Sales Techniques - Ask Your Prospect Questions and Boost Your Sales

Why is asking questions considered a sales technique? Because, too few sales people actually ask questions.

Most salespeople just start their sales talk without any regard for what their prospects needs and wants are. How can you possible know what your prospect or client needs if you do all the talking? The answer is simply, you can not.

As a salesperson, it is your job to get people to buy what you are selling. Period. To do that, you need to discover what your prospects problem is, this way you have the opportunity to help him solve it. Just spewing your sales talk does not allow you to get any information from a client or prospect.

Let us say for argument sake, you are selling websites to company owners to increase their online presence. When you meet with your prospect, you start discussing the benefits of having an online presence and how much the internet has grown as a source of business.

You explain how many of your other clients have had a tremendous increase in business as soon as they had a web presence. Then you show him all the benefits of having an online presence. But...

Thisprospect already has a website. He has had a site for years. His problem is the website he has is not generating any traffic and therefore he has not gotten any sales from it. So trying to sell this person a website to increase his business will only result in a lost opportunity.

Had you asked questions first like "what are your online goals, Do you already have a website or What are your thoughts about websites?" you would have discovered that this prospect has a website but is extremely dissatisfied with it.

Once you know what your prospects problem is, you know how to address it. When you ask questions early in your sales call, you will discover the needs and wants of your prospect so you can help him get what he wants. You will close more sales and make more money by asking questions.

Zig Ziglar is famous for his quote "You can have everything in life that you want if you will just help enough other people get what they want." The trick to doing this is to ask people questions so you know what it is they actually want.

Asking questions is a powerful sales technique and you should use it whenever you can. Don't make the mistake so many other salespeople make.

About the Author

Marc Savage
To learn more download my FREE audio report-How To Read Your Prospects Mind here http://www.Dynamic-Selling.com Marc Savage is the owner of http://www.Dynamic-Selling.com

5 Habits of Highly Successful Salesmen

The term "born salesman" is something that gets thrown around a lot in sales circles. Very often, when we think of a successful model for selling, we think of the guy who just oozes charisma. This is the type of person that can work a room like nobody else and has prospects and referrals booking up all their available free time.

But that probably doesn’t describe 99% of people in sales positions right now. But does that mean that all hope is lost? Of course not! Successful salesmen are made, not born. Here are 5 habits that can make you into a highly successful salesman:

1) They use CRM Software to track prospects - This is absolutely vital in this day and age. CRM software makes it possible to keep touching the prospects at set intervals. Most salesman are horrible at following up with prospects and that's horrible for them because sales IS a numbers game. Even if you can't physically see the prospect to make a call, very sophisticated CRM allows you to email/direct mail at set intervals. This is automated prospecting and needs to be in any serious salesman's arsenal.

2) They use multiple channels to keep in touch - Like I mentioned previously about CRM Software, it's sometimes not possible to actually see a prospect. So if that's the case, you want to make sure you place a phone call, send a note, or send an email. Attacking a prospect from all angles makes you more visible without being a burden
on the prospect.

3) They keep in touch with customers post-sale - Successful salesman realize that their work is not done after the big sale. After the sale is where you establish the trust of being an advisor to them.

4) They ask for referrals - Most salesmen say they ask for referrals, but very few do it effectively. Saying "I'd appreciate it if you pass the word around about me" is not asking for referrals. Be direct and to the point about who they might be able to refer to you. If you are doing a good job for them, they should be happy to refer clients to you.

5) They treat customers like gold - This should seem obvious, but it's not always. Current customers are your #1 priority and should always remain that way. Only after you exceed the needs of your clients do you begin your prospecting. That doesn't mean that you go overboard, but you need to make sure they are happy. Retaining customers is every bit as important as getting new ones.

If you follow these tips, you'll be on your way to sales success. Remember that being a successful salesman does not mean that you have to charm your way into every sale, but it does mean that you’re committed to following a system that will result in more leads into your sales funnel. The more leads into the funnel and the more touches you have with that prospect, the more sales you will have. The only difficult part is keeping track of who you talked to and when, but with technology these days, there is no excuse for not following up on quality leads.

