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Search: Posts Made By: PatrickBMorin
Forum: Business Tips 03-22-2012, 12:08 PM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Questioning Skills: "Should Be"

"Should Be" questions are those that put the prospect in a future state.

"Describe the optimal situation."
"What would you change about your relationship with your current vendor?"
"What billing...
Forum: Business Tips 03-22-2012, 05:12 AM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Questioning Skills: AS IS

"As Is" questions are any that determine the prospects CURRENT circumstance:

"What product are you currently using?"
"Why did you chose it?"
"What is the biggest problem you're currently...
Forum: Business Tips 03-10-2012, 04:04 AM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Truth Chart

A truth chart lists your clients down the left side of a spreadsheet and your products across the top. Place a check mark in any box where a client is buying that product. Any UNCHECKED box...
Forum: Business Tips 03-10-2012, 03:21 AM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Cold calling schedules

When cold calling by telephone, change up the times that you do it to test success rates. For example, cold call M-W-F from 9 to 10 and Tuesday/Thursday from 4 - 5 PM one full week. The following...
Forum: Business Tips 03-10-2012, 03:04 AM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Sales goals

When given your sales quotas of for the year, calculate what achieving them means to you financially. It ties your company's goal with your own and makes it easier to stay focused on achievement.
Forum: Business Tips 03-10-2012, 03:01 AM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Using analogies

High impact sales people have mastered the use of the analogy to make difficult aspects of their product or service easy to understand.
Forum: Business Tips 03-10-2012, 02:58 AM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Success Stories

Forms of evidence to prove your case should include success stories. They should be no longer than a minute in length, have specificity (a name or a company), and make the client the hero, not the...
Forum: Business Tips 03-10-2012, 02:54 AM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Staying sharp

It's hard to impagime a pro football player coming to camp out of snap or not having memorized the play book. Why are professional sales people any different? Read at least one (1) book on sales...
Forum: Business Tips 03-10-2012, 02:51 AM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Time Management

If you are new to a territory or just building a new one, the majority of your time - 80%+ - should be prospecting. Once a territory is established, prospecting should never drop below 20% of your...
Forum: Business Tips 03-10-2012, 02:50 AM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Agenda

Always begin a sales call with preliminary pleasantries to build rapport and an agenda to build trust. The agenda can be either written OR verbal.
Forum: Business Tips 03-10-2012, 02:47 AM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Competitive info

Use Twitter (http://www.twitter.com) to keep track of your competitors' activities. Subscribe to their updates and those of their sales team.
Forum: Business Tips 03-10-2012, 02:45 AM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
The Opportunity Close

The opportunity close creates urgency because of some fleeting circumstance: last of the product in inventory, sale ends in a day or two, etc. You must make sure that it's TRUE or you risk your...
Forum: Business Tips 03-10-2012, 02:43 AM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Barrier questions

Barrier questions are any that ask a prospect about the constraints of their purchase: timing, budget, influencers. Ask these further into the sale rather than earlier in order to preserve trust.
Forum: Business Tips 03-10-2012, 02:39 AM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Keeping Current

Enter all of your clients into Google Alerts (http://www.google.com/alerts). Whenever there is a news story about them, you'll be automatically notified. This keeps you right on top of things!
Forum: Business Tips 03-07-2012, 07:00 PM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
The Single Best Form of Service

When someone is calling you - they are, de facto asking for help. Return ALL calls the same day that they were placed to you. You will create a reputation as a service-driven sales person.
Forum: Business Tips 03-07-2012, 06:12 PM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Follow-up from a networking function

After a networking function, follow-up with your new contacts within 24-hours. It solidifies you in their memory.
Forum: Business Tips 03-07-2012, 06:09 PM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Networking quota

When going to a networking function don't try to collect cards from everyone present - focus instead on meaningful conversations with no more than 3 - 5 people. It not only leaves a better impression...
Forum: Business Tips 03-07-2012, 06:06 PM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Selling to a group

Keep in mind that when selling to a committee or a group, your solution must address the dominant buying motives of EACH of those participants.
Forum: Business Tips 03-07-2012, 06:00 PM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
What buyers are thinking.

There are four questions that your sales presentation have to answer in the mind of the buyer:

Will your product do what you say it's going to do?
Is it worth the price you're asking me to pay?...
Forum: Business Tips 03-07-2012, 05:54 PM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Opening the conversation

Open your sales conversations with preliminary pleasantries. More quickly on to an agenda of the meeting. This will signal to the prospect that you care for their time and are clear about where you...
Forum: Business Tips 03-07-2012, 05:50 PM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Questioning

Eighty percent of your sale should be in asking questions NOT in describing your product.
Forum: Business Tips 03-07-2012, 05:47 PM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Leaving Messages

When leaving a message for a prospect, keep it to 30 seconds or less. Keeping it short communicates that you are focused, clear, and articulate.
Forum: Business Tips 03-07-2012, 05:43 PM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Closing

A "direct method" close is one that requires a "yes" or "no" answer about the purchase. "May I take your next order?" or "Would you like to use us for the renovation?" Use it to avoid...
Forum: Business Tips 03-07-2012, 05:27 PM
Replies: 24
Views: 12,567
Posted By PatrickBMorin
Cold calling

If you are in an industry that still values face-to-face cold calls, walk in with nothing but your business cards. Carrying your sample bag, brochures, etc. is offputting to receptionists. When you...
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