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Suggest You - The 'Red' Pill or the 'Blue' -- the Truth About Professional Selling
Hello againToday we want to talk about your dream. I want you to think about why you are doing all this. Yes, we have talked about how you can earn really big money in this business :-), but that’s not really what it’s all about. It’s not about the money. The real reason driving this new adventure of yours is lifestyle: when you are earning big bucks, you can fund the lifestyle you have always dreamed about :-) :-).Your dream You need to be very specific about your dream (this is a trick I learned from my guru – my mentor). Do you want to travel and have adventures? If you do, you need to set some very specific goals.Do you want to cycle around Europe, trek in the Himalayas, hike the Appalachian Trail, walk from Land’s End to John O’Groats or motorbike across the Sahara? Do you want to fly first class to six-star resort hotels in exotic locations? Do you want to cruise the world on luxury liners, sitting at the Captain’s table? Maybe you just want to hang out at Raffles or the Connaught, sipping Earl Grey and eating cream cakes in the afternoon. Perhaps travel from London to Beijing by first class train?Do you want to fly your own aeroplane around the world (my choice is a Beech 18S – the one that flew Ingrid Bergman away from Casabla
-- Failing a lot (that’s why you have to have a “thick skin, supposedly)
-- When you fail and hear “No” a lot, you will have to find ways to stay constantly motivated (that’s why you hear that you have to “have a positive attitude, supposedly)
-- It requires going to “a guru” asking them what they did, only to hear things like:
-- “There are no silver bullets in sales kid, you just have to do it!”
-- You just have to figure it out on your own
-- If I tell you, it will not h
“I want to sell my company’s products on the Web, but how do I get potential clients to visit my site,” a client asked recently. The answer is a strategy that has proven extremely effective for many different businesses…Internet Direct Mail.One of the most common mistakes many businesses make is putting up a website and then sitting around biting their nails waiting for people to come. This approach isn’t going to work. If you want people to visit your site, you’ve got to make it happen. And sending an e-mail invitation is one of the best ways to build website traffic and boost your company’s profits.Of course, sending an e-mail to a random group of people asking them to “please come and visit our site,” isn’t going to work very well either. You need to get your e-mail to the right people and then give those people a reason to visit, or they won’t bother. The most effective way to achieve a high response to an e-mail marketing campaign is to follow these guidelines:Identify Your Customers. Many companies make the mistake of creating an impressive e-mail marketing campaign and only think about exactly to whom they’re going to send it to at the last minute. Yet, choosing the right customers accounts for approximately 40 percent of the success of any marketing strategy.Get your message into
There is a major problem in professional selling today.
The problem is, most people within the profession today don’t even know what professional selling entails to be effective, efficient or successful. That makes it a great opportunity for you, but a real problem for you at the same time.
It really comes down to making a distinction between two different ways of “being” effective in professional selling just like making a distinction between how something is and what something is.
Let me clarify…
“Learning How to Sell”
is COMPLETLEY different than
“Learning Professional Selling”
By this I mean…
“Learning How To Sell” requires a phone, a desk, a customer, a couple of books on sales, and asking a ton of questions. Eventually you will figure out how to “do” professional selling. So when you ask “how to” sell, you are really asking “How do you accomplish professional selling?” You are in essence asking how to "carry out a task"; Learning how-to accomplish something is a verb (remember from English where a verb is “the part of speech that expresses existence, action, or occurrence?
“Learning Professional Selling” requires an understanding of theory, practice, as well as “why” something exists and “what” it is. It requires a description of professional selling that says what it is like, how it works and so on. When you learn professional selling, you are asking to understand what selling is not how to do it. In order to know what something is, you actually have to describe it. In other words, professional selling is a noun, not a verb. Remember from English class “A noun is a word that can serve as the subject or object of a verb” You “do” professional selling, you “become a professional seller” etc.
The problem with “Learning How to Sell” is, it requires:
-- Hearing “No” a lot until you get it right (that’s why you have to be persistent, supposedly)
-- Failing a lot (that’s why you have to have a “thick skin, supposedly)
-- When you fail and hear “No” a lot, you will have to find ways to stay constantly motivated (that’s why you hear that you have to “have a positive attitude, supposedly)
-- It requires going to “a guru” asking them what they did, only to hear things like:
-- “There are no silver bullets in sales kid, you just have to do it!”
