What’s holding them back? If you are in the top twenty percent of your profession you probably already know the answer. However, if you are not, ask yourself this question.”Do I want it badly enough?” Answer it honestly. Did you answer with a yes? If you did. think of how you ‘felt inside’ when you answered. If you felt nothing much, you have the answer as to why you are not performing in the top twenty percent. You don’t want it badly enough!

If you did, you would feel the passion and excitement. You would scream out YES and mean it with all your being. Passion and the excitement that accompanies it is the ‘rocket fuel’ for your success in virtually any situation in life.

When one lacks passion, or as some may call it, the burning fire inside, they will become mentally and sometimes even physically lazy when faced with obstacles that block their success path. Lacking passion, they will lack the needed willpower to dedicate the required time, resources, and energy to succeed.

You can’t get your passion from your family. You can’t get it from your manager, although most believe they can instill it. You can’t even get it from great sales trainers. You can’t get it from sales courses, seminars, or sales books. These will all encourage you but they can not ignite your passion fire for your personal success.

Your passion comes from within you alone! Find the source of your passion by examining your core values. Discover what means the most to you in life and you will discover your passion. Once you do, you will be able to make the decisions, take the necessary actions and stay focused to the point where success will be easily attainable. With your passion ignited, nothing will be able to stop your quest for success. The great thing about life is that you get to decide how you will experience it. You get to decide if you will just coast through your life or live it with excitement and passion, at work and at home.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Success in Selling – Do You Want it Badly Enough? appeared first on ConectUS Wireless.

You must always qualify for the available amount of time, not once, but twice. Throughout my sales management career, I would constantly feel compelled to remind the salespeople who I was managing that they needed to qualify for ‘sufficient available time’ just as much as they needed to qualify for needs, wants and budget, etc. Without the knowledge of how much time the customer can make available, the salesperson is truly flying blind throughout the entire selling process.

It seems to me that, left to their own devices, most salespeople would omit this critical question on a regular basis, focusing instead on trying to land on a product or service quickly so that they could begin to ‘sell’. This strategy can easily backfire and regularly does. As a salesperson, you will know how long it will take to present your offerings properly in order to expose all the value building features, advantages, and benefits. If sufficient time is lacking, you will find yourself shortcutting your presentations.

If you do qualify for “sufficient available time” early in the process, you will be comfortably in control of the entire sales cycle. If you do not, control shifts completely to the prospect. If time is tight, focus on quality qualifying as to the needs, wants, and problems of the prospect.

Do a very thorough qualification exercise in order to select the best possible product or service option for the customer. Then re-qualify for the available time so that you can be certain that you will be able to present all the benefits and put your deal together.

If available time is too limited, shift your selling effort to obtaining a firm appointment at a future date and time. This strategy will usually result in higher closing ratios, higher gross profits, higher levels of customer satisfaction, more repeat business, and a flood of referrals.

You will be recognized as a master who truly works in the customer’s best interests. Give it a try and see your successes and your income soar.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Set the Proper Pace of Your Sales Cycle with this Important Tool appeared first on ConectUS Wireless.

STEP #1: SELL TO YOUR MARKET

The first, and perhaps most important, the key to improving your sales ability is to know your target group – whom you want to sell to. A well-crafted sales pitch keeps the target market constantly in mind, carefully tailoring expressions and words to appeal to that group. If your target group is young children, for example, your pitch should be geared towards selling to that group – with simple language, bright and colorful marketing, and vivid imagery. When selling to a business, however, clearly outlining what you have to offer, and displaying strong facts or statistics packs more punch than a colorful description.

STEP #2: LISTEN TO YOUR MARKET

Being open to feedback and experimenting with wording can bring a mediocre sales pitch to a powerful level. Many salespeople will simply talk over the customer in hopes to overwhelm them into a purchase, but being more open and attentive will give you an instant advantage. Listening to your customer also puts you on their side, and makes them feel that you sympathize with them – no one cares how much you know until they know how much you care. When you listen to your customers, you will better know how to make them listen to you, and how to hone your sales skills to match your market.

STEP #3: KNOW YOUR PRODUCT

Whether you’re selling real estate or Barbie dolls, it is essential to truly know what you are selling. Knowledge of your product gives you an immense advantage over a salesperson that is simply “giving their pitch.” Being connected with your product also allows you to be even more connected with your customer, allowing you to answer questions and converse with ease.

