“How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?”
That’s a question I’m often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of technological development and our ultra-competitive global economy means that no one can keep a competitive edge in their product for very long. Develop a hot new product or service, and before you can take your first check to the bank, a competitor has a hotter or cheaper version. As a result, customers are more and more inclined to view your product or service as a commodity – no real difference between you and the next guy.
This complicates life for the salesperson. In some cases, you are selling exactly the same thing as your competitor. I spent a number of years selling for a distributor who sold, for the most part, exactly the same products as four or five competitors. Many of my clients work in this arena. Lumber distributors (a piece of lumber is a piece of lumber), industrial fasteners (a screw is a screw is a screw), petroleum (87 octane gasoline is 87 octane gasoline) etc. The list goes on and on.
In other cases, your product may not be exactly the same, but the customer views your product as a commodity with no real differences between what you sell and what your competitor offers. How much real difference is there between Coke and Pepsi after all?
Regardless of the situation in which you find yourself, the problem for the salesperson is the same – getting the business in the face of the customer’s perception of your “me too” product or service.
So, what do you do? This. To put it simply, you must detail and communicate the important ways your offering differs from your competitors.
That’s easier said then done. To do so effectively, you need to spend some time thinking and preparing. And that means that you must carefully consider the two most important elements of the sale – your offering, and your customer. In this column, we’re going to focus on one part of that equation – your offering.
Granted, your product may be exactly the same as the competition, but the totality of your offering may be dramatically different. I use the word “offering” to indicate every aspect of the purchasing decision – not just the product. For example, the customer buys the product from a company – yours or the other guys. The customer buys it from a salesperson – you or the competitor. Your company and you are part of the “offering.” In addition, there may be differences in your terms, delivery, your customer-service capabilities, your follow-up, your return policy, your value-added services, etc. All of these are part of your “offering.”
The product may be identical, but everything else about your offering may be different. For example, let’s say you are contemplating purchasing a new Taurus. You have identical price quotes from two dealers. The product is the same, and the price is the same. However, one dealer is close by, the other across town. One dealer has a reputation for great customer service; the other has no such reputation. The salesperson for the first dealer is the brother of an old high-school friend, while the salesperson for the second dealer is a bit cocky and pushy. The first dealer has a clean, comfortable establishment, while the second one is cramped, cluttered and dirty.
From whom do you buy your Taurus? Stupid question. Of course you buy it from the first dealer. Not because of any differences in the product or the price, but because of differences in the offering. Got the idea? There is a whole lot more to a decision to buy then just the product or the price.
Your first job is to identify those differences. Here are some very specific steps you can take today.
ONE: Think about everything that is associated with the product when a customer purchases it. Create several categories, and label columns on a piece of paper with the names of those categories. For example, the first column could be headed with the word “company,” the second with the word “salesperson,” the third with “terms.” Continue in this way, identifying every aspect of the offering and placing each of those components at the top of a column.
TWO: Now, consider each column one at a time, and list all the ways that your offering differs from your competitor’s in that column. For example, your company may be locally owned as opposed to your competitor’s branch of a national company. Or you may be physically closer to the customer, or larger, smaller, newer, older, etc. After you’ve exhausted one column, move onto the others, filling in the details as you go.
THREE: This exercise will typically reveal dozens (and in some cases hundreds,) of specific, detailed differences. Far too many than you can easily communicate to the customer. So, your next step is to pick out those differences that are most important to your customer. Keep in mind that often what you see as important may not be viewed that way by your customers.
At one point in my career, I worked for a company that celebrated its 100th year anniversary. That was unusual. No other competitors had been in business nearly that long. The company decided to make a big deal about it. A history of the company was written, brochures printed, even murals depicting significant moments in the company’s history were painted on the walls of the corporate office. We all thought it was important.
Our customers, however, didn’t care. After respectfully listening to our boasting, their response was some form of “So what?” In other words, our 100 years didn’t mean anything to them. In no way did it make their jobs easier, simplify their lives, or make them more important to their companies. What we thought was important turned out to be irrelevant from our customers’ perspective.
Don’t make the mistake we made. Instead, take the time to critically analyze your list, and eliminate those items that are not important to your customer, that don’t impact their jobs or make a difference to them. You should be left with a handful of items.
