Recognizing and acting on these 7 paradoxical sales principles is critical to your long-term success.
1. To win more sales, stop selling.
When people feel like they're being sold, they react negatively and put up barriers. Focus on helping your prospects achieve their business, professional and personal objectives – not making a sale.
2. To speed up your sales cycle, slow down.
The more quickly you push to a close, the higher resistance you encounter. Go one step at a time. When your prospects know you want to help them make the right decision, not a rash one, the process moves faster.
3. To make decisions easier, offer fewer options.
When you increase the complexity of the decision, you decrease the likelihood of winning the sale. To help your prospects move forward, give them less to choose from. Keep it simple – always.
4. To be more natural, prepare like crazy.
Today's customers suffer no fools. If you're not ready with the right message, questions or presentation, you'll stumble or be stilted in your meeting. When you do prepare, you can be your best self.
5. To get bigger contracts, start smaller.
When you pursue the "whole shebang", decisions are more complex and costly, making it much tougher to get approval. Reduce the risk by starting small and proving your capabilities. Then, it's easy to grow.
6. To speed up your learning curve, fail fast.
It's inevitable that you'll make mistakes. So don't wait till you've figured out the "perfect pitch" before moving forward. In sales, there is no failure - just lots of opportunities for experimentation, learning and growth.
7. To differentiate your offering, become the differentiator.
That's the biggest reality in today's market. Your products, services or solution are secondary to your knowledge, expertise and the difference you make for your customers. Invest time in yourself.
Jill Konrath is an internationally-recognized sales expert, in-demand speaker and bestselling author. For more savvy sales advice and to download Jill's free sales tools, visitwww.jillkonrath.com Courtesy of www.SalesDog.com
Ron Gutman reviews a raft of studies about smiling, and reveals some surprising results. Did you know your smile can be a predictor of how long you'll live -- and that a simple smile has a measurable effect on your overall well-being? Prepare to flex a few facial muscles as you learn more about this evolutionarily contagious behavior.
Talk by Ron Gutman.
There are so many different types of wood flooring available and it can be confusing to say the least. Monte Hoover of Gillespie's Abbey Carpet and Floor, demonstrates some of the different hardwood floor types to help guide you to make the best choice. See more about Gillespie's at http://fairfield.abbeycarpet.com/.
Jonah Berger has made a career discovering how and why things go viral. In his new book, Contagious, Berger shares his wisdom and explains why he says that, "Everything [Malcolm] Gladwell said is wrong!"
Elizabeth Gilbert muses on the impossible things we expect from artists and geniuses -- and shares the radical idea that, instead of the rare person "being" a genius, all of us "have" a genius. It's a funny, personal and surprisingly moving talk.
If you have watched and shared PSY's "Gangnam Style" video or gone into an unknown restaurant simply because it was full of people and appeared to be popular, you have the basis for understanding what makes things go viral. Wharton marketing professor Jonah Berger's new book, Contagious: Why Things Catch On, distills six principles that cause people to talk about and share an idea or product.
Upward Trend is pleased to announce that Dr Sean Moffett and Dr David Lamb of Vaca Valley Chiropractic, in business in Vacaville since 1989 has become our latest Trend Setter Package client. We will be building a new website, adding a new blog, helping with their social media including facebook, twitter and linked-in. The package also contains an monthly email newsletter, a YouTube channel and video, along with other services.
Vaca Valley Chiropractic is located at 97 Dobbins Street, Suite A in downtown Vacaville CA. Their phone number is 707-447-9885. Their current website is at www.vvchiro.com.
In the last few weeks, The Matt Garcia Foundation has become a new Trend Setter Package client with Upward Trend. We are building a new website, and have added a brand new blog, will be adding and managing some social media outlets including facebook, twitter and linked-in. The package also includes a monthly email newsletter, a YouTube channel and video, along with other features.
The current website for The Matt Garcia Foundation is www.mattgarciadreamteam.org. Look for more updated content about the foundation very soon.
Michael Monson and his team at Top Talent in Logistics have recently become a Trend Setter Package client with Upward Trend.
Top Talent in Logistics provides search and recruitment services to the Logistics Industry and are headquartered just outside of Indianapolis, Indiana in Carmel, IN. Their current website is www.TopTalentInLogistics.com.
Upward Trend will be building a new blog, making use of social media including facebook, twitter and Linked-in, as well as a monthly e-newsletter, and video with a YouTube channel. Look for more about this great company very soon.
Marketing expert Karen Leland talks about why business owners spend upfront on marketing.
Your company's website could be the most valuable marketing tool you have, so why would you want to skimp on it? Karen Leland, president of Sterling Marketing Group, warns that trying to save on the basics could wind up costing you more in the long run.
Three quick tips to make real connections in business -- and take the nervousness out of networking.
As all business owners know, just putting your name out there isn't enough to bring new clients in the door. If you want to attract more prospects you're going to have to grow your network. While a room full of strangers talking about their jobs might not be anyone's idea of a good time, planning out a strategy before an event and following through afterward can help ease your anxieties about networking.
Whether you are an educator, an art director or a project manager, you are in sales. So argues bestselling author Daniel Pink in his new book, To Sell Is Human: The Surprising Truth about Moving Others. Pink recently visited the University of Pennsylvania as a guest lecturer in the Authors@Wharton series. Wharton management professor Adam M. Grant interviewed Pink while he was there to learn more about the ideas in his book, including why people mistrust salespeople, what the new ABCs of selling are and why questions may be the greatest selling tool.