The Secret To Selling To Different Personalities

Let’s face it. We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reason this happens is due to the disconnection we have because of conflicting personalities.

This article will look at the four key types of people and how to improve your results with each.

Direct Donna. Donna is very direct in her approach. She tends to be forceful and always wants to dominate or control the sales call. Her behavior is aggressive, she points at you while she talks, interrupts you to challenge you, and she seldom cares about hearing the details of your new product or service. Instead, she demands that you “cut to the chase” and “tell me the bottom line.” Donna is very results-focused and goal-oriented and hates wasting time.

To achieve the best sales results with this individual you need to be more direct and assertive. Tell her at the beginning of the sales call or meeting that you know how busy she is and how valuable her time is. Tell her that you will “get right to the point” and focus your conversation on the results she will achieve by using you product or service. Resist the temptation to back down if she confronts you because you will lose her respect. To Donna, it is not personal, it’s just business.

Lastly, be direct in asking for her business-you don’t have to dance around this issue.

Talkative Tim. Tim is a gregarious and outgoing person but very ego-centric. He is often late for your meetings and his constant interruptions and long stories cause your sales calls to go beyond the scheduled time. He appears to be more concerned with listening to himself talk which is frustrating because you don’t always get enough time to discuss your solution.

Relationships are very important to Talkative Tim so invest more time in social conversation. Even if you don’t see the point in this, he will appreciate the gesture and will like you more. This person often makes buying decisions on intuition and how he feels about the sales person.

Be careful not to challenge Tim because he will feel rejected and when this happens he will “shut down” and become unresponsive. During your sales presentation, tell him how good your solution will make him look to others in the company or how his status or image will improve. In other words, appeal to his ego.

Steady Eddie. Soft-spoken, Eddie is a “nice” fellow who seems more focused on his team and coworkers than on his personal results. He is very quiet compared to some of your other prospects and can be difficult to read. But most frustrating is his reluctance to make a buying decision. Eddie’s mantra seems to be “I’m still thinking about but thanks for following up.”

Structure and security is important to these people and it is difficult for Eddie to make changes. He often contemplates how the decision will affect other people within the organization. That means you need to slow down the sales process, demonstrate how your solution will benefit the team, and remove as much risk from the decision-making process as possible. Soften your voice and make sure your sales presentation flows in a logical manner. Use words like “fair” “logical” and “your team” in your presentation.

Analytical Alice. She reads every point and specification about your product or service and regardless of how much information you give Alice, she always wants more, including written guarantees and back up documentation. She is very difficult to read and it is extremely difficult to get her engaged in an open conversation because personal feelings and emotions do not enter the picture when Alice makes a decision.

Whenever possible, give Alice a written, bullet-point agenda of your meeting-beforehand. Ideally, email it to her a few days in advance so she can prepare herself. Make sure it is completely free of typos, spelling mistakes and punctuation errors. When you meet, follow the agenda in perfect order and if you make any type of claim, have supporting documentation available for her to read.

While the approach to use with each of these people may not make sense to you or seem completely rational, it is critical to recognize that how you naturally and instinctively sell may not be the best way to get results with someone else. Modifying your approach and style, even briefly, will help you better connect with your customers and prospects which means you will generate better sales.

What’s really cool about this is I’m connected to a system that does most of this for you in the sifting & sorting process.

Multiply Your Sales With These 10 Killer Tips

10 Killer Ways To Multiply Your Sales

1. When you make your first sale, follow-up with the customer. You could follow-up with a “thank you” email and include an advertisement for other products you sell. You could follow-up every few months.
2. You could upsell to your customers. When they’re at your order page, tell them about a few extra related products you have for sale. They could just add it to their original order.

3. Tell your customers if they refer four customers to your web site, they will receive a full rebate of their purchase price. This will turn one sale into three sales.

4. When you sell a product, give your customers the option of joining an affiliate program so they can make commissions selling your product. This will multiply the sale you just made.
5. Sell the reprint/reproduction rights to your products. You could include an ad on or with the product for other products you sell. You could make sales for the reproduction rights and sales on the back end product.
6. You could cross promote your product with other businesses’ products in a package deal. You can include an ad or flyer for other products you sell and have other businesses selling for you.

7. When you ship out or deliver your product, include a coupon for other related products you sell in the package. This will attract them to buy more products from you.

8. Send your customers a catalog of add-on products for the original product they purchased. This could be upgrades, special services, attachments, etc. If they enjoy your product they will buy the extra add-ons.
9. Sell gift certificates for your products. You’ll make sales from the purchase of the gift certificate, when the recipient cashes it in. They could also buy other items from your web site.