About the Author
Dave Roth is a CRM Software consultant who runs the website www.elitecrmsoftware.com which offers sales and marketing tips as well as a CRM Software Evaluator.

Best Autoresponder Reviews - 2009 Comparison of Aweber, Getresponse and TrafficWave

Most autoresponder reviews I've read explain how an autoresponder makes it easy to facilitate newsletter distribution services. An autoresponder automates the process of sending follow up email messages and allows you to send email automatically without having to add addresses to a list manually. This allows you to promote and pre-sell to leads that respond to your offer from your website or blog.

I highly encourage you to investigate all aspects of an autoresponder when determining which one is best suited to meet your email marketing needs. You should review feedback from other users on things like price, features, benefits, ease of use and customer support. You may also want to review their affiliate program if you intend on referring others to it. Find out how much the autoresponder company pays for first level referrals and if they pay on sub-affiliates referrals too.

Aweber, Getresponse and Trafficwave are widely considered the most popular brands of autoresponders. Other professional autoresponders include that of iContact and Stream Send.

Getresponse is priced at $17.95 per month. One Getresponse review I read expressed that your expectations will be met by choosing Getresponse because it includes sales and revenue tracking, unlimited email marketing campaigns, unlimited follow ups, subscribers, and more than 150 professionally developed html templates. They also have tutorials which quickly and clearly show how to utilize it to its full potential as well as describe how you can get the most out of email marketing. Along with free technical support by email, phone and live chat there is a forum where questions can be posted and answered. Overall, Getresponse received much praise and appears to be an excellent autoresponder option.

Most Aweber reviews gave high marks to Aweber's click tracking and reporting, which allows you to see the links embedded in your email your readers clicked and whether your email was ever opened.
Aweber also provides full spam protection, as they practice a double opt-in concept which means people who request your information will need to confirm their request via email before they receive any further follow up emails from you. Around since 1998, Aweber's long list of features includes unlimited autoresponders, email broadcasts, follow up messages, customer support, and a high email delivery rate.

Of the major autoresponder solutions offered, I have tried Aweber and Trafficwave and from these two I would choose Trafficwave as my personal choice. I consider it the best value for the money. Trafficwave is used by many people in all sorts of industries marketing online. Trafficwave is only $17.95 per month and includes unlimited email campaigns, subscribers and ad trackers. The ad trackers are a unique feature of this autoresponder solution and help you keep track of your online ad placements. The nice part about Trafficwave is the pricing stays the same regardless of how many subscribers you obtain. With Aweber, your price increases as your subscriber list increases. On the other hand, both Aweber and Trafficwave are packed with tons of features and setup can be accomplished in a matter of minutes with their easy step by step tutorials.

Read and compare the latest autoresponders user reviews at Best Autoresponder Reviews 2009. Autoresponder users submit a free review.

Article Source: http://EzineArticles.com/?expert=Darryl_R_DeLong

10 Ways to Guarantee Your E-Newsletter Will Be Read

It seems like everywhere you look these days companies are sending out newsletters. I get newsletters in my mailbox at home. I get a ton of e-newsletters in my inbox each day. Every time I purchase something, my name gets on another list. It really seems to be getting out of hand. Yet I still find that my own e-newsletter for Cereus Women gets read and "fowarded to friends" regularly. I continue to receive positive comments on my article content. Despite the amount of e-newsletters inundating the world, people are still entertained by some of the more educational and enjoyable ones.

So, how do you ensure that your e-newsletter gets opened and read? Here are 10 things I think about each month when sending out my own newsletter:

1. Decide on a theme for each e-newsletter you send.

For each newsletter issue I send out, I pick a theme for that month. Let's say my theme is "Newsletter Basics". I will supply personal information about my own newsletter. I will include articles that will educate my readers on ways to improve their own newsletter. I will recommend other products my customers can purchase to further educate them on, you got it, their newsletter!

