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Write You - What is Wrong With Competing For Sales
Yesterday I saw this ad in a magazineLadies these shoes would make you a football star. Check out latest foot ware at our store. 20% discount for first 30 customers.What a nonsense? How many women are actually interested in football? Few! No. The answer is very few. Would any woman buy shoes just because it will make her football star? I don’t think so. The above ad is a perfect example of uninspiring, disgusting and non-targeted marketing, in simple words “Full of bullshit”. Its irony that most marketing campaigns are not designed by keeping human psyche in perspective. Men and women are two different creatures in every way and we have to deal with this issue in our promotional efforts. There are few things work with women and some with men. Let’s take a look at itEmotionsEmotional ads work well with women but not with men. For example, if you want to advertise a book about relationships it’s not
The Competitive Sales Process creates an unequal relationship between the buyer and the seller. The buyer often expects a deeper commitment on your part without feeling the need to reciprocate. They have become accustomed to salespeople scrambling to make the sale with the hope of di
Let's face it: building deep relationships with people takes a long time. Sure, you can go out and meet dozens of people in one evening, but how well will you know each person next week? Since each of us have the same amount of available time in our day, it becomes necessary to target our networking efforts if we desire superior results. Today I'm going to show you the steps needed to begin targeted networking. Begin by creating a list of your life goals. Where do you want to be in 5, 10, 50 years? What do you want to accomplish in the short and long-term? Under each goal, make a list of people who will help you toward that goal. Maybe they will help directly, such as a publisher for your book. But they could also be a person helping you indirectly, such as an accountability partner that holds you to your goal of writing an hour each day, providing encouragement along the way. Determine where you will
Many people tend to invest tremendous amounts of time and energy to give away all of the knowledge they have accumulated over the years. They give it away for free and find themselves jumping through hoops trying to win the client over, overcome objections, deliver a sales presentation and create a proposal only to then have a 50/50 chance of getting the sale. The whole sales process can be extremely disheartening and de-motivating when you give away invaluable market information in the hopes of setting yourself apart from the hordes of competition believed to be out there lurking in the shadows. This mentality that makes you want to give away your knowledge for free as a way to stand above the competition is based on fear. The salesperson becomes increasingly frustrated at the cycle of giving and getting nothing back. When fear (of decreasing returns and of not getting the sale) is the motivating thought force behind an activity, the results that manifest will be the same as that from which they came. The Universal Law of Attraction shows us that a mentality focused on lack breeds lack.
The Competitive Sales Process creates an unequal relationship between the buyer and the seller. The buyer often expects a deeper commitment on your part without feeling the need to reciprocate. They have become accustomed to salespeople scrambling to make the sale with the hope of dif
In analyzing your business ideas you must be able to pass them through a test to determine if they truly are valid opportunities. All of your ideas must have a demonstrated need, ready market, and ability to provide a solid return on investment.Is the idea feasible in the marketplace? Is there demand? Can it be done? Are you able to pull together the persons and resources to pull it off before the window of opportunity closes? These questions must be considered and answered.Opportunity-focused entrepreneurs start with the customer and the market in mind. They analyze the market to determine industry issues, market structure, market size, growth rate, market capacity, attainable market share, cost structure, the core economics, exit strategy issues, time to breakeven, opportunity costs, and barriers to entry. Below are two models that entrepreneurs use to evaluate their business ideas and plans.Fourteen Questions to As
Many people tend to invest tremendous amounts of time and energy to give away all of the knowledge they have accumulated over the years. They give it away for free and find themselves jumping through hoops trying to win the client over, overcome objections, deliver a sales presentation and create a proposal only to then have a 50/50 chance of getting the sale. The whole sales process can be extremely disheartening and de-motivating when you give away invaluable market information in the hopes of setting yourself apart from the hordes of competition believed to be out there lurking in the shadows. This mentality that makes you want to give away your knowledge for free as a way to stand above the competition is based on fear. The salesperson becomes increasingly frustrated at the cycle of giving and getting nothing back. When fear (of decreasing returns and of not getting the sale) is the motivating thought force behind an activity, the results that manifest will be the same as that from which they came. The Universal Law of Attraction shows us that a mentality focused on lack breeds lack.