10. Send your customers free products with their product package. The freebies should have your ad printed on them. It could be bumper stickers, ball caps, t-shirts etc. This will allow other people to see your ad and order.

7 Reasons To Buy Electronics From China

China has become the world’s largest maker of consumer electronics, producing more MP3 Players, Digital Cameras, Video Players, Electronic Gadgets, and other high tech products than any other country.

Have you ever wondered how you could buy direct from the source in China and make your own profits from this economic miracle?

1. Hottest Unseen Consumer Electronics And Gadgets
If you work together direct with suppliers in China you will be ahead of your competition. You will be able to buy many cutting-edge consumer electronics, long before they arrive in the retail stores back home. And you’ll have the chance to check out the newest products before they are even released.

2. Don’t Worry, They Speak English
Many trading companies and wholesalers in China are already experienced in dealing day to day with their foreign customers in English. And if you are lucky, you will be able to find partner companies in China which are wholly run by Europeans or Americans. Many of them will provide just the same quality of service and support as you would expect from anyone back home.

3. Isn’t China On The Other Side Of The World?
You can already see “Made In China” labels everywhere you go. Thanks to international logistics companies like UPS and DHL practically any country in the world can receive consumer electronics straight from China. Wherever your customers are in the world, your next buying opportunity will be in China, especially with the increasing number of Chinese wholesale drop-shippers opening their services internationally.

4. Wholesalers, MOQ, Yadda Yadda
In most manufacturing sectors in China, suppliers require a minimum order quantity (MOQ) for their products before the production process even starts. However, recently it’s become much easier to order smaller quantities of electronics: wholesalers such as are the leaders in this field. You want one sample, you got it. You need 20 pieces for your online business? No problem! Online wholesalers are opening the electronics market for small to medium business like never before.

5. Can They Drop-Ship in China?
The traditional trade triangle of wholesaler – retailer – customer has been revolutionized through the Internet. Now at last you can ship direct from China to your customers worldwide without touching the products. (Just in case profiting with Chinese Wholesalers wasn’t a big enough opportunity already.)

6. How Do I Pay Them If They’re In China?
With online wholesalers you can usually choose to pay in many international currencies, and even submit payment ?the eBay way? – through Paypal secure online ordering. Paypal offers total protection for buyers, and dealing with their approved online electronics wholesalers will give you extra peace of mind.

7. The Bottom Line
China has been described as the world’s factory. The unbelievably cheap production costs for consumer electronics in China are well known to everybody.

Online wholesalers simply let you put those products straight in your cart, without all the hassle – and middlemen – normally associated with the import trade. With no sales taxes added or hidden charges, the price you pay? well, it will speak for itself.

A strong relationship with an electronics wholesaler in China will let you reap rewards for years to come.

Are Your Sales On The Up?

Copyright 2006 Homer Farey

Ask Yourself Some Questions. How good is your sales letter? The old adage: “Sell the sizzle, not the steak” is as relevant now as it was in the old days of door knocking.

If I buy your product, how will I benefit? ? Will it help me to become rich? ? A better person? ? Happier? ? Better looking? ? Will it make me more attractive to the opposite sex?

Convince me of just one of these, or similar things and the price you charge will not matter.

Let’s look at the sales letter. ? Has It gone stale? ? How good was it in the first instance? ? Were you happy with the initial response? ? If so, what went wrong? ? Would a makeover put it right? ? Perhaps it just needs a new headline.

If the click through rate is good, it would appear that the headline is doing it’s job. Should the ratio of purchases to clicks-through be poor, I would suggest that the text of the letter is not up to scratch. Just changing a few words here and there can give a quite different impression to the reader.

Whatever you are selling, a very large percentage of the population will not be interested in it. You must aim at those who would get the most benefit from your particular product.

You would not think of advertising fishing rods in a fashion magazine.

It is amazing how many things are aimed at e-zines and other media that have little or no relevance to the product.

Whatever you do, don’t give up. If you have faith in what you are selling, you will find the best methods of promoting it.

When writing an advert concentrate first on the headline. This is the most important part of the project. The headline must capture the reader’s attention. Without a good headline, the best advert in the world will be overlooked and just a waste of space, time and money.

Look now at the text of your sales letter/advert. Are you talking to a real person? Are you explaining what you and your product can do for that person? Do you come across as an honest reliable person? Or is your letter full oh hype with no substance?

Your prospect is not really interested in you. He/She is only interested in what is in it for them. Few people surf the net looking for something to buy. As a general rule they are looking for information. That is the reason that your headline has to stand out from the crowd. It must make them stop and take another look. It must intrigue them enough to make them want to read more. The content of the ad? must excite them enough to want to purchase something that they did not even know existed just five minutes ago.

