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| "News from Gail" Learning, Managing and Profiting with your E-Life |
| Message From Gail Happy holiday to all, wishing you and your family a happy and healthy holiday season. Now is the time to spend with those we love and extend a loving hand to those in need. I want to extend a big welcome to all of our new members this month numbering more than 110 new members in the month of November.I am sure they too will see the benefits of the "News from Gail" ezine. In addition to our new links page, I've added an "Ads" page to accommodate all of the free ads I've been receiving, be sure to show your support and check them out, I've listed them under Classifieds. Please submit any articles, ideas or suggestions to my newsletter, I am always looking for fresh, innovative, new material, email me Please note the Members ads on the front page will no longer be free beginning with the January 2005 ezine there will be a nominal fee of $2.99 to help maintain the site. Thank you Gail |
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| Issue 13/Dec 2004 |
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| Discover How To Write Killer Ads by Michael Corcoran Tired of wasting your money and or time placing ads that never get noticed? Want to know the real secret to writing ads that pull like a powerful locomotive, sending box cars packed with people racing to your website. Click here for freebie #13 |
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| Killer Words and Phrases How to Avoid Sabotaging Your Selling Efforts by Jim Domanski Selling is tough enough as it is so why engage in self destructive behaviors that mare your chances of making a sale? Let's face it, sometimes we are our own worst enemies. I am specifically referring to words and phrases that we use, either on a conscious or subconscious level, that maim and sabotage our selling efforts. We'll look at five different behaviors that plague certain reps and we'll look at how to manage and eliminate them. The Doubting Thomas The first behavior is that of the Doubting Thomas. Thomas is a sales rep who earnestly creates doubt in the client's mind about buying your products or services. In effect, he creates a self fulfilling prophecy. Here are some recent examples I encountered not long ago: "Mr. Satcher, you probably wouldn't be interested in the BD syringe offer right now, would you?" "Beth, your pharmacy doesn't use lancets, right?" "Here the insurances we DON'T cover..." In these examples, the sales rep has entered into the conversation with a negative perspective. I suspect that many reps do this because they are subconsciously ‘pre-empting' a rejection. Somehow they feel that this makes the rejection a little bit easier to take. But look at it from the client's perspective. He hears someone full of doubt and uncertainty; someone who lacks confidence. Buying from a Doubting Thomas is difficult. Discouraging Dave Discouraging Dave is the sales rep that discourages a further relationship with the client with phrases like: "We can't do that..." "We won't deliver overnight..." "There is no way we can access those quantities..." "I doubt if we have the capacity to implement that project..." There's a lot of Discouraging Dave's out there. Essentially, they've given up trying to sell. Instead, they tell clients what can't be done rather than what can be done. Needless to say, the prospect takes the business elsewhere. Sarcastic Sally Far worse than Thomas or Dave, is Sarcastic Sally. The sarcastic sales rep is usually bitter that the client has not taken her up on an offer. Sally is often frustrated and burned out with her sales results and will often fire off a verbal volley or two designed to "put the client in his place." Last week, I heard a Sarcastic Sally say this: "Okay, if YOU don't want to save money, that's fine by ME." The dripping sarcasm may have made the sales rep feel deliciously good for a moment or two, but I guarantee you that the prospect will never, ever forget the moment. And I guarantee you that the prospect will never, ever buy from that rep. Slandering Sam Slandering Sam is the sales rep that would |
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| Develop an attitude of gratitude, and give thanks for everything that happens to you, knowing that every step forward is a step toward achieving something bigger and better than your current situation. Brian Tracy |
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| (Con't) prefer to hurl abuse and perhaps even slander at a competitor rather than take the high road to selling. Here are few real life examples: "I will tell honestly, Bob, you can't trust (ABC) Company. Boy, have I heard stories on how they lied to their clients..." "Watch out for (XYZ) Inc. They're sleaze balls. They're really good at baiting and switching..." Slandering Sam will tell you that he means well when he makes these comments. He wants to let the prospect know there is a ‘grave' danger in dealing with certain competitors. Unfortunately, to most prospects, it sounds like sour grapes and mud slinging. It doesn't sound professional whether it is true or not. Clients don't like to hear your laments. They don't find cheesy cheap shots endearing. What they do want is for you to sell them on the merits of your product or service, not on the deficiencies of your competitor. (There are ways to point out competitive disadvantages but bad mouthing is not one of them.) Next month Part 2 : Suicidial Sally and Fixing the Problem |
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