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Relationship, Liaison, Alliance, Affiliation

 

7 Ways to Stop "Selling" & Start Building Relationship, Liaison, Alliance, Affiliations

Traditional Sales Mindset Vs Unlock The Game™ Mindset Always deliver a strong sales pitch. Vs Stop the sales pitch -- and start a conversation. When you lose a sale, it's usually at the end of the sales process. Vs Sales pressure is the only cause of rejection. Vs Never chase a potential client -- you'll only trigger more sales pressure.

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<p>Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.</p>

<p>New Thinking = New Results</p>

<p>Maybe it's time to take a different approach. Maybe we need to seriously analyze our sales thinking so we can identify why we're not making more sales. Take a look at the table below and thinkabout your current selling mindset. How would your selling behaviors change if you changed your sales thinking?</p>

<p>Traditional Sales Mindset Vs Unlock The Game™ Mindset</p>

<p>1. Always deliver a strong sales pitch. Vs Stop the sales pitch -- and start a conversation.</p>

<p>2. Your central objective is always to close the sale. Vs Your central goal is always to discover whether you and your potential client are a good fit.</p>

<p>3. When you lose a sale, it's usually at the end of the sales process. Vs When you lose a sale, it's usually right at the beginning of the sales process.</p>

<p>4. Rejection is a normal part of selling. Vs Sales pressure is the only cause of rejection. Rejection should never happen.</p>

<p>5. Keep chasing every potential client until you get a yes or a no. Vs Never chase a potential client -- you'll only trigger more sales pressure.</p>

<p>6. When a prospect offers objections, challenge and/or counter them. Vs When a potential client offers objections, uncover the truth behind them.</p>

<p>7. If a potential client challenges the value of your product or service, you must defend yourself and explain the value. Vs Never defend yourself or what you have to offer -- it only creates more sales pressure.</p>

<p>Let's take a closer look at these central Unlock The Game™ concepts so you can begin to open up your current sales thinking and become more effective in your selling activities:</p>

<p>1) Stop the sales pitch -- and start a conversation.</p>

<p>When you call someone, avoid making a mini-presentation about yourself, your company, and what you have to offer. Start with an opening conversational phrase that focuses on a specific problem that your product or service solves. If you don't know what this is, ask your current customers why they purchased your solution. One example of an opening phrase might be, "I'm just calling to see if you'd be open to some different ideas related to lowering the risk of any computer downtime you may be having in your company?" Notice that you are not pitching your solution with this opening phrase.</p>

<p>2) Your central goal is always to discover whether you and your potential client are a good fit.</p>

<p>Let go of trying to "close the sale" or "get the appointment"-- and you will discover that you don't have to take responsibility for moving the sales process forward. If you simply focus your conversation on problems that you can help potential clients solve, and if you don't jump the gun by trying to move the sales process forward, you will find that potential clients will actually bring you into their buying process.</p>

<p>3) When you lose a sale, it's usually right at the beginning of the sales process.</p>

<p>If you believe that you lose sales because you make a mistake at the end of the process, take a look back at how you began the Relationship, Liaison, Alliance, Affiliation. Did you start with a presentation? Did you use traditional sales language like, "We have a solution that I believe you really need" or "Others in your industry have bought our solution, so you should consider it as well"?</p>

<p>When you use traditional sales language, potential clients can't help but label you with the negative stereotype of "salesperson." This makes it almost impossible for them to relate to you from a position of trust. And if trust isn't established at the outset, honest communication about the problems they're trying to solve, and how you might be able to help them, becomes impossible too.</p>

<p>4) Sales pressure is the only cause of rejection. Rejection should never happen.</p>

<p>Rejection happens for only one reason: Something you said, as subtle as it might have been, triggered a defensive reaction from your potential client. Yes, something you said. To eliminate rejection, simply shift your mindset so that you give up the hidden agenda of hoping to make a sale. Instead, everything you say and do should stem from the basic mindset that you are there to help potential clients. This makes you able to ask, "Would you be open to talking about issues you might be having affecting your business?"</p>

<p>5) Never chase a potential client--you'll only trigger more sales pressure.</p>

<p>"Chasing" potential clients has always been considered normal and necessary, but it's rooted in the macho selling image that, "If you don't keep chasing, it means you're giving up -- and that means you're a failure." This is dead wrong! Instead of chasing potential clients, tell them that you would like to avoid anything that resembles the old cat-and-mouse chasing game by scheduling a time for your next chat.</p>

<p>6) When a potential client offers objections, uncover the truth behind them.</p>

<p>Most traditional sales programs spend a lot of time focusing on "overcoming objections." These tactics only put more sales pressure on potential clients and also fail to explore or understand the truth behind what the potential client is saying. When you hear, "We don't have the budget," "Send me information," or "Call me in a few months," do you think you're hearing the truth, or do you suspect that these are polite evasions designed to end the conversation?</p>

<p>Rather than trying to counter objections, you can uncover the truth by replying, "That's not a problem" -- no matter what clients are "objecting" to -- and then using gentle, dignified language that invites them to reveal the truth about their situation.</p>

<p>7) Never defend yourself or what you have to offer -- it only creates more sales pressure.</p>

<p>When a potential client says, "Why should I choose you over your competition?," your first, instinctive reaction is probably to start defending your product or service because you want to convince them to buy. But what do you think goes through your potential client's mind at that point?</p>

<p>Something like, "This 'salesperson' is trying to sell me on why what they have to offer is better, but I hate feeling as if I'm being sold." Rather than defending yourself, try suggesting that you aren't going to try to convince them of anything because that would only create sales pressure. Instead, ask them about the key problems that they are trying to solve, and then explore how your product or service might solve those problems --without ever trying to persuade.. Let potential clients feel that they can choose you without feeling "sold."</p>

<p>You too can improve your sales effectiveness if you are open minded and willing to try a new and more natural selling approach.</p>

 

9 Tips To Building A Relationship, Liaison, Alliance, Affiliation With Your List

Now you know that you need a list and have started to build one. The next step is to build the Relationship, Liaison, Alliance, Affiliation that will make the list profitable. Below are 9 tips to help you get that process started.