STEP #4: SET GOALS

More than almost any other career, success in sales is dependent on YOU – your attitude, your effort, your ability, and your motivation. Setting goals for yourself gives you something to reach for and adds another level of action to the rhythm of your work. It is important to continually challenge yourself, setting realistic goals that will push your performance to the next level. Try setting goals on a weekly, monthly, and yearly basis – and as you keep track of your performance, take notes on what works and what doesn’t!

STEP #5: HAVE FUN!!

As cliché as it sounds, your enjoyment of your job comes through to every customer you speak to. If you have a bad day, the customer feels that as well. So keep yourself energized, getting up and walking around, brainstorming creative ways to approach the same things, and getting connected with your customer and your product. Your attitude is everything – it will determine your energy, ability, and success.

Following these steps and maintaining a good attitude will put you well on your way to being able to hone your sales skills and improve your performance. Your drive, your determination, and your connection to your customers will make all the difference in establishing you as a top seller. A career in sales is challenging and rewarding, giving you the power to make every sale a success, and even earn a six-figure salary in your first year – it’s all up to you!

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Hone Your Sales Skills appeared first on ConectUS Wireless.

10: Driving all Day

Spend the minimum amount of time traveling and the maximum amount of time prospecting or closing deals. Divide your area into manageable chunks and work each smaller area on a specific day each week. Only deviate from this plan where there is a very good reason such as collecting a certain sale.

9: (Really Cold) Calling

First impressions count big time. Prospect’s care about their business and not yours so have enough research done so that you can talk to them about their business. This will allow you to start to win their trust from the off. You need to stand out from the crowd and convince that your offering will add value to their business and customers

8. Falling Down on Follow Up

Call your customers or drop in to see if there are any more opportunities and that the current service is up to scratch. Send out some e-mails informing of latest developments or new products and follow up with a call. Speak to old prospects to see if their circumstances have changed. Selling is about building relationships; relationships are based on communication so make sure you follow up.

7: Painful Presentations and Dull Demonstrations

Let me start by saying the number of presentations where I have retained the information and which were in some way memorable I can count on one hand. There tends to be a general consensus that they are a necessary evil. In my opinion, this is not the case and they are often used as a bad sales prop and contain reams of irrelevant information. Good presentation skills are difficult to master so the average seller should limit time spent presenting and increase time spent selling. When evaluating your presentations and presentation skills ask yourself ” What is the presentation adding to the meeting?” and always ask this question from the point of the person or persons receiving the presentation. If your average meeting is one hour and your presentation takes up half, could some of this time be better to spend doing something else? How much of the information do people actually want to hear? A simple rule to apply when presenting is far less tell and much more interaction.

6: Stalling Your Sales Engine

Selling is all about the seller managing opportunities so that each action or conversation produces positive forward momentum ending in sales. Set yourself minimum and maximum objectives each time you talk with a prospect and always achieve in between. Ensure next steps and agree time frames no matter how small. Let stalling be your biggest enemy and attack with all your sales might.

5: Losing Track of Time

Time is your greatest resource, be very greedy with it. Ask the question ” Is this contributing to my sales?” for every action you do and for every conversation you have. If this answer is no, you need to change what you are doing or start having a different conversation.

4: Rejecting Referrals

Referrals are by far one of the easiest ways to get good quality leads. I’m often asked when is a good time to ask for referrals. “Is it when you just made a sale?” “Is it when a prospect is really happy with the quality of back up and after service?” Of course, these are all good times to ask but really the very best time to ask for referrals is “now”

3: Running Scared of the Close

The close is a reasonable request at a reasonable time. At best prospects say “yes” and at worst they say “no” and even then you can still change their mind. Ask the question “Can we do business?”

2: Not Getting to Know Each Other

You know why your product is special and can talk about all its valuable features. The prospect knows what makes their business special. To convince a prospect that your product will add value to their business you too need to know what makes their business special. How do you this, you ask lots of questions to find out. Take the time to find out about what’s important to them and what makes their business great. Only then will you be in a position to demonstrate how your product will make their business even better.

1. Alarming Attitudes

With the right attitude and energy nearly everyone can learn the skills required to become a seller and forge a successful and lucrative career for themselves. However, even today sales are still viewed in some quarters as a stopgap career move. Some companies too add flames to this fire by tossing away under-performing new hires at rate of knots. It’s time these people and organizations woke up to the fact to be successful requires proper training, the correct company supports, a varied skill set, and most of all a professional attitude on behalf of everybody involved.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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My Cake:

I tried to make a box cake. How I did it is I put all the ingredients in a mixing bowl and started to stir it. But somehow I ended up with a real mess that I threw out in frustration.

