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Glass Blowing Studio & Training Center Business For Sale in Washington ...
This business is a twelve year old glass blowing school with an attractive art gallery located in a high traffic pedestrian shopping area. Established in 1996, the business is ...
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Glass blowing supplies, glass blowing equipment, glass working tools ...
Glass blowing supplies, glass blowing equipment, glass working tools, and glass bead ... Small Holding Fingers - makes holding glass easy On Sale for Only .50! For Beginner ...
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Stop Spewing the Sale and Start Sharing Your Exceptional Value
Many in sales forget that telling is not selling. These busy professionals are working harder not smarter because they continue to spew their price, product or proposal instead of taking an approach that increased sales conversions and reduces sales cycle time. Your exceptional value begins with the first few words that you exchange with that potential customer. Do you make the common statement about what you do such as a being a banker; realtor; financial advisor; lawyer; new car salesmen; accountant; or (you fill in the blank)? Years ago a dear trusted friend and great sales professional shared with me these very wise words: "Make it personal." Since that time, I continue to learn how to personalize my marketing messages, my selling skills and the overall sales process. This has been an ongoing process because sales professional have been trained in sales based marketing. When you personalize something, you are adding emotions and value is rooted in emotions. Of course, to add value, you must understand what emotions drive the value from your customer's perspectives. Returning to those first spoken words, can you make a short statement that: - Invokes curiosity?
- Mentions an outcome?
- Triggers an emotional response that results in further conversation?
- Creates an environment of sharing?
Now, let us presume you have engaged the potential customer in further conversation where she or he now have an expectation of sharing. - What will you say next?
- Will your response sound again like all those other gray suits?
- Will you have subconsciously disappointed your potential customer by your less than emotionally engaging and sharing response?
Sales Coaching Tip: There are many sales strategies in how to keep this conversation moving including reverse selling. What I encourage my sales coaching clients is to visualize each conversation as just one puzzle piece of a larger puzzle. Eventually all of these pieces come together and if done correctly, the sale will be earned. Then we work on putting together a series of paragraphs (puzzle pieces) that lead to the successful conclusion of building a mutually beneficial relationship (completed picture puzzle). For some, this starts with that first 10 second sound bite that leads to your 30 second introduction. Next you proceed to a series of one minute verbal paragraphs based upon your knowledge of what has happened in the past as well; the results you deliver; and the potential issues or problems facing this individual. Within your marketing and selling toolbox, you have plethora of these paragraphs to select from depending upon how the other person is responding to your sharing. Of course, this may sound a lot like having scripts and you are absolutely correct. Your goal is to be in control of the conversation without your qualified prospect ever feeling like he or she is being controlled. All conversation is very natural. And when you learn that qualify triumphs quantity within this process, you will probably only need a few scripted paragraphs. TAKE ACTION SALES COACHING TIP: Begin to start crafting a sharing message that provides exceptional value to your potential qualified customers. Stop sounding like all those other sales professionals and begin to be that Red Jacket in the Sea of Gray Suits. Free sales skills assessment to help you increase sales. You probably do not want to be uncomfortable. Who does? Yet, you want to increase sales and to stop all those sleepless nights right before quarterly sales are due. Then call Leanne at 219.759.5601 to schedule a free sales coaching or business coaching training strategy session. Experience how being uncomfortable can help you realize your sales goals. P.S. Not sure about sales coaching? Want an opportunity to experience the benefits without the big price tag or long term commitment? Then consider this sales coaching solution to increase sales and connect with a proven sales coach.
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