Q. What is the best way to keep in contact with your clients?

A. Telephone Sales Skills…
If You Are Not Appearing,
You Are Disappearing!

For the sales professional, effective telephone sales skills is not about selling over the phone. Nor is it about closing deals or even providing a quote. The telephone is currently the second best medium for demonstrating to your clients that you are truly interested in them. Once video calls are more streamlined and common place it will be the better choice. The most effective way to secure your position with your clients, of course, is showing up in person.

I am not suggesting that emails, news letters, greeting cards, and related communication methods are ineffective. I am definitely hinting to demonstrate to your client you really care it has to be more than a note, card, or email. It must be regular and personal. Hence the need for telephone sales skills.

By the way, note the reference to client and not prospect or customer. Prospects and customers require much more interaction to move them to client status.

The title, “If you are not appearing, you are disappearing”, is not original. I heard it on a personal development CD and it stuck. Regardless of the product or service you represent, to ensure the client comes back, stays with you, doesn’t switch to a competitor, you must maintain personal contact. If you are not appearing, that is maintaining personal contact, you are disappearing.

Effective telephone sales skills means you are listening far more than your are talking. You are listening for what the client doesn’t say as much as you are listening to what he/she does say. Telemarketing training emphasizes a script. This works well here too.

You are making phone contact with your client as a courtesy to ensure all is well with the service or product you provided them. You are not simply dialing to fill in time or to waste your client`s. You have a purpose, at minimum, to let the client know you care. You can create a script for opening and closing the call that will keep you on track. Scripts work.

If you were to listen in, witness the telephone sales skills of professionals, you would observe they are prepared, sincere, and time sensitive. A well positioned call is no more than a couple of minutes long. Sincerity comes through in the sales pro’s voice, intonation, wording. And, as in all sales relevant interactions, the sales pro is a sponge soaking in any hint of opportunity or threat.

In the sales arena, how do the majority of sales people handle their follow up? Maybe an after sale call. Maybe a one year anniversary card. Maybe a news letter. How much more repeat and referral business do you think you would get if you scheduled a personal call to your clients once a quarter? Make no mistake, telephone sales skills are essential to growing your sales.

Remember: Nothing happens until someone sells something.

Jeffrey Doucette
Sales Professional and Coach
http://www.selling-process-tips.com

Q. What makes (or how do you become) a successful entrepreneur ?

Here are my thoughts …………

Everything starts with good sense of grass root entrepreneurship behavior. (long term vision and willingness to take risks)

I would exemplify it with a “smoothie recipe” :

- (1 cup) of an active and realistic strategic planning. (not the one you show to your banker)
- (1 cup) innovation. (if you find the rare one that refuses to follow rules even better)
- (1 cup) of unselfishness. (we all deserve a decent life and respect)
- (2 cups) of real leadership (tell them where to go and go with them)

Put everything into your visionary blender (your team) and hook up the power cord (knowledge) and enjoy it.

I hope you all like it !

Disclosure: “Side effects” may include the followings. Please seek for doctor if you’re experiencing any on the following symptoms:

- Denial,
- Lack of support,
- Paralysis,
- and resistance

All the best
Edison Reis

Director of Operations, QAM - Quality Assurance Management

QUESTION:
What can you tell me about SMILES?

SMILING: a team sport

I am not trying to get you to smile, but smile away if you are inclined.

Take a step back and look at the SMILE in a different way. Look at the SMILE as your team, your department or even your broader organization.

When it is working well, the smile is bright, attractive, impressive. Think for a second: have you EVER NOTICED A SINGLE TOOTH as a stand-alone in a great smile? Likely, the answer is NO. When it is working well, the measure of merit for the smile is the performance of the team: the entire mouthful of pearly whites all working in balance. Holistic GOOD.

BUT..what happens when one tooth fails to ‘perform’ in the smile? It RUINS THE EFFECT, no matter how great the rest of the teeth look, right? Individualistic BAD.

When the smile needs repair, scaffolding is erected and work on that smile is ongoing…it seems odd, but the smile can be beautiful even when the scaffolding is up!

If one can buy the use of this smile-team simile, I have a couple of suggestions:

1) No one tooth can MAKE a smile
2) Any one tooth can KILL a smile
3) The smile is only as impressive as the least impressive tooth
4) We continue to smile, even when repairs and training are ongoing
5) Daily attention and preventive maintenance are performed on great smiles
6) It is painfully obvious when they are not
7) In the best smiles the teeth are aligned AND are individually clean and white

Boom
610.704.1232
Matt ‘Boom’ Daniel

President: Business Battlefield Inc.

Why I Love Being an Entrepreneur–What’s your Reasons?

Thinking of July 4 and celebrating my freedom as an entrepreneur. Let me count the ways…

1. Time Freedom: You can set your own hours, work when you want, and have enough time for your family, friends, fitness, and travel.

2. Location Freedom: Work wherever you want: in your home, a storefront location,even on a Carribean island on vacation ( I would never do this)

3. People Freedom: Pick your dream team, choosing your staff and ideal clients. We can say no to problem children.

4. Money Freedom: You’re not limited by a salary from an employer. As entrepreneurs we can create as much wealth as we want. When I have enough, I’m happy.

And you?

Judy Cullins

Helps Pros Brand Their Businesses with a Book www.bookcoaching.com

What would you do with Triple the Profits and Double the time Off?

Rivers Corbett, is sharing his marketing tips on how entrepreneurs can build their business on the internet.

His tele-workshop will teach you how to triple your profits and double your time off by automating and enhancing your marketing systems using the internet. It’s so simple you wil l shake your head saying “Why didn’t I do this sooner?”

Find out more at www.TrainWithRivers.com

31 Ways How To Deal With Naysayers

Want to know the biggest roadblock to being a successful entrepreneur? It is the naysayers. And unfortunately, sometimes (perhaps, often) you are your own naysayer. Here are 31 strategies used by TPEs who have faced the naysayers and defeated them. Now it is your turn to defeat the naysayers and get down to building a successful business, damn it!

Enjoy and go get em…

http://www.toiletpaperentrepreneur.com/blog/31-ways-how-to-deal-with-naysayers