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Selling Success – Are You Emotionally Ready? Part 8

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely.

In these 8 articles, we have given you some strategies that will help give you the edge in order to Sell at Mastery! While these articles are primarily focused on the sales profession, there are so many of these concepts that cross over into everyday living. This is article 8 in the “Are You Emotionally Ready?” series. We hope you have found this series educational and most of all useful to your financial future!
Have Faith. We am not referring here to what some would call religious faith but we’re not discounting that either. What we’re referring to is altering a basic thought pattern that many are saddled with in their minds and consequently, in their careers and lives.
We are suggesting that we work to eliminate these three career limiting concepts from our mental vocabularies. The super successful in all walks of life have done so already. You can too. The three concepts are Try, Hope, Believe. Why in the world would we suggest that these words that sound so nice are actually career and life limiters? We will look at each word in a little more depth to find the answer.
Try is defined as to attempt to do. My trusty thesaurus gives synonyms such as endeavor, struggle, strive, seek and make an effort. All are very positive and noble I suppose. These words share two things in common. They suggest action which is a good thing and the possibility of failure which is definitely not a good thing. Therefore do not embrace the word try. It is not a confidence building word.
Hope is defined as to feel that something desired may happen. Again, the thesaurus provides synonyms such as anticipate, wish, look forward to and dream which all are feel good sounding words but once again there is a sense of doubt attached. I might just add that the opposite of hope is despair. Hope may be actually weaker in nature than the word try because it does not even involve action while it definitely allows for the possibility of failure. Is it a confidence builder? I don’t think so.
Believe is defined as to have confidence in the truth, the existence, or the reliability of something, although without absolute proof that one is right in doing so. People have the tendency to believe in what others have told them. A belief is quite like superstition which is defined as an irrational, but usually deep-seated belief in the effects of a specific action or ritual, especially in the likelihood that good or bad luck or result will occur from performing it.
Believing in success is much more beneficial than not believing, however, it still has a hint of irrationality to it. That brings us back to the concept of having faith.
Faith is much stronger than belief. Faith is total unfaltering trust. Faith is having complete and confident expectation in the outcome. Faith is the complete removal of doubt from one’s mind. You might ask “How do you obtain faith without first obtaining absolute proof?”. You do it simply through preparation. You develop self-confidence by knowing that you are prepared for success. You have done all you can up to this point. Then you realize that preparedness never ends and success is ongoing. There is no failure. There are only learning opportunities and life-path alterations.
This type of faith is what is at the heart of all great success stories. How is your strength of faith in relation to your level of preparedness? If you are prepared, you can be confident and expect success!
We hope you have enjoyed this 8 Part series on the Art of Successful Selling.  Go back and read all the past 7 articles again, then begin to reap your personal and financial rewards.

Good Selling and success to you, because “Getting Paid is Good!!”

 


 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

 

Selling Success – Are You Emotionally Ready? Part 7

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely.