What I learned the hard way was with certain recipes you need to mix part of the ingredients first separately from the other ingredients. Then you mix them together. If you don’t do it in a certain way and in a specific order you end up with problems.

The same is true with customer’s objections.

Here is the recipe for overcoming customer’s objections.

1. Listen to the complete objection – I have witnessed too many salespeople start listening to the customer’s objection. Then before the customer finished the salesperson enthusiastically jumped in and started to overcome the objection. Unfortunately, the salesperson read the customer’s mind wrong and overcame the wrong objection, and didn’t make the sale. I suggest you not interrupt the customer when they are voicing an objection. I even like to have a brief pause when they are done talking to make sure they didn’t just take a breath and we’re going to continue.
2. Restate the objection – Rephrase the objection back to them in your own words. This lets you both know that you got it.
3. Tell them you understand and ask if they have any other concerns – Don’t be afraid to ask for more. Get them all out now so you can resolve them.
4. Overcome the objection – How do you do this? That is the next session. I’ll show you how to overcome 90%+ of all objections.

Use this approach and watch your closing skills soar.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post The Recipe for Overcoming All Objections appeared first on ConectUS Wireless.

I’ve seen salespeople in the business for a year, perform as well as others with twenty years ‘experience’. The reason is fairly simple. The fact is that they both had only one year of ‘experience’. The rookie had one year’s worthwhile the veteran had one year’s worth repeated twenty times.

Now you might be thinking that this concept is absurd but consider this. If the veteran salesperson entered the profession with an eager passion and learns all he or she can within that first year, then had a measure of success, the learning curve often flattens out. People tend to become complacent following some level of success.

When complacency sets in, people will fail to learn from their new experiences. This means they will make the same mistakes over and over again, year in and year out. They no longer are adding to their experience level. They simply add to their time in the business. To me, the measure of true experience is the acquisition of new knowledge and skills, along with the adjustment of their personal actions in response to marketplace experiences and mistakes made.

When this measure is the yardstick used to determine experience, the passage of time alone ceases to be very relevant. I hope you will agree with his concept as you move along your career path.

Never allow yourself to believe your that brain is full or believe that there is nothing else to learn. Don’t rest in complacency. It’s not a safe parking spot for your career, is it?

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to speaking with you soon!

The post Selling Experience, How Would You Describe Yours? appeared first on ConectUS Wireless.

FIRST, you must be able to effectively market your products and services.

SECOND, you must be able to convert the prospects or leads your marketing generates, into paying clients.

If you get the marketing part down, but you can’t convert, you still won’t have any clients and you will continue to struggle.

Do You Hate Selling?

Unfortunately, many solo-professionals and small business owners dread the thought of having to sell. And they avoid it like the plague. Then they wonder why they are constantly in a state of struggle when it comes to their business.

You MUST be able to sell your services

But, if you do it right, it won’t feel like selling, to you OR to your prospects. And your results will improve dramatically.

Here are 5 steps to help you sell with ease:

Step 1: First, you must be mindful of WHAT you are selling. You are NOT selling your products or services.

Let me repeat that … you are NOT selling your products or services.

Step 2: You must know what you ARE selling. You are selling a solution to a problem that your prospect has. Identify that problem and present your products and services as a solution.

Step 3: Focus on helping people get a glimpse of what their life will be like when they work with you. Transport them mentally and emotionally into the future, when that problem is already solved.

Step 4: Give them a list of everything they will get if they choose to work with you. List all the things you can guarantee. If you can’t guarantee results, then just list what you CAN guarantee.

Step 5: Give them proof. Share the results you have gotten for other clients.

If you follow this 5-step process you won’t feel like you’re selling because you are simply talking about how you can help in tangible terms your prospects can relate to.

When you approach selling this way you’ll see your prospects get excited because they can see or hear a tangible list of the results they’re going to get if they choose to work with you.

They’ll see the results you’ve gotten for others so that list of guarantees is believable.

And you will have successfully transported them emotionally and mentally into the future where their problems are already solved and now they’re ready to hire you to solve them.

Your Marketing Step

I encourage you to evaluate how you are selling. Are you telling people WHAT you do or HOW you do it? Are you selling based on logical sales points? If you are and you’re not converting as many prospects into paying clients as you’d like, I encourage you to apply these 5 steps.

I think you’ll find your batting average goes up and you’ll enjoy the sales process a whole lot more.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post How to Sell With Ease – 5 Simple Steps appeared first on ConectUS Wireless.

