10 Face To Face Selling Skills You Need To Be Successful

Face to face selling skills can benefit you in so many ways even if sales is not the career path that you are taking. According to Kenny Brooks, the from The Greatest Sales Pitch Jamie Fox said: “2 years of selling door to door is equivalent to 4 years of a college degree in communication since we interact with many people.” These skills will compliment any career path you decide to go down but you will definitely need in a sales environment

face to face selling skills

1. Time Management

Time management is a skill that can be easily learned by first figuring out your priorities and writing them out. The best way to manage your day is to write a list out of all the tasks you need to do for the day. Prioritize your task in order of the things that are the most important things to do that will lead you to your goals. Brian Tracy talks about eating the frog first in his book titled “Eat The Frog” or in other words do the hardest tasks first. Knock those out immediately and you will immediately have an accomplished feeling. This will give you momentum to carry out the remaining tasks that you have on your list. Making a list for your daily tasks helps you to get things done. The whole psychology of this is first off we all know the things that we need to do but it is kind of all bunched up in your head. We generally all do the easiest not so meaningful task and push off a task that may be the most important thing that gets you closer to your goals if it is a perceived “hard task”. Not writing out your tasks in a list can have a negative effect because if you don’t get your meaningful tasks completed this can lead to depression and feeling unworthy of anything.

time management

2. Qualifying Prospects

This skill is extremely important so you will lower the amount of time spent non-buyers compared to real buyers. The best way to determine this is to ask questions. You need to ask questions that give a tangible quantifiable answer. For example, if you are a real estate agent you would need to first find out if your prospect has sufficient credit, money saved for a down payment and of course if they can handle the monthly payment.
There is also another aspect to this. Not all the time customer will be willing to give you this vital information. They might give you what I like to call smoke screen objections. These are silly objections but they are not real reasons not to buy. For instance, some customer might initially say “Your product cost too much” which in other words they are asking “How can you make your product worth it or affordable for me to buy?”. Another common smoke screen objection is the commonly heard “Not Interested” which I go over on how to overcome “Not Interested” here . These type of objections should never be taken as serious reasons for the customer not to buy.
This actually reminds me of a story when I was a field manager. I had a huge amount of new recruits that had just finish our “New Hire Training”. One of the new hires had missed our objection training but I still sent all the new hires to the field to sell. Every new hire was successful except for the one that missed the training. I immediately started questioning him and asked: “What was the major obstacle that held you back from getting any sales?” His response to me was “Everybody was really nice and friendly but I just did not find anyone that was interested. Almost everyone I talked to just told me they were not interested. I am pretty sure I will find someone interested tomorrow.”

Qualifying

3. Develop Rapport

There is a classic book that has stood the test of time called “How To Win Friends and Influence People”. You can get actually get a free copy of this e-book on my site HERE. This book will teach you how to basically do what the title says “how to win friends and influence people”. This book originally published in 1936 and any other content related to this subject is either a mirror of this book or built on top of where this book leaves off. In essence, this book is the foundation of building rapport.
The main message you get out of this book, in general, are techniques in handling people, ways to make people like you, and ways to win people to your way of thinking.
I will provide a few examples but get the free e-book that we provide so you can get a complete understanding.
In handling people the book says to never criticize, condemn or complain. Since most people don’t like to admit their faults. Let alone someone pointing out their fault will not make you a type of person someone would want to be around. When getting people to like you it says to be a good listener and encourage people to talk about themselves. Lastly, one example to win people to your way of thinking is to respect other people’s opinions and never say someone is wrong.

Building Rapport

 

4. Critical Thinking/ Problem Solving

 

One of the best of things I love about sales is that every day is always different. There are things that you least expect always seem to come up. Sometimes you come across unusual situations. To be an effective salesperson you have to critically think and solve problems that you may have never seen. One good example of this is when you are selling a home or even a car. Many times you are going to have to be creative and figure out a payment plan that your buyer will agree upon. It could be from putting a huge down payment or maybe a small down payment but extending the life of the contract with bigger payments. These are the type of skills you are going to need for the unordinary situations that come up. Everything in sales is not a cookie cutter or one size fits all situation. This is a key component to closing a sale. You have to figure out how to get your product to customize each and every customer. The product is the same but your customers are not the same.

Problem Solving

5. Handling Objections

I have said many times objections are not real reasons why someone should not buy from you. These are just excuses to throw you off since most people don’t want to be sold. Brian Tracy says that in sales you will have about 6 common objections that you hear all the time. Now, these 6 objections will be different for every industry in sales. The best way I have found to handle objections is to have a preplanned script to use as a rebuttal for these objections. So figure out what are your 6 common objections. For example one of my common objections that I would hear is “Not Interested”. I explained how I would overcome the “Not Interested” objection here. Something you might hear is “I’m busy” or maybe “Your Product cost too much”. Since these are common objections that you hear all the time it would be a great idea to have a preplanned response.

handling objections

6. Active Listening

Actively listening means just as it says actively listening but not just with your hearing but all senses. It means you are not just listening but you are concentrating on listening to understand. This is a skill that can be developed with practice.
You can develop this skill by doing the following
a. Asking Questions
Make sure you are asking relevant questions pertaining to the subject
b. Reflection
When you show repeat or paraphrase what someone is telling you this demonstrates that you are paying attention
c. Clarification
You have to make sure you clearly understand what the speaker’s messages is. You can ask questions for clarity
d. Summarize
Repeating back the message that was being conveyed in your own words shows that you have been pay attention

Actively listening

7. Negotiation and Persuasion skills

Negotiating and persuading people to think like you are thinking is a skill most people might think they can’t learn or it might be difficult to learn. I go over negotiation tactics here. The negotiating skills can be easily learned and to work for you.
When it comes to the art of persuasion it reminds me of a fable of the sun and the wind.
Once upon a time the sun and the wind had a disagreement. They were trying to see who was the most powerful. They decided to have a challenge. The challenge was to see who can persuade a man to take off his coat. The wind inhaled a huge amount of air and blew out the biggest wind he can. The stronger the wind was blowing the man seem to cling on to his coat tighter and tighter. When it was the sun’s turn he just incrementally increased the heat slowly but surely the man decided to take off his coat.
This fable is trying to say it is better to persuade people to do something on their own will instead of trying to force someone to do something. That is the ideal way to persuade someone to do something you want them to do. There are other ways to persuade someone to do something you want them to do but they are less effective and that is by nagging at someone to do something or by coercion or trickery.

Consultative Style

8. Closing Techniques

They say a close is, in essence, a transfer of emotion. Anytime anyone makes a decision to do something is going to be based on emotion. There are various closing techniques and you should have a few learned as part of your sales toolbox. The most common one that I use is explained here in this article I wrote on “Yes Momentum”. Generally speaking, when it comes to closing it is best to start with the end in mind. Meaning whatever type of technique you are going to use make sure you frame your presentation that will lead to your close. All salespeople need to learn these skills because without a structured close you do not get any sales, you do not make any money and that makes you just a conversationalist.

building rapport

9. Leadership skills

By definition, if you have no influence or anyone following you then you are not a leader. The good thing about becoming a leader is that it can be learned. There are many ways to influence people but an overall view of leadership requires trust. People that will follow you will have to trust that you are going to lead them to a place that will benefit them. To become a good leader that leads quality people it would be beneficial to you that you keep learning and getting better. The more you improve on yourself the higher caliber people of people that will follow you. The thing is people won’t just follow you because you may seem smarter than them. In the purest form of leadership, people will not follow you based on your title, obligation, or any tangible incentive. People will follow you based a belief you will lead them to be better off than their current situation. Another reason would be they want to help achieve a mutual goal. Even with all that people sometimes might not follow you unless you are able to connect with them or show there is some commonality between you and them. On top of that, you can have all the points I mention but you can get people not to follow you until they believe that you care for their interest and their interest play a part in a decision making.
Now, of course, all that I mentioned so far is leadership in its purest form but you can also get people to follow you based on incentive or financial gain. This type of leadership does and can work but can lead to followers unloyal to you but loyal to the financial gain.
There is so much when it comes to leadership and one paragraph would not do it justice so I would recommend reading books by Leadership Guru John C. Maxwell. Mr. Maxwell has an intune in-depth perspective on leadership that is easy to understand.

