10 TIPS TO EARN TRUST FROM BUYERS

 Building Major Confidence In You

 It’s not who you are that holds you back, it’s who you think you’re not.  ~Author Unknown

 

The other day I was thinking about what makes a customer or prospect have confidence in the person who is selling to them. So I thought I’d write about how to ensure the confidence of your customers and potential clients.

First of all, you must believe yourself that you are absolutely their best choice. I always tell myself I am the best salesperson, working for the best company, with the best products and services, for this person, at this time. Psyche yourself up with this kind of self-talk and you’ll be well on your way to successful selling.

In addition to your self-talk about your ability to sell, here is my top 10 list of things you can do to establish confidence in the folks to whom you sell:

1. Write an article or story about your company or yourself, what you are doing to help others and what results/benefits those people received.
2. Get prospects to help you in your presentation. Maybe pass out materials or ask for directions on how to get to the appointment.
3. Be as prepared as possible. Don’t be fumbling with papers, tripping over your verbiage, or moving with a tentative step.
4. Tell a story about how you helped another client or possibly even film one of your workshops that you feel real good about. Then you can take some of the video highlights and show or email short clips to a possible prospect.
5. Carry a printed list of people who have worked with you in the past. You may be able to reference someone from it.
6. Be a name dropper, but be careful not to come across as bragging, but rather, sharing to build a trust base in you and the company.
7. Have “Champion Letters” on hand. These are testimonials from some of your most loyal customers. Try to have one letter that addresses each of the objections you may get during the sales process.
8. Get a referral and then ask the person who gave you the referral to personally introduce you or call ahead and put in a good word before you make the first contact.
9. Let your clients know you are not a fly-by-night company and that you make a point of making regular contact with customers.
10. Lastly, make people feel as though you really do care about them. No need for “commission breath”. Come across as really wanting to help them achieve what they want.

If they trust you, they will probably eventually buy from you. It is all about that confidence that they MUST have in you that will determine your success.

Take one of the items on the list and put it into action today, then continue using it bit by bit until it starts becoming second nature. Next, move to another item, and so on…

Make it a great day,

Gary Michels

gmichels@southwesternconsulting.com

10 DAILY POINTS LEADS TO SALES SUCCESS

Perpetual optimism is a force multiplier. ~Colin Powell

I always have a sheet on or near my desk with my Critical Success Points. Of course, the points have changed over the years depending on the different careers I’ve had (real estate, fundraising, network marketing, training sales, etc). Your points will change based on where you are in life and what career and projects you are working on.

The list of 10 Points below is used daily at our company, Southwestern Consulting™.  When you work on these points on a consistent basis, you put yourself at a higher level than the average producer. You can use these 10 points as a skeleton to create your own that are critical to your success. I suggest you write out the 10 Points and post them where you can review them regularly.

Turn It Up a Notch Daily with These 10 Points

• How many calls and appointments made before 8 AM? How many messages left?
• How are my phone appointment skills?
• Am I closing word-for-word for the appointment?
• Am I trial closing?
• Am I using 3rd party selling?
• How many appointments ahead am I? 10-15 appointments ahead at all times.
• Progress report on how much potential business set up, signed, and still needed to hit goals every week. (Daily attention – Friday Summarize)
• What did I do sales-wise that was productive between 4-6 PM?
• How am I doing in my Daily Point game? Am I 2 strong EVERY DAY?
  (Each appointment = 1 point; Demonstration/Workshop = 1 point)
• Am I spending at least 15 minutes putting positive thoughts into my mind? 10/10 Affirmations?
• Am I spending at least 20% of my time going after LARGE groups that can produce LARGE results?
• Am I asking EVERYONE I meet for a REFERRAL?

Give this a try for 4 weeks and share with us your successes!
Gary Michels, Co-founder Southwestern Consulting™

gmichels@southwesternconsulting.com

Take the Stairs – 7 Steps to Success LIVE CALL TONIGHT!

Global Conference Call Tonight with Rory Vaden, Author of Take the Stairs.

February 15th @ 8:00pm ET

The dial in phone number is 712-432-0404

(enter code 555575#)

Join us as we’ll discuss:

• How to make permanent change by embracing The Rent Axiom: Success is never owned, it is only rented; and the rent is due every day. Know confidently that today is the hardest it will ever be and that one-day your appetites will change. One day you will crave the thing that was originally a sacrifice and what was once an indulgence you gave up later won’t even be a temptation.
• The 7 Strategies to Achieving True Success, including The Paradox Principle of Sacrifice, The Buy-In Principle of Commitment, The Magnifying Principle of Focus, The Creation Principle of Integrity, The Harvest Principle of Schedule, The Perspective Principle of Faith, and the Pendulum Principle of Action.
• The truth about successful people is that they have simply developed the skill to do the things they know they should be doing even when they don’t feel like doing them. Successful people have the discipline required to get things done regardless of their emotional state. In short successful people Take the Stairs while others waste time looking for the escalator.