FOUR: One more step to the preparation. Translate each of those items into statements of benefit to the customer. For example, your company may be local, while your competitor ships from 50 miles away. So what? What does that mean to your customer? You could translate that item of difference into a benefit by saying something like this: “As opposed to some other suppliers, we’re just 15 minutes from your plant. This means that you can get quick delivery of emergency shipments, as well as rapid response to any problem that might develop. So, you’ll have potentially less downtime in the plant, and of course, less stress and pressure on you.”
Now that you’ve professionally prepared, you are ready to communicate those differences to your customer. You need to point them out in an organized and persuasive presentation.
Prepare a sell sheet with each of the differences noted as a bullet. Next to each bullet, have a few comments that capsulize the benefit statements you prepared. Then, meet with your customer, lay the sheet down in front of him/her, and talk down through it, explaining each point as you go.
Treat it like you would any other well-done presentation. Be sensitive to your customer’s reaction, and ask for feedback as you work down through the list. Say, “How does that sound?” or “Does that make sense to you?” and emphasize those things that seem to be more important to your customer. Then, leave that sheet with your customer.
I’m always amazed at the number of salespeople who are confounded over the customer’s perception that their product is just like the other guys, when those salespeople have done nothing to show the customer how it is different.
As always, if you have done a good job of analyzing, preparing, and communicating, your customer’s perception should be altered, and you gain the business. If you haven’t done well at this, then your customer will continue to see no difference between buying it from you and buying from the next guy. And, if you haven’t shown him/her sufficient reason to buy it from you, then he shouldn’t.
From the customer’s point of view, if your offering is just like the competitor’s, then the customer is absolutely correct in buying from the cheaper source. However, if there is any difference between your offering and your competitors’, than the responsibility is totally yours to show the customer that difference. Follow the process described here, and you’ll have far fewer customers treating you like a commodity.
Copyright 2002 by Dave Kahle
About Dave Kahle, The Growth Coach®:
Dave Kahle is a consultant and trainer who helps his clients increase their sales and improve their sales productivity. He speaks from real world experience, having been the number one salesperson in the country for two companies in two distinct industries. Dave has trained thousands of salespeople to be more successful in the Information Age economy. He’s the author of over 500 articles, a monthly ezine, and four books. His latest is 10 Secrets of Time Management for Salespeople. He has a gift for creating powerful training events that get audiences thinking differently about sales.
His “Thinking About Sales” Ezine features content-filled motivating articles, practical tips for immediate improvements, useful resources and helpful tips to help increase sales. Join for NOTHING on-line at www.davekahle.com/mailinglist.htm.
You can reach Dave at:
The DaCo Corporation
3736 West River Drive
Comstock Park, MI 49321
Phone: 800-331-1287 / 616-451-9377
Fax: 616-451-9412
info@davekahle.com
www.davekahle.com
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Certainly by now you have seen those new ultra-long SUV type shopping carts, where the kids sit in the plastic car in front and pretend to steer down the isles? They are excellent for Store Managers as it keeps kids from pulling items off the shelves. This causes unnecessary spillage, product loss and time to clean up the mess. Makes a lot of sense and the kids seem happy, stay out of the way and do not get run over by fast moving shoppers like you and I. Zooom!
One thing you may not have thought of is that retail merchandisers are now putting kids type products on the lower shelves. And companies selling things that kids like pay to be on those lower shelves instead of only at the normal eye level of kids sitting in shopping carts, which is closer to the eye level of adults. This means they are freeing up some of that high rent space and able to put more items lower, which they can charge for also, this is helping their shelf space programs that they sell to manufacturers of retail products.
Those who sell products may wish to be thinking here if you are selling to spoiled children who are now riding lower in the carts yelling; “mommy, I want, want!” In essence the children’s department at the grocery stores is now split to two levels and the grocery stores are loving it in more ways than one. Think on this.
“Lance Winslow” – Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs/
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Do you believe sales people are born, or made? If you think they are born, why is it so many companies pay a great deal of money on sales training? Let’s kill a few myths – good, professional sellers are not necessarily extroverts or the life and soul of the party, they are not cavalier in their attitudes, they are not hard-nosed “closers”, nor do they have to be driven by money.
Most people can be successful as sellers once understand what they need to do to be effective. Beginning with the basics, dictionary definitions will tell you that “to sell” includes “to convince of value” and “salesmanship” includes “persuading purchasers to buy.” Taking these as a starting point provides some good clues for becoming more successful at selling. (It also explains why many industries become media fodder through their mis-selling approaches which should have died out decades ago!)