2. Your title may be the most important sentence.

The title or subject line of your email newsletter is going to be the biggest draw, especially to newly subscribed readers who don't know how great your newsletter is yet! The subject determines whether your reader will actually open the email or just delete, so it needs to be enticing.

3. Keep your theme and your content inline with your niche.

Your subscribers are on your email list for a reason. They are interested in your particular niche. You need to keep that focus, or you may start to lose some of your subscribers.

4. Remember the 80/20 rule.

80% of your content should be educating your reader about your topic. They should be learning something new. 20% of your content should be selling. Make sure you have a section that explains what you and your business is all about. Too much selling and you will lose readership. Too little selling and your business will suffer.

5. Keep your content educational and entertaining.

The best way to ensure subscribers open your newsletter and possibly even forward it to a friend is to make sure your readers are entertained. The newsletters I read faithfully are those that make me laugh while at the same time they are teaching me something useful that I can use in my own business or life.

6. Include a personal story.

People can learn all about your business by shopping at your store or visiting your website. Your newsletter is a way for your customers to get to know YOU. Always include something personal in your newsletter. It could be something you learned recently. It could be about your kids, or something you saw on the road driving to a meeting. Make your newsletter sound like you are talking to a friend. Friends buy from friends.

7. Keep content to around 400-700 words.

The computer can be a great means of information, but it is also hard to read long articles online. Keep your content short and focused. Keep your readers engaged, but keep it short. Your customers are just as busy as you are.

8. Include contact information and a privacy statement.

Including this information shows new readers that you are legitimate and that you have no intention of spamming them or selling their email address.

9. You MUST include a simple way to unsubscribe.

This is an absolute must! Any bulk emails sent without an unsubscribe link is considered spam and could get you banned. If you are using an email service such as Aweber or Constant Contact, then this feature is automatically added for you.

10. Include copyright information and allow readers to re-use your article.

When your article gets re-used by your readers, it helps to give your website and your name more exposure. This will only help you to grow your list of customers. Their readers will see your article. If they are interested, they may click to your website and either join your list or make a purchase. Make sure you are clear that anyone using your article needs to keep the article as-is and include your copyright info and a link to your website with the article.

These are methods that I learned from other successful professionals. The ideas work for them, and they are certainly working for me. If you keep to the basics and provide compelling writing mixed with personal stories, your newsletter will be a success.

Kimberly Reddington, founder of CereusWomen.com, teaches moms how to turn their skills and talents into a successful home-based service business and to find a balance between their business and their family. Discover Kim's popular special report by visiting http://www.CereusWomen.com

Article Source: http://EzineArticles.com/?expert=Kimberly_Reddington

The 5 Ws of Newsletter Or Ezine Publishing

You have a website that sells a product or service. You have decent traffic, but most of the visitors are unique visitors, meaning, they visit once and then leave and possibly forget that your business even exists. One of the single most important things that website owners should do, but all too often do not, is capture the names and email addresses of visitors to their site. Obviously it's not usually possible to capture the information of every single visitor to your site, but that is really ok, because you don't want every name. What you do want to capture is the information of individuals who visit your website, are interested in your product or service and either, want to learn more from you, or want to hear about deals or specials you may offer. But how do you get this information? The simple answer is with an ezine or newsletter. To help you decide whether to develop such a tool, here are the 5 Ws of Newsletter or ezine creation:

(1) - Who should publish newsletters? Just about any online business can benefit from distributing a newsletter or ezine. There is no better way to promote your business with little expense than by sending an ezine to your opt-in list.

(2) - What kind of content should my ezine include? The key to any successful ezine is great content. Your readers have subscribed because they have an interest in your industry or area of expertise. The information you provide to them should therefore be relevant and fresh. Topics can include anything from product reviews, industry news, useful resources, tips and tutorials and specials or promotions. The content can be written by you, by a ghostwriter or obtained through some of the hundreds of free article banks on the internet (as long as proper credit is given to the author).

