Prospecting Equipment » Sales http://www.prospectingequipment.net Sun, 08 Aug 2010 10:30:19 +0000 en hourly 1 http://wordpress.org/?v=3.2.1 Engaging Prospects: Two Vital Elements to Dropping Resistance! http://www.prospectingequipment.net/sales/engaging-prospects-two-vital-elements-to-dropping-resistance/ http://www.prospectingequipment.net/sales/engaging-prospects-two-vital-elements-to-dropping-resistance/#comments Fri, 26 Mar 2010 23:11:59 +0000 admin http://www.prospectingequipment.net/sales/engaging-prospects-two-vital-elements-to-dropping-resistance/ Continue reading →

Engaging Prospects: Two Vital Elements to Dropping Resistance! is a post from: Prospecting Equipment

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Discovering Metal Detecting on a Thailand Beach
Discovering Metal Detecting on a Thailand Beach
List Price: $4.99
 Metal Detecting for the Beginner
Metal Detecting for the Beginner
List Price: $11.95
Sale Price: $9.29
You save: $2.66 (22%)
  Eligible for free shipping!
Availability: Usually ships in 1-2 business days
The Metal Detector Book
The Metal Detector Book
List Price: $2.99
 The Professional Treasure Hunter's Guide to Metal Detecting Sites How to hunt them, & more
The Professional Treasure Hunter's Guide to Metal Detecting Sites How to hunt them, & more
List Price: $2.99
Harlan Goerger asked:

You pick up the phone, the decision maker is on the line, countless letters and attempts have been made to get to this point, your great benefit line comes out, response; "not interested, click".

Want to be able to "engage" customers with out creating resistance? Here are 2 vital elements everyone needs to be influential and persuasive.

Now it does not matter if we are using the phone, walking in cold or in a retail setting. We need to avoid adding any additional resistance in the other persons mind. There is this avoidance of "sales people" in 80% of our population including other sales people. This is mainly because of product pushing, "I don't want to be sold something".

Here is the key; do I understand what the other person really wants? Do I have an idea of how to talk in their "language"? Can I ask a question that will drop resistance and engage them in conversation?

It has been proven time and time again that shoving your product in front of someone will create resistance to you and your product. Review the first and second key from the last article (4 Keys to Selling), your customer buys the "results" of your product/service/idea because it fixes, fills or satisfies their perceived needs or wants. This means your product/service/idea is just a means to and end, not the main issue.

Our first action is to take the time and determine just what is it that our product/service/idea does for the other person. Determine what the real results are from using your product/service/idea. Here are some examples.

A business owner might be looking for more time, better productivity, reducing hassle in some area, freeing up capital for something else.

A young mother with 3 toddlers might be looking for best value, more time, better direction, safety, even just a listening ear.

A plant manager might be looking for ways to get better compliance, reduce down time and get his numbers up, keeping his boss off his back.

Think of your past and current customers, what is it your product/service/idea did for them? What did it reduce, take away, eliminate or create? Also keep in mind that people have a tendency to avoid loss more than obtain gain. This means if you can provide a better "today", it generally has more power than a better "tomorrow".

In a recent training program we worked with a real conflict situation a participant was involved with. We ended up with over 50 "what's in it for the other party" points that could be used to engage the other party in a positive way! It took 5 minutes!

Second you want to "engage" your prospect or customer in a positive way. The best way is to develop questions that can "engage" rather than repel.

Before we start, we have to understand what results your product can potentially provide for your customer. Here are some examples.

Office equipment: Reduce work load, eliminate paper, eliminate errors, streamline process, reduce labor expense, free up time, create in-house opportunities, and eliminate daily frustrations.

Real Estate Agent: Eliminate wasted time, reduce the stress of selling/buying, assure legalities are covered, target the market, professional image, experienced input, negotiations services, and eliminate the hassles.

Now there are many more and I suggest you create at least 20 for your product. Here is a hint, list the facts about your product, then all the benefits related to that fact and then ask, "What are the results to my customer/other party because of these benefits".