1. Identify the right target market and prospects for your product or service. Be clear who you want to sell to, get your message to them and then qualify whether they have the budget and need – or when will they?
2. Build rapport with the prospect, ie get in tune with the way they want to interact with you. Remember, people buy people. They do not have to like you, however it is important that they do not dislike you!! Starting to build the relationship will move you to a position where they will tell you about their business, themselves and their needs.
3. Focus on their challenges or issues, what they want to change, remove or improve. They know what is going on, so let them tell you. Help this along by being curious, ask questions – and listen to the answers! If you want to persuade them to buy, and be convinced of value you have to find out what it will be for them. Find their “shopping list” and write down what they tell you. Check that you understand what is on their list. Anything which is vague or can be misinterpreted needs to be clarified. Remember, “telling is not selling”!
4. Let them know what you have to offer which matches the items on their “list”. Learn to sell the benefits – people will buy your product or service for what it does for them, not for what it is. Remember, prospects are asking themselves, “What’s in it for me?” or “How will that help me?”
5. Ask for commitment. You can be committing prospects throughout the meeting(s) with asking for small levels of decision or bits of information. When you feel that you have covered the key points of what they want, and have dealt with any questions, ask them if they want to go ahead.
Selling is like learning any other skill, there is a basic level you can acquire and then you can develop your expertise with on-going training and practice.
Remember that selling is simple:
- Find the right types of prospects
- Find what they are looking for
- Show them how you can provide it
- They will be happy to buy from you!!
Graham Yemm has over 20 experience as a consultant. He runs a UK based consultancy, Solutions 4 Training Ltd and works both in the UK and internationally with organisations helping them to develop their sales strategy, processes and skills. He can be contacted at : info@solutions4training.com”>info@solutions4training.com or +44 14843 480656.
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Selling profession is a science and an art. You have to treat the customer as a friend and also keep some distance. This requires skill. Selling profession is not for weak hearted people. One needs to have strong determination and persistence. One also needs to use all the resources one can use to increase sales. The first step during any sale is to develop rapport with the prospective buyer. You can use free birthday ecards to do that. Let me explain you how?
Birthday ecards create a difference in your relationship with the buyer. Normally your buyer would like to think of you as a professional and not as a friend. You don’t figure amongst the list of their friends at all. Your objective is to get your name included in that list so that you can have long-term relationship and keep getting repeat orders. A birthday ecard reaches your buyer on the day when he/she is feeling very happy. This helps you create association with their happiness and your ecard. Let me explain you how? We normally remember two incidents occurring together, and associate them with each other. When your ecard reaches your buyer, he/she is emotionally very vulnerable. This creates an immediate impact on your buyer’s mind and you are associated in their mind as somebody who makes them feel good. That is your goal. Am I right?
Search for a good and reliable website for free birthday ecards. Don’t use any flashy designs. Use sober ecards with soft music and send it across with a short message. Next time, when you meet your buyer, you will notice a distinct difference in their behavior towards you. They will be friendlier.
CD Mohatta writes for free ecards, greeting cards and online cards. If you are looking for Free ecards that look good and have lovely muisc , please select them from http://www.ecarduniverse.com/ You will get a huge collection of free birthday ecards here. If you love to solve a quiz, please look at http://www.funquizcards.com/ This site has free flash quiz cards on different topics including Personality, Friendship, Love, dating and many other subjects.
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If you’ve driven yourself crazy trying to figure out why so many customers get away, relax. You can’t figure it out because… It’s not logical. The impulse that makes people buy from one business instead of another is no more logical than the baying of an elk’s mating call. In fact, it works exactly the same way, through the limbic system.
The limbic system is instinctive–older than language, faster than thinking. It controls trust. It controls attention and desire. And logic must stand aside until the limbic part of the brain decides something is trustworthy. In primitive times it was constantly alert for danger. Detecting threats spelled the difference between life and death. That function is still important today (although the risks are different).
So here’s how the buyer’s pattern works.
Step One – Court the limbic system Provide reasons for the limbic mind to be interested in you. Let it get to know and like your personality, the unique flavor of the business. Once it decides it’s interested (or not), it hands the matter off to logic, which waits to be called up.