On February 7, Penguin publishing is releasing my new book called “Take the Stairs – 7 Steps to Achieving True Success”. New York Times Bestselling author Andy Andrews calls the book a “challenging and compelling call for all of us to accomplish greatness” as the book talks about the psychology of overcoming procrastination, shares inspiring and pragmatic strategies for improving our self-discipline, and straightforward systems for how to get ourselves to do things we don’t want to do.  For more information on the Sales Experts, Click Here. To submit questions for the upcoming conference call, please send an email to SuccessStartsWeekly@southwesternconsulting.com   ALSO join us on our Facebook Fan page for LIVE Q & A during the call at www.facebook.com/southwesternconsulting   When we have 50+ participants on our Facebook Page Chat, we will be giving away prizes (books, CD’s or DVD’s) The dial in phone number is 712-432-0404 (enter code 555575#) Limited to the first 100 callers!

How to be a Top Producer

The MINDSET to Top Producers:

1.  On both good and bad days we have to remember that the results we get are from the thoughts we keep holding on to.

• To accomplish anything in life, we have to have a dream and want it so bad we cannot live without it.

2.  We have to see ourselves as entrepreneurs and not independent contractors or employees.

• We have to have a love affair with the business of selling…we have to be passionate about it every day…don’t focus on the parts of the job we don’t like.

3.  We have to remember the major reason for financial failure is working on something you don’t like for a long period of time.

• We have to remember in life and business; it is never easy or fair.

4.  There is not security in this business…there are only opportunities and with opportunities there is massive failure…get used to it, it is part of becoming successful and winning.

5.  We have to develop the ability to bounce back from setbacks and failures quickly.

• We can never let our dream out of our minds, even for a moment.  When the dream comes out of your mind it gives the negative a chance to come in.
• Spend time with the right people…who are the right people and are you spending time with them now?

6.  Don’t be impressed with your success and your intelligence, because there are smarter and brighter people than us in the world.

7.  We have to quickly get out of fantasy land and get into reality to build our business.

8.  We have to be mentally prepared for the cycles, because success is never one long upward trend.

• Work 8 hours a day if you want to be good and you want to get paid…work a lot more if you want to be great and rich

9.  We can find all the answers if we are willing to keep looking.  Lets become solution driven, not problem driven.

10.  You have to become the eternal optimist

• We have to work every day on speed and urgency.
• Make GREAT service your obsession.

11.  Develop the mindset that honesty is the best policy with everyone.

12.  Work to keep your mind clear.

• Focus on making decisions quickly instead of worrying about being right or wrong…just get it done.
• Decide in advance you are never going to have a bad day. 
• Do what you are supposed to do, when you are supposed to do it…whether you like it or not.

13.  Remember emotions and drama don’t strengthen the mindset.

 

Go make it a great day,

Gary Michels

www.turnitupanotch.com

 

REMINDER: Monthly Conference Call TONIGHT 8pm ET

Join Us During Our Free Monthly Sales Training Teleseminar Thursday, January 12! Take control of your life. Take control of your own success. Develop super sales skills.

DIAL IN:  712-432-0404 (code 555575#)   Ask the Experts Presents:     ”4 Dimensional Follow Up – Creating Customer Loyalty”       THURSDAY, January 12! 7:00 PM CDT (8:00 PM EDT, 6:00 PM MDT,5:00 PM PDT)   DIAL IN:  712-432-0404 (code 555575#) LIVE Q&A DURING CALL ON  FACEBOOK FANPAGE     This month’s Southwestern Consulting™ Conference call will be a good one!          For more information on the Sales Experts, Click Here.  To submit questions for the upcoming conference call, please send an email to SuccessStartsWeekly@southwesternconsulting.com      ALSO join us on our Facebook Fan page for LIVE Q & A during the call at www.facebook.com/southwesternconsulting   When we have 50+ participants on our Facebook Page Chat, we will be giving away prizes (books, CD’s or DVD’s) The dial in phone number is 712-432-0404 (enter code 555575#) Limited to the first 100 callers!

4 Mental Mistakes Salespeople Need to Avoid

Written By: RoryVaden

Most people are by definition: average. And because most salespeople are average it’s easy to find a sample population to study to determine the way they act that is different from the way top performers act. Because our team at Southwestern Consulting is dedicated to helping people become Top Producers we also study what keeps average people – average. 

