Ever wonder how people become successful? Ever wonder if successful people face failures like you and me?
The answer: Yes they do....
I believe you know who the legend of NBA Basketball is, Michael Jordon. Here's what he said:
"I've missed more than 9,000 shots in my career. I've lost almost 300 games. 26 times I've been trusted to take the game winning shot and missed. I've failed over and over and over again in my life and that is why I succeed." - Michael Jordan
Here are more:
"Only those who dare to fail greatly can ever achieve greatly." - Robert F. Kennedy
"It is on our failures that we base a new and different and better success." - Havelock Ellis
"It is a mistake to suppose that men succeed through success; they much oftener succeed through failures. Precept, study, advice, and example could never have taught them so well as failure has done." - Samuel Smiles
"Remember, no man is a failure who has friends." - from the film, It's A Wonderful Life
"It is not the critic who counts,
not the man who points out
how the strong man stumbled,
or where the doer of deeds
could have done better.
The credit belongs to the man
who is actually in the arena,
whose face is marred by dust and sweat and blood,
who strives valiantly,
who errs and comes short again and again,
who knows the great enthusiasms, the great devotions,
and spends himself in a worthy cause,
who at best knows achievement
and who at the worst if he fails
at least fails while daring greatly
so that his place shall never be
with those cold and timid souls
who know neither victory nor defeat."
- Theodore Roosevelt (From a speech given in Paris at the Sorbonne in 1910)
"Many of life's failures are people who did not realize how close they were to success when they gave up." - Thomas Alva Edison
"I have not failed. I've just found 10,000 ways that won't work." - Thomas Alva Edison
"No garden is without its weeds." Thomas Fuller
"Good people are good because they've come to wisdom through failure. We get very little wisdom from success, you know." - William Saroyan
"Success consists of going from failure to failure without loss of enthusiasm." - Winston Churchill
"Courage is going from failure to failure without losing enthusiasm." - Winston Churchill
No successful man or woman had a smooth journey towards their success. They faces humps, bumps and obstacles. It is how they manage and face each failures and overcome them that brings them forward.
Most importantly, they never give up and they keep trying, trying and trying. Be daring and just do it. The quickest way to success is to fail as many times as quickly so that you learn from each of your mistakes and move on.
Sunday, February 14, 2010
Friday, August 29, 2008
Keep Gatekeepers On Your Side
You can win gatekeepers in a sale but do you need to keep them after that? With prospect connected and made customerm it is tempted to bypass gatekeepers in future transactions. After all, now that you know the bossm why not go directly to the boss?
While salespeople may indeed do directly to the boss, sales professionals never make the mistake of neglecting gatekeepers. Even is a customer decides on the mex meeting, professional salespeople always keep the gatekeepers informed.
With gatekeepers feeling that something good has come out from meeting with their bosses, having gatekeepers on your side will mean that follow up, future appointments and flow of information with their help can become a matter of routine. Professional salespeople keep gatekeepers continually informed and exchange of information on the progresss made. This is to ensure that the gatekeepers are always on your team.
You should also emphasize the mutual benefits between the 2 companies. Sales professionals are grateful for the help extended by gatekeepers and they maintain their relationship with them bu continuously acknowledging not only the gatekeepers's role but also their unique contribution to foster better relationship.
To be continued...
Stay Tuned and feel free to visit my website www.EliteCloser.com for more sales ideas.
While salespeople may indeed do directly to the boss, sales professionals never make the mistake of neglecting gatekeepers. Even is a customer decides on the mex meeting, professional salespeople always keep the gatekeepers informed.
With gatekeepers feeling that something good has come out from meeting with their bosses, having gatekeepers on your side will mean that follow up, future appointments and flow of information with their help can become a matter of routine. Professional salespeople keep gatekeepers continually informed and exchange of information on the progresss made. This is to ensure that the gatekeepers are always on your team.
You should also emphasize the mutual benefits between the 2 companies. Sales professionals are grateful for the help extended by gatekeepers and they maintain their relationship with them bu continuously acknowledging not only the gatekeepers's role but also their unique contribution to foster better relationship.
To be continued...
Stay Tuned and feel free to visit my website www.EliteCloser.com for more sales ideas.
Wednesday, August 27, 2008
Win Over The Gatekeepers
However, this is not the end of the connection with gatekeepers. In fact, it is only the beginning. Assuring them that a product will bring benefits to the company is only part of the story. Having secured an appointment, sales professioonals now try to win over the gatekeepers.