Step Two – The logical mind evaluates the arguments and facts It considers the pros and cons and arrives at its best choice.
Step Three – The mind then defers the final decision back to the limbic mind It says Yes or No. The final decision isn’t logical, and rational thinking plays a secondary role. Although it’s willing to let you think it runs the show, that’s not true.
Step Four – Action The sale–if you’ve done it right; or a missed opportunity
Step 2 is supposed to come “after” Step 1. But sales people usually want it first. It doesn’t work that way. Most Web sites and business ads start directly with logic, unaware of the vital importance of the limbic system. But getting the buyer to purchase without its blessing is a long shot.
Successful businesses make more money because they speak to the deeper (emotional or instinctive) concerns of their specific market. They engage their buyer’s limbic mind in a unique and noteworthy way–a way that matters to them. The value of that company’s products and services (which are seldom unique to them) are secondary to making that strong limbic connection. The ability to do so doesn’t depend on their size, bankroll, or how long they’ve been around–but on understanding what their customers really wants.
The Mating Call You need to send a “mating call” of attraction. By knowing your buyer’s desires, you understand they’re looking not just for products or services, but the good feeling that they expect to go with them. Your ability to deliver that feeling (in a variety of ways) is evidence of your enhanced value to them. They buy because they want that intangible “something” that makes you stand out from the rest.
A buyer’s limbic system decides in an instant–and doesn’t change its mind. That part of the mind constantly scans for either of two things–what it likes (attraction) and, equally important, what it dislikes or fears. Anything else hardly rates a notice (indifference)–and that includes most information. It has already decided from the context even before the words are heard or read.
But don’t assume the limbic mind is only alert to face to face exchanges. Printed materials, ads, Websites, packaging, facilities and every other component of your operation all must face its scrutiny. It can spot the inconsistent signals you don’t even know you’re sending. But you can make your business limbic-friendly with no more expense or effort than you already spend. To discover how to eliminate limbic- jarring signals, visit my site, http://www.giantpotatoes.com
Jarring or inconsistent signals turn the limbic mind off They may seem minor, but they cost you big time. The limbic mind doesn’t decide by words (content) but by more subtle signals that people send without intending to (context). And its reaction is almost instantaneous. It can be fickle, if you don’t continue to amuse, or if you fail to deliver. But it can also be determinedly loyal–when the connection forged with her is strong and personal.
By wooing the limbic system, you’ll get the attention of the only buyer that matters. So assess your business practices and promotional materials to ensure they acknowledge its crucial involvement. When they’re limbic-friendly, all your other sales efforts will yield greater returns. © Lynella Grant, 2004
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Working as a web designer and web marketer I spend a lot of time everyday looking at websites. One thing that amazes me is the amount of sites that do not have a logo.
A logo is the personality of your business. It should be the first thing someone sees when they come to your site. It should tell about your business, who you are and what you do. You should look at developing a logo as important as developing a name for your site/business.
A logo builds brand awareness. Can you picture At&T, Coke, Ford, Chevrolet without their logos? All of these companies have logos because they know they build brand awareness. And coupled with the logo is a slogan that each company feels separates their product from the pack or that makes it interesting for their current and future customers.
How important is a Slogan?
The tissue was first marketed as a “face towel.” Sales where not good for many years, but when it was reintroduced as a “throw-a-way” handkerchief it become successful. Their new slogan, “don’t put a cold in your pocket,” took an old idea and gave it a new success.
How many slogans can we come up with?
“Add some muscle to your site”
Geeks On Steroids
“That frosty mug sensation”
A\&W ROOT BEER
“A-1 makes hamburgers taste like steak burgers”
A-1 STEAK SAUCE
“Ace is the place”
ACE HARDWARE STORES
“Plop, plop, fizz fizz, oh what a relief it is”
ALKA-SELTZER
“You\’re in good hands with Allstate”
ALLSTATE INSURANCE
“Don\’t leave home without it”
AMERICAN EXPRESS
“Reach out and touch some one” (1982)
AT\&T
“The Ultimate driving machine”
BMW
“The Greatest Show on Earth”
BARNUM & BAILEY CIRCUS
As you are well aware this list could go on for pages but we hope you get the point. All successful companies have some sort of slogan that goes along with their main product in order to make it more enticing for their customers to use it. Don’t think you are too small to worry with this as you should always think big and do what other companies have proven works.
