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Suggest You - How to Use Questions to Gain More Selling Power And Show Prospects What They Want Most
10 Tips to Polish Your Press Release
Working with small businesses and nonprofits, I am often asked for advice on writing a press release that is sure to get picked up by worthy media outlets. For those new to writing press releases, here are 10 quick tips to ensure your success:Tip #1 – Your press release must be newsworthy. You can’t write a press release to say how great your company is without having a reason for saying so. OK, that’s not entirely true. You can write a press release saying “ABC Company is the BEST widget maker in the world.” However, news outlets won’t listen. However, if you say “ABC Company was recently awarded a million dollar contract by the U.S. Government to make widgets,” the media is much more likely to pick up your story.Tip #2 – The first paragraph of your press release should summarize your news factually and succinctly. Leave out the modifiers like biggest, best, most sought after, etc. Keep it short and to the point. Details can be added in subsequent paragraphs.Tip #3 – Dress up your press release with a pertinent quote from a company official or an industry expert. This not only adds credibility to the pr
this article, we’re going to look at 10 tips that will help you ask the right questions and keep your focus on your prospect. Working with small businesses and nonprofits, I am often asked for advice on writing a press release that is sure to get picked up by worthy media outlets. For those new to writing press releases, here are 10 quick tips to ensure your success:Tip #1 – Your press release must be newsworthy. You can’t write a press release to say how great your company is without having a reason for saying so. OK, that’s not entirely true. You can write a press release saying “ABC Company is the BEST widget maker in the world.” However, news outlets won’t listen. However, if you say “ABC Company was recently awarded a million dollar contract by the U.S. Government to make widgets,” the media is much more likely to pick up your story.Tip #2 – The first paragraph of your press release should summarize your news factually and succinctly. Leave out the modifiers like biggest, best, most sought after, etc. Keep it short and to the point. Details can be added in subsequent paragraphs.Tip #3 – Dress up your press release with a pertinent quote from a company official or an industry expert. This not only adds credibility to the pr
Questioning Tip #1. Prepare, in advance, the questions you will ask.
Of course, every prospect is unique and every selling situation requires some variation, but certain
An Example of A Cover Letter
Letters are typically the most widely-used form of communication. These had survived the technological advancement, and are still in existence due to the following reasons:1. Writing letters do not require the use of special devices, thus making it a cheap form of communication.Even long distance communication is made possible even with limited means. This can be made at home or almost anywhere as long as paper and a writing material such as pen, is available.2. If the letter is to be used as a promotional or advertising device, it could cover a much wider range of market or consumers since addresses are much easier to determine unlike email addresses which are personalized.3. For purposes or record-keeping, letters are a much easier form of validating information that can be stored and kept for future reference.Cover letters on the other hand are used mainly to introduce a certain topic or idea.This may be done either through the regular form of writing on a piece of paper or encoding the same on an email message following the regular format for letter writing.The most comm
Studies show that most people approach a buying decision with some level of anxiety. The truth is, they really don’t want to have to make a decision. Believe it or not, your prospects are very often looking for an excuse not to satisfy a need or want. The decision-making process is just too stressful for them. Letters are typically the most widely-used form of communication. These had survived the technological advancement, and are still in existence due to the following reasons:1. Writing letters do not require the use of special devices, thus making it a cheap form of communication.Even long distance communication is made possible even with limited means. This can be made at home or almost anywhere as long as paper and a writing material such as pen, is available.2. If the letter is to be used as a promotional or advertising device, it could cover a much wider range of market or consumers since addresses are much easier to determine unlike email addresses which are personalized.3. For purposes or record-keeping, letters are a much easier form of validating information that can be stored and kept for future reference.Cover letters on the other hand are used mainly to introduce a certain topic or idea.This may be done either through the regular form of writing on a piece of paper or encoding the same on an email message following the regular format for letter writing.The most comm
What does that mean for you? Your job as a sales professional is to help your prospects overcome this anxiety – their desire to avoid making a decision – and commit to satisfying their needs or wants with YOUR product or service.
So how do you do it? There are two keys here:
1. You’ve got to ask the right questions….everyone knows that. However, in training thousands of salespeople every year, we’ve found that salespeople talk their way out of more sales than they listen their way into. Salespeople who talk instead of listen tend to lose sales because they let their focus slip: They start thinking about what they want to have happen instead of what their prospects want to have happen.
2. You’ve got to listen to your prospect’s responses to your questions carefully so that your follow-up questions keep the focus where it needs to be – on that prospect and what he or she wants to have happen. In this article, we’re going to look at 10 tips that will help you ask the right questions and keep your focus on your prospect.
