Tags |
|
|
Links |
|
|
Hub You - When Did 'Closing' Become a Bad Word?
Acquiring new clients is one of the first aspects that businessmen concentrate on whenever they start off a business. Of course, they also need to have the necessary skills to survive in the business in the first place. The project can begin once the clients are in and the work continues while the money comes in after the clients have been acquired.This cycle continues until the business finds new clients or the clients themselves find new places to take care of their business. However, only a few among the thousands of businesses I have had the opportunity to see through has ever concentrated on marketing a business.Only a few businessmen realize that marketing a business is one of the most important things that can help them make their business grow. A lot of people see getting new clients as marketing a business but this is far from the tru
If you have a public company, or are anticipating taking your company public, the subject of stock support, often ignored, should be a critical part of your corporate planning.It is the foundation for the success of your stock values. This is how you will ensure that your share price is at its highest possible level at the time a buyout or merger offer is made for your company.Growing Your BusinessPrivate companies go public to grow their business. Being a public company makes it easier to access money, the lifeblood of business. You convert your equity to cash. It's easier for a public company to borrow money. You can buy corporate assets with stock. Eventually, you will sell your public company based upon its share price and not its balance sheet. These benefits depend upon your ability to maintain a str
NASCAR driver Kurt Busch says “what it takes to win a championship is to have your preparation meet the opportunities, whether it’s out on the racetrack or behind the scenes.” In sales, winning starts at the beginning. Do the right things throughout the process and you’ll be better positioned for success. The steps can vary, but in talking to hundreds of successful salespeople about the pitfalls of closing sales, some very specific disciplines are regularly mentioned:
• we don’t ask,
• we’re asking the wrong person, or
• the prospective customer is not yet sold.
Let’s look at some strategies for each of them.
We may not ask because of the ‘feel good’ advice we’ve heard in recent years that “good sales men and women don’t close the sale, they let it happen!” Make your presentation, stop talking, and the sale will close itself! Unfortunately, that advice is like to telling a pilot not to worry about lan
Product/service publicity is the superhighway to business success everyone dreams. Then imagine having your product/service written on newspapers, trade publications, aired on radio and viewed on television absolutely for free!!! That’s going to skyrocket your profit target only if you know how to use the best method of getting free publicity.The million-dollar question now is, what’s the best method for a free publicity? It is the PRESS or NEWS RELEASE. The knowledge about how it works is the key to your success. This knowledge depends entirely on how you understand the psychology of the editors and new directors that publish or air your press release. This article will show you how their psychology works and how best to manipulate them for your benefits.Number one. These editors and news directors are very busy people. Don’t bother them with
NASCAR driver Kurt Busch says “what it takes to win a championship is to have your preparation meet the opportunities, whether it’s out on the racetrack or behind the scenes.” In sales, winning starts at the beginning. Do the right things throughout the process and you’ll be better positioned for success. The steps can vary, but in talking to hundreds of successful salespeople about the pitfalls of closing sales, some very specific disciplines are regularly mentioned:
• we don’t ask,
• we’re asking the wrong person, or
• the prospective customer is not yet sold.
Let’s look at some strategies for each of them.
We may not ask because of the ‘feel good’ advice we’ve heard in recent years that “good sales men and women don’t close the sale, they let it happen!” Make your presentation, stop talking, and the sale will close itself! Unfortunately, that advice is like to telling a pilot not to worry about la
In a media interview, always stick to your main points without rambling or digressing. Practice this when you rehearse.Sometimes, when you are doing a great job of keeping on topic, the reporter is leading to you talk about different topics, some of which you aren't as knowledgeable about. If the reporter leads you into different areas, go there only if it suits your needs and you are comfortable there.One advanced technique you can use in a tough interview is "bridging." Bridging is simply steering the interview back to your topic. Going down any side roads a reporter pursues is usually a bad idea – even if the detour is innocuous, it takes you off your main points. You may find, when the article is published or the interview airs, that the only comments of yours that reach the general public are those about a topic that you don't know much a
• we don’t ask,
• we’re asking the wrong person, or
• the prospective customer is not yet sold.
Let’s look at some strategies for each of them.
We may not ask because of the ‘feel good’ advice we’ve heard in recent years that “good sales men and women don’t close the sale, they let it happen!” Make your presentation, stop talking, and the sale will close itself! Unfortunately, that advice is like to telling a pilot not to worry about la
Opportunities can pop up just about anywhere. You need to have people in your network who know you, your abilities, and your interests—so your name will immediately come to mind when an opportunity, lead, or interesting tidbit comes on the scene.Your network should not be limited to corporate professionals—it should include your own school, including career center and alumni association staff, professors, and others who work in departments or offices in your area of interest (like finance, marketing, public relations, fundraising, etc.).They may not have ideas or contacts for you immediately, but if our company were to call your school looking for a student or recent graduate to interview for an upcoming issue of our Dose of RealityTM newsletter, would they think of you?And we’re not the only company looking for interesting peopl
• we don’t ask,
• we’re asking the wrong person, or
• the prospective customer is not yet sold.
Let’s look at some strategies for each of them.
We may not ask because of the ‘feel good’ advice we’ve heard in recent years that “good sales men and women don’t close the sale, they let it happen!” Make your presentation, stop talking, and the sale will close itself! Unfortunately, that advice is like to telling a pilot not to worry about la
Recently, I was invited to participate in a focus group for women regarding casual restaurants. The panel consisted of eight other young women who frequented casual restaurants enough to be informed on the subject to be able to properly provide information regarding them.The focus group started off well enough - the panel conductor introduced herself, and asked us to do the same. She did this to simply create a better group dynamic, not for record collection purposes. She then proceeded to ask us to write down our top five casual restaurants on a piece of paper. Once done, as a group we compiled a listing of these restaurants. There was a lot of overlap, especially with the big popular chain restaurants. The more obscure restaurants were crossed off from the list, and the conductor asked us to focus in on three particularly trendy restaurants. The wo
If I want to avoid rejection, not asking for the business is the way to go. Early in my sales career, a senior co-worker told me to “go out and get as many ‘no’s as you can.” It didn’t sink in right away, but it wasn’t long before I understood what he meant. Ask for the order often.
The second discipline is to make sure you’re asking the right person. Have you heard the phrase “don’t take ‘no’ from someone who can’t say ‘yes?” It’s great advice. Unfortunately, it doesn’t always fit real-life. Often, we find ourselves ‘boxed into’ a scenario where
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.iadvice.info/article/37730/iadvice-When-Did-Closing-Become-a-Bad-Word.html">When Did 'Closing' Become a Bad Word?</a>
BB link (for phorums):
[url=http://www.iadvice.info/article/37730/iadvice-When-Did-Closing-Become-a-Bad-Word.html]When Did 'Closing' Become a Bad Word?[/url]
Related Articles:
Top Ten Ways to Increase Your Profitability
Bookmark it:
|