"All human wisdom is summed up in two words - wait and hope." -- Alexander Dumas
You have to be careful about being too careful. -- Beryl Pfizer
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Characteristics of Successful Salespeople
by Kelley Robertson,
What separates successful sales people from everyone else? I
believe that most successful sales people, in virtually any
industry, possess the following characteristics:
1. They are persistent. Selling or running a business for
a living requires a tremendous amount of persistence. Obstacles
loom in front of us on a regular basis. But it's what you do
when faced with these barriers that will determine your level of
success. I believe it was Brian Tracy who once said that a
person will face the most challenging obstacle just before they
achieve their goal. The most successful people in any industry
have learned to face the obstacles that get in their way. They
look for new solutions. They are tenacious. They refuse to give
up.
2. Successful sales people are avid goal setters. They
know what they want to accomplish and they plan their approach.
They make sure their goals are specific, motivational,
achievable yet challenging, relevant to their personal
situation, and time-framed. They visualize their target,
determine how they will achieve their goal, and take action on a
daily basis.
3. Great sales people ask quality questions. The best
sales people ask their clients and prospects plenty of quality
questions to fully determine their situation and buying needs.
They know that the most effective way to present their product
or service is to uncover their customer's goals, objectives,
concerns and hesitations. This allows them to effectively
discuss the features and benefits of their product and service
that most relate to each customer.
4. Successful sales people listen. Most sales people will
ask a question then give their customer the answer, or continue
to talk afterwards instead of waiting for their response. Great
sales people know that customers will tell them everything they
need to know if given the right opportunity. They ask questions
and listen carefully to the responses, often taking notes and
summarizing their understanding of the customers' comments. They
have learned that silence is golden.
5. Successful sales people are passionate. They love their
company and they exude this pride when talking about their
products and services. The more passionate you are about your
career, the greater the chance you will succeed. The reason for
this is simple-when you love what you do you are going to put
more effort into your work. When you are passionate about the
products or services you sell, your enthusiasm will shine
brightly in every conversation. If you aren't genuinely excited
about selling your particular product or service, give serious
consideration to making a change. You are not doing yourself,
your company or your customers any favors by continuing to
represent something you can't get excited about.
6. Successful sales people are enthusiastic. They are
always in a positive mood - even during difficult times - and
their enthusiasm is contagious. They seldom talk poorly of the
company or the business. When faced with unpleasant or negative
situations, they choose to focus on the positive elements
instead of allowing themselves to be dragged down.
7. Successful sales people take responsibility for their
results. They do not blame internal problems, the economy, tough
competitors, or anything else if they fail to meet their sales
quotas. They know that their actions alone will determine their
results and they do what is necessary.
8. Successful sales people work hard. Most people want to
be successful but they aren't prepared to work hard to achieve
it. Sales superstars don't wait for business to come to them;
they go after it. They usually start work earlier than their
coworkers and stay later than everyone else. They make more
calls, prospect more consistently, talk to more people, and give
more sales presentations than their coworkers.
9. Successful sales people keep in touch with their
clients. They know that constant contact helps keep clients so
they use a variety of approaches to accomplish this. They send
thank-you, birthday, and anniversary cards. They make phone
calls and schedule regular 'keep in touch' breakfast and lunch
meetings. They send articles of value to their customers and
send an email newsletter. They are constantly on the lookout for
new and creative ways to keep their name in their customers'
minds.
10. Successful sales people show value. Today's business world
is more competitive than ever before and most sales people think
that price is the only motivating buying factor. Successful
sales people recognize that price is a factor in every sale but
it is seldom the primary reason someone chooses a particular
product or supplier. They know that a well-informed buyer will
usually base much of her decision on the value proposition
presented by the sales person. They know how to create this
value with each customer, prospect, or buyer they encounter. We
all have what it takes to become successful. Are you ready to
make it happen?
Kelley Robertson, President of the Robertson Training
Group, works with businesses to help them increase their sales
and motivate their employees and has helped thousands of sales
professionals and business people improve their results. He is
also the author of "Stop, Ask & Listen - Proven Sales Techniques
To Turn Browsers Into Buyers." Receive a FREE copy of "100 Ways
to Increase Your Sales" by subscribing to his free sales and
motivational newsletter available at www.kelleyrobertson.com.
Contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com.
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'Down Time' Equals Learning Time
By Lydia Ramsey
What do you do when you find time on your hands?
" Clean the files?
" Drink coffee?
" Chat with fellow workers?
" Complain?
" Take a smoke-break?
I was recently reminded of "wasted down time" when
I rented a device from Home Depot. It was not until I
returned home that I discovered that the man responsible
for renting me the gizmo gave me two parts which where not
meant to operate together. I had wasted a good hour of my
Sunday morning thanks to this "oversight" and I was not pleased.
I thought this man should have known better. After all, he was
the "pro" when it came to renting gizmos. I found myself
(right or wrong) questioning the proper use of his down-time.
How could he have been so careless? His mistake/error/oversight
certainly did not make my life easier, and after all, isn't that
what we sales people are all about: making life easier for clients?
I thought that if he was the "rental guy," that he should have had a
firm grasp of his "rentals." And since he did not use each and every
tool himself, shouldn't he be studying his wares every chance he gets?
During his down-time? If he is the "pro" rental man, then I expect him
to be the "pro rental man."
How do you use your downtime?
" By improving your skills?
" Or are you simply apologetic once you make a mistake and foul up
somebody's day?
How many mistakes can you avoid by using small increments of time
throughout each day learning more about what you do for a living?
How can you save your customers time and needless "do-overs" by
being just a little better at what you do?
Becoming the best won't come easily. Studying is not a common trait.
Being good at what you do takes concentrated effort. It is time we
all make a little more effort.
Down-time. Look for it. Cherish it. Use it.
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LOOK INSIDE YOURSELF AND FIND YOUR SPIRIT By Jim Blasingame
Do you think much about your spirit? You know -- the force that drives
your protoplasm around. It's the keeper of your courage, wisdom, and humanity;
the only thing that's different about identical twins.
Everyone should be conscious of their spirit, but for small business owners,
it's essential. Because whether we realize it or not, our spirit is the part
of us that entrepreneurs must be able to depend upon.
In "Eternal Echoes," my friend, John O'Donohue, writes about the human spirit
that certainly speaks to this entrepreneur: "When you open your heart to
discovery you will be called to step outside the comfort barriers within
which you have fortified your life. You will be called to risk old views
and thoughts; but your spirit loves the danger of growth."
Let's look at some of John's words, from our perspective.
Discovery
Small business owners "open their hearts to discovery" every day. Sometimes
we discover that our vision, hard work and planning have produced a contract
with a new customer, a little more profit on the bottom line and that we just
might make it another year.
But sometimes our discoveries are not so pleasant: an employee who doesn't
show up, an expensive equipment breakdown, or a missed bid.
Challenging discoveries are no respecter of businesses, large or small.
But they hit a small business harder because there are fewer bodies and
assets to absorb the shock.
The key to our success lies in the ability to "open our hearts" to discovery.
Do we dread problems, or are we open to the possibility that any challenge
can actually become an opportunity?
And the answer to that question may depend on how well we discover and use
the power of our spirit.
Comfort Barriers
Comfort barriers offer protection, but they also hold us back. The same wall
that keeps us safe from the world also keeps us from the world.
We will have fewer surprises and dangers inside our comfort barriers. But
opportunity is a camper; it likes to be outside. We can step outside of our
comfort barriers and camp out with opportunity, if we bring our spirit.
Growth
John says our spirit loves the danger of growth. Sometimes growth can be
dangerous. But more often, not growing is the riskier alternative.
Each of us possesses the ability to be courageous or to be a weenie. Our
spirit sees the possibility of success in the marketplace, while the weenie
in us sees the chance of failure. Our spirit says, "let's make something
happen," while the weenie in us craves comfort.
Knowing how to manage these two forces is crucial to success in small business.
So how do you know when to grow? Listen to your spirit, then leverage that force.
Write this on a rock - Discover your spirit, trust it as a powerful force
in you, step outside your barriers, and start camping out with opportunity.