The number one trait that average salespeople exhibit is they subconsciously (or consciously) start working to avoid nos, rather than working the numbers to find the yeses. Here are the 4 most common activities that mediocre salespeople engage in when they get in the mental state of “avoiding nos”: 

• They skip around in their Territory – Because they aren’t getting yeses fast enough the thought occurs to them that they should try to work smarter. They will exhibit behaviors such as spending a lot of time in between sales calls trying to be strategic about who to call, or considering what the best territory is to work. They end up making less calls and building less momentum and obviously get less results. 
• They change-up their selling technique – Regularly we see average salespeople decide that the problem is what they are saying. In an effort to avoid nos they decide to do things like spend time re-writing scripts, or studying in the middle of prime time prospecting hours. It is deceptive because it can appear to both them and the people around them that they are striving to improve but it is actually creative avoidance. 

TO READ MORE CLICK HERE

Notes from Emmie Young

I remember my scripts best if I

A. Record myself saying the script and listen

B. Make outlines and write them over and over

C. Write the words down and read them back

I like to study my scripts role-playing

A. With one other person

B.  Alone in a quiet place

C.  By listening to recordings or shadowing someone

I remember things most when

A. I Hear them

B. Say them

C. Read them 

I have figure out where I messed up in my sales presentation when I

A. Role-play the scenario with someone else

B. Listen to a recording

C. Watch a video of my presentation 

When I study scripts I like to

A. Use a chanting rhythm to memorize

B. Use a highlighter to emphasize points

C. Explain the information to someone else

When I am alone right before a sales presentation,

A. I will Read over my notes

B. Sing or talk the words out loud

C. Act out the presentation

 When I study my scripts and dialogues,

A. I like to Read out loud

B. Act out the presentation

C. Make an outline

FREE Sales Training TONIGHT!

Do you have difficulty remembering customer’s names?

Do you have the perfect answer for an objection, but can’t remember it?

HELP IS HERE – Tips to improve your ability to remember the names of your customers, people you meet and general techniques to creating a “steel-trap” memory.

Our ASK THE SALES EXPERTS teleseminar TONIGHT – THURSDAY, December 8th at 7:00PM CT.

Amanda Johns - The Importance of Visual Images

Gary Michels - The Stellar 6 Ideas to Memorize & Use the Things You’ve Learned

Rory Vaden - The 7 “tions” of Remembering People’s Names

Ron Marks - Super Charge Your Memory Through Proper Nutrition

Dustin Hillis - Maximizing Technology to Help You Remember

Emmie Young - Memorizing Scripts in Your Natural Learning Style

 

THURSDAY, DECEMBER 8 AT 7:00PM CT

CALL IN: 712-432-0404  access code: 555575#

Live Chat on our Facebook Page  at 7:00pm CT – Join us for LIVE Q & A during teleseminar

Are You Fishing in an Empty Pond? FIND MORE REFERRALS IN 3 FULL PONDS

Are You Fishing in an Empty Pond?

Have you ever heard anyone use the excuse “I just don’t have anyone to call on!”?  Fishing in a pond without fish is not fun.  Our job is to find the ponds that have fish. There is a large body of water that a lot of salespeople seem to forget to fish in and there are 3 main pools of water you can pull from to fill your pipeline.  The large body of water that is the holy water for salespeople that will keep them alive forever is REFERRALS!

3 Referral Pools

1. ABC Lake- Asking for a referral from every person you meet
2. Old Man Joe’s Farm Pond- Calling on existing clients and “farming your book of business” and asking for referrals
3. Fish Hatchery- Developing a network of referral power partners who send business to you

At the Southwestern Company we have seen true sales professionals who know that prospecting is a vital ingredient in the recipe for success.  In fact, prospecting should be one of your daily tasks.  As you may have heard before, prospecting can make or break your sales effort – which is exactly why you need to do it well…but what does it take to be “good” at prospecting?

First of all, it’s important to keep in mind that prospecting is more than just a part time task…it is your livelihood.  Prospecting should not be a duty that’s left only to “slow” times.  Continued prospecting ensures constant growth, and can minimize income and production slumps. Your prospecting efforts should be viewed as an investment in the future success of your business.  Basically, it’s an investment in your long term goals.  If you’re consistently seeking out new leads, you guarantee yourself an audience regardless of market status.

Secondly, you should recognize that prospecting is a discipline.  Rory Vaden the Co-founder of Southwestern Consulting a Southwestern Company says “Success is never owned, it’s only rented, and the rent is due every day.” It won’t matter how “good” you are if you don’t have the discipline to see it through.  Much of being a successful sales person is perseverance and practicing a solid work ethic.  Set prospecting activity goals for yourself and use a schedule to get there.  Commit yourself.

