Not Getting Enough Profitable Business?
Not Getting Enough Profitable Business?
****Professional Telephone Selling Project The Right Image and ****Learn To Negotiate Successfully In Business are consistently the most popular, almost always swapping first and second positions.
They are followed closely by ****Prospecting For Business and **** Professional Telephone Selling 6 Check Points To Evaluate The Call.
Then come ****Your Vision, **** Brand Matters and **** Brand Positioning and these are followed by a complete mix of the rest of my articles.
So what? You may be thinking. Let’s take these articles in order of their popularity with YOU.
****1. The Telephone And Selling
As a Sales and Marketing Coach I know that people AREN’T reading the articles on Professional Telephone Selling or Prospecting because these are activities they love. Given the choice many would rather have a tooth extracted without anaesthetic. They’re reading them because they know they are activities they have to get to grips with.
To put it bluntly, many people are absolutely useless on the phone yet its role in the sales process remains significant. As such it warrants and receives a huge amount of attention.
Tip 1: Use your common sense and quit trying to sell. Get yourself a good telephone manner. Learn how to speak to people in a professional, businesslike way – If you have problems with that just think how you like people to speak with you. Then learn what questions to ask that will help you to establish whether this person has a particular problem that you just might have the solution to. Respect your time and theirs and use the telephone to qualify whether a meet is a good idea for both of you.
****2. Successful Negotiation
Likewise negotiation isn’t up there with the latest Harry Potter must-read. Yes, it’s important to learn how to negotiate successfully (in all kinds of situations, not just business – take a look at your kids if you don’t believe me – they go through a stage when they’ve made it an art form before they lose it and become like the rest of us). Most people when thinking of negotiation in business tend to automatically think first of price. That is a big area and one that I train my clients on.
Tip 2: Continue to read Learn To Negotiate Successfully In Business to help you in negotiation situations. But also shift your focus. We all know we’re actually much better off avoiding price negotiation situations wherever possible. And the way to do that is to spend more time sorting out Brand and Brand Position. This is NOT something that’s just for the Big Boys. Get this right and you’ll find you’re negotiating on price less… and less… and less.
IN SUMMARY:
A shift in YOUR focus and perspective often has just as much bearing on the increased success you find you achieve when working with a Sales and Marketing Coach as the actual techniques you learn. A good coach, however, will adapt those techniques and only ask you to incorporate the ones you feel comfortable using.
REMEMBER with any new technique you learn: If it doesn’t feel right and you wouldn’t like anyone using it on you, don’t touch it with a barge pole. If it does feel right - go for it.
Happy hunting!
Linda
Not Getting Enough Profitable Business - To learn more about this author, visit Linda Mattacks's Website.
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I am a Platinum author on evancarmichael.com and the nice people here provide me (as they do each author) with statistics on the three “most read” of my articles twice monthly.
****Professional Telephone Selling Project The Right Image and ****Learn To Negotiate Successfully In Business are consistently the most popular, almost always swapping first and second positions.
They are followed closely by ****Prospecting For Business and **** Professional Telephone Selling 6 Check Points To Evaluate The Call.
Then come ****Your Vision, **** Brand Matters and **** Brand Positioning and these are followed by a complete mix of the rest of my articles.
So what? You may be thinking. Let’s take these articles in order of their popularity with YOU.
****1. The Telephone And Selling
As a Sales and Marketing Coach I know that people AREN’T reading the articles on Professional Telephone Selling or Prospecting because these are activities they love. Given the choice many would rather have a tooth extracted without anaesthetic. They’re reading them because they know they are activities they have to get to grips with.
To put it bluntly, many people are absolutely useless on the phone yet its role in the sales process remains significant. As such it warrants and receives a huge amount of attention.
Tip 1: Use your common sense and quit trying to sell. Get yourself a good telephone manner. Learn how to speak to people in a professional, businesslike way – If you have problems with that just think how you like people to speak with you. Then learn what questions to ask that will help you to establish whether this person has a particular problem that you just might have the solution to. Respect your time and theirs and use the telephone to qualify whether a meet is a good idea for both of you.
****2. Successful Negotiation
Likewise negotiation isn’t up there with the latest Harry Potter must-read. Yes, it’s important to learn how to negotiate successfully (in all kinds of situations, not just business – take a look at your kids if you don’t believe me – they go through a stage when they’ve made it an art form before they lose it and become like the rest of us). Most people when thinking of negotiation in business tend to automatically think first of price. That is a big area and one that I train my clients on.
Tip 2: Continue to read Learn To Negotiate Successfully In Business to help you in negotiation situations. But also shift your focus. We all know we’re actually much better off avoiding price negotiation situations wherever possible. And the way to do that is to spend more time sorting out Brand and Brand Position. This is NOT something that’s just for the Big Boys. Get this right and you’ll find you’re negotiating on price less… and less… and less.
IN SUMMARY:
A shift in YOUR focus and perspective often has just as much bearing on the increased success you find you achieve when working with a Sales and Marketing Coach as the actual techniques you learn. A good coach, however, will adapt those techniques and only ask you to incorporate the ones you feel comfortable using.
REMEMBER with any new technique you learn: If it doesn’t feel right and you wouldn’t like anyone using it on you, don’t touch it with a barge pole. If it does feel right - go for it.
Happy hunting!
Linda
Not Getting Enough Profitable Business - To learn more about this author, visit Linda Mattacks's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson'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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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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