Attract More Sales: Tip #334

August 31, 2010 by Leave a Comment

Did you know Sales + Talking = Stalking?!

I’m a great believer in attracting sales rather than talking relentlessly in the hope of “convincing” someone they need your product or service. The best way to achieve attraction sales is to listen. When you change your mindset to listening, you utilize more of your senses thereby increasing your ability to attract even more prospects, clients and sales.

By listening, you are able to be observant of body language and facial expressions as well as what is not being said. These observations enable you to key into what is most important to the other party. You become very different from everyone else competing for the business earning you a leadership edge. Your underlying marketing communication message is that you care. Listening also serves to build up confidence and trust in you putting the likelihood of a sale (or getting the job you desire when interviewing) at a much higher degree of certainty.

The same principle should be applied to follow-up. Remind the other party of your previous conversation and the fact they asked you to check in for updates. Be observant of whether it is a convenient time to connect. This past week I was called every single day by the same party to answer survey questions even though I said upfront I was on vacation and to call the following week. By the fourth call, I asked to be removed from his list.

On the other hand, Valeri Bocage, CEO of Powerful Women International and I built a slow and steady relationship through the years helping one another grow business. In May I spoke in Paris for her organization and I was again asked to speak at their incredible upcoming convention this December in New Orleans - Click Here to see what is in store!

When you work to help one another in a friendly manner, you will attract far many more sales. Most importantly, you will enjoy a very Smooth Sale!

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Attract More Sales #333

August 28, 2010 by 1 Comment

Do you analyze before taking action?

It came to my attention that one particular group experienced a problem with a long-time member, let’s call her Alice. ? A number of participants in the group gave money to Alice to provide marketing expertise. ? The discord came when Alice accepted the last round of pre-payment and then experienced a personal breakdown. Those who gave her money are threatening legal action.

The question of action may be seen from two opposing viewpoints: ? Does one take this to court because money is owed and services not performed, or, does one allow the person with the breakdown a timeout period to heal?

My opinion is the money is little in comparison to the damage a lawsuit would or could do when taken against such a fragile person. ? I would personally just write off the money owed; it was under $1,000 for each party.

Coincidentally, on the sidewalk in D.C. I noticed a tile attributing the following quote to Martin Luther King:

“The ultimate measure of a man is not where he stands in moments of comfort or convenience, but where he stands in times of challenge and control. ? The true neighbor will risk his position, his prestige and even his life for the welfare of others.”

I believe the group should let Alice heal and help her heart mend. ? When you use this philosophy in business dealings, you will have an easier time developing new business and attracting more prospects and clients,? and ultimately increased revenue. ? Your marketing message is that although you are in business you also have a heart and understand the power of relationships. ? The bottom line is important, but how you impact it is even more important, in my opinion. ? When you are respectful of others and always move with integrity, you will move forward enjoying the Smooth Sale!


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Attract More Sales: Sales Tip #332

August 24, 2010 by Leave a Comment


Have you thought about expanding your possibilities? aka “Variety is the spice of life!”

Today’s question applies both to job seekers as well as entrepreneurs and salespeople. I’m referring to contacting companies complementary to your current industry as well as taking your current skill set and applying it to new fields of endeavor. Not only will you expand your sales funnel or prospect list, but you will attract many more possibilities and sales!

My example is Smooth Sale. We are known as a sales training company. It is a formal title implying that I only train corporate sales teams but that is far from true. I teach others to apply sales skills to their personal endeavor too such as writing a book, expanding business or interviewing. No matter what you undertake in life that involves others, unless there is interest (a sale is made) there is no point in continuing. So you need to adapt the mindset it is necessary to know how to sell to achieve better results.

By applying sales skills to these other pursuits, I attracted interest from many more prospects. My marketing-communication messages imply I am creative and a leader, and someone of interest to work with. This influenced my audience to convert to clients. My bonus is I also created variety for myself. So if you are an entrepreneur or a person seeking to interview, I strongly encourage you create variety to remain enthusiastic and motivated to keep on going until you find what you want most.

