There are many elements to successful selling including a captivating opener, good communication and presentation skills, and strong closing tactics. Perhaps one of the most important factors in successful selling is your power to persuade. Persuasion should run through all of the elements mentioned above, the opening, the presentation and even the close. Persuading successfully means creating language, presentations and an overall tactical approach that all lead to your prospect saying “yes.”

In this article we will discuss how you can make your language more persuasive. Improving your communication skills in this way will result in your creating a more effective sales presentation.

WIIFM
Do you speak on the same frequency on which your prospect listens? Many sales reps have a rigid routine from which they never deviate, they suspend talk of benefits they reach a certain point, every time. The problem with this technique is that you will likely lose your prospect by the time you start to talk about things that actually matter to him or her.

From the time your proposition begins, you should be speaking in terms of WIIFM, What’s in it for me? You cannot wait until you have reached a special point in your presentation: in a warm sales situation your prospects will quickly lose interest, even if he or she continues to listen politely, it will be hard to bring them back. In a cold calling situation, you may not even have this much, a click of the dial tone will shortly follow a weak opening.

Desired End States
This is a concept that goes beyond the movement that took us from features to benefits. Certainly, it is a great deal more effective to tell a prospect about the whiter whites a special chemical in your detergent will bring, rather than actually describing the chemical in scientific terms. However, you get one step closer to the sale when you focus on the desired end states.

To describe desired end states I will expand upon the detergent example above. My time working at a large consumer packaged goods corporation gave me insight into one of the greatest discoveries that the sales profession has ever seen, and the detergent companies were among the first to apply it

you may remember a long time ago when detergent ads looked like something from a science class? They would have an official looking man wearing a white coat pointing at a graphic illustration that explained scientific principle behind some mysterious chemical that would make your clothes sparkle. Today, these ads are completely different. You will see a popular young man arm in arm with a beautiful woman or a happy looking family doing cartwheels in a meadow.

Why the new direction? Instead of explaining benefits, these savvy sellers decided to base their ads around desired end states. The term refers to the feeling a person gets when he or she is using the product in question. Its effects go far beyond benefits. It is simply more persuasive to conjure the feeling a person will get when using your product or service as opposed to just discussing the technical steps involved.

So using our example of detergent, they will show a woman who does laundry for her family having fun with them in an open field, conjuring the feeling of a wonderful day spent with her family in a beautiful, clean environment. Also, they may show a man with lots of friends and a beautiful girlfriend who doesn’t have to worry about not receiving social acceptance because his clothes are always fresh and clean.

If you can create sales presentations that focus on the WIIFM and desired end states from the very beginning, you will have your prospect’s attention from the very beginning. The result of this will be a more persuasive presentation.

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Propose a hardware purchasing strategy?
Based on Holmes’ (2007) article, propose a hardware purchasing strategy.

Buy the best you can afford for your IT needs
Mike Holmes. Business Day. Johannesburg: Aug 20, 2007. pg. 2

New IT equipment often needs post-sale support. Yet this is seldom provided. So it's worth taking the trouble to seek out a supplier who does offer how-to training. It's important to find an IT supplier who acts more like a service provider. Someone who can partner with you, understand your business, and ensure that you buy the right equipment. This would come at a price. Sometimes business owners decide to replace IT equipment quite unnecessarily, says Neil Evans of Computer Troubleshooters in Randburg. When a problem arises they may conclude that the equipment is faulty, outdated or no longer able to do the job. But frequently the solution often involves better environmental or equipment use and not the replacement of expensive machines or parts. The franchise company concentrates on service, not sales, says Evans. So it can advise clients on the best hardware components or software applications for their requirements. The technician builds up a relationship with the client. In this way he is able to offer services and advice that is appropriate to the business and its budget. nThis is the final article in a series on How to Avoid Pitfalls in Business Purchases.

