Are you working in a business where you need to constantly dash off a short price quote or bid for each potential customer? This practice is especially prevalent in the building and home maintenance industries, and in some sales fields where bundle deals or discounts are commonly offered to various customers.

You could just dash off a few notes and numbers on a piece of paper, but that is not likely to inspire confidence, especially if substantial money is involved in the project.

It’s best to meet the potential customer in person and hand them a business card, take down all the information you need – measurements, job requirements, restrictions, equipment needed, products desired, and so forth – and then head back to your office to write up a professional bid package.

It is increasingly common to have to generate detailed and professional looking quotes in the field for immediate delivery. Customers are increasingly expecting everyone to be able to provide instant documents electronically. You may travel in the field with nothing more than a smart phone or tablet computer. In these cases you can generate detailed Acrobat PDF quotes from your tablet computer using pre-designed quote templates that can be instantly emailed to the client. You can also transmit the financial details of a job and basic requirements back to your office and have your office staff build and deliver a quote on-the-spot.

What should that quote or bid package contain? Start with a brief Cover Letter, reminding the potential customer who you are and summarizing the details of the project you discussed, and provide all your contact information so the customer can easily get hold of you. Then include a Quote page, an Estimate page, or a Work Order form that indicates the cost for the work and might also include a request for a deposit. If you need an additional Contract form, add that. And if you offer a Guarantee for your work, it’s always nice to wrap up your bid with that page. Make sure all your pages look tidy and professional, and you’re done putting together a package for a short quote or bid.

If you are writing a longer bid with more variables, you might want to include a Statement of Work (a page that describes in detail what you are promising to do and when), and pages with Price Lists and/or Labor Rates so your potential customer understands the choices to be made and the costs involved.

If your job requires a lot of bid writing, your organization definitely falls into the “time-is-money” category, so consider starting with a pre-designed proposal kit to get a jump start on the process. A proposal kit will contain all the forms and contracts you’ll need, including all those pages mentioned above, as well as estimating spreadsheets you can use to calculate your quote. The topic pages in a pre-designed kit will be designed and laid out for visual appeal and include suggestions and examples to guide you. You can easily add your own company logo to personalize the pages in a kit that is customizable (such as based on Word documents). Make sure your kit includes tons of sample proposals, too, to review whenever you need ideas. A good proposal kit will include a comprehensive collection of material great for every sort of business writing, whether you’re producing short quotes and business letters or complex reports and lengthy proposals.

Ian Lauder has been helping small businesses and freelancers write their proposals and contracts for over a decade. => For more tips and best practices when writing your business proposals and legal contracts visit http://www.proposalkit.com

Article Source: http://EzineArticles.com/7032014

Transforming your team from outside sales to telesales:

The ability to adapt to the conditions we face may be the only thing that keeps us alive. During these troubled and changing times you must have the ability to learn at a very fast pace. The age of the computer and internet has been ongoing now for over thirty years and it’s not looking back.

Going from one form of sales to another requires very different tools and skills. In outside sales your ability to use your physical traits such as a warm smile, firm hand shake or silly expression are all powerful tools. The personal traits that we reference to as being full of “piss and vinegar” don’t mean as much today as in the good old days. Many experts teach you to look into a customer’s eyes and hold their arm as a symbol of honesty and integrity. In telesales those tools are gone; the ability to communicate is strictly by voice reflections and the written words in text and e-mails.

No longer do you have a choice, becoming a telesales rep is a necessary tool that will help your future employment in sales. While fuel prices and the cost of doing business continue to skyrocket, the cost to sell by telephone has been dramatically reduced. The internet and mobile phone have completely revolutionized the way sales are conducted today! Outside sales has been replaced by web-sites, lead generation software, Facebook and Twitter. The ability to post videos of sales presentations, information, and products on YouTube is simple and extremely fast, this is a must for the new sales techniques.

