Tip #293: 8 Sales Secrets Used By Winning Salespeople

Being a great salesperson means being personable, approachable, adaptive, flexible and dynamic. If a salesperson follows a rigid process when asking questions or reading a script they tend to come off more like a machine rather than a person. Remember, people want to enjoy buying, so make it enjoyable for them. With that in mind, we collected eight tips that have proven to be invaluable from rookie salespeople to veterans alike.

8 Sales Secrets Used By Winning Salespeople:

1. Avoid Prime Business Hours When Trying To Catch That Tough Prospective Buyer - This may seem counter-intuitive, but think about it for a moment. During prime business hours a prospect is more likely to be hard at work and unable to field any of your calls. But if you call at 8:00 a.m. or 5:15 p.m. they may be more willing not only to answer the phone but also hear you out.

2. Ask Business Related Questions - Prospects want to be presented with products or services that are of value to them, and the only way to learn what they want or need is to ask them questions about THEIR business. Additionally, asking questions will show a prospect you are genuinely interested in them on a one-on-one level and not just going through a routine.

Click Here For A List Of 20 Questions Every Salesperson Should Ask A Prospect

3. Speak In Terms Of Benefits - That is to say, do not simply run down your company's list of features and benefits. Sculpt each sales story on a case-by-case basis so that every prospect you speak with feels that you are discussing services they would benefit from directly.

4. ALWAYS Follow-up With A Prospective Buyer - Over the years, I have seen too many salespeople stop calling a prospective buyer after their first unsuccessful attempt at getting the sales process started. Just because someone is not interested in what you are selling today does not mean they will not be interested tomorrow. Remember, the salesperson that does not stay in touch is quickly forgotten by a prospect ready to buy.

5. Give Your Prospects Something Of Value - People like information sent to them about their industry or ways to make a more educated purchase. By sending a prospective buyer an article or information they might find of interest you show them that you are thinking of them. It also adds a more personal touch to your interactions.

6. Self-Assess Your Cold Calls - Self-assessment is one of the most useful tools at your disposal. There are numerous ways to record phone calls, so find one that suits you and record one of your cold calls so you can review your approach and learn what your strengths and weakness are. I also recommend you keep track of the calls you make in order to keep yourself honest. I have seen many salespeople fail due to lack of consistency when calling their database of prospective buyers.

7. Pace Yourself When Prospecting For New Business - Prospecting for your next sale not only takes a lot of time it also takes a huge amount of effort and mental energy. To help you achieve sales success each month, pace your daily prospecting activities and maintain a set schedule. Taking this approach to prospecting not only prevents you from getting burned out or frustrated it also keeps your sales pipeline full.

8. Be Casual And Inviting - As mentioned earlier, people like to buy from people they like and trust. And the most successful salespeople I have met are the ones who made a prospect feel at ease, smile or laugh. Remember, you are having a conversation with a prospect, not interrogating them.

Click Here For A List Of 20 Questions Every Salesperson Should Ask A Prospect

Summary: Sales is hard work, there is no doubt about it. That is why it is so important to have a game plan and to always be looking for ways to improve your technique. There is a reason professional athletes practice in the offseason - no one stays on top of their game without regularly honing their skills through assessment and training. This rings true for salespeople, too.

Tip #292: 5 Secrets To Boost Your Public Speaking Confidence

According to studies, public speaking it is one of the most feared things a person can do. Of course, this is something of a problem considering how most people are expected to speak publicly at some point in their lives - especially in the business world. Production meetings, addressing a team, client presentations and executing a presentation are just a few of the common public speaking venues held in the workplace.

Successful Public Speaking Starts With Your Preparation.

If there is one piece of advice I can provide you about public speaking, it is be prepared. Most people who are nervous about public speaking are nervous about being put on the spot, about making a fool of themselves. This concern is easily remedied as the proper preparation instills confidence, and confidence combats nervousness. With that in mind, here are five public speaking tips to ensure you remain cool, calm and collected.

5 Public Speaking Secrets That Will Guarantee Your Success:

1. Know Who Your Audience Is - The first thing to consider when speaking publicly is your audience. Understanding who you will be speaking to provides tremendous insight. For example, how familiar is your audience with the subject you are covering? If it is something they already know about, you can forego the need of an explanation or definition of terms. However, if it is new to them, a certain degree of background information will need to be explained.

2. Become An Expert On Your Topic - This is the cornerstone of public speaking preparation. You want to know what you will be speaking about inside and out. That way when you stand in front of the group, information will just pour out of you, as opposed to stumbling about in your delivery. Becoming a relative expert also allows you to field questions without trouble.