Does your advert do that? Writing an advert is not a skill that the majority of people are born with. It is something that needs to be learned. During your lifetime you have learned numerous things that were difficult in the beginning but that you rarely even think about now. They have become part of your lives. Writing adverts and articles is just another thing that you need to learn how to do well.

Looking back at some of my first efforts at writing adverts, it is a wonder that I ever sold anything, but I did, not a lot but I sold enough to realise that with a little practice there was money to be made by anyone with the will to learn and to take proper advice from the experts on how to go about it. (One day I hope to be an expert there is still a lot for me to learn.) It?s an on-going ever evolving process. Study as many adverts as you can. Try to figure out what it is that excites you and what just leaves you cold. Study the headlines. What made you read this one rather than that. Does the author of the advert strike you as honest and knowledgeable? What sort of guarantee is on offer? Be honest with yourself. Would you buy from this person?

Study, Study, study and keep on studying. You have just taken the first step on your way to becoming a very wealthy expert in your chosen field. Don?t let it stop there.


Buying Your First Franchise

A lot of aspiring entrepreneurs have saved enough money and are still in search of some guidance when it comes to entering the small business arena. Always be on the lookout for buying a franchise opportunity that is not seasonal but can still rake in the cash for you.

1. Budget Everything
First and foremost, you need to have a budget. Having a set budget will enable you to think of how much money you can actually spend on your franchise. It is best to be in touch with reality here since buying a franchise, as compared to just starting a small business from scratch, is not only risky but comparatively costly as well. So you need to be fully aware of what you are putting your money into and if it is truly worth all that trouble.

2. Choose Wisely
This brings us to the next highly important thing that you need to consider when buying a franchise: the countless franchise opportunities out there. Keep in mind that the success rate of buying a franchise is lot higher than just a starting small business. Look for franchise opportunities that are considered hot.

Still you have to think twice (or maybe a million times) before buying a franchise. Not only the ones that are deemed as hot but for any franchise. One day their products might be selling like hotcakes and are considered as a hot commodity but what about after the season or at the end of the year? Are they still hot? Are they still selling? Some franchise opportunities unfortunately fall flat on their faces after they have over saturated the market with their products.

3. Understand The Business
When it comes to finally committing to buying a franchise, the franchisee must fully know and understand the policies of the franchise opportunity that he or she is actually buying. The contract for example, should always be understood well by the franchisee before signing it. Mere coaxing from the company and just mere verbal word play are something that companies use on new entrepreneurs just to make them see it their way which is why when it comes to buying a franchise, entrepreneurs must always proceed with caution.

A good franchise opportunity should be able to provide the franchisee with various benefits and services that the franchisee is entitled to from the moment that he or she signs on to buying a franchise. Such benefits include the franchisor providing the training, marketing, and support needs of the franchisee. Franchisors that do not comply with such benefits should be seen as dubious since they are just merely trying to make some extra profits from the franchisee and are not exactly interested in helping him or herself out in this small business venture.

Before signing the bottom line, consider the following:

1. Proper Training
Most franchisors will actually offer to help your small business to get some added leverage by helping you first establish, run and as well as expand you small business. Buying a franchise clearly has its perks since newly started entrepreneurs will have the opportunity to learn the ropes from established businesses.

2. Financing
Contrary to popular belief that you must have a lot of money for you to be able o acquire the franchise of your dreams, a lot of franchisors actually provide their franchisees with some highly flexible financing options.

3. Proven Products and Methods
When it comes to buying a franchise, it is highly important that you take not of the ones that are really in-demand and are not seasonal. When it comes to having a franchise as compared to starting your own business out of nothing, you will actually have the confidence at heart that your products and services will sell because it already has a proven market.

4. The Cons
– Fees
Franchisees always face this problem when it comes to buying a franchise. Since franchises are highly expensive, there are usually ongoing payment that the franchisee must pay to the franchisor as a result of the royalty fees as well as the debt service that one must pay for when it comes to buying a franchise.
– Loss of independence
For those who are buying a franchise, you need to be reminded that since you did not come up with this business idea all by yourself, you must always adhere to you franchisors strict rules and regulations when it comes to the upkeep of your franchise. You should be able to adhere to the company?s good image and quality of products and services.

Birthday Cakes ? As Beautiful As The Celebrations

We cannot imagine a birthday celebration without a cake. No matter how small or big the celebration, there has to be a cake to mark the completion of another glorious year on earth. A cake is also cut to welcome many fruitful years ahead.

