Begin and Keep Going….

Think through the presentation…

1. Remember the objective… pick a spot on which to land-and four at with the goal of eventually landing on it.  Too many speakers ramble all the way.
2. Organize and prepare your material carefully… a good public speaking venture is actually like selling… so follow the same pattern:

• Attract attention
• Keep interest high
• Begin with convincing statements
• Solve objections
• Then sell, sell, sell!!

    3. You follow a logical sequence of events… methodical… sequential…. incremental.  Make a good and effective introduction with a strong climax, and you have the basis of your presentation. Be sure that your climax and introduction tie in together.  Think it over in advance, and later you’ll be able to talk it through.  Memorization is not the key.  An outline is better than a script

4. Put a bang in the opening gun!
    Make the audience stood up and notice with your arousing beginning!
    People always expect you to get the following questions answered: Who? What? When?  Where? How?… What?  So what?  Now what?….. What’s it about?

Remember your objective…. but when you finish, please leave them laughing or thinking or crying….. but please leave them something..

Sales Monster or Sales Professional??

What makes a great salesperson?  Would you rather have a Barry Bonds or solid utility infielder that played consistently for 20 years?

  We all have preconceived notions about what makes a good salesperson…
What do customers really want?
Who is the ideal salesperson and what are they like?

The sales monster is…

• performance driven
• fast out of the gate
• high maintenance
• loaded with drama
• lacks relationship fundamentals

The sales professional is…

• integrity-based
• has solid character
• relationship driven
• truly listens and cares
• a slow starter

The question becomes, who is a fit for your company?
What do clients really want?….. how about someone who will…

• listen actively
• take action and serve
• do what they say
• follow through
• truly care…

Let’s assume the latter is the better way to go when choosing a sales staff.
This person comes with integrity, customer care, lower maintenance, less baggage,…. and once they catch fire…. they will sell well, long-term.

Who are you?
Who is your company?
What do you want?
The quick fix…. or the long-term solution?

Ways a Husband May Express Love to His Wife #3.

Still more ways for husband to express his love to his wife…

• handling your affairs decently and in order
• structuring your time and using it wisely
• making plans prayerfully and carefully
• asking her advice when you have problems or decisions to make
• following her advice whenever possible
• fulfilling your responsibilities
• being sober, but not somber, about life and relationships
• having a realistic, biblical, and positive attitude toward life
• discussing your plans with your wife before you make big decisions
• thanking her in creative ways for her attempts to please you
• asking forgiveness often and really meaning it
• actually changing where and when you should
• sharing your insights, experiences, and revelations with her
• planning for a getaway mini honeymoon where the two of you can do whatever you want
• being reasonably happy to go shopping with her
• reminiscing about the early days of your marriage
• taking her out to breakfast or Starbucks
• agreeing with her about getting a new dress or some other items she would like to purchase
• thanking her when she supports your decisions, especially when you know she doesn’t fully agree
• being especially solicitous of her desires during sex
• buying gifts for her
• bringing her flowers
• being cooperative and appreciative when she holds, caresses, or kisses you
• running errands gladly
• pampering her
• being willing to see things from her point of view
• praying with her

Again, time, consistency, deliberateness, and real motivation will truly ramp up your marriage to levels never before imagined.
Add to the list, and just do it.

Sales is the Transference of a Feeling

Many people over the years have tried to define what selling is all about….
I would propose that it’s a transference of a feeling.
It’s expressed enthusiasm with belief in a product or service.

It is simply believing in the power of your words and the strength of your conviction and finding expression in actually communicating that to another person. One of the keys is believing in the power of your words.
Words spoken with true conviction are some of the most powerful tools in the universe.
People will ponder things you speak when they are true, spoken with conviction, sincere, honest, and communicated with true empathy.

Desire is the key for buyers to want to buy a product.
Strong desire sells product.
A good salesperson, then, creates desire in a buyer.
I like that…. it rhymes… desire in a buyer… cool!

This all begins with the salesperson’s personal belief, conviction, good feelings for their product or service.
They must not be feeling or thinking that they are selling "snake oil".
A good salesperson also wants to do what’s best for their customer.
They owe it to the customer, if they truly care, to offer him the best  product, service, and care.

I believe this quote from zig Zigler…
"Success is measured by what you’ve done compared to what God has given you…"

The 4 Phases of Selling

Selling isn’t telling… it’s asking and showing.
Here are the four phases of the new selling model…

1. Building trust phase…this is the indispensable ingredient in all sales relationships. Spend 40% of your time here.
2. Identifying needs phase… ask well-thought-out questions and listen carefully to the answers.  Spend 30% of your time here.
3. Presenting solutions phase… show your prospect how his or her needs can be ideally satisfied  by the products or services you offer.  Spend 20% of your time here.
4. Confirming and closing phase…gain a commitment to action on the part of your prospect.  Spend 10% of your time here.

Don’t play the sell and tell game…ask cogent questions, listen carefully, respond thoughtfully with compelling offers to satisfy client needs.  You will then become an indispensable resource to all your clients.

Winning in Sales

Here is a list of a few ways to win, succeed, and overcome in the field of sales and selling..

1. Learn your merchandise, service or product…

• know your inventory levels
• read trade magazines
• keep tabs on what’s going on in your industry and your office

1. Greet your customer with an effective smile….

• be conversational in the beginning with nothing to do with business
• use questions to encourage conversation

1. Discover wants and needs…

• ask open-ended questions to get your customer talking and to determine needs
• listen effectively and take notes

1. The demonstration/presentation …. present benefits and features…

• do not forget your features, advantages, benefits… present them cogently
• use a grabber at the end that simply restates the benefit as a question to gain their agreement.

1. Overcome objections…

• to turn vague objections into specific questions
• answer those questions and objections
• ask for the sale… closing should be a natural process.

All of the sale stuff is pretty incremental, methodical, and sequential and can be learned and implemented with time, practice, and study.   It is not rocket science.  It is a process, and it is dynamic, and as one gets skilled in the craft, you will know precisely where you’re at in the process.  If you give yourself to learning the art.

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