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Do You Use Communication Strategy?


  Attract the Right Job or Clientele: Behind every type of communication, there is a need to give thought to the communication strategy. In sales terms, know in detail your goal for posting or speaking. More importantly, come to understand why your audience will care. My Story Throughout the years, I have unfortunately heard people pontificate or speak non-stop in social settings. Their ego takes over instead of having an appropriate conversation. Time did not exist for anyone else to express a thought. Likewise, many managers suffered from the same. As I was accompanied on sales calls, no one else was allowed to speak. My clients were thoroughly annoyed. Seeing them upset made me angrier th...
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If You Knew What You Could Do With Just An “IDEA”


  Abdo Riani , Founder of  StartupCircle.co  and  AspireIT. Note:  Abdo Riani is our guest blog contributor sharing what we can do with an “IDEA.”  He builds products, programs and writes step by step guides to provide bootstrapped entrepreneurs with the needed resources to take an idea to first paying customer/user and beyond. ______ The only responsibility of entrepreneurs, especially at the beginning of a business venture, is to guess right. An idea is nothing more than an educated guess. The problem is that assumptions, especially if they’re wrong, are often very costly. Imagine spending months and thousands of dollars building a product only to find no one uses it or cares. Imagine wher...
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Do You Learn From Defeat?


Attract the Right Job or Clientele: Defeat and failure do not exist as long as you are willing to improve your game. During childhood, I continually heard my Dad say, “You never know in the ballgame!” In the last seconds of a game, the people expected to lose would win. The lessons are: Motivation and determination will point the way Never give up! Every decision affects our future outcome. My Story The only time defeat or failure exists is when you allow it to be so. In our youth, a small number are known as the ‘in group.’  The rest of us can use the time to watch and learn. Watching the good and bad behaviors of others teach us what we find acceptable and how to treat others. The lessons ...
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Do You Respect Client Care?


Attract the Right Job or Clientele by Demonstrating Client Care: As buyers, we expect sellers to care about our need. But when it’s our turn to exceed expectations, we sometimes fall short. My Story  In the early days of my sales career, I went to great lengths for delivering excellent client care. The uncertainty of how to sell due to the lack of training had me paying strict attention to details. I did my best to ensure satisfaction with each meeting and each sale. The effort paid off in that I developed a returning and referring clientele. Articles distributed online today indicate that sales is on the way out of fashion. Part of the trouble is the lack of client care on the part of the r...
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With Whom Do You Compete?


  Compete As You Attract the Right Job or Clientele: If you are like most top sales producers, you ignore others and only compete with yourself. The many representatives in the field are not seen as competitors because we are each one of a kind. My Story of How I Compete Everyone experiences good days and bad days.  It is how we handle the worst days that builds strength and leads toward success. On the worst days, I tell myself that tomorrow will be better. Until then, I examine what went wrong and how I may improve. Each day is a test of resilience and preparation for an improved tomorrow. On better days, I heed the advice from a coach of long ago. I examine each success in detail to figur...
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Do You Have Everything You Need to Make Content Marketing Work?


  Attract the Right Job or Clientele with Content Marketing: NOTE:    Today’s guest blog is provided by Marco Mijatovic, a blogger and one of the guys behind FirstSiteGuide . Make sure to check out his other work, including in-depth guides and posts that can help you run, start, and grow your online presence.  Marco Mijatovic, Blogger _____ Content marketing will never die. All marketing methods require some form of content. It would otherwise be difficult to achieve good results without it. The usage of blog posts, ebooks and the like is one of the most reliable ways to advertise. The reliability is the reason why a lot of businesses use some form of content marketing. But knowing what you ...
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Do You Listen to Sales Professionals?


  NOTE:  Today’s guest blog is provided by  Stefan Johansson, Creator of the  Sales Scenario Podcast   for Sales Professionals Stefan is a serial entrepreneur, founder of several businesses.  He mostly specializes in Sales and IT. He has been delivering sales and marketing advice for over 20 years. Today Stefan is focusing on Sales Scenario, a management consulting company in Sales & Marketing.  One important part of the company is his Blog Radio program.  It stands out by containing hundreds of sales tips podcasts provided by the best sales experts on the planet. ___ Sales Professionals Beware: ‘The Sales Rep’ becomes the new unemployment profession if we don’t care. More than 50% of all sa...
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Do You Accept Big Business Regardless?


