Swim with the Sharks without Being Eaten Alive
January 16, 2008 by admin
Filed under Books, Competition, Marketing
(13900)
Outsell, Outmanage, Outmotivate and Outnegotiate Your Competition
Harvey Mackay
This is the magic formula for success. It’s easy to explain but difficult to execute. You can add your own extra dimension with vision, backing your own judgment or a host of other personal factors.
No one has the only game in town–there’s a never-ending a cycle of change and destruction inherent in the capitalist society. New opportunities are continually being created for those with determination, goals and concentration.
You don’t learn to swim with the sharks in a single outing. High-stakes challenges demand practice and perseverance.
Swim with the Sharks without Being Eaten Alive
Selling Sucks
How to Stop Selling and Start Getting Prospects to Buy!
by Frank Rumbauskas Jr. (24600)
Forget about trying to memoriE the “fifty power closes of sales champions” or any other canned sales pitches. That’s for people who want to spend their careers figuratively twisting their customer’s arms to make them buy something they don’t really want. Selling that way is difficult, stressful and ultimately manipulative.
Instead of doing that, work only with people who are motivated enough to actually approach you. Partner with prospective customers and help them buy. If you work with those who have approached you to buy rather than the other way around, then instead of being a manipulator all you need to do is become an effective persuader.
To be successful in sales, poosition yourself so that people who genuinely need what you have to offer approach you to buy because you’re the expert in that field. In other words, get more qualified prospects to come to you and then help them buy rather than going out and drumming up people to sell to. As counterintuitive as it may sound, the real secret to selling more is not to sell at all.
If you develop a workable system for getting enough business to come to you, then you can forget about the high pressure salesperson’s old way of selling:
Cold calling or sales blitzes
Elevator pitches and other memorized pitches
Overcoming objections and sleazy closes
Power closes and strong-arm tactics
The new way of selling:
Networking speaking engagements
Website
Customer community
Automated systems
Exclusive customer club
How to Influence Using Relevancy
January 16, 2008 by admin
Filed under Negotiation, Persuasion, Sales
(16412) Dave Lakhani says:
Relevancy means to provide people with options they need rather than choices that are of no practical use. To use relevancy in the persuasion process, pre-qualify the people you’re speaking to. Get to know their actual needs and requirements in fine detail and then give them options that will meet their actual needs.
Ask: “What makes this person a good match fro what I have to offer?” If you are familiar enough with their circumstances that you can answer this question in some detail, then your ideas will have greater persuasive clout. Relevancy and familiarity are closely linked when it comes to persuasion.