Darren Williger

Learning to Increase Your Sales

The sales industry is growing rapidly and the number of consumers purchasing products and services online has doubled in the last 5 years. Learning new techniques to get better results in sales is on the rise as well.

Below are a few tips to get you an increase in your overall sales:

• Qualifying Your Prospect: Learning what current issues your prospect is having, how soon they want to solve them and if your product or service can fix it is the most important steps. You must determine if the prospect is willing enough to listen and how soon they are looking to fix their problem.
• Building Trust: This step not only has to be done in an unorthodox amount of time but it has to be done most of the time from scratch. Riding mostly on the name of your company or product. Building trust starts at “Hello” and quite often you only get one shot at it. Making sure you have the proper tools and know that the prospect is listening and paying attention to your reactions and what you say every step of the way.
• Listen and learn: When you are on a call or an appointment or talking to a prospect at all make sure you are not just hearing them but truly listening. Conversation builds trust and knowing that the prospect is participating in the conversation will help you build trust or a rapport with them.
• Know your product or service: one thing to remember is when you open up conversation with a prospect you open yourself up for questions. It is best to know as much as you can about your product or service to maintain your presentation without interruption.
• Learn from your Experiences: Knowing what worked for you in the past can help you in your future. Don't be afraid to ask your current clients or consumers for feedback. This will not only show them you are trying to improve your services and products but it will let them know you care about their opinions. Giving you more trust and building up your relationships. Remember that if you are working for a company every contact you have with a potential client or prospect reflects on the company.
• Staying Focused on the Conversation: This is a difficult one because you not only need to let the natural conversation flow but you should still be weary of the length of time you are spending on each client. We all know our conversations tend to stray way off track at times this is the way of conversation however you don't want to spend 60 minutes on one call and lose time with another prospect. Keep your conversation a bit on track but be careful of cutting off the prospect because this can cause them to be defensive.

In the end it is up to you. Building trust and relationships with your prospects or prospective clients will not only help you now but in the future. Learning to listen to what your prospect is saying will help you with future prospects and bring you success in your selling no matter what industry you are in!

About the Author:

Darren Williger is an over-caffeinated, low carbohydrate eating, wine making sales maker who writes for TopSalesMaker.com, LeadersPages.com, and TopCommission.com

Learn to Achieve Excellence in Selling

Ensuring you are confident is one of the most important sales strategies anyone can teach you. If you are not confident in the product or service you are selling then why should the client be? Understanding that you must be knowledgeable in whatever you are selling and be confident that your knowledge is accurate to get the kind of response you are looking for in your sales.

You also have to understand your weaknesses and accept them in order to strengthen your goals. You must be honest with yourself in this area in order to have the type of success you want. The idea of evaluating yourself and seeing your weaknesses and acknowledging your strengths is most important to obtain the proper goals.

Also knowing how to treat others and respecting others space as well as being upfront and honest with the clients will give you more confidence and it will give them more confidence in you as well. Most sales people have little patience for others and it shows through in their sales methods. This will give you negative feedback and damage your name and any company you are working for name as well. The impact you have on the general community will affect your future sales successes and keeping this in mind while in sales is very important.

A successful salesperson handles situations the same as if he/she were talking to a colleague or a friend. They are thoughtful of the others needs before his/her own and respect the final decision of the prospect. Many salesman don't respect the final decision and continue to push the sale. This only shows disrespect to the prospect and disregard for their needs at the time of the call or interview.

It is also important to make sure you have thoroughly researched the product or service you provide. This will allow you to have a more free flowing conversation with the prospect answering any questions they may have. The truth is we all do sell in some form or fashion. Then we apply for that job—we sell our selves. Then we are asking for a promotion we are selling the idea that we are worth it. Selling comes second nature almost and yet somewhere in the process it gets jumbled and we feel that we must push ourselves off onto the prospect.

