Attract the Right Job or Clientele: Sales Tip #906

Online Connection Strategies for Improved Results

While it is a treat to connect with people online from around the world, some of the invitations do not fall into that category.  In fact, some are downright insulting.  Today was the perfect example.

YouTube Preview Image

"Jack" reached out specifically to me, to ask if I happened to know why only a small percentage of salespeople make their goals but yet corporations still achieve theirs.  He then offered to help me with my sales effort.

Needless to say steam was coming out of my ears!  And here is why the invitation angered me.

- Jack never bothered to look at my website to understand my experience or what it is I do

- Erroneous assumptions were made

- The message came across as if I am completely incompetent when it comes to sales

- The icing on the cake was Jack offering to sell me his sales coaching services!

A far better two-step approach is to ask to connect because you admire the other person's work, after researching their experience.  Next, ask if the other person would like to find ways in which you might help one another.  

The two-steps eliminate all of the antagonism plus the invitation comes across as friendly and inviting. In this manner, the majority of invitees will connect.  Using this method for interviews works well.  For job seekers and entrepreneurs, the nicer approach serves to build your personal brand well.

Beginning from the other person's point of view and areas of expertise is what will lead you to the 

 

Smooth Sale!

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Share on Facebook

Attract the Right Job or Clientele: Sales Tip #905

Getting What You Want

How do you always get what you want?  That was the question asked of me in childhood by a cousin.  "Always" could probably be reduced to "most of the time".  It was innate sales skills that made the difference.  Here are tips for the most common practices used for selling your ideas or services, negotiating, and getting what you want.

YouTube Preview Image

1.  Overcome objections with questions.

Asking "why?" leads to improved understanding of what the other person is believing and/or thinking.  The answer provides insight for what to ask next.

2.  Always communicate with a sincere smile.

Being calm, collected and direct with a smile on your face is more likely to receive honest answers.  There may be underlying issues that were not previously divulged.  The sincere smile sends the message you are there to learn in order to find a happy outcome.

3.  Invite questions.

Simply beginning the conversation by asking, "What are your concerns?" will open up the conversation.  If the original answer was "no", there has to be at least one concern attached, and there will be no denying it.

4.  Find the middle ground aka negotiate

Ask, "How do you see the solution?"  Listen carefully for added insight and possible new opportunity.  Then offer what you are able to provide in terms of their interests as previously discussed.  Become the leader by offering further possibilities to explore in order to find the improved solution.

As the buyer, walk away without emotion if the offer is not satisfactory.  Do not feel pressure to buy, you will find a better opportunity elsewhere.  As the seller, do not pressure anyone into buying.  The last thing you want is an unhappy client, as the dissatisfaction will spread virally.  Work instead to find the best-qualified match. Upon developing the relationship and trust will encourage the Smooth Sale!

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Share on Facebook

Attract the Right Job or Clientele: Sales Tip #904

Honesty First to Grow Clientele

In preparation for getting ready to move, I brought an old treasure into an antique consignment store to see if they might like to sell it for me and split the proceeds.  Lois' face lit up as she loved the vase.  It was a great start until she asked, "How much do you expect to get?"

YouTube Preview Image

Lois's question immediately turned into a game changer as I turned the question around to ask, "What do you believe it will sell for?"  She refused to answer unwilling to even provide a ballpark figure as a starting point.  Lois' last remark was that I needed to do my research first and then return with the item.  I heeded her advice.

Two days later I returned to the shop.  Lois was happy to see me walk in with the vase and to hear I did my research.  BUT upon hearing I researched online to find a similar vase and its price, Lois became visibly angry.  She claimed she couldn't sell it for that amount and was even angrier that I dared to compare her retail shop with online sales.   

The bottom line was Lois admitted business was bad and that she could only sell at a minimal amount, not making it worthwhile for me.  She could have saved me time and frustration by telling me that upfront.  Had she been honest, I would have held respect for her, but in this instance, I walked out unhappy with her lack of customer care.

As a corporate sales person, a job seeker on an interview, or an entrepreneur, there is never any use in hiding the truth.  When a difficult question is asked upfront, be certain you understand the entire meaning and then answer to the best of your ability.  Even if your answer is not what the other person wants to hear, they will appreciate your honesty.  While the first time might not be right for a "Yes", you will have opportunity for hearing it later on plus enjoy receipt of testimonials and referrals.  