Let's now apply these to questions that "engage" our customers. We want to use "open" type questions that get people talking. If we don not have them talking we have only partial engagement. Open questions use what, why, how in their structure.

"Mr. Jones, what effect would a reduced work load have on your staff?"

"If you could eliminate both paper and errors in your current procedures, what would happen for you?"

"Just suppose the frustrations you face on a daily basis were gone, how would it change things for you?"

Now put yourself in the customer's shoes, how would you react to the previous questions versus this?

"We sell copiers and office machines of the highest quality with excellent service, when could we meet to determine your needs?"

How many words are in this question that create resistance or could be rejected by the customer? Compare that to the three questions above, which ones "engage" and which question repels.

Now if your customer is a "D-I"* type you usually can ask for appointments or get quickly to the point. If you have an "S-C"* type they may want more info which you can give in the form of a quick example of another application you have done, not a litany of your products facts and benefits.

This has proven to be a much more viable way to engage customers and people in general than talking about your "stuff". People are concerned about their issues and problems, not your product or you. Engage them by asking about what a "result" might do to their concerns and issues. You will find them much more open and willing to talk.

One of our participants in the Internet Technologies asked only one of these type questions and 20 minutes later closed on a million dollar deal! Just one question! The customer did all the talking and sold themselves. The power of engagement!

For more on building these skills and thinking patterns, check out the Influence and Persuasion Program and Reverse Engineered Sales at our web site www.hgoergerassoc.com

* DISC Behavior Patterns, ask us about how this can help you sell, manage and engage people.

Questions or comments:

Contact Harlan at Harlan@itstartswithyou.net cell phone 701-799-1972.

Discovering Metal Detecting on a Thailand Beach Discovering Metal Detecting on a Thailand Beach
List Price: $4.99
 

Description

Hunting for pirates’ hidden gold and silver in the golden sands of a palm-fringed, exotic tropical island was the daydream of many of us when we were school kids. Unfortunately it is a fantasy that almost nobody can ever fulfill.This unusual and completely original book will tell you how anyone can embark on the next best thing though, and will take you on a layman’s treasure hunt under tropical moons and blazing sunrises; sharing a few of the secrets of how to recover some of the millions of lost items of jewelry and coins that lie buried beneath the surface of many beaches around the world.Peter Jaggs spent six months searching the seashore of a Thai tourist town without previously ever having had any experience of beach metal detecting, and the diary he wrote whilst learning how to do so provides a humorous, enlightening and entertaining read. Whether you are a novice or an expert, or even if you have never picked up a metal detector before, you will find that ‘Discovering Metal Detecting on a Thailand Beach’ is very much more than a technical guide to amateur treasure hunting and the stories and incidents recounted in this book will amuse and surprise followers of the hobby as well as those who are merely curious. Join Peter Jaggs and share in the sights, meet some of the characters and unearth some of the treasure he found during the time he passed using a C-Scope CS4PI metal detector on the sands of an engaging beach resort in Thailand.

Hunting for pirates’ hidden gold and silver in the golden sands of a palm-fringed, exotic tropical island was the daydream of many of us when we were school kids. Unfortunately it is a fantasy that almost nobody can ever fulfill.This unusual and completely original book will tell you how anyone can embark on the next best thing though, and will take you on a layman’s treasure hunt under tropical moons and blazing sunrises; sharing a few of the secrets of how to recover some of the millions of lost items of jewelry and coins that lie buried beneath the surface of many beaches around the world.Peter Jaggs spent six months searching the seashore of a Thai tourist town without previously ever having had any experience of beach metal detecting, and the diary he wrote whilst learning how to do so provides a humorous, enlightening and entertaining read. Whether you are a novice or an expert, or even if you have never picked up a metal detector before, you will find that ‘Discovering Metal Detecting on a Thailand Beach’ is very much more than a technical guide to amateur treasure hunting and the stories and incidents recounted in this book will amuse and surprise followers of the hobby as well as those who are merely curious. Join Peter Jaggs and share in the sights, meet some of the characters and unearth some of the treasure he found during the time he passed using a C-Scope CS4PI metal detector on the sands of an engaging beach resort in Thailand.
Metal Detecting for the Beginner Metal Detecting for the Beginner
List Price: $11.95
Sale Price: $9.29
You save: $2.66 (22%)
 