You can read hundreds of articles by Jim Blasingame and the Brain Trust
members from The Small Business Advocate Newsletter by clicking here.
www.smallbusinessadvocate.com
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Build Your Business Success one Step at a Time By: Michael Richer
You want to be rich fast ! You want to grow your business in less than 3 month!
Think again !
Even the most dynamic, highest-earning entrepreneurs in the industry took MONTHS
to begin seeing an income of any real significance. And the real wealth, the
$100,000+ income we all strive for, took an average of almost 3 YEARS to achieve!
Do you think ANY of these gentlemen don't think the ends justified the means? Do
you think for an instant that the months and years invested hasn't been rewarded
a thousand times at least? You don't even have to think about it, do you?
So now you know ! It takes an average of 3 YEARS to build a significant income on the internet.
Every house is build brick by brick. Every hour goes by minute by minute.
So is your business !
Of course we all want to go faster. But we have to start at the base first.
It's a basic law. We are subject to time and circumstances.
We have to learn. We have to experiment. With learning and experimenting
we get experience. And with experience we become an expert.
We have to set goals. The goals will guide us one step at a time. It will
pave the way to our success. You cannot go on a road trip without knowing
your destination. You need a map. You need time. You need to rest. You need
to eat. And sometimes there is roadblock.
When we hit a dead end we turn back and take another road. But we keep going
to our destination.
It's the same thing with your home business. There is bumps and jumps and
sometimes we crash. But we always keep our eyes to the goal. That is what
give us the drive. It's our paradise. The goal become our existence. And it is.
By never, never giving up you will reach your goal one day. One mile at a time.
It's impossible that you won't reach it. Unless you die.
That's the only secrets to success. One client at a time. One step at a time.
100 client at a time. Until you reach thousand like me and make your
$100,000 a year and +.
To make $100,000 a year start by making $100 per month. After $200 a month.
And after $500 a month. And after $5000. And so on and son on.
Day by day, your on your way to succeed, week by week your on your way to succeed,
month after month your on you way to succeed, year after year your on your way to succeed.
Until you reach your goal in 3 YEARS. (Maybe less, Maybe More.)
We reap what we sow, but the harvest is never in the same season as the planting!
Today you are planting...and will be at least for the next several months. Your
harvest will come in time. Be persistent. Be patient. Think long term. Take action
every day, (no matter how small) to build your business and you cannot fail.
Great success will be yours if you follow this simple formula.
About The Author:
Michel Richer, The Internet Business Specialist Can Help You Build A Successfull
Internet Business That Can Generate Massive Profit !!! So Start Your Own Internet
Business for FREE >> Visit Now :: http://hombyz.com/homebusiness
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DISPELLING THE MYTHS OF OWNERSHIP By Jim Blasingame
As the fertility of entrepreneurial soil improves in the 21st century, your
chances of meeting a starry-eyed human being, babbling on about the prospect of
becoming a business owner, will also improve.
Probing for the object of this person's entrepreneurial infatuation will
precipitate the what, where, how and when questions, and ultimately the most
important one: Why do you want to own a business?
Answers to this question, unfortunately, often produce what I call "The Myths
of Small Business Ownership." Here are four:
Myth 1: When I'm an owner, I'll be my own boss.
That's right; you won't have an employer telling you what to do. But you'll
trade that one boss for many others: customers, landlords, bankers, the IRS,
regulators, even employees.
In today's marketplace, there is less "bossing" and more leading, managing
and partnering. In a small business, everyone must wear several hats and the
dominator management model doesn't work well in this multi-tasking environment.
Myth 2: When I own my own business, I won't have to work as hard as I do now.
This is actually true -- you will work much harder. Ramona Arnett, CEO of
Ramona Enterprises, said it best: "Owning a business is when you work 80 hours
a week so you can avoid working 40 hours for someone else."
The irony is you will actually want to work harder when you understand that
everything in your business belongs to you, even the irritating, frustrating
and frightening challenges of ownership. These will take on a new perspective
when you realize that you also own the opportunities you turn those challenges into.