About Author

Alvin Day is a Sales and Personal Empowerment Coach who has coached sales professional all over the world. His free sales training resource can be found at http://www.squidoo.com/sales-training-language.

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When it comes to annuity appointment setting, the most effective technique by far is the Drop-By System. However, if you’ve totaled your car, broken both legs and must resort to a phone call, I’ve always taught my agents that the best way to engage your prospect on the phone is to open with a statement that is anything but your typical warm fuzzy, “How are you today?” Your statement must (1) make them sweat a little and (2) pose a problem which is at the same time a benefit of owning an annuity (without saying the word ‘annuity’). Note: This formula works with any product.

For example, “HELLO, MRS. JONES? MY NAME IS _______, FROM THE _____ AGENCY DOWN THE STREET, AND I’VE BEEN TRYING TO REACH YOU BECAUSE I FIND THAT SOME OF MY RETIRED CLIENTS ARE PAYING INCOME TAXES ON THEIR SOCIAL SECURITY, AND THEY DON’T NEED TO. I’M A FINANCIAL ADVISOR IN THE AREA AND I CAN SHOW YOU HOW TO REDUCE OR ELIMINATE INCOME TAXES ON YOUR SOCIAL SECURITY. I’LL SPEND 10 TO 15 MINUTES WITH YOU UNLESS YOU KEEP ME LONGER. THERE’S NO CHARGE. I’VE GOT WEDNESDAY MORNING AT 10:00 AVAILABLE, OR WOULD 2:00 ON THURSDAY AFTERNOON BE BETTER FOR YOU?”

Your prospect’s responsibility at this point is to say, “No thanks, I’m not interested,” or maybe something not so kindhearted. You’ve just interrupted her world. However, you’ll do much better at annuity appointment setting if you understand that a ‘No’ is simply a latent reaction from childhood. In our formative years, the one word we heard more than any other was the dreaded, “No!” It’s what we got almost every time we asked for something:

“Mommy, can I have a cookie?”

“No.”

“Daddy, can I drive the car?”

“No.”

Your job as a professional salesperson is to understand that humans are hardwired to respond to practically any proposition with the word, “No.” It’s how our circuits work. Negative responses can range from a simple ‘no’ to a blistering harangue. Your steadfast, automatic response must be to pull the plug, short-circuit the connection, neutralize the way your prospect’s mind works.

Try the old ‘feel, felt, found’: “I CAN CERTAINLY UNDERSTAND HOW YOU FEEL, MRS. JONES. A LOT OF PEOPLE I TALK TO INCLUDING A FEW OF YOUR NEIGHBORS FELT THE SAME WAY AT FIRST. BUT AFTER THEY UNDERSTOOD THE PROBLEM AND HOW SIMPLE THE SOLUTION WAS, THEY FOUND THEY WERE SAVING HUNDREDS OF DOLLARS A YEAR IN UNNECESSARY TAXES.” By pouring water on your prospect’s natural resistance, you weaken their response and, at the same time, maneuver the phone call into a back-and-forth conversation.

Now you’ve earned the right to continue: “…YOU SEE, WE FIND THAT A LOT OF PEOPLE SIMPLY DON’T REALIZE THAT A PORTION OF THEIR ESTATE THAT THEY WANT TO LEAVE TO THEIR CHILDREN AND GRANDCHILDREN WILL BE EATEN UP IN PROBATE COURT, AND IT DOESN’T HAVE TO BE THAT WAY. I’M A FINANCIAL ADVISOR IN THIS AREA AND I CAN SHOW YOU HOW TO FIX THAT. I’LL SPEND 10 TO 15 MINUTES WITH YOU UNLESS YOU KEEP ME LONGER. THERE’S NO CHARGE. I’VE GOT WEDNESDAY MORNING AT 10:00 AVAILABLE, OR WOULD 2:00 THIS THURSDAY AFTERNOON BE BETTER FOR YOU?”