3. Work Through Your Self-Consciousness - Public speaking involves standing in front of a group, so it is natural for your self-consciousness to be at a high level. Concern over your hair, posture, voice or the clothes you are wearing could contribute to anxiety, which in turn could affect how well you speak. Practicing your speech and staying focused on the materials will help keep you from feeling self-conscious.

4. Prepare Yourself Mentally And Physically - For some, nervousness over public speaking will not only manifest mentally, but also physically. Physical signs of nervousness include an accelerated heart rate, sweating, shaking and stuttering. There are a number of calming techniques you can investigate that will even out breathing and relax your muscles. The more relaxed you go into a public speaking venue the more focused you will be.

5. Connect With Your Audience - The easiest way to work on connecting with your audience is to bring personal stories about your topic into your presentation or discussion. As I tell everyone, public speaking is nothing more than a one-on-one conversation in a larger proportion. So make eye contact, speak dynamically and most importantly, be approachable so your audience feels comfortable with you.

Summary: Bottom line, the best way to overcome nervousness about public speaking is to prevent nervousness about public speaking. If you are assigned a public speaking task, prepare, prepare and prepare again. The more certain you are about what you are saying the more confident you will be when put on the spot. Research the subject extensively and commit that information to memory so that it can be accessed immediately. Also, be sure to perform at least one practice-run before the real deal. It will amaze you how much this will help.

Tip #291: A Crash Course On Problem Solving (Part 2 of 2)

Tips 5 - 8 On Ways To Improve Your Problem Solving Process:

5. Be Mindful Of What You Are NOT Looking For - By design, people have individual perceptions that allow them to quickly notice or think of one thing, but may block out another. The only real way around this obstacle is to be consciously aware of what you instinctively may not be looking at in a particular problem. It also helps to assemble a diverse team to aid you through a problem, where each team member complements one another in a unique way.

6. Be Sure To Cover The Bases - As we have said, there is no easy solution to fix problems, especially since no two problems are exactly alike. That does not mean you shouldn't follow a systematic approach each time in order to cover the bases. Problem solving is typically a matter of piecing things together. Having a rundown list is a smart way to prevent overlooking anything. When a process is followed, errors, mistakes and oversights are minimized.

7. Develop A Unique System For Your Company - After resolving enough problems using a system, the people at your company will start to follow a pattern or rhythm to problem solving. That rhythm, when blended with bits and pieces of problem solving techniques, can be developed into a unique system for your company. Again, a process won't guarantee you a quick and easy solution to your problem, but it will facilitate the problem solving process in a much more efficient and effective manner.

8. Take The Time To Do Research - Research is the difference between learning the hard way - on the fly - versus the easy way - being prepared. There are scores of books about problem solving techniques available. Employ some preventative measures by picking a few of these books to create your own unique system based on the techniques you like. By taking extra time in advance means spending less time dealing with some frustrations in the future.

Summary: Problem solving in the work place is a lot like detective work. For starters, it calls for a lot of fact-finding and data gathering. There is also a lot to be said about the value of research as a preventative measure. Knowing where other people have been and how they got through their own ordeals can be an invaluable tool during your own efforts. If nothing else, exploring other techniques may reveal a new way of approaching a problem you might not consider normally.

Tip #290: A Crash Course On Problem Solving (Part 1 of 2)

Problems: They are something every business will inevitably face. And because problems are inevitable, having a problem solving procedure is crucial in the workplace. Unfortunately, there is no Satisfaction Guaranteed emergency problem solving kit that you can purchase and pull out in times of crisis. No, problem solving requires an adaptive mind and the ability to stay cool under pressure.

Solving A Problem Requires A Plan.

Countless experts have explored a variety of approaches one can take to face down problems. While no one tactic will ensure success, there are still ideas from these tactics that can help you through a problem a lot better than flying blindly.

8 Ways To Improve Your Problem Solving Process (Tips 1-4 today; Tips 5 - 8 Next Week):

1. Know Where You Are Going - When a problem arises and a team sits down to sort it out, the first thing you should identify is your goal. However, you want to avoid being overly simple or vague, like stating your goal as "to fix the problem." A vague definition is a useless definition. More importantly, if you don't know where you are going it will be much more difficult to get there. Instead of being vague, flesh out and thoroughly define the state you are trying to achieve. Breaking down the desired state into several components will help paint a clearer picture as to what must be done to reach it.

2. Identify The Problem - And not just once. Several times. Your understanding of the problem initially tends to be incomplete since little to no data on the issue has been gathered. But the more that data accumulates, the more the problem comes into focus. And with that clarity comes a more detailed definition of your problem and your goals. So by re-evaluating and re-identifying the problem you will stay on top of the matter a great deal more effectively.

