Archive for December, 2009
December 31st, 2009 | 
Author: How To Improve Your Sales Skills
One of the biggest problems for many business owners is the ability to overcome objections. In fact for many this skill could be the difference between succeeding and going back to being an employee. Since none of us want to do that we need to hone our sales writing skills and our in person skills. This article will discuss the in person skills.
Objections stop sales. Period. The customer says “No”. Listen to the objection. For example the customer says “It’s too expensive”. Don’t walk away or hang up listen. Do they really think it is or is this just a knee jerk response. Is he/she trying to buy time make up their mind. Tell them about the product benefits to them how it can help their business. Listen to your customer. Let them finish before immediately jumping in and responding.
Don’t overreact by interrupting while they are speaking. First of all you cut them off which upsets them and secondly you appear as if you are dying for the sale.
Let the customer finish speaking. Be empathetic. Show you understand the concern and then deal with the objection. If it’s price agree that while it might seem high it’s not when you consider how the product or services saves time helps them cut costs helps expand their business and so on.
Look for solutions. Ask for less. Many times a customer will say they are happy with the person they are doing business with. In fact it might be a family member or a relative. Hard to argue against. See if you can get part of it. Say that’s fine. Tell them you just want them to give you a chance to show them what you can do for them. Point out it is always better to have more than one company supplying a product or service. A good example for this area is when the seller is already with a Realtor or is adamant about selling it his/her self. Point out that your consulting with them or working with them just gives them another avenue to help them move their property. Remember it’s never a good idea to knock the competition.
Concede the point. Sometimes you won’t be able to contest the objection. In that case go around it. For example Yes they are a good publisher they do good work at a good price. I’m good too I can get you what you need faster for the same price. Let me prove it to you.
Give in. Sometimes an objection can’t be overcome. But unless it’s a onetime sale you’re looking to build a longterm relationship. Understand that the client isn’t currently in a position to make a purchase or that your service doesn’t match their present needs. Let the customer know you’d like to help them in the future and stay in touch. Again for those in Lease Purchasing remember sometimes you can’t be a part of a deal this is where following up with a brochure or seeing if a consultation is possible may work.
After addressing an objection always finish by asking “Does that answer your concern? This does two things: One it lets you know whether you’ve satisfactorily answered the objection. If you haven’t and don’t ask the person may have decided to forget the sale. Two it moves the process along. You’ve finished with the objection and you’re ready to move on from there.
Sometimes it helps to personalize the benefits for a particular customer so know your stuff. This shows your client you know their needs and again stress the benefits to them. Remember you need to think like your customer.
Some additional tips when dealing with objections.
Always ask the customer to explain the objection in more detail. In the explanation you may find an answer to that objection.
Stress what the client likes. If an objection comes during the closing for example delivery go over the quality price or other things the customer likes. This give them a positive feeling about the product/service and the objection is less important.
Compromises. Price is negotiable. If objections are other than price make them negotiable too. For example if the objection is service offer other ways they can reach you a private number as opposed to your office number.
However remember sometimes a client is going to be unreasonable. They want you to cut your prices too much want more than you can give or you don’t have a good feel about the person or for the deal. In that case walk away. Be professional thank the individual for their time but walk.
If you need additional help in this area check out our Expert Tape Series at:http://www.homebusinesssolutions.com/products/products.htm
Copyright 2004 DeFiore Enterprises
About the writer:
Sue and Chuck DeFiore
Interested in having your own successful home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years and we can help you too! To see how visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks educational products and coaching in creative real estate investing and home based businesses. No time to visit the site? Subscribe to our “how to” Home Business Solutions Digest it’s like having your own personal coach. Visit http://www.hbsdigest.com to start today.
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How To Host A Successful Fundraiser Tips And Tricks Of The Trade
Hosting a successful fundraiser is no accident. It requires planning commitment and more than a little bit of salesmanship. If this sounds like a lot of work make no mistake about it it is. But it’s rewarding work it’s meaningful work and done the right way it can be fun work. Fundraisers present wonderful opportunities to generate both income and good will for your organization to raise community awareness for your cause and to create a sense of camaraderie within your group. These tips are designed to help your organization get the most from your fundraiser in every sense of the word.
When planning your fundraiser the first question to ask is “when?” Timing is very important and depending on the kind of fundraiser you want to hold certain times of the year of the year are better than others. The fall and spring with their temperate weather are wonderful seasons if you’re going doortodoor having a bake sale or holding a car wash.
If you’re tying into a specific event like an Oktoberfest or school fair then the dates are predetermined but if you’re opting for the brochure or “presales” method you have some flexibility over your schedule. Generally speaking a twoweek period is ideal anything longer than that tends to be counterproductive. Avoid times that coincide with school holidays when people may be out of town. Not only do you want to have a lot of people around to buy your product you want to be sure that you’ll have plenty of volunteers on hand to help.