When you proceed in this manner, you greatly increase the likelihood of finding success and a very Smooth Sale!

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Attract More Sales: Sales Tip #331

August 21, 2010 by Leave a Comment


Develop Your Own Standing Ovation

Yesterday I recognized that I finally hit my stride speaking – I received a standing ovation. And then – yes, I received a second standing ovation! It was a fabulous feeling but being the businessperson, I was compelled to analyze what was different so that I may share with you and others.

1. My happiness was found by associating with like-minded people. Indebted to the international collaboration of WhisperingEnergy.
2. From happiness my self-confidence returned to full gear
3. Self-confidence led to the belief I am able to achieve whatever I set my mind to accomplishing

There of course are many other steps along the way, but these three were the steps previously blocking my success. I view my corporate sales career as one long learning experience presenting extreme challenges which I learned to overcome. The first 5.5 years as an entrepreneur presented educational and monetary challenges which I learned to endure and improve upon.

My message today is (from my perspective) “Who you surround yourself with and choose to do business with deeply affects your happiness level and ultimately your self-confidence.” When you are ready to excel, conduct a check-list that you have everything in order to make it happen. Once you are on the right plane, your marketing-communication message will be you are happy and successful. You will then attract more prospects, clients and increased sales and further opportunity.

Lastly, keep building your relationships with everyone and make certain your customer service policies are impeccable – you will be enjoying your own standing ovation and a Very Smooth Sale!

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Attract More Sales: Sales Tip #330

August 20, 2010 by Leave a Comment


Do you handle an upset with confrontation or with relationship building that gets results?

Last month, I registered for a two day intensive coaching session. I was a bit surprised that no recognition of my impending business came my way. It soon became more surprising that the details weren’t forthcoming. I became concerned because hotel and flight arrangements were necessary, and, it preceded a national holiday.

The situation grew worse. I called the office 10 days out, 9 days later, 7 days later, 1 day later and explained should I not hear from anyone I would cancel my payment to the company. Not only did I not hear from anyone, I was treated as an annoyance. The coaching for which I registered was not inexpensive. The coach himself receives praises wherever he goes, so I couldn’t understand why he would allow such poor customer service. I arranged to cancel payment.

Wondering if this gentleman knew what was happening back at the office, I wrote Brian a factual and detailed email describing what took place. I advised poor customer service will sink a thriving company faster than almost any other criteria. For final measure, I added, “I’m writing this as a friend because I admire what you stand for and do not wish to see you hurt.”

Within minutes of receiving my email, Brian returned my call.

Brian was on target with his response due to his mindset was focused on making things right:
1. He first apologized
2. Brain then shared, “Never employ family; you try to help but it becomes tricky.”
3. In gratitude that I held a helping hand rather than expressing 4 letter words, Brian told me he would be my mentor for the entire year!

When you strive to help people and turn lemons into lemonade – you get what you wish for!

Brian turned an almost lost prospect into a repeat and returning client, who has already begun communicating how terrific he is. It becomes a win-win with business development on auto pilot and for both of us a very Smooth Sale!

P.S. Read: “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks

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Attract More Sales: Sales Tip #329

August 16, 2010 by 1 Comment


Do you seek opportunity during a chaotic time?

The question arose on a mastermind call this morning with four of us on the line. We all answered, “Yes” and that’s probably how we were attracted to being in the same group.

Having posed the question, Mary then stated while the news focuses on negative aspects of society, it is those who don’t wallow in self-pity but instead seek opportunity who succeed. When war, tidal waves, poor economy all rage to unseat us – this is the time to ignore the negative and find rays of hope and opportunity. Georgia agreed that since the beginning of time – decline of dinosaurs and evolution of fish and apes, the strong have survived. Hence the quote, “Survival of the fittest.”

We then agreed that during these times education and implementation of what you learn becomes your stronger venue for business and the clouds lift. This past year, I received an enormous education through WhisperingEnergy.