Get ready for it. Here it comes again: “No thanks,” she says, “we’ve already got a financial advisor who’s been with us for years.” Mrs. Jones is only playing her part in this annuity appointment setting rivalry. At the same time, she’s telling you exactly how she wants you to get her to say yes. Pay attention to her words. This time you’re going to, first, neutralize her objection, then use her exact words to identify “… THE PEOPLE WHO BENEFIT THE MOST FROM OUR SERVICES.”

For example, “I CAN CERTAINLY UNDERSTAND HOW YOU FEEL, MRS. JONES (neutralize). HOWEVER, THE PEOPLE WHO BENEFIT THE MOST FROM OUR SERVICES ARE THE ONES WHO ALREADY HAVE FINANCIAL ADVISORS. SEE, A GOOD FINANCIAL ADVISOR, JUST LIKE A GOOD DOCTOR, WILL OFTEN ADVISE YOU TO GET A SECOND OPINION. I’M A SPECIALIST IN THIS AREA AND I CAN SHOW YOU HOW TO AVOID THE EXPENSE AND DELAYS OF PROBATE. I’LL SPEND 10 TO 15 MINUTES WITH YOU UNLESS YOU KEEP ME LONGER. THERE’S NO CHARGE. I’VE GOT WEDNESDAY MORNING AT 10:00 AVAILABLE, OR WOULD 2:00 ON THURSDAY AFTERNOON BE BETTER FOR YOU?”

At this point, if you don’t hear a click and a dial tone, you may hear a slight wavering in her voice. Her “We-already-have-a-financial-advisor” line worked with the last salesperson. What’s up with you? Now she has to either think about her response or default to the old standby, “I’m not interested.” If she responds with anything but “I’m not interested,” she’ll be telling you how she wants you to get her to say yes. These responses can include,

“I’m too busy right now.”

“Our son-in-law takes care of those things.”

“We’ve already got all the insurance we need.”

“I don’t have any money.”

“I never accept telephone solicitations.”

You must stay one step ahead of your opponent by preparing your script for all possible scenarios. Sit down and write them out in your own words. Use the above script as an outline and insert the gist of her response in the appropriate places. Then follow up with another problem for her to worry about which is also a benefit of owning an annuity. Don’t be afraid to get creative. Annuity appointment setting is a game of wits and circular logic. The more you differentiate yourself from the last three telemarketers she sent to the insane asylum, the more successful you’ll be at appointment setting and, ultimately, selling annuities.

Finally, if you’re dealing with an indifferent, uncreative type who just can’t come up with anything but, “I’m not interested,” try this:

“MRS. JONES, IT’S OKAY IF YOU’RE NOT INTERESTED. I JUST WANT TO ASK YOU ONE QUESTION. WORK WITH ME HERE. IMAGINE THAT EVERYTHING YOU’RE WORTH YOUR HOME, YOUR SAVINGS, YOUR INVESTMENTS, EVERYTHING WAS GOING TO BE TAKEN AWAY FROM YOU FIRST THING NEXT WEEK. AND LET’S SAY I CALLED YOU JUST LIKE I’M DOING TODAY, AND TOLD YOU I COULD PROTECT YOUR FINANCIAL FUTURE IN A RESPONSIBLE WAY SO THAT NONE OF THOSE BAD THINGS WOULD HAPPEN. WOULD YOU STILL TELL ME YOU’RE NOT INTERESTED, OR WOULD YOU LET ME SIT DOWN WITH YOU AND SHOW YOU HOW IT WORKS BEFORE ANYTHING LIKE THAT HAPPENS?
YOU SEE, WE KNOW THAT MANY PEOPLE, MAYBE EVEN YOU, HAVE A LOT OF THEIR LIFE’S SAVINGS SITTING IN THE BANK, OR IN STOCKS AND BONDS, OR IN REAL ESTATE, WHERE IT CAN BE ATTACHED BY A JUDGEMENT IN A CIVIL COURT OF LAW … AND IT DOESN’T HAVE TO BE THAT WAY. I’M A FINANCIAL ADVISOR IN THIS AREA AND I CAN SHOW YOU HOW TO FIX THAT. I’LL SPEND 10 TO 15 MINUTES WITH YOU UNLESS YOU KEEP ME LONGER. THERE’S NO CHARGE. I’VE GOT WEDNESDAY MORNING AT 10:00 AVAILABLE, OR WOULD 2:00 THIS THURSDAY AFTERNOON BE BETTER FOR YOU?”

