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Suggest You - The Death Of Traditional Selling
Over the years, business attire has changed significantly. Because of the sudden change in business dress code it is sometimes difficult to draw the line between what’s acceptable and what’s unacceptable. Business wear in the traditional sense is stringent. Traditional business attire, for men, purely consists of wearing a dress suit. This includes wearing a matching coat and slacks, a long sleeved dress shirt, a necktie, and dress shoes. Traditional business attire for women is comprised of a blouse layered by a suit jacket with a coordinating skirt or slacks, and a pair of pumps. Bright colors are generally discouraged for both men and women in the workplace.During the close of the 20th Century, the corporate world introduced a new fashion trend called “Business Casual”. Many corporations decided to adopt the “Bus
The key to sales success in today's corporate and big ticket markets is to talk less and listen more.
Here's proof. In 1992 I came across a small case of sales training booklets that would change my selling career forever. The case was labeled, Xerox's Professional Selling Skills System III. The promises of th
The subconscious mind is a very powerful thing. If you have a negative or lazy attitude about you, then you will have no choice but to be negative or lazy. If you mope around and complain then you will achieve nothing. If, on the other hand, you are upbeat and cheerful, then you will generally have a good day and achieve quite a lot. If you dress successfully, people will treat you better than if you dress like a bum. Sad fact I know, but it’s the truth in today’s society.I found years ago that in a home business you need to put just as much effort into your appearance and your attitude, if not more, as you did when working in secular employment. I’ve had to learn to improve my telephone manner, my enthusiasm on the phone and, by looking at myself in a mirror while speaking, I realized why I couldn't sell anythi
Why? Because they suffer from an ailment more common than the common cold; salespressuritis. A sickening fear of being sold.
There is a simple cure for this fatal ailment. Avoid selling in the first place. I don't mean to steer clear of all contact. I mean toss out the gimmicky, 1980s talk-your-head-off, push-for-a-close techniques the 'gurus' of the past preached.
In corporate sales, gimmicky sales pitches DON'T WORK. If anyone buys they buy in spite of the gimmicks, not because of them. Gimmicky sales pitches don't work in big ticket sales situations either. There are two reasons why they never have worked and never will.
Today's market is far too sophisticated. They've "seen it all" with respect to alternate choice closes, Ben Franklin close, and all the other stupid techniques that insult a buyer's intelligence.
Second, fast-talking, outsmart-your-listener, old school techniques don't work if you're selling anything over a few hundred bucks. And lets face it, there's not an industry alive that will pay sales reps to make sales under $100 (except maybe MLM). So chances are what you're selling qualifies as a big ticket item.
The key to sales success in today's corporate and big ticket markets is to talk less and listen more.
Here's proof. In 1992 I came across a small case of sales training booklets that would change my selling career forever. The case was labeled, Xerox's Professional Selling Skills System III. The promises of the
At about two months, I had my first photo accepted on my first online photo site. At two and half months I was finally taking better digital photographs. It was a great day for me when my first photo was accepted in the test submission stage to qualify.I had had months of trial and error. I did it the hard way; but then I had to use what I had! I would not do it that way again. I only had a regular camera, ie: a basic Canon sure shot. I read-up on what the best film type was for the lighting required on a film camera, used the available light outside, which happened to be early spring at noon, and I gave it a go. I had the right ASA film – 100, but… of course I could not change the ISO setting. The photostock company rejected the photos saying I had borderline grain, which is called noise.I knew very little a
There is a simple cure for this fatal ailment. Avoid selling in the first place. I don't mean to steer clear of all contact. I mean toss out the gimmicky, 1980s talk-your-head-off, push-for-a-close techniques the 'gurus' of the past preached.
In corporate sales, gimmicky sales pitches DON'T WORK. If anyone buys they buy in spite of the gimmicks, not because of them. Gimmicky sales pitches don't work in big ticket sales situations either. There are two reasons why they never have worked and never will.
Today's market is far too sophisticated. They've "seen it all" with respect to alternate choice closes, Ben Franklin close, and all the other stupid techniques that insult a buyer's intelligence.
Second, fast-talking, outsmart-your-listener, old school techniques don't work if you're selling anything over a few hundred bucks. And lets face it, there's not an industry alive that will pay sales reps to make sales under $100 (except maybe MLM). So chances are what you're selling qualifies as a big ticket item.
The key to sales success in today's corporate and big ticket markets is to talk less and listen more.
