| I would like to discuss some of the positives | | | | thedetails can help you avoid being pulled into |
| andnegatives of sales and how they relate to | | | | anobjection contest. Always maintain the one-to-one |
| relationshipbuilding. I would also like explain how you can | | | | Relationship. Once you move outside of that circle |
| goabout starting to build a solid vendor-clientrelationship, | | | | andseparate yourself from the prospect, it's |
| and what pitfalls to avoid in theprocess. | | | | almostimpossible to get back. You have removed |
| DON'T ever give your prospective client the feeling of | | | | yourself fromtheir domain of trust to the domain of a |
| "This person is just here to sell me something" | | | | salesperson. |
| orconveying even the smallest inkling that portrays | | | | Crossing this line even once will cause your prospectto |
| "Selling". | | | | mistrust you and see you as a salesperson, not |
| DO always "help" your client arrive at the fact thatyour | | | | aservice provider. |
| are here to provide a service or product that | | | | Staying low-key and creating an atmosphere of |
| theywant and need. You are not there to sell; you are | | | | "no-pressure" is imperative. Remember; portray |
| thereto help. | | | | confidence,not arrogance. This is what Relationship |
| DON'T go into the "Salesperson Overdrive". There | | | | Selling is allabout. You want your prospect to feel at |
| aremany of you out there, including myself, that | | | | ease, notbacked up into a corner waiting to strike out |
| mustfight the urge to SELL or to Dominate the | | | | atwhatever you have to say. |
| prospect. | | | | Above all, learn how to handle and deal with rejectionin |
| Whether you know it or not, you are setting yourself | | | | a positive manner. If you have carried |
| (and the prospect) up for that final decision, "Yes Or | | | | yourselfconfidently explained all the details and they tell |
| No, What Will It Be"? You end up in the situation | | | | you |
| whichmost of us despise, "The Sell". | | | | "no sale", it may be that they were not a good |
| Your entire Business Persona should be a Soft | | | | prospectin the first place. It could also mean that they |
| Persuasion. This means that you never try to make | | | | areindeed still a good prospect and they simply don't |
| yourprospect see things your way, It's quite the | | | | knowit yet. |
| oppositeactually. Soft Persuasion is in the Packaging. | | | | Next week, I'll pass on some techniques used in |
| It's theway you package your company, yourself and | | | | theprocess of relationship building and selling. Untilthen |
| your productor service. I don't mean the box it comes | | | | my friend work hard carrying yourself withconfidence |
| in. When Ispeak of packaging, I mean the way you | | | | and honesty. |
| portray yourcompany and yourself. It should be a | | | | If you missed last weeks Part I, you can review it at: |
| positive andconfident portrayal, not an overbearing one. | | | | It's been a pleasure. Please Feel Free to write and let |
| Hard Persuasion too often comes back to bite you in | | | | me knowwhat you "Honestly" think about sales, |
| theass. Hard Persuasion separates you from your | | | | marketing andof course my article! |
| prospect,moving them away from you. Nobody likes to | | | | I hope you can join me next week for Part III: |
| be bullied,and that's what Hard Persuasion or the Hard | | | | "Tips and Techniques For Relationship Selling" |
| Sell comesdown to. No matter how nicely you do it, | | | | Would You Like To Discover More About The |
| you arebullying them into seeing things your way. This | | | | Advantages Of |
| is notto say that there are not some of you who can | | | | Relationship Marketing and Personal Branding? Check |
| make thiswork, but for most of us the Hard Sell Close | | | | out |
| is a featthat is beyond our capabilities. This is because | | | | Rick Beneteau's NEW Book "Branding You and |
| we arebusiness professionals and technical experts, | | | | Breaking the |
| notseasoned sales people. | | | | Bank". |
| Approach your prospect as if they are already a client. | | | | This Powerful new book puts YOU on the fast track |
| Assume this because they truly need your service, | | | | tobecoming an Internet Celebrity. Not only does |
| notbecause you want to make the sale. How you see | | | | Rickteach you step-by-step how he did it; he also |
| andtreat your prospective client is how they will | | | | askedmany of the top Internet personalities to share |
| seethemselves. Perception is a strong tool to be | | | | theirsuccess secrets with you. If you're at all |
| usedwisely. | | | | seriousabout achieving success on the Internet, you |
| Cover all the details before they can become | | | | need tostart Branding YOU and Breaking the Bank! |
| potentialproblems in the closing of the sale. Covering all | | | | Do yourself a favor. Check It Out! |