Telesales will allow you to extend your career, embracing the change from outside sales is a must. No longer will you physically go out and visit your customer, your customer is but a phone call away. You can send him a quote,proposal,or new bit of product information with a click of a mouse. No longer will you have to sit in a lobby and wait endlessly for your customer to “see you now”! The days of dragging and carrying catalogs and brochures up flights of stairs and elevators are over, a virtual catalog is online or sent via PDF file directly to them. Promotional flyers, newsletters and sales letters, are now included in power point presentations and videos and streamlined directly to customers anywhere in the world!

The results have been proven; whether your business is selling appliance, electronics, plants or even office furniture, The new way is better of sales is better, quicker and more efficient. Sales are now conducted world-wide and the cost of the sales have been reduced to almost nothing. A great web-site and a tremendous inside telesales force will bring you an ability to sell your products to the anyone in the country and beyond. As someone once said “GO FOR IT”.

Article Source: http://EzineArticles.com/6958675

You’re not a computer (and that’s a good thing.)

Can you organize and sort through millions of notes, numbers and documents to get the exact pieces of information you need in a few milliseconds? Neither can I and the effort involved in trying to keep track of even a much smaller collection of data would be overwhelming and time consuming.

Of course, computers aren’t very empathetic or intuitive so leave the data to them and the people to people.

Ever feel like pulling your hair out over a company’s (lack of) customer service?

We’ve all had the unfortunate experience of dealing with subpar customer service. (And if you haven’t you’re incredibly lucky.) Whether it’s having to repeat your situation 10 times while the company plays musical chairs and nobody bothers to take notes…

Or cycling through an endless series of automated recordings that tell you to press this number–to get looped back through the same sequence without ever getting any actual help. Or being incorrectly billed for something and everybody you talk to insists there’s nothing they can do, you’ll just have to deal with it…

Or being left on hold for 15 minutes… which to me says you don’t value my time very much, but you want me to give you my money? If you’re that swamped then schedule a callback. It’ll take you 10 seconds to put a contact’s name and phone number in your system so you can get back to them when you’re available without making them wait (and fume) on hold.

For some reason, these situations happen. They shouldn’t, but they do. What’s baffling about it is that every time something like this happens it hurts the company. It hurts their reputation and costs them customers. Most customers aren’t especially demanding and it isn’t particularly difficult to provide a satisfactory experience that they’ll tell their friends about and do business with you again and again.

What’s the big deal? Stuff happens.

Sure, but your customer doesn’t have to do business with you. In a few clicks they can pull up a dozen of your competitors and get in touch with them. This doesn’t just apply to existing customers – it also applies to prospects and leads – one misstep can cost you the deal or drive your customer away.

With an effective CRM system you can attach any relevant information to a customer account and retrieve everything about your relationship with that customer in seconds. You’ll never forget any previous conversations, agreements or promises that you’ve made. You won’t have to worry about being that company that everyone has a horror story to tell.

And your customers will see you as professional and reliable. Somebody that they enjoy doing business with because you’re organized, efficient and show them that you value their business because you take the time to keep track of what’s important to them.

Customer relationship management is an effective system and strategy:

The advantage to a CRM platform is that it’s designed to facilitate that specific purpose. Sure, you can store your contacts in Outlook or Excel and create hundreds of quotes and documents with Word and sort them in dozens of folders… I’ve seen people do it. But it isn’t very efficient. It’s time consuming and doesn’t give you a 360 degree at-a-glance summary of the client that lets you make fast, accurate decisions.

That 360 degree view should be your starting point each time you speak with or meet with a customer. Your CRM platform should let you store contacts, notes, supporting documents, events… everything about that customer so that it’s all visible and easily accessed in one place.

While the system helps organize and manage the data, the strategy is how you use the data and whether you’re able to integrate other systems with your CRM so that you can leverage the data you’ve already created for other tasks.

Closing Thoughts

If you are using the right system you’ll come to rely on it heavily, especially once you make it an integral part of your operations. This will give you a lot more time to focus on your customers and sales since you’ll spend a lot less time manually organizing and searching for information.

