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  

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

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

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

And I want to share something very interesting from our session today… 

We are working together to build his business to increase his customers, increase his staff, increase his sales, increase his own take-home pay, and generally build up his business, just as all my clients generally want for their own businesses.

At the moment, he has some things that are getting in the way. He is:
- Not sleeping
- Not eating properly
- Not taking personal time to relax
- Not exercising
- Has relationship issues occupying his thoughts
- Feels hyper and stressed out
- Letting all these things circle around into an almost unbreakable cycle. 

So… what’s the answer?

COFFEE.

Yep – We figured out that he is drinking too much coffee as a way to keep his energy up and get through his busy, sometimes stressful workdays.

So his plan to fix all this over the next week?

Drinking less coffee.

A lot less.

He is going to only drink 2 cups of coffee per day, and none after 12pm.

How does that fix all the other problems?

Well, by drinking less coffee and not having it later in the day, he should be able to get home at night and feel like getting some exercise in to get the heart moving, instead of needing to sit down and relax because the heart is already racing.

If he gets 30 minutes of exercise in after work, he is probably going to “sleep like a baby,” in his words.

If he gets more and better sleep, he is going to be less stressed at work and feel better when working with his clients. If he has more energy, more focus and a better mind-set, he will be more productive. When he is more productive, he will be able to get more done and therefore have more time to spend away from work….

And the cycle starts to spin the other way. Instead of all the bad things spiraling out of control, all the good things are going to do the same thing with much more favorable results.

And he started the “good spiral” today by pouring out the rest of the coffee that was sitting in front of him as we talked.

So….

What one little action step are YOU going to take today that will help everything fall into place?

Where do you break the cycle and take action?

I’ve seen many people go crazy (and I’ve done this myself) with procrastination. Trying to figure out: if A leads to B and B leads to C and C leads back to A, where should I start?

In the end, it probably doesn’t really matter. Just take action. Choose the easiest, smallest task so you are highly likely to do it. Or pick the biggest, scariest one, so you build up the motivation and conviction to see it through and can move on to the next one. Either way, just pick one and do it.

Don’t let procrastination or fear of choosing the wrong one get in the way of you changing your situation now and for the better.

Now go ahead and write down your one little action that you are going to take today, and make it count!

You can also share it with us below to help you keep accountability and help inspire others.

And here’s to your success!

I love his perspective, and his message is spot-on, so I thought I would pass it along.

This is really important to keep in mind not only for online networking, but offline as well. It’s important to keep going to the same networking groups regularly, get to know the other members and foster personal relationships. The more times you connect, the more familiar and well-liked you will be!

“Proximity fosters familiarity.”

It’s an old and true principle of social psychology. Repetition obviously has the same effect.

Thanks for the reminder and examples, Vincent!

Best,
Jason
http://www.AchieveYourIdealBusiness.com 

————————————————————————

*** May I Repeat?: “You MUST REPEAT!” ***

Like you, I’ve had many, many, many people contact me ONCE!

But, where is the human mind/brain that can remember each person they meet after only exchanging a name, an email, a handshake one time?

While you may find one or two people on the planet who have that unusual capacity, we instinctively know that that talent is SUPER-RARE!

So, why do we behave sadly if we contact someone once and they don’t remember our name?

We have to HELP OURSELVES BECOME FAMOUS TO THE PEOPLE WHOSE HELP WE NEED!

The way to become famous to someone?

The same way Coca Cola, Apple Computer, GEICO Insurance, Dell Computer, Tiger Woods, CNN, Twitter, Facebook, and Linkedin have become famous to us: via REPETITION…

Note: Please consider how GEICO uses creative variations in its commercials. They do so to the extent that they’ve become as famous for their creative commercials as they have for their insurance products and services…

Be creative in your repetitions and remember: if you need someone, repeat your message to them – - – our children do…and we LOVE them! 

–

Thanks, and Keep STRONG!!
Vincent Wright
Director Of Community
MyLinkingPowerForum.ning.com | MyVirtualPowerForum.com |
MyLinkedinPowerForum.net |
VincentWright.com (Linkedin) | VincentWright.net (Facebook) |
VincentWright.org (Google) | VincentWright.us (Twitter) |
Skype/Gtalk = MyLinkedinPowerForum

A: That’s an awesome and very valid question. I always look at any business opportunity or investment as what’s going to be the bottom-line return on investment?

If you’re like me, you’ve probably spent a lot of time reading articles, books, listening to CDs, MP3’s and watching DVD’s on various success topics. You may have also spent money to attend workshops, weekend or sometimes week-long seminars, and paid great tuition and travel expenses to do it. I’ve done all of these as well.