I was encouraged to learn about social media, to work simultaneously on a MAC and PC computer, make videos, and conduct webinars on a variety of subject matters including “How to Write an eBook and Sell More Copies Online.” In turn, other entrepreneurs watched Smooth Sale, LLC evolve into a more robust company. I took on more of a leadership role attracting more prospects, clients and sales.

My marketing communication message is sales skills should be applied to every endeavor for greater success including interviewing. An invitation to speak to MBA students came about and it was a fabulous experience. I love the variety of the subject matter and find a bigger reward truly helping others. This all came about by my willingness to let the old model of business go and surround myself with a supportive and forward thinking social media collaboration.

I encourage you to consider where you wish to go next in your business or career. Keep a focused mindset and implement your plan for success. Always work to build relationships and you, too will be enjoying a very Smooth Sale!

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attract More Sales: Sales Tip #328

August 14, 2010 by Leave a Comment


Do you wish upon a star?

As far back as I am able to remember, I believe the lyric, “When you wish upon a star” came from a Disney song. It was very applicable to today’s news and translates well to both entrepreneurs and job-seekers. It calls into question your power of belief and today’s story is very inspiring.

The Lucille Packard Make A Wish Foundation enables children with life threatening disease to make their fondest wish come true. Today we learned of a 7 year old girl, Kassaundra, fought death twice and now lives with a pacemaker in her chest. Kassaundra embraces the spirit of life. Ignoring her less than perfect health, she plays softball and swims. But her passion is singing and dancing – she wants to be a movie star!

The Foundation granted Kassaundra’s request. She was treated to a fancy dress of her choice, a new hair-do, a limousine ride and escort by Police as photographers and crowds followed and adored her. Kassaundra was then led onto stage where she performed to cheering fans – truly her wish come true!

I found two pertinent messages in this story for everything you undertake in life:
1. Find your passion and keep striving to achieve your dream
2. Illness is only a detour – find the strength to overcome

While #2 may sound cold-hearted, myself and members of my family have done this so I know it is possible just as Kassaundra proved and the reward is all the more fulfilling. The business side of this is – look how much attention you are able to attract when you hit the right stride. Prospects, clients, sales, and business development on auto pilot will be yours.

Begin wishing upon a star to find your Smooth Sale!

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Attract More Sales: Sales Tip #327

August 11, 2010 by Leave a Comment


Today’s guest article by Nina Amir is about the best way to get your book sold! And it’s applicable to most endeavors.

I enjoy Nina’s work and admire her expertise. Nina Amir is a seasoned journalist, nonfiction editor, and writing coach and publishing mentor with more than 30 years of experience in the publishing field. She also is the founder of Write Nonfiction in November, a blog and writing challenge and the author of several other blogs, including Write Nonfiction NOW! and How to Blog a Book. She is the author of the forthcoming book, Don’t Write that Book…Yet! 9 Ways to Make Sure Your Nonfiction Book Succeeds Before You Actually Write It.

Amir works with individuals and speaks to groups with the express goal of aiding aspiring writers in realizing their dreams of becoming published authors and offers multiple services, though her company CopyWright Communications.

Although written specifically for authors,

    Nina’s advice may also be applied to interviewing as well as to attracting more prospects and sales.

Marketing-communications, mindset on research first and knowing your audience upfront are all top priorities for achieving your goals.

Nina’s article:

Write Successful Books Using the Nonfiction Book Proposal as a Process


Many aspiring nonfiction authors see a book proposal as a necessary evil. It’s a means to an end. They must write one so their agent can present it to publishers or so they can do so themselves.

In fact, both nonfiction writers who plan to become independent publishers (to self-publish their books) and those who seek traditional publishing deals should consider composing a nonfiction book proposal as a necessary process. By going through all the sections of a nonfiction book proposal and at least composing a draft document, writers not only hone their ideas, they figure out if their proposed book has any market potential, if it needs to be re-crafted or re-angled, or if it needs to be thrown in the circular file (the trash can). Additionally, they get a handle on the market, the competition, and on what they need to do not as writers but as book promoters and business people to help sell their books and make themselves and their books successful.

