase your sales and profits you do not have to reinvent your marketing and selling techniques. You do not have to hire an expert to bring in new selling and marketing ideas.

What Does Good Service Mean… To You? To Your Customer? - Click To Read Article
Try this short experiment. It may be an eye opener for you, and you may get surprised: Have everyone in your organization write a 25 word explanation of “What is Good Service.” You may be surprised.

Use What You Got - Click To Read Article
When my clients tell me what they don’t have I tell them how I “Used What I Got” to become very successful in the appliance business.

To Romance or Not To Romance - Click To Read Article
Like most endeavors, there is more than one way to do things. When I asked longtime married couples how their relationship started and grew they unanimously told me, “We started slow, got to know each other and built a lasting relationship. “Now, I am not a romance consultant. I am a marketing consultant, but the same technique that works to sustain long and happy marriages for a lifetime of happiness, works for gaining and retaining your most profitable customers for a lifetime of profitable selling.

Turn incoming calls into sales & profits - Click To Read Article
The top sales performing businesses understand how very important the telephone is as a selling tool. They understand: 1. Customers and prospects telephone the business because they have a need, problem or want. 2. Many times the telephone conversation determines whether the prospect becomes a customer or whether the customer remains a customer of the business. 3. The person answering the telephone is a very important provider of customer service for the organization. 4. The person answering the telephone has a great opportunity to gain customers and obtain sales.

Top 10 reasons for NOT providing sales training and education - Click To Read Article
When does a sales professional no longer need sales training? When they quit breathing!!

Top 10 Ways to Take Customers from Your Competition - Click To Read Article
Your competition is the best place to find people already buying your products and service.

They don’t put as much in the sandwich .. But I keep going back. - Click To Read Article
There are 3 things your customers want: 1. Low price 2. Top quality 3. Great service Unfortunately you can only give them a combination of two of the three if you expect to stay in business. You just cannot provide all three. Those that try are not around very long. You know as well as I do that most businesses and sales professionals fail because they try to compete with low price.

There was a Fly in the soup!!! But they kept the customer - Click To Read Article
We have all heard it happened to someone, we have herd the jokes, Customer to Waiter: “What is that fly doing in my soup?” Waiter. “Looks like the back stroke.” Customer to Waiter: “There is a fly in my soup.” Waiter: “Don’t worry, He will not eat much.”

The secret to lowering you marketing cost - Click To Read Article
Marketing cost are going up.. • The U.S. Postal Service has increased postage rates again. The latest increase (as of July 2008) has pushed the cost of mailing a letter to 42 cents and upped the cost of shipping magazines and catalogs 20%. This would be the largest increase in decades. • Newspaper advertising costs as well are estimated to increase along with radio and television. • Printers ink and paper cost are estimated to increase.

The Customer Is Always Right. Even When They Are Positively Wrong - Click To Read Article
Every business and sales person talks about their great customer service. Very few have it. This article is about the greatest consumer service story of all times and how you can build and grow your business using it.

The Four Things Every Employee Can Do To Increase Sales And Profits - Click To Read Article
We all know the customer is the most important person in our business, but sometimes we forget that the second most important person in the business is any employee.

The Giants want to Eat You - Click To Read Article
The big box discounter, the many cable shopping networks and the large chains know they can only attract a very small percentage of each other’s customers. So they are continually after your customers. And they will eat you alive, unless you …Stop reacting and ACT

The Answer is always “NO” until you ask for the Sale - Click To Read Article
How never to allow the customer to say or think “NO” when you ask for the sale

The Clock Starts Ticking - How not to bomb out with waiting customers - Click To Read Article
If you ask your customers, “Do you feel more time-poor or money-poor,” the answer almost always is time-poor.

Stop Viewing The Past Through Rose Colored Glasses - Click To Read Article
Stop viewing the past through rose colored glasses. It was not all that good then and things are not all that bad today!

Stop Driving Your Customers To The Competition - Click To Read Article
It is estimated that for most products and services your customer shops 2 to 3 places before they make a buying choice. The Jewelry business is no different. I find my sales increase dramatically when I give my customers a choice between the 2 or 3 items I offer and not a choice between the competition and me. Thus keeping them from comparing me with my competition.

Sometimes Customers Lie - Click To Read Article
What should you do when the customers lie? 1. Make sure you are correct in your point of view or claim. 2. Ask the customer in a professional manner to prove his claim. 3. Make sure you never offer something you cannot deliver. 4. Sell the benefits the customer receives from your product / service

Stop Giving It Away!! Don’t be afraid to get paid for your services - Click To Read Article
Here it is. The 100% Guaranteed technique to never having the customer say or think “NO” when you are asking for the sale:

Shut up and take the money - Click To Read Article
Are you over selling? Are you listening for the customers ‘Closing Statements?’ A ‘Closing Statement’ is anything the customer says that is positive about your product, service, business or you.