Learning to be honest and respectful and gearing up to chase the needs of others is a difficult feet in itself. However with practice and determination we can all master the art of selling after all we practice these skills each day in our everyday lives. Below are some tips on how to successful become a salesman with integrity:

• Follow your prospect to feel the product: If you are selling a product and you want the prospect to take it seriously you should allow them to feel it, to see it. This will help then relate to it and connect to the item they see. Showing them you are serious about your products and services.
• Facing the Prospect: If you are on an interview or scheduled appointment face your prospect. Standing to the side or sitting off angle doesn't allow for a direct eye contact. When you talk to people and are listening you keep direct eye contact don't you? Why would you do anything different here? This shows them they have your undivided attention and you are sure you have theirs.
• Get them involved in your Presentation: Hands on experience or involvement in the presentation will ensure they are paying attention. Use some ice breakers to get the presentation warmed up. Let them know and feel it! That you are interested in their opinions showing them you are different from other salesman.
• Remember to spend time with the prospects: Don't rush them or push the sales off onto them this will only distract them and cause them to put up their defensive walls. Remember to answer all their questions and let the conversation flow naturally not planned that will be obvious to the prospect.

In the end it is up to you. Making sure that you are respectful and caring about the prospects when you are speaking with them. They will notice and when they can connect and relate to you and what your saying they are more likely to purchase from you. The rest is up to you!

Darren Williger is a over-motivated, guitar playing, low carbohydrate eating, wine making sales maker who writes for TopSalesmaker.com, MyLowCarbPages.com, and LawOfAttraction.WS.

Learning the Psychology of Closing Sales

Learning to close the sale is one of the most important steps in sales. After you have given them a surprising pitch you need to give them the time to think things over.

Closing a Sale:

When you come to the closing you have already laid a great foundation for the call by gathering much needed information on the prospect. Learning to build the walls are very important in your sales. Knowing when to listen and when to wait are also important to the sales call. When you think of the closing you should think of it as your “Roof” the protective layer that sits on the “house” of sales. The perfect finish to a beautiful creation. You must remain persistent in you attempts to make the close and don't lose track of your goals. This will help you in completing the sale because we all know the next salesmen will surely finish where you left off if you don't!

Just as there are signals to let you know when a prospect is not interested there are some for when they are. The following signals will let you know when to make you best moves. Learn them and watch your success grow:

• Requesting service-setting appointments. Like- “How soon can you come out?”
• Asking you about your rates and questions on the affordability of the product and service.
• Asking you to repeat a phrase or response.
• Asking about follow-up or care of services and products.
• Asking you questions on other satisfied customers.

Make sure at the closing that the prospect understands you and is clear on all things before moving on. Avoid using the word “Sign” instead joke about a bit “My I have your John Hancock?” The word Sign is very final and distracting. It may make the prospect think again. Try using some of the following techniques to help you with the closing:

• Silence is best when a prospect is thinking about closing the sale. Also at some point you must give the prospect the opportunity to breathe giving a “Yes” then is very possible.
• Offering the prospects some added service like discounted or free shipping and packing.
• Giving them the choice color or size, etc... On a purchase.
• Discount incentives on the product or services (Such as an additional 10% off first purchases).
• If it is the last one-(and it should be to do it) tell them! The feeling on urgency will help move the sale along.
• Don't give up on closing any sale. Sometimes a little persuasion can go a long way!
• Don't be afraid to ask to repeat the order more than once. It is better to be safe than sorry!

When you are finished with your prospective customer make sure to take a mental note of all you do. Review it thoroughly to help you see where you can improve and where you did well. Don't worry about the impending questions about what went wrong with the sale and why you couldn't close just know what you can do to fix it. Each experience can teach us all something and we will always be learning.

Practice this everyday and you will see the change in you. You will see the world through wider eyes. It will open up a new world that you would have seen if you just stopped worrying!

Darren Williger is a over-motivated, guitar playing, low carbohydrate eating, wine making sales maker who writes for TopSalesmaker.com, MyLowCarbPages.com, and LawOfAttraction.WS.

