Attract the Right Job or Clientele: Sales Tip #603

October 10, 2011 by Leave a Comment

Objections reveal the road to success

Rainbow Road

Sticky points are your glue!

 

Out of frustration, a reader of my book, HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, wrote about her worrisome career path.  Not only is "Jennifer" looking for work but she has no experience.  She is working toward a credential but needs valid work experience to finalize her degree.  

Getting to know your prospects and clients is the first step, so I asked Jennifer a series of questions to provide a clearer understanding of her situation.  Her immediate response revealed a clearly stated objection received from a few companies.   Upon asking for an apprenticeship, they uniformly replied back, that once Jennifer gets some experience she will leave them in search of a better job.

From a sales perspective the objection is the entry point for turning a poor situation around into a better outcome.  The first step in doing so is to agree with the objection.  It might sound similar to, "You are right to be worried about my seeking work after the apprenticeship is over."  The second step is to now put a new frame on the dreary picture in order to paint a bighter outcome.  "However, as the apprenticeship winds down, I will be happy to negotiate a package.  Your benefit will be having trained me to perfection so therefore you will be happy with my productivity.  And with a good package, I will be happy to remain"

The odds increase in your favor that the company will begin to listen to your offer of apprenticeship.  No matter what the objection is, and whether you are after a job or a sale, you must address it head on and turn the objection into a benefit for all.  Once you become comfortable with the process, you will see a far greater likelihood of getting the job or the sale.  As confidence builds, you enjoy the Smooth Sale!

Announcement:  My 20 minute powerpoint presentation for job seekers is posted at www.AmericaHires360.com today and is free of charge.  It will only be featured on the site for one week.

For more sales information, read:  Nice Girls DO Get the Sale: Relationship Building That Gets Results.

 
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Attract the Right Job or Clientele: Sales Tip #588

September 12, 2011 by Leave a Comment

Implement Renewed Spirit and Plan
into Interviews and Client Meetings

Sebastien Lefebvre (Simple Plan) @LKA/Longhorn, 10.09.11, Stuttgart
Sing a Better Song!

Creative Commons License photo credit: BellaRagazza89

So many stories are coming through about job seekers receiving verbal offers only to find the offers withdrawn.  

In speaking to those who were stalemated, I suggested they take a serious look at what they enjoy most where they are currently employed.  Expand upon those avenues to create new projects that will hold their attention until the next opportunity arises.

The same is true if your business has been struggling.  Entrepreneurs are advised to become fully aware of what their instincts, heart and mind are saying, and to follow their gut reaction as to what they truly want to do.  The only caveat is it must be realistic and an attainable goal that is within their monetary budget.   

One person fretted this happened to him because he had to explain a gap in his resume.  He asked how to better handle this in the future.  My advice is the same whether meeting a prospective client who has an objection or a hiring manager asking poitned quesitons about your resume ~ agree with the objection first and foremost:  "You are correct!"  

Turn the objection around into a positive.  Next, he was told to tell his story of how he took a gamble to move to an unknown town, build his team and grow revenue by leading and teaching.  Next, he is to build to a crescendo claiming the success he found.  The final touch is to ask, "Do I sound like the type of candidate you are seeking?"  

The stated question above, in sales terms, is a buy-in.   3-5 buy-ins to during a presentation are needed to make a sale or get to HIRED!

Are you wondering where your salary might be placed these days or what companies are hiring?  Here are two recommendations:

1.  Visit GlassDoor that compiles the research for you.

2.  Register at no charge for the AmericaHires360 virtual online job fair, taking place last quarter of this year.  Sponsors are picking up the tab to help Americans get back to work.

Once you are focused with refreshed ideas, your energy lifts, and others notice.  Your brand development speaks volumes.  More may be found by reading Nice Girls DO Get the Sale.  and leads to a very Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip #585

September 7, 2011 by Leave a Comment

Painting the Picture Brings Admirers

Love love love
Creative Commons License photo credit: whatleydude

Framing Appropriately brings about SOLD! or HIRED!

Frequent correspondence with readers of my book, HIRED! and those who wish more information on the process of selling, has produced great topics of conversation.  Today's topic comes from a job seeker who was told three weeks ago, "You are the perfect candidate and a job offer is coming."   Two weeks ago, he was told "But…"  

The "buts" were addressed well and the offer was still implied.  However, there is no word forthcoming about the offer letter or a start date.  My suggestion was to give the latest conversation one week and then check in once again.  Only this time, the candidate should take the lead role by asking what the remaining process will be, and when can he expect the offer letter and/or start date.  At this point, questions and pinpointing the subject at hand demonstrate leadership qualities and greater value than if he were to simply remain at their beck and call.