Shout it from the rooftops? - Click To Read Article
Do you know the 3 most powerful words in Marketing? The 3 words that gain the most attention from your customers / prospects. The 3 words that most cause the customer / prospect to continue reading your marketing material and listening to your marketing message.

Shooting Fish in a Barrel - Click To Read Article
“How many salespeople are sitting around waiting for someone to call? How many are still hawking the same old products with the same old lines? How many are looking to the same, rather than developing new customers? How many believe they don’t need sales training?”

Selling swimming pools is the same as selling what you sell - Click To Read Article
6 Lessons about selling Lesson # 1: Make sure the person the customer talks to on the telephone is a good representative for your business. Lesson # 2: Never assume you know what the customer’s problems (needs and wants) are. Lesson # 3: Listen to the customer. Lesson # 4: Give the customer choices of solutions to pick from. Lesson # 5: Follow up, Follow up, Follow up Lesson # 6: Use the magic words – “Who do you know?”

People Shop Price. They Buy Value - Click To Read Article
It is great to sell VALUE because you have two different groups of value to sell. One- The value of your product. Two- Your value. Your uniqueness.. USV's - Unique Selling Value -- What is unique about you that is not unique about your competition?

Overcoming Objections with the "Turn Device" - Click To Read Article
Turn the customers objection into a sales close by using the "Turn Device". They will close themselves.

Opportunity Does Fall Into Your Lap…… - Click To Read Article
Opportunity Does Fall Into Your Lap…… …. If you are Aggressively looking for it

Need a new idea? Ask your staff. - Click To Read Article
“You must continually find new ideas, strategies and techniques to increase your sales and profits. If you are not moving forward you are falling behind. There is no such thing as staying even in the selling business.” Who talks to your customers more than you do? Who knows what will most satisfy your customers? Who knows what will attract customers to your business? Your Staff!

Market to them until they Buy or until they Die!!! - Click To Read Article
3 Rules of contacting prospects that will increase your sales 1. Market to your Perfect Prospects 2. Contacting prospects with VALUE 3. Market to them until they Buy or until they Die

Make BIG profits using little words - Click To Read Article
Little words can help you increase your sales and profits. Because of increasing marketing and selling costs you must find ways to maximize the impact of each and every contact you and your marketing materials have with your prospects. You must make sure you have a very high impact that creates the perception of value to the customer. You must: •Attract the prospect's attention •Get the customer to purchase your products / services •Get the customer to use more of your products / services

It Doesn’t Take Much - Click To Read Article
A true story about how little it takes to make a big difference. A life changing experience of Brad Anderson, Service Manager for Southeast Industrial Equipment Charlotte NC.

It’s OK to ask for the sale. Really it’s OK - Click To Read Article
“85% of the interactions between sales people and prospects end without the sales person ever asking for the sale. 85%!” Retail News by Richard Fenton It’s OK, no it is a must to ask for the sale, because as Hockey player great Wayne Gretzky says, “You miss 100 percent of the shots you never take.”

Is Your Business a Front-runner? - Click To Read Article
Creativity in marketing is crucial if you want to join the ranks of the front-runners. • A front-runner business constantly improves its selling skills and techniques. • A front-runner business is the customer’s first choice. • A front-runner business is designed to make a profit.

Increased Aggressive Selling = Increased sales - Click To Read Article
Aggressive Selling IS the key to selling success in your fierce competitive market

How you must be like the wise old German Shepherd - Click To Read Article
You have got to have a back up plan to survive and prosper

How to create Word Of Mouth Advertising - Click To Read Article
It’s the best advertising and cost nothing.

How to be around to celebrate anniversaries and make a profit every year - Click To Read Article
Having, fortunately, been around the selling world for over 45 years I have seen businesses come and I have seen them go. I’ve noticed the ones who have stayed in business and profited have a few things in common.

Gold & Red Cards Will Make You A Ton Of Money - Click To Read Article
A little record keeping makes you the seller of choice Everyone knows the more you know about your customers the easier it is to build a relationship. Relationships = Trust = Sales

Getting Recommended By Others Will Increase Your Profits - Click To Read Article
Over the past 30 days you have purchased many items and services. If you are like most of us you are completely satisfied with the products and services you purchased. But how many of the sellers have you recommended to your friends, family and colleagues? If you are completely satisfied why haven’t you recommended the sellers to other? I know you are busy; it is not at the top of your mind. Not a priority. You have come to expect satisfaction from the sellers you buy from. You just have not thought about it.