Just keep in mind that as your business grows, you’ll need more than just CRM so it’s worth considering a complete business platform so you don’t have the pain of trying to migrate to a new system and export/import your data between systems.

Looking for more information about CRM and business management platforms?

www.affinityinformatics.com

Article Source: http://EzineArticles.com/6940523

There are a multitude of psychological triggers that motive, inspire and influence prospective customers to make a purchase. Surprisingly, many of these techniques are often unknown to even the most experienced salespeople. Awareness of these triggers can be a powerful weapon in the battle to turn prospects into customers.

Sometimes the trigger may be simply changing a few words at the end of a full-page ad. This may not seem like a big deal, but in some cases, it can actually double the response. Imagine doubling your sales effort with just one trigger. Likewise, you might be able to triple your click rate on an ad by added a few key words to a headline.

One often-overlooked trigger you should include in your sales process is consistency. In direct sales, one of the most important things you can do to close the deal is to make it extremely easy for a prospect to execute a purchase, regardless of how small it may be. It’s crucial that the commitment be simple, small and relevant with the prospect’s needs.

Once the commitment is made and the prospect becomes a customer, the psychological dynamic changes. There is now an added level of commitment and consistency, turned in your favor, to “persuade” future purchases.

A good example is a TV infomercial, where you make a call to place your order. The salesperson takes your order, confirms the details and then provides your total. It is at that point the rep then says, “And you do want the weight loss pills to go with that Ab-Flex machine, don’t you?” You automatically say “Yea, why not?” The additional charge is added to your order. “And you’ll also want our Ab Meal Plan booklet, won’t you?”

Once you are committed with the order, you tend to act consistently with the commitment. So you nod your head in agreement.

The key point to remember is to always make that first sale simple. Once the prospect makes the commitment to buy, you can then easily offer upsales to increase the order size. This concept works for mail order as well as in-person sales. When the initial order is kept ultra simple, the chances of getting an additional sale typically jumps by more than 50 percent, depending on the nature of the additional offer.

Bottom line: Once you are committed to a sale, your future course of action remains consistent with your decision. As a customer, you are now inclined to buy more due simply to your original commitment to purchase. Whether you’re selling online or at a retail store in the mall, this trigger can easily boost your per customer sales totals by a significant amount.

A.L. Royce is an accomplished writer and consultant with more than 25 years of marketing communications experience. For his latest insights, analysis and business-building tools, visit his blog at: http://www.bluewave-marketing.com

Article Source: http://EzineArticles.com/6916681

Article Source: http://EzineArticles.com/6868752

When I sit down to discuss software needs with business owners I often notice a blurring of the line between marketing and sales. Don’t get me wrong, sales and marketing are very closely related. But it is important for anyone running a company to understand how they differ and how to approach both when it comes to business automation.

My favorite summary is: ‘Marketing brings people to the door, sales gets them through the door’. Marketing is responsible for bringing people to the door of you business. So making them aware of your existence. Letting them know that you may have a solution to their problem or a product they desire. Sales comes into play once they have initiated contact with your organization. Sales take someone who has come to your door over the threshold. So your sales team should use their skills to turn vaguely interested leads into paying customers.

Another way to look at it, is by the level of interaction involved. For example marketing has less interaction and tends to be more one sided. You run an ad in the paper which someone reads. At this stage there is no back and forth between you and the consumer. The sales stage tends to be more interactive. Calls, emails or even letters may be exchanged between leads and your sales team. Or they may sit down to a face to face meeting where the customer asks questions about the product and the sales representative answers those questions (in the hopes of closing a sale).

I think much of the confusion comes from situations where one of the processes is short or missing completely. For example you may send out a sales letter which contains an order form. While a portion of people will call your office for more information, quite a few recipients will just go ahead and fill out the order form. In this example there was no interaction but they still ended up coming ‘through the door’. So is it sales or marketing?

When I pose this question to business owners I often get a wide variety of answers. But I would argue that it is marketing. Sometimes your marketing will have a message sufficiently powerful to induce a sale without any sales interaction.

