SuccessCo

Clarifying questions

2009-10-19T01:59:00-07:00

To gain a deeper understanding of a client or prospects needs, use clarifying and expansion questions. 80 percent of what you want and need to know is often just below the surface of the superficial sales presentation. Ask these questions to get to the meat of the message:

Tell me more about that?
What would that mean to you?
What does that mean to you?
How does that make you feel?
I'm not sure I understand - can you comment on that in more detail?
Can you give me an example?
What exactly do you mean by that?
Help me understand, _____?
I want to be sure I understand, _____?
Would you clarify that?
Can you help me understand?
Explain to me. . .

-Jim

How to disagree without making an enemy

2009-10-13T02:14:00-07:00

Anger and resentment is often caused not by what you say, but how you say it. So here are some alternative phrases that will help to keep the peace when disagreeing with someone, whether a colleague, client, customer or prospect.

* You're wrong
* I disagree
* I don't see it that way

Instead say. . .
* Please help me to better understand how you reached that conclusion.
* I can better support you if I understand our differences.
* I'm not sure we have the same information, as mine leads me to a different conclusion.

Jim
© 2009 Successco
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I've fallen and can't get up!

2009-10-05T03:31:00-07:00

So you think you're in a slump and not doing as well as you should? First off, remember that most slumps are usually just a state of mind, so stop thinking about it and keep pushing forward. If you're still looking for some ideas to spur you on, here are a few to get you jump started.

Get back to the basics - A lot of times, when things go wrong it's not too complicated to fix. Take yourself back to the fundamentals.

Rearrange your office - Shake things up, sometimes changing the state of your environment can also change your state of mind.

Have some fun - Watch a favorite comedy or visit a comedy club (chamber member of course).

Interact with positive people - As they say, birds of a feather flock together.

Run from negative people - See previous tip!

Visit your mentor - Often, someone with experience that you trust is a quick fix for getting back on track.

Mix it up - Change your approach or presentation. Do your best to see things from your prospects objective and adjust to correct your approach.

Draft a plan - By putting your objectives in writing, it will help clarify your direction.

Jim
© 2009 Successco
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10 tips for creating your own luck

2009-09-28T03:14:00-07:00

1. Lucky people know what they want so it is easier to recognize when it crosses their path. This is also one of the basic laws of attraction.

2. Lucky people have a great sense of what they don't want, so they don't spend a lot of time chasing low priority goals and aspirations.

3. Lucky people see the big picture and have the ability to see the forest through the trees.

4. Lucky people do not generalize. By not having preconceived ideas or generalizations, it allows them to see opportunities that are often closed off to others.

5. Lucky people are open to new things and ideas. The more experiences one has, the greater chance of "stumbling" across something new and exciting.

6. Lucky people consider themselves lucky! Have you ever known someone that is constantly talking about how unlucky they are? Well, it's the same concept in reverse. If you tell yourself how lucky you are everyday, before long, it actually becomes your reality.

7. Lucky people work hard and are willing to pay the price for the things they want. Have you ever heard the quote, "the harder I work, the luckier I get"?

8. Lucky people are optimistic. Their glass is half full and they tend to see the upside and opportunities in the challenges that confront them.

9. Lucky people listen to their gut. While our instincts tend to be suppressed from non-use, the lucky people of the world not only follow their gut, but trust and rely on it every day.

How do you rate with your members, customers and prospects?

2009-09-21T03:00:00-07:00

Take the time to rate yourself to ensure that you not only meet, but exceed member, customer and prospect expectations.

R - Reliability: Do you keep promises and do what you say?
Recovery: We all make mistakes, how you recover and fix them is what matters.
Respond: Do you respond quickly and always on time for appointments - promptness counts?

A - Assurance: Do you inspire confidence and trust?

T - Tangibles: You are judged on appearance, attitude and demeanor.

E - Empathy: Recognize the difference between empathy and sympathy. How well do you see things from your member, customer or prospects point of view? Everyone is unique, not just another number.

Jim
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Overcoming a prospects objections without coming across adversarial

2009-09-14T02:00:00-07:00

When negotiating through a prospect's objections it's important to keep things supportive and positive. If things become adversarial or argumentative, the only result will be a greater resolution by the prospect NOT to buy. Try these verbal techniques to keep your negotiation amicable and effective.

* Take the blame - "I am sorry that I failed to make my point clear . . ."

* Make a concession - "You are quite right that it may seem to be too much at first. However, when you consider . . ."

* By saying that others feel the same way - "Joe Smith at Acme manufacturing said the same thing at first, however after he found out about. . . "

* Pay tribute to their idea - "I know that you have the interests of your company at heart.”