In this series of 8 articles, we will give you some strategies that will help give you the edge in order to Sell at Mastery! While these articles are primarily focused on the sales profession, there are so many of these concepts that cross over into everyday living. This is article 7 in the “Are You Emotionally Ready?” series. We invite you to discover all 8.
Adopt a life of sharing and service. Examine the lives of the majority of those who achieved considerable financial rewards and/or considerable recognition (fame) from society. They usually have one important thing in common. Most will tell you that this has led to their success. It is what they will be most remembered for after they are gone. They have adopted a life of sharing and service to others at some level.
We all have something we can share or offer up in service to others. We need do this for some very good reasons, not least of which is that it helps us feel good. No doubt you have heard the age-old saying, It is better to give than to receive. Have you really thought about what that refers to?
Primarily it refers to how giving or serving others makes us feel, which is very good overall. However, there is a deeper message hidden there. The statement implies that if you can afford to give something away willingly you must have an abundance of it. Further, if you have an abundance and are grateful for that abundance, the source that supplied it in the first place will provide you with more and more of it. This wisdom has been proclaimed through the ages from a variety of sources.
It has been called the ‘power of ten,’ ‘the power of tithing’, ‘you reap what you sow’ and ‘you get back what you give out’ but the message is unmistakable and the message is heeded by the most successful among us to attract more into their lives.
You may feel that you do not have that much to share or give away, especially in the money department, so we will leave the discussion of money alone for a moment and suggest other things that you can easily share beginning with the simplest.
– Share a Smile: Who among us can’t share a smile? Consciously and deliberately start sharing smiles and see how many smiles come back to you along with friendlier customers you are serving, or better still, more attentive service from those serving you. Think about how many lives you can brighten throughout their day, even if it is for a brief moment.
– Share Your Time: Most of us can choose to find a couple of spare hours each week that we can volunteer to give in the service of others in some capacity. There are countless worthwhile projects and causes. Pick one or two that you have some passion for and get involved. You will feel great and your efforts will have a positive ripple effect on many around you.
– Share Your Talents: Everyone has talents. These are things that you are good at and are passionate about. You benefit by sharing these talents in the service of others through your work and in your private life. When you share your talents you will be rewarded with gratitude, happiness and financial gain. The more you share, the more rewards you will receive.
– Share Encouragement: This costs nothing yet it can create so many benefits. Everyone is trying to do better in their lives. At any point in time everyone is doing the best they can at the moment. Yet everyone is capable of doing more. The ultimate fuel for advancing in life is encouragement not criticism. Unfortunately, it is criticism that most people share. Encourage your spouse, a child, a co-worker, a friend or a stranger. It will make your day and theirs.
– Share Money: Last on the list is share your money. How much of it you share is up to you. If you hoard you are sending a message of lack or scarcity to the universal source. Sharing sends a message of abundance. Share money without any guilt that you should have done more. Why? You can never have enough to give away that will fix all the ills in the world. Just do your part, as you are able, and allow yourself to feel good.
Look for the last articles in this series tomorrow, then begin to reap your personal and financial rewards.

 


 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

 

Selling Success – Are You Emotionally Ready? Part 6

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely.

In this series of 8 articles, we will give you some strategies that will help give you the edge in order to Sell at Mastery! While these articles are primarily focused on the sales profession, there are so many of these concepts that cross over into everyday living. This is article 6 in the “Are You Emotionally Ready?” series. We invite you to discover all 8.
In this article, we will explore an area that many people are afraid of today and seriously ignore in their lives. They experience enormous frustration and anxiety as a result of failing to understand its importance.
Express genuine gratitude for everything you have or receive into your life. Do this at every opportunity. Why? There are a variety of reasons. I will share five of my favorites with you here.
1- It feels good. To feel good is the reason that we do most of what we choose to do in life. So, why not express gratitude to feel good? It is virtually impossible to feel genuinely grateful for something and feel bad at the same time. Therefore it makes sense to give thanks at every opportunity, doesn’t it? Our advice is to look for opportunities everywhere.
2- What you appreciate will appreciate in value. In other words it will grow. It has been shown that when you think about something, or focus your attention on it, it will grow. A simple example would be when you express thanks for a gift from a friend, chances are that another gift will follow at some point in time. However, if a gift is accepted and no thanks is given or gratitude shown, the chances that another gift will follow is definitely diminished.
That makes sense, doesn’t it? After all, why would someone continue to favor you with something that you aren’t grateful to receive? Hmm.
3- Expressing gratitude spreads joy into the world. Make no mistake about it, everyone, absolutely everyone, likes to be thanked. It makes them feel good too. It’s very easy to spread some joy in the world just by expressing thanks. Have you noticed how fewer and fewer people are saying thank you, even after someone has spent money with them? Is that the concept of entitlement rearing its ugly head or what?
4- It curbs greed and anxiety. In our opinion, this point is huge. When people do not express gratitude for what they have and what they have received in the past they develop the feeling of lack in their lives. They feel anxious and they develop a sense of greed, not simply a healthy desire for more which often leads to some serious behavioral issues. When someone is always grateful they will attract much more abundance, at all levels, into their lives.
The feeling of lack breeds more lack. The feeling of abundance breeds more abundance. When you feel you have abundance are you likely to feel greedy or anxious about anything? On the other hand, if you feel something is missing in your life, doesn’t that create anxiety and stress?
Eliminate the stress and greed in your life by showing and feeling gratitude for what you have and what you continue to receive. Some call this the basis for The Universal Law of Attraction.
5- It sends a strong message to the ultimate source of your abundance. It does not matter whether you care to look at it scientifically or spiritually, there is a source much more powerful than we are as individuals. We draw on this source for our abundance or our blessings, if you prefer to use that term.
Whether you express gratitude out loud or think it silently you are, in fact, sending a strong positive message (communicating with) the source. Consequently, you will receive more. If you send messages of lack that is, complain and grumble, you will get more of what you are focusing on, lack.
We find it fascinating how many salespeople or service people don’t take the time to simply say thank you after someone has honored them with their business. These are the first people to wonder why customers and their job security are slipping away. Once you begin to express genuine gratitude at every opportunity, you will most likely be amazed at how good you begin to feel and how your luck begins to change for the better.
Look for the other articles in this series, then begin to reap your personal and financial rewards.