The sales perspective of positioning of why you are the best candidate to get the job or business is similar to painting a picture.  When objections arise, you agree and then put a different frame on it, in this case a frame of reference.  By pinpointing the targeted start date, it sounds as if the person may have other options and that the company will lose their opportunity if they don't act quickly.  Now the ball may be returned to the candidate's side of the court.  Worst case, the candidate is put out of his misery and knows to move on which isn't all that bad.  It's far better than making oneself miserable by remaining stuck and wondering.

Whether you are an entrepreneur, in the corporate environment or seeking work – you must take the lead on that which you desire.  It's truly the only way you will achieve your goals.  By becoming accustomed to painting your own picture and putting the perfect frame on it, you will be well on your way to enjoying a Smooth Sale!

 

You will find more information on sales techniques for both business and career in these two books:

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

and

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews

_________

P.S.  The Community Service project AmericaHires360 was developed to help Americans return to work.. Companies and Sponsors are making it possible for for Job Seekers to attend for free. The event takes place online October – December click the link above to register today!

 

 

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Attract the Right Job or Clientele: Sales Tip #584

September 6, 2011 by Leave a Comment

The Magic Touch Improves Results

Cold Cathode Wand Test 001
Creative Commons License photo credit: Chris Owen Photography

The Platters sang and recorded, "You have that magic touch…"  

When you apply your own magic touch to building relationships, selling and interviewing, you too will receive praise.  The magic touch, in my opinion, comes from knowing how to find commonality and build rapport.  

Today, I was interviewed by Kristin Tewes on 1220 WKRS where we discussed how to stand out on an interview and why nice people get the sale.  Prior to having a meeting, whether with a client or on an interview, a huge difference will be found when you take the time to do your research upfront.  

Compare the daily business news to the company industry, competition and information found as it relates to all.  By doing so, you will have a good feel for where the company is headed and it will enable you to ask more intelligent questions.  This helps you to stand out above the crowded playing field.

In today's busy world, anyone willing to meet with you must have a need and deep down desire to resolve a problem.  It's your task to quickly recognize what their problem may be and position yourself as the expert to get it resolved.  By doing so, you will be well on your way to hearing with SOLD! or HIRED!  Most importantly, you will experience the Smooth Sale
_____

P.S.  The Community Service project AmericaHires360 was developed to help Americans return to work.. Companies and Sponsors are making it possible for for Job Seekers to attend for free. The event takes place online October – December click the link, AmericaHIres360, to register today!

You will find more information on sales techniques and strategies in these two books:

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

and

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews

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Attract the Right Job or Clientele: Sales Tip #578

August 29, 2011 by Leave a Comment

Always Get Their Perspective First

Crowds watching during filming
Creative Commons License photo credit: daveynin

Do you reserve judgement?

 

Being a native born resident of California, I am very accustomed to earthquakes.  The good news about experiencing one is that they are over in less than a minute.  However, quite a different perspective was observed this past week in Washington D.C.

Half an hour after the mild earthquake hit D.C., my husband and I biked toward downtown to meet a friend.  Our biking came to a literal screeching halt.  This had been the very first earthquake experienced by most people there.  Buildings were evacuated and people had flooded the sidewalks and streets.  Continual noise from sirens on ambulances were heard and cars jammed intersections trying to flee the scene.  Only fleeing was at a standstill.

As we finally made our way to our meeting destination by walking our bikes, we were trying to figure out why the modest quake would have everyone so shaken.  On the one hand it was almost funny.  But once in conversation to unravel the facts, we realized many of the same people had experienced the nightmare of the terrorist attacks on 9/11. In fact, it was  less than a month from the anniversary date.  No wonder they were gripped with concern and fear.

This episode reminded me of a very important principle for successful sales.  Whether you are applying for a job or to acquire a client, you must get the other person's perspective first to fully understand how you might best be of assistance.  Simply asking, "What caught your attention to invite me in today?" will get you on the right track for a good conversation.  Reserve judgment until you know all the facts.  You will have a far better opportunity to build the relationship by maintaining an open mind.  This will help you to interview better or gain a far better chance of securing the sale.  

Using the philoosophy of obtaining the other party's perspective first will enable you to enjoy the Smooth Sale!