Attract the Right Job or Clientele: Some strive to achieve big business, but at what cost? And how do we protect ourselves from a business that appears to put aside the public or client’s best interest? Integrity is the Soul of Sales My Story Admittedly, I’m balancing a fine line today. It all began with a diagnosis alerting me that it might be time to get my will in order. Over a nine-month period, I provided enough blood to bring a vampire to life.  Additional tests, sleepless nights and weighing down one’s family is the unspoken type of ‘cost.’ Thankfully, the drama finally ended with an ‘all clear.’ The question of big business reared its ugly head when I told only a handful of people ab...
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Do You Replay the Pros and Cons?


  Attract the Right Job or Clientele: Uncertain offers call for replaying the pros and cons before acceptance. Listing the benefits of either a ‘yes’ or ‘no’ answer will direct you to the better option. The practice also helps improve negotiation skills for business matters. The answer of ‘no’ is better than not knowing ~ be fearless and ask! My Story As a salesperson, I learned that either a ‘no’ or ‘yes’ answer is acceptable. While ‘yes’ is the preferred response, a ‘no’ can be either permanent or temporary. It is our attitude of how we accept ‘no’ that will ultimately make the difference. When it comes to accepting a job or a partnership, our livelihood and brand are at stake. Strict atte...
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Do You Leave the Door Of Opportunity Open?


  Attract the Right Job or Clientele: Most people do poorly in sales because they close the door of opportunity. They operate with a sales cycle not in the correct order. It helps to know that ‘Goodbye’ isn’t always forever. Clients sometimes part, but by keeping in touch and with good timing, some will return. My Story Another factor weighs heavily on missing opportunity. Many salespeople are not willing to acknowledge that business development begins with building the relationship. Credibility and trust are built over time. We have to prove ourselves over and over again. Some of the factors that play into proving ourselves are: Punctuality Taking responsibility when something is amiss Invi...
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Do You Do You Assume All Collaborative Efforts Are Good?


You may be wondering how a bad collaborative effort can exist. Comparing the better approaches with the poor will give pause for thought. My Story Many people believe that blasting email to the public produces an easy way to make sales. For insight read, Do You Push Seemingly Easy Sales? The robust email push fails to address several critical check marks for earning the sale: The use of ‘Hi There’ instead of a personalized greeting by name The verbiage assumes everyone is in need of the service Generalities are used instead of specifics regarding solutions Knowledge about the person and their position are obviously missing When the first message is ignored, a second arrives with an irritated...
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Your Success Equals Your Customer’s Success


Attract the Right Job or Clientele: Note:  Today’s Guest Blog is provided by Pete Aldridge on the topic of customer success.  Pete suggests you s tart with desired customer outcomes and work  backwards. He enables organizations to better engage and build profitable relationships with their  internal and external customers.  ______ Whats happening in this picture?            The Aldridge Family When parting company with a client and each of you has a smile on your face, you achieved customer success.  We are all smiling, right? REALLY smiling! I was smiling the most, (that’s me in upper left)… don’t you think? The photographer used a clever trick to get us beaming this way. Success! My parent...
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Do You Pay Attention to Your Surroundings?


  Attract the Right Job or Clientele: There is power in keen observation of your surroundings. Indicators exist of whether you are a match with your prospective client or employer. But before jumping to a conclusion, it’s best first to verify what you believe to be true by asking questions. My Story About Surroundings Long ago, it was with excitement that I was about to hear Robert Kennedy speak at the Ambassador Hotel. Arriving early, I noticed the energy level picking up as more people entered the room. A short time later, RFK entered the room and stepped into the center of the stage. As a rush of people followed him on the platform, Kennedy was pushed, lost his balance and almost fell ont...
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Do You Push Seemingly Easy Sales?