(3) - When do you send a newsletter? This depends on a few things. First, how much time do you have to put into it? If you don't have much time, you might consider sending a quarterly newsletter to at least get your name into people's consciousness four times a year. This may however, give readers too much time to forget about you. With quarterly newsletters, there is always the danger that by the time newly subscribed readers receive your newsletter they will have forgotten you. Sending an ezine monthly or bi-monthly provides a higher probability that your readers will remember you, but won't feel that you are monopolizing their inbox.

(4) - Where do website visitors opt-in? There are various ways that you can have your readers opt-in to your newsletter. Some ezine services provide you with code to add a pop-up window to your site asking visitors to opt-in as they arrive at, or leave your site. Although these methods have proven successful, many fear that their visitors will be annoyed by these tactics and opt for a simple sign-up form. Placing your form so that it is immediately visible to your visitors when they arrive on your site is likely to gain you more subscribers, as will having an opt-in incentive such as a free e-book or a discount on a product or service.

(5) - Why distribute an ezine? An ezine or newsletter is an incredible way to develop a relationship with your website visitors. As you probably already know, repeated exposure to a brand promotes familiarity and usually encourages positive feelings towards that brand. The more familiar consumers are with your product or service, the more likely they are to buy from you rather than from one of your competitors. By sending your readers information regularly, you are establishing yourself as an expert in your field, thus increasing your readers' receptiveness to your products or services.

For most, the benefits of putting out a newsletter well outweigh the work that you will put into creating it. Every online business should have a means to capture visitor information and ezine or newsletter distribution is a great way to do just that.

Kelly Sims is a Virtual Assistant and Owner of Virtually There VA Services. To see if your life could be simplified, visit => http://www.myvirtualofficeassistant.ca/quiz.html and take the "Simplify Your Life" quiz. While you are there, register to receive the free mini e-book, "How to Add 2 Hours to Your Day: Lessons in Efficiency". The Virtually There VA Services can be found on the web at => http://www.myvirtualofficeassistant.ca.

Article Source: http://EzineArticles.com/?expert=Kelly_Sims

Re-Ignite Motivation and Re-Engage Your Workforce: Implement an Employee Stimulus Plan on Employee Appreciation Day

Globoforce Offers Tips to Boost Employee Engagement during Recessionary Times

While March 6 is officially 'Employee Appreciation Day,' Globoforce - the leading provider of results-driven global strategic employee recognition solutions - offers advice on how to elevate this one day into a year-round 'employee stimulus' package designed to re-ignite motivation, re-focus and re-engage today's challenged workforce.

Employees today are suffering from a psychological recession and layoff survivor syndrome - from having to say goodbye to pay raises, bonuses and co-workers due to our ailing economy. As reported in a recent article on MSNBC.com, "A flurry of research after the economic downturn of the 1990s found that layoff survivors reported high levels of distrust and lower levels of motivation and engagement. Absenteeism went up, productivity went down."

However, research also shows that when done properly, employee recognition can be just the employee stimulus effort needed right now - providing a lifeline to motivation and productivity. According to a recent Towers Perrin report, "With effective leadership and communication, a company can drive somewhat committed employees to become fully committed employees. Engagement levels - defined as an employee's willingness to invest discretionary effort in their job - go up. This in turn can raise productivity and result in greater shareholder returns."

"Our economy is not the only thing in dire need of a rescue package," said Derek Irvine, recognition strategist and Vice President of Global Strategy, Globoforce. "Employee morale during these trying and fearful times could use a rescue plan of its own. Ongoing and equitable employee peer-to-peer recognition programs can re-engage disconnected employees, galvanize them around core company values and raise productivity levels throughout the organization. Companies should use Employee Appreciation Day as a point in time to kick-start this type of high impact, year-round effort."

Irvine noted that a simple thank you or a small reward can have an immediate impact, elevating mood and boosting morale. Connecting these rewards to company values and goals helps to align an entire workforce around critical objectives. Forward-thinking companies that figure this out will experience near- and long-term benefits, emerging from this recession in a position of strength.

According to Irvine, companies can re-align and consolidate existing recognition program budgets to accomplish this critical task and most often do it at a significant savings - upwards of 50 percent of existing program costs. For one-tenth to one-twentieth of its total bonus budget, a company can reward and recognize employees year-round with smaller yet more impactful rewards.