 


 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

 

Selling Success – Are You Emotionally Ready? Part 5

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely.

In this series of 8 articles, we will give you some strategies that will help give you the edge in order to Sell at Mastery! While these articles are primarily focused on the sales profession, there are so many of these concepts that cross over into everyday living. This is article 5 in the “Are You Emotionally Ready?” series. We invite you to discover all 8.
We can imagine the e-mail backlash now. This subject tends to ignite reaction and discord from those who want to maintain the status quo. The status quo has served them for years. Changing it will likely cost them a lot of money. They resist anytime anyone tries to challenge one of the world’s most powerful control ideas. That is, the absurd notion that anyone is unworthy by design or circumstance.
Lose the feeling of unworthiness.
Many, dare we say most, individuals wrestle with self-esteem issues every single day of their lives. They feel that they are somehow unworthy of success. Why do they feel this way? Because other people have told them that they are unworthy or that they do not measure up to someone else’s standard.
The spreading of this nonsensical idea of unworthiness is one of the greatest frauds perpetrated on mankind. It is total nonsense and will stop you from reaching your true potential. Of course you are worthy! Who is more worthy than you are and why would they be?
Face it. The only people who will tell you that you are unworthy are those who want to exercise power and absolute control over you or perhaps want to tap into your money for their gain. If you are looking for success in life, do not let them sell you this bogus bill of goods.
There are certainly those who will use religion to push the notion that you are unworthy. This article is not meant to ignite a religious debate. I will only say that to my understanding, these religious based teachings relate to spiritual issues and opinions, not issues of this world.
You are worthy! You are worthy! You are worthy! But please also understand this concept. You are not more or less worthy than anyone else. You have the right and perhaps even the obligation to pursue your happiness and your dreams. Lose any feelings of unworthiness because those feelings will cause you to discriminate against yourself so that you might never test your upper limits.
Look for the other articles in this series, then begin to reap your personal and financial rewards.

 


 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

 

Selling Success – Are You Emotionally Ready? Part 4

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely.

