Podcasts - Elinor Stutz - SmoothSale.net - Sales Training and Motivational Speaking

Attract the Right Job and More Clients: Sales Tip #477

December 21, 2010 by smoothsale Leave a Comment

Your View Makes the Outcome True

We have all heard of mind over matter but just this past week I have heard how it affected 3 outcomes:

- Neighbor friendliness meter

- Job environment

- Entrepreneurship success

Jack and Charlene have lived on their street for 11 years but never bothered speaking to their neighbors other than to say hello. Gradually they felt it was an unfriendly area and not worthy of them. They even considered moving. But they noticed a newcomer on another street who “cold called” the neighbors to come on over for a get-together. Jackie also began a very local networking group in her home. As Jackie began to announce how she loves the area, Charlene began to take note. This week Jack and Charlene invited their neighbors over for a party where everyone had a great time. The next day she relayed how wonderful her street is and how she now loves the town!

Last month I met Ryan Penneau who loves helping children succeed. He began Awesome Motivation – a community dedicated to supporting that effort plus a percentage will go to charities of a similar nature. Today his article was concerning those days on a job where we might believe we work for an idiot. The motivation behind it is to remind yourself of why you are really working.

Trust me I had my share of bad jobs, but the motivating force was to help put my children through college. They happily finished and those experiences led me to writing Nice Girls DO Get the Sale: Relationship Building That Gets Results – now an international best-seller!

Most people in business faced difficulty retaining and finding prospects and clients while many job seekers found themselves up against a brick wall. Personally speaking, I decided 2011 is going to be a great year. Once I adapted that mindset, I began to attract much interest in my new projects:

I have begun to teach “How to Use Sales Techniques to Sell Yourself On Interviews” at colleges and universities based upon my new book HIRED! Many folks are specifically asking I keep them apprised of my soon to be announced business retreat. Several associates told me that my positive mindset has turned my marketing communication messages into one of leadership and expertise - thus the reason behind generating the increased interest. In turn, the positive mindset will generate additional sales.

Embracing a positive mindset focused on the outcome and long term vision, you will be headed for much better results and enjoyment of the Smooth Sale!

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Filed Under: Business Development, clientele, clients, closing, communication, Entrepreneurs, interviewing, Interviews, job-seekers, leadership, Marketing, Marketing and Sales, Mindset, Podcasts, Relationships, Sales ·

Attract More Clients: Sales Tip #453

October 31, 2010 by smoothsale Leave a Comment

Do you set agreeable expectations?

On this lovely Sunday, we took a ride to the beach for a walk on the sand along the ocean. I exclaimed it was beautiful and would love to come more often. My husband replied, “that’s funny, the last time you couldn’t wait to leave!” I quickly recalled the scenario. At that time, I was seeking a white sandy beach where we could lay on a beach blanket and enjoy the warmth of the sand and the sun. Today’s adventure was entirely different – we set out to take a walk and we happily walked a couple of miles in the fresh balmy air.

I quickly recognized my expectations were not met the first time around. The beach in question is not meant for baking in the sun. It is truly meant for walking and taking your dog to chase balls into the water. We then discusses setting expectations. They must be clearly defined whether for personal reasons, on an interview for the perfect job or selling to a prospect. When you make a request and want it granted plus receive accolades, you need to set an accurate description as to what the benefits will be for the other party or prospect. The other person is buying into what they will get too. Your marketing communication message needs to be succinct. Your mindset should be focused on your words to make certain there are no misunderstandings and everyone will be happy with the outcome.

When you interview, are you clearly defining what the hiring manager can expect should they choose you to join the team? Are you letting some of your personality be known through short story telling and relaying applicable experiences? This is key for the interviewer to take a liking to you and recommend you as the lead candidate. When selling, are you focused on what your prospects want, need and desire? Do you convey that you are able to expertly deliver what they are seeking plus add a little more surpassing their expectations?

Based upon my new book, HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, and with the help of Dr. Tina van Leuven, we are delivering an Open Call Nov 1 and a 3-part webinar series on how to relieve stress and anxiety, and land the job you desire. The techniques work for all aspects of your business and personal life too. Expressing yourself clearly, setting expectations and building relationship will get you where you wish to go.

Additionally, all of these skills will help you easily earn a returning and referring clientele – the definition of a Smooth Sale!

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Attract More Sales: Sales Tip #318

July 22, 2010 by smoothsale 1 Comment

A Tale of two dentists; one detracting and the other attracting more sales!

