Biz Tips

I have put this page together from the inspiration of my Friend

Anthony DePlacido ~ every day Anthony posts business tips that

I personally benefit from.

I am confident you will all be able to apply these to your everyday

actions that you have implemented into your Business agenda.

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An apology is a great way to break down asales barrier when making prospecting calls.Do it in the beginning of your talk with, “I’m…sorry to bother you (in the evening) like this.My name is _________ and the reason I’m calling is . . .”

Discover what works and what doesn’t work for
you by keeping a record of all prospecting calls
made, leads generated, appointments agreed upon,
…presentations given, and sales made. Calculate
how many prospecting calls it takes to get one
deal.

Fear of loss is a greater motivator than opportunity
for gain. Before beginning your sales presentation,
tell your prospects that before they can buy from you,
…they will have to meet certain requirements. Make
your qualifications real.

Until you have mastered your presentation, use
notes or an outline to keep you on track. Do this
even when you’re face to face with your prospect.
…Airline pilots use a checklist; great speakers use
notes; and the President of the United States uses
notes or a teleprompter when addressing the nation.

You attract more of what you think about and act
upon.

Being successful boils down to this simple formula:
Know what you want. Find out what it takes to get it.
Persevere.

When Lyndon Johnson was President of the United
States, he had two jars on his desk. One said,
“Favors I owe”. The other said, “Favors due me”.
…He tried to make sure the latter was the fullest.

It is very unprofessional to publicly
criticize a colleague by name. If you
disagree with someone’s way of doing
…business, make your case without using
that person’s name.

Make it easy for your prospects to say “no” to
you when explaining what you do. One way to do
this is to begin your talk with, “This may or
…may not be of interest to you, however . . .”

Making cold calls to a stranger is one of the worst
ways to prospect. It is far better to have someone
introduce you and what you do before making your
…approach.

Before offering the benefits of your products
or services find out if your potential prospect
has problems that your products or service will
…solve. That way you’ll only give presentations
to people who are interested and qualified.

Prospecting is a never-ending process. It must
be done every day–either by you or the people
that work for you.

The law of cause and effect tells us that we
can attract people to us by giving value without
expecting an immediate benefit. Do for others and
…then wait. The law will reward you in due time.

You cannot give what you don’t have. If you want
your sales team giving lots of great presentations,
you have to give lots of great presentations first.

When a prospect says something positive about your
products or your company, get him or her to expand
on it by asking, “Why do you say that?”. Then sit
…back and watch the prospect sell you on your products.

More important than qualifying prospects is disqualifying
prospects.

It is usually a waste of time to send someone to
a website to view a presentation. It’s far more
effective to have someone go to the site with you
…in real time. That way you can walk them through
the points you want to make and have better
control.

Try and never smile at another person (even on
the telephone) unless it is a genuine sincere
feeling you have. People can usually decipher
…between what is real and what is unreal.

Every time you come in contact with someone, refer
him or her to a good book, an interesting website
or some other interesting or entertaining resource.
…It will make people glad to hear from you.

Be careful about showing a lot of enthusiasm
when prospecting or presenting. It could be
perceived as being pushy, aggressive or even
…phony and insincere

When making follow-up calls, instead of telling
your prospect you are “following-up”, begin the
call with some new information about your product
…or service.

Create a “Keepers File”. When you read articles,
find quotes and discover ideas you like, put them
in the file for reference. They are a great resource
…for writing articles, training classes and stimulating
your imagination.

Keep customers for life by giving added value
information and resources to them. This is
especially true when customers have stopped
…buying from you. By continuing to give added
value, you will ultimately get more sales, more
referrals and more testimonials.

Forget trying to be on someone’s number one list.
Be on their number two list. When number one messes
up, you’ll move from number two to number one.
…
Think about it.

One of the great secrets to happiness is to be
immersed in an activity that is complex, where
you have the skills to match that activity. By
…stretching your mind as you work, you enter into
a state of mind where you lose all sense of time.
Try this with prospecting.

Testimonials give you credibility when talking to
people. The best way to get them is to ask for them
before you need them. Get in the habit of asking for
…a testimonial letter at the point you make the sale.