So why is this distinction important? If you want to have a successful business you must achieve a balance between marketing and sales. If you have a strong marketing department coupled with a poor salesmanship you will get plenty of leads but struggle to turn them into paying customers. On the flip side of the coin a strong sales team is useless if they don’t have enough new leads coming through to keep them busy. By understanding marketing and sales as separate activities you can identify where your weaknesses are and take action to bring your organization back into alignment.

Troy Netreba is the marketing and sales manager for Pi CRM. For information on their business products and how they can help you improve your returns in both sales and marketing please visit: http://www.picrmsoftware.com.au/crm-system-facts/

Article Source: http://EzineArticles.com/6779671

Every sales team has them: sales reps who consistently miss their quota, don’t appear motivated, or, when you try to help them, do better for a while and then drop back down into underperformance. As a manager or business owner, it’s frustrating trying to get these underperforming reps to do better. And as a sales rep, it’s also frustrating not making quota and being under the gun all the time. What can you do about it? Read on, I’ve got some suggestions for you.

To start with, I’d like to share a somewhat shocking study with you. In their book, “How to Hire and Develop Your Next Top Performer,” Herb Greenberg, Harold Weinstein and Patrick Sweeney compared results from hundreds of thousands of assessments that were conducted over several decades with actual sales performance measurements and concluded:

1) 55 percent of the people earning their living in sales should be doing something else,

2) Another 20 to 25 percent (of salespeople) have what it takes to sell, but they should be selling something else.

I don’t know about you, but when I read those statistics I almost fell off my chair. As I thought about it, though, I began to compare those results with my actual experience. I work with a lot of companies and a lot of sales teams, and as I’ve written over and over again, almost all sales teams have the 80/20 rule going on: the Top 20% of the producers are usually generating about 80% of the revenue and income, while the bottom 80% are struggling to make quota.

And isn’t that true in your sales organization as well? If you’re like many inside sales teams, you’re constantly trying to get your underperformers to produce more, but how much real success do you have? Again, sad to say, many bottom 80% producers simply don’t improve that much and that’s why most companies are constantly hiring and replacing reps. When you look at it that way, the numbers from the conclusion above begin to make sense…

OK, so what’s the solution? I mean, you can’t just fire 55% of your sales team. The good news is that there are steps you can go through to train and raise performance, and once you go through these steps you’ll know who can become a productive member of your sales team and you’ll have the structure in place to onboard new reps more quickly and efficiently. Here they are:

1) The first thing you need to do is to give every member of your sales team the specific tools and training they need to be successful. Many companies I work with, including the sales managers themselves, just don’t have specific, effective sales skills, techniques, scripts to give to their sales reps. As a result, while their Top 20% seem to intuitively know what to do, the rest of the team struggle because no one is training them how to be successful in their sales environment.

The solution is to take the time to develop a “Defined Sales Process” by identifying what steps 80% of your successful sales go through and defining the best practices at every step of this sales cycle. Once you have defined your best practice sales process, you need to:

2) Script out the best practice techniques and turn these into your company’s training program. In other words, you need to give each of your reps the exact tools and techniques and scripts they need to successfully navigate every step of your sales cycle. Next, train and reinforce these skills with every member of your team.

You see, before you can properly evaluate who can make it and who can’t, you have to give them the training on your best practices first. Only then will you be in a position to know who has the talent, motivation and work ethic to succeed in your sales environment.

3) Once you’ve defined your sales process, turned it into your company training program and actually trained your reps on it, it’s now time to objectively evaluate each member of your team to see if they have what it takes. I use the word objectively here because it’s now up to you to record your reps, create a “sales process or script” grading form to measure adherence to your best practices. At this point your reps either are or they aren’t doing what you know it takes to succeed.

The good news once again is that after about 90 days of measuring, coaching and managing reps to adhere to your new best practice sales process, you’ll have a very clear idea of who is going to make it and who isn’t. At this point you can begin replacing those reps who clearly won’t.