Janeth Duque
http://www.geeksonsteroids.com
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While inbound call center services attend to the enquiries of company customers, outbound call center services are aimed at enlisting customers to purchase the services or products of the company. In these services, the representatives of the company initiate the calls to the customers to sell the company’s product or services. This type of service may be called telemarketing.
The call center representatives use telephones to call prospective customers. Alternatively, representatives can also send emails. An outbound call center compiles and maintains a large database of personal information about the potential customers. These databases are obtained on shared effort bases, or just purchased. Unfortunately, these addresses and telephones numbers are sometimes obtained sometimes by dubious methods. This is done by poaching the data from the customer databases of other companies through their employees. Customers’ telephone numbers are also obtained from telephone directories.
Care is taken to contact only those customers whose requirements are expected to match the products of the company for which they are working. For example if you are selling veterinary products, you would collect the data of those customers who maintain pets and other animals, farmers, dog and horse owners etc. Once a customer shows an interest in your product, a sales executive is sometimes sent to meet the customer at his office or residence to personally answer his queries and canvass for the sale of the product and receive the orders.
While marinating a network of sales representatives implies a lot of burden upon the management, using another agency or outbound call center to sell your products is not always seen as a profitable proposition. An important principle of sales promotion implies building up an intimate and enduring relationship with the customers so that they come again and again to purchase your product.
Using an outsourced outbound call center invites an indirect, impersonal relationship with customers. It also means less control over sales representatives. This appears to be a great drawback in hiring outbound call center services, howsoever hardworking and honest they may be.
Call Center Services provides detailed information on Call Center Services, Online Call Center Outsourcing Support Services, Inbound Call Center Services, Outbound Call Center Services and more. Call Center Services is affiliated with Contact Center Consultants.
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If you want to insult your friends, just ask, “Who sold you that jacket?”
Want to complement them? You can, with a slight change of emphasis: “Where did you buy that jacket?
The implication is clear. If you ended up with something ugly or inappropriate, you couldn’t have been in charge of your faculties; you were under the influence of a salesperson.
As a general rule, customers love to feel they’re buying, but they hate the pressures and connotations associated with being sold. Therefore, as a seller, if you can position yourself as being a resource, a helper, a guide, a consultant, an information sharer, then people will feel they’re voluntarily choosing your wares, and their degree of ownership of the process will be heightened, along with their overall satisfaction.
In practical terms, if they choose it, they’re less likely to return it. If it is foisted on them, it never fully becomes theirs, and you can have it back.
Also, they can take credit for having made a good decision, boast about how well they did to their friends, which will bring them back, and steer referrals your way.
How do we pull off this feat?
We do it by peppering our conversation with questions. There are four, basic types of questions every salesperson should have in his arsenal: open, narrow, closed, and leading.
An open question can be as simple as how are you? It opens the conversation, and while many folks will give a short, perfunctory answer, they can say anything and go anywhere with it.
“How are you holding up in this weather?” narrows the conversation, right away. Again, it can elicit a short answer or an elaborate one.
“Are you looking for a jacket?” is a closed question, and of course, it’s designed to ferret out a yes or no.
“That jacket looks great on you, don’t you think?” is a leading question. It is aimed at achieving a conditioned, knee-jerk reply such as “Yup.”
Each question type has its place in a sales conversation. The first two, open and narrow, tend to give the customer greater freedom, and they feel less constraining, inducing more of a “buying” feeling. The last two, closed and leading, are directive questions, and they feel more like we’re being sold, when we hear them.
Therefore, we want to avoid using them too early in the chat; otherwise, we can scare away the prospect. When it’s time to close the deal, however, we’ve earned the right to use more direct probes, having already gently guided the person along to that point.
In future articles I’ll explore related devices, such as “perfect questions”. These are so well thought out that they give a listener a wide berth, yet induce him to close himself!
Dr. Gary S. Goodman © 2005
Dr. Gary S. Goodman, President of http://www.Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service. A frequent guest on radio and television, worldwide, Gary’s programs are offered by UCLA Extension and by numerous universities, trade associations, and other organizations in the United States and abroad. Gary is headquartered in Glendale, California. He can be reached at (818) 243-7338 or at: gary@customersatisfaction.com.