In today's competitive world, even gatekeeper know that many products are similar. It is the personal enthusiasm of a salesperson that can make the difference to the gatekeepers. And winning over the gatekeepre with such personal enthusiasm could influence the gatekeeper's preference over others.
One of my friend whom I met in a conference suggests: Salespeople could invite the gatekeeper for lunch or perhaps delivering to the gatekeeper a small gift; a birthday card, for example, as a token of appreciation. However, winning over the gatekeepers goes beyond superficial aactions. It involves approaching them with the right attitude, so as to be the one truly preferred by the gatekeepers. Winning the respect of gatekeepers is the key to winning them. When you have become the gatekeeper's preference, they will prefer to call you first, tell you first and even warn you first.
In one of those programs I went to, in a sharing exercise, someone told me this: "I treat gatekeepers as advisors. For example, they may advise on the best time for appointments. We need to get their advice, but more importantly to gain their respect."
To be continued....
Until then, stay tuned and visit http://www.EliteCloser.com to grab your copy of sales tips...
In today's competitive world, even gatekeeper know that many products are similar. It is the personal enthusiasm of a salesperson that can make the difference to the gatekeepers. And winning over the gatekeepre with such personal enthusiasm could influence the gatekeeper's preference over others.
One of my friend whom I met in a conference suggests: Salespeople could invite the gatekeeper for lunch or perhaps delivering to the gatekeeper a small gift; a birthday card, for example, as a token of appreciation. However, winning over the gatekeepers goes beyond superficial aactions. It involves approaching them with the right attitude, so as to be the one truly preferred by the gatekeepers. Winning the respect of gatekeepers is the key to winning them. When you have become the gatekeeper's preference, they will prefer to call you first, tell you first and even warn you first.
In one of those programs I went to, in a sharing exercise, someone told me this: "I treat gatekeepers as advisors. For example, they may advise on the best time for appointments. We need to get their advice, but more importantly to gain their respect."
To be continued....
Until then, stay tuned and visit http://www.EliteCloser.com to grab your copy of sales tips...
Excite The Gatekeepers
With gatekeepers interested, sales professionals go one step further. The seek to excite the gatekeepers, gettting them to talk, hoping to learn more about the customers from the conversation with the gatekeepers.
I believe that the key to doing this is to recognize the gatekeeper's role in the company. Gatekeepers are expected to source information and offer advice to their bosses. Bosses want to secure the greatest possible benefits in their purchases, yet they seek to meet only the smallest number of people. Sales professionals can help gatekeepers to fulfill this role by providing the desired information.
If a sales person doesn't do this well, then the gatekeeper may not even be motivated to talk. Without the necessary information, what should the gatekeeper say to their bosses?
This is why we believe that things start moving when the gatekeepers believe that they have a piece of information that will not only bring benefits to the company, but also make the gatekeepers look good. Basically, you should tell the gatekeeper who you are, the valuable information you have for them and how their company will mis an opportunity if they do not pass the information to their bosses.
The gatekeeper's role is to sources for information for their bosses. We not only respect that but get them excited about this important role they play. This works both ways. By exciting the gatekeepers, sales professionals are able to exchange information about their potential customer with the gatekeepers. Even a casual conversation can deliver valuable information, such as the likes and dislikes of the customer.
The aim is to make the gatekeeper so intensely interested that they talk more. With more talking, salespeople learn more. Also, with engaging conversations, gatekeepers are likely to be more curious to know more. Often, in the desire to satisfy their curiosity, they will be tempted to push their bosses to see the salesperson. In this way, the first meeting is secured.
To be continued...
Stay Tuned and feel free to visit my website www.EliteCloser.com for more sales ideas.
I believe that the key to doing this is to recognize the gatekeeper's role in the company. Gatekeepers are expected to source information and offer advice to their bosses. Bosses want to secure the greatest possible benefits in their purchases, yet they seek to meet only the smallest number of people. Sales professionals can help gatekeepers to fulfill this role by providing the desired information.
If a sales person doesn't do this well, then the gatekeeper may not even be motivated to talk. Without the necessary information, what should the gatekeeper say to their bosses?
This is why we believe that things start moving when the gatekeepers believe that they have a piece of information that will not only bring benefits to the company, but also make the gatekeepers look good. Basically, you should tell the gatekeeper who you are, the valuable information you have for them and how their company will mis an opportunity if they do not pass the information to their bosses.
The gatekeeper's role is to sources for information for their bosses. We not only respect that but get them excited about this important role they play. This works both ways. By exciting the gatekeepers, sales professionals are able to exchange information about their potential customer with the gatekeepers. Even a casual conversation can deliver valuable information, such as the likes and dislikes of the customer.