Once finished with the proposal process, aspiring authors know if they have a book idea with any potential of becoming successful in the marketplace and if they have what it takes to make that book successful. Armed with that knowledge, they then can begin writing a book that will succeed.

If you are thinking of writing a nonfiction book, begin by going through the book proposal process before you write one word. You won’t regret it. In fact, you’ll be grateful, because in addition to giving you clarity on what your book is about the process also will offer you the chance to detail the contents of every chapter. When you’ve gone through all the steps of creating a proposal, you’ll be ready to write a book that sells to publishers and readers.

Follow Nina on:

http://www.twitter.com/ninaamir

http://www.facebook.com/ninaamir

http://www.linkedin.com/in/ninaamir

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Attract More Sales: Sales Tip #326

August 9, 2010 by 1 Comment


Are you familiar with the sales drive-by?

Ellen and Eric decided to get their house reappraised for a potentially lower interest rate on a refinance of their home. The word “appraiser” sends chills up my spine. And then I recognized many salespeople make the same error of “assuming they know”.

Years ago, when we were in the process of getting a new loan for our home, we were told an appraiser would come by to give an approximate value for the amount of what we could potentially sell it for. Days later, we received a letter stating the value of the house was 50% less than what we paid although we made significant upgrades to the property. You can imagine how upset we were.

I went into the bank to straighten the matter out and indicated the appraiser never knocked on our door so I didn’t believe he was there. It turned out the appraiser sat in his car and “guessed” what was in the house and the backyard. What he failed to guess was that although the house was tiny and sat on the front sidewalk, it was not evident that we enjoyed a quarter acre lot with many fruit trees and outdoor recreation in the backyard. The infamous appraiser was then required to make a second appearance and get out of his car to do his job properly.

This story is shared because many job-seekers, entrepreneurs and businesspeople make a very similar error. Instead of asking questions of their prospects and clients, they assume they know everything. Even worse, when a client uses unknown terminology, the businessperson will not ask what is meant for fear of looking stupid.

Whether you are a job-seeker interviewing, an entrepreneur or a corporate salesperson, you must always ask questions to get the latest news from those with whom you are meeting. Your questions are your marketing-communication message that you care enough to ask. Questioning is the strategy that attracts more sales and opportunities. They differentiate you from everyone else establishing you as the leader and expert in your field.

Your questions transform into business development on auto pilot and you then enjoy a very Smooth Sale!

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Attract More Sales: Sales Tip #325

August 6, 2010 by Leave a Comment


Are you over-commiting or stepping up?

Speaking from experience, entrepreneurs struggle to get known and then suddenly they are asked to undertake amazing projects of which they only previously dreamed. The same could be said for agreeing to a new career several steps over your head. I once interviewed for such a job, and with diligence, it became the best position in my corporate career.

The problem arises when we commit to something for which we do not have all of the time to throw ourselves into full learning mode so that we can rise and execute to our fullest capability. Such an example was set recently. Anne said yes to coordinating a huge event but she did not have the time to fully commit to making it a fruitful experience for all concerned. Unfortunately, Anne’s underlying marketing-communication message was, “You can’t count on me.” This is not the message any of us can afford to broadcast.

So the next issue is what if some details are blurred when you cautiously ask the requirements and time commitment – what do you do in this case? I approached the challenge analytically. The good news is I know many people with incredible expertise and networks who are in a far better position to execute what is evidently required. My offer of help will be to introduce all of these dynamic people to the organizer. My marketing message will be, “I now understand what you need and know precisely who you need – let me help you in this manner.” My goal is to further build our relationship to foster further opportunity.

When you are trying to attract more prospects, clients and sales, it’s not about working 18 hours a day. Instead, it is about combining forces or collaborating to help one another. WhisperingEnergy taught me competition no longer works but instead, the helping hand and working together is what makes the difference.

Take the leadership stance and be of the mindset to freely offer a helping hand and become the go-to expert in your field. This makes business development a breeze enabling you to enjoy a very Smooth Sale!

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