You'll turn the lights on in the morning and off in the evening not because you
want to work more, but because you won't want to miss any part of your dream coming true.
Myth 3: When I own my own business, I can take a day off whenever I want.
Well, maybe. You may find that your business has such a compelling attraction
that you won't want to take off as much as you might think.
If you love to play golf, you may actually play less as an owner than you did
as an employee. Not because you no longer love golf, but because the love
of your business might exceed that of golf.
Whatever interests you had as an employee will likely become jealous of your business.
Myth 4: When I own my own business, I'll make a lot of money.
If the only reason you want to own a business is to get rich, you probably won' be
a happy owner. Brace yourself: The National Federation of Independent Business
(NFIB) says the average annual income of small business owners in America is about $40,000.
You actually could get rich, but it's more likely that you'll just make a living.
Being a successful owner first means loving what you do. Pursuing wealth should be
secondary, and ironically, is more likely to happen when in this subordinate role.
Write this on a rock - For maximum small business success, dispel the myths of ownership.
You can read hundreds of articles by Jim Blasingame and the Brain Trust
members from The Small Business Advocate Newsletter by clicking here.
www.smallbusinessadvocate.com
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Defragmentation Explained
By: Mike Pulli
Defrag Your Hard Drive, don't think you can't do it sure, you can.
Let's get started.
Have you ever noticed how your computer seems to run slower? and
slower each week? Did you think it was just your imagination, Nah!
Your computer really is getting slower because, your hard drive needs
to be "Defragged" or defragmentation of your hard drive, same, same.
Any time you view a web site, download an MP3, install a game, or create
a new file, your computer is saving that data in bits on your hard drive.
As you add more data, the bits are moved around and separated from one
another common on all hard drives.
Not to worry!!
After some time these files are spread all over the hard drive in tiny
fragments. This slows down your computer. That is where "Defragmentation"
comes in. Defragmenting the hard disk will put all the different fragments
together in one place, which allows the computer to save time. When you run
a defragmentation, it puts the pieces back together, so files, programs and
such load faster. It' probably a good idea for the average user to defrag once
every 1-2 months at the very least. I usually run mine every two weeks.
You can solve the problem easily by defragmentation of your hard drive. If your
using a Windows operating system, it comes with a manual defragmentation tool built in.
However, depending on when you first run the defragmentation program it could take
some time to complete depending, on the size of your hard drive to process the
amount of data to complete the fragmentation process.
Even if you do not install games or download programs or files regularly,
fragmentation can still be a serious problem on your system, especially if
you receive a large volume of emails each day.
Each time you read one of those emails, you are adding more chunks of data
to your hard drive and slowing down your computer even more.
If you get just ten emails a day, it would not take long for you to start
seeing a significant decrease in your system's efficiency. The bottom line
is that efragmentation is a serious problem, but it is also an easy problem to solve.
If you don't mind using the "built in" defragmentation tool in your operating
system, then you should definitely be using it on a regular basis. Once you do
it once or twice you kick yourself for not doing it sooner, it is not that
difficult of a task to perform.
If you want to run the defragmentation process automatically just do a
Search in Google "defrag" or what ever search engine you use and you'll find
dozens of programs to choose from.
Now with all that said, here is a simple and easy way to defrag your hard
drive. Let's get started, it should take us all but a minute to start the
process. I use two different methods, don't ask me why. I probably could
not give you a sensible answer; they achieve the same results, just a
different way to get there from here.
Anyway, let's get started.
Method I:
Start/My Computer/C:Drive/Properties/ Tools/ Defragmentation
- Click Start
- My computer
- Right Click on C: drive
- Select Properties
- Tools
- Select Defragmentation
Method II :
Start/Programs/Accessories/System Tools/Disk Defragmenter
- Click Start
- Select All Programs
- Accessories
- System Tools
- Disk Defragmenter
There you are -- Not as Scary as It Sounds!
Remember, it could take some time to defrag if you have not done it
in a while. So be patient!!
