Sometimes a small mistake can turn off a client and cause negative thoughts and attitudes. So, I would like to recommend a couple of books on the subject of sales for you to read. They complement each other well. The first is:

Winning Moves – The Body Language of Selling, by Ken Delmar, 1984.

The book has a great subtitle, “the keys, strategies, moves, gestures, expressions, style and aura that work for winners.” Delmar suggests that religious leaders, politicians, actors, trial lawyers and top sales people all have specific behaviors in common. If we can emulate these behaviors, we too can be successful.

Among the topics he discusses are how to maintain composure and an aura of trust, limit stress, feel relaxed, self-assured and confident. Imagine disarming prospects by improving your voice and body language to promote accommodating and listening prospect engagement. Potentially even winning over hostile leads with open body language and calm tone of voice. Learning to look alive on camera, command a room, and to quell anger – its all covered in this great book. The second of my choices is:

How to Master the Art of Selling Real Estate, by Tom Hopkins, 1986.

Hopkins opens his book by explaining what society expects of a real-estate salesperson. He then works to explain how to modify audience expectations to deliver encounters that will encourage prospective customers to engage positively. He writes about prospecting, qualifying, verbal techniques, telephone sales, open house techniques, asking for commitment or offers, and how to close the sale. Next, how to present the proposal and how to maintain a referral network from happy customers and their friends. There is also a section on staying organized, scheduling and planning. The final chapter is how to keep a score card of your successes; tracking sales, money made, net-worth and goal setting. Above all, he stresses maintaining a professional attitude at all times.

Reading these two books, and applying their ideas should aid you in increasing sales while, at the same time, making more friends.

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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The post Building Business Relationships appeared first on ConectUS Wireless.

Try combining the following two powerful ideas, track your progress, and improve sales conversion growth almost immediately:

1. The use of an autoresponder is a major online marketing tool. It could mean the difference between long-term success and a one-hit-wonder. Collecting leads with your autoresponder should be the lifeline to your business. Definitely request names and email addresses, and based on what products and services you are providing, mailing addresses and telephone numbers could be incredibly ideal for additional ways to follow up with each person.

2. Once you start growing your list providing valuable content to your subscribers should be the primary key before considering monetization. Bombarding your subscribers with sales offers and pitches will ensure the loss of subscribers. You have to nurture your list of customers and prospects like you would a newborn baby by giving them information that is a benefit to them. It would mean much more to your business if you provide free qualitative content that will eventually convert your subscribers into loyal and long-term customers. You can then begin to provide a price list of all the products and services that you offer using the following as some examples:

• An insert
• Direct marketing package
• PDF to be made available via autoresponder
• Order forms
• Product Descriptions
• and other sales material

Using the contact information your subscribers have provided allows you to follow up in multiple ways. You can mail postcards or sales letters, make phone calls, and other promotional options.

Remember to send announcements of new sales and products/services, monthly updates, and a request for referrals. You could probably survive on referral requests alone if you have a great product or a service that is in great need and not enough available to go around, so keep that in mind.

Based on what the leading sales professionals have confirmed regarding the number of times it takes on the average for prospects to make a purchase, would it make sense to provide them with information that will be worth their while to make certain they continue returning instead of bashing them with sales offers? Absolutely!

Converting prospects into buyers can be challenging but if you nurture them correctly you will improve sales conversions.

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 Two Powerful Facts For Improving Your Sales Conversions appeared first on ConectUS Wireless.

This is fairly easy if you’re dealing with a business, you can just do some research on the internet about company background, etc. If you do house calls then you can check out the neighborhood, type of house, what car is parked outside, how neat the garden is, etc. All these things will give you some idea of your client’s character and how to deal with them. But what if you’re a Timeshare rep on the cold line? You never know who’s going to be sat in front of you until they arrive in reception and your names called Right? WRONG!

Let’s look a bit deeper into the type of person who attends a timeshare presentation.