Questioning Tip #1. Prepare, in advance, the questions you will ask.
Of course, every prospect is unique and every selling situation requires some variation, but certain b
Winnie the Pooh and You… at the Tradeshow?
At first glance, there’s no connection between Disney’s Winnie the Pooh and tradeshows. The same is true of Piglet, Tigger, and the rest of the gang. What could this cuddly group of childhood favorites possibly teach us about exhibiting?Surprisingly, quite a bit. There are some very strong similarities between Winnie the Pooh and the other inhabitants of the Hundred Acre Woods and many tradeshow exhibitors. Don’t believe me? Take a look and see how many of your staffers you recognize:Winnie the PoohPooh Bear may be cute, cuddly and approachable -- but he’s also got one thing on his mind. What makes this roly poly bear happy? Honey, of course! He’s obsessed with the golden sweet -- when he’s not enjoying a meal, he’s in search of the next smackerel to fill his rumbly-tummy.A Pooh-style booth staffer is hungry. He might be talking to attendees, but he’s thinking about lunch. If someone walks by with a sandwich, his eyes are instantly drawn to it. Scents from the food court get his nostrils quivering. When he gets a chance to eat, he takes it: even if that means eating in the booth!
What does that mean for you? Your job as a sales professional is to help your prospects overcome this anxiety – their desire to avoid making a decision – and commit to satisfying their needs or wants with YOUR product or service.
So how do you do it? There are two keys here:
1. You’ve got to ask the right questions….everyone knows that. However, in training thousands of salespeople every year, we’ve found that salespeople talk their way out of more sales than they listen their way into. Salespeople who talk instead of listen tend to lose sales because they let their focus slip: They start thinking about what they want to have happen instead of what their prospects want to have happen.
2. You’ve got to listen to your prospect’s responses to your questions carefully so that your follow-up questions keep the focus where it needs to be – on that prospect and what he or she wants to have happen. In this article, we’re going to look at 10 tips that will help you ask the right questions and keep your focus on your prospect.
Questioning Tip #1. Prepare, in advance, the questions you will ask.
Of course, every prospect is unique and every selling situation requires some variation, but certain
2. You’ve got to listen to your prospect’s responses to your questions carefully so that your follow-up questions keep the focus where it needs to be – on that prospect and what he or she wants to have happen. In this article, we’re going to look at 10 tips that will help you ask the right questions and keep your focus on your prospect.
Questioning Tip #1. Prepare, in advance, the questions you will ask.
Of course, every prospect is unique and every selling situation requires some variation, but certain
2. You’ve got to listen to your prospect’s responses to your questions carefully so that your follow-up questions keep the focus where it needs to be – on that prospect and what he or she wants to have happen. In this article, we’re going to look at 10 tips that will help you ask the right questions and keep your focus on your prospect.
Questioning Tip #1. Prepare, in advance, the questions you will ask.
Of course, every prospect is unique and every selling situation requires some variation, but certain
Questioning Tip #1. Prepare, in advance, the questions you will ask.
Of course, every prospect is unique and every selling situation requires some variation, but certain basic questions that come up in every interview can be planned in advance. By carefully planning your basic questions, you can make sure you cover all bases and that your wording will be precise. Here are some examples:
• What about the product/service is most important to you?
• Have you seen anything else on the market that you especially don’t like?
• What do you most want to have happen as a result of using this product/service?
• What about the product/service is most important to you?
• Have you seen anything else on the market that you especially don’t like?
• What do you most want to have happen as a result of using this product/service?
• What about the product/service is most important to you?
• Have you seen anything else on the market that you especially don’t like?
• What do you most want to have happen as a result of using this product/service?
I do have one caution: Be careful not to phrase them so they sound canned.
Questioning Tip #2. Open the sale with a good question.
The best way to open a sale is with a question. If you’re calling on someone, always ask, “Is this a good time for you?” And always ask your prospect, “In order to be of service to you,
At first glance, there’s no connection between Disney’s Winnie the Pooh and tradeshows. The same is true of Piglet, Tigger, and the rest of the gang. What could this cuddly group of childhood favorites possibly teach us about exhibiting?Surprisingly, quite a bit. There are some very strong similarities between Winnie the Pooh and the other inhabitants of the Hundred Acre Woods and many tradeshow exhibitors. Don’t believe me? Take a look and see how many of your staffers you recognize:Winnie the PoohPooh Bear may be cute, cuddly and approachable -- but he’s also got one thing on his mind. What makes this roly poly bear happy? Honey, of course! He’s obsessed with the golden sweet -- when he’s not enjoying a meal, he’s in search of the next smackerel to fill his rumbly-tummy.A Pooh-style booth staffer is hungry. He might be talking to attendees, but he’s thinking about lunch. If someone walks by with a sandwich, his eyes are instantly drawn to it. Scents from the food court get his nostrils quivering. When he gets a chance to eat, he takes it: even if that means eating in the booth!
