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Hub You - Qualifying vs closing
A Look at Soda Vending Machines
Soda vending machines come in a number of sizes. You can get soda vending machines in a system that holds just four or six selections, or you can get machines that dispense dozens upon dozens of cans. Choose a smaller size if you’re looking to save money or space. Choose a larger size if you think the cust
uld be:Soda vending machines come in a number of sizes. You can get soda vending machines in a system that holds just four or six selections, or you can get machines that dispense dozens upon dozens of cans. Choose a smaller size if you’re looking to save money or space. Choose a larger size if you think the cust
"Do you eat any kind of candy?".
My response "occasionally".
Your response "when you say occasionally, how often is
that?".
My response "2 to 3 times per month".
Your response "when you do eat candy, what type of candy do you eat?"
My response "hard-type, mint candies".
Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not se
Eye On I-9
A few weeks ago, I helped facilitate a peer-to-peer conference on HR Strategies on behalf of The New England Mail Order Association (NEMOA). NEMOA was formed in 1947 and is one of the nation’s oldest and largest professional organizations dedicated exclusively to the catalog industry.In attendance
The art of effective question asking (qualifying) determines the effectiveness and the success of the "close".A few weeks ago, I helped facilitate a peer-to-peer conference on HR Strategies on behalf of The New England Mail Order Association (NEMOA). NEMOA was formed in 1947 and is one of the nation’s oldest and largest professional organizations dedicated exclusively to the catalog industry.In attendance
EXAMPLE: Let's assume you're a candy sales rep. You sell both chocolate and non-chocolate candy. I'm your potential customer. You know nothing about me but you're trying to sell me chocolate candy. You proceed to tell me how great the candy tastes, how exquisite the texture is, how incredible the quality of the chocolate is, and, by the way, how affordable this candy is because your company is doing a promotion on this outstanding chocolate candy. However, you don't sell me a single piece of chocolate candy. WHY?
You assumed I liked chocolate candy and I would buy it based on the information you provided. But the most important thing you forgot to identify or ask me is "do you like chocolate candy?".
The answer is "no, I hate chocolate candy?". But since you never took the time to understand me as your potential new customer, you lost today's sale and future sales a well.
Better Approach: I'm still the customer, you're still the candy sales rep. You're still promoting chocolate candy. The difference is - upon meeting me and establishing a rapport, your first question might be.
"Do you like chocolate candy?".
My response "no, I never eat chocolate candy".
Your response "you never eat chocolate candy, why?".
My response "because I'm allergic to it".
QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answer should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:
"Do you eat any kind of candy?".
My response "occasionally".
Your response "when you say occasionally, how often is
that?".
My response "2 to 3 times per month".
Your response "when you do eat candy, what type of candy do you eat?"
My response "hard-type, mint candies".
Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not sel
Be An Entrepreneurial Artist: Paint A Picture, then Commit It to Canvas
James had an original concept and he needed an investor. He had a compelling business idea that was a sure winner with the right financial backing. James painted a great picture of the vision he had for his business, but there was just one problem: James wanted to be a businessman, when he needed to be an
, by the way, how affordable this candy is because your company is doing a promotion on this outstanding chocolate candy. However, you don't sell me a single piece of chocolate candy. WHY?James had an original concept and he needed an investor. He had a compelling business idea that was a sure winner with the right financial backing. James painted a great picture of the vision he had for his business, but there was just one problem: James wanted to be a businessman, when he needed to be an
You assumed I liked chocolate candy and I would buy it based on the information you provided. But the most important thing you forgot to identify or ask me is "do you like chocolate candy?".
The answer is "no, I hate chocolate candy?". But since you never took the time to understand me as your potential new customer, you lost today's sale and future sales a well.
Better Approach: I'm still the customer, you're still the candy sales rep. You're still promoting chocolate candy. The difference is - upon meeting me and establishing a rapport, your first question might be.
"Do you like chocolate candy?".
My response "no, I never eat chocolate candy".
Your response "you never eat chocolate candy, why?".
My response "because I'm allergic to it".
QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answer should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:
"Do you eat any kind of candy?".
My response "occasionally".
Your response "when you say occasionally, how often is
that?".
My response "2 to 3 times per month".
Your response "when you do eat candy, what type of candy do you eat?"
My response "hard-type, mint candies".
Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not se
Cherished Brands - When Memorabilia Survives the Business
Companies come and go. So do brands and promotional memorabilia. Interestingly, though sometimes a logo becomes so cherished it can actually last longer than the actual company who produced it. When this happens, it is an indication of serious feelings of customer goodwill, employee satisfaction, and po
e time to understand me as your potential new customer, you lost today's sale and future sales a well. Companies come and go. So do brands and promotional memorabilia. Interestingly, though sometimes a logo becomes so cherished it can actually last longer than the actual company who produced it. When this happens, it is an indication of serious feelings of customer goodwill, employee satisfaction, and po
Better Approach: I'm still the customer, you're still the candy sales rep. You're still promoting chocolate candy. The difference is - upon meeting me and establishing a rapport, your first question might be.
"Do you like chocolate candy?".
My response "no, I never eat chocolate candy".
Your response "you never eat chocolate candy, why?".
My response "because I'm allergic to it".
QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answer should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:
"Do you eat any kind of candy?".
My response "occasionally".
Your response "when you say occasionally, how often is
that?".
My response "2 to 3 times per month".
Your response "when you do eat candy, what type of candy do you eat?"
My response "hard-type, mint candies".
Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not se
Become a Hotel Manager - The Smart Way
Meet George Glover. Practical, quirky, intelligent, down to earth and last but not least, chairman/CEO of BayStar Hotels, a company that develops, acquires, operates and sells hotels in the United States.In his over 30 years of experience, Glover has worked in several facets of the hotel industry, a
ndy, why?".Meet George Glover. Practical, quirky, intelligent, down to earth and last but not least, chairman/CEO of BayStar Hotels, a company that develops, acquires, operates and sells hotels in the United States.In his over 30 years of experience, Glover has worked in several facets of the hotel industry, a
My response "because I'm allergic to it".
QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answer should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:
"Do you eat any kind of candy?".
My response "occasionally".
Your response "when you say occasionally, how often is
that?".
My response "2 to 3 times per month".
Your response "when you do eat candy, what type of candy do you eat?"
My response "hard-type, mint candies".
Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not se
Advertising-The Best Marketing Tip
The best marketing tip you will ever hear is to advertise your product or business. In fact, any marketing tip you hear or see will be related to some form of advertising. In this article, we will go over several marketing tips and the reason you should use them.One great marketing tip is to use a
uld be:The best marketing tip you will ever hear is to advertise your product or business. In fact, any marketing tip you hear or see will be related to some form of advertising. In this article, we will go over several marketing tips and the reason you should use them.One great marketing tip is to use a
"Do you eat any kind of candy?".
My response "occasionally".
Your response "when you say occasionally, how often is
that?".
My response "2 to 3 times per month".
Your response "when you do eat candy, what type of candy do you eat?"
My response "hard-type, mint candies".
Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not selling." Once you have identified what's important to me, the customer, you have positioned yourself to sell me what I want - not what you have.
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