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    Free Essay
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    Online shopping boom

     

    The expansion of the online retail market is evident again this week as figures for 2005 were released. UK consumers bought Ј8.2bn ($14.3bn) of goods from websites last year – a 28.9% increase in internet marketing over 2004, according to market analysts Verdict. In cash terms that means shoppers spent an extra Ј1.8bn online in 2005. Verdict says the figures show internet shopping is closing in on the Ј9.4bn spent in department stores in 2005. Its retail analyst, Nick Gladding, said online shopping was now a "formidable competitor" to the High Street as it allowed people to do the work from home, searching the web for the best value and service. A quarter of all UK buyers now shop on the internet, for goods and services, as the online shopping community grew by 25.5% to 14.6 million people between 2004 and 2005. The surge in "e-retail" means online shopping is now winning its biggest-ever slice of the UK retail market. Overall UK retail sales grew by just 1.5% in 2005 - the slowest rate since the early 1960s. In its e-market 2006 report Verdict says internet marketing enables customers to shop at times to suit them. With many more people working from home, the pattern of high street shopping has changed. One of the biggest growth sectors in online shopping is among the over-50s, with numbers almost doubling to 2.7 million users between 2004 and 2005. The amount spent by this sector rose 46.7% to an average Ј458 per head. The report comes a month after a report from e-commerce trade body IMRG said online shopping among UK consumers soared almost 50% in the 10 weeks before Christmas. Shoppers spent Ј4.98bn online during the period, compared with Ј3.3bn for the same time a year earlier. Online shoppers need great customer service as they can easily click on to another retailer who serves them better. To keep these clients, website owners must use the right advertising media and launch regular email marketing campaigns. Online marketers can get unbiased advice from dedicated niche websites. The top home based businesses are giving online shoppers what they need: building a relationship, giving excellent service and following up with their customers. Many offline businesses face huge change to retain the modern consumer against this new competition.

         
    Overcoming voice mail challenges

     

    If you are in the business of sales, than ultimately, cold calling is part of your weekly, if not daily routine. Lets face it, cold calling just isn’t very exciting, and you need to make many cold calls in order to have success. During my days working as a loan officer for a mortgage company, I would spend two and a half hours each night, Monday through Friday banging out my cold calls. My goal was to take at least three applications per evening, resulting in fifteen applications per week, with a goal of turning at least three of the fifteen applications into actual loans. I faced many challenges during those evenings of cold calling. Such as hang ups, and people saying things such as “I already took care of that,” and “take me off of your calling list,” etc. One other challenge I came upon was the answering machine. There was nothing worse than selling to a machine. But after much rejection from the actual live human beings I was dealing with on a nightly basis, I began to think of the answering machine as my friend. I would use the answering machine as a tool to have my potential customers get to know me. I would speak in a friendly upbeat voice, introducing myself and the company I worked for. But, I would not just leave it at that. I would take the opportunity to describe in brief a product we had available that I believed would meet their needs. I always kept it short and sweet, not giving the customer an opportunity to delete me because my message was long and drawn out. Leaving your name and number simply is not enough to entice a customer to call you back, especially when cold calling. So dangle a carrot in the way of one of your products and there will be a good chance your customer will call you back.

         
    Paint a picture with your words

     

    Paint a Picture With Your Words Depending on what you sell, it is not always easy to get your point across, so it is very important to paint a picture with your words to give your customer a visual of your product, or a visual of themselves using your product. When you are meeting someone face to face, and you can show them your product up close, it is easy for them to get a visual because they are looking at it with their own eye’s, and they can hold it in their own hands. But seeing and feeling the product is not enough. You want your customers to see themselves using your product. You want to give them the visual of being in action with the product. For instance, the last time I was on the market for a car, I went to a local dealership looking to test drive some jeeps. The salesman showed me the jeeps he had on sale, and he even let me test drive a few of them. Not only did he go over all of the wonderful features the jeep had to offer, such as the CD player, the electric windows, and the heated seats. He also said to me; Can’t you picture yourself cruising through the mountains with the sun setting behind you, and a cool breeze flowing through the open cabin as you play all of your favorite Cd’s? The visual of me cruising up into the mountains in my new jeep with mother nature in all of her glory was all I needed to picture in my mind, and I was sold. Well, I still have that jeep, and I enjoy it just as much today as I did the day I bought it. However, I have yet to experience anything as serenely as I had visualized the day I test drove it for the first time. But the salesman’s technique worked. I bought the jeep. If I were selling baseball bats, I would give my customers the visual of hitting a home run in the bottom of the ninth too win the game with the exact bat they were holding in their hand. I could sit here all day coming up with scenarios to get my point across, but I think you get the picture. So the next time you sell a product, paint a picture. Put a visual in your customer’s head of them using the product in a positive light. It will make a world of difference. This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact and active.