-- You just have to figure it out on your own
-- If I tell you, it will not he
Getting more clients starts with getting your foot in the door. A great one-liner can be your door man, and get more customers and partners to come in and start a relationship with your company. Before anyone is going to do business with you, they must first understand why you are in business in the first place. While this may seem obvious to you, each new person you meet needs to hear your story in a way that will make them want to be a part of it. That first simple sentence can make all the difference. A great one-liner makes you stand out from the crowd and can turn casual conversations into the beginnings of great business deals. How? A concise explanation of your company in the form of a savvy one-liner shows that you know what you do, you’re clever and it will sink into the mind of your target client immediately just like a one-liner in a movie. That one memorable line that stays with you, long after the popcorn and candy have been eaten and the lights have come up. You remember the feeling that line invoked in you and it makes you want to come back for more. A great one liner, gets you your first yes, in the form of a, “Tell me more,” response. That way when you start your pitch, your prospect is already hooked.How many times do you get asked, so what do you do? When talking to anyone you
It really comes down to making a distinction between two different ways of “being” effective in professional selling just like making a distinction between how something is and what something is.
Let me clarify…
“Learning How to Sell”
is COMPLETLEY different than
“Learning Professional Selling”
By this I mean…
“Learning How To Sell” requires a phone, a desk, a customer, a couple of books on sales, and asking a ton of questions. Eventually you will figure out how to “do” professional selling. So when you ask “how to” sell, you are really asking “How do you accomplish professional selling?” You are in essence asking how to "carry out a task"; Learning how-to accomplish something is a verb (remember from English where a verb is “the part of speech that expresses existence, action, or occurrence?
“Learning Professional Selling” requires an understanding of theory, practice, as well as “why” something exists and “what” it is. It requires a description of professional selling that says what it is like, how it works and so on. When you learn professional selling, you are asking to understand what selling is not how to do it. In order to know what something is, you actually have to describe it. In other words, professional selling is a noun, not a verb. Remember from English class “A noun is a word that can serve as the subject or object of a verb” You “do” professional selling, you “become a professional seller” etc.
The problem with “Learning How to Sell” is, it requires:
-- Hearing “No” a lot until you get it right (that’s why you have to be persistent, supposedly)
-- Failing a lot (that’s why you have to have a “thick skin, supposedly)
-- When you fail and hear “No” a lot, you will have to find ways to stay constantly motivated (that’s why you hear that you have to “have a positive attitude, supposedly)
-- It requires going to “a guru” asking them what they did, only to hear things like:
-- “There are no silver bullets in sales kid, you just have to do it!”
-- You just have to figure it out on your own
-- If I tell you, it will not h
1. Scale down office space. Office space is very expensive. What if you could eliminate the costs by working from your home office? By hiring a VA, you can reduce or eliminate rent costs. A Virtual Assistant works from their own office, so there’s no need for additional space or trying to cram 2 people in a small home office.2. No need to buy additional office equipment and software, and access to upgrades. Purchasing quality office equipment costs money, money that you may not want to purchase because it will drain your resources. Since a Virtual Assistant works for other clients, she has her own office equipment and supplies. If something breaks, she pays to have it fixed, not you. In order to run her business, a Virtual Assistant also needs to have current software. You can now have access to the latest software without incurring the cost yourself.3. No employee related taxes, insurance, or benefits. Virtual Assistants are not employees, they are entrepreneurs themselves. They are responsible for paying their own taxes, and you no longer have to pay for health insurance. You also do not have to pay for employee sick days, vacations, and holidays.4. No overtime and after-hours services. What if you need services provided after standard business hours? With an employee, you would
“Learning Professional Selling” requires an understanding of theory, practice, as well as “why” something exists and “what” it is. It requires a description of professional selling that says what it is like, how it works and so on. When you learn professional selling, you are asking to understand what selling is not how to do it. In order to know what something is, you actually have to describe it. In other words, professional selling is a noun, not a verb. Remember from English class “A noun is a word that can serve as the subject or object of a verb” You “do” professional selling, you “become a professional seller” etc.
The problem with “Learning How to Sell” is, it requires:
-- Hearing “No” a lot until you get it right (that’s why you have to be persistent, supposedly)
-- Failing a lot (that’s why you have to have a “thick skin, supposedly)
-- When you fail and hear “No” a lot, you will have to find ways to stay constantly motivated (that’s why you hear that you have to “have a positive attitude, supposedly)
-- It requires going to “a guru” asking them what they did, only to hear things like:
-- “There are no silver bullets in sales kid, you just have to do it!”