Attract the Right Job or Clientele: As a salesperson, it is irritating to have others push their seemingly easy sales on me. Two recent incidents prompt today’s blog. My Story About Seemingly Easy Sales Please be forewarned that an easy sale rarely exists. Even when referrals from a good friend come your way, conversations take twists and turns. How we handle the questions, disconnects and surprising suggestions, determines the outcome. Those who appear to want the easy sale come across as lazy. Below are two examples of what took place the past few days: Example #1 An easy-to-relate-to incident was via email. The sender sent an irritated follow-up note stating that I was about to miss out i...
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How Do You View Customer Care?


Attract the Right Job or Clientele: Some businesspeople disregard the importance of customer care. It is the attention to both the details and people that differentiates the successful. My Story It’s safe to say that everyone will routinely make a purchase. But most overlook the free sales training. Lessons from the transactions alert us to what we are to avoid. Examples of Poor and Good Customer Care 1. The non-functioning link  Numerous attempts to fix my link were fruitless. Customer service later admitted that the service is no longer available. Improved Approach:      A.  Notify consumers when a partnership ceases to exists      B.  After 90 days stop notification that a service ended 2...
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Do You Communicate An Improved Future?


Attract the Right Job or Clientele: The posting for a rental had me laughing upon reading the description of an improved future. Remarkably, the person is an engineer but would make a great salesperson given his humor, too. My Story We each have a starting point in our careers. Stepping stones teach us how to improve the effort. My hurdles to overcome was the fear of how to speak to potential clients. Public speaking courses and sales practice taught me: Become comfortable sharing stories Inquire of clients about their experiences both personal and business Use tasteful humor Describe the improved future when people select your services Confirm every single statement with action The snippet ...
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Do You Study the Averages?


  Attract the Right Job or Clientele: It is always good to research the averages for your endeavors. But the error many sales trainers make is to suggest we strive for those numbers. Bad Idea! My Story Sports and sales strategy have much in common. Most notable is the strong desire to win the game. Therefore, having a goal of achieving the averages doesn’t cut it. One example comes from the days of knocking on doors in a territory, before the internet. A trainer suggested to the class that the average successful representative made fifty cold calls per day. Leaving the desire to be average behind, I set out to record sixty encounters per day. The effort paid off in the way of bonuses and rec...
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How Do You Define Client Needs?


  Attract the Right Job or Clientele: Everyone knows that addressing client needs encourages more sales. But do you dig in enough to understand what motivates each client to buy – and – remain loyal? My Story There are two initial steps for identifying client needs as we head toward a sale In meetings.  It is best to ask each client where they see a need. Once you have an answer, follow up with many more questions including ‘why’ and ‘how do you see the solution?’ First-hand insight always outperforms working with assumptions. Part two is the examination of our habits when we are the client. We each have our criteria for selecting a vendor. The more we understand our unique decision-making p...
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Do You Use Mentoring to Build Business?


Attract the Right Job or Clientele: Do You Use Mentoring to Build Business Multiple methods are available for using mentoring to build a business. Whether you are seeking a new job or wanting to advance your company, consider the possibilities. Everyone has a unique experience and can contribute to the conversation. My Story A talented marketing person once advised me to use social media as a mentoring platform.  I was to give away my best insights for the conversation to continue. There are always two sides to every story. Others said I would lose everything if I were to give away insights for free. But the opposite happened.  My following steadily grew. As we continue to mentor, we are wit...
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Do You Ask for Protocol on Follow-up


  Attract the Right Job or Clientele: Tenacity in follow-up is essential for successful sales. However, following the ‘rules of the game’ will make or break your record. My Story on Follow-Up Early in my sales career, it was frustrating to have conversations seemingly fade away. On my second job, a sales manager advised our team that we call prospects every single day until they say, ‘yes. ‘ Any sane person knows the suggested method is a very poor one! The last thing you want to do is turn off a prospective client. A businessperson’s mission is to keep lines of communication open and maintain an overflowing pipeline at all times. It was evident that I was the one who needed to take the lead...
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