recruiting

10. Recruiting

The last face to face selling skill that you need to be successful in recruiting. Almost every successful sales force had a healthy recruiting program. If you are able to recruit quality people then you can become a greater asset than any top sales reps. The top salesperson is just one person but if you can recruit many quality sales reps that means you are contributing more production than that top sales rep. Recruiting is a skill that can be developed over time with a lot of practice.
There is a saying that goes “if you recruit everywhere you go then you don’t have to go anywhere to recruit.” Meaning if you have an opportunity available you should be talking to everyone wherever you go about it. That is exactly how you develop this skill is by trying to recruit everyone and eventually, you will get good at it just by understanding what you say that works and doesn’t work. Over time you will be able to determine that.

Door Knocking Etiquette: What You Really Need To Know

Many new sales reps are always worried about how to act in the public while knocking doors working to get sales or just trying to acquire new leads. It should not have to be said but I guess in today’s age where there is so much information something can be confusing but I would say overall you must be respectful and polite. There is no exception to this unless you or someone is in physical danger. Remember words do not hurt and you are the professional.Neighborhood

Respect The Neighborhood
If you are getting dropped off or you are driving yourself I would usually park or get dropped off in a spot that was not directly in front of one of your potential customer’s homes. This is more of a matter of preference. Once you are off and knocking it is never a good idea lingering or loitering around a neighborhood. Always look busy even if you are not doing anything just look busy. Even when you think there is no one looking at you stay looking busy. There is always someone looking at you. Think of those nosey neighbors that are looking behind a curtain or even now many homeowners have cameras right on their doorbell.
There are some sales reps that like to smoke cigarettes and if you do you should never smoke cigarettes in front of a residential home. You should also never toss your cigarette butts around someones home. If you do smoke make sure you carry some gum and cologne. You do not want to have a hint of cigarette smell.
Sometimes you have homes with fences and sometimes you have homes with lawns and no fence. In both cases, you should never walk on lawns. Most people take pride in their gardening or at least pay someone to do it. Even if you think the lawn has not been kept up but you never know if they truly are trying to maintain it.
When it comes to gates and fences some new sales reps have issues and get either scared or hesitant to knock these homes. As long as there is no lock on the gate I would proceed to open the gate so I can knock on the door. Before you walk in the gate I would hit the gate a few times just to make sure there is not a dog hiding somewhere. Once you hit the gate a few times that usually alerts the dog. If there is a dog it really depends on how comfortable you are with dogs if you decide to move forward or to the next home.
I had learned this by one time in my knocking career I came across a gated home and opened the gate and I just went straight to the door. I did not check to see if there was a dog. This home was one of those older Victorian homes with a porch that went all around the entire house. While I was walking up the stairs there was a dog sleeping that I could not see until I was all the way up the stairs. While I approached the porch I must have awakened the dog because it immediately jumps up looking startled toward me. I flew back and ran out of the gate. The dog came close but did not bite me. So make sure you check for dogs.Door Knocking Etiquette

Proper Preparation Prevents Poor Performance
Before you get out to the field you should be prepared. The better you are equipped to handle unordinary situations the more likely you will get sales. You should be dressed professional but not office professional with a suit but you should not wear jeans in the field. Your pants should be pressed slack-like material a nice unwrinkled shirt. This should have a logo of your company present. You should also have a badge with your company contact information. The public is really leary of strange people walking out in their neighborhood so you should look clean and professionally dressed. You should also carry flashlights or glow sticks or any kind of like if you plan on knocking when the sun goes down. You should be lit up like a Christmas tree. This will help you look less threatening in the dark. You should have all the material that you use such as order forms, flyers and maybe you have samples. Everything that you use to get sales should be with you.polite and respectful

Being Polite To Everyone
Every time you are about to pound the pavement and knock doors this should be the time you have a positive attitude even if you are not up to it you must fake it until you make it. Every person you walk by in the street you should greet them because you never know they might be a person that is on the other side of your next door that you knock. Again I will repeat you should always look busy and walk fast like you have a purpose. If you look busy with purpose you give the perception to the residents that you are there for something important. They should be looking at you and curious. They should be wondering what is going on. You should not give the perception as you are just trying to sell them something. This type of attitude that is trying to get across to the community is going to get the residents to want to open the door for you out of curiosity when you knock their door. If you get people ignoring you when you knock on their door like as if they are hiding from you Then you probably didn’t get this perception across correctly.
When you are in a dialogue with a customer I hear a lot of new reps always come across and apologize for knocking on their door which I think you should not do. You should never apologize for doing your job. Once a customer has open the door that is your opportunity to give your pitch and you should speak until the door closes. It is not disrespectful if you are politely talking and they give you an objection but you still manage to keep the dialogue going. Just because they tell you something like not interested doesn’t give you a reason to stop pitching. That is what I mean that you keep pitch and talking until the door closes.respect

Knock The door/ Ring The Bell
I get this question all the time. If you should knock on the door or ring the doorbell. My initial response is always “well you are a door knocker, not a doorbell ringer right?”
So let discuss this. In my opinion, when someone rings your doorbell what immediately comes to mind is that someone I don’t know is ringing my doorbell compares to someone who knocks on my door I think it more likely is someone that I know. Now there have been occasions where I knocked on the door and I felt like someone was in the home and I thought maybe they just didn’t hear me knocking so I would ring the doorbell.
When you knock on the door make sure you step back about 5 feet and remember to look busy. Do not just stand there staring at them when they come out. That can appear threatening.
Another question that I get asked from new reps is whether you should knock on homes that have a no soliciting sign. If you do decide to knock homes with these signs make sure you are aware of the laws in your area because some states consider it against the law. I would never recommend you to break any laws. I did write an article about Door To Door Legal Issues you should check out for that.knocking doors

NIght Knocking

Generally speaking, most areas allow solicitors to knock up into 9 pm. In California where I spent most of my knocking career got dark in the fall and winter as early as 5 pm. I was expected to knock doors up until 9 pm but many homeowners get weird when you knock on their homes in the night time. Even when the sun goes down at 5 pm they will tell you why are you here so late. If you knocked on the same door at 5 pm or even later in the summer they would not say anything about how late it was just because the sun was out. So this tells you that the darkness gives the residents the perception that it is late but in reality, it is not late at all.
My strategy to knock in the dark would be to knock doors in the day time and when a household mentioned to me that the decision maker would not be home until later I will tell them to let the decision maker know that I would be back at ___ and I would just give them an hour that I knew was going to be dark. That would help the customer and myself feel at ease when I came back. In any case, if I did not have any customer to come back so I would make sure I was lit up like a Christmas tree as I mentioned it early.
Always stay looking at your watch because knocking in the dark can also give you the perception that it is late when it is not. You just want to make sure you know what time it really is and don’t let the darkness mess with your mind.night time

Door Knocking etiquette: Last Thoughts

Door knocking etiquette really gets boiled down to the very simple concept of being polite and respectful. It does not matter if you run into a customer that is verbally abusive because you are the professional and you should expect someone to come across in a negative way. That is part of the job. It is similar to police officers they should expect to run into some crazy person that is calling them names. The police officer should expect that. Since that is part of his job. He would have no right to be physically abusive and even lash verbally to that person. I do understand how many people can come off rude but just think you don’t know what they might have just experienced or what they might be going through.
I just thought that was important to mention but overall most customers and people you run into are really good people. Most people will give you respect and will be polite to you.
I tried to go over everything I can think of but if you feel that I missed something or have a question feel free to ask in the comment section below.