-- You just have to figure it out on your own
-- If I tell you, it will not h
More companies are saving time and effort by doing initial telephone interviews before committing themselves to hours of time assessing and evaluating applicants. They are doing this because, frankly, it's a good way to save a team's time from interviewing obviously unqualified people. From your standpoint, this means that you need to develop an additional interview skill.One of the disadvantages of doing a phone interview is that they can't see how well you look or what a great suit you're wearing to the interview or that you own terrific ties. It also means that you can sit in the comfort of your home, rather than trudging to their site. With this opportunity, comes problem. The major problem is that they can't see how well you look or what great clothes you own. All they can do is listen to your voice and the energy that you convey and listen to the answers to your questions; you, on the other hand, can't see when you've lost their attention or when you've bored them. There are no visual cues for either of you.But with preparation, you can do a fabulous job and get in the door. Here's a few pointers.1. For any interview, go to the company's website and learn about the firm. Also, if you can read a job specification on their site (or elsewhere) do so. After all the spec is the road map to wha
The problem with “Learning How to Sell” is, it requires:
-- Hearing “No” a lot until you get it right (that’s why you have to be persistent, supposedly)
-- Failing a lot (that’s why you have to have a “thick skin, supposedly)
-- When you fail and hear “No” a lot, you will have to find ways to stay constantly motivated (that’s why you hear that you have to “have a positive attitude, supposedly)
-- It requires going to “a guru” asking them what they did, only to hear things like:
-- “There are no silver bullets in sales kid, you just have to do it!”
-- You just have to figure it out on your own
-- If I tell you, it will not h
Many of us have a dream job in mind. But too often we accept jobs that aren’t up to our potential. We stick to jobs that offer stability, or convenience or some other solution. While it seems a simple task to make a resume and send it out to a list of prospective employers, that process is sometimes problematic. For some of us, there is some fumbling and adjustment of the search process till the first job interview calls arrive. So, focus and planning become key elements of a job search, if you want it to be successful. In this article we’ll cover those areas of a job search that work together to help you find preferred career employment, and not just another job.First of all, you must define your objective: Once you’ve determined your labor-of-choice, compare that to your skill sets, and the skill sets required to perform the job you want to pursue – do you have those skills? The answer requires some self-evaluation. List and review an earnest inventory of your interests, talents and abilities, job experiences and preferred labors, determining therefrom the industries and areas of endeavor that you prefer to pursue. Be as vague or specific as you require. Use the results of those internal inquiries to organize a well defined job search campaign.Once you have determined your goals, write an effective
-- Failing a lot (that’s why you have to have a “thick skin, supposedly)
-- When you fail and hear “No” a lot, you will have to find ways to stay constantly motivated (that’s why you hear that you have to “have a positive attitude, supposedly)
-- It requires going to “a guru” asking them what they did, only to hear things like:
-- “There are no silver bullets in sales kid, you just have to do it!”
-- You just have to figure it out on your own
-- If I tell you, it will not help you
-- It’s a numbers game! Just keep making calls, you’ll get it!
-- etc
on the other hand…
The problem with “Learning Professional Selling” is, it requires:
-- Asking what selling is
-- Understanding “what” professional selling is not “how” professional selling gets accomplished
-- Learning the systems, theories, and underpinnings of professional selling so you can become a better salesperson
-- Learning how the profession interfaces with other professions
-- Discovering the systems of professional selling and how they all interact
You see, learning “WHAT” selling is, is a precursor and an actual requirement for doing professional selling well. You have to know what you are doing in order to be any good at it! Right?
Unfortunately most sales people have no idea WHAT selling is! Don’t believe me? Ask them “What it is.” They will look at you like you’re a moron. If you do get someone who attempts to answer they will answer in “How-To” terms. They will explain “WHAT” it is by explaining what they “Do”.
I want to be really clear on this, so allow me a little more license…
As an analogy, pretend it is 1,000 years ago and you are brought into a cave and handed a sharp object to use as a scalpel. You are told to operate on someone lying on a table, and take out their "pain."
Of course, you have had no formal training in this--and you tell your mentor of your concern.
He doesn't let you operate on your patient this time. You are told that you can watch him and others plenty of times, but there are "no silver bullets" to finding "the way."
After 1 week, you have watched some operations.
Then your "VP of Cave Medicine" comes to you. She tells you that you must complete 1 operation a day in order to get paid, and no less than 30 operations in a month. Of course, your formal training will begin in 45 days.
You don't start off too well. You "save" some, you "lose" some. "It's OK," you hear from your cave mates.
Then, the big training day arrives!
You are trained on:
-- How to cut someone open
-- How to take out their pain. It's called an appendix, you learn!
-- How to ask questions to diagnose their pain
-- How to conduct more operations in less ti
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