3. Define Goals And Objectives - Most people's instinct is to rush to the rescue when a problem shows up. And while some scenarios do in fact call for quick thinking and even quicker response, just as many benefit from careful analysis and a thoughtful approach. In other words, problem solving benefits from organization. Assemble a team and hold a meeting to discuss the problem in detail. Clearly define the issue, define your goals and define your objectives so that the problem solving process moves forward as smoothly as possible.

4. Create A Visual Picture Of Your Problem - Another often-overlooked approach to problem solving preparation is visualization. Many people work considerably better when working with something visually. For example, you could map out a diagram of the problem, its source and the paths to its solution on a large whiteboard, then step back and observe the problem from this perspective; it may help you see something that was not immediately apparent before.

Summary: In many cases, problem-solving benefits most from keeping a level head and responding to the situation with a calm, cool and collected approach. Instead of tackling a problem head on, take the extra time to bring in a well-rounded team and map out a plan of attack. The more you define the problem and the more prepared you are the easier solving a problem becomes. Rushing to the rescue could prove detrimental, resulting in additional problems that spring up and warp a single issue into a series of issues. Remember, tips 5 - 8 will be featured in next week's tip.

Tip #289: Jump-Start Creative Thinking In The Workplace

When it comes to creativity, there is no definable or surefire process that works for everyone. Still, there are techniques that you can employ to help jump-start creativity, or at least foster its growth. And sure, some people are more creative than others, but everyone can benefit from exercising these simple yet powerful techniques.

The Business World Is Constantly Changing

. . . And So Should You.

Without creative thinking, today's innovative ideas will become stagnant tomorrow. And if your business makes the mistake of playing it safe, it will open the door for an innovative competitor - a door that will not only take market share from you but also clients.

6 Tips To Jump-Start Your Creative Thinking Process:

1. Set Attainable Goals - Before sitting down with your team, draw up a list of your goals. These goals should not be handouts, but should not be impossible to reach either. Strike a balance so your team will still break a sweat, but won't burn themselves out struggling to reach their goals.

2. Prepare Before A Brainstorming Session - We suggest avoiding unplanned brainstorming sessions. Instead, we suggest giving your team advanced notice so they have time to prepare and get their creative engines running earlier.

3. Add A Visual Element To The Mix - The more dimensions a brainstorming session has the more likely it will produce something useful. We suggest having something to sketch on and have often times found large whiteboards as a way for everyone draw out their ideas.

4. Change Perspectives - After years of cultivating your company's unique attitude, you run the risk of being biased and inefficient at getting things done any other way. However, taking on a new persona when thinking creatively is an invaluable skill to possess, as it introduces adaptive thinking to the equation.

5. Think In Terms Of Opposites - Often times creative thinking sessions focus on the obvious. We have found unique ideas can come out from exploring the opposite. Reverse engineering an idea or process can yield an innovative thought.

6. Make Connections That Were Never An Option - One aspect of creative thinking is to approach something from a totally new angle, and one of the best ways to force that approach is to make connections between two or more seemingly unconnected items. During a brainstorming session, create a long list of ideas. Then pick two or three ideas at random and try to develop connections until the ideas blend together into one new, unique idea.

Summary: While no creative thinking technique can guarantee results, almost every technique you and your team use will contribute to a brainstorming session. In the end, if your goal is to breathe new life into a product or service or look at problems and solutions internally, you need derail yourself from your current business mind-set and adopt a more creative thought process. After all, when there is nothing to lose, there is everything to gain.

Tip #288: 6 Tips To Improve Listening Skills

Effective Listening Is Not Only Challenging, But A Learned Skill.

By nature, people tend to focus more on what they are saying than on what they are hearing. For example, you probably put more effort into leaving a voicemail than you do listening to voicemail left for you. This is because listening is, for most people, a very natural, passive action. And since we are always hearing, the idea of consciously listening to another person may not seem necessary. However, there is a world of difference between "hearing" and "listening." The difference is that listening requires effort.

6 Proven Ways To Improve Your Listening Skills.

1. Give A Speaker Your Complete Attention - All too often, people let their thoughts drift when someone is speaking. They think about a current project they are working on or a task that they have been assigned. They even think about matters unrelated to work. The best way to combat this distraction is to actively concentrate while listening. We recommend taking notes when someone is speaking as it forces you to maintain focus on the speaker.