Please Note: Be careful when running defrag. It can take a long time
to defragment your hard drive the first time. Also, the defrag program
takes files off your hard drive and sticks them into your system RAM while
it is reorganizing your disk. If you lose power during a disk defragmentation,
it can cause a slight problem. At best, you will probably mess up a program
or two and at worst; you may no longer be able to access your hard drive and
Windows. Definitely not some you want to do during a thunderstorms or possibly
power outages.
About The Author:
Mike Pulli is the owner of www.foolishtimes.com . He Invites you to look at the
services and download Free helpful information e-books, article library,
information and resources to maximize your internet experience. Sign up for
the Free newsletter. Other sites by Mike can be found at http://www.foolishtimes.com
and http://www.pigpenpicks.com
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Your sucess is our focus; to that end, we will always endeavor to bring you the most current and vital information to assist you on your road to success. If you have an idea for a topic or have a question, please feel free to email me directly at: fran@modernopportunity.com
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Click Here Now if you have a friend you think would benefit from visiting this site and subscribing to this newsletterModern Opportunity website
My name is Francine York, publisher of Modern Opportunity Web site and newsletter. I welcome you to what is fast becoming the quintessential business opportunity web site. Not only will you find a wide variety of interesting and profitable opportunities; but you will find services and products as well. Feel free to browse the site and read the many informative articles and columns geared to assisting you in becoming a successful entrepreneur. My email "door" is always open to you; so email me anytime and you will receive a personal reply from me.
And now, about my background and how I came to publish this site and newsletter... Due to budget tightening, my job at a not-for-profit agency was cut back to part time. Because I needed more of an income, I set out looking for a new position. At about the same time, my daughter and son-in-law gave me the wonderful news that they were expecting their first child and my first grandchild! My joy was boundless until the reality of economics deflated my euphoria. My daughter would have to go back to work three months after the baby was born. I started envisioning he/she being cared for by strangers in a day care setting. Fortunately, when I had my three children, I was able to stay at home until the youngest was in full day nursery school; but she could not financially do the same.
EUREKA! It suddenly became crystal clear...I would stay home and care for my grandchild.
First I headed for my financial advisor to review my finances and see if I could do this. He politely and firmly said, "Get a job, send your grandchild to day care like so many others do; sell your house; giveaway your three dogs; and rent a small apartment, then maybe you can afford to stay home." Needless to say, I was horrified and angry. You see, I had recently separated from my husband of many years and could no longer rely on him to help with the income.
The more people told me what a crazy idea this was, the more I was determined to do it! I began looking in the classifieds for home based business opportunities. Most listings were for opportunities for which you needed a great deal of money; and that I would not be able to run from my home. That was not going to do. Unfortunately, at the time, I was not knowledgeable about the myriad business opportunities available which can be operated from the home. Finally, I saw an ad for newspaper for sale. The same week my grandson, Ethan Jacob, was born (May 11, 2002), I became the new owner of a business opportunity newspaper. Since I knew the impact the Internet has on today's existence, I immediately started designing a web site. Today, after a year of changes, improvements, redesign and hard work, the site has grown to over sixty pages with more on the way.
To give readers, some info about my educational background...I graduated from Brooklyn College, Brooklyn, NY with Bachelor and Masters of Science degrees in the field of education. I spent the next four years teaching in a N.Y.C. public junior high school. Coming next was a move to the "burbs" in 1973 followed by the birth of my third child. When he turned four, I returned to teaching in a Brooklyn High School. The commute, the conditions and having a mother who was quite ill caused me to rethink the teaching profession. I decided that I needed a change, a challenge and to be closer to home. My next venture was opening a retail business...a Hallmark card and gift store on Long Island. Fifteen successful years later, that was sold. Not at all ready to sit idly by and watch the world pass me, I sought a new focus. I found a job working for a small marketing company. Since writing was always my hobby-I have been published several times-I was able to write copy, marketing plans, radio commercials and the like. It was during that time, after many years of marriage, that my husband and I decided to separate. The week after my daughter was married, 8/13/00, I lost my job. Luckily, I was hired to do public relations, write press releases, oversee the computer program, assist with development, etc. for the not-for-profit agency at which I had been volunteering as a crisis counselor since 1995.
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