Want to help more people and make more sales?

While teaching sales strategies to two different clients yesterday and today, both said to me, “Wow.. I need to unlearn what my company taught me. No wonder I’m not getting many appointments set.”

I’ve also heard this before from past clients. And this can’t be coincidence.

These two particular companies are well known and respected ones – one of the oldest and best-known in the financial services industry and one very respected marketing company. Both teach their sales staff very specific strategies and scripts filled with phrases that boast of the company’s successes, accolades, and awards but do very little to engage the prospect’s dreams, wants and desires. They don’t connect the dots from what the company offers to what’s in the prospect’s mind and heart.

So how do you connect those dots? By asking great sales questions.

Here are six quick tips to do it: 

1. Don’t assume you know your prospect’s pain and pleasure points – ask them. Even if you guess correctly, they need to be expressed in their own words, not yours, so they can relate both intellectually and emotionally.
2. Make an active sales experience for your prospect, not passive.
3. Create a sales conversation instead of a presentation.
4. Help your prospect get clear on what they want, how it will positively impact them and what the costs are for not acting.
5. Use check-in questions and assess the fit as you go.
6. Leave the decision-making power with your prospect. As you progress, ask them if they’d like to hear more. Don’t try to be sly or force a sale on them. If you’ve done a good job at helping them connect the dots, the buying decision (the “close”) is up to them. 

It doesn’t matter how good your product or service is if you can’t help your prospect make an emotional and intellectual connection. Your goal is help them to take action and have ownership of their buying decision. These steps will virtually guarantee that. 

Jason E. Rosado
Business Coach & Speaker

Helping service-based small biz owners and sales professionals achieve your ideal business in 12 months or less. Want to get started?  Sign up for your FREE “Business Success E-Series”!   

773.829.1276
Jason@DistinctiveCoaching.com

Website: http://www.AchieveYourIdealBusiness.com
Twitter: http://twitter.com/BizCoachJason
Facebook Profile: http://facebook.com/BizCoachJason 
Small Biz Tip of the Day: http://facebook.com/GrowYourBiz  

How do they impact your client personally? By having more time with family, less stress, higher income, better health, more energy?

Those are the kinds of motivators/drivers that appeal to potential clients and that they really will respond to. It’s the bottom line of “what’s in it for me.”

See all the small business daily short tips at:

I do make sure that your small business coaching gives you
all you need to know to have your small biz “killa swagga” – so you can
get more clients, make more money, and enjoy more time and freedom! 

Does your sales and marketing have it’s own unique style and zip?
Does it make people jump out of their seats and run to hire you?
Or mesmerize them by its cool, calm smoothness so they can’t help but say ‘yes’?

Not sure what I’m talking about? Well, that’s ok…

For one month ONLY or until spaces run out -

Contact me now for a One-on-one FREE Small Business

**Sales and Marketing Swagga Makeover**

• Assess your current sales and marketing activities
• Determine which activities you should keep – “Giving you swagger”,
  which ones you should throw out – “Costing you swagger”,
  and which new ones to add – “Killer swagger”
• Make a three-stage plan to move forward and reach your ultimate business success!

The video is for laughs.
But the Free ”Small Biz Swagga Makeover” is for real!

So don’t wait – spaces are limited, contact me now.

Check out this video from world-famous Swagga Coach, Taavon:
“Zach Galifianakis and all the biggest actors in Hollywood have hired
the best swagga coach in Los Angeles…”

The presenter was giving very helpful information on the proper nutrition, diet and mindset needed to lose weight. It was very motivating, uplifting and moving. But…

I thought to myself, I bet only 20 people in that audience are going to make meaningful changes that will move them towards their desired weight loss goals once they leave the seminar.

Knowledge without action is worthless.

Don’t just read a book or an article, listen to an mp3 or watch a video about taking your marketing or sales to the next level. Make a plan on how you will put that info into ACTION today to grow your business.

Here are several quick and easy tips you can use to get into action – one for each day – to grow your business. If you have taken action on one of the Small Business Tips of the Day, then go ahead and “Like” our Fan Page, and post your success to the Wall!

http://facebook.com/GrowYourBiz

By posting your own successes, you can help many others with their action as well as have a place to introduce yourself to hundreds of other small business owners at the same time.

It’s a win-win!

Now… What action are you taking today to increase your clients, serve more people and explode your income?
(Hint: click here -> http://facebook.com/GrowYourBiz)

To your success!
Jason

Want to GET MORE REFERRALS from your current clients?

Here’s how in TWO EASY STEPS that you CAN DO TODAY…

1.) Start a dialog with the question, “What has been the most helpful for you about our work together so far?”

Asking this question helps to reaffirm and reinforce the value they’ve received from you, in their words and from their point of view.

2.) Then follow up with, “I’m looking for more clients right now. Do you know anyone that would also benefit from ____ (repeat their stated value, in their own words)?”

For more quick, easy business growth tips like this, go to > http://facebook.com/GrowYourBiz <

Don’t forget to “LIKE” it, and add your introduction of your business to The Wall, for the other Fans to see!

Getting the word out about your business on Facebook is one of the best, fastest ways to grow a following and get more people excited about how you can help them.