In this series of 8 articles, we will give you some strategies that will help give you the edge in order to Sell at Mastery! While these articles are primarily focused on the sales profession, there are so many of these concepts that cross over into everyday living. This is article 4 in the “Are You Emotionally Ready?” series. We invite you to discover all 8.
Bring your feelings and understanding of money into line with the mindset of financially successful people. Following this step is vital if you want to be an above average attractor of money in your career and your life. Getting Paid is Good, or is it? Having Money is Good, or is it?
Most people want and need money. They want more than they have for a variety of reasons. They will often tell you that. Yet their personal core belief system and / or perhaps the beliefs of those around them are at serious odds with those statements.
By core beliefs, we mean those things that create your inner value systems on a subconscious level. While your conscience mind is pursuing success and the money that comes with it your subconscious may actually be working against you.
How is that possible? Your subconscious mind, following direction from your conditioned core belief system, will create mental roadblocks that will set you up for under-achieving or perhaps even complete failure. Your subconscious mind will actually work to ‘protect you’ from obtaining money.
Definitely, the concept that money is good does not have the agreement of everyone, even within a capitalist society. Have you ever heard or even been taught that money is the root of all evil? The statement is total nonsense!
It is usually tossed about by people in one of the following categories.
– Those who are jealous of those who have more money than they do.
– Those who are trying to convince you to give your money to them.
– Religious and other organizations that point to the underhanded methods some people use who are pursuing money while abusing others. You know some people will do anything for money.
We believe that money is NOT the root of all evil, more accurately the statement should read, the lack of money is the root of all evil. Money, by itself is neutral. Left on its own, money can do nothing. That is true, is it not?
Any concept of evil acts or evil behaviors is created by individuals or groups of people, not by the actual money. Consider this. Which of these problems are solved with the lack of money? Would not the world be better off if there were more money, not less, to deal with things such as:
– World hunger
– Medical research
– Global warming
– Quality health care for all
– Family problems created by high debt
– Access to education for everyone
– Clean water for everyone on earth
– Or helping a friend, a stranger or loved one in need
Any, so called evil, is created, not by money, but by what people might do in the pursuit of it. How do you deal with the concept of money? We suggest that you will be very well served if you begin to adopt the core belief that having money is an enormous blessing rather than a curse. Then, work to add the following statement to your core belief system.

“I resolve to never pursue money in a way that willfully harms others and I will use the excess money that I attract to perform good in the world to the best of my ability”.

If you internalize this statement carefully and live by its spirit you will never consider money as the root of evil again. As a final statement, we believe that the human ego and human greed is at the heart of the evil wrongfully associated with money.
Look for the other 4 articles in this series, then begin to reap your personal and financial rewards.

 


 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

Selling Success – Are You Emotionally Ready? Part 3

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely.

In this series of 8 articles, we will give you some strategies that will help give you the edge in order to Sell at Mastery! While these articles are primarily focused on the sales profession, there are so many of these concepts that cross over into everyday living. This is article 3 in the “Are You Emotionally Ready?” series. We invite you to discover all eight.
Work tirelessly to remove negativity from your vocabulary and your reality. A few years ago, we saw someone working as a sales manager in one of the highest volume Toyota dealerships in the country and it had a very interesting culture on the sales floor.
There was an active campaign to eliminate negativity from people’s vocabulary and from the workplace. Although the concept was quite simple in its approach it was largely effective.
Many people, by their nature, seem to like to complain and find fault. Some like to blame others for their failures and shortcomings and still others like to live in the past and spread tales of their bad luck to all who will provide an ear. Salespeople, in general seem particularly good at telling the sad ‘war stories’ of past problems and missed sales opportunities.
Observing something that isn’t working properly and seeking the appropriate solution is one thing but simply spreading or wallowing in negativity is something else entirely. Since the spreading of negativity breeds more of it, the decision was taken to try to stifle the spread of negativity in this dealership.
It started from within management but soon filtered down so that virtually everyone in the place was participating. When someone was heard to spread something negative or complain to no one in particular, he or she was admonished with a simple comment, “No Negatives”. That was it. No more and no less. It was simply, “No Negatives“.
What this did was to nip negativity in the bud. It didn’t beat on people. It just reminded them that they were spreading negativity. It changed behaviors over time. It didn’t fix everything for everyone but it increased productivity and made for a much nicer working environment for everyone.
Be aware of negativity around you and gently do your part in reducing it in others and, most importantly, in yourself. Let’s face it, if there is no negativity producing low energy you will have plenty of room for positive, high energy thoughts and the resulting feel good emotions that accompany them. Simply remember “No Negatives”.
Look for the other 5 articles in this series, then begin to reap your personal and financial rewards.

 


 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

Selling Success – Are You Emotionally Ready? Part 2

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely.