Seeking work?  Register for the AmericaHires360 Virtual Career Fair  - No Charge for job seekers!

You will find more information on sales techniques and strategies in these two books:

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

and

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews

 

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Attract the Right Job or Clientele: Sales Tip #554

June 22, 2011 by Leave a Comment

Communication Undertones Influence Your Results

Confidentiality...
Creative Commons License photo credit: 85mm.ch

What are you really saying?

We all do it on occasion and it's a bad habit that should be avoided in the future.  The habit is subliminally delivering a message that touches upon a sensitive subject matter.We don't want to confront another or tell them they are wrong, so when an opportunity presents itself to say something to a group just hinting at the subject, we hope the message will be received by the one individual.  

Unfortunately this type of communication backfires in a big way.  The targeted person receives the comment, becomes annoyed and then discusses with another in the group as to what was actually said.  The far better approach is to use direct and honest communication.  This stops any type of rumor that might otherwise spread.  For communication and sales advice, read, Nice Girls DO Get the Sale: Relationship Building That Gets Results.

You may wonder how this applies to interviews.  A good friend, Jim, interviewed at a company of interest.  Meanwhile a department head from that company requested consulting from Jim's company and was led to Jim.  It was truly coincidental.  After Jim laid out his program, he candidly shared what previously took place.  

The Director offered to consider creating a position for Jim.  Meanwhile Jim has the perfect opportunity to model or (market) his expertise in hopes of (making the sale) or landing the job!  It's a win for the Director too because once the work is complete, he will know whether Jim is the right fit for the company.  Should the answer be yes, and a job is created specifically for Jim's work and personality, Jim may just land the best job of his career!

Once again, direct and honest communication wins.  It will lead you directly to a Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip #532

May 3, 2011 by Leave a Comment

Commitment to Success Creates Success

Work

Have you ever noticed when you finally conquer the pile on your desk you feel renewed energy 
and motivation kicking in?  

What if you were to do this every working day, would it make a big difference in your success?
 

Commitment comes in all forms, not just wedding ceremonies.  Just today, I had a conversation with two other authors about the commitment it takes to build a speaker platform, get known and sell many more copies of your book.  

My suggestion for a first step is to take a public speaking class to become an engaging speaker if it doesn't come naturally.  The list of what "should" be done is a very long one.  I always recommend to do first what might be achieved most quickly to acquire that feeling of success sooner.  Then focus on the areas of interest and importance as you prioritize your list. 

I created a handout consisting of 50 tips to help authors increase their audience size and sales potential.  Many apply to job hunting and interviewing too.  The top tips refer to knowing your audience or hiring company's goals and then you may bridge what you have to offer to your prospect's interests.  Once you succinctly speak to this guideline, the sale will more easily be made or you will hear HIRED!

The handout was developed specifically for aspiring authors who will be attending the Self-Publishers Online Conference May 10-12, all day.  I will be speaking on the how and why to use all media to build your platform and sell more copies of your book(s).  Click the link to register and save 10% by including the code: SmoothSale11

Today one of my tweets landed on Facebook which said, "Commit to 10 phone calls per day to increase business".  James responded saying, it's solid traditional advice that works.

 Make your commitment to success to be successful and enjoy the Smooth Sale!

 

 

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Attract the Right Job or Clientele: Sales Tip #531

May 2, 2011 by Leave a Comment

Commitment to friendship brings increased results

The Kiss

Excuses are very easy to find, and when expressed with a heartfelt explanation they are generally accepted with goodwill.  But what does your conscience say to you after the excuse is made?  Is it really impossible to follow through, did you consider your friend's viewpoint and how would the final result look should you be able to make the request work?

The hard core facts in my head not to attend Jeanine's wedding were solid:

- Expensive to travel

- Projects due 

- Not enough time

BUT

Jeanine is one of my longest term friends.  We have a special memory together.  We met the summer of 1966 as exchange students in Guadalajara Mexico where we shared a room in a family home.  Her hometown was TX and mine CA.  I never laughed so much as I did with Jeanine.  In particular, I found great humor when she would occasionally say, "Como esta y'all?" – combining Texan and Spanish all into one sentence!

Upon seeing Jeanine's invitation to her wedding (her first husband was a wonderful human being but passed early in life), I knew no excuse would do, I had to be at her wedding.  This past weekend I got to meet her fiance, children and grandchildren.  It was wonderful to see they have a similar sense of humor.  Some of her co-workers were there too.  It was a small gathering and I was honored to have been asked to attend.  It was the right thing to do.