Networking Advice for Every Business Person

Networking is a big buzzword in any business enterprise in operation today. But does it really bring in the big business? Regardless of whether you’re looking for a new job or new clients, networking can be as great way to introduce you and your business to a huge number of clients and customers out there.

People who are successful in marketing know that the more people they get to meet and tell about their business, then the faster the bottom line of their business operations will grow. You should never neglect any opportunity to share what you know with other people and generate the requisite interest in whatever services or products that you have to offer.

If the act of going up to someone you hardly know and talking about your business isn’t really your style, don’t worry. That really isn’t the best form of networking that you can use. You should try any of these few tips below in order to find some of the best and most perfect network marketing opportunities that’ll help you grow your business or market it better.

Business Cards.
Don’t leave your home without these business cards, make sure that you offer them to everyone you can. From handing them out in bill payments, to handing them out in the bank or a grocery store – you should never miss any available opportunity to hand out your business card. A business card is like a mini-advertisement of you and your business. 10,000 business cards are cheaper and do a whole lot more for you than a full page advert in any magazine will do.

Volunteer.
Look for any organization that fits your business expertise and make sure you volunteer you services as either a one-time volunteer or you can do it on a constant basis. It is a great way to meet a huge number of people who may be interested in your services or any products that you may have to offer in the near future. It also gives you a base for future customer relations programs.

Become A Speaker.
By becoming a speaker you can easily share your expertise with local groups or organizations. It’s a perfect way to meet new people and share the talent that you have.

Join Business Groups.
You can join as many business groups and as possible. It’s even better to sign up to be an officer in one of these groups. No better way exists to position you in the local business community than by being a member in one of these groups or by being on the Board of Directors of such services on local, state or national levels.

Position Yourself As An Expert in Your Field.
Ensure that all the media outlets that can reach you and who require your services recognize you as a leader in any industry that you position yourself in. You should offer your expertise to them in interviews. You can also create a compelling press release that makes the media want to contact you and showcase your business.

Darren Williger is a over-motivated, guitar playing, low carbohydrate eating, wine making sales maker who writes for TopSalesmaker.com, MyLowCarbPages.com, and LawOfAttraction.WS.

The Style of the Sales Maker

The sales maker stereotype has haunted us for several years. We fight to get past the views of the general public and into a more respected light but without fail it continues to be a hindrance on sales makers everywhere. We are no longer the smooth talking, manipulative persistent people many grew to know. Learning to accept that concept has become harder and harder for communities everywhere.

Many sales makers are learning to deal with each prospective client in a different way. They are learning some like the fluff and some just want the cold hard facts. That is fine but it takes a special type of salesmaker to cater to the needs of all prospective clients.

A few tips from Vince:

Vince Caltagirone- stated that “I like to talk and laugh”. Vince is a Business school graduate and a salesman for The Stewart Organization. Vince is using principles that help him deal with each individual prospect. He says you must evaluate them individually and see what type of personality they have. This will help you determine their needs.

“The Key is being Versatile, so that you can adapt your style to someone else's style” says Lynne Richardson, Ph. D. Lynne Richardson is the professor and an associate dean of the UAB School of Business.

Learning Personality Styles:

Finding the right matrix for your social situation is important. Learning to determine what area each person is when you contact them is the difference between connecting with them and not connecting. Use of a horizontal and vertical matrix will show a clearer image. Division of them into four areas: Drivers, expressive, amiable or analytical.

Ambles and Expressive: They tend to wear warm and inviting colors and have personal items around them. Drivers have little displayed in the realm of personal lives. Where Ambles and expressive's may use personal items to show or express themselves, drivers and assertive's use furniture and other things as a barrier to separate themselves from other and are time oriented.

Fitting Styles:

You must learn to adapt to other people styles in sales. Each person you talk with is going to vary in some way. Learning to spot what style they are and adapting will help you chat and build trust with the prospective client much faster. Most people are picky and will buy from people who are mostly like themselves.

Vince Caltagirone has used Linda Richardson's Class to master this technique in sales. He was able to use the technique before even finishing school. “It works” Vince stated.