Feel free to comment with your thoughts, experiences, and share your insights with the other members. The more you share and post, the more exposure you get for your business…

* FRIDAY Tip of the Day: Prioritizing and efficiency -> When making your To-Do list at night, place the thing that… http://bit.ly/b8HJZU

* THURSDAY Tip of the Day: Getting More Yes’s to Your Networking and Sales Meeting Requests – Have you demonstrated… http://bit.ly/bkjSur

* WEDNESDAY Tip of the Day: When writing an online profile, bio or description of your business, be sure to relate… http://bit.ly/bg4lLN

* TUESDAY Tip of the Day: Use the “Solution, problem, solution” format in your speaking engagements and sales… http://bit.ly/aOS2Qj

* MONDAY Tip of the Day: The biggest sales mistake that most people make is not asking enough questions. You need to… http://bit.ly/9o1L9K

Have a great week!
BizCoachJason
http://facebook.com/BizCoachJason

BEST:
A really good sales (and marketing) system and approach is one that helps people to make life-changing decisions and take action, even if they don’t buy.

LEAST:
Honestly, nothing comes to mind. When I sell, as well as when I teach my clients how to sell, it’s all about getting to what’s best for the prospect. Again so even if they don’t buy, I look at it as a ‘Win’ for both sides. And taking that approach and giving that value does lead to many more closes and happy clients.

But, I don’t want to short-change the question, so I guess if I had to pick one thing as a “least,” it would be the once-in-a-while when I can’t help someone to make a decision one way or the other. I find that generally these people are usually not the sort of people I want to work with anyway.

Sorry… I guess I turned that back into a positive again. LOL

I’m sure there are things I don’t like, but this was just off the top of my head in reponse to an online post.

-> What are your thoughts on the “Best and Least Liked Aspects of Sales”?

Every busy small business owner can take the time right now to work on “The One-Minute Marketing Plan”:

-> Write down three different ways to get the word out about your business.
-> Circle the one that resonates the most for you.
-> What’s the first step you’re doing today to make it happen?

Reply at http://facebook.com/GrowYourBiz

Here’s to your success!
BizCoachJason

Ok… they’re actually still called “Fan Pages.”

But many people have been commenting on the fact that Facebook has switched  from the “Become a Fan” button to a “Like” button.

The thinking is that people will be more likely to “Like” a page rather than “Become a Fan” of the page. I assume this is sort of like the difference between telling someone you have a crush on them and actually asking them out.

Although I don’t remember specifically getting up a lot of courage to just tell a girl that I “Liked” her and not follow up with a date offer. But maybe that was just me. Maybe I really wanted to “Become a Fan” so bad that it all was really same.

I wonder if in the end, Facebook will realize that this, too, is really all just the same.

Anyway, enjoy the new Facebook “Like” look. And please post your thoughts below on the subject!

“LIKE”  http://facebook.com/GrowYourBiz  :)

P.S. And, oh yeah… If you LIKE getting more clients, more money, more time and more freedom all from your business, then go ahead and ”Like” our Fan Page, “Achieve Your Ideal Business Now!”

We’re giving away the Sales & Marketing “Tip of the Day” each day. And you can also create lasting networking connections by posting something about your business on The Wall for all the other Fans to “Like”!

Like!

Even if you’re not a baseball fan, stick with me here. I’m talking about how to implement your sales game plan to gear up for a long, successful season.

Actually, I’m more of a football and basketball fan myself, but this baseball analogy made too much sense to pass up.

But first, let’s talk about how your philosophy can impact your overall game.

I work with my clients to transform their sales philosophy so “sales” is equated with “service,” no matter where the prospect is in the sales cycle.

“Sales = Service”

The goal of your sales call is to find a way to offer help and work with that prospect (not “pitch to” them) towards realizing some value gained from your interaction. That value you provide should be appropriate and proportionate to your own business goals and needs.

So when you contact a prospect, the main question on your agenda should be:

“How can I help this person make their job and life better?”

This approach solves A LOT of confusion, anxiety and uncertainty, and it also creates a very effective, ethical and enjoyable sales process for both parties.

If the result of your contact ends up simply being the chance for you to give some advice, resources or other form of value, great. They’ll appreciate and remember you for it.

If the outcome is to set up a face-to-face, phone or web meeting to offer more time for an in-depth conversation, solution or advisory session, even better.

If your call ends up being a sale that’s going to solve all their problems, that’s obviously awesome.

But even if it turns out that they don’t need your help, that’s good, too. Either it isn’t and won’t be a good fit for you to work together, or it just isn’t the right time for them *right now*. You can assess that, so you know how and when to move forward with them, and that is time well spent.

Remember, it takes time to develop a relationship, and this is how successfully closed sales are built - over the course of productive and mutually beneficial interactions and conversations.

In terms of progress during the sale cycle, let’s get back to our baseball analogy, because this is where it gets really important and most sales professionals strike out:

You don’t need to hit a homerun every time.  

Actually, don’t even try to hit a homerun every time.

The risk/reward ratio is in your favor to just get on base – make small victories that build – rather than striking out most often with the hope you’ll hit one out of the park once in a while. Those probably won’t happen fast enough, and you’ll be out of the game in no time at all.

So by thinking and acting in terms of providing service when you’re up to bat, you’ll hear the crowd go wild, you’ll advance your runner, and you’ll safely cross home plate more often.

And the best part – Everyone wins.

Play ball!