Honesty and customer care are what hand you the Smooth Sale!

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Share on Facebook

Attract the Right Job or Clientele: Sales Tip #903

Do Goals Bring Happiness?

It's human nature to wonder how the other salesperson on the team won the trip when you worked so hard making and exceeding your goals.  Happiness lasted only a minute, why is that?  And for many entrepreneurs, the question remains, why are some apparently so successful yet others have to struggle?  You might think, I'm achieving my goals but…

The goals are designed to focus on what will bring you happiness but in actuality the happiness comes from within.  Concentrating on what other people achieve while wondering what's wrong with us may be considered jealousy.  In this sense, goals will never achieve what we want.

YouTube Preview Image

An improved approach is to concentrate on what is meaningful to you, personally.  Are you able to be with the people who bring you joy and do some of things you love when the occasion is right?  Concentrating on what you hold in high esteem allows the competitive nature of sales to fade away. Helping other individuals or communities contributes greatly to the reward felt.

When you are happy and appreciate what you have, that provides the added motivation to go make a sale, develop your preferred clientele and tackle the projects you were meaning to get to.  Joy in work and happiness are the best motivating factors in order to attain those set goals.

Once you are proud of who you are, it will be reflected in your meetings and interviews, and then far easier to find the Smooth Sale!

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Share on Facebook

Attract the Right Job or Clientele: Sales Tip #902

The Difficulty with CYA

Sometimes those performing service oriented work feel the need to "Cover Your A.."  Salespeople are notorious for this.  

Frequently this becomes a problem because what is spewed out from one's mouth isn't 100% truthful.  Something is said just for the sake of acknowledgement but lacks accuracy.  

YouTube Preview Image

For example, in a doctor's office, I was told symptoms were due to xyz, but there was no truth in that statement.  The real truth was the doctor didn't have a clue but didn't want to admit it.  And his declaration was certainly unhelpful.  Thankfully the symptoms gradually disappeared.

In a professional meeting, your best bet is to say, "I don't know the answer to that but will research it for you."  This goes to developing trust, building the relationship and earning the business.

One sales manager was infamous for making up words when he interviewed technical people.  It was a quick qualifier to see who was honest in owning up to not knowing what he was saying.  Many failed the test pretending they knew.

Whether you are a job seeker or an entrepreneur, in the end it is the truth that flies.  The truth sells, it builds your personal brand, and it earns referrals.  The truth is the Smooth Sale!

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Share on Facebook

Attract the Right Job or Clientele: Sales Tip #901

Generic eMail are Dangerous!

Generic email are a dangerous thing in terms of credibility when an error is made in regards to the recipients.  Today's receipt of a generic email is the Perfect Example, and will not only produce a laugh but might make you cringe too!

"You qualify as a potential candidate for inclusion in our association of Male Executives, the largest network and exclusive alliance of male professionals in the country."???

Do you believe the organization researched my website first, and by looking at my picture realized that I would be a perfect fit?  

The opposite of the above is to build a long-term clientele; this short video describes the important details:

YouTube Preview Image

The reason for the word "Dangerous" in the headline is due to exactly what I'm doing now – sharing the faux pas with you.  Generic email produces poor word of mouth, and online the bad press goes viral.  While I purposely omitted the name of the organization, others would not.

While it's the longest route to build relationships with people, you find the most qualified to either become your next client, or obtain the better interview possibilities for your next job.  The added effort speaks to your personal brand and adds to credibility.

True business development is dependent upon those relationships that lead to the Smooth Sale!

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Share on Facebook

Attract the Right Job or Clientele: Sales Tip #900

Varied Thought Produces Well Received Business

It always amazes me when people pronounce, "That's a crazy idea and it will never work!"  My inner response is, how do you know if you never tried?  As you probably know by now, that's my motivating force to make the idea work. 

YouTube Preview Image

A great practice is to speak with entrepreneurs who already found success and are willing to share their best insights with you.  Timidity will get you nowhere; be free with expressing your idea and asking for input.  Some suggestions may not sit well with you, but others may prove to be exactly what you needed to hear.  It's that a-ha moment that will make all the difference in your outcome.

Not only should you ask advice of those you know, but ask those you don't know by posting questions online and among groups of which you are a member.  Ask people in different industries and with different business experience from yours.  