Linda Richardson's Class does hands on training in sales. She practices with the class figuring out what style or personality they are and then use roll playing sales situations. They are videotaped for learning purposes. They watch them and learn what was done and how it can be improved.

In the end the most important things to remember are to take the time to adjust to the style of the prospect you are talking to. In sales it isn't always a guaranteed but with a few extra pointers we can all master sales!

Darren Williger is a over-motivated, guitar playing, low carbohydrate eating, wine making sales maker who writes for TopSalesmaker.com, MyLowCarbPages.com, and LawOfAttraction.WS.

Secrets of Effective Sales Presentations

Secrets of Effective Sales Presentations

How Sales Affects our Lives:

The world of sales has grown greatly over the years. Understanding that sales touches our lives every day in some way is important. Learning that if you are the boss you are making presentations constantly, everyday. Pitching to the board, a client, a new employee just becomes part of the job. But in essences that's what sales is all about.

Life is a series of sales presentations. Knowing how to boost your people skills to get a better presentation is next on our agenda. Here are some helpful tips to become more people oriented:

IPRESENT:

I – involving your audience:

Allowing your audience to help create your solutions is a grand idea. People naturally strive to achieve and in this sense allowing them to help in solutions will make them feel they have achieved something.

Try and ask a lot of questions that can create participation this will help get to those quiet people. Sometimes this can destroy a project but it will give you a more attentive audience.

P – Preparing your Audience:

Making sure your audience is prepared for what is ahead is also important. Giving them things to do before and during the presentation will prepare them for what is to come.

Try these Tactics:

• Give homework: While this sounds funny in an adult setting it is important to ensure they are ready for the presentation at hand. Giving them a few tasks such as reading to be completed before the presentation you will know they are on the same page.

• Contacts before the meeting: if you have contacted them by email or text for instance you might want to give them a survey to gather information on different people’s position on the topics for the meeting. This will get you prepared as well as them.

R – Research your bullets and key points:

Make sure you are prepared. Keeping notes and stats on hand before the presentation is very important. Learning all you can on your key presentation. It is not easy to give a presentation and making sure you have all the facts before hand can make or break your presentation. Make sure you have stories and jokes, or ice breakers prepared as well a full audience can be difficult to entertain.

E – explaining why:

Presenting a good argument is important in a presentation but one of the most important things to remember to cover is “Why”. When convincing your audience that your idea, product, service, etc...Is worthy you must explain to them why it is worthy. Making sure they can envision “why” during your presentation is important too. Sometimes telling them why won’t be enough.

S – State (Mental) Management- The mental state that you have during the presentation will affect the way the audience sees your presentation. Learning how to control the way you think will help the way it comes out to the audience.

E- Eliminating the Unknown- Learning how to control your fear of audiences and public speaking is important. Many people have a fear of talking in large crowds. The key is to know you have it and make sure you address the issues by controlling your anxiety and nerves. This will give you a negative response from the audience and lower your voice during the presentation. Prepare yourself by checking and rechecking your notes until you feel comfortable and role play with friends and colleagues or others who will listen.

N- Know your Audience- When presenting you must do three things: Meet their needs- which you will need to find out before the presentation- research or surveys are a good way to get an idea of this. Reduce tension- Telling a good joke or having ice breakers and knowing your presentation are a few ways to achieve this. The Third is Avoid Mistakes- Making sure you know your material and have done thorough extensive research of the material is important.

T- Tailor the presentation- Making sure your audience doesn’t grow bored or get too distracted is important. Looking through your presentation and including the audience throughout will keep them occupied asking them questions and having participation will strengthen your presentation.

Remembering that life is a presentation will give you a better view of the planned presentations in your life. Learning to connect to people and spotting their styles quickly will keep your audience lively and interested in what you are talking about. It’s your life...take charge!

Darren Williger is a over-motivated, guitar playing, low carbohydrate eating, wine making sales maker who writes for TopSalesmaker.com, MyLowCarbPages.com, and LawOfAttraction.WS.