2. Avoid Snap Judgments/Interrupting - Another thing listeners are prone to is early evaluation - that is, making a snap judgment based on something the speaker said without hearing them out completely. Snap judgments lead to interruption, which is not only rude but a sure sign of an ineffective listener. Whether you agree or disagree with a speaker, hear them out to the end before responding.

3. Listen To HOW Something Is Being Said - There is more to listening than just absorbing the words being spoken. A speaker's posture, their tone, inflection and any other gestures or motion need to be assimilated as well. How something is being said is every bit as important as what is being said.

4. Send Nonverbal Cues That You Are Listening - Communication is a two-way street; the listener may not be talking, but they are still expected to communicate with whomever they are listening to. Mostly, a speaker wants reassurance that they are being heard. Match their eye contact, nod your head when appropriate and learn forward with a look of intent and interest. This will also help with your focus.

5. Use Paraphrasing To Improve Your Listening - Like taking notes, paraphrasing is another technique that will help sharpen and hone your listening skills. Effective paraphrasing is completely dependent on how well you listened. Paraphrasing can also be used to show someone that their message was delivered successfully and understood.

6. Ask Questions - Not every message is understood on the first attempt, however, and might require clarification. But that clarification is the listener's responsibility. If you do not understand everything a speaker says, it is imperative that you ask questions. Follow-up questions are the truest sign of an attentive, active listener. More importantly, you cannot perform your job 100% if you do not have a clear understanding of what is expected of you.
   
   Summary: Effective listening starts with a conscious effort on your end. It is important to recognize the difference between hearing someone and listening to someone. When listening, display signs of interest. Taking notes will help you focus on a speaker, and will also supply you with material to use when paraphrasing or asking follow-up questions. Remember, communication in the workplace is absolutely essential, but it does not occur naturally - it takes practice.

Tip #287: 9 Tips To Help You Prepare For Retirement

There Is A Lot More To Know About Retirement Than Most People Realize.

Retirement is expensive, and for the overwhelming majority of us, retirement is absolutely essential. If you want to avoid pulling your hair out over stress during the later stages of your employment, you better learn all that you can now and draw up a plan based on what you learn.

9 Tips To Help You Prepare For Retirement:

1. Know Your Retirement Requirements - Experts estimate that you will need about 70% of your preretirement income in order to maintain your standard of living after you retire. For lower earners, up to 90% or more might be required.

2. Learn About Social Security Benefits - Social Security only pays, on average, about 40% of preretirement earnings. That means the remaining 30-50% needs to come from money you set aside. To learn more about Social Security benefits, call the Social Security Administration at (800) 772-1213.

3. Pension And Profit Sharing Plans - There are all sorts of benefit plans out there: Benefits from previous employment, benefits from a spouse's plan and any benefits currently available to you. Request an individual benefit statement from your employer to learn more, and learn more about protecting your pension by consulting an expert.

4. Tax-Sheltered Savings Plans - The most common of these is the 401(k) plan, although there are several other types of tax-sheltered savings plans. The best thing you can do for yourself is to sign up for a 401(k) plan and contribute as much as you can. It can lower your taxes and accumulate more money over time through compound interest and tax deferrals.

5. No Plan Where You Work? Ask For One - Not every retirement solution is complex. Simplified employment pensions are available to certain employers. So if your employer does not offer a retirement plan already, suggest that they do and recommend ordering IRS Publication 590 for more information.

6. Individual Retirement Accounts (IRAs) - Another smart investment is an Individual Retirement Account, into which you can put up to $4,000 a year and gain tax advantages. There are two types of IRA - the traditional IRA and the newer Roth IRA. What separates the two is the treatment of your contributions and withdrawals. Also, the after-tax value of a withdrawal differs based on the type of IRA selected.

7. Resist Tapping Into Savings - Dipping into your retirement savings is a big no-no. Doing so will result in loss of principal and interest, and could possibly even compromise your tax benefits. When changing jobs, immediately move savings directly into an IRA or a new retirement plan.

8. Get Started Sooner, Not Later - There is no right or wrong time to start saving. The best time is now - to get a jump on things. The sooner you start putting away for retirement, the more time that money has to grow.

9. Do Not Hesitate To Ask Questions - These tips are only designed to provide casual insight into retirement planning. You should use this e-tip as a springboard to conduct more extensive research on your own. Pose questions to anyone who might know something about this subject - your employer, your union, your bank, your financial advisor, etc. Get some advice, get a plan, then get started.

Summary: Proper preparation for retirement calls for more than just signing up for a 401(k) and shoveling money into it regularly. If you want to come out on top when you retire, you need to realize that retirement is expensive. Develop a plan, set goals and stick to it. If you learn the system inside and out and get a jump start on your savings you will be retiring in style when the time comes.