What does that mean for you? Your job as a sales professional is to help your prospects overcome this anxiety – their desire to avoid making a decision – and commit to satisfying their needs or wants with YOUR product or service.
So how do you do it? There are two keys here:
1. You’ve got to ask the right questions….everyone knows that. However, in training thousands of salespeople every year, we’ve found that salespeople talk their way out of more sales than they listen their way into. Salespeople who talk instead of listen tend to lose sales because they let their focus slip: They start thinking about what they want to have happen instead of what their prospects want to have happen.
2. You’ve got to listen to your prospect’s responses to your questions carefully so that your follow-up questions keep the focus where it needs to be – on that prospect and what he or she wants to have happen. In this article, we’re going to look at 10 tips that will help you ask the right questions and keep your focus on your prospect.
Questioning Tip #1. Prepare, in advance, the questions you will ask.
Of course, every prospect is unique and every selling situation requires some variation, but certain
Bye-Bye Boring Meetings! Make Yours Remarkable!
It’s the middle of the night. You’ve woken up with a brilliant idea on how to improve the way your business product is delivered to your customers. You scribble it down and can’t wait to share it with your co-workers during your morning meeting.The appointed hour arrives and you get your idea onto the agenda. Unfortunately the meeting proceeds without focus and at the speed of really good ketchup—slow. The person directing the meeting has gone over the same things you've already discussed ad nauseum, and your co-workers are mired down in dissecting ideas before anything tangible can be accomplished. By the time your agenda item is up for discussion, everyone is tired and frustrated. The nitpicking has drained all the energy out of a potentially terrific idea.What is happening in this meeting? While it might be easy to blame it on your co-workers, the boss, or your team leader - the real culprit is process, or lack of it. A good meeting must be orchestrated like any other; it's a creative group effort. If you start with an unfocused agenda, add group members who are unclear of their roles, and mix in a lack of c
ask the right questions….everyone knows that. However, in training thousands of salespeople every year, we’ve found that salespeople talk their way out of more sales than they listen their way into. Salespeople who talk instead of listen tend to lose sales because they let their focus slip: They start thinking about what they want to have happen instead of what their prospects want to have happen. It’s the middle of the night. You’ve woken up with a brilliant idea on how to improve the way your business product is delivered to your customers. You scribble it down and can’t wait to share it with your co-workers during your morning meeting.The appointed hour arrives and you get your idea onto the agenda. Unfortunately the meeting proceeds without focus and at the speed of really good ketchup—slow. The person directing the meeting has gone over the same things you've already discussed ad nauseum, and your co-workers are mired down in dissecting ideas before anything tangible can be accomplished. By the time your agenda item is up for discussion, everyone is tired and frustrated. The nitpicking has drained all the energy out of a potentially terrific idea.What is happening in this meeting? While it might be easy to blame it on your co-workers, the boss, or your team leader - the real culprit is process, or lack of it. A good meeting must be orchestrated like any other; it's a creative group effort. If you start with an unfocused agenda, add group members who are unclear of their roles, and mix in a lack of c
2. You’ve got to listen to your prospect’s responses to your questions carefully so that your follow-up questions keep the focus where it needs to be – on that prospect and what he or she wants to have happen. In this article, we’re going to look at 10 tips that will help you ask the right questions and keep your focus on your prospect.
Questioning Tip #1. Prepare, in advance, the questions you will ask.