Many sales courses tell the delegates to start with open questions that begin with who, what, where, when, how, and why. Think of a question about your product that starts with one of the above words. Could the question be answered with one word or just a very short sentence? Many questions starting with these words can be answered very briefly. They do not encourage the buyer to talk. A low reactor-type customer will not open up when asked this style of question.

So how do you get your prospect talking and telling you about themselves, and their wants, needs, and desires. It’s easy, just do what you would in casual conversation with friends. Use a question that encourages the buyer to open up and give you more than just a short answer. This is a great sales skill to have that will help you close more sales. Start your questions with, tell me about, or, give me an idea. Ask them to, build you a picture, or, describe it for you. How about, explain to me, and, bring me up to speed. Think of a question about your product that starts with one of the above phrases. It should be difficult to answer with a short sentence or just one word?

The key is to get the prospect talking and then give them direction. You don’t want a stop-start process that interrupts the flow of the conversation. Once you have them opening up to you, use questioning techniques that guide them to where you want them to go. Move them towards describing their needs, wants, desires, and what they are currently dissatisfied with.

The next questions to use in the sales process will give the conversation direction. These are the who, what, where, how, and when questions. They elicit more detail and give direction to the now-flowing conversation. And remember, this is a conversation, not an interrogation. These sales questions should be open-ended and will give you information on the more general topics brought out by the opening questions. For example, what are you looking for, when do you do that, how important is that. All in response to, and focused on, the areas raised by the prospect.

Now you want more detail on the benefits the buyer is looking for. You want to ask open sales questions, on specific subjects, to start narrowing down the information. Think of the sales questioning process as a funnel. You have started with a wide-open, conversation-provoking question. Then narrow the possible answers slightly with the where, what, how, type questions. Now you close the funnel a little more and look for tighter specifics. You ask questions such as, what size, how many, who else uses it.

You can now get to the real specifics, and fill in the gaps in the information you have. Ask alternative questions like, red or blue, Monday or Wednesday. Offer specific suggestions and ideas and look for their responses. Use direct questions that require yes or no answers. When you think you have all the information on one particular subject you can check your understanding of their needs. Then summarise and look for approval and agreement.

You may have only covered one area of the needs that they gave you in response to your opening question. Think of this as one funnel that you have completed. If there are more needs areas go back and start another funnel. Do this until you have covered all the topics related to the benefits they want that your opening questions brought out. After each funnel check your understanding of what they want. When you have exhausted all the benefits and needs topics, summarise and check your understanding of all the needs, wants, and desires that you have discovered.

This also helps towards the closing of the sale. You are gaining agreement that this is what the customer wants. Depending upon your product and your market you can gain agreement from the buyer. You can ask, in your own words, that if you can provide the needs you have just summarised are they in a position to buy from you. In a market where it is appropriate, you can ask the, If I Can question. If I can provide all these benefits will you buy from me today? But only if it is suitable for your product and your marketplace. Gaining this level of commitment throughout the sale makes closing the sale so much easier. This is how top sales professionals make selling look so simple, and why they close so many sales.

The above sales questioning techniques make the sales process more pleasant for the buyer. Compare the smooth style of communication, and let the customer talk as you guide them, with the short sharp questioning techniques used by many inexperienced salespeople. When you ask a sales question that needs only a short answer you get the stop-start sales meeting. Pauses and silences, no real communication. The buyer will feel like they are being interrogated or completing a questionnaire. When you ask several individual questions in succession the customer will feel stressed.

This is because they are having to think before each answer. They feel like they are on a high-pressure quiz show. When you use conversation style sales skills the customer feels relaxed, as they would in an informal setting. When you talk in a flow of communication about one topic, down one funnel at a time, there is no stress. Just an exchange of information, gently brought out using an effective sales questioning process.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Sales Questioning Techniques and How to Use Them to Close a Sale appeared first on ConectUS Wireless.

Stranded Ore. Couple Rescued with CAP Cellphone Info

Maj. Margot MyersPublic Information OfficerNational Cell Phone Forensics TeamCivil Air Patrol’s National Cell Phone Forensics Team guided searchers March 25 to a missing couple stranded 29 hours in their vehicle in a remote area of northwest Oregon in temperatures that fell below freezing.The couple, ages 59 and 60, set off March 24 from their h…

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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us economy: The coming shock that will transform the US economy – Verve times

The “China shock” was one of the most significant economic events of the last two decades in America. Most of the shock is now over – Chinese imports are competitive with much of the output of U.S. manufacturing, and China has already displaced many U.S.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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