As a door to door salesman, it is very necessary to learn how to handle rejection and not take the word "no" personally. If we take a little bit of time to pay attention to the signals of others, we can quickly learn that "no" could also mean "now right now", or "maybe".
Here are a few tools which may help you receive quicker responses from your prospects, generate instant feedback, and increase your sales.
Attitude of Indifference
When I speak of this, it is from the standpoint of understanding that I will receive a lot of rejection and I cannot allow myself to become emotionally attached to the outcome of the sales presentation. If I focus on exposure, my mind will be geared toward sharing my products with as many people as possible, not upon lack of sales. My mental approach toward the sales presentation is, "you have one chance of getting a deal like this, but I have hundreds of opportunities to show it". I never said that directly to the customers, but as long as I knew it, I always excelled because I understood that the more people I showed, the more sales I made.
Urgency
You have to take action with a purpose. Everything must go and you have to act right now! Having the "pep in your step" mentality is a great way of creating energy. Your prospects feel the sense of urgency. I look at my wristwatch, I observe you watching me, and I also make movements similar to someone that needs to use the restroom. It can be quite a sight to see and at times hilarious, however, it usually works because the prospect will make a decision quickly and it will save your time. You will not feel like your time is being wasted.
Greed Factor
As a sales representative, if you are not using greed as a tool, then you are missing out on many opportunities. First, let's use a kinder phrase for greed factor and cal it bandwagon. Many people take advantage of deals and specials because someone else told them about them. When a neighbor on your street purchases a car after you, or four or five neighbors added wind chimes or upgraded lighting fixtures to the outside of the house, these are all examples of the bandwagon effect. When you are peddling your wares, you have to let them know about the others that picked up the product and took advantage of your deals. Use examples and refer to the owner of the salon that picked up a case of your product to use as free gifts for his customers. Let people know how your neighbors picked up a few cases to send home overseas as gifts. Your goal is to spread the word and watch the bandwagon effect take place.
Fear of Loss
This is probably one of the most powerful tools to build impulse. The classic example is to watch someone take candy from a baby and witness the baby's reaction. People do not want to miss out and lose a good thing. A typical sales pitch is "we only have five left" or "we'll be completely sold out in the next ten minutes!" These examples may or may not be true, but they do work, and they all have been used at some time or another to create impulse and generate a deeper curiosity for the product. Take time and think of ways to add some fear of loss to your pitch. I have personally witnessed hundreds of customers experience fear of loss, when I took my product from their hands or if I only had a few items left. Take some time to view television commercials, radio ads, and other forms of media and pay attention to the different ways they demonstrate fear of loss.
There are many ways to build impulse and increase customer sales. With enthusiasm, a great attitude and practice, you can become a master of building impulse, create great customer relationships, and convert higher sales in a shorter period of time.
Thursday, July 30, 2009
Tuesday, July 21, 2009
How to Excel in Business by being Punctual
Respect Yourself and Others.
As the owner of the business, it is imperative to be punctual. It is very important to have the doors open for business. People are most valuable resource and if you are providing a service or delivering something of value, timing is everything. Customer loyalty will develop because people acknowledge that you are accountable and dependable. This is an ultimate sign of self-respect and respect for others.
The Early Bird Eats Well
The early riser does one thing extremely well. This person "minds his/her own business". While everyone scurries for position in the workplace, the early bird has already set himself well ahead of other colleagues. He has no competition. The early bird has the eyes on the prize with unwavering focus. When an offer has been extended, this person (i.e. consultant) has already debriefed the prospect and has made preparations for a verbal acceptance and physical offer letter. This creates a new opportunity for the prospect and a successful business deal for the consultant. The early riser is working while others are sleeping.