You may be wondering what does this have to do with business today?  We had actually lost track of one another for a few years.  But when my first book, Nice Girls DO Get the Sale: Relationship Building That Gets Results was featured in TIME Magazine, Jeanine call me to inquire whether I was the one she came to know in Mexico.  A couple of years later she was able to arrange for me to provide a sales training seminar for her staff.  The appropriateness of the book title applies 100%.  I reconnected with a few people of that staff at her wedding.  New possibilities arose by reacquainting there.

The same is true for job seekers wanting to do well on interviews.  With your mindset focused on building relationships with everyone you meet, unexpectedly you will attract the right right job.

My good friend will be moving to the west coast with her new husband making it easy for the four of us to see one another more frequently.  We are both committed to our friendship and it is destined to  always be a Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip 530B

April 28, 2011 by Leave a Comment

 

Commitment to success creates success

42-18647749

Are you ready to move your business forward and willing to listen to others

who have gone before you?

Then you will want to mark your calendars for May 2, 11:00 a.m. PT, and have a thick pad of paper and pen ready for when Michele Price and I will be sharing inside information on successful relationship building and selling, business development, branding, social media and everything else that has to do with bringing your business to the levels you desire.  

For the job seekers, it's no secret, I believe interviewing follows the sales cycle.  Your belief system, vision and plan for obtaining your goals are all directly related to sales techniques.   So I will be sharing insight on Michele's show, Women In Business Radio, taken from both of my books, Nice Girls DO Get the Sale: Relationship Building That Gets Results, and HIRED! How to Use Sales Techniques to Sell Yourself On Interviews.

Speaking of business development, it is noteworthy that Michele and I met on Twitter.  Her handle is ProsperityGal and I am smoothsale.  We each enjoyed the other's tweets and graduated to email and connecting wherever possible.  Frequently, I explain that by offering your best on social media and wherever you encounter others, when you give the meeting your full attention and your all, desired results will be yours.  This is the essence of relationship building and selling, and developing a returning and referring clientele.  

NOTE:   ~ Michele's show, Women in Business Radio, is dedicated to helping women achieve greater success than previously envisioned. It is an honor to be included on this show tomorrow.  I hope you will join us there.  And by the way, should you wish to connect with Michele or me on social media for mutual benefit, here is how you may find us:

Michele: ProperityGal on Twitter; Michele Price on LinkedIn, Michele Price on Facebook

Elinor:   smoothsale on Twitter; Elinor Stutz on LinkedIn, Elinor Stutz community on Facebook

Utilizing all media communicating in a friendly way always works to strengthen your network.  You will increase your audience sized comprised of prospects and clients, and you will find marketing and selling a whole lot easier.  Building relationships leads to a very Smooth Sale!

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Attract the Right Job or Clientele: Sales Tip #529

April 27, 2011 by Leave a Comment

 

Adaptation of new ideas bring increased success

Chameleon quite close...

Be the Chameleon for Change

Have you ever clung to a great service knowing that time is running out on its effectiveness?  Did you have a twinge of guilt for contemplating leaving for a newer service?  It's a common phenomenon and one with which you must weigh the pros and cons for switching.

You might consider:

- Current ROI on expenditure vs. anticipated revenue for the new venue

- Current audience vs. anticipated expanded audience

- Decreased pace of learning vs. accelerated learning bringing new opportunities

Your answer is usually very clear as to which direction to take.  This is true for career advancement too.  In my own case, years ago, I experienced a severe headache and stomach ache for an entire week contemplating taking a new job.  This should have been the indicator to which i paid attention and not have switched.  This employment became a nightmare.  However, other switches where it made very good sense proved to be wise moves.

In the case of utilizing one virtual assistant for a period of time and then recognizing another will provide more current services, it's also difficult to face up to the fact you need to leave the first. In some cases you may wish pose the question of what to do before you drift off to sleep and "sleep on it".  Frequently, by morning, the answer will come.

The good news is once you have made the decision to move on, cleared your conscience and are happy about your decision, you will be free to be open to all new possible opportunities.  As you have this freedom, the ability to develop business, move with greater confidence and expand services and products will be at your will.  

Your clientele will take note receiving the marketing communication message that you are a go-getter.  In turn, you will develop business at a far more rapid rate or as a job seeker, you will attract attention more readily.  It will be easier to build relationships with prospects, hiring managers, and clients.  

You will be led to the Smooth Sale!

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