Today, people are preferring birthday cakes with a theme over simple, ordinary ones. Theme cakes are specially designed cakes that are made to portray something related to the theme of the birthday party. Even if you do not have any particular theme for the birthday party, you can still go for birthday cakes with themes and set the right mood.

A birthday cake with a theme also makes the birthday girl/ boy feel special. You can opt for a cake designed in a particular shape that looks like some object or something that the person likes or loves. For instance, if the birthday girl is a music aficionado, you can get a guitar shaped birthday cake. Or if he follows a certain sports passionately, you can gift him the whole field along with the right equipments designed in the cake.

With the help of the Internet and web based suppliers, now you can also get cakes of your choice ordered online. There are some really good sites and online cake vendors who can prepare for you designer cakes. You can place customised orders with some of them and they deliver something that you are looking for.

It is very simple to place the order and pay for the cakes. You can choose from the varied options that they provide in designer cakes. Or you can simply tell them if you have any special demand, and they would prepare the birthday cake according to your requirements. The online option is particularly helpful as it provides the customer the facility of choice as well as the much-appreciated expediency.

Good Effects Of Janitorial Service Chicago

Janitorial services are the best kind of cleaning services that are provided by the expert janitors in different developed cities of the world. It was not until the beginning of the 19th century the service became a commercial one. The service was first provided in the locality. The business houses were cleaned in the night hours, so as to make them ready by the day time. At that time the technology was not so advanced and the business had a slow growth. Though the idea became popular overnight and slowly started taking lift into far and wide lands. From America, it spread to other cities in the world.

With time the janitorial services became very famous among all the business houses of New York, Canada, Boston, Chicago, Los Angeles and other cities of America. The business houses of these cities have become quite conscious about the need of a clean environment. There are many constructions taking place in these cities. With the construction there are dirt and dust present everywhere in the office premises.

What are the janitorial services provided?

Today, with the advancement in the technology, the janitorial services have seen a great change. There are varieties of janitorial services that are offered by the trained people of the companies. The people are trained from the top cleaning institutes of India. For this reason, the janitorial service providers offer explicit cleaning services in the offices. There are different types of Janitorial works done with the help of the green sealed equipments. The services include:

1) Floor cleaning:

This includes floor stripping and waxing, burnishing, buffing, scrubbing and recoating and others. These processes are applied to give back the shine of the floors.

2) Window Cleaning:

The window sills, panes and glasses are cleaned to keep the windows clean from inside and outside. Clean windows can allow maximum amount of sunlight in the office rooms.

3) Carpet and Upholstery cleaning:

The Carpets and Upholsteries are cleaned with the help of modern equipments. These are all green sealed, which prove eco-friendly wash. The hot water extraction method is used to clean the equipments.

4) General office cleaning:

This includes the works like the roof cleaning, restrooms and lunchroom cleaning, trash bins cleaning and other types of cleaning works.

5) Post Construction cleaning:

After the completion of the construction of a building, there is lot of dust, litters or dirt present in different places of the office premise.

Chicago, a growing eco- friendly city in USA

Among the other cities of USA, Chicago is one of the best cities in the world. The janitorial service Chicago is the best known janitorial service in USA. The Alpha Cleaning Company provides the best kind of Chicago janitorial service. The skilled team members of the company offer brilliant cleaning services. Today many commercial offices in Chicago have been benefitted by the super janitorial service of the people.

There are regular checks provided by the company members, which help in maintaining the cleanliness in the offices. The hygienic environment of the offices helps to make the work environment active.

How To Sell Products: A Personal Approach On How To Sell Products Effectively

In the business world, effectively selling products plays a major role in the success of any type of venture. It is the deciding factor for any businesses survival in the industry. Knowing how to effectively sell your products to your potential clients is in itself an art that should be majored. The first step is to have belief in your product and think of the sale as really helping out another person by offering him/her a solution through what you are selling. In other words you should have a passion for what you are selling.

Presenting the benefits that your product would provide rather than the features or specifications of the product is a sure way to grab the attention of your potential clients. Highlighting the issues that the customer can resolve through your product is important. You should always ask your customer questions that indicate a need for your product and point out all reasons on how your product can fulfill these needs. Good communication skills are an essential feature that you should posses. You should be able to logically and rationally eliminate any confusion or doubts in your clients mind through your sales presentation.

Your sales strategies should always be focused into winning the confidence of your customers. In order to dispel most sales destroying factors such as customer indecisiveness, skepticism about the business and confusion, you should always display an attitude that reflects experience, dependability, quality as well as excellent customer service. Pointing out what your customer might lose if he/she doesn?t purchase your product, paying attention and listening to what your customers? requirements are and keeping your buying process quick, fast and easy are some ways in which you would be able to win your customers over.

