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Hub You - Objections Overruled
Silent Career Killers That Nobody Tells You About
“Silent Career Killers” are the things that nobody comes right out and tells you about in professional circles. If you know about them, you can keep from making serious mistakes in your career. But if you don’t address them, they will absolutely prevent you from advancing.If you use these insider tips to your advantage every single day, you will join the top 10% of professio
>“We already have a service”“Silent Career Killers” are the things that nobody comes right out and tells you about in professional circles. If you know about them, you can keep from making serious mistakes in your career. But if you don’t address them, they will absolutely prevent you from advancing.If you use these insider tips to your advantage every single day, you will join the top 10% of professio
Often your prospect already has someone handling their transaction needs. Don’t defame them, become defensive or slink away. Probe further with questions: “What aren’t
Enjoy Procrastinating, and Get The Job Done Anyway - 7 Steps
1. Choose a task you have been meaning to get done but never seem to get around to doing. You must be able to see and touch something that represents this task to you. It could be a note about making a phone call or a file folder containing everything you need to start writing a report, or a stack of material you have been meaning to file. 2. Pick up the object, the note, t
By now you know that objections come in all shapes and sizes. Your challenge: avoid taking them personally, recognize them as part of the sales process, and learn to transform them into opportunities to solidify sales.1. Choose a task you have been meaning to get done but never seem to get around to doing. You must be able to see and touch something that represents this task to you. It could be a note about making a phone call or a file folder containing everything you need to start writing a report, or a stack of material you have been meaning to file. 2. Pick up the object, the note, t
Blocked at the Gate: “What Is The Nature of Your Inquiry?”
One common objection: not getting to the economic buyer. Especially when courting corporations there are receptionists, operators, administrative assistants and even voice mail that can screen you out. Many gatekeepers are authorized to say no but not yes. Make them your ally. Use politeness, humor, and creativity to help them look good to decision-makers. You bring solutions to their problems. Enlist gatekeepers’ support. Gather valuable information from them to help you better sell to their bosses!
Competition: “We already have a service”
Often your prospect already has someone handling their transaction needs. Don’t defame them, become defensive or slink away. Probe further with questions: “What aren’t t
Position Yourself In the Market and Cut Down on Unnecessary Advertising
Everyday I meet small business owners who delegate their marketing responsibilities to a third party and tell me “oh, our marketing guy handles that.”“Handle what?” I ask, then they usually tell me “oh our advertising and other stuff”.Whether you like it or not, whether you perform actively or passively, your business is always marketing.That’s not to say
y sales.Everyday I meet small business owners who delegate their marketing responsibilities to a third party and tell me “oh, our marketing guy handles that.”“Handle what?” I ask, then they usually tell me “oh our advertising and other stuff”.Whether you like it or not, whether you perform actively or passively, your business is always marketing.That’s not to say
Blocked at the Gate: “What Is The Nature of Your Inquiry?”
One common objection: not getting to the economic buyer. Especially when courting corporations there are receptionists, operators, administrative assistants and even voice mail that can screen you out. Many gatekeepers are authorized to say no but not yes. Make them your ally. Use politeness, humor, and creativity to help them look good to decision-makers. You bring solutions to their problems. Enlist gatekeepers’ support. Gather valuable information from them to help you better sell to their bosses!
Competition: “We already have a service”
Often your prospect already has someone handling their transaction needs. Don’t defame them, become defensive or slink away. Probe further with questions: “What aren’t
Writing Effective Adverts
Advertising – Who Needs It? - Who doesn’t!Most people who read information about business or advertising are doing so because they are trying to make some kind of positive change in their life. Perhaps get a job, make money, and increase their customer base – whatever. That’s the central purpose of a classified ad. They get you what you want.This article has the sam
nists, operators, administrative assistants and even voice mail that can screen you out. Many gatekeepers are authorized to say no but not yes. Make them your ally. Use politeness, humor, and creativity to help them look good to decision-makers. You bring solutions to their problems. Enlist gatekeepers’ support. Gather valuable information from them to help you better sell to their bosses!Advertising – Who Needs It? - Who doesn’t!Most people who read information about business or advertising are doing so because they are trying to make some kind of positive change in their life. Perhaps get a job, make money, and increase their customer base – whatever. That’s the central purpose of a classified ad. They get you what you want.This article has the sam
Competition: “We already have a service”
Often your prospect already has someone handling their transaction needs. Don’t defame them, become defensive or slink away. Probe further with questions: “What aren’t
Easy Fundraising that Touches People's Hearts
There's never been any graffiti on any of his work - even in high schools, universities, or inner-cities.Since 1988, Larry Cannon of Brick Sculpture by Cannon, Inc. (http://www.bricksculpture.com/) has been helping groups raise funds with memorial bricks. He's worked with hundreds of groups and helped raise million
them look good to decision-makers. You bring solutions to their problems. Enlist gatekeepers’ support. Gather valuable information from them to help you better sell to their bosses!There's never been any graffiti on any of his work - even in high schools, universities, or inner-cities.Since 1988, Larry Cannon of Brick Sculpture by Cannon, Inc. (http://www.bricksculpture.com/) has been helping groups raise funds with memorial bricks. He's worked with hundreds of groups and helped raise million
Competition: “We already have a service”
Often your prospect already has someone handling their transaction needs. Don’t defame them, become defensive or slink away. Probe further with questions: “What aren’t
7 Tips for Successful Postcard Marketing
Simple low-cost postcards have become a valuable business tool for modern marketers. They can produce a surge of traffic to your web site or a flood of high-quality sales leads.The following 7 tips will help you get the maximum response from postcards at the lowest cost.Tip 1: Focus on the Mailing ListMake sure your postcards go to prospects likely to be i
>“We already have a service”Simple low-cost postcards have become a valuable business tool for modern marketers. They can produce a surge of traffic to your web site or a flood of high-quality sales leads.The following 7 tips will help you get the maximum response from postcards at the lowest cost.Tip 1: Focus on the Mailing ListMake sure your postcards go to prospects likely to be i
Often your prospect already has someone handling their transaction needs. Don’t defame them, become defensive or slink away. Probe further with questions: “What aren’t they doing for you at this time?” There may be room for both of you. Ask: “If you could change one thing about your existing relationship with your current provider what would it be?” Look for openings. Get your foot in the door and show the difference you can make.
Price: “We can’t afford you”
Price is a common objection. I’m often told “We can’t afford your services.” I nicely counter with the question: “How can you afford not to hire me?” Once I shift the discussion to the value of the services I am rendering, my price shrinks in their perception. Explore with prospects the cost of their not using your services and products. What does it cost them in lost time, and money left on the table? Put a price tag on their doing nothing. By comparison, your fee’s a bargain!
Timing: "We’re fin
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