How To Effective Use The Sharp Angle Close

The Sharp Angle Close is a technique I rarely hear talked about. It is one of the little things that people kind of look over since I believe it doesn’t have any impact if you have never heard of it or just don’t use it. On the other hand, if you practice and use the Sharp Angle Close it has the potential to increase your sales. Increasing your sales would only give you a raise in your income. So there is a benefit to lease and use this technique. This technique has been around for a while but to have an impact on your sales production it is a must-have in your sales toolbox.

Sharp Angle Close

The Life Of Sales

Sales are not just a job or a career, in my opinion, it is a lifestyle. If you are currently in sales you might have an idea what I am talking about. What I mean is when you have been in sales for a long time, at least for me anyway, if I am talking to a client a customer or just a family member my speech just naturally comes out like I am giving a presentation. I am always speaking with tie-down questions and that is not intended that is just how I speak. That is what I mean when I say that says is a lifestyle. I don’t have to think about it. It just comes out naturally and I have come to find out that most veteran sales reps are the same way. Now if you are asking yourself “What does this have to do with the Sharp Angle Close?” Well, the Shape Angle Close is best when it is just natural. Sometimes if you don’t remember about the Sharp Angle Close you can miss the timing and miss the opportunity to use this technique.

Sharp Angle Close Explained

Closing

The basis behind the Sharp Angle Close is when a customer is asking for something your response would concede their request along with asking for something in return. Basically, if the customer says “I don’t like this part of your product” And your response would be “If I can fix that issue would you then try it out?” So it is sort of a give and take. Generally speaking, the opportunity for you to use the Sharp Angle Close comes in the form of what can you do for either the delivery or install of your product. For an example the customer might ask “Would you be able to have it delivered this weekend?” and your Sharp Angle Close response should be something like this “If I can get it delivered this weekend are you willing to get it?”
So in essence, if they are asking for something and are truly wanting that concession then you give it to them as long as the conceded to what you ask for.
One last point if they answer in a negative fashion or kind of laugh about your request is a sign that they are not really interested yet. There is also another concern they have and their request was not the true objection.

scripts

Real Scenarios Scripted

Buyer: “I would like to have a lake view from the property that I might buy”
Sales Pro: “If I were to get a property for us look at with a lake view would you be able to move forward with that property today?”

Buyer: “That is a horrible color combination on that car, I would prefer a dark blue”
Sales Pro: “If I were to get that same car in a dark blue color, would you take it?”

Buyer: “I don’t think I can come up with the deposit up front”
Sales Pro: “If I were to talk to the boss and get that deposit lowered for you would you take it?”

Buyer: “Thank you but I think that is a little above the price I can pay”
Sales Pro: “If I were to talk to the boss and make it affordable to you would you be able to take it?”

Buyer: “Are you sure it will do everything you say it will do?
Sales Pro “If I can guarantee that it will do everything I say it would then would you get it?”

So in essence, if a customer asks for you for something you should reply If I can take care of that would yet it today?

Sharp Angle Close: In Conclusion

As you can probably understand why I would say this technique is ideal when you are fluent in sales and your sales techniques just come out naturally. Like it is just normal when you talk. If you have to think about it you will most likely miss your opportunity to use this technique. The only way you will become fluent is to always practice. Stay aware of your actions and your customer’s actions. One technique that I used often when I was alone and no one else to help roleplay with me. I would practice in front of a mirror. I think this really works well because you will be able to read your own body language as what the customer will see. How do you practice? Do you role play? Or do something a little different? Let us know in the comments.

Yes Momentum: How To Tie Down Your Customer To Say “Yes”

Yes momentum in sales is sometimes called the Ascending Close and this is a sales technique when you get your customer to say yes multiple times in a sales presentation. It is said that the more times you get your customer to say “Yes” the more likely they will say “Yes” when you ask for the close. This technique also includes tie-down questions which will help you close more sales once you master this technique.

encyclopedia

The Famous Encyclopedia Pitch

Back in the days before everyone had a smartphone and desktop computer. Majority of the public would obtain information or do research out of an Encyclopedia. Encyclopedia’s consisted of a set of 10 to 22 books. Depending on what year and edition. Encyclopedia Britannica was the most prestigious companies that made encyclopedias. They took a lot of pride in their product. They hired a group of behavioral psychologist to create a sales presentation. They also hired and trained a sales team who believed in the product’s virtues and valued its attributes, so there was never anything insincere about the sales pitch. Sales representatives believed they were helping the customer by selling the best available product in its class, even if families that purchased the books ended up rarely if ever, consulting them.
The presentation consisted of 42 questions the resulted in a “yes” from starting out when you knock on the door and your first question is “Do you live here”. If they said ‘No” then there was no point in continuing the presentation. If the homeowner said “Yes” then the sales rep continued the presentation ask the these “Yes Questions” until the last question which was confirming the purchase and writing a check. This contributed to Encyclopedia Britannica having one of the most aggressive and successful sales teams in the world. I would suggest to you that you take a couple of days and write out a sales presentation that has at least 42 questions that would result in a “Yes” answer. Let me know how effective this is in the comments.

psychology

The Psychology behind The “Yes Momentum”

Psychologist has found if you get a person to say yes 7 or 8 times you are most likely going to get another yes answer on the next question related to the same topic. Why does that happen?
People have 2 minds the unconscious mind and the conscious mind. Our conscious mind is not that great when making decisions and our unconscious mind can quickly make complicated decisions.
The conscious mind is able to process around 5 to 9 decisions at a time and anything more will lead the person to be confused ultimately triggering a “No” response.
When developing questions that get a “Yes” response think of 5 reasons why someone would buy your product. As an example when I sold to cable. These were the reason why someone bought from me

  1. Needs to have their favorite channels
  2. Needed to be able to watch on all TVs
  3. Needed to have HD quality to match HD quality TV set
  4. Needed to be able to watch all their favorite programs
  5. Needed to have a DVR or VOD service

If I talked about things totally different then mentioned such as TV guide or the satellite on the roof I would totally lose the sale to the conscious mind.

Unconscious mind

The Unconscious Mind

I would approach this customer by appealing to the unconscious mind with a series of questions that spark a “Yes” response.
The unconscious mind is used when people need to make quick decisions. For instance, when you are driving and an accident happens right in front of you your unconscious mind is what you use to make those instant decisions.
The unconscious mind makes decisions based on past experiences and rules. One rule that the unconscious mind follows is the Consistency Principal. The Consistency Principal states that a person will try to remain the same. They will try to do the same thing and say the same things. You are actually considered mentally ill if you are completely inconsistent with everything you do.

Tapping into the unconscious mind can be done by asking simple questions getting them into an almost trance-like state. Making them believe they are answer questions that are consistent with what they might have said in the past. You can also ask questions that will trigger a “Yes” response. The more simple the question the more effective you can be. Here is an example of the type of questions you can ask a customer.

  1. Great weather we are having, right? (Yes)
  2. Can you sit here, please? (Yes)
  3. You have been looking into this product, correct? (Yes)
  4. You and your family are excited about getting a new __? (Yes)
  5. Your favorite channel to watch on TV is __? (Yes)

If you get the customer to agree that you are meeting all their needs then they will most likely buy from you.

yes momentum

Writing Yes Questions

Many people have issues when it comes to writing out questions with “Yes” answers. You can figure out questions by doing this

  1. Repeat back whatever the customer has said to you
  2. Say something that everyone would agree to (It is raining hard today isn’t?)
  3. Make cliche statements like (Well tomorrow is another day right?)
  4. Give the customer a compliment (Wow, You know how to bake the best cupcakes don’t you?)
  5. Reference something that happened in the past (Do you remember when you learned how to spell?)