The way they’re brought into the resort can tell you a lot about what type of person they are long before you meet them. Here’s an example:

Imagine for one moment your on holiday with your wife/husband its Sunday morning the first day of your holiday you’ve missed breakfast because you arrived late last night and overslept so you’re just stepping out of your hotel to find a little bar serving English breakfast when suddenly out of nowhere a young lad or girl appears and once they’ve established you’re on holiday and recommended a good bar down the road they suddenly produce this handful of scratch cards from which you pull the star prize! Now to claim this prize you have to get straight into their car or taxi and go to the resort immediately as there’s only one-star prize issued every day and you wouldn’t want someone else to get it would you? Now bearing in mind you’re in a foreign country where you don’t speak the language and you haven’t found your way around yet because you’ve just arrived. Would you get in the car of a complete stranger on the spur of the moment not knowing where they’re really going to take you just to pick up a star prize?

How many of you said “No way”? It doesn’t make logical sense, does it? And yet every day, somewhere in a holiday resort around the world hundreds of holidaymakers do exactly what their Mums told them never to do. Why?

The excitement of winning something (The star Prize),

Greed (getting something for nothing)

Fear of loss (If we don’t go now, someone else might get our prize).

Those three emotions were stronger than the fear of getting in a strangers car in a foreign country where they don’t speak the language. You have to hand it to the OPC’s (Off Premises Canvassers) they are the best closers in the world.

So what does that tell you about the person you’re going to be dealing with today?

As long as you can get them excited enough about owning your product, create the greed factor by offering them more than they expected and finally play on the fear of loss emotion buy mentioning the special deal that they won’t get if they don’t join you today, you’ve got a new owner, haven’t you?

It still amazes me how many Timeshare reps accept the “We never make a decision on the day” excuse. All you have to do to squash that objection is gently remind your clients of the fact that it’s not a decision it’s a simple choice and they chose to get in a car or taxi and come down to the presentation today in a matter of minutes because they obviously felt that the benefits outweighed the disadvantages. “So what you’re really saying to me John and Mary is that I haven’t shown you enough of the benefits of owning my product for you to make an educated choice yet?” and then get straight back into what part of the product they need more information about and isolate it down to the genuine objection.

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 Creating Urgency – Use These Three Powerful Emotions To Close The Deal On The Day! appeared first on ConectUS Wireless.

1. A superior solution

You may have a superior solution over your competitors, but it is no guarantee that you will win the business. The key is to highlight the value your solution will create for your client.

This is done by focusing on the benefits your client will enjoy with your solution, rather than the features. Unless your client has a clear perception of how your solution’s features will translate into benefits for them, you run the risk of your superior solution being weakened.

Specifically, you should carry out the following:

• Draft a proposition that identifies the value your solution will create and use this to open up discussion with decision-makers.
• Obtain the support of the decision-makers whose personal interests are most closely aligned with the value you will create.
• Identify the decision-makers who may be left behind or suffer personal loss from your solution. Give them a win where you can.
• With a strong solution, you are likely to be delivering value at a number of points. List these points and assist your client to use them as a checklist to evaluate other contenders.

2. A price/cost advantage

Once again, just because you have a strong price/cost advantage, you shouldn’t expect to automatically win the business. There are other important factors that must be addressed to support your price advantage. These include:

• Identify the decision-makers who are most concerned with cost and build their support.
• Identify what your price/cost advantage makes possible for your decision-makers and sell that future to them i.e. spending less with you may free up money to do something else. If you have the price/cost advantage, those other things may only be possible with your solution. Therefore, they become elements of your value proposition. Highlight and sell that fact.

3. You were the first to open dialogue

In some industries being the first to open up the dialogue can bring great rewards. Most significant is that you have time to plan your business development strategy while your competitors are playing catch up.

To further enhance your chances, consider the following actions:

• Offer to write the tender (if there needs to be one). This is a great opportunity as you can tailor the tender to include the areas where you know you will deliver value. Some caution is required for this method, however, as some industries may view this as unethical. In government tendering, for example, you would almost certainly be disqualified for doing this and it would compromise your supporter’s reputation. So maintain caution and remain ethical at all times.
• Acknowledge that even though you proactively opened up the discussion, your client will probably have to explore other alternatives. Facilitate this evaluation and stay as close as your client will allow. It will happen with or without you so your strategy is to preserve your front-runner status.
• Anticipate what advantages your competitors will have and prepare appropriate responses.
• If your front-runner status gives you a time advantage, use it to paint a picture of life with your solution for your client and sell that future to them.