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If you are considering investing your hard earned money with a mortgage lead company, or you are switching lead companies because you have gone through the pain of seeing your money go down the drain, here is a good place to begin.
Before you take that leap of faith with a lead company, take a step back and reexamine exactly what it is you are looking for from a lead company.
You should be looking for the exact same thing that you would expect from any other reputable company that you deal with. And that would be good quality service.
Before you invest your money, research the company, most of the research can be done right there on their web site. Read the FAQ’s, read about their return policy, read about how they acquire their leads, etc.
Once you have read all there is to read about their company, give them a call and speak with someone in their customer service department. Ask as many questions you feel to be appropriate, and verify everything you have read with them.
You should be able to get a good read on the company from the customer service representative about what their company has to offer. And make sure their answers to your questions are matching up to what their site implies.
Lead generation will be something you definitely want to research. It is crucial for you to find out where exactly the lead companies obtain their leads from.
Do they own and operate their own sites to obtain their leads? Or are they buying their leads from other lead companies and recycling them?
Remember, as with just about everything else, the better the quality of the product, the better your chances of success with it. The same holds true for mortgage leads.
Also, consider the pricing that is involved. Make sure you compare companies, and will you be getting what you paid for? You don’t want to be spending twenty-five dollars on a lead that has already been sold five to seven times.
Check out their return policy. Is it fair? Will they refund your money if the contact information is bad? Will they return your lead if the person on the lead is not responding to your calls? Will they return your lead if the customer says something to the effect of, ” I took care of that months ago.”
There is a lot to consider, so before you invest your hard earned money, take the time to do your research.
One more thing . . .
Before investing, call the lead company to make sure someone answers the phone, if you have to leave a message, make sure they return your call. Than, e-mail them and make sure you get a response, if not move on. If they are unresponsive now, you can bet they will be unresponsive when you have an issue with the lead.
You have worked very hard for your money, so before you invest it with a lead company, make sure you do enough research where you know that whatever company you decide to go with, you will be getting the best return on your investment. Good luck.
This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact and active.
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of www.jconners.com, a mortgage resource site, he is also the owner of www.callprospect.com, a mortgage lead company.
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Here’s an idea on how to make reading the daily newspaper a source for new selling ideas. Make it a point to identify at least one thing that you can use in your business whenever you read the newspaper. There is always great stuff in the sports and business section of most newspapers. Here are some examples.
The words “Blazing Fast” were used in an advertisement. If one of the benefits of your product relates to speed why not kick it up a notch by describing it as “Blazing Fast.”
In an article that talked about fair trade organizations, the headline was “Small Steps Big Impact.” Couldn’t that be reworked to say, “When working with new customers we like to take small steps that create a big impact.” Then proceed to give you potential customer some examples.
In yesterday’s sports section there was an article with the headline, “Speedy adjustments.” If it fits your business you could probably work “Speedy adjustments” into your sales presentation.
Has your company ever dropped the ball? Have you ever experienced delays with new product launches? Have you ever had to deal with products that didn’t live up to everybody’s expectations? Sure who hasn’t. In today’s paper there was a headline “Martha Stewart Living rebounds.” When the problem(s) is fixed you might consider using the word “Rebounds” in your sales presentation to your customer base.
If your company is planning to announce new product introductions you might be able to take a lesson from this headline in today’s business section. “Apple sprouts 4 NEW iPods.”
In today’s sports section there was an article about baseball Hall Of Famer, Johnny Bench, who’s coming to Sarasota to give a speech. The article mentioned how his father told his son that learning how to catch was the shortest route to the major leagues. He also had his son practice throwing 250 feet, from a crouch position, which was more than twice the distance from home plate to second base.
Johnny Bench would later claim he could throw out any runner alive. If you’re in sales you should be able to get a little inspiration from Johnny Bench’s practice routine. What could you prepare and practice that would give you that level of self-confidence?
The world is filled with ideas you can use to grow your business but you have to keep your eyes open to avoid missing them.
Yes indeed – there is news you can use, in your business, in your daily newspaper.
Jim Meisenheimer’s business is your business. His sales techniques and selling skills focus on practical ideas
that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268, e-mail: jim@meisenheimer.com or by visiting his website: http://www.meisenheimer.com
You can also check out his NEW online Sales Effectiveness 360 Assessment at this website: http://www.no-brainersalesprofiles.com
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