Tip #286: How Telecommuting Can Benefit You & Your Business

Telecommuting Can Save A Business Money.

Think about it. Why shell out for an employee's work-related expenditures, like gas, if they can perform their tasks just as efficiently from the comfort of their own home? Furthermore, money can be saved by downscaling the office space required to run your business.

5 Things To Consider About Telecommuting:

1. Telecommuting As Compensation - As I mentioned earlier, telecommuting is on its way to becoming a norm in the workplace. Work-related costs, such as gas, are causing many businesses to compensate employee expenses. Among their various options, telecommuting is one of the most affordable.

2. Is Telecommuting Viable For You? - As nice as it would be to call a trip downstairs your ride to work, not every job can be performed from home. This is something you should consider before hastily pitching your telecommuting proposal. But if your job can be performed via e-mail, remote desktop, internal messengers and/or video conferencing, telecommuting might be right for you.

3. The Cost To Telecommute - Telecommuting can be cost effective, yes, but that does not mean it is 100% of the time for 100% of the businesses out there. For as much as you think telecommuting could save you, it could also cost you. Think of what you may need at home: an extra phone line/work cell phone, fax machine, work-dedicated computer, broadband internet connection and the proper space to conduct your work.

4. Document Your Expenses - One of the perks of telecommuting is the potential for a home office deduction come tax time. However, claiming a home office deduction can be tricky. There are a lot of IRS hoops to jump through for this claim. The best thing you can do is to get everything in writing. Get a letter from your employer outlining how the arrangement benefits the business, not just you. Also, keep tabs on all your work-related expenses, like those mentioned above in Tip #3.

5. Put Your Employer's Needs First - When proposing a telecommuting arrangement, always spin your angle so it emphasizes the benefits of your employer and not what it can do for you. Be sure to present some hard facts, like statistics, as they tend to strengthen your cause more so than an emotional appeal.

Summary: The rapid onset of new technologies in the past forty years has drastically altered the office landscape. Soon it will be just as common for a business to operate virtually as it is to run one conventionally. There are several things to consider before making the switch to telecommuting, however. In particular, focus on how telecommuting benefits the business, not you. Make sure you will be able to do your job just as well at home, without any loss to productivity or efficiency.

Tip #285: Think Green: 7 Tips To Reduce Paper Waste

These days, "thinking green" is part of our every day lives - including the workplace - but it does not require a major overhaul to make this a reality for your business. In fact, some battles can be won simply by shifting attitudes, like the attitudes towards paper usage.

Going Green WILL Save Your Business Money.

There are many efficient ways to reduce the amount of paper your company uses. Some only require the click of a mouse, e.g., changing print margins on a word document from the default 1.25'' to 1". By making this change through your business, you can reduce paper usage by 8%. It really is that simple.

6 Tips For Reducing Office Paper Waste:

1. Use Both Sides Of The Paper - This should be obvious. By using the front and back of a piece of paper, you cut your paper use - and paper costs - in half. There is no reason for multiple paged documents not to be printed double-sided. For one-sided documents intended for one-time use, reuse the blank side for draft work or scratch paper.

2. Only Print What Is Necessary - Any time you go to print, ask yourself if it is really necessary to print the item in question. If only some of the page requires printing, be selective about what you print. That is, use "print selection" to print exactly what you need instead of printing the whole page or document.

3. Go Electronic Whenever You Can - Nowadays sending information electronically is almost always faster and more secure than sending information out over fax or mailed letters, and in the process cuts down on paper usage.

4. Start Recycling In The Office - If your office is not already recycling paper products, now is the time to start - especially since it will save your company money. Furthermore, consider purchasing recycled-content paper made from paper pulp recycled without the use of chlorine, as it helps protect against air and water pollution.

5. Maintain Your Printers/Copiers - Properly maintained copiers are less likely to jam or error while printing, which results in wasted paper. Since printing in an office is unavoidable, it is generally smart to keep copiers and printers in good repair anyway.

6. Think Smart When You Print - Excess paper can cost you money in many ways. For instance, a 10-page single-sided report being mailed out will cost twice as much in paper usage and additional postage charges. By printing double-sided, you will save money in a variety of ways.

Summary: It might not seem like much, but changing your printing and paper usage habits in the workplace can go a long way. This small change requires no costs and absolutely no sacrifice, but still saves your company a bundle in paper costs while exercising green business practices. So if for no other reasons than the ones listed above, you should go green and get the most from your paper. If nothing else, it is just smart business.

For more information please visit our website!