Get the picture? You need to eat, sleep and breathe annuity appointment setting.

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Is this a good Resume for a Customer Service job?
Objective
To use skills gained in Sales/Customer service in a Customer Service position

Summary of Qualifications
•Extensive experience in servicing customers, both in-person and by telephone, in the sales and food service industry. An independent self-starter.
•Superior communications skills in dealing with customers, co-workers, and employees. Both verbal and written skills are strong.
•Well-organized and highly efficient working in a multi-tasking dynamic environment. Ability to plan, organize, and supervise the work of others.
•Knowledgeable and experienced in computer operations. Possess a strong history of experience in a variety of operating systems
•MS Word, Outlook, Powerpoint proficient, typing at 90 wpm
•Generated weekly reports for management

Employment Related Experience

Barista, Starbucks Corporation
•Sparked revenue through sales techniques
•Accurately maintained cash resources by computing sales prices, receiving and processing payments.
•Demonstrated excellence in service and hospitality utilizing invaluable interpersonal communication skills
•Effective when working under pressure and manages time efficiently

Business Associate, PandJs Oddities
•Packed, wrapped, and shipped items sold on home-run eBay store
•Managed customer accounts, provided commission statements
•Provided stellar Customer Service

Sales Associate, Raymour and Flanigan
•Mid-range producer with track record of success in highly competitive field
•Maintained/Exceeded company-set goals each review cycle
•Generated leads by Cold/Warm calling, promoting sales

Education:
Diploma, Regents: Millbrook Jr/Sr High School
National Honor Society Member
1999-2003: New York University, Music

About Author

http://www.Free-Insurance-Leads.com Gary Le Mon is a wholesale distributor of fixed indexed annuities for Allianz, American Equity, Sun Life Financial, and ING. Author and developer of the Safe Money Seminar, a financial planning seminar for Seniors, Gary serves as guest speaker on behalf of agents and agencies nationwide. He is coach, mentor and motivator to over 700 general agents in his insurance marketing organization, InsuranStar Marketing. See also Insurance-Lead-Programs.com

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Each and every business is operated with an intention of earning profit. Business directly relates to sales and purchases. Sales mean selling of goods and services which helps in bringing the availability of cash or any other consideration. Sales play an important role in increasing the profits of any business. Higher the sales mean greater chances of acquiring high profits. Therefore each and every business, entity, companies etc try to boost their sales by various methods such as advertising, marketing, through internet, websites etc. Sales leads are processes through which clients or potential customers are targeted to gather interest on their products and thereby try to increase or generate more sales opportunities. These leads are types of marketing process which are encouraged to boost sales or it can also be said that sales will be very low without marketing efforts.

Developing, planning, executing and implementing proper sales leads should be the main aim of the business to boosts their sales and thus increase their profits. Such leads are gaining importance day by day as all the companies and businesses are aiming to earn reputation and goodwill with proper focus on increasing profits. With the increase in globalization many companies are trying to promote their products all round the world. They are also trying to implement lots of techniques involved in such leads so that they can benefit from this process. With such cut throat competition in the market even the multi national companies are having a tough time to attract customers.

As the taste, nature, trend, fashion etc of the people residing in various country changes, more and more variety of products are introduced in the market by various companies to meet the needs and requirements of the people. To fulfill these needs many business or companies introduce huge amount of funds or capital in marketing and advertising variety of products manufactured by them. Hence to promote and increase the sales of these products in the market the procedure of sales leads is implemented. These procedures if followed properly can help the business in reaching new heights. This lead is advantageous to all the business concerns if it is implemented properly because it saves plenty of time and resources.