FREE – A powerful sales technique - Click To Read Article
FREE – A powerful sales technique or a drain on your profits: Your choice There is no free lunch. Your customers are much smarter than they use to be and are wise to the fact you cannot stay in business giving things away. So one of the most powerful marketing words in commerce - FREE has lost its punch. Lost its punch if you do not use it properly. Free is still one of the most powerful words in marketing if used properly.

FREE Advertising: It's out there! - Click To Read Article
The old saying “It does not get any better than FREE” sure is true in the high cost of advertising your business. You can easily become one of those businesses that always seem to be getting mentioned in the media. All you have to do is take advantage of your opportunities when they come a knocking at your door.

Employees are your life blood. Don’t spring a leak. - Click To Read Article
Maximize employee longevity, productivity and loyalty

Don't Make The Cutback Mistake - Click To Read Article
Things to do when your market is slow to increase your sales and profits.

Double Your Sales - Click To Read Article
Double Your Sales without gaining new customers or increasing your marketing costs

“Don’t get down in the mud with the pigs. - Click To Read Article
You will both get dirty and the pigs love it.

Do a better job, and you will get paid more - Click To Read Article
Do a better job selling BENEFITS and your sales and profits will increase.. Guaranteed!

Do you keep the customer when the bread is moldy? - Click To Read Article
6 steps to handling Difficult Customers

Do you need a 99¢ Chicken Sandwich? - Click To Read Article
How to make customers react positively to your business

Do you have Renowned Customer Service? - Click To Read Article
Do your customers leave your store / take delivery of your products and think, "Wow, it is so nice to buy from this business!!" Is your business well known / famous for your customer service? Do your customers tell others about you? If not, you do not have renowned customer service. Face it. Your customers can buy the products and service you sell from a lot of different competitors. The only thing you really have to differentiate your business and yourself is your service.

Convenience wins in the end - Click To Read Article
The profitable businesses are doing it, why shouldn’t you?

Bad Business Assumption:Assuming You know The Perrception The Customer Has Of You - Click To Read Article
With the customer having many, many businesses to purchase the products and services you sell it is very important that you do not assume the customer views you the way you wish them to.

Are you taking advantage of your most valuable selling asset? - Click To Read Article
If people purchased your products and services once, they will buy from you over and over and over if they remembers you.

Ask Questions … and Get Rich - Click To Read Article
Ask your customers questions and make sure you are selling them what they want to buy. Solutions to their problems, needs and wants! # 1 Rule in Selling is: The seller who solves the customer’s problems, needs and wants the easiest fot them will get the sale.

An old refrigerator will show you how to INCREASE YOUR PROFITS - Click To Read Article
INCREASE YOUR SALES IMMEDATELY When you are selling to your customer talk to them about the benefits. Never talk about the features unless you talk about the benefits too.

Back to the things that worked - Click To Read Article
Is it time for you to go back to the ways you use to promote your business and sell your products and services? USA TODAY: 10/3/07 Sears Reviving holiday Wish Book Fourteen years after shelving its venerable catalogs, Sears is reviving the holiday tradition as it struggles to attract new shoppers and revive business.

An open letter to my competition - Click To Read Article
A letter from the aggressive seller in the market, who is taking your customer’s away from you.

Advertising & Referrals -The Two Big Punches of Marketing - Click To Read Article
The 5 reasons to advertise and why to use referrals

A Luxury Once Had Becomes A Necessity - Click To Read Article
Two techniques to turn a luxury into a necessity in the buyers mind. A luxury an item that is desirable but not essential. a product or service that gives great pleasure.

9 Quick No Cost ways to increase sales and profits - Click To Read Article
1.The Power of the Three Foot Rule 2.Listen Aggressively 3. Tell your customer all you do for them 4.Do not judge a book by it’s cover 5. Don’t waste your customer’s time 6. Use the word all 7. Follow-up call to B-Backs 8. Telephone every customer 12 hours after the sale 9. How saying Thank you will increase Sales

All ya need is Attitude and Ownership to have selling success - Click To Read Article
This is what separates the successful from all the others

‘Aggressive’ is not a 4 letter word - Click To Read Article
Aggressive Marketing and Selling is the key to selling success in your fierce competitive market

A Real Bad Business Assumption: - Click To Read Article
Assuming you know the perception the customer has of you and your business

11 Reasons why you better make sure the customer is always right! - Click To Read Article
A customer just left you, or left your store unsatisfied. How many customers did you just lose? One, two because he will tell a friend of his dissatisfaction, three because he will tell 2 friends? Would you believe ten or more?

30 Seconds can make you a lot of Dollars - Click To Read Article
A 30 second follow-up call increases sales 20% to 40% for the top sales producers

10 Items or Less - Click To Read Article
How to use the customer’s demand for fast service and convenience

10 Top Business Assumptions that cause you to lose money - Click To Read Article
Stop maiking Bad Business Assumptions and your sales & profits will grow


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