Of course, every prospect is unique and every selling situation requires some variation, but certain
Industrial Paper Shredders
Industrial paper shredders are used to shred large volumes of paper. These are perfect for use in large companies, outsourced shredding companies, large corporations, banks, businesses, and warehouses. Industrial paper shredders can manage all your paper shredding needs in a cost effective, secure, and convenient way. Industrial paper shredders are able to destroy substantial workloads more efficiently. They are available in crosscut and strip cut versions.Industrial paper shredders are generally designed to shred about 2,000 sheets of paper at a time. They can also shred large number of computer printouts, cardboard boxes, carbon ribbon cassettes, file folders, plastic bottles, floppy disks, CD?s, aluminum cans, cartridges, and more. In short, Industrial paper shredders can cater to the shredding requirements of an entire organization.A number of manufacturers provide paper shredders for industrial use. Ameri-Shred Corp, Dahle, MBM, Kobra, Offis Life, and Olympia are some among them. Popular models of industrial paper shredders include Kobra Cyclone and Dahle XC-100. These are suitable for a variety of applic
about what they want to have happen instead of what their prospects want to have happen. Industrial paper shredders are used to shred large volumes of paper. These are perfect for use in large companies, outsourced shredding companies, large corporations, banks, businesses, and warehouses. Industrial paper shredders can manage all your paper shredding needs in a cost effective, secure, and convenient way. Industrial paper shredders are able to destroy substantial workloads more efficiently. They are available in crosscut and strip cut versions.Industrial paper shredders are generally designed to shred about 2,000 sheets of paper at a time. They can also shred large number of computer printouts, cardboard boxes, carbon ribbon cassettes, file folders, plastic bottles, floppy disks, CD?s, aluminum cans, cartridges, and more. In short, Industrial paper shredders can cater to the shredding requirements of an entire organization.A number of manufacturers provide paper shredders for industrial use. Ameri-Shred Corp, Dahle, MBM, Kobra, Offis Life, and Olympia are some among them. Popular models of industrial paper shredders include Kobra Cyclone and Dahle XC-100. These are suitable for a variety of applic
2. You’ve got to listen to your prospect’s responses to your questions carefully so that your follow-up questions keep the focus where it needs to be – on that prospect and what he or she wants to have happen. In this article, we’re going to look at 10 tips that will help you ask the right questions and keep your focus on your prospect.
Questioning Tip #1. Prepare, in advance, the questions you will ask.
Of course, every prospect is unique and every selling situation requires some variation, but certain
Smart Women - Is Your Current Management Style a Weakness or a Strength?
Professional women often come to executive coaches to work on their perceived “weaknesses” in the workplace, with an express wish to change an undesirable behavior or pattern. While we can effectively work from this point to create change - with some clients focusing on what they are doing right offers the best prognosis. I recently worked with a client who felt overwhelmed by all her “bad” habits in the office. She became easily distracted and would often take on the work of colleagues. By turning the topic around and asking her what she was already doing right at work, a shift occurred. We agreed she should focus only on spending more time engaging in the right behaviors; concentrating most of her energy on building relationships with her own clients and keeping her accounts up to date.She realized that concentrating on her own accounts would naturally take up more time, making it easier for her to say no to colleagues who had routinely come to her for extra support, plus she would submit more accurate reports, a problematic issue that had been raised at a recent appraisal. “Turning up the volume” on the good habits
this article, we’re going to look at 10 tips that will help you ask the right questions and keep your focus on your prospect. Professional women often come to executive coaches to work on their perceived “weaknesses” in the workplace, with an express wish to change an undesirable behavior or pattern. While we can effectively work from this point to create change - with some clients focusing on what they are doing right offers the best prognosis. I recently worked with a client who felt overwhelmed by all her “bad” habits in the office. She became easily distracted and would often take on the work of colleagues. By turning the topic around and asking her what she was already doing right at work, a shift occurred. We agreed she should focus only on spending more time engaging in the right behaviors; concentrating most of her energy on building relationships with her own clients and keeping her accounts up to date.She realized that concentrating on her own accounts would naturally take up more time, making it easier for her to say no to colleagues who had routinely come to her for extra support, plus she would submit more accurate reports, a problematic issue that had been raised at a recent appraisal. “Turning up the volume” on the good habits
Questioning Tip #1. Prepare, in advance, the questions you will ask.
Of course, every prospect is unique and every selling situation requires some variation, but certain basic questions that come up in every interview can be planned in advance. By carefully planning your basic questions, you can make sure you cover all bases and that your wording will be precise. Here are some examples:
• What about the product/service is most important to you?
• Have you seen anything else on the market that you especially don’t like?
• What do you most want to have happen as a result of using this product/service?
• What about the product/service is most important to you?
• Have you seen anything else on the market that you especially don’t like?
• What do you most want to have happen as a result of using this product/service?
• What about the product/service is most important to you?
• Have you seen anything else on the market that you especially don’t like?
• What do you most want to have happen as a result of using this product/service?
I do have one caution: Be careful not to phrase them so they sound canned.
Questioning Tip #2. Open the sale with a good question.
The best way to open a sale is with a question. If you’re calling on someone, always ask, “Is this a good time for you?” And always ask your prospect, “In order to be of service to you,
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