         
    Portable air conditioners guide how to select best portable a c

     

    Portable air conditioners are small, convenient and can be easily used in the spaces that are not best suited for permanent installation. Portable A/C lets you to move from one place to another. Generally these are more useful instead of room air conditioners because portable air conditioners can be easily shifted to your house as well as office. Portable air conditioners usually come in two forms such as split and monoblock. It is an easy task to install portable air conditioners. You don’t have to destroy your costly windowsills for portable A/C. Portable air conditioners are used as spot coolers in home. You can save money by purchasing just one unit of portable air conditioner. Some portable air conditioners weigh only about 36 pounds and can be placed anywhere you want. These are very much convenient instead of window air conditioners. It consumes less energy because it is used to cool one room instead of whole house. Due to its small size it can be easily placed in a corner. Portable air conditioners are used to cool as well as dehumidify the air. Its workings are just like window air conditioners. Several manufactures offer electronic controls in most models that helps you to set room temperature, blower speed, start and stop timer, and operation modes such as cool, dehumidify, heat. Its hand-held remote control helps you to change the settings according to your needs. Portable air conditioners also have a built-in air cleaner with charcoal filter and louvers that are used to direct the flow of the air. Portable air conditioner is the better option for industries or organizations because it can be easily shifted from one work area to another. Even it can be used outside commercial faculty. People are currently purchasing more and more portable A/C just because of developing cooling technology and its small size. Latest models of portable air conditioners use evaporative technology that is same as swamp cooler. These are used to cool small offices in the warehouses. In it, a water tank is used to cool and humidify air via evaporation. It can also be carried to motor home, car, truck, and boat because it works on a battery that uses 12-volt converter. Portable air conditioners provide effective and quick cooling and it is most suitable for smaller spaces. Some portable air conditioners offer air purification filter that removes indoor pollutants like cigarette smoke. It makes your room atmosphere more comfortable in the muggy climates. It satisfies your temporary cooling requirements. Be smart at the time of purchasing a new portable air conditioner. You should check its energy efficiency, dehumidifying function and exhaust mechanism while purchasing a new one. You’ve to select it according to room area and model capacity. Choose a portable A/C that has remote control features that lets you to adjust it as per your needs.

         
    Potential clients evaluation criteria

     

    Potential clients need to be evaluated for their ability to become steady clients. It's ok to pick up clients who you will see once or twice a year. When you are starting out, however, you need to build up a clientele of steady customers. These steady customers will provide steady income. Potential clients qualify as potential steady clients when they generate $500 or more per month in revenue. The question is, how do you evaluate potential clients for this ability? Potential Client Evaluation There are a number of things you must find out about a potential client: Current Number of PCs If this is a home office with one or two computers and a husband and wife working at home, it is very unlikely they will have $500 per month to spend on IT services. If this is a micro business with 8 to 10 computers and a dedicated server, this is a potential client worth further investigation. Current Support Is this potential client currently well-maintained? You want to work with clients who know the importance of regular maintenance. If they don't, you will get a lot of aggravation for your trouble. Who provides the current support? If this potential client receives volunteer support, or support in-trade, then the likelihood they will pay $500 per month to you, is slim. What are they currently paying? You don't need an exact number but you do need to know if they are getting regular, paid support. The Bottom Line on Potential Client Evaluation Potential clients need to have potential to become long-term, steady clients. To determine this you need to ask specific questions about their current needs and support. You can ask these questions without being aggressive as part of your initial meeting. By qualifying potential clients you will slowly build a client base that can support your business in its initial stages. Copyright MMI-MMVI, Small Business Computer Consulting. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