Likewise, upon pursuing a career change, ask advice from peers and also seek informational interviews.  Speak to recruiters and a wide variety of people in your network.

Receiving input both negative and positive, will serve to make you stronger and better equipped to maneuver the maze of career or entrepreneurship.  You will gain a broader perspective on how to present yourself on interviews, or present your business to a wider range clientele, leading to the 

 Smooth Sale!

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Share on Facebook

Attract the Right Job or Clientele: Sales Tip #899

Office Cleanup Benefits Many

My desk is notorious for frequently appearing as a mess.  Upon cleaning up and seeing notes scribbled to myself, I'm able to determine if anything was overlooked due to the disarray; if so I get on it immediately.  The monthly practice of organizing also reaffirms and promotes follow-up of all types.

YouTube Preview Image

The cleanup was expanded to bookshelves and then closets.  Old clothing plus household goods are being given to charitable organizaitons, while business books are being donated to the Chamber of Commerce.  On the creative side, I called to ask if the Chamber could use the books for raffles or giveaways at events.  The answer was Yes!

Just as with any sale or job hunt, consider first all of the possible reasons why the other party needs your services or products.  Understanding the need first, andthen  how to position it to be seen in the most favorable light, will help you further your career or increase sales.  When it comes to making donations, the less commonly thought of venues will be highly appreciative of your thought.

By being creative in all of your endeavors, instead of competing with manhy others only to hear "no" and lose the sale, you will find an easy "yes", and win the Smooth Sale!

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Share on Facebook

Attract the Right Job or Clientele: Sales Tip #898B

"Take Me Out to the Ballgame…"

Summer is here and fans are piling into the ballpark; some paying hefty fees for tickets and others not.  And this is the point of today's blog – negotiating tickets with scalpers.

YouTube Preview Image

Coming from a sales profession, I LOVE watching the scalpers in action!  They look so self important literally running up and down the street, across from the stadium, with cell phones and walkie talkies to find "deals" for their clientele.  

Given it is illegal to "sell" tickets near the stadium, they cleverly hold up signs stating, "Need tickets" to attract those who know how to read between the lines.  This is an essential skill when it comes to sales.  

As a buyer you have options.  You may purchase tickets from the scalpers at top price before the game starts.  Or, you may choose to wait until the middle of the first inning to negotiate the price.

Negotiating the ticket price is the fun part for me.  In fact, i find it more fun than actually watching the game unless we are talking World Series.  And that is key for me as the buyer; the tickets hold no value so they can never over-sell me on the dollar amount.  

Once the game has begun, and I'm approached, I state I want cheap tickets.  On the first attempt, the tickets will still be too expensive.  As with any negotiation, patience is requried.  I politely remind them that I need cheap tickets.  Sometimes it takes 2-3 tries, but usually before the second inning, we are in the ballpark enjoying the game at the price we prefer to pay. 

And don't think for a moment the scalpers lost money; they didn't.  They made huge profit off of the early buyers.  Their biggest fear is being stuck with leftover tickets.  Through negotiation we both find a staisfactory dollar amount thereby making it a win for all concerned.   

Missing half an inning to get the price, isn't a big deal and the rest of the game is ours to enjoy, making for a Smooth Sale!

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Share on Facebook

Attract the Right Job or Clientele: Sales Tip #897

Making Difficult Decisions

On occasion we each need to make hard decisions about career, friends or business.  The situation calls for backing out of some type of relationship, and the last thing any of us wants is to cut ties on a less than friendly basis.  Our reputation is at stake and could further affect career or business development should we part on a negative note.

YouTube Preview Image

The sales approach is to look at all perspectives such as what was promised, what carried through, and what didn't quite measure up?  Where did expectations or goals fall short?  Are there personal factors standing in the way such as family or personal needs?

Next, take a look at the bigger picture.  What do you personally and ultimately wish to accomplish?  Is the current situation getting in your way of doing this?  Should the answer be yes, then seriously consider bowing out and do so without any feeling of guilt.  

Upon recognizing your answers to the above questions and commitment to priorities, develop a diplomatic short narrative of why it's best for all concerned that you move on.  Understanding is the best outcome and will allow you to move forward.

We each have different needs and purpose, and by maintaining alignment with those, we move with integrity to further our business and career.  Upon doing so, we find the  Smooth Sale!

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press

Share on Facebook