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Set Goals For Your Network Marketing Business
Very little in life is achieved without setting goals. Paul Getty, a wealthy philanthropist and avid book collector, said long ago: "In life, if you don't know where you're going, you're sure to end up somewhere else."Your goals for growing your network marketing business are the steps that will lead you to realizing your dreams and ultimately, your personal success. Success is built upon success. The level to which you succeed will be determined by the goals you set for yourself personally and for your network marketing business itself.In order for your goals in network marketing to be attained, they must be:Written down Specific Measurable Realistic, yet challenging and time oriented. You should set goals that are obtainable and measurable, then set a realistic time for them to be accomplished. For instance, you can set goals for how many people you will place product with and share your network marketing opportunity with during the course of a week or two.How many do you want to personally sponsor and get activated in your network marketing business during a specific time period? What rank do you want to reach in your network marketing company

out. People that didn’t follow this rule were either really successful in the dating stakes or had red cheeks from all those slaps!

Now I do know of salespeople who are like this. They are so hardened to rejection, that they don’t really care any more and just ask everyone. The double glazing cold calling merchants are like this. You say “no” so they go onto the next customer…eventually someone is going to say yes.

But I don’t like to teach selling that way…I like to enjoy my job and the rapport we build with customers.

It’s all about asking questions…

It’s all about asking questions

The three types of questions you will want to ask leading up to the close are testing questions to feel the temperature of the soup, trial questions to taste a little of the soup and then closing questions to drink the soup.

Testing questions

Throughout the sales meeting you’ll want to see how the customer is feeling about your product or service. Are they warming to you and the product or not?

You can tell all is going wel

India Offshore Outsourcing
American and English have always turned to India as a primary outsourcing country. India is a developing nation, but it surpasses all countries but America when it comes to the number of scientifically minded English-speaking individuals. Since India has yet to be labeled developed, the immense talent it holds is available for outsourcing at very cheap rates -- about 50% of what an employee in the US or UK would demand.Since the 1960s, India has been under the consideration of European and American companies. Previously, the prime reason for choosing Indian companies for sub-contracting was that Indian manpower was available for at much lower rates than its indigenous counterparts. This brought the overhead expenses down dramatically for the parent company.Indian companies recruit special coaches and trainers to make their employees adept in western modes of life to become more palatable to their clientele. There are quality supervisions and time-bound projects to make their employees more proficient.BPOs in India work in two shifts – day and night. The night shift makes better business sense to the Americans and Europeans, as they become prime time workers in their own countries. However, they are paid half the amount of wh

What is Closing?

I recall the day effortlessly. I’d been busy selling mortgages to customers of an estate agency in the 1980’s and we had a new National Sales Director appointed. Now he was a pretty fierce individual. A big man with an equally big voice who had a reputation for reducing sales people to tears if you ever crossed him.

He came to visit us all on a one to one basis to see how we were doing and to get to know us, I guess. But I wasn’t looking forward to the meeting. You see up until that moment, selling mortgages in the estate agency was really easy. I’m certainly not bragging here…I was very young and people just wanted me to arrange their mortgage and policies. They asked me to do the business and I just gave them information and advice and filled in the forms. It was a gravy chain. It was a massive property market with fewer players than there are today.

Then it all stopped. August 1998 it was and the market collapsed and selling mortgages became depressingly difficult.

In our meeting the sales director asked me lots of question about my selling process and could see that the previous year I had arranged hundreds of mortgages for customers. Next he asked me how I closed the sale. I had no idea what he meant and it was obvious. He then asked how I got people to commit. Again I had no answer. “I guess they just did it” was my meek reply. He then stood up and in a forceful gruff voice shouted, “well in this new market you might as well give up selling then” and he stormed out.

Expecting the sack imminently I was pleasantly surprised to see my name on the next sales training enrolment list. Yes, as you can appreciate Paul Archer was whisked off for some sales training where everything became very clear. In sales you have to close the sale. That’s it. Fullstop. Closing is the one skill that every sales person, what ever you’re selling, just has to do.

But that’s the problem, as I see it. Closing the sale has become synonymous with slick sales’ey types. Sharp suits and sharp closing techniques. The books and tapes cry out for you to “close the sale”, “overcome objections”, “win the sale”, “ask for the order”…and it all gets a little too much for the average sales person.