Description

"Metal Detecting for the Beginner" is a how-to guide for anyone interested in the sport of metal detecting. Get a feel for a typical hunt; learn key terminology, and how to buy your first detector. This book guides you through the technical concepts you will need to make intelligent choices on the equipment you buy. It includes an ample list of manufacturers, suppliers, and online resources. Welcome to the wonderful world of metal detecting! Expanded 2nd edition now available.
The Metal Detector Book The Metal Detector Book
List Price: $2.99
 

Description

How to find the treasures that hit the headlines. Updated and expanded, the classic guide to treasure hunting with a metal detector. Sixteen chapters of practical advice and theory. From coin shooting to hoard hunting, all for less than one issue of a monthly magazine! Introductory Kindle price.

How to find the treasures that hit the headlines. Updated and expanded, the classic guide to treasure hunting with a metal detector. Sixteen chapters of practical advice and theory. From coin shooting to hoard hunting, all for less than one issue of a monthly magazine! Introductory Kindle price.

Engaging Prospects: Two Vital Elements to Dropping Resistance! is a post from: Prospecting Equipment

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]]> http://www.prospectingequipment.net/sales/engaging-prospects-two-vital-elements-to-dropping-resistance/feed/ 0 Using Google Alerts as a Sales Prospecting Tool http://www.prospectingequipment.net/sales/using-google-alerts-as-a-sales-prospecting-tool/ http://www.prospectingequipment.net/sales/using-google-alerts-as-a-sales-prospecting-tool/#comments Tue, 08 Sep 2009 17:49:26 +0000 admin http://www.prospectingequipment.net/sales/using-google-alerts-as-a-sales-prospecting-tool/ Continue reading →

Using Google Alerts as a Sales Prospecting Tool is a post from: Prospecting Equipment

]]>
Discovering Metal Detecting on a Thailand Beach
Discovering Metal Detecting on a Thailand Beach
List Price: $4.99
 Metal Detecting for the Beginner
Metal Detecting for the Beginner
List Price: $11.95
Sale Price: $9.29
You save: $2.66 (22%)
  Eligible for free shipping!
Availability: Usually ships in 1-2 business days
The Metal Detector Book
The Metal Detector Book
List Price: $2.99
 The Professional Treasure Hunter's Guide to Metal Detecting Sites How to hunt them, & more
The Professional Treasure Hunter's Guide to Metal Detecting Sites How to hunt them, & more
List Price: $2.99
Hal G. Warfield asked:

As some of you know, I'm the highly introverted (INFP) who is also a Sales and Marketing director for a company that sells both nationally and internationally.

 

So, this tells us that I really, really, really dislike sales prospecting - at least in the stereotypical 'pick up the phone and cold call' 'sales hunter' way. I'm always looking for ways to find prospects in unorthodox ways.

 

One of these is spelled out in my article Cold Calling for Introverts where I detail a means of using the phone that won't cause an introvert to want to lie down and die.

 

I found another one yesterday - it's called Google Alerts, and as with most Google tools, it's simple to understand and use.

 

In a nutshell ("Look, I'm in a nutshell!") you add some relevant search terms, tell it how often you'd want to be alerted and enter your email address. Poof! A Google-formatted email appears in your inbox full of relevant goodness!

 

Now you may be saying, "Thank God Almighty! I see the light!" and others may be saying "So?"

 

Let's give some examples. Let's say you work in state and local government sales in water purification. You depend on RFPs (Requests for Proposal) so in the Google Alert box, enter government, RFP, water, purification - from that moment, you will receive everything Google finds that references those terms.

 

Or if you sell large equipment to transportation companies, create an alert with the words heavy, equipment, fortune 500 or whatever makes sense to you.