The aim is to make the gatekeeper so intensely interested that they talk more. With more talking, salespeople learn more. Also, with engaging conversations, gatekeepers are likely to be more curious to know more. Often, in the desire to satisfy their curiosity, they will be tempted to push their bosses to see the salesperson. In this way, the first meeting is secured.
To be continued...
Stay Tuned and feel free to visit my website www.EliteCloser.com for more sales ideas.
Tuesday, August 26, 2008
Interest The Gatekeepers
Many salespeople treat gatekeepers as obstacles. Their aim is to get over them as fast as possible.
Not with sales professionals. Instead sales professionals treat them as the first level of selling. They don't just make the appointment. Instead, they sell the sppointment to the gatekeepers.
Therefore, instead of talking about bosses, their immediate focus is on the gatekeepers. they seek to interest the gatekeepers about the company and themselves. To these sales professionals, getting the gatekeepers interested is the first important step.
There are many benefits to this approach. The first appointments normally go through the gatekeepers. the first impression is very important. You just got to get their interest.
With interest, gatekeepers are likely to be more supportive.
There are other reasons for the need to interest gatekeepers.
If I am a salesperson then everyone is my customer. That includes gatekeepers. So I believe that you should not ignore gatekeepers because who knows if one day they may themselves become your customers.
To be continued...
Not with sales professionals. Instead sales professionals treat them as the first level of selling. They don't just make the appointment. Instead, they sell the sppointment to the gatekeepers.
Therefore, instead of talking about bosses, their immediate focus is on the gatekeepers. they seek to interest the gatekeepers about the company and themselves. To these sales professionals, getting the gatekeepers interested is the first important step.
There are many benefits to this approach. The first appointments normally go through the gatekeepers. the first impression is very important. You just got to get their interest.
With interest, gatekeepers are likely to be more supportive.
There are other reasons for the need to interest gatekeepers.
If I am a salesperson then everyone is my customer. That includes gatekeepers. So I believe that you should not ignore gatekeepers because who knows if one day they may themselves become your customers.
To be continued...
Monday, August 25, 2008
Partner Gatekeepers To Prospect Customers
Selling to gatekeeper is the 1st step in the selling process.
Professional salespeople do not just seek appointments through gatekeepers. They sell the need for the appointment to gatekeepers. Selling appointments to gatekeepers is where the sales begin. When selling appointments, the goal is to interest the gatekeepers, to excite them, to win them and to always keep them on your side with warm partnership.
If prospecting is hard, getting pass gatekeepers could be worse. This is particularly upsetting for young salespeople just starting out in the sales profession. Without connections and new to prospects, being refused by secretaries, assistants and deputies is hard to take. It is so near and yet so far. Gatekeepers appear particularly enthusiastic in keeping their bosses away from salespeople. To get pass them, some advocate sweet talk, promises of rewards; some try to gate crash, other just persist. Not easy, not effective, not productive.
Then, there are the major customers who just do not deal with any salespeople who comes their way. Their time is jealously guarded by the gatekeepers.In fact, the higher up he is like to be in an organization and the tougher are the gatekeepers.
Yet in order to even have a chance of making a sale, one must first be able to work with the gatekeepers.
To Be Continued....
Professional salespeople do not just seek appointments through gatekeepers. They sell the need for the appointment to gatekeepers. Selling appointments to gatekeepers is where the sales begin. When selling appointments, the goal is to interest the gatekeepers, to excite them, to win them and to always keep them on your side with warm partnership.
If prospecting is hard, getting pass gatekeepers could be worse. This is particularly upsetting for young salespeople just starting out in the sales profession. Without connections and new to prospects, being refused by secretaries, assistants and deputies is hard to take. It is so near and yet so far. Gatekeepers appear particularly enthusiastic in keeping their bosses away from salespeople. To get pass them, some advocate sweet talk, promises of rewards; some try to gate crash, other just persist. Not easy, not effective, not productive.
Then, there are the major customers who just do not deal with any salespeople who comes their way. Their time is jealously guarded by the gatekeepers.In fact, the higher up he is like to be in an organization and the tougher are the gatekeepers.
Yet in order to even have a chance of making a sale, one must first be able to work with the gatekeepers.
To Be Continued....
Monday, May 19, 2008
You Have 30 Secs To Appeal & What Is The Best Way To Sell?
This post will be extremely helpful for people who are already in telelmarketing.If you are not, you may still want to read on as there will still be times that you need to sell on the phone. When the time comes, this post will help you increase your closing tremendously.
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
Subscribe to:
Posts (Atom)