The Competitive Sales Process creates an unequal relationship between the buyer and the seller. The buyer often expects a deeper commitment on your part without feeling the need to reciprocate. They have become accustomed to salespeople scrambling to make the sale with the hope of di
We've just read an article where the author argued against the old view that ‘closing the sale’ is the most important part of selling. He suggests instead that ‘trust’ is the linchpin, and that one only gains this trust by listening, putting oneself in the other person’s shoes, and then conversing in a similar language.Well, we’d agree with all of that. But we’d not be too hasty in rejecting the closing the sale part.We’ve all got that friend who’s great to have a drink with, but he or she always turns up 40 minutes late…clothing issues, the bus was delayed, the cat was sick on the carpet. There’s no doubt you get on with this person, but he or she can let you down sometimes.Now think about the role of the supplier in the sales process. To be fully trusted, you have to deliver. The customer must get the right product or service, on time, and with as little hassle as possible.In terms of sales writing, deliverin
The Competitive Sales Process creates an unequal relationship between the buyer and the seller. The buyer often expects a deeper commitment on your part without feeling the need to reciprocate. They have become accustomed to salespeople scrambling to make the sale with the hope of di
It is not enough to dress up and arrive on time for the interview. Here are the top 7 big questions to ask yourself when trying to land your next position.1. Are you a problem-solver? 90% of interviewees cannot answer “problem” questions. You should be able to tell the interviewer why they should hire you and what the company will miss out on if they do not hire you.2. Are you getting your resume out there - in a big way? 80% do not generate enough job-seeking activity through networking to land interviews for the right jobs.3. Can you describe your skill set and how you are the best candidate for the job? 80% cannot identify and/or describe desirable skills. A typical question is “What are your three greatest strengths?” Be ready with answers that include an example or brief story to illuminate your point.4. Have you done your homework on the organization? 80% do not research companies for information
The Competitive Sales Process creates an unequal relationship between the buyer and the seller. The buyer often expects a deeper commitment on your part without feeling the need to reciprocate. They have become accustomed to salespeople scrambling to make the sale with the hope of di
A 5 POINT STRATEGY FOR ENSURING YOUR JOB SECURITYThink Job Security is a thing of the past? Think again. While it may be true that no one is exempt from a downsizing, layoff, or unexpected re-organization in today’s economic climate, that doesn’t have to mean you have no job security. Today’s workers simply need to redefine what job security really is given the competitive environment we live in, and where security comes from. You can (and should) have a sense of job security, but it won’t come from your employer. You must give it to yourself. Your number one priority, if you wish to have career longevity and fulfillment, is to remain highly employable. Here’s a proven 5 point strategy to ensure you have security in an uncertain job economy.1. Under-promise, over-deliver 2. Nurture Your Network 3. Invest in Your Competence 4. Have a Plan B and Plan C Ready to Execute 5. Build Your ReservesUNDER
The Competitive Sales Process creates an unequal relationship between the buyer and the seller. The buyer often expects a deeper commitment on your part without feeling the need to reciprocate. They have become accustomed to salespeople scrambling to make the sale with the hope of differentiating themselves from other companies in their marketplace. The seller is the one who invests all of their time, money, resources, creativity, skills and knowledge upfront, at no cost, in the hope of winning the sale.
Under The Competitive Sales Process that I used in recruitment sales, for example, payment was not received until project was complete. When the candidate was hired, I got paid. There were many times where our company would do 40-60% of the work only to find that the client had hired on their own and would not be completing the project with my firm. In other words, we did a lot of work and received no payment. Viewing The Competitive Sales Process from this perspective makes me wonder why so many businesses choose to remain caught in this trap when a much easier and more rewarding way of doing business exists.
The Competitive Sales Process dominates the global economy today and could be the result of the increasing complexity of doing business in the 21st Century. The internet, automation, the convergence of technologies, consolidation and globalization are the result of developed economies doing things bigger and better all in the name of progress. It is said that greater efficiencies, hence greater profits are a result of the forces of competition. What seems to happen, however, is that all of this progression puts a downward pressure on businesses to create their products or deliver the services faster and cheaper than ever before. We are made to believe that the consumers of products and services want their products faster and cheaper or they’ll go somewhere else. People are plugged in to a technological buzz that is supposed to make their lives easier, but in reality, it seems to make life significantly more compl
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