And finally, prospecting should be viewed as a task that requires both quality AND quantity.   Prospect well, but prospect often. Many sales professionals at the Southwestern Company swear by the “triple rule” that says your prospecting efforts should exceed your expected sales by three times.  For example, on the small scale, if you wanted to sell 3 products, you should prospect 9 potential clients!

Remember: never lose sight of what needs to be done!Get a handle on the commitment you’ve made to your own success and stick to your goals.  Make sure you are “fishing” like a pro and asking for referrals.  Ask yourself, are you reallytaking advantage of available resources?  Are you procrastinating?  If you are not working at your full potential get a coach or accountability partner to help you make sure you’re fishing in the right ponds and consistently have you line in the water.  For more info on coaching go to

The “Golden Ten”: How to Generate Leads and Turn Contacts into Clients!

The “Golden Ten” – how to Generate Leads and Turn Contacts into Clients!

One of the most important things you need to ensure sales success is a solid resource of leads…but that means you will have to get out there and generate those leads!  The good news is that lead generation doesn’t have to be intimidating and if you use the right techniques, it can actually be both productive and fun!  Because this is such a common sales question, we’ve put together the “Golden Ten” tips for generating leads.

So, without further adieu, “The Golden Ten”:

The Golden Ten

1)      Use your networking resources!  Exchange URL links with companies or business that share your target audience but do not represent a direct competitor.  When any member of that target audience visits your “partner’s” web page, he or she will have direct access to YOU!  Increasing web traffic is a MUST in lead generation; more people use the Web as a shopping forum than another other available source. For example www.southwestern.com andwww.southwesternconsulting.com shares web traffic to help increase web traffic from the Southwestern Company to Southwestern Consulting.

2)      Give your patrons a chance to hear from you.  Put your ‘opt in’ on every page of your web site. As a patron browses your site, he or she may not be immediately inclined to provide you with contact information – but providing them with more opportunities may prove enticing.  The more opportunities you take to generate leads – the better.  This option is convenient and is not overly pushy.    For example check out the Southwestern Company seminar website at http://www.ssnseminars.com/.

3)      Use a newsletter as a way to advertise your business.  No matter what’s going on with your company, customers will respond to a newsletter option.  Giving potential patrons an option to sign up for a monthly business update or newsletter is a great way to spark interest even over a long period of time.  Statistically, customers who don’t purchase immediately will make a purchase within the subsequent 12 months!  A newsletter will allow you to stay in view during this window.

4)      Using a website to advertise your service is one of the best ways to stay out in front of the sales wave, especially since so much of business is virtual these days.  Using an auto responder to automate your website is great way to keep your web page current without taking up scads of time.  Auto responders can be set up to send out a periodic update or email reminding your customers of sales, new products, etc.  Check out the Southwestern Company website atwww.southwestern.com.

5)      Be personable! Send thank you notes to let your clients know that you truly appreciate their business.  After any successful transaction, issue a thank you – either in the form of a greeting card or an e-postcard.  This thank you note will help you stand out and is very well received in client circles.  People appreciate acknowledgment.  You can use this technique in all areas of business – not just sales.

6)      Potential customers like to hear what other customers are saying.  Ask your clients for testimonials that can be published on your web page or your sales copy, pamphlets, etc.  This is a great way to show your customers that other “real” people are truly happy with your services.  Video testimonials work great check out the Southwestern Company student testimonial videohttp://www.southwesternsummer.com/southwestern-company-students-home.aspx.

7)      Use your social networking circles.  Social networking is the wave of the sales future!  If you haven’t yet explored the option of using social networking as part of your sales strategy, today is the day to do so!  Spend some time looking into this powerful tool and don’t let the wave of the future pass you buy!  Check out the Southwestern Company Facebook site at http://www.facebook.com/?sk=messages&tid=1374284354847#!/Southwestern?ref=ts.

8)      Publish press releases for new products or services.  Believe it or not, people respond to the press in a way that most other advertising falls short.  Use the power of the press release to get your services and your name out anytime a new opportunity comes up.  You’ll be surprised at the response you get.

9)      Followup, Followup, Followup!  Did you know that most people have to see or hear a message 7 times before it is installed in the “memory bank”?  That means that a followup system that get’s your message in front of potential customers at least 7 times is ideal.  Using varying options for this followup should be easy: an email, a postcard, a letter, a phone call, a newsletter…get creative and have fun with it!

10)   Market yourself with events!  Promote events, teleclasses, seminars, and other industry related paraphernalia.  Speak publicly as often as possible and use YOU as a resource.  Marketing yourself will be just as important as marketing your business.  Plus, getting out there and showing what you’ve got and what you can do will draw customers like moths to a flame!