In this series of 8 articles, we will give you some strategies that will help give you the edge in order to Sell at Mastery! While these articles are primarily focused on the sales profession, there are so many of these concepts that cross over into everyday living. This is article 2 in the “Are You Emotionally Ready?” series. We invite you to discover all 8.
Hopefully these powerful points will be thought provoking enough for you to want to increase your understanding of these concepts.
“Change your emotions, when needed, in order to alter your subsequent actions”. Feelings and emotions that produce happiness and a positive attitude are great. They will propel you forward. When these do occur, you usually need to change nothing!
On the other hand there are feelings that create emotions that produce sadness or anger that are not so great because they weigh you down and drain your energy and creativity. There is a simple two-part strategy that can enable you to remove these bad (negative, angry, destructive or unproductive) emotions from your life.
Understand that feelings just happen in response to a situation, any situation. You can’t prevent experiencing those feelings in any way that I know of. The emotions that arise out of those feelings are also, by and large, not preventable either. However, the actions that they can produce are absolutely controllable, as are the lingering negative feelings and emotions. When you have mindful conscious awareness of your feelings and subsequent emotions you develop the power to choose your future actions along with your future thoughts.
There is a moment, for some a very brief moment, between the experience of feelings and emotions before actual action is taken. What you choose to do in this moment is critical to the action you will take and the results that you will obtain (understand that for every action there is a consequence).
The first key here is to stretch out that moment for a second or two, longer if needed, so that you can analyze then consciously choose your action rather than just reacting to something and making the inappropriate choice of actions.
Most reactive actions are in response to programming built into our DNA that relates to our fight or flight mechanism. It is there to protect us in life threatening situations. But let’s face it, most of the situations we encounter on a daily basis are not life threatening and therefore don’t demand a reactionary action. Slow it down, think it out and only then take action. Take the positive action that will serve you or someone else. The old wisdom to count to ten when something disturbs you is actually very powerful advice.
The second key is to replace your negative thoughts with positive ones. Because what you think about grows. It is actually impossible to have a positive and negative thought in your mind at precisely the same time. Therefore, work to displace the negative thoughts with positive ones and your feelings will change.
Here is a simple example of what I mean. Perhaps you see a car accident unfold in front of you as you are on your way to work in the morning. You call 911 and stop to lend assistance. There are seriously injured people and you feel upset, sad and perhaps angry because people are hurting. These are all perfectly natural feelings and emotions. However, if they are not put aside and replaced with positive thoughts you will likely be unable to do anything of value for the rest of the day.
Once the paramedics arrive and you can be on your way, you will now be in a position to pause and choose your ongoing thoughts. You can allow thoughts of that accident and injured people to linger in your mind all day which will weigh you down and distract or even depress you. Not a good thing. Or, you can replace those thoughts with ones where you have helped these people the best you could and they are now in the hands of professionals.
A much better thought process, don’t you think? You can be grateful that more cars were not involved. you can be grateful no one died. It doesn’t matter which positive thoughts you choose to use. These new thoughts will allow you to put the incident behind you so you can get on with your day.
Just one final thought here. Do your best to avoid situations that consistently lead to your feeling bad. For example, if watching the news every night after dinner upsets you, quit watching the news. The truly important stuff will find you. The rest of the sensationalized ‘garbage’ is largely irrelevant in your life.
Look for the other 6 articles in this series, then begin to reap your personal and financial rewards.

 


 

Are you interested in selling Verizon Wireless services? Call us at (469) 428-7710 or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

Selling Success – Are You Emotionally Ready? Part 1

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely.