You can also attached thes words to help ease the question

  1. Maybe,_
  2. Perhaps,__
  3. Possibly,__

When you are using all these methods to asking a question it is also important to speak with enthusiasm and casual shake your head up and down as you agree and in turn, they will agree also. They will imitate the movement of your head. Just be careful and do not be extremely obvious and you end up looking like a Jack N’ Box.

If you ever get a “No” response unexpectedly it is important that you do not freeze up. Don’t get in shock and what you need to do is revisit the last question you asked that the customer agreed to.

Sometimes you might have someone who won’t allow you to connect to their unconscious mind. They might continue to interrupt you while you keep asking your questions. One way to get them into these kinds of trance is to make a statement that is hard to process. You can use Homonyms or words that sound alike in the same sentence like

Break or Brake
Principle or Principal
Their, There or They’re
Prey or Pray
Desert or Dessert

You can also make a statement with double negatives “Don’t not work like that…”

You can also use complicated or hard to distinguish sentences like “My mom said to me her friend knows it’s time to relax when she sits in front of the stove.”

Customers Right

Tie Down Your Customer Right

Tie downs can be used to build the yes momentum. Tie downs usually are described as asking a question that gets a yes answer but in a fashion where this person that is answering you is agreeing with you. As an example “This is exactly what you are looking for, right?” Here are a few tie downs to use

  1. Can’t you?
  2. Doesn’t it?
  3. Won’t it?
  4. Wouldn’t they?
  5. Would she?

There is 4 ways you can apply these tie downs.
The first way to use tie downs in the beginning of a truthful statement. Here are a few examples

  1. Can’t you see how this makes sense?
  2. Doesn’t it sound good?
  3. Won’t it be worth it for you?
  4. Wouldn’t they start today?
  5. Would she agree with us?

The second way is to you it attaches the tie down to the end of a statement.

  1. You can say one thing but expect another thing can’t you?
  2. That looks good doesn’t it?
  3. That is going to hurt won’t it?
  4. They would agree wouldn’t they?
  5. She won’t mind would she?

The third way is placing the tie down in the middle of the statement.

  1. You can really see the similarities, can’t you, between the new car and the old car?
  2. It will fade away, won’t it, once it is in the sun too long?
  3. That cherry pie, doesn’t it look good?
  4. I am not sure, wouldn’t they make the same decision?
  5. If you don’t, would she want to come along with me?

The last way to use tie downs by piggybacking off a statement your customer says.

  1. Customer: I love this chair It is nice and cozy You: Isn’t it?
  2. Customer: Your wife is a great cook You: Isn’t she?

The Right Tie Down

The last simple form of tie downs is just adding the word “right” or the word “correct” at the end of a question or statement. This is another way of having your customer agree with you. This should always trigger a “yes” response.

  1. Your wife will be happy, right?
  2. This is the best option, right?
  3. You understand, right?
  4. This makes sense, correct?
  5. This is exactly what you need, correct?
yes momentum

Conclusion: Yes Momentum

Yes momentum is a fun, simple, but effective way to close more sales. I have listed probably one of the most detailed training materials that I have seen on the internet for you to take advantage of. Practice this technique and it is guaranteed to help you make more sales. Once you practice this technique and master it you will notice that this form of questioning will come out natural and you will end up using it during normal non-sales related conversations. When you are practicing this form of questioning use what you feel comfortable or create your own words to get your customer to say “Yes”. That is the key to closing more sales when you get your customer to say “Yes” Let me know what you come up with. Share what has helped you out.

10 Sales Rebuttals For The Dreadful Not Interested

Sales Rebuttals for Not Interested

How many times in a full working sales day do you hear your prospect say to you “Not Interested”? I know from my experience on one of the lucky days I would hear it at least from every other prospect that I would approach. Have you ever had someone tell you “not interested’ and they had no idea what you were there for? You could have been there to hand them a 100 dollar bill and that is their first response. That actually gives you a clue about that phrase. It tells you that it is a natural response that customers say. It might have worked for them once so they keep using it. The reality is “Not interested” is not a legitimate reason not to buy. Where I come from we call this a smoke screen objection. It seems like customers are always trying to hide their real reason that is holding them back from getting sold. I feel like they think if a true professional gets a hold of their real reason to what is holding them back they know the real pro will just demolish their excuse for holding back. So, in essence, they hide it with smoke screen objections.
It is your job to get past the smoke screen objections and uncover the real objection that is holding them back. So I feel the best way to overcome these objections is with a preplanned rebuttal. The following rebuttals or if any that you have should be practiced until they flow out of your mouth naturally.
So when you get a prospect that says “I Am Not Interested”

Overcome Objections

Rebuttal Scripts

  1. The old feel, felt, found method
    Sales Rep: I completely understand how you feel Mr. Prospect, Many neighbors have felt the same way, but what we have found is after you neighbors finished talking with us they would be able to enjoy and benefit with what we are offering (Then just get right back into your pitch)
  2. Exact Attack
    Sales Rep: That is exactly why I am here. (Tap your chest twice while saying “My name is __” “and while reaching out to shake their hand you say “And your name is?”
  3. Yes Momentum
    (I use this when I sold cable services just replace my product and fit your product in the rebuttal)
    Sales Rep: Of course not but you guys watch TV in your home right?
    Prospect: Well yes
    Sales Rep: Great! and you guys use the internet, right?
    Prospect: Yes
    Sales rep: Awesome
  4. Relate To Me
    Sales Rep: Trust me I know how you feel and I said the same thing before but when I looked into this is what I found….
  5. Alternate Choice
    (Replace my 2 products with your 2 products)
    Sales Rep: Of course not but let me ask you something “do you enjoy watching TV more in your household or do use the internet more in the house?”
  6. Why am I here
    Sales Rep: Oh yeah, I understand but wait until you find out exactly why I am here. So my name is _ and the get into your pitch.
  7. I know
    Sales Rep: I know that sir, I mean seriously if you were you would be blowing up my phone like the rest of your neighbors have. So let me show you why my phone is ringing non-stop
  8. Decision Maker
    Sales Rep: Oh I am sorry sir I just assumed you were the one that watches and paid for the TV service here, Is that that person available?
    Prospect: No no that is ah…what is this about?
    Sales Rep: Okay great you are the person I have to speak to. My name is __(get into your pitch)
  9. Before I Go
    Sales Rep: Great, but before I leave let me ask you a couple of questions. So my name is___ and yours? Prospect: Mr. ______
    Sales Rep: Great Mr. ______and you use (list a feature of your product) right?
    Prospect: Well Yes
    Sales Rep: Awesome that is why I am here
  10. In sync
    Sales Rep: Wow, you must be in sync with your neighbor. They said the exact same thing before they decided to get this from me. Let me explain why…..

You can use whatever mini script that works for you. These have all worked for me in one way or another. Pick the ones that you feel comfortable with and make sure it is compatible with whatever product that you are selling. When overcoming this objection you should never make it a confrontation or an argument. You are merely trying to get around this smoke screen objection so you can get your pitch off and hope to entice the customer and peak their interest.

Overcoming Objections

So if you realize with this objection it is not a real or legit reason not to buy. These are more of reflex responses that customers say. If you hear a customer recite a rebuttal fluently then that must mean the customer has used this often. Meaning you are not the first rep they have seen. That is just something to keep in mind. When you hear the objection your objective is to get right past this initial buyers resistance and get your presentation started. Attack or overcome any objection that is directed torward you. Most things they say are smoke screen objections. You want to uncover the real objection that is holding them back. Sometimes people are embarrassed to say I can’t afford it and that is what is holding them back. So you want to address that real objection and figure out a creative solution.
Generally speaking, there are going to be six common smoke screen objections. You want to build a preplanned script since these six objections will be smoke screens that you should be prepared for. It is like Wayne Gretzky says “You miss 100% of the shots you never take” So the point is you might not overcome all of the smoke screen objection but you will overcome some of them and you will over more than not trying at all.