1. Unsubscribes are good.
The only way that you will not get unsubscribes to your list is to never send to them. Not everyone will like your personality or writing style. Those that don’t will never follow your recommendations so it is not a great loss when they unsubscribe.

list building, profitable list building

Now you know that you need a list and have started to build one. The next step is to build the Relationship, Liaison, Alliance, Affiliation that will make the list profitable. Below are 9 tips to help you get that process started.

1. Unsubscribes are good.
The only way that you will not get unsubscribes to your list is to never send to them. Not everyone will like your personality or writing style. Those that don’t will never follow your recommendations so it is not a great loss when they unsubscribe.

2. Be yourself.
Let your personality come through to your list. People will buy from you because they trust you. Try to be something you are not and it will come through to your list and you will never develop that trust.

3. Be informative.
Make sure that you are supplying quality information to your list. Even if you are presenting a product for sale make sure that you are also supplying information. Create the problem and your product as a solution but also let your subscribers learn something about the topic even if they aren’t interested in the product.

4. Stay on topic.
If your list is about desserts that should be the topic of your email. Now don’t send marketing tips to your dessert list or desserts to your marketing tips list. Yes, there may be a few that have interests in both (I am one and have both types of lists), but the person signed up for a specific topic and you are violating that trust you have worked so hard to create.

5. Only send one item per email unless it is a newsletter.
Sending multiple items to your list can be extremely confusing to them and never get you the action you are looking to get. Make sure that you have a call to action in every email. Never leave your subscriber wondering what you wanted them to do.

6. Always have a reason
This tends to go with number 5. Make sure that there is a reason for the email that you sent. If you have a purpose then people will tend to keep reading. If they have no idea what your reason is for your email then they will quickly stop reading all of your emails.

7. Track what works.
Tracking is the only way you will know which of your emails works and which don’t. This will allow you to improve your emails to your list. Do remember that the only purpose of your email is to create the click through to a sales page. If it does that it is successful whether you sell a product or not. The sale of the product is dependent on the sales page.

8. Use contact information.
You are building a Relationship, Liaison, Alliance, Affiliation and that is based on trust. Let people know who you are and how to reach you.

9. Be responsive.
If you receive an email from a subscriber answer it. That goes a long way to building the trust that is necessary to create a customer. People buy from those that they trust.

These tips will go a long way towards helping you to build the Relationship, Liaison, Alliance, Affiliation that is necessary to build a profitable list.

 

Build Relationship, Liaison, Alliance, Affiliations and Leads Will Follow

Starting out in the real estate business (or any business for that matter) can be a little anxiety inspiring. The initial stage of getting off the ground is always a challenge. There are plenty of ideas out there on how to get new business, but one of the best ways to build your business is by building on the Relationship, Liaison, Alliance, Affiliations with your current clients. If you offer outstanding service and do the job right, you will get the referrals. Word of mouth is still one of the best marketing tools a business

Building Relationship, Liaison, Alliance, Affiliations, Leads, Real Estate, Selling Homes, Selling

Starting out in the real estate business (or any business for that matter) can be a little anxiety inspiring. The initial stage of getting off the ground is always a challenge. There are plenty of ideas out there on how to get new business, but one of the best ways to build your business is by building on the Relationship, Liaison, Alliance, Affiliations with your current clients. If you offer outstanding service and do the job right, you will get the referrals. Word of mouth is still one of the best marketing tools a business can ask for.

Always keep your seller in the loop - give them information and updates as to how their home is being marketed, provide prompt feedback from buyers who have seen the property. Make sure your buyers have the new listings as soon as possible.

When your clients seal the deal send a gift card or a bottle of wine. Give a gift for possession. It shows your client that you recognize this milestone in their life, and the personal touch makes all the difference. "When we moved into the new house there was a lovely gift basket filled with fancy preserves, crackers, chocolates and champagne from our realtor," says one new homeowner. "We had a little celebration picnic in our new home."

Consider implementing a customer satisfaction survey - after your business is done, give your client an opportunity to provide feedback. Set your ego aside and consider this an opportunity. Take the time to really learn from what they say - and find ways to improve in areas that might not be your traditional strengths.

Even after a deal is done, remembering your clients will show them that you think they are important, that you appreciate their business. Depending on the client you may want to offer personalized notes, email messages, website links and newsletters.

Not only is this good interpersonal Relationship, Liaison, Alliance, Affiliation building, it will also build your reputation as a caring professional earning you well deserved referrals and repeat business. For repeat clients you might consider lowering your commission slightly, as a thank you for the continued business.

As much as you might want to, resist from asking clients to refer you. It's cheesy - by providing great service you will naturally come to mind in conversation, which is far more genuine. Continue to offer services that will ensure your name is easily recalled in the community.

One way to do this is by being active in the community - sponsor fundraising events for local causes, family events, etc. Go farther by becoming a community resource - after all this is your market, you should know it well. You want to be the person people think of when they need local info - like where to go for the best Chinese food in town or what family friendly activities are being offered in the neighborhood. Be a wealth of information for new comers and established residents alike. Also develop other sources for referrals: HR departments for corporations in the area and relocation companies are a good place to start.

When you do get referrals, regardless of where it came from, remember to send a thank you note to the person who referred you.

By establishing your reputation as a thoughtful business person who is active in the community and willing to go the extra mile to provide exceptional service, you will find your business grows on its own and your reputation in the community will grow with it.

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