4) Now that you have your DSP in place, a solid training program that teaches the most successful best practice techniques, you will be in position to hire and quickly train and evaluate your new sales reps. With this kind of a proven system in place, you’ll get a lot more production out of your new reps much faster, and you’ll have a very clear idea of who isn’t going to make it much sooner as well. This will make you more money and save you money and frustration at the same time.

There is obviously a lot that goes into building this kind of structure, but it’s well worth the time and effort. In fact, according to CSOInsights.com, sales teams that have and follow a “Defined Sales Process” average more than 33% in production and revenue than sales teams that don’t. 33% – now that’s significant! Just ask yourself how much that would mean to you and your company’s bottom line.

Copyright (c) 2011 Mr. Inside Sales

Mike Brooks, Mr. Inside Sales, is the Best Selling author of “The Real Secrets of the Top 20%” and “The Ultimate Book of Phone Scripts.”

Mike also works as an executive coach with business owners and sales managers. To learn more about how Mike can help you and your team succeed, visit: http://www.mrinsidesales.com/ManagementTraining/index.html

Article Source: http://EzineArticles.com/6659213

With competition becoming fiercer, many com­panies are rely­ing more and more on developing new busi­ness to make their bottom line. For many sales­people who pros­pered in the past, this shift in strat­egy is a real dilem­ma. Why? Because for many of these salespeople, prospecting has become something of a lost art.

As one sales manager said, “Many of my sales­peo­ple have never had to make a cold call. The thought of hav­ing to do so have made some of them break into a cold sweat. The reality is they are facing the task of actual­ly selling some­thing, instead of just taking orders.”For these salespeople it has become “prospect or parish”.

For those who need to jump on the prospecting band wagon fast I’ll outline four simple principles and four proven strategies to ignite your new business development initiatives.

There is nothing magical about effec­tive pros­pect­ing. In fact, it requires four principles:

1. Focus- talk to the right people.
2. Discipline- make it a habit, not an ex­cep­tion.
3. Persistence- stay with it.
4. Resilience- don’t take it personal­ly.

Based on the research done in sever­al sales organi­za­tions, I’ve found four sales strategies that were common among top new busi­ness devel­op­ers. This research covered many in­dus­tries including automo­tive, broad­casting, soft­ware, security, healthcare, and others. In field re­search, evaluations by man­agement and self-assessment exercis­es, the top new business producer scored signifi­cantly higher in these four strategies than their less produc­tive associates. Top new busi­ness devel­opment people: use these prospecting strategies:

1. Know who their best prospects are. They recognize that not all prospects are equal and that different prospects respond to different app­roach­es. If you prospect for “C” ac­counts, you’ll build a business of “C” accounts. If you want “A” accounts, you have to know what they look like and what they’re looking for. This is ac­complished by profiling your existing clients and really understanding thing such as:

• What they bought.
• Why they bought.
• How much and how often they buy.
• Why they continue to buy.
• What would stop them from buying?

Asking these questions of your “A, B, and C” accounts should give you several critical differences that will allow you to recognize potential “A, B and C” accounts early in the sales process. Doing so lets you decide on the acquisi­tion strategy that is best suited for each type of account. Remember, in prospect­ing you usually get what you look for. So, be sure you look for the type of account you really want.

2. Develop multiple sources of prospecting. For many salespeople, prospecting either means picking up the phone with a list of names or walking up and down the street knocking on doors. Although these are staples of the prospecting arsenal, they are best used with other approaches. Top perform­ing salespeople develop a multi-faceted system that expands their prospecting net and leverages their time and resources. Some of the more common prospecting activities include:

• Telemarketing
• Direct Mail
• Cold Calling (face-to-face/by phone)
• Advertising
• Speeches
• Public Relations
• Lead Clubs
• Seminars
• Personal Networking
• Contacting Inactive Clients
• Newsletters
• Community Involvement
• Referral Programs
• Webinars
• Tele-seminars
• Lunch and learn
• Dinner seminars

The key is determining which activities are best suited for the type of prospect you want. For example, a mortgage broker found tremendous success targeting selected neighborhoods and hang­ing doorknob flyers followed up with a phone call. Be creative and always be on the lookout for a new way to gain access to your best prospects.

