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Tuesday, January 31, 2012

the tonton macoutes (VSN) part 1/2

POSITIVE THINKING FOR SALES PROFESSIONALS Personal Selling PowerTM DAILY BOOST OF POSITIVITY


ENVY  January 31, 2012
Never be intimidated by the success or riches of others. Most success is more perceived than real. It does no good to envy the possessions of others. There is a teaching in Buddhism that says, "People are not their stuff." This means that if you take all your elements, such as your pride, body, friends, money, status, position, job, and anything else you can think of, and remove them from yourself, the real you is left. You are as important as anyone else on the planet. Be your own person, and don't get caught up in the myth of a get-more-to-be-more society.
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Sunday, January 29, 2012

ZeekRewards - The Rewards Program of a Lifetime!

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Do You Have the Right Mindset for Referrals? BY BILL CATES JANUARY 27, 2012

Image: jscreationzs / FreeDigitalPhotos.netYour foundation for building your practice withreferrals is the set of attitudes, beliefs and assumptions you bring to your prospecting efforts. This is your referral mindset, and to fully maximize your selling potential there are seven attitudes you must develop and use. These attitudes will create the most powerful action in gaining an unlimited supply of high-quality referrals.
As I share this referral mindset with you, give yourself a rating of 1-5 on how well you’ve adopted each one.
1. “I meet my prospects the way they prefer to meet me.” How does your next great client want to meet you? Simple! Through an introduction or referral from a friend, family member, colleague or other trusted advisor. Cold calling is purely a numbers game that aggravates most prospects.  Once you realize that a client’s preferred way to meet you is through a referral, it MUST become your primary method of meeting them.
2. “I understand that building my practice from referrals is the most cost-effective and time-efficient marketing strategy available.” What does it cost to buy leads? Run a direct mail campaign? Host a seminar? Lots! What does it cost to build your practice from referrals? Virtually nothing. A practice built on referrals is clearly the most profitable way to go.
3. “I work to fully leverage the life-time value of my clients.” The longer the relationship lasts, the more trust you can build (if you provide quality on-going service) and the more high-quality referrals you will receive. The life-time value of a client is not just the business they can do with you over their lifetime, it’s who they can introduce you to as well. Quite often, the best referrals come later on in the relationship – as long as it’s not merely a transactional relationship.  Handling transactions does not make you referable. Putting people through a process and following that with ongoing great service does! 
4. “I ask for referrals in a consistent and systematic manner.” If you don’t have a system for generating referrals, you’ll either burn out from too many cold calls and poor quality leads, or put a ceiling on your success. With a system in place, you can begin each week knowing you’ll have a steady supply of quality prospects. It’s like billiards, where one shot leads to the next. With a system in place, one new client leads to the next.
5. “My business isn’t selling products; it’s solving problems, preventing problems and realizing dreams.” People don’t want to buy products so much as they want what your products and services can do for them. Find out about their life, their family, their dreams and their values; then, suggest the appropriate products and services based on the personal knowledge you’ve gained. What makes you referable is not the products you sell, but the process you put your clients through.
6. “I give referrals as often as I can.” The best way to start a flow of referrals is to give referrals as often as you can. If you don’t like to give referrals, you can never expect to set up a culture where your clients give referrals to you. Practice what I like to call the Golden Rule of Referral Giving: “Give referrals unto others, as you would have them given unto you.” Then, follow up and make sure a great connection gets made when you introduce people to each other.  
7. “I expect to get referrals.” An attitude of expectation increases your chances. Not all clients will give you referrals, but when you enter every relationship expecting to get referrals, you bring a confidence and awareness you wouldn’t otherwise have. You’ll be amazed at what a difference it makes. As your awareness expands, so do your opportunities for action. 
So, how did you score? All 5s? If you're like most of us mortals, this list has pointed to a few areas in which you can strengthen your referral mindset. A strong referral mindset is necessary to creating your referral-based business. Nurture these attitudes and turn them into powerful action.

Bill Cates
Bill Cates
Bill Cates is the president of Referral Coach International, a company that helps financial professionals grow their business by attracting more high-quality referrals. He is also the author of Get More Referrals Now! and Don't Keep Me a Secret. Bill can be reached atinfo@referralcoach.com. His many free referral tools are available at www.ReferralCoach.com. 

Saturday, January 28, 2012

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The Deadly Sins of Selling BY ADRIAN MILLER JANUARY 26, 2012

So here we are smack at the beginning of a new year. Yes, I know that we have simply turned a page on the calendar, but it feels good—a fresh start and all that stuff. Do you have high hopes for the coming year? Gonna do some things differently? Well, for starters, how about fine-tuning your sales strengths and avoid these three deadly sins of selling:
  1. Thinking that marketing is sales and vice versa. Repeat after me: Marketing is not sales. So why are so many people starting the new year with new marketing campaigns, making resolutions to “jump” into social media and looking to Twitter to help them make their way, all while they don’t think for a minute about their sales process, sales competencies or abilities to follow up, follow through and close those prospects and leads? If you want to waste your money, go ahead. If not, please spend as much time and consideration on the sales aspect of your business as on the marketing end. You’ll be glad you did.
  2. Thinking that networking is an endgame in and of itself. Hah. Wish it were so, but it just isn’t. Networking is an ongoing, never-ending initiative that requires eternal vigilance to make it pay off. And yes, you can have a one-hit wonder derived from a networking meeting in which nothing more than showing up was involved. But those bits of success are few and far between. What you need are a strategic vision and a plan for how you will go out there onto the networking playing field and win the game. (Hint: The networking game is circular, not linear, and if you play it well then you just might be rewarded by what comes back to you.)
  3. Allowing those leads, contacts, dormant accounts and friends languish. Why do you need thousands of people in your CRM or even on your Constant Contact email newsletter list if you are not going to work these contacts effectively and efficiently? If you stay on the grid, then if and when a project or a lead crops up, you’ll be top-of-mind and get the pleasure of a connection. If you can’t find a reason to stay in touch with contacts, then you shouldn’t be out there trying to win new business. You will not get any return on your time at all.
Make a resolution to abolish these sins and move forward into your most successful year ever.
Adrian Miller is the founder of Adrian Miller Sales Training. To find out more or to visit her blog go tohttp://adrianmiller.wordpress.com.

Friday, January 27, 2012

POSITIVE THINKING FOR SALES PROFESSIONALS Personal Selling PowerTM DAILY BOOST OF POSITIVITY


WAITING  January 27, 2012
One of the most difficult elements of life is waiting. It can be stressful to "hurry up and wait" to find out whether or not the deal will go through according to plan. That's why it's so important to have several projects waiting in the wings. Whenever you're forced to wait on an outcome, you'll have something else lined up to occupy your time, thoughts, and energy. If you fill your pipeline with more opportunities, you'll feel less impatience and find yourself lost in useful tasks under any circumstance.
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