4. Strong credibility

Credibility comes from a number of sources:

1. Personal credibility – you may hold special qualifications that make you an expert in your field or maybe you have a history of always delivering on your promises.
2. Corporate credibility – your company may be renowned for its products or services.
3. Past Performance – credibility may come from strong past service or product performance with this particular client.

Depending on the source of your credibility, you can perform the following actions:

• Research past performance and draw out relevant case studies.
• Identify beneficiaries of your past performance to uncover a broader range of supporters.
• Seek testimonials from your supporter base.
• In your discussions with decision-makers, get them talking about the outcomes of your strong past performance and the value you created. Words that come out of their mouths will be much more convincing than words coming out of your mouth.

5. A deep understanding of the decisions maker’s motivations

It is important to consider both personal and business motivations for making a decision. Analyze the personal impacts on all the decision-makers, rather than focusing solely on the business aspects of your proposal.

• Identify who will win personally if your solution is chosen and sell that benefit.
• Identify which decision-makers may face a personal loss if your solution is chosen i.e. could their position be in jeopardy? If this situation exists, see if you can make an accommodation for their future e.g. taking them into your business. Whatever your plan, make sure you identify these risks and deal with them effectively.

While coming from a position of strength gives you a huge head start, closing the deal requires you to identify and maximize your strengths throughout the sales 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!

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The post How to Use Five Core Strengths to Win Business 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.

Entrepreneurs Must Create A Sales Breakthrough By Niche-ing Their Business

“Specialization” or “perceived specialization” can turn an ordinary business into an extraordinary business, boost prices and margins, provide competitive differentiation, and allow you to be a “big fish in a small pond.”

Lead In Your Niche Market

Niche markets offer smaller opportunities than the mainstream, public marketplace, but they also provide a long list of appealing, offsetting benefits, including lower testing costs and investments, more predictable results, ease of message-to-market matching, affordable use of many media, high dollar units of sale, high margins, and so on. There is also this opportunity: to quickly and (relatively) inexpensively establish a visible, recognized leadership position.

“If you can’t be first in your niche, redefine your niche” – Al Ries

Remember, you’ll make bigger waves jumping up and down in a small pond as an alternative to jumping up and down in the ocean. Niche your marketing efforts and watch your revenues soar!

One final note; in order to leverage your niche – you must become an avid student of lead generation and marketing strategy – the high-payoff items necessary to succeed in business. 

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 Power Of Niche Marketing 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.

David told me of changes that have occurred since we last spoke. For example, he’s now exclusively driving a Ford Mustang – and his love for this car is evident during our video together. He’s also switched to SS-Green Light Racing, a team that currently competes in the NASCAR Xfinity Series. He now drives the #08 car.

David tells us that he has been a personal friend of the SS-Green Light’s owner Bobby Dotter for many years. He remembers Bobby as a driver in what was then named the NASCAR Busch Series. Young David Starr would go to races and get excited when he heard, “Bobby Dotter’s coming to the front.” In David’s words, “I watched him race for years, and when I finally made it as a professional racecar driver… I got to meet Bobby and told him I was a big fan of his.” David would then go on to drive pickup trucks in the NASCAR Truck Series for Bobby and his team. They have remained lifelong friends, and this led to Bobby’s offer to David late last year.

David then talked about a typical week in his life. Spending the middle of the week with his family while still maintaining contact with his team in North Carolina, reviewing his own performance and that of the car. For example, they are always discussing how to incrementally improve the handling of the car. He went into detail about how important downforce is, so as to further enhance tire grip. He also told us about the line that he drives around the track and the way that the car reacts to different angles as he enters a corner, and being able to hit the gas just that second earlier. In his words, “you’re starting your momentum quicker than your competitor… this is key to everything when winning these races.”