         
    Power words

     

    I conducted a teleconference a few weeks ago with people who were new in sales and new to prospecting. The focus of the call was to help participants get beyond fear and understand their prospecting process. One of the participants on the call told me that she had been given the telephone prospecting script that her team leader uses to set appointments. The team leader was a highly successful sales professional that had been in the business for many years and made quite a lot of money. The participant, who had been in the business for approximately a week, told me that she was going to work with the script and “make it her own.” “No!” I cried out. “Don’t do that! Don’t make it your own!” My reasoning? This participant was a beginner. She knew nothing about sales or prospecting. She had a script that was crafted by someone who was highly successful on the telephone. This particular participant did not know enough to make it her own. More than likely, in making the script her own she would eliminate all of the powerful, persuasive and motivating language used by the sales super star who had given her the script. Some words are better than others. Some words are stronger and more evocative than others. When you are on the phone with a prospect, you have about 10 seconds to grab and hold your prospect’s attention. If you do not do that within that first 10 seconds, your call is more than likely over. If you get through that first 10 seconds, that buys you another 10 seconds. If you get through that 10 seconds it buys you yet another...and so on...10 seconds is not a lot of time. To get through those 10-second increments, you want to use the most powerful words that you have at your disposal. If you are a beginner it is entirely possible, indeed even likely, that you may not be comfortable with certain powerful words or phrases. They may be very unlike your usual way of speaking. Even if you’ve been in sales for a while you might be set in your ways, accustomed to a certain delivery, and changing that might feel uncomfortable. I’ve met many people who say they do not want to work with scripts because then they “cannot be themselves.” Remembering that your prospecting call happens in 10-second increments, you want to be the very best self that you can be, every time. That requires preparation. One of the things that I’ve always loved about being in sales is that it is crystal clear. You always know exactly where you are. You are either scheduling appointments, or you’re not. You are either closing, or you’re not. If you are new to sales and a successful professional gives you their script—don’t change a word. That script will be your gold mine. If you’ve been in sales for a while and want to try out a new script, test it first. Your old script becomes your baseline. For example, make 30 prospecting calls using your usual script and keep track of the number of appointments that you schedule. Then make 30 more prospecting calls using your new script exactly as written. Keep track of the number of appointments that you schedule. At the end of those 60 calls you will know which script works better. That becomes your new baseline. © 2006 Wendy Weiss

         
    Powerful routines identifying sales scenarios and developing best practices for improvement

     

    Your sales day, week and month are full of scenarios. Each one is unique as to how, when and why they occur. But what's not unique is how often they occur in similar situations, similar prospect titles of contact and similar companies by industry. For example... Why do sales cycles get so drawn out, causing closing ratios to plummet? It's because salespeople fail to identify all significant decision-makers in line with their selling proposition. Now, wouldn't you say that's a significant scenario? Simply because they have not identified the significant decision-makers, the right people will not be around the table to fairly evaluate the proposition to give a "yes" or a "no." So, let's attach a name to this scenario for a common language approach. Let's call it "All the Kings Men." Next, I suggest that you develop some Powerful Routines (which are basically results-oriented tactics) to combat this undesired scenario. Think of Powerful Routines as your magic bag. You reach in and pull out the appropriate tool to improve your success ratios. These tools work in any scenario, whether within a selling process or an essential competency Would you prefer to cold-call 100% of the time? Or would you rather call on referral contacts? A no-brainer, right? So, if you like referral leads, do you have a system of Powerful Routines to maximize your percentage of referrals? It can be as simple as developing a post-sale 3-minute interview, where you set the stage with your new customer. You can say, in plain words, how important referral business is to you personally. Then, you and the customer can agree as to what objectives you must meet to be awarded these critically important referrals. Most sales organizations have some sort of referral program. However, few provide training of Powerful Routines to get the most out of them. Do you track referral ratios and routinely discuss them? Why do some of the sweetest referral programs have ratios at or below 20%? 20% is absurdly low. But, add Powerful Routines referral scenarios and track the results. The difference is astounding. In the Business of Core Competencies, students receive a Competency Assessment Tool. This software screen shows their personal performance status. At a glance, they can see where they are struggling. What an opportunity! You can train to their weak points before bad results appear. It's as simple as identifying the troublesome scenarios, then attaching the Powerful Routines to fix them. We've developed a complete system with a series of Powerful Routines. These Powerful Routines deal with specific scenarios that occur when telephoning prospects. And because of a training focus on those components, the system provides proactive communication flow toward confident appointment setting. You need to build your own library of Powerful Routines. The Competency Assessment tool is a huge asset toward that end. But, however you build your library, it is critical that you build it. These Powerful Routines can help you turn around undesired scenarios. Identify, train to and measure them so you can routinely achieve your desired results!