Once you’ve decided when the question becomes “what to sell?” Selecting the product for your group to sell is in itself an art form and there are many factors to consider. Who are your expected customers? What image do you want to convey? If you’re a sports team perhaps you want to choose a healthy product. If you’re raising funds for Juvenile Diabetes then obviously you don’t want to pick candy. Of course there are several generic products that appeal to almost everyone such as popcorn gift wrap coffee or citrus. Often an answer is suggested by the season spring bulbs Halloween pumpkins or Christmas trees or ornaments are excellent seasonal fundraising items.
The decision of what to sell goes handinhand with “what company should you choose to provide the product?” This can seem overwhelming at first search the Web for fundraising companies and you’ll get over 3 million pages to sort through and sadly not all of these companies are reliable. Get referrals from other groups if possible or consult unaffiliated information driven websites like the Fundraising Ideas Center for more ideas and advice.
Advance promotion is a key element of any successful fundraiser. A week or two before the actual selling begins start spreading the word. Send letters home to parents and ask them to network on your behalf. Utilize the media almost every outlet has some version of a Public Service Announcement that they offer free of charge. Put up posters where it is allowed (but be sure to take them down when your event is over).
When you are ready to begin selling it’s time to “rally the troops”. Hold a kickoff session during which you explain the financial and tangible goals “We need to raise 5000 for new uniforms. That breaks down to Xamount of sales per person.” Make sure that the tangible reason (the new uniforms the trip to Paris the care packages for troops stationed overseas) is part of the sales pitch. If you’re working with a fundraising company that offers to send a representative to explain the finer points of selling then by all means take them up on it!
During the fundraiser monitor the progress and keep everyone updated. Offer incentives to the person or team that sells the most. It’s almost a clich but the “rising mercury in a thermometer” tote board is a visual tool that really works!
When the actual selling is over there are still a few things to do. If you’ve opted for a presales version of the fundraiser you have to place the order with the company and arrange a time for the goods to be delivered. Make sure you schedule enough people to unload and distribute the product and have a plan for dealing with damaged merchandise or incorrect orders. As far as getting the goods to your customer deliver them in person whenever possible. A personal thankyou note from the student is a wonderful touch and will give your customer a nice warm feeling that will carry over until the next event.
About the writer:
Kimberly Lewis is a former corporate executive and active volunteer who has been involved in many fundraising activities for nonprofits from small projects to black tie events. For more information and ideas for fundraising please visit the Fundraising Ideas Center.
How To Get Your Husband To Back Your Home Business Idea
“Please Pretty Please!! I really really want to do this.” From the sounds of things you’d think a parent and a child were in “one of those” arguments. But it’s really a wife trying to persuade her husband to let her work from home. Getting your husband to back your home business can at times be as hazardous as those black diamond ski slopes.
This past week there has been a very active discussion on one of the workathome mom listservs about how to get support from a husband who isn’t even close to being thrilled about your home business idea. Here are a few answers.
Men are getting very comfortable with the two income situations that women have begged to have for many years now. When mom and dad are bringing in two checks every couple of weeks the pressure of keeping that job and worries of downsizing aren’t nearly as scary when they know their wife is helping with the finances. The idea of mom staying home and starting a business that may or may not make money any time soon is enough to turn a man white with fear.
If your husband is one of those who has reservations about you wanting to come home and hang out your shingle start by showing him a couple facts.
Who will love and raise your children more? Mom or another caretaker? Here is an interesting fact: a child’s selfconcept is formed by the age of seven years old. Most caregivers while they may enjoy children cannot give a mother’s love. More and more studies are being done on the importance of young children having that hourly contact with mom.
Now look at your paychecks minus expenses. There is a wonderful book called “Two Incomes and Still Broke: It’s Not How Much You Make but How Much You Keep” By Linda Kelley. There are exercises in this book that can help you figure what you and your husband both working outside the home are actually making each month. Some couples even find they are losing money because of daycare costs taxes commuting etc. To get a better idea of what those costs would be visit: http://www.bizymoms.com/cart/careers/bizymoms_calculator.html
One lady I’ve talked with lets call her Sue told me that if a woman ever came up against a husband who would not let her start her home business do it anyway. This is something Sue had experienced when she started her home business. Doing something on your own is very liberating and some men hate the fact that you aren’t depending on them 100 of the time. Don’t get into a power struggle with him show him often that you still love him and need him and hopefully he will come around. Sue has continued her business from home and her husband is finally supportive of her. Well maybe not 100 of the time but it’s close enough.
Don’t be afraid to get your husband involved with your business. The fact is a home business takes time to grow. For awhile your husband will be the only financial support for the family. Your home business will need to turn into a team effort. Make sure he’s not afraid to tell people what you do and what type of services or products you offer. Word of mouth will be your best form of advertisement. The more people there are talking up your business the sooner your business will grow into a successful moneymaking homebased endeavor.
If starting a home business is your dream getting your husband’s approval will be one of many road blocks. Don’t let these types of situations get you down. Press on and turn your home business dream into a reality.
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About the writer:
Liz Folger is the founder of http://www.bizymoms.com. Bizymoms.com is the leading online resource for workfromhome ideas. The site offers homebased business startup kits online classes ebooks chats and enthusiastic support for moms who want to have it all a family and a career. Visit http://www.bizymoms.com for more information.