Pick the Brain of Others
Arriving to your place of business early creates networking opportunities for you. If there are managers, supervisors, or rising star performers, you have a chance to spend one on one time and gain information and knowledge on particular subjects. Use the time wisely. From a broader perspective, if you were to show up 15 to 20 minutes early on a daily basis, this adds up to over 450 minutes pers month. That time could be used to increase performance, gain knowledge, and add value to the company. Business Owners are typically early risers. The more value you add, the more valuable you will become in your industry or profession.
Allows Creative Thinking
When arriving early, one can review and look over daily plans. As you develop the habit of arriving early, the tasks you perform begin to feel like you are on auto-pilot and your thoughts just flow into your project. Time is truly a precious and valuable asset. The key is not to serve time, but to let time serve you.
As the owner of the business, it is imperative to be punctual. It is very important to have the doors open for business. People are most valuable resource and if you are providing a service or delivering something of value, timing is everything. Customer loyalty will develop because people acknowledge that you are accountable and dependable. This is an ultimate sign of self-respect and respect for others.
The Early Bird Eats Well
The early riser does one thing extremely well. This person "minds his/her own business". While everyone scurries for position in the workplace, the early bird has already set himself well ahead of other colleagues. He has no competition. The early bird has the eyes on the prize with unwavering focus. When an offer has been extended, this person (i.e. consultant) has already debriefed the prospect and has made preparations for a verbal acceptance and physical offer letter. This creates a new opportunity for the prospect and a successful business deal for the consultant. The early riser is working while others are sleeping.
Pick the Brain of Others
Arriving to your place of business early creates networking opportunities for you. If there are managers, supervisors, or rising star performers, you have a chance to spend one on one time and gain information and knowledge on particular subjects. Use the time wisely. From a broader perspective, if you were to show up 15 to 20 minutes early on a daily basis, this adds up to over 450 minutes pers month. That time could be used to increase performance, gain knowledge, and add value to the company. Business Owners are typically early risers. The more value you add, the more valuable you will become in your industry or profession.
Allows Creative Thinking
When arriving early, one can review and look over daily plans. As you develop the habit of arriving early, the tasks you perform begin to feel like you are on auto-pilot and your thoughts just flow into your project. Time is truly a precious and valuable asset. The key is not to serve time, but to let time serve you.
Friday, July 10, 2009
How to Control Your Thoughts and Dismiss Negative Opinions
Control Your Thoughts
Envision Success
We previously discussed the importance of having clearly defined goals. These goals will reflect your destination and journey toward attaining what you define as success. You should be able to feel and see your picture of success. Decide what will assist you to adjust your focus toward reaching your desire. Where is your home? What car do you drive? Are you thinking about long term residual value? Place a picture in your mind and focus on it. Place another picture in your mind having accomplished your daily tasks. Do this daily and it shall become habit.
Intend and Expect Positive Results
I like to use the old farmer analogy when discussing intentions and expectations and how I've come to understand it. A farmer spends many hours, days, weeks, months and years to perfect and harvest crops which will eventually produce a profit. It is well understood that time will pass before we see a tangible result. However, we know that there will be produce for future distribution and potential profit. A successful person will adopt similar habits that the farmer has. Properly weed out or remove negative obstacles and plant seeds of positive intent. This may take time but it is extremely important to understand that positive input will create positive results. Expect things to come your way. The farmer doesn't stress, he just knows that crops will be plentiful because he has a solid plan and envisioned years in advance. Set positive intentions now and it will grow and unfold for you in the future.
Future Depends Upon Your Now
Whether you understand it or believe it or not, what you are doing at this moment will determine where you will be 90 days from now. You have to focus on your present activity and remain in that zone. Make a conscious effort to concentrate on present activity. Do not drift off into "outer space" or shift to things that are counter-productive. You can shape your success and shift your strategy if what you are doing isn't presently working. If what you have been doing is productive, focus on it even more and you will achieve twice the amount of work in less than half the time you were initially investing. the key is to focus on what you are presently doing. You know things are working if you are feeling good about your results.