In this series of 8 articles, we will give you some strategies that will help give you the edge in order to Sell at Mastery! While these articles are primarily focused on the sales profession, there are so many of these concepts that cross over into everyday living. This is article 1 in the “Are You Emotionally Ready?” series. We invite you to discover all 8.
Hopefully these powerful points will be thought provoking enough for you to want to increase your understanding of these concepts.
To begin with, we will give you this powerful piece of advice. “Make the deliberate choice to conscientiously become fully aware of your feelings and corresponding emotions along with how those feelings and emotions affect your personal behaviors, either positively or negativity”.
Without this awareness, you will be totally powerless to modify, enhance or control these emotions and their effects on you. Without complete awareness, we find ourselves without personal control over our lives and our careers. Look around and observe those you see around you. Who do you know that has tremendous mood swings based on what is happening in the world, in their community or in their immediate environment at home or in the workplace?
Do these people also engage in behaviors that do not serve their overall best interests much of the time? These are people who are being controlled by their feelings and emotions rather than being people who are in control of them. These individuals can have their emotional buttons pushed by outside sources, events or other people without their consent or even their knowledge. Most are simply not consciously aware that this is even happening to them.
This fact means that they surrender much of their personal power to others. If, as you were ‘looking around’, you happened to glance in the mirror and realize that group included you, chances are your feeling and corresponding emotions are holding you back from achieving the success you desire and deserve in your selling career and perhaps in your life in general.
Fortunately, most people do realize that they perform at a much higher level when they are happy and feel good. Doesn’t it then make good sense to work towards feeling good and happy each day? Coping with the challenges of life doesn’t make this an easy task all the time, but it is possible. Millions choose this as a way of life every single day.
Consider this. When you experience an event or see something that either disturbs or brings joy to you, you will have feelings. These feelings then will trigger emotional energy within you which you will discharge in either a positive or negative way through your action or… in most cases, a reaction. The exciting thing about this is that, by and large, you get to choose which reaction it will be.
Will it be positive or negative based on the consequences, through your actions? Herein lays the problem for most people. Their actions are triggered by their feeling and emotions rather than rational conscious thought. Therefore, if they have felt something less than joyful they will then tend to be reactive and negative which will then cause additional feelings of sadness or anger. The alternative is to be proactive and positive which will produce joy and calmness which will create much better outcomes for you. Your feelings should guide you but not totally control you since they can be influenced by outside sources.
Look for the other 7 articles in this series, then begin to reap your personal and financial rewards.

 


 

Are you interested in selling Verizon Wireless services? Call us at (469) 428-7710 or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

How To Overcome The Objection – I Want To Think About It

I guarantee one of your worst feared objections is “I want to think about it” isn’t it?

Why do all sales people fear the “I want to think about it” objection?
Because it isn’t really an objection is it? Or is it? They haven’t really said “No” have they? They haven’t really said “Yes” either have they? So the weak sales rep can breathe a sigh of relief and believe the client will definitely get back to them with a yes tomorrow and the so called experienced rep will make the excuse that it wasn’t really an objection so there was nothing they could have done to overcome it. While the Professional Closer goes to work and starts to find out exactly what it is the clients want to think about. Which ever one you are, let’s look at this “objection” in the latter tense, as Professional Closers; after all if you didn’t want to become a Professional Closer you wouldn’t be reading this would you? So what can you do in this situation?
Firstly we have to look at the reasons why people say “We want to think about it”
The first and most common reason you will get the: “I want to think about it” objection is that you gave them too much information to think about! An old sales trainer and excellent motivator of mine was always saying “If the cow doesn’t moo, don’t feed it” What he was saying in an essence was, only give them the information they ask for. There is no point in telling them how efficient the air conditioning is on this particular model of car if they live somewhere where it snows for 6 month a year. They will be more sold on the amazing traction the electronic 4X4 system gives them when driving on snow and the fact that by pointing the key through the kitchen window and pressing a button while they’re finishing their morning coffee, the seats heat up and the all windows de-mist automatically.
Do you get the idea? You can always add the air conditioning in as an additional benefit for when they drive down south for their summer holidays while they’re signing the purchase agreement. The other main and obvious reason you will get “I want to think about it” is you haven’t sold them yet.
At this point you need to revert to A.C.O. (See: Overcome any objection with This tried and tested three step formulaAgree with them: “I fully understand John and Mary, if I was in your shoes I’d want to think about the payment options and whether I could afford the additional monthly outgoing.” Confirm: “Is that what you want to think about?” If that is not their reason you need to keep asking with one option at a time until you have isolated it down to the real objection.
Now you just get back into Overcoming the real objection and closing the deal!
So to recap: “I want to think about it” really means, you’ve given me too much information and I’m confused. Or, I don’t have enough of the relevant information so I’m not sold yet.
By keeping it simple and only feeding the cow when it moo’s, you will always be dealing with: “I don’t have enough information yet” It’s always easier to add the benefits of your product bit by bit than take something away once you’ve given them everything up front.
The lesson this week is: “Don’t feed the cow till it moos!”

