Stress-Free Selling® - Hot Buttons Ignite... How do you find them?
Stress-Free Selling® - Hot Buttons Ignite... How do you find them?
For example, an audio person might better relate to "I hear what you're saying," and a visual person to "I see what you mean." Though the difference is subtle, it is exactly these kinds of subtleties that makes sales, heck, life, easier and stress-free.
You're an insider when you use their words and not when you use your version of their concept. If you have a product that can help their sales force, and you call them Account Executives when they call them Reps or Counselors or even Sales Managers, you're not connecting.
So how do you uncover their hot buttons? First look at what's "out there:" ask people you know in common, check their website, prospectus and promotional material for clues. Then, when you're meeting (or talking) with them, take copious notes! If you rely on your memory, you will forget a lot... and you will forget and miss the subtleties.
If your goal is to find their hot buttons, stop talking about how wonderful your magazine is! Ask a ton of questions instead. A lot of people are scared to not talk about themselves mistakenly believing that since they finally have a connection with the contact, if they don't tell them everything at once, they won't have another opportunity. Aside from the fact that if this is the case, you have much more serious problems with your sales tactics, you will actually develop better relationships focusing on them and not you.
So, if what you're doing is not producing the results you seek, give this a try. Then email me, because I absolutely promise you will see an amazing transformation in your sales.
Welcome to Stress-Free Selling®,
Jenae
StressFree Selling Hot Buttons Ignite How do you find them - To learn more about this author, visit Jenaé Rubin's Website.
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Hot buttons are words, phrases and concepts that are especially meaningful to Prospects.
For example, an audio person might better relate to "I hear what you're saying," and a visual person to "I see what you mean." Though the difference is subtle, it is exactly these kinds of subtleties that makes sales, heck, life, easier and stress-free.
You're an insider when you use their words and not when you use your version of their concept. If you have a product that can help their sales force, and you call them Account Executives when they call them Reps or Counselors or even Sales Managers, you're not connecting.
So how do you uncover their hot buttons? First look at what's "out there:" ask people you know in common, check their website, prospectus and promotional material for clues. Then, when you're meeting (or talking) with them, take copious notes! If you rely on your memory, you will forget a lot... and you will forget and miss the subtleties.
If your goal is to find their hot buttons, stop talking about how wonderful your magazine is! Ask a ton of questions instead. A lot of people are scared to not talk about themselves mistakenly believing that since they finally have a connection with the contact, if they don't tell them everything at once, they won't have another opportunity. Aside from the fact that if this is the case, you have much more serious problems with your sales tactics, you will actually develop better relationships focusing on them and not you.
So, if what you're doing is not producing the results you seek, give this a try. Then email me, because I absolutely promise you will see an amazing transformation in your sales.
Welcome to Stress-Free Selling®,
Jenae
StressFree Selling Hot Buttons Ignite How do you find them - To learn more about this author, visit Jenaé Rubin's Website.
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 Stress-Free Selling® - Hot Buttons Ignite... How do you find them?
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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 Jenaé Rubin (Visit Jenaé's Website) Overcome Overcoming Objections! Meet Jenae • Hands-on sales and marketing expert since 1980. • Consistent record of increasing sales, revitalizing ailing products, creating new products and adding profit centers to existing products. • Proven history of rocketing products to #1. • "Increase Sales" is my mantra. • Reversed 3-year revenue fall in 3 months. • Took product from 17th to 3rd in one year. • Increased revenue 300+% in 3 years. • Improved revenue per customer 22% in one month. • Raised fragrance line from slowest seller to middle in highly competitive fragrance industry at major department store in six months. • Increased revenue 41% with nominal increase in customer base. • Designed strategies to eliminate rate cutting, increase profitability. Jenae is the creator of the Stress-Free Selling® approach. Learn more about this program at Sales Powerhouse - Overcome Overcoming Objections
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