Maintaining your advertising/marketing and promotional strategies up to date is an important step in placing your business ahead of your competitors. You should always analyze your strategies to identify any loopholes and areas of improvement in order to set yourself apart from others. Also by emphasizing on your credibility you would be able to convince a customer to purchase products from you. In order to build up credibility you can always utilize case studies, product specifications and previous customer referrals. You can also provide after sales service, warranty periods and even money back guarantee over usage within a specific period of time, so as to convince a customer to purchase from you. And finally you should understand when you should stop promoting the product and sell it to the client.

Knowing your product thoroughly and understanding the mindset of your potential clients are important factors in selling products effectively.

See How Telemarketing Can Get You More Deals And Sales

American companies, especially the b2b ones, make every effort possible to bring their business to greater lengths. They do the TV, print, and radio advertising to get their message across and to make more deals and sales. However, in spite of these close-to-good steps, they still fail because they only get few results that are no way efficient to keep their business running. Although these techniques are good in advertising, they end up futile when it comes to getting closed sales. It’s for this reason why companies in US have found themselves using another tool in getting more business leads. Among the many options, telemarketinghas stood the test of time in helping them in terms of marketing.

There are two known telemarketing services that American firms have indulged in to increase the productivity of their business. These are inbound and outbound telemarketing services. Both are done by professional telemarketers but the two have varying capabilities to boast. Inbound telemarketing is when telephone representatives accept calls from customers, may it be a complaint, inquiry, product purchase or customer support. Outbound telemarketing on the other hand is when professional telemarketers make calls to different people to sell products/services, do phone surveys and such. These services are often served by call centers specializing in telemarketing, lead generation and appointment setting.

These telemarketing services have become the current trend in the b2b circle. They become the most efficient, cost-effective and profitable ways to market products and services. If you are a mom-and-pop store, or one of the Fortune 500 companies that want to garner more b2b deals, then you really need to avail of these b2b telemarketing services from call centers. With enough number of business leads coming in, you can make more deals and sales through them. However the leads should be pre-qualified. Meaning they should have the higher chances of becoming successful sales. Also they should have met the most basic requirements and your specifications to ensure success. No doubt, lead generation really becomes a big help in telemarketing. Without it, success would not be possible. Well if you want to purchase leads rather than generating them on your own, then that can also be good. However, it requires you more money and sometimes the quality of leads is not guaranteed. But if you must buy leads, just make it sure that you do a careful research. You can seek advice from your fellow businessmen or government agencies to ensure that you will be getting a trusted company to buy the leads from.

However, when you use outbound telemarketing service to gather leads, you can expect to reach more decision makers in less time. You will get rid of hard selling, because you can also do the appointment setting which is more effective and can engage customers into long-term business relationships. You can meet prospects and explain to them what you do best. Having a good relationship with them is only the start of more satisfying business climate. Now, if you are looking for better way to market your business, opt to telemarketing. It’s effective and can become more effective when coming from a first-rate telemarketing company. So work with the best.

Finding The Perfect Places For Buyers And Seller To Meet

The internet has changed a lot over the last few years and things have started getting really exciting from a commercial perspective. People have now switched from just giving information out to clients, to trading and selling their wares on a full time basis. You can set up a store online connect it to your banks account and offer secured online payments, so that your customers will have easy access to all your products and services.

Building online stores are a quick and painless way to get your business going without having to worry too much about start up capital. You can get a store completed for a relatively low fee and all you need to do is market it and start selling the things you have on offer there. There are several interesting and fun ways you can go about all of that and each of them offer you a competitive edge to help you get the bank balance of your business ticking over.

Starting a business online can still be quite taxing on you and your time, so if you haven’t got it and you need to get your business going then you should start looking into sites like where you can either register yourself as a trader, with your own existing store or you can set yourself up as a seller, that retails all your wares directly to the public. Even if you have a land-based store somewhere you can register your business as a part of the directory so that people can find you if you have what they are looking for.

Finding the right sites means that they need to have secured payment facilities available, so that your potential buyers will not have a problem with paying for your stuff, or giving out their personal information. You need to make sure that the site you are using is reputable and trustworthy, or else you will need to find another or go out on your own and do all of that yourself. That means that you will need to do what you can to offer your customers a reliable payment services that is both recognised and trusted before they will even think about purchasing anything from you.

You will also need to handle all the marketing yourself, or pay somebody to do it. At least if you visit a portal site that lets buyers register and sell, they will take care of all that for you so that all you need to do is make sure your customers are happy with your products.