3. Develop a prospecting strategy that utiliz­es your unique competitive advantage. Pros­pecting is essentially a salesperson’s personal marketing plan and the key to marketing is differentiation. Most sales­people don’t understand the power differ­entiating themselves can have on their success. Their approach to prospecting is to offer buyers a non-descriptive and unfocused plea for business that offers no specific value, benefit or service. Their approach is often little more than, “Buy from me because I’m here.” In today’s competitive marketplace, that simply isn’t good enough.

To be successful, salespeople like a busi­ness must differentiate or “position” themselves to take best advantage of available marketing niches. To do this, they must develop their own Strategic Selling Advantage (SSA). A SSA is based on a variety of unique strengths or advantages, but it must meet the following test:

• Clearly differentiate you from the com­petition
• Addresses a real need
• Describes a feature or benefit you can deliver. Successful companies, such as Federal Express, understand the power of having and delivering on a SSA. After all, who do you think of “When it absolutely has to get there overnight?”
• Develop a prospecting mindset.Prospecting is a little like being on the high wire act without the net. Contact­ing prospects who are unknown puts you at risk of rejection and surprises. Once you contact them, anything can happen. To prevent getting shell-shocked, take the following actions:
• Concentrate on making a number of prospecting calls during one set time. This allows them to get “in the grove.”
• Get yourself in the right frame of mind before they start making pros­pecting calls.
• Always devote a specified amount of time each week to developing new busi­ness.
• Play the numbers. Remember pros­pecting is equal parts of skill, effort, timing, and luck.
• Do most of their prospecting at times when prospects are available (prospecting Prime Time).
• Have a plan for each prospecting call.
• Use a friendly and personalized ap­proach for each call.

Developing new business is a skill that you must develop in a competitive marketplace. To increase your prospect­ing effec­tive­ness, you must make it a habit and incorpo­rate each of the four strategies into your daily routine. What you’ll discover is, that the more you do it, the better you’ll get. And, as your effectiveness increases, so will your sales results.

For more information on how to increase your new business development effectiveness go to: philfaris.com

Phil Faris is a business development consultant, coach, speaker and author. He is president of Phil Faris Associates a firm that specializes in helping organizations hire, train, develop, lead and retain the sales talent required to succeed in a competitive marketplace. For more information on how to increase sales, profits and customer loyalty go to: http://philfaris.com

Article Source: http://EzineArticles.com/6577115

In every profession, experience separates the “rookies” from the “pros.” Rookies have little or no experience, and consequently often make basic mistakes that would not be made by a seasoned professional. For sales professionals, this means fewer customers, lost revenue, and lower commissions. Only after they have been through the “school of hard knocks” do some sales people become more effective and earn more money. If you are a sales professional, be sure not to make these common mistakes:

Rookies fail to understand customer’s needs: The first thing that any seasoned sales professional wants to know is what are the prospect’s needs. They want to know what are the prospect’s problems, and what causes them pain. Only after the needs are clearly understood by the sales person can they present a solution. Rookies often want to start selling their products or services before they understand the prospects needs. Seasoned professionals only start selling after the needs are clear to both the sales person and the prospect. So to avoid this rookie mistake, ask the prospect questions. Use open-ended questions to let the prospect explain their situation. When the prospect explains their problem, then confirm the need with a closed end (yes/no) question.

Rookies sell features not benefits: Seasoned sales professionals know that customers buy benefits, not features. They buy products and services that offer convenience, save time and money, or solve a problem. For example, people buy a smart phone not for the touch pad, but for the ability to stay connected and get information easily and conveniently. So to avoid this rookie mistake, don’t just explain the feature of a product or service, but connect the feature with benefit or benefits for the prospect.