Here's proof. In 1992 I came across a small case of sales training booklets that would change my selling career forever. The case was labeled, Xerox's Professional Selling Skills System III. The promises of th
Sun Tzu’s “Art of War” is considered to provide the most profound lessons for leadership, and victory in East or the West. Today its principles are applied to business all over the world. This classic body of work came from life and death scenarios, which evolved from empire, trade and political struggles. Obviously today’s corporate world does not induce anywhere near as strong a mechanism for change, or success, as the consequences of failure in business are far less than warfare. Nonetheless, the trickle down lessons from the “Art of War” are definitely applicable to any organized effort, project or business. Although Chinese in origin, the “Art of War” and lessons from Zen were adopted by Japanese groups such as the Samurai and Corporate Japan for clarity of mind, decision making and strategy.Past and Present: M
Today's market is far too sophisticated. They've "seen it all" with respect to alternate choice closes, Ben Franklin close, and all the other stupid techniques that insult a buyer's intelligence.
Second, fast-talking, outsmart-your-listener, old school techniques don't work if you're selling anything over a few hundred bucks. And lets face it, there's not an industry alive that will pay sales reps to make sales under $100 (except maybe MLM). So chances are what you're selling qualifies as a big ticket item.
The key to sales success in today's corporate and big ticket markets is to talk less and listen more.
Here's proof. In 1992 I came across a small case of sales training booklets that would change my selling career forever. The case was labeled, Xerox's Professional Selling Skills System III. The promises of th
This article begins with a tip of the hat to a scholarly publication called the Journal of Mundane Behavior. Unlike other publications, which herald important issues, this one trumpets everyday, but rarely noticed, behaviors. It sees what the rest of us overlook because that stuff is so, well, mundane (my dictionary defines 'mundane' as being ordinary or common).For example, I just read an article in the Journal about beards and shaving, one that interests me because I've had a beard for almost as long as I've been able to shave. And while that subject may interest me, it doesn't mean much in the great scheme of things.Today, I'm interested in the connection between the mundane and communication. In this article we'll explore how great strategies can emerge from observing not great, but everyday events. We'll
Second, fast-talking, outsmart-your-listener, old school techniques don't work if you're selling anything over a few hundred bucks. And lets face it, there's not an industry alive that will pay sales reps to make sales under $100 (except maybe MLM). So chances are what you're selling qualifies as a big ticket item.
The key to sales success in today's corporate and big ticket markets is to talk less and listen more.
Here's proof. In 1992 I came across a small case of sales training booklets that would change my selling career forever. The case was labeled, Xerox's Professional Selling Skills System III. The promises of th
Few topics are as controversial as outsourcing. This is understandable. To state obvious, jobs are a fundamental part of our ability to lead a happy and productive life.Unfortunately, jobs exist within context of volatile global markets. growth of Outsourcing is result of developing nations reaching a point in economic evolution where y have skills to compete in higher-skill domains traditionally served by rich country workers. Same cost advantages offered to lower-level manufacturing are now being brought up value chain to software development.In United States, a number of congressmen have proposed bills which would protect American IT workers from foreign labor competition. Fur more; though few are as overtly anti-trade as Dick Gephardt or Dennis Kucinich, it is increasingly clear those Democr
The key to sales success in today's corporate and big ticket markets is to talk less and listen more.
Here's proof. In 1992 I came across a small case of sales training booklets that would change my selling career forever. The case was labeled, Xerox's Professional Selling Skills System III. The promises of the system seemed somewhat outrageous. And the sales model was unlike any sales system I had ever seen before then. But I reserved judgment and like Mikey... I tried it... I read every page of the system. I worked through the sample case studies and scenarios. I had no clue if my efforts would pay off or not.
The results? My sales more than doubled. In fact, finally finding a selling "system" instead of winging the sales process made me the top salesperson in under 30 days at that company where I had previously been struggling just to keep my job. People with more experience than I had years on this planet were selling less than me.
Pretty impressive stuff considering the month before I received a written warning of dismissal if my sales didn't turn around. And here, all of a sudden, I became number one on the totem pole. Sweet!!
However, I DON'T recommend using the Xerox Selling System today.
The Xerox sales model is a tedious process to use. Yes, it's more effective than "winging it". But the problems the system brings are many.
The process is easily fouled if you forget one or more techniques or miss hearing your "cue" for what to say next. And worse, the Xerox selling model often causes objections where none existed before.
How? By encouraging you to attempt to force replies from your listener, by requiring you to follow a bunch of predetermined hoops to get your listener to jump through
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