So I’d like to give you my take on closing the sale. A method which you’ll not notice that you’re actually closing the sale according to the tapes and sales books out there. A method in which the customer doesn’t know they’re being closed and no fancy technique is being used. It’s clean, tidy, easy to do and incredibly customer focussed. And that is what rapport selling is all about.

It’s like eating soup…

Eating Soup

For lunch my wife and I had her home made turkey soup. Yes, you’re right, Christmas wasn’t long ago and the carcass has been boiling on the stove all day. My wife’s turkey soup is famous because it feeds my whole family for days and is absolutely delicious.

Eating the soup is like closing sales. There’s no way I’d ever dive into the soup, take an enormous spoonful and gulp it down. I’d scoop up a little, blow on it, feel the steam with my top lip, take a sip and only then would I take a decent mouthful.

Closing the sale is the same concept. You wouldn’t go charging in would you?

“Would you like to sign the paperwork now, Mrs Brown” you say five minutes into the sale. You’d end up with a handbag around your chops!

No, you’d wait until Mrs Brown was ready to buy your product or service and only then would you ask. You have a much better chance then of getting a yes rather than a refusal. And nobody likes to be refused, which is another reason why plenty of sales people don’t ever ask for the sale…they don’t like to be rejected.

If you test the soup first to see how hot it is, you’ll not burn your tongue. Likewise if you test the customer first, you’ll not spoil the deal. So how do you do this?

It’s like dating in your early teens. Before you asked the person out for the date of their dreams you checked with their friends to see if they were seeing anyone else and you might even have spoken to their best friends to assess your chances. Only then did you pluck up enough courage to ask them out. People that didn’t follow this rule were either really successful in the dating stakes or had red cheeks from all those slaps!

But I don’t like to teach selling that way…I like to enjoy my job and the rapport we build with customers.

It’s all about asking questions…

It’s all about asking questions

Testing questions

Throughout the sales meeting you’ll want to see how the customer is feeling about your product or service. Are they warming to you and the product or not?

You can tell all is going well

When It's Good To Be Used
In today's world, more businesses in the construction industry are finding it more financially beneficial to their businesses to aquire used construction equipment and used heavy construction equipment, when compared to buying them brand new. Most business managers prefer the low capitial investment when buying top quality used construction equipment at exceptional prices. Smaller construction companies are also finding it more beneficial to buy quality used construction equipment because of the low initial price and operating costs. These smaller companies are more able to keep an eye on how the used machines are maintained, so the machines are always in top quality working condition.Rock and Dirt has one of the largest selections of new and used construction equipment throughout the U.S. As one of the leading companies, Rock and Dirt offers new and used construction equipment for sale and for rent. Offering a wide line machinery from dump trucks to back hoes from all the major manufacturers,e.g. Caterpillar, Bobcat, John Deere, Case, New Holland, Volvo and Hitachi. All new and used construction equipment is available for direct sale, rent, or auction.Headwater Equipment Sales in Southern Alberta Canada was founded in 1997 dedicat

me lots of question about my selling process and could see that the previous year I had arranged hundreds of mortgages for customers. Next he asked me how I closed the sale. I had no idea what he meant and it was obvious. He then asked how I got people to commit. Again I had no answer. “I guess they just did it” was my meek reply. He then stood up and in a forceful gruff voice shouted, “well in this new market you might as well give up selling then” and he stormed out.

It’s like eating soup…

Eating Soup

Closing the sale is the same concept. You wouldn’t go charging in would you?

“Would you like to sign the paperwork now, Mrs Brown” you say five minutes into the sale. You’d end up with a handbag around your chops!

If you test the soup first to see how hot it is, you’ll not burn your tongue. Likewise if you test the customer first, you’ll not spoil the deal. So how do you do this?

But I don’t like to teach selling that way…I like to enjoy my job and the rapport we build with customers.

It’s all about asking questions…

It’s all about asking questions

Testing questions

Throughout the sales meeting you’ll want to see how the customer is feeling about your product or service. Are they warming to you and the product or not?