Early in my sales career, I learned that people buy from people they like and trust. Sitting in the first dentist’s chair in my new town, I was astonished to learn that a product I needed was $100 more than just 45 miles away. Dr. Sue seemed very capable so I continued with her service. However, each time, I felt she was trying “up-sell” her services. This means adding extra fees and services to an a la carte menu that were not really needed but implied they would “help”. Distrust crept into my mind.

The next time, I visited the practice of a different dentist. He was old world, gentle and also capable but did not try to up-sell. I then found I had a need for the apparatus for which the first dentist wanted a premium.

Here is what set the two dentists miles apart:

I entered Dr. Bill’s office asking to purchase the apparatus. He refused to give it to me stating my problem was related to something over which I have control and should observe. My money was not his object, instead, good dental health was his concern. On the way out, I asked to pay. The receptionist responded by saying, “Oh no we are concerned about your health and only want to monitor you. There is no charge.”

The strong sense of ethics experienced at Dr. Bill’s office will have me returning for many years as well as recommending him to his prospects and future clients. While he did not make money that morning, he will make up for it by the referred clientele. This is business development at its best. To prove the point, it was our neighbor who recommended him to us and she found out about Dr. Bill through her friend. It’s a marketing-communication chain reaction of good word of mouth spreading around the community about his practice.

As entrepreneurs, what can you do to mirror similar customer service to develop your returning and referring clientele? This is what makes for an extraordinarily Smooth Sale!

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Filed Under: Business Development, clientele, clients, closing, communication, Customer service, Entrepreneurs, Marketing, Marketing and Sales, Mindset, Podcasts, Prospect, Relationships, Sales ·

Attract More Sales: Tip #251

February 22, 2010 by smoothsale Leave a Comment

Do you embrace change?

We have all heard getting out of our own way is the biggest obstacle for entrepreneurs becoming successful. What does that mean? Fear sets in when it comes to trying a new idea, they refuse to try so consequently do not grow.

The opposite is true when you are ready to accept change and run with it. So much more learning takes place that soon opportunities arise that would not otherwise have appeared.

When you embrace change, others begin to take note. Your learning curve quickens and you achieve success far more quickly. Rather than becoming one in the high percentage for failure, you set yourself apart in the very low percentage for success. You communicate the message that you have become a leader in your field and soon attract new audiences far and wide. Adding in the element of building relationships builds a larger pipeline of prospects and clients.

Whenever fear begins to creep into your mind, change your mindset from stopping in your tracks to seeking qualified help – this is the most reliable path to success. Your business development will soon take off quickly and easily making for a very Smooth Sale!

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Filed Under: Business Development, clientele, clients, closing, communication, Entrepreneurs, Marketing, Marketing and Sales, Podcasts, Prospect, Relationships, Sales, Uncategorized ·

Close More Sales: Tip #159

August 20, 2009 by Leave a Comment

Do you acknowledge others?

In speaking with a long-time associate today, I found we were both disappointed with an organization where we first met. As a leader, Nancy put 100% of her energy into the company, and I was a loyal member for many years. Upon ending our association on good terms, neither of us received a Thank You or even an acknowledgment for our years of support.

Communicating your appreciation is part of your brand (nice to work with) and marketing effort. When you treat people well, they will recommend you to others. In turn, your prospect list will increase and convert to clients. One of the best entrepreneurial strategies is simply to say and occasionally write “Thank You!” This promotes a very Smooth Sale!

For this reason, I wish to thank the following companies for their support:
InkStone
Wasabi Ventures, LLC – Blog Post
Toilet Paper Entrepreneur

Marketing Best Practices – Sales Tele-Summit
These companies have all been very generous in their willingness to promote my company, reprint my articles and blogs, and/or host me on their show. My sincere appreciation to all for your support.

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Filed Under: Business Development, Customer service, Entrepreneurs, leadership, Marketing, Marketing and Sales, Podcasts, Prospect, Relationships ·

Men Vs. Women

April 3, 2008 by smoothsale Leave a Comment

Have you ever noticed Men and Women approach business very differently? Listen to these strategies implemented by each gender to accelerate your business…

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Filed Under: Business Development, Podcasts, Sales ·

Networking Tips

April 3, 2008 by smoothsale 1 Comment

Are you maximizing your networking efforts and having fun at the same time? These tips will have you attracting your desired clientele making it a Smooth Sale!

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Filed Under: Business Development, Podcasts, Relationships, Sales ·