Tips: The Five Keys to Creating an Employee Stimulus Program:
• Use Employee Appreciation Day to Kick-Off a Year-Round Effort: Use Employee Appreciation Day to kickoff a new, year-round employee stimulus effort or energize your existing one. By recognizing and rewarding employees throughout the year, it creates a culture of appreciation and ignites motivation and productivity.
• Create High Impact 'Recognition Moments' to Re-Ignite Motivation: Giving employees the generic company watch or one-size-fits-all gift is an uninspiring way to say thank you. Rather, award your employees by giving them a choice of meaningful, self-selected rewards such as gift cards, quality merchandise or travel vouchers. When employees redeem their award, it will create an important recognition moment with lasting impact and bigger trophy value - something employees desperately need in this down economy.
• Empower Everyone in the Process: Give them the Means to Reach Out and Thank Someone: Employee recognition should not reside solely on the shoulders of management. Every person in the organization should be empowered to acknowledge their peers and co-workers for a job well done. In down economies more than ever, people need to reach out, make a connection and acknowledge the good work done by their peers. It's simple human nature.
• Tie Rewards to the Bigger Picture for Bigger Results: Employee recognition should be directly linked to the company's vision, mission and core values. This aligns the entire workforce toward achieving critical company milestones.
• Communicate, Again and Again: Frequent program communication raises awareness, increases participation, boosts performance, and, most importantly, helps develop that important culture of appreciation - all of which leads to a happier, more productive workforce.

The Little Engine That Could

A little steam engine had a long train of cars to pull.

She went along very well till she came to a steep hill. But then, no matter how hard she tried, she could not move the long train of cars.

She pulled and she pulled. She puffed and she puffed. She backed and started off again. Choo! Choo!

But no! the cars would not go up the hill.

At last she left the train and started up the track alone. Do you think she had stopped working? No, indeed! She was going for help.

"Surely I can find someone to help me," she thought.

Over the hill and up the track went the little steam engine. Choo, choo! Choo, choo! Choo, choo! Choo!

Pretty soon she saw a big steam engine standing on a side track. He looked very big and strong. Running alongside, she looked up and said:

"Will you help me over the hill with my train of cars? It is so long and heavy I can't get it over."

The big steam engine looked down at the little steam engine. The he said:

"Don't you see that I am through my day's work? I have been rubbed and scoured ready for my next run. No, I cannot help you,"

The little steam engine was sorry, but she went on, Choo, choo! Choo, choo! Choo, choo! Choo, choo!

Soon she came to a second big steam engine standing on a side track. He was puffing and puffing, as if he were tired.

"That big steam engine may help me," thought the little steam engine. She ran alongside and asked:

"Will you help me bring my train of cars over the hill? It is so long and so heavy that I can't get it over."

The second big steam engine answered:

"I have just come in from a long, long run. Don't you see how tired I am? Can't you get some other engine to help you this time?

"I'll try," said the little steam engine, and off she went. Choo, choo! Choo, choo! Choo, choo!

After a while she came to a little steam engine just like herself. She ran alongside and said:

"Will you help me over the hill with my train of cars? It is so long and so heavy that I can't get it over."

"Yes, indeed!" said this little steam engine. "I'll be glad to help you, if I can."

So the little steam engines started back to where the train of cars had been standing. Both little steam engines went to the head of the train, one behind the other.

Puff, puff! Chug, choo! Off they started!

Slowly the cars began to move. Slowly they climbed the steep hill. As they climbed, each little steam engine began to sing:

"I-think-I-can! I-think-I-can! I-think-I-can! I-think-I-can! I-think-I-can! I-think-I-can! I think I can - I think I can - I think I can I think I can--"

And they did! Very soon they were over the hill and going down the other side.

Now they were on the plain again; and the little steam engine could pull her train herself. So she thanked the little engine who had come to help her, and said good-by.