There is a ton of great information out there, and I enjoy providing my Business Success E-Series subscribers the valuable insights that I provide on various business-building ideas, strategies and skills. But it’s the lack of a specific customized strategy and accountability that usually slows down entrepreneurs from taking this wealth of information and creating the kind of success that they want.

According to statistics from the American Society of Training & Development, the probability of achieving a goal if you hear an idea is 10%. If you plan how to achieve the goal, it’s 50%. When you commit to someone else that you will achieve the goal and put in place a specific accountability system with that person, it goes up to 95%.

Coaching helps you sustain measurable progress towards your goals, improves your skill set, and helps you to think and plan more strategically while managing risk more effectively. Because of these factors, your stress level will decrease because you have created a strategic plan, an accountability partner, a sounding board and a mentor to work with you, freeing up even more energy, time and thought to make your accomplishment even easier and the process more enjoyable.

And the investment? Well, yes.. it’s not free. Entering in business coaching is an investment in yourself and your business. If you want to double or triple your sales, spend less time working and more time playing, or reduce your stress so you can sleep soundly at night - are those worth the investment? Only you can answer that. And I am happy to help you find that answer. Just ask.

Here’s to your success!
BizCoachJason

NETWORKING & EDUCATION – TOMORROW!!

Opportunities for Local Businesses, Global Marketplaces and Green Technology.

Saturday, March 28
Registration begins at 9:30AM
Program starts at 10:00AM and ends at 2:00PM

UIC Student Center East, 750 S. Halsted, Chicago, IL.

 Click on the link below for more information:
LOCAL, GLOBAL & GREEN 2009
http://www.paccgc.org

Billions of Dollars are being allocated for Small Business Development and Green Technology. Find out how you can benefit!

I’ll be there as both an attendee and an expert panelist in sales & marketing at the Small Business Boot Camp that will run at the end of the event.  Hope to see you all there.

Best,
BizCoachJason

Where is Jason speaking next?
Take a look at www.DistinctiveCoaching.com/events.htm to find out or have him speak at your event!

Jason E. Rosado
Business Coach & Speaker

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

773.829.1276
Jason@DistinctiveCoaching.com

Website: http://www.AchieveYourIdealBusiness.com
Twitter: http://twitter.com/BizCoachJason
Facebook Profile: http://profile.to/BizCoachJason
Facebook Business Group: http://groups.to/IdealBusinessCommunity

So what does this all mean?

Even though this article is aimed at the corporate world, there are obviously huge implications for the small business and entrepreneurial folks.  Massive societal growth in networking, collaborating and coaching… some of my favorite pastimes… will lead to better decision-making skill and helping and service attitudes – which also will lead to more viral marketing, affiliate marketing and joint ventures between companies offering their products and services to the same target markets.

For those of us already doing the solopreneur gig, we have a headstart. But we need to keep learning, growing and staying ahead of the curve.

And… Don’t miss tomorrow’s FREE TELECLASS to start this new world process: http://idealprospect.eventbrite.com – better networking, marketing and sales success for eveyone!

“Get Out of the Training Business”  –  Jay Cross

The dawn of a new age

If you’re looking for a way to weather the economic downturn, the first thing you need to do is realize that it’s a permanent climate change, not a passing storm.

What we are experiencing today is fundamental. The industrial age is in its death throes, making way for the unfolding of the network age…

http://www.clomedia.com/effectiveness/jay-cross/2009/February/2532/index.php

Enjoy!
Jason

Jason E. Rosado
Business Coach

Helping entrepreneurs, home-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://profile.to/BizCoachJason
Facebook Business Group: http://groups.to/IdealBusinessCommunity

So what does this all mean?

Even though this article is aimed at the corporate world, there are obviously huge implications for the small business and entrepreneurial folks.  Massive societal growth in networking, collaborating and coaching… some of my favorite pastimes… will lead to better decision-making skill and helping and service attitudes – which also will lead to more viral marketing, affiliate marketing and joint ventures between companies offering their products and services to the same target markets.

For those of us already doing the solopreneur gig, we have a headstart. But we need to keep learning, growing and staying ahead of the curve.

And… Don’t miss tomorrow’s FREE TELECLASS to start this new world process: http://idealprospect.eventbrite.com – better networking, marketing and sales success for eveyone!

“Get Out of the Training Business”  –  Jay Cross

The dawn of a new age

If you’re looking for a way to weather the economic downturn, the first thing you need to do is realize that it’s a permanent climate change, not a passing storm.

What we are experiencing today is fundamental. The industrial age is in its death throes, making way for the unfolding of the network age…

http://www.clomedia.com/effectiveness/jay-cross/2009/February/2532/index.php

Enjoy!
Jason

Jason E. Rosado
Business Coach

Helping entrepreneurs, home-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://profile.to/BizCoachJason
Facebook Business Group: http://groups.to/IdealBusinessCommunity