One of the examples of implementing sales leads is quoted below; in earlier times marketing was done by door-to-door sales, then the concept of advertisements in radios and televisions came into light, later on retail sales through internet was implemented. In this example one can see that as the nature of the market is changing very quickly, new and new methods are also adopted by the companies according to the market conditions. There are innumerable ways through which one can gather leads for example placing an advertisement on internet, friends and relatives can also help in increasing leads and many more. In short the process of leads is carried out to withstand the ever increasing competition in the market and to gain more and more profits. Thus the sales lead phenomena helps in increasing the profit base.

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techniques, such as the robot and the moonwalk. His distinctive musical sound and vocal style influenced many hip hop, pop and contemporary R&B artists. One of the few artists to have been inducted into the Rock and Roll Hall of Fame twice, his other achievements include multiple Guinness World Records—including one for “Most Successful Entertainer of All Time”—13 Grammy Awards, 13 number one singles in his solo career—more than any other male artist in the Hot 100 era—and the sales of over …

Help answer the question about retail sales techniques

help with resume and objective?
mainly help with the objective is needed. im looking to get a job in a hotel and/or casino and work up to management. also, i will be starting Delaware County Community College in September and majoring in Hotel and Restaurant Management, then transfer to Johnson and Wales University for Hotel and Lodging Management with a concentration in Casino and Gaming Operations. i was offered a job at the Harrahs Casino in Chester, PA

Jason M Wolf
xxxx Barker Rd,
Sharon Hill, PA 19079
Phone: xxx-xxx-xxxx
JWolf0825@yahoo.com

Sincere, loyal and dedicated individual who has a great deal of ambition. Three years customer service experience and a proven ability to satisfy customer demands and work well under pressure. Willing to learn new job traits while looking for a challenge. Very easy to work along with others, while also working efficiently on my own. Overall, I am seeking a position where I can develop and excel while giving my best to an employer. Looking to work within a very well known and respected hotel and casino to work my way up to management.

Professional Background:

• United Parcel Service
Oct 2007 – Present
March 2006 – July 2007
Package Handler
Philadelphia, PA 19153
•Delivered speed of service by meeting daily load and unload goals of trailers and air containers
•Trained to handle hazardous packages

• Philadelphia Zoo
Mar 2007 – Aug 2007
Membership Sales
Philadelphia, PA 19104
•Provide excellent customer service with sales and guests questions and concerns
•Advise guests of daily activities including shows and events
•Conduct sales presentations for all guest entering attractions to help boost attendance with sales
•Explain all attractions and benefits of a membership
•Use sales techniques to offer the best memberships to guests

• BJ's Wholesale Club
May 2005 – Mar 2006
Cashier and Sales
Springfield, PA 19064
•Provide excellent customer service while answering all incoming questions and concerns
•Receive and disburse cash, checks, and credit cards accurately
•Operate a cash register proficiently
•Verifying memberships
•Scanning merchandise and accepting various forms of tender

EDUCATION:
• High School Diploma
Apr 2009 – May 2009
Continental Academy
Miramar, FL 33025

SKILLS:
• Strong sales and retail abilities
• Hardworking and dependable
• Proficient with warehousing & shipping skills
• Ability to learn and absorb new information quickly
• Experience working as part of a team
• Excellent customer service skills
• Proficient in Word, Excel, Power Point, Fax, Copiers, and Outlook
REFERENCES:
Available on request.

About Author

Matthew Meyer is an internet marketer who manages Interleads.net lead generation portal.. You can place your link on his high traffic site for free and find out more about lead generation techniques at http://www.interleads.net/partners/

Article Source: ArticlesBase.com – The Phenomena Of Sales Leads

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