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| "News from Gail" Learning, Managing and Profiting with your E-Life |
| Message From Gail Happy New Year-Happy 2005 to all. Let's all make 2005 the best year ever by sharing, caring and helping one another. I want to extend a big welcome to all of our new members this month numbering more than 100 new members in the month of December.I am sure they too will see the benefits of the "News from Gail" ezine. Free ads will now be featured on the classifieds page, be sure to show your support and check them out, or perhaps see your own ad. Please submit any articles, ideas or suggestions to my newsletter, I am always looking for fresh, innovative, new material, email me Thank you Gail |
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| Issue 14/Jan 2005 |
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| "I've continued to recognize the power individuals have to change virtually anything and everything in their lives in an instant. I've learned that the resources we need to turn our dreams into reality are within us, merely waiting for the day when we decide to wake up and claim our birthright." Anthony Robbins |
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| (Con't) or a peer to give you some feedback if and when they hear you begin to maim the sale. Analyze Your Behavior and Forgive Yourself If you cross the line, don't freak out. It will happen. Forgive yourself but only after you have analyzed what triggered your remark. Were you nervous? angry? discouraged? Perhaps you can identify a trend which will make solving the issue a little easier. Summary Selling is tough enough. Make your sales effort easier. Remember that our choice of words can help you make the sale or they can help you break the sale. It's your choice. |
| Killer Words and Phrases How to Avoid Sabotaging Your Selling Efforts - Part II 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. Today we'll look at the last of five different behaviors that plague certain reps and we'll look at how to manage and eliminate it. Suicidal Sally A Suicidal Sally sales rep is one that signs her own (sales) death warrant. The following examples illustrate the point: "We have had a lot of problems with that unit over the last couple of months..." "Our accounting department seems to screw up like clockwork when it comes to billing..." "Our manufacturing group is always late..." Translated, what you are really saying to your client is this "...don't buy from me because..." You are giving the client every reason in the world to go elsewhere. Unbelievably, some reps feel that because these phrases are honest and forthright the client will somehow admire their candid nature and buy. Wrong. They won't. If you have problem, get the problem fixed. If the problem is reoccurring don't sell the product. But whatever you do, don't advertise your deficiencies to the client. It's sales suicide. Period. Fixing the Problem Most sales reps do not recognize they are engaging in self destructive behavior. Their remarks and responses are often emotionally triggered with little thought given to the context of the phrase. It is relatively easy to fix the problem. Here are some tips to help you out. Slow Down and Think First and foremost, slow down and think before you open your mouth and let loose a volley. Gee, that's a "no brainer" but remember that you have a choice on what you say and how you say it. Be conscious of the words and phrases you use. Monitor Your Calls If you can, have your calls taped. Not only does listening to your calls help you identify words and phrases that maim and kill your sale, it also helps you identify other areas of your call that may need improvement. Listening to yourself is powerful and effective. Use Your Manager A rather gutsy move is to ask your manager to provide feedback on your calls. Ask him or her to monitor a few calls and provide an independent assessment. Hey, it's their job. Get them to do it! Use a Peer If the thought of asking your manager is just too much to handle, no problem. Ask a friend |
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