Results

Conclusion

Mastering the way to overcome “the objection” part of the sales process will increase your closed sales. Which should mean increasing your closing percentage which will lead to giving yourself a raise. Also, there will be objections throughout your sales career so these will not go away but if you master this part, it will be almost impossible to fail in your sales career. It is actually said there is no sale made without overcoming objections. Meaning objections are involved in every sale you make. In the future will also provide preplanned scripts for various other objections. So what objections that you are constantly trying to overcome? Please comment below and let me know.

Types Of Selling Styles You Need To Close More Sales

It is always important to have various sales techniques and styles in your sales tool chest. We will get into these styles and I would suggest you add some of these styles to you tool chest since there are different types of people out there and when you can relate to various people then you can close more sales.

types of selling

Value-Based Selling

This type of selling refers to building up the value of your product. Value-based selling is a textbook type of selling. I mean it is what is normally taught to someone who is starting out in sales. It is great for personal, residential, or public selling. It is not so good for B2B sales. Although it can work for B2B sales depending on the product.
Value-based selling works best when your product is competitive in its price so instead of focusing on the price you want to focus on the value that you can offer. The value is what stands out between you and your competitor. For an example when I was selling triple play package deals for home phone, internet, and TV service. We had all the same channels as the competitor. We had the same internet, and of course, a phone is a phone. So basically why would someone switch services if it was all the same thing at the end of the day? So we had to emphasize the value. What made my product better. That leads me into the old saying “features tell, benefits sell”.
First and foremost we had to ask questions. We had to find out what did they enjoy watching TV? What programs did they watch? What programs did they might lack that maybe we had? Were all there TV’s capable of getting all the channels? As far as internet, what did their online usage consist of? Did they stream a lot since our internet was the fastest compared to the competitor? Once I found out the info I was able to give the customer a value based recommendation. This is one of the most effective ways to sell since you are confirming the value of your product around the customer’s needs

Consultative Style

Consultative Selling

Consultative selling is most useful for B2B type selling but is getting common with public selling. Consultative selling requires you to do your homework. You are more of a consultant offering guidance more than the stance of haggling with the buyer. Generally, the buyer is going to know what they want but needs you as an insider to get the options presented to them. For an example when a real estate agent is selling a home you might have a buyer that already knows what house they want but needs you to open the door and get them access to view the homes they want. Generally speaking, your buyer is going to have done a lot of homework so you must be well verse since you don’t want to be the sales agent who does not know anything. Since you have the experience this will give you more of expertise that you can not find in an article or a blog. You should have more specific knowledge that will pertain to your buyer and product. This should give you an edge over any info they have. It is important to not be confrontational but more like praising them for the info that has gathered.
The key to closing in this type of selling is gathering all the info that gives you. There will be a Freudian slip that may come out. They are going to give you what they are looking for or what is their ideal position after they make the buying decision. A key is also to separate yourself from the competition. Why should they buy from you instead of someone else? What do you offer that your competition can not? These are the types of things that will help you close the sale in this style.
One last thing in consultative selling is building a strong relationship with your buyer. Your buyer should have some loyalty to you because they should look at you as a friend helping them get the best advice and deal possible. They should be able to trust you so they don’t want to have to go somewhere else and start over. Most likely if they are working with you it took some time to develop a relationship and they should not want to start over again.

Order Taking

I wanted to briefly talk about order takers. This is the type of selling that someone calls up and just places an order with you. Someone else may have done the work or they just received a flyer and you did not do any type of selling. One thing is for sure that no self-respecting sales agent would ever consider themselves an order taker. Order takers simpling take orders and do no selling.

Aggressive

Aggressive Selling

Aggressive selling is probably one of the least effective ways of selling. Where I come from we called it slamming customers and I think that term originated from the days when the telephone companies were deregulated and sales reps use to slam customers and change their long distance services aggressively.
Aggressive selling is when you insinuate that customers have to change their service in some form or fashion.
It can be even less aggressive as not giving a proper interview and just assume the customer will change based on price or a particular feature you offer.

  • Feature-Based Selling

Feature-based selling is a form of aggressive selling because you are not asking questions and trying to figure out the benefits that your customers need. Generally speaking, this type of selling is based on a feature or product that the sales reps are comfortable selling. So you are kind of just hoping the customer is going to want the specific feature you are most comfortable in presenting. This process is like throwing something against the wall and hoping it sticks. This is very unprofessional.
With all that being said this being a horrible process it can eventually get a sale and I have seen many people use this style. Since you didn’t properly present your product you didn’t really win over the customer this type of selling causes cancels.

  • Price Based Selling

Price Based Selling is another style of aggressive selling but only trying to win over the customer on having the lower price then what the competitor is offering. Again this is a horrible way of selling but it can get you sales. The thing is that this form of selling will get you a lot of cancels. I have experienced this first hand. When I was selling these triple-play packages for home phone, internet, and TV service and if one of my sales reps aggressively sold on the price the customer would be more likely to call up the competitor and basically say “this company offered me this deal. So what can you do better?” 9 times out of 10 the competitor would not want to lose the customer and just offer a better price. Which in essence caused a cancel.

best selling style

Types Of Selling That Is Best For You

The most effective type of selling is going to be your value-based selling and I don’t really see it going away. Although there is a strong case to say many reps are adapting to more of a consultative style of selling. The reason being is that most buyers have information right at their figure tips. So a well-informed buyer will do their homework and research exactly what they want before they talk to a sales rep. B2B sales have already adapted to this type of style and coach their sales reps on this style. Depending on your product and market would determine what is best for you.
The aggressive style doesn’t have a place too much in sales but is used by reps that just need to be trained better to ask questions and find out customers needs.

17 Negotiating Tactics That Will Get You What You Want

Negotiating Tactics

The negotiating tactics the we discussed are all written below in more detail for you to read and help you understand.

1. How much are you willing to pay for something?

The value of anything is subjective. Meaning it is not set in stone. Everyone will pay for something but what they are willing to pay varies on each individual. Prices that are set are arbitrary. They are estimates someone created or guessed analytically or possibly random what someone might pay for something. The evidence to this fact is when you see marked down prices, discounts or even companies going bankrupt. This is evidence that guesses in prices are not always what people will pay for an item. Whatever people will pay for an item is not set in stone. Keep that in mind.

2. Everything is Negotiable.

When I first had learned this concept I kind of went wild with it and everything I purchased, I tried to negotiate the price. Just because an item has a price tag or the price is listed somewhere does not mean that price is set in stone. If someone set the price means that someone can change the price. Don’t get intimidated by a listed price. It never hurts to ask since all they can say is “No” but if you ask with confidence and you are polite you will be amazed at the results you might get. Like I mentioned when I learned this concept I went wild with it. I guess I was merely testing if this idea was true. I had even gone as far as trying to negotiate gas prices when I went to put gas in my car one day. I was surprised that I actually got some results in my favor. Let me explain. I went to the gas station after work one day. I had to walk into the convenience store to pay for my gas. The first thing that came out of my mouth was “Wow, I am shocked at these prices of gas” I had noticed that prices went up the last couple of days. So I said “These prices have been going up every day,” I asked, “Can you lower them down from what there were yesterday?” I knew the attendant didn’t have any power over the prices, but I just said it. The attendant laughs at me a little and I just said: “I am serious don’t you agree they are high the least you can do is throw in a soda or bottled water.? Guess what happened? He gave me a nice cold soda. It was not much but it made me happy and I convinced me that everything is negotiable.