Lastly, David tells us about the importance of teamwork, and how he is always listening to his two advisers on the radio. They have saved him from potential wrecks and given him an edge in taking the best line around the track.

David has such an amazing life, and I’m looking forward to our next conversation. Drop me a line at Neil@ConectUS.com with your questions for David Starr, or if you’d like me to email you with a link to more articles about David.

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 Welcome Back David Starr appeared first on ConectUS Wireless.

In the first article in this series, published on March 8, we recognized that you want to offer your business clients the best possible options for their organization. One of the best choices for SMBs is the Complete Business Bundle from Verizon. It’s a curated service that allows SMBs that operate from a single location to choose only what they need now – and then to upscale as their business grows.

The Complete Business Bundle includes Business Internet – delivered wirelessly from your customer’s local cell tower, the Verizon One Talk Service that we discussed in our last blog, and Business Internet Secure. Typically, a small business will start with Business Internet, a desk phone, security software, and 24/7 dedicated tech support.

The Business Internet comes with an LTE or 5G router, with enough bandwidth to support the needs of most SMBs in the U.S. While the One Talk service offers several device options. These options include a desk and table-top phones, a dedicated phone app, software for tablets and desktops, or hybrid versions – whatever works best for each business client.

In addition to these options, your clients can also choose to have Business Internet Secure, a powerful suite of internet security tools specifically developed for SMBs. It’s also backed by 24/7 expert security tech support, including help with deployment or software management. Business Internet Secure protects employees, devices, and your client’s business.

There are usually great promotions running, and it is not unusual for our Partners, just like you, to be able to offer free installation, free devices, or the first month of service free when you sign up a new or existing business client for the Complete Business Bundle.

In the next blog in this series, we’ll look at Business Unlimited. These are mobile plans that provide your business customers with unlimited talk, text, and data on every line. They work on Verizon’s 5G and LTE networks and each line has unlimited hotspot data, and the best call filter spam blocker currently available.

We’re ConectUS Wireless, a Technology Services Agency that’s been around since 1974. We have an ever-growing partner network of telecom agents who sell mobility services and products to American SMBs in all 50 states. Let’s show Verizon what we can do by bringing our best customers over to the best network ever!

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 The Complete Business Bundle from Verizon appeared first on ConectUS Wireless.

Four steps to qualifying on the cold call

1) Make sure you have the decision-maker – After the opening of your cold call, your first question should simply be: “Are you the one who makes the buying decisions for (whatever it is you’re selling)?” Once you get an affirmative reply, find out if anyone else is involved. Ask, “And who else is involved in the decision-making process?”

2) Make sure there is a need for your product – The next step in your cold call is to make sure there is a need for your product. In addition, you are looking for ways in which you can best help the prospect.

Examples of cold calling “need” qualifying questions:

• “Joe, let me ask you: What system are you using currently for information storage and backup? You could also ask, How are you currently handling the need for (your product)?”
• “Who is your current vendor?”
• “How’s that been working out for you?”
• “What do you like best about your current situation (or vendor)?”
• “In what areas do you think I might be able to help you?”
• “What is your current time frame for making changes?”

3) Find out exactly what the prospect is looking for – A question that applies to almost any product or service is, “What’s most important to you price, bells, and whistles, or options, opportunities to upgrade?”

Here are more good questions:

• “Do you have any suggestions as to the best way for me to help you?”
• “What most concerns you about this type of product (or service)?”
• “What do you hope to achieve by evaluating how this is currently being handled?”

4) Make sure the prospect can afford your product – You now need to qualify for affordability.

Examples of cold calling “money” qualifying questions:

• “Joe, what is your annual budget for (your product)?”
• “What price range are you looking in?”
• “How much money would you have liquid and available if the right investment were to present itself today?”
• “Do you plan to mortgage most or all of the investment?”
• “Do you already have a bank you’re working with that has pre-approved you for a certain amount?”

Remember, you’ve got this!

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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The post Master the Cold Call – Four Steps to Qualify the Prospect During the Cold Call appeared first on ConectUS Wireless.