         
    Practice active listening and boost your sales

     

    : In sales it’s always said that if you understand your product and solve your customer’s problems then you’ll do well in the sales environment. But this presupposes one thing … that you have really listened and understood what the customer is saying. We’re talking about the importance of active listening in sales. What Is Active Listening? You may have heard this phrase before but what does it really mean? If you are actively listening to your customer then you will be able to tell a third party exactly what was discussed, what the customer’s concerns and problems were and what agreement was reached. Listening intently will help build rapport with your client, give you a much better understanding of the issues and ensures you don’t miss opportunities! It’s a skill that can be easily learned with a bit of practice. Before we go into some tips on how to improve your active listening skills, let’s look at some of the reasons why we sometimes don’t listen as intently as we should. Distractions It’s all too easy to get distracted. The noise from outside, the builders working next door, the photocopier chunking away just outside the room, the customer’s dress sense! All of these things can drag our mind from the ‘here and now’. When we hear or see the first signs of a distraction before we know it our mind has switched off and we have missed an important buying signal from the customer. Our Inner Voice This is probably the biggest culprit for our lack of active listening. You have woken up this morning and had a blazing row with your partner. You got into work and discovered a major problem which is going to take up most of the afternoon when you get back into the office. Your inner voice, if not kept in check, can keep your mind occupied for hours leaving you and your customer, wondering what exactly happened in your meeting! Interruption or No Reaction? These causes of inactive listening are opposite ends of the scale but just as bad as each other. Interruption may be your style where you are constantly asking questions. Yes, asking questions, as we shall see later is good, but taking it to the extreme can be damaging. Not only will the customer be annoyed by your steady and relentless interruptions but all your mind is thinking about is the next question! Once you have thought of a suitable question your mind then concentrates on identifying an opportune pause in the conversation. The result is that your mind is doing anything other than really listening to what is being said! The opposite end of the scale is saying nothing at all. Intently listening but saying nothing will lead to boredom for your mind – it will seek interest by launching into self-talk. The lack of reaction from you means your customer will also very quickly lose interest. If he has no feedback from you as you go along then rapport or a relationship, which are essential ingredients to a successful sale, will simply not develop. Some Useful Tips So what can you do to train yourself to be an active listener? Here are a few tips. 1. Train your mind to tune out all the distractions in and outside of the room. Resolve to fully concentrate on the conversation and to understand what is being said. If you find yourself wandering, get yourself back on track by following the next tip 2. Repeat back in your mind what the person has just said to you. To do this you have to intently listen to what is being said. Repeat a few sentences until you are back in the ‘real world’ 3. Ask ‘what’ questions to yourself, for example, ‘What use can I make of that point’, ‘What is he really after here?’ These internal questions can both keep you on track and at the same time provide extra insight into what the customer is driving at 4. Before going into a meeting, purge your mind of all negative or distracting thoughts. Resolve with yourself to deal with only the matters in hand 5. Never interrupt a customer when he’s mid flow – it’s distracting for both him and you. Find a natural break in the conversation or store your question away for later 6. Provide feedback in the form of the odd ‘umm’ or ‘OK’. This will keep you interested and also demonstrate to the customer that you are sill with him. In the same way, ask some questions which relate directly to what has just been said. This will keep you focused on what’s being said 7. If you find your mind wandering, take notes. Jotting down what is being said needs your listening skills firing on all cylinders! Don’t go for a word-for-word summary, that’s distracting in itself. Just highlight key points to keep your attention Active listening in sales is a great and necessary skill. It can be learned but only with practice. Make a commitment to follow these tips so you actively listen. You’ll quickly see better results!

         
    Presenting your product

     

    We all know the expression “you only get one chance to