3. Influenced by Ambition

In general, people always seek to improve themselves or their surroundings. When we go to work we either seek to move up and get better pay or even move to another company that may offer greater benefit for us in some way. When we are renting an apartment most people want to improve that living situation and buy a house. If we are riding a bike to work we generally want to eventually buy a car to drive to work. In general, we are all ambitious in one way or another. That is the reason we buy or sell things and get ourselves into negotiations. We always want something better, faster, or nicer.
There also is a point when you are not satisfied with a certain situation and you perceive that nothing you can do will change that then you most likely will not act and do nothing. Also if you are content or feel there is absolutely nothing that you can do to change your situation you are most likely not going to do anything about it. These are the 2 reasons which stop people’s ambitions.

4. The Path of Least Resistance

I have always thought that since people are made up of mostly water we generally act like water. Water always flows along the path of the least resistance. That is exactly the way people behave. We are always going to take the easiest path. We cannot conscientiously continue to choose to do something harder when we know there is an easier way. We always think in the terms of working smarter not harder. This is the main reason why humans invent things. We invent things to make tasks better or easier to do. This is a factor that drives us in many ways to be creative and think of new ideas to better ourselves.

5. Maximize Your Efforts

When any person has a choice to choose between getting more or getting less it is logical and makes sense that a person will always choose the option to get more. The desire for more is a common instinct for people. This inherent desire is basically saying that every human being is instinctively greedy. Everyone is greedy in some sort of fashion. It is not really a bad thing in some situations. For example, we as parents want more for our children or we may ask more for ourselves which can prevent us from getting scammed.
Remember though being greedy provides no value. So to increase your position or bring more value to the table always look for ways to improve yourself, your product or whatever is on the table in your negotiating. Bringing value enables you to get more in return. Keep in mind as I said in the beginning that value is subjective.

6. The Faster The Better

It is more prevalent today than ever before but we naturally want things quick and easy. It is natural for people to look for every conceivable way to act and get anything they want as fast as they can. This is something that is neither good nor bad and should be expected from anyone. As long as you accept this behavior in people it should not bother you or hinder you in any way. Just be aware of it. The happiest people are the ones that accept this in any negotiation.

7. Why Do We Negotiate?

We enter any negotiation is to make sure all parties involved get their needs met. If needs are met this help to ensure parties work together in future negotiations. It is common for parties that enter into a successful negotiation once to enter into other negotiations in the future. If we take a deeper look into that. The aim at negotiation is to enter into an agreement. It is generally assumed that all parties want to do business with each other but is not necessarily that care all the time. If one party does not want to do business the other party is at a considerable disadvantage. A successful negotiation means that both parties have their needs met. Therefore if one party feels they are not satisfied then by definition that it is an unsuccessful negotiation. With that said we want to have successful negotiations so this will leave the door open for future possible negotiations.
Sometimes we need to evaluate our negotiating styles where we are only focused on our needs been met. How can we change that? Without compromising our needs to where we are not satisfied, how can we make sure the other is happy and satisfied also. This will ensure future business and a long term relationship.
You should always aim to have a win/win negotiation. Just remember that you always reap what you sow and whenever the other party is not happy with an outcome it will always come back to hurt you in the future. Make sure you clearly express that you are committed to a win/win negotiation so the other party doesn’t feel like an adversary. By doing this they might be a little more open and flexible in your negotiation.

8. It Never Hurts To Ask

You never have to accept a deal that you are unhappy with. If you are dissatisfied with something it never hurts to ask for what you want. There is always a solution to get what you ask for. All you have to do is ask. You have to be creative to find that solution but if first starts with asking for it. Sometimes people are afraid to ask for a lower price and they just accept whatever is given. So whenever the offer is presented always act shocked with disappointment. Remember everything is negotiable. So no matter what the price is you must act surprised and disappointed. Sometimes they might immediately lower down the price. Always give the perception that you can get a better deal somewhere else.

9. The 4 Key Terms

In almost any negotiation there are just going to be 4 key terms that the party is concerned about. It does not matter if you are in a week-long or a day-long negotiation generally speaking there will be only 4 key terms that make a successful negotiation. As an example, if you are in negotiation to buys a house, There might be many terms and conditions but to the buyer, they will not buy if maybe the buying price is not meet along with location, size of the property and whether it has central air. Out of the four key terms, there will be only one term they are truly concerned. For instance, they might compromise on the 3 terms as long as they get the property in their ideal location for personal reasons. Figure out these four key terms. Make sure to get these terms known immediately so you can get those need satisfied.

10. Time Has Value

As previously stated we always want something as fast as possible. Sometimes if we want something immediately we have to pay for it. Whoever gives the impression of being more impatient can give the opposite party more negotiating power. On the other hand, if you are offering something and the speed to get it in your favor can be a plus for you. Think of ways you can get what you offer immediately to the customer. This can be a valuable tool for you to have. Sometimes you can deliver faster than anyone which separates you for a competitor. Keep in mind the more urgent a person seems to be in need makes that person less effective in a negotiation.
If you allow yourself to be rushed by the other party this leaves you in a vulnerable position. This is a common tactic used in a negotiation. Someone might enter in a negotiation telling you to make a decision now or you will forever miss out on the opportunity. If you are put in this situation simple state “If you need me to answer you right now, then my answer has to be “No” Don’t fall for this tactic.
You also must be aware that 80% of the negotiating terms get worked out in the last 20% of the entire negotiation. Perhaps a sense of urgency gets people moving quickly to come to a conclusion.

11. Payment Terms Can Be More Important Than The Prices

There are many products that are paid in terms instead of the price. When you buy a home or a car as an example. Generally speaking, people will buy the most expensive car or home they can afford. Terms are a great negotiating tool since any price can be agreed on as long decide the terms. When you are negotiating on terms it is important that you never accept the first offer that is given. Even if you are happy with the offer that means you can probably get a better offer. That being said you should never reject out the first offer in terms when it is offered. An offer that you may not like can end up being a good offer to you if you are able to work out the terms. When dealing in terms keep in mind that the farther you extend the payments will always make the deal look better since extending the terms will make the payment smaller.

12. Do Your Homework

It is always beneficial for you to do your research. Gather all the fact necessary to have expertise in what you are negotiating about. Never accept generalization. Understand the facts. The details are the things that can make a deal or break a deal. Do your homework and double check your beliefs. Make sure that you are aware of all the facts. Study exactly what the other party is looking for and compare that to what you can offer. Do not enter a negotiation unprepared. Preparation Prevents Poor Performance.

13. Decision Makers Only

Make sure you only enter into a negotiation with someone that has the authority to make the decision to take action. Sometimes this is a tactic that people used to have someone get all the info but that person will not have the authority to make any decision. Figure this out in advance so you will not waste any of your time. It can be just as easy as to ask if they are authorized to move forward if they agree to your offer.
If you do find yourself negotiating with someone that has to check back with someone else then you must also stress that you have to check back with someone also to make the final decision.

14. Who Has The Power?

You need to determine who has the power. No one will enter into a negotiation unless the feel like you have the power to fill their needs, make their position better or even make it worse. Who has power can just mean perceived power but not necessarily true power. It really depends on the person making that decision. There are a couple of ways to give the perceived power. The first power is showing indifference. If you are able to get the perception that the deal is not as important to you as it is to them gives you an edge in power. Indifference is a great form of power. The next power to help you is the power in authority. If you have a title as CEO or Executive give you an authority power. Your title along with being groomed well and dressed sharp gives you greater power in authority. The third form of power is expertise power. When you are well versed in the items you are negotiating this gives you an edge in power. Sometimes people can get away with sounding like an expert but this can easily be exposed the longer you stay negotiating on the same thing. The fourth power in negotiating is empathy. If the other party feels like you are working for their benefit and you understand their needs give you additional power. The last power is when you are perceived to have the power to help or hurt the opposite party. If you hold this power, of course, the other party will work with you to make sure you work in their favor.