And she went merrily on her way, singing:

"I-thought-I-could! I-thought-I-could! I-thought-I-could! I-thought-I-could! I thought i could - I thought I could - I thought I could - I thought I could - I thought I could - I thought I could I thought I could --"

THE END

"Whatchya Waiting For? Appoint Yourself the Expert!"

There's one marketing condition I see over and over with my clients, and it's called "but-I'm-not-an-expert-yet-itis". These people are afraid to play bigger because they think it's not their time yet. (The important words there being "they think".)

They're waiting for something to happen - a degree, a certification, a blessing from the gods in their industry, a recognitional nod from their respected peers.

Please listen carefully: This attitude will kill your business and take years off your life! It's VERY important to position yourself from the get-go as an expert in what you do.

Why do you want to be seen as an expert? Experts are more respected, get media attention, can market more easily and inexpensively, get paid more, and receive less price resistance (meaning people are happier to pay what you ask).

So, instead of waiting for someone to invite you to the top of the mountain, I urge you to simply "leap frog" your way over everyone else at the bottom.

Hear me loud and clear: You do not need anybody's permission to believe you're the best at what you do and share that fact! In fact, here are a few points I make to my clients if they are expressing doubt about their "qualifications" to sell information, programs, or services and charge well for them.

In the eyes of your prospects, clients, customers, and the media, you're seen as an expert if...

1. You Know More About Your Topic Than Your Target Market Does

When I first created my Boost Business With Your Own Ezine system, I wouldn't say I was an expert on ezines by far. But by studying the topic in depth to create my own ezine, I'd weeded through all the junky information to get to the good stuff, and I wanted to share it.

You'll find you can make quite a good living just teaching people how to get started in something. (You don't have to be the end-all wizard of the topic.)

2. You've Done What You're Teaching Others to Do

One client of mine, whom I'll call "Pat", teaches real estate investing. She wanted to create a high priced mentorship program of her own, but was nervous about it. She didn't feel right charging a lot of money for her personal time and advice, which meant deep down she wasn't confident in what she was teaching.

I asked her, "Did you make a million dollars investing in real estate?" She said yes. "Then just show them what you did," I replied. "Are you confident in that?" Her answer was a resounding "YES!" Once she realized she'd simply be teaching what she herself had already done, it eliminated her nervousness, made her sales much easier, and she was comfortable charging a hefty (and well deserved) fee.

3. You've Been Quoted on Your Topic in the Media

Sometimes the cart comes before the horse, and a brush with the media IS what makes you seen as an expert. A cosmetic surgeon friend of mine was recently a guest on a Los Angeles television show, and he now proudly promotes that fact in his ads, brochures, and office displays.

When I was interviewed by The Wall Street Journal on the subject of small business email marketing, you can be sure I added that to my bio as soon as I got off the phone!

4. You've Written a Book or Articles on the Subject

Nothing says "expert" like writing a book or by getting your name "out there" via articles. When you put a pen to paper (or fingers to keyboard) and simply share what you know, no matter how simple the information seems to you, people instantly view you as an authority figure. All you have to do is put yourself out there.

A friend of mine recently chose a financial planner based on the fact that he was a published author. "After all, he wrote the book on it!" she said. In her eyes, that sealed the deal, and she was happy to pay more for his services without question.

5. You SAY You Are the Expert!

I dubbed myself "The Ezine Queen" several years ago, simply because it had a ring to it. I had no idea at the time how much that would help me get famous and be remembered.

Did you know that Muhammad Ali became known as "The Greatest" because Ali himself said it? Yep -- he just kept saying it, and then eventually so did the media!

So if you have a good moniker in mind, go for it.

The Bottom Line... It's up to YOU.

Remember this: Your prospects, clients, and customers will virtually always accept the positioning that YOU choose for yourself and present to others.

So, whatchya waiting for? : )

© 2005-2009 Alexandria Brown International Inc.

Online entrepreneur Ali Brown publishes the award-winning 'Highlights on Marketing & Success' weekly ezine with 36,000+ subscribers. If you're ready to jump-start your marketing, make more money, and have more fun in your small business, get your FREE tips now at www.AliBrown.com