 


 

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Warming Up Those Cold Calls

No-one likes cold calling. Indeed, quite a few sales commentators believe that cold calling should never happen. I subscribe to the theory that once your business is established, if your marketing plan is well coordinated and consistent, then indeed you shouldn’t have to rely on cold calling.

However, there are some circumstances where “cold calling” can yield be beneficial if its handled correctly. The trick is to maximise your chances by “warming-up” your prospective clients before you even touch the telephone.
Telephone Last. At the very least send your prospective clients something in the mail – a letter or postcard would be most likely, but it could be a thank-you card or an article you have written. This would ideally be something personalised – “Dear Stan” rather than “Dear Business Owner”.
The purpose of this mail-out is to differentiate you from a telemarketer, “break the ice” with the client and, possibly, give them a chance to prepare for your call.
Be Memorable. You are not trying to sell your firm in this mail-out. You are just breaking the ice with the client. You will reference the mail-out when you call so you don’t want it going straight in the bin. Keep your mail-out brief, personal and memorable. Branding, colours and layout can certainly help.
However, the best two tactics are (a) a brief, handwritten personal message (or at the very least a personal signature) and (b) a fact that leaves the prospective client wondering more about your services. Think performance statistics, awards, volumes of sales, number of clients, topical items in the news. Something that makes the client think that they might just be missing out on something…
Be Valuable. You will have a significantly better hit-rate if you offer the client something of value.
Remember – value means getting something for “less than its worth”. You aren’t offering value if you are just selling a service and charging a fair price. That isn’t value – its just a fair price.
Everyone likes a bargain or, even better, something free. So in your initial mail-out offer your client something extra BEFORE you even start your sales process. This doesn’t have to cost you a fortune and ideally it should be something that links back to your business. Maybe it’s “free” access to research, maybe it’s a “free” copy of a presentation, maybe it’s a “free” invite to a seminar, maybe it’s a “free” copy of an article of relevance to their industry.
You reap what you sow. Most prospective clients will highly value anything you give them for free. Those that don’t – well, you don’t want them as clients anyway. Remember, brochures and advertisements are not value – they are advertising. You have to give the client something they can utilise themselves.
Be Specific. In your mail-out, don’t say “I will call you in the next week”.
Instead, say “I will call you at 10:00 am, Monday 21st July. If this time is not suitable, please contact me on 555-1234 to reschedule”. Again, this makes you sound less like an anonymous telemarketer and creates an impression that your time is also valuable.
Then call at that time. If the client is not there, leave a message stating you will re-call them at another specific time and date. If you are still not getting through on that second call, only then would you leave a message saying that you will call back “in the next week”.
I would then send a second mail-out to the client, noting that you have not had luck contact them, and including a second piece of “value” – another article, a copy of an interview, a presentation. Then, after you know they will have received that second mail-out, call a third time.
If you still aren’t getting a response, it might be time to move on for a while. But don’t write them off entirely. Give them a few months, then start the process again with another “value” mail-out. This process isn’t costing you much and no-one said this would be easy – persistence pays off.
Be Topical. If you can, time your mail-out carefully.
Think about the time of year for your prospective client – December is generally bad for everyone, June can be bad for accountants, January can be bad for executives, school holidays can be bad for families. Pick your moment, prepare your materials and book time in your schedule well in advance.
As the time gets closer, do a last minute search of topical items or news events in your prospective client’s industry and latch onto that in your mail-out. Even if the link is tenuous, remember that all you want to do is get your client remembering your mail out, your company and have the ice slightly broken when you call.
Conclusion. No-one enjoys cold calling and, hopefully, once you are established, your marketing plans will not require its use. But, with a little extra effort you can “defrost” your cold prospects and enjoy a much warmer reception.

 


 

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