You can tell all is going wel

Turbo-Charge Your Viral Marketing- Five Easy Ways
The world of marketing has changed. With increasingly better educated and more skeptical consumers, marketing methods must be increasingly accountable.Questions being asked by CEOs and business owners from the largest companies through to the smallest solo operators include:· How can you be more confident about your ability to quantify your return on your marketing investment?· How can you prove the effectiveness of your marketing?· How can you define, measure and take action on your return on investment?· How can you match your marketing to meet your corporate goals and expectations?· How can you predict what would happen to sales if the marketing budget were cut?· How can you forecast the impact of your marketing program on your sales?· How can you integrate modern marketing methods into your existing marketing plans?· How can you convince your boss that marketing does deliver measurable results?· How can you convince your boss to increase and not decrease your marketing budget?One of the emerging tools that answers these questions is viral marketing. Viral marketing describes any strategy that encourages individuals to pass on a marketing message to others, creating

the sale”, “overcome objections”, “win the sale”, “ask for the order”…and it all gets a little too much for the average sales person.

It’s like eating soup…

Eating Soup

Closing the sale is the same concept. You wouldn’t go charging in would you?

“Would you like to sign the paperwork now, Mrs Brown” you say five minutes into the sale. You’d end up with a handbag around your chops!

If you test the soup first to see how hot it is, you’ll not burn your tongue. Likewise if you test the customer first, you’ll not spoil the deal. So how do you do this?

But I don’t like to teach selling that way…I like to enjoy my job and the rapport we build with customers.

It’s all about asking questions…

It’s all about asking questions

Testing questions

Throughout the sales meeting you’ll want to see how the customer is feeling about your product or service. Are they warming to you and the product or not?

You can tell all is going wel

Brand Aid: How to Sell Yourself
When David was a small boy his father asked him, “What do you want to be when you grow up?” David thought about it for a minute and answered, “I don’t know what I want to be, but I know that I DON’T want to be a salesman.” “That’s too bad,” his father responded. “Because, whatever you WANT to be, you HAVE to be a salesman.”It is so true. You are always selling. You sell your products, your services, your ideas and most importantly, you sell yourself. No matter what you do for a living, you are a salesperson.So what will help you succeed in this world of “sales”? Let’s take a look at how branding can help you sell yourself more successfully.What is a brand? It is simply the emotional reaction and attachment that a customer has to their total experience with a company, product or service. Judgments about brand are created in the hearts and minds of customers.Corporations understand the importance of branding. In this very competitive marketplace, it is more critical than ever that they differentiate themselves from their competition. Success depends on being visible; standing out and rising above the crowd. Managing their brand allows companies to grab attention and gain a hold on the hearts and minds of their customers

would I take a decent mouthful.

Closing the sale is the same concept. You wouldn’t go charging in would you?

“Would you like to sign the paperwork now, Mrs Brown” you say five minutes into the sale. You’d end up with a handbag around your chops!

If you test the soup first to see how hot it is, you’ll not burn your tongue. Likewise if you test the customer first, you’ll not spoil the deal. So how do you do this?

But I don’t like to teach selling that way…I like to enjoy my job and the rapport we build with customers.

It’s all about asking questions…

It’s all about asking questions

Testing questions

Throughout the sales meeting you’ll want to see how the customer is feeling about your product or service. Are they warming to you and the product or not?

You can tell all is going wel

Managers: PR, Do You Really Understand It?
Like many human resource, finance, distribution or manufacturing managers, do you simply view PR as able to create some publicity by moving a message from one point to another using tactics like brochures, broadcast plugs and press releases?Or, are you a business, non-profit, government agency or association manager who needs the kind of public relations effort that leads directly to achieving your managerial objectives? That would tell me that you no longer wish to be denied the best public relations has to offer, and that you want to pursue the quality public relations results you believe you deserve.If that sounds like you, but you feel the need to understand a little more about public relations, let’s take a quick look at a high-impact action plan designed to do something meaningful about the behaviors of those important outside audiences that MOST affect the departmental, divisional or subsidiary unit you manage.What the plan does, is create the kind of external stakeholder behavior change that leads directly to achieving those managerial objectives of yours; in this case by persuading those key outside folks to your way of thinking by helping move audience members to take actio

out. People that didn’t follow this rule were either really successful in the dating stakes or had red cheeks from all those slaps!

But I don’t like to teach selling that way…I like to enjoy my job and the rapport we build with customers.

It’s all about asking questions…

It’s all about asking questions

Testing questions

Throughout the sales meeting you’ll want to see how the customer is feeling about your product or service. Are they warming to you and the product or not?