 

Be careful not to fill the alert with too many words or you may miss opportunities because you've been overly specific. Keep it general - it may be better to create more than one alert that covers different aspects of your field and customers.

 

Now you may get immediate gratification and you may not - but it's a lot quicker and easier than hunting for these manually. Let me know how this works for you by commenting or sending me an email.

 

Copyright 2008 Hal Warfield

Discovering Metal Detecting on a Thailand Beach Discovering Metal Detecting on a Thailand Beach
List Price: $4.99
 

Description

Hunting for pirates’ hidden gold and silver in the golden sands of a palm-fringed, exotic tropical island was the daydream of many of us when we were school kids. Unfortunately it is a fantasy that almost nobody can ever fulfill.This unusual and completely original book will tell you how anyone can embark on the next best thing though, and will take you on a layman’s treasure hunt under tropical moons and blazing sunrises; sharing a few of the secrets of how to recover some of the millions of lost items of jewelry and coins that lie buried beneath the surface of many beaches around the world.Peter Jaggs spent six months searching the seashore of a Thai tourist town without previously ever having had any experience of beach metal detecting, and the diary he wrote whilst learning how to do so provides a humorous, enlightening and entertaining read. Whether you are a novice or an expert, or even if you have never picked up a metal detector before, you will find that ‘Discovering Metal Detecting on a Thailand Beach’ is very much more than a technical guide to amateur treasure hunting and the stories and incidents recounted in this book will amuse and surprise followers of the hobby as well as those who are merely curious. Join Peter Jaggs and share in the sights, meet some of the characters and unearth some of the treasure he found during the time he passed using a C-Scope CS4PI metal detector on the sands of an engaging beach resort in Thailand.

Hunting for pirates’ hidden gold and silver in the golden sands of a palm-fringed, exotic tropical island was the daydream of many of us when we were school kids. Unfortunately it is a fantasy that almost nobody can ever fulfill.This unusual and completely original book will tell you how anyone can embark on the next best thing though, and will take you on a layman’s treasure hunt under tropical moons and blazing sunrises; sharing a few of the secrets of how to recover some of the millions of lost items of jewelry and coins that lie buried beneath the surface of many beaches around the world.Peter Jaggs spent six months searching the seashore of a Thai tourist town without previously ever having had any experience of beach metal detecting, and the diary he wrote whilst learning how to do so provides a humorous, enlightening and entertaining read. Whether you are a novice or an expert, or even if you have never picked up a metal detector before, you will find that ‘Discovering Metal Detecting on a Thailand Beach’ is very much more than a technical guide to amateur treasure hunting and the stories and incidents recounted in this book will amuse and surprise followers of the hobby as well as those who are merely curious. Join Peter Jaggs and share in the sights, meet some of the characters and unearth some of the treasure he found during the time he passed using a C-Scope CS4PI metal detector on the sands of an engaging beach resort in Thailand.
Metal Detecting for the Beginner Metal Detecting for the Beginner
List Price: $11.95
Sale Price: $9.29
You save: $2.66 (22%)
 

Description

"Metal Detecting for the Beginner" is a how-to guide for anyone interested in the sport of metal detecting. Get a feel for a typical hunt; learn key terminology, and how to buy your first detector. This book guides you through the technical concepts you will need to make intelligent choices on the equipment you buy. It includes an ample list of manufacturers, suppliers, and online resources. Welcome to the wonderful world of metal detecting! Expanded 2nd edition now available.
The Metal Detector Book The Metal Detector Book
List Price: $2.99
 

Description

How to find the treasures that hit the headlines. Updated and expanded, the classic guide to treasure hunting with a metal detector. Sixteen chapters of practical advice and theory. From coin shooting to hoard hunting, all for less than one issue of a monthly magazine! Introductory Kindle price.

How to find the treasures that hit the headlines. Updated and expanded, the classic guide to treasure hunting with a metal detector. Sixteen chapters of practical advice and theory. From coin shooting to hoard hunting, all for less than one issue of a monthly magazine! Introductory Kindle price.

Using Google Alerts as a Sales Prospecting Tool is a post from: Prospecting Equipment

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