15. Creating The Desire For Gain

This is a key to almost every sale that is done. When you specifically talk about the benefits that the other party wants then you create a desire from the other party. When the other party has more of a desire to have a successful negotiation then that gives you an additional edge to the negotiation. No matter how much you want a successful negotiation always appear to be neutral. Always be polite and friendly while listing all the benefits for the other party

16. Reciprocity

People always have a need to reciprocate anything that is done to and for them. This comes up mainly when concessions come up. When a concession is offered up to you then should always be willing to provide this concession or something similar. If you don’t at the end you will have a bigger concession you feel that you need to make. You should never be the first one to offer a concession since usually the first one that offers a concession is generally the one who wants a successful negotiation the most but remember like I mentioned you must remain indifferent in the negotiation process. If someone asks you for a concession you may go ahead and give it but always get something with equal or greater value in return. If you are able to work out small concessions this is a sign that you should be more likely to work out bigger concessions

17. Can You Walk Away?

The party that is able to walk away without any hesitation has the power on their side. Walking away is another negotiating tactic that makes you seem indifferent. This is one of the best tactics to use as long as it is done correctly. You should always be prepared to walk away before you even start. This gives you immense power. If you employ this tactic make sure you leave gracefully and respectfully. Be polite and pleasant. Remember no negotiation is final. There is always room to renegotiate. New circumstances arise and things change. Never accept anything that you are unhappy with just the same as making sure the other party is satisfied with the result. Remember a successful negotiation will lead to more opportunities to negotiate more deals.

Maternalistic leadership: Why Women Can Be The Best Leaders

Maternalistic leadership can be compared to Paternalistic leadership but instead of the male father figure leader, maternalistic leadership is when a woman is the boss guiding the direction of the organization with an emphasis on benevolence expressed through nurturance with a moral emphasis on care and well being of the organization’s followers. Paternalistic Leadership can be more of a dominant authoritarian leader that plays the role of a patriarch and treat organization members as partners or members of a big family. They require loyalty, trust, and obedience which can be a little different than earning it like in a maternalistic style.
Women are generally naturally maternalistic which can be applied to this leadership style. If you were to ask “What makes a successful leader and what makes a successful parent you will find there are a lot of similarities.”

maternalistic leadership

Motherhood And Leadership

Qualities of a good mother are patience, good listener, understanding, consistency, able to express love, empathy, able to bond, flexible, creative, and a visionary. If you had those qualities and applied them to your leadership style it is almost guaranteed to be a successful leader.
First off displaying those qualities makes you a good role model.
Being patient and understanding is a key to leadership that helps you lead others that may have different qualities and values than you. Being a good listener, able to express love does help create a bond with your organization’s followers. These qualities that I mention enable you to build a huge organization since it gives the idea that you are caring about the people within the organization. When you are able to show that you care creates a bond which in turn creates loyalty. I think if you were able to ask any leader what would they like to gain from their people that they lead and I would bet most leaders would say they want loyalty more than anything else.
Being flexible and creative go hand in hand when the unexpected occurs. A good leader will be creative enough to adapt to the unexpected. Lastly on top of that being a visionary and been able to foresee obstacles is a must needed quality. Not only being able to see obstacles but also able to see opportunities. Being able to see up and coming opportunities that you can take advantage of can lead to momentum. Anyone that has experienced momentum knows that this can be one of the most rewarding for any organization.

Princess Diana

Influence and Leadership of Princess Diana

Princess Diana was known as a commoner who was a kindergarten teacher who later married Prince Charles of England and becomes royalty overnight. Many people were intrigued by her humble beginnings and then to marry a prince. It was a storybook life that many dreamed of having. At first Princess Diana seen shy and seem difficult to adjust to her new role. Until she found her niche by traveling around the world meeting world leaders as she represented the Royal Family. She made it a priority to serve others by organizing charity events and fundraisers. During this time she met various Politicians, Entertainers, and many World leaders which helped increase her influence around the world.
She showed the ability to get things done as she rallied around causes for AIDS research and caring for people with leprosy. Her abilities of influence shined when she brought attention to land mines and was able to influence the Clinton Administration to insert a ban on land mines in the Oslo Accord.
After her divorce with Prince Charles, she lost her title of Princess but that did not stop her influence in leadership. It can be said that she gained more influence while divorced.
Princess Diana displayed all the qualities of a maternalistic leader and it showed how she cared for others and others cared for her from the day she married Prince Charles there was an estimate of 1 million viewers compared to her funeral that had an estimate of 2.5 million people watching across the world. She had gained influence with the platform she acquired by marrying Prince Charles but after her divorce, her influence only increased.

Right and Wrong

Discipline Because You Care

For some leaders taking corrective action or discipline can be a part of the job that is not the most exciting thing to do. Depending on the attitude of the person that needs corrective action taken can be a heated discussion. The best thing about maternalistic leaders is that they are able to come across as they care and whatever hard talks they have is coming from someone who cares. They show they are only discipling the person to correct them in the hope to get them better. They are able to show that corrective action is not coming out of anger or hate, which some can perceive to be, but merely it is constructive criticism to help improve a certain person.
Generally speaking this leads to the person adjusting themselves without any complaints. They generally will not want to disappoint the leader guiding them. To draw a parallel it can be asked: “Who wants to ever disappoint their mother?” Mothers don’t have to be authoritarian to demand this respect from others.

Women Leaders

Maternalistic Leadership: Final Thoughts

I tried to express why I think maternalistic leadership is an effective leadership style but I find it interesting that it is rarely discussed. In my personal experience women that held leadership roles were usually the top leaders. Not only did they have qualities of a leader but for them to reach a leadership position they had to endure setbacks and obstacles that only a female would experience. That perseverance is just another quality that a great leader must possess. Once they get into a position of leadership they can display a more appreciation for their role which keeps them humble. That is a quality that I appreciate.
Please tell me what do you think of Maternalistic Leadership? Leave your answer in the comment section.

Unbelievable But Simple Marketing and Collateral Strategies

I was thinking about how I was effective in using collateral to help promote sales. I understand for most sales reps they generally have to pay for these things. Those that don’t pay for this material should take advantage and be grateful. For those that have to pay for this material, I understand printing from home can be expensive purchasing ink and quality paper. If you don’t have a design and don’t have the artistic skills to make a digital copy can also add an extra cost. It is generally more cost effective to have your collateral printed at your local print shop.