You can tell all is going well verbally and non-verbally. Verbally the customer is replying to your questions positively.

“How do you feel about those benefits?” “They sound good”
“Does it all make sense so far?” “Yes thank you”
“Have I missed anything you’d like to know about?” “No, everything’s been covered.”

Non verbally the customer will be leaning forward, attentive towards you, giving you appropriate eye contact.

The opposite here is leaning backwards and various limbs crossed Try placing documents or brochures in the middle of the table. If they take them, this is a sign of non verbal acceptance

These verbal and non verbal reactions are known as buying signals in the trade. You need to see them happening right in front of you so turn on those observation and listening skills.

Trial Questions

Back to my dating analogy, I remember when I met my wife at a party for the first time. Obviously she wasn’t my wife then! “Claire” I said getting terribly tongue tied, “hypothetically speaking, if I was to take you out one evening, would you have any objections?” She accused me of being a lawyer at that moment and I nearly blew it completely. 15 years later we now laugh about my ridiculous trial close. Although not very elegant, it worked. It made her laugh and she said she would say yes. So I did and here I am today happily married and with three children too.

The same process needs to be followed in sales. You’ve tested the water and now need to be sure the customer is ready to say yes. As before you can do this verbally and non verbally.

Questions are needed here which serve as trial closes. A few questions need asking such as:

“Is this what you had in mind”
“Does this fit your budget?”
“If I can arrange that for you, would you be interested?”
“Are you OK with the whole package?”

In many cases your questions will throw up “no’s” or “I’m not sure” or “I’ll let you know”. Dealing with customer concerns deserves more time spent which I’ll give you later. But the best learning point here is that concerns or issues that are thrown out will tell you how close you are to the final close. If you have too many concerns from your customer, they’re not ready to buy so you’ll want to go back to more benefits or re-analysing their real needs. Get yourself into reverse gear

Non verbal trial closing is great fun. My favourite is to place the contract or application form or whatever needs signing in the middle of the table for them to take. A sure sign they want to go ahead.

The other non verbal trial close is silence but you need to combine this with a question. For example:

“If we got this going for you, would you be interested in going ahead right now?”

Next you go siiiiiiiiiiiiiiiiiiilent.

Closing Questions

When I’ve tested the temperature of my wife’s soup, taken a sip, I then have no hesitation in taking a really big spoonful and popping this straight into my mouth. Mmm…this tastes really good. I just know it’s going to be delicious. In the same way when selling, if you’ve tested the customer for a buying signal, trialled some questions with them, then you just know they’re going to say yes. You just expect or assume they’ll buy.

So phrase your closing questions assuming they’ll say yes.

“Let’s go ahead then?”
“Shall we fill in the forms straightway then?”
“Shall we get the ball rolling then?”
“Would you like me to fill in the application form for you now?”
“How would you like to pay?”

Remember to go silent just after you’ve asked the final close question. Look at them, smile and wait. Easier said than done I know. Silence can be very loud in these situations but you need to keep quiet.

Some salespeople like to have several closing phrases or questions available to them and over the years we’ve given some strange names to these. The Duke of Wellington Close, the Half Nelson Close, the Alternative Close, the Balance Sheet Close.

Maybe another day we can talk about these if you’re interested. I remember seeing a video many years ago. I think it was on the course that my fierce Sale Director sent me on. The video was ever so old, even then. Everyon

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In some cases, such as reviewing the Yellow Pages to determine the level of competition for a specific geographic area, marketing research can easily be accomplished by small business owners themselves. However, as the research becomes more complicated, the small businessperson may wish to turn to an expert in the field. Numerous research firms exist throughout the U.S. Some conduct millions of dollars of research each month, such as A.C. Nielsen and its monitoring of television audiences. Others are smaller, independent firms that serve specific geographic areas.

Have you ever brain stormed about what type of business you should start? Many are fed up with corporate life, worried about being laid off or have come to the conclusion that they are under appreciated and under paid. Those who are already unemployed or are looking are wondering; What kind of Business should “I” start?

How do you create flourishing employees? You empower them to do what they do best. I use the word empower because you can be in control of that action. Empowering flourishing employees is something that successful businesses do in the way that they treat and give direction to the people who work for them. Many businesses pay lip service to the idea that their employees are their most important asset, but few actually follow through on this statement.

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