Rookies quit after the first trial close. Seasoned sales professionals know that prospects normally don’t say “yes” after the first trial close. More often than not, they raise an objection. Sales professionals know how to handle objections and continue to ask another closing question, because they know that most prospects will say “no” three to seven times before they will finally say “yes.” Rookies give up too early. So seasoned professionals know that to avoid this mistake, they need to persist in asking the customer to buy and handling objections multiple times before they get to “yes.”

These are three rookie mistakes that seasoned professionals know how to avoid. If you are new to the sales profession, then keep these sales tips in mind next time you are face-to-face with a prospect: identify the needs, sell benefits, and keep on closing until you get to “yes.” If you avoid these mistakes, you will have more customers than prospects, and you will be making more money for yourself too.

Leonard Kloeber is an author and leadership consultant. He has extensive leadership experience as business executive and as a military officer. He has been a hands-on leader in a variety of organizations large and small. Most recently he was a human resources executive for a Fortune 100 company. His book – Victory Principles, Leadership Lessons from D-Day – illustrates seven bedrock leadership principles that all successful leaders use. Download a free summary of the Victory Principles at: http://www.victoryprinciples.com and find other bonus materials for leaders. Contact him at staffride@gmail.com or find his book Victory Principles at http://www.leadershipthebook.com

Article Source: http://EzineArticles.com/6580046

What I’m revealing in this article could change your sales career forever. It will make you think differently and it will change your behavior overnight. Big promises you say? Read on…

If you’re a sales professional there’s one thing you can count on like clockwork. And when you meet it it’s like a punch in the stomach. Some of you have learned to take the punch. Others of you double over and need a few minutes back in your corner.

So, what is this punch? It’s rejection. Daily constant rejection. Every time you are in a selling situation rejection is a possible outcome. It’s not avoidable but mastering it requires understanding one concept.

To survive the rejection punch you need to take its power away.

I’m about to show to you how. This technique will allow you to take a punch like a world-class boxer and raise your hand in victory at the end of the match.

What’s the secret?

First let’s look at the glove that’s covering the punch. It’s the word “NO”. No is what you hear. Rejection is what you feel. The word no is how rejection is delivered to you. Rejection is what makes you weak in the knees. So weak you feel like throwing in the towel. But hold on…there’s hope. Think about this…

What gives any word its power? Isn’t it the meaning we attach to it? If I said you were katoozappy, would you feel offended? Probably not. Because the word has no meaning to you. But if I said you were lazy. That would get a reaction from you.

So, the word “no” has a meaning we attach to it – the feeling of rejection. They are both tied together. No equals rejection. Inseparable until now.

Here’s the game changer. What if we change the meaning of no. What if we could attach a new empowering meaning that would get you motivated and, yes, excited when you hear the word no.

Here’s the secret.

When you hear or think about the word no I want you to think of this formula.

N + O = New Opportunity.

That’s right. Every NO you hear is a New Opportunity to get more sales. How? By moving on to the next appointment and leaving the no behind.

Your prospect that says no is actually giving you the opportunity to talk to a better prospect where you have a better chance at getting a yes. They are freeing you to take advantage of a better opportunity. A New Opportunity for success.

So how do you change your thinking to take advantage of your new success formula?

Write the formula “N + O = New Opportunity” on a post it note and put one on your mirror. On the refrigerator. On the visor of your car. On your computer. On your telephone.

You’ll see the formula repeatedly. Repetition will make it part of your thinking. You’ll absorb it subconsciously. It will trigger a new positive feeling every time you hear the word no. The amazing thing is that you won’t realize it’s happening. You’ll feel confident and optimistic and unstoppable.

That powerful punch of rejection now feels more like a feather hitting a battleship. You’ll confidently cold call or visit the next appointment with a “can’t fail” attitude. There are no more rejections. There are only new opportunities.

Try the new New Opportunity formula. I guarantee that in the boxing match with rejection you’ll emerge as the world champion every time.

James Lindsey is a copywriter that specializes in helping businesses grow and the author of “7 Ways To Double Your Sales In he Next 12 Months”. Additional ideas to drive customer growth can be found at http://www.JamesLindseyCopywriter.com.

Article Source: http://EzineArticles.com/6525365