Marketing Collateral Strategy

Mailers, Magnets, and Calendars

This first simple tip is something I used when I first started my sales career in Real Estate. You can use this if your marketing consists of sending out mailers frequently. The idea is to develop a database of contacts. The best way to start is to get all your friends and family members address and email address. I would assume you already have their cell phone number. Once you at least have 100 contacts in your database I would send them a flyer with local property listings. The flyer should include your contact info. A magnet calendar would be great if you are in the end of the year or the first month of the year. The idea is that they see your info and are reminded whenever anything related to your business comes up. The idea is for them to either use you for business or at least refer you to someone who might need your services. A magnet that they can put on their refrigerator or possibly a key chain with your info if they will use it. This will give you more bang for your buck instead of a flyer or brochure that most likely will get through away in the trash.

email marketing

Door Hangers

Door hangers are most effective for those that canvass or knock doors. If you are going to use door hangers you should have at least 100 door hangers with you to be effective. 100 should be enough if you are putting them on each door at the same time of selling. If you are just placing door hangers then you will probably need more.
The most effective way to use door hangers is to place them while you knocking doors with intentions of selling or acquiring leads. I find it best to use door hangers as markers. So if you knock on a door and there is no answer then you place a door hanger. If you knock a door and are able to pitch the resident then you most likely won’t have to leave one. Ideally when door knocking it is a best practice to go around at least three times to increase your contact percentage. Now on your 2nd or 3rd time around if you notice that a door hanger has been removed from where you placed one, this is a sign that the resident probably came home and you will have an opportunity to pitch that resident. Use the door hanger as a marker so you won’t waste time knocking on doors where no one is home. Door hangers are also a good conversation piece

Event Marketing

Collateral for events

When you have events, fairs, or just a random booth somewhere you should have your regular flyers and brochures but a good practice is to get some type of trinkets that maybe a child can play with. This is important because if your customer is parent these trinkets can keep the child occupied. These trinkets can also draw children to your set up which in turn will draw in your potential new customer. Some ideas I have used in the past are little stress balls that children can throw around and enjoy themselves. This just gives you an opportunity to pitch your customer without distractions. Another idea is having a color book or color pages with crayons which is always a hit with families.

marketing

Business Cards

Probably the one piece of marketing that every salesperson needs. Business cards give you credibility plus a personal advertisement. When I was working in Real Estate I would have a profile picture of myself. I would also have my traditional contact information but now I see a lot of people placing QR codes where someone with a smartphone can just scan your content information. This works efficient and easy for someone to contact you a little easier. Since they will not have to dial your number the just scan the QR code and call. Generally speaking, the more quality of the business card that you have the less likely someone will throw it away. If your business cards are poorly made with low-quality paper people tend to not pay attention to the card and it most likely will end up in the trash. So put a little money into your business cards. I would stay away from getting to outrageous but keep it very professional.

spending habits

Conclusion: Marketing Collateral Strategy

I listed a few best practices that will help you be more effective with your marketing collateral. Keep in my you have to be consistent you to have success. If you use your collateral correctly it will help you save money if you are paying for collateral yourself. If you use your material effectively this can lead you to more customers for your business.You can get the most bang for your buck with the strategies that I have listed. I will be having a tool that you can design your marketing material up in the next few days. You can be on the lookout for this tool via my site. I am going to try and provide as much of this tool free for everyone. I am looking at a tool that you can design flyers, brochures, trinkets, and possibly business cards. Is there anything that you have used to make your collateral more effective?

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The Salesman Speech That Will Take You To The Top

This Salesman speech is going to be focused on recruiting. In the sales office I came out of we use to call these type of meetings opportunity meetings but in essence, we would just recruit as many people as possible that we’re looking for a job and instead of interviewing each recruit we hold opportunity meetings. This became more efficient in recruiting the right people and weeding out the people that were not a fit for what we offered.

Salesman Speech

The Ice Breaker

There are plenty of icebreakers you can get just by using Google. Icebreakers can relieve any tension and get know more about these fresh faces. The Ice Breaker I would like to use is called “Two truths and One lie”
The Ice Breaker is played like this. You ask everyone to write down two true statements about themselves and one believable lie.
For instance:

  1. I spent one cold winter in Wisconsin
  2. One of my favorite snacks is peanut butter and jelly sandwich
  3. I have done underwater welding

Which is the lie?
I don’t like peanut butter and jelly sandwiches. As a matter of fact, I hate peanut butter. I went and to live with my uncle in Wisconsin from January 1st to the end of March in 1994. I worked with the U.S Navy Seabees doing underwater welding.

Before each person gets up I like for them to introduce themselves with their name and city the live in.

This ice breaker helps loosen up the crowd and get to know people a little better. You can expect a few laughs with this exercise

The vehicle analogy

The Right Vehicle Analogy

Before we get into the steak and lobster there are a few things you must do.
You must be prepared with what you are going to say.
You must be excited.

The right vehicle analogy consists of explaining to everyone about the big race. The race in life.
Now, everyone, we are all in the race of life. The question is what vehicle are you using to succeed in this race. Are some of you just walking looking at everyone pass you up? Maybe your high school friends are going to college or started a career somewhere. Everyone is just passing you up.
There is another vehicle that you can jump on which is a big bus. Now there is nothing wrong with this bus. Many people take the bus. You will eventually get to your destination on this bus but you have to pick up people on the way. Some people want to get off on the way. This bus may seem reliable but that is about the only thing it has good going for itself. One thing about this bus is you are not in complete control. The bus driver might have neglected the maintenance and can possibly break down. Who knows but you do not have complete control of this bus. This bus is kind of similar to a regular job working 9-5. The only way to move up in this J-O-B is when someone retires or dies. Now this J-O-B might seem reliable but you never know what the manager’s bosses or leaders in the job might do. They may run the business to the ground they may sell the business. You never know.

Now you have another option. You have an option to get in a vehicle that a high-performance vehicle. I prefer the Hennessey Venom F5. One of if not the fastest cars around. You have full control of how fast you want to drive this vehicle. First, before you get in this car you are going to have to learn how to drive it properly which the makers of the car will definitely help you. I mean they better since you are paying 1.6 million dollars right. Driving this car on your journey to success will more likely give you attention by people like yourself success minded who are on the same journey. So depending on how fast you want to drive it the faster you might get to achieve the things you want.

opportunity meeting

Breaking Down The Opportunity

With that powerful analogy, I will start to get into the opportunity that I am offering. I will basically focus on 4 key aspects of the business that conform around just about anyone’s needs.

  1. Personal Development
  2. Upward Mobility
  3. No Cap On Income
  4. Fun and Energetic Work Environment

So let me get back into the first person narrative.
Now we have 3 vehicles. Actually, we have two and one paths are just walking. Now there is nothing wrong with any of these paths. Not everyone is the same. Not everyone considers success the same way. Some people enjoy the slow-paced walk and watching everyone pass them by.
Some people enjoy the bus. The bus may not be the fastest but it is in competition as the maybe the most reliable if the bus driver doesn’t flip out an drive off a bridge. It is reliable enough to possibly get you too long term success as long as the people in management die or retire.
Now our opportunity that is like the Hennessey Venom. let me explain why. We promote and help with personal development. What I mean is we provide sales and leadership training. We direct you to the right material to personally develop yourself. So you can get better at your craft.
2nd is we have possibilities for any of our sales reps to move up and become a manager. Depending on your skill set can depend on fast you can move up. If you are an excellent recruiter, trainer and perform at a high level in your personal sales you can become a manager quickly.
There is no cap on the income you make here. We do sales and the more sales you make the more money you make. If you become a manager you can make personal sales and an income of the team that you manage. One thing for sure is no one will tell you to stop making sales. No one will tell you “okay that is enough sales for today” That is one thing you will never hear anyone say.
Lastly, as you can see we believe in having a fun and energetic environment. I promote a culture of having fun and being excited. My goal is to have you wake up every morning not saying damn I don’t want to get up and go to work but to jump out of bed and excited to work because you know you are coming to work to have fun and make money.

success

The Closing

You should have everyone excited about the opportunity. Then I will get into closing the recruits.
Like I said the other two vehicles are respectable and honest. You have your chevro- legs and you are walking to success or the old reliable bus that will eventually get you to your destination. There is nothing wrong with those options but it sounds like this oppotunity will not be for you and you can take this time to go get that bus or get walking and excuse yourself at this time. I would like to speak to those that have the success mindset and are willing to achieve success in life based on their own efforts.

In Conclusion: The Salesman Speech

This salesman speech is focused on an effective and efficient way to recruit a huge team quickly. When delivering a speech like this just remember that anyone can get a job but it is your job to sell a dream. The dream that anyone that wants to work hard put some time and dedication can achieve.