If You Don't Control Your Thoughts, Opinions Will Get You
No one has ever performed an outstanding duty without receiving criticism for it. The opinions of others have killed more inspired thoughts and ideas of children, men and women than all guns, swords, and weapons of mass destruction combined. It is very important to be aware of the feedback you are receiving from business associates, relatives, and well meaning friends. Take time and consciously evaluate the information you receive. Many statements that sound factual could actually be the opinion of some well-spoken person. A fact can be supported, an opinion is something that has no substance; it is just someone else's point of view about something. It's up to you to decide how you wish to respond to the feedback. Facts produce tangible proof while an opinion does not. An opinion cannot produce a result or inspire action. During your journey, you will encounter many who will offer advice and expertise. The success conscious individual will review his plan (this should happen repeatedly) and remember the purpose. Only you can define yourself and if you listen to what each and every person says, you will have allowed someone else to think and decide your future outcome. If you don't hit your goals, it will be because you allowed someone else to do your thinking for you. Search for people that you can learn from. Find mentorship, take notes and gather information. Once you've collected data, move forward toward carrying out your plan, adjust your plan, or disengage your plan and start fresh. Do this because it is your decision to make, not someone else's.
Envision Success
We previously discussed the importance of having clearly defined goals. These goals will reflect your destination and journey toward attaining what you define as success. You should be able to feel and see your picture of success. Decide what will assist you to adjust your focus toward reaching your desire. Where is your home? What car do you drive? Are you thinking about long term residual value? Place a picture in your mind and focus on it. Place another picture in your mind having accomplished your daily tasks. Do this daily and it shall become habit.
Intend and Expect Positive Results
I like to use the old farmer analogy when discussing intentions and expectations and how I've come to understand it. A farmer spends many hours, days, weeks, months and years to perfect and harvest crops which will eventually produce a profit. It is well understood that time will pass before we see a tangible result. However, we know that there will be produce for future distribution and potential profit. A successful person will adopt similar habits that the farmer has. Properly weed out or remove negative obstacles and plant seeds of positive intent. This may take time but it is extremely important to understand that positive input will create positive results. Expect things to come your way. The farmer doesn't stress, he just knows that crops will be plentiful because he has a solid plan and envisioned years in advance. Set positive intentions now and it will grow and unfold for you in the future.
Future Depends Upon Your Now
Whether you understand it or believe it or not, what you are doing at this moment will determine where you will be 90 days from now. You have to focus on your present activity and remain in that zone. Make a conscious effort to concentrate on present activity. Do not drift off into "outer space" or shift to things that are counter-productive. You can shape your success and shift your strategy if what you are doing isn't presently working. If what you have been doing is productive, focus on it even more and you will achieve twice the amount of work in less than half the time you were initially investing. the key is to focus on what you are presently doing. You know things are working if you are feeling good about your results.
If You Don't Control Your Thoughts, Opinions Will Get You
No one has ever performed an outstanding duty without receiving criticism for it. The opinions of others have killed more inspired thoughts and ideas of children, men and women than all guns, swords, and weapons of mass destruction combined. It is very important to be aware of the feedback you are receiving from business associates, relatives, and well meaning friends. Take time and consciously evaluate the information you receive. Many statements that sound factual could actually be the opinion of some well-spoken person. A fact can be supported, an opinion is something that has no substance; it is just someone else's point of view about something. It's up to you to decide how you wish to respond to the feedback. Facts produce tangible proof while an opinion does not. An opinion cannot produce a result or inspire action. During your journey, you will encounter many who will offer advice and expertise. The success conscious individual will review his plan (this should happen repeatedly) and remember the purpose. Only you can define yourself and if you listen to what each and every person says, you will have allowed someone else to think and decide your future outcome. If you don't hit your goals, it will be because you allowed someone else to do your thinking for you. Search for people that you can learn from. Find mentorship, take notes and gather information. Once you've collected data, move forward toward carrying out your plan, adjust your plan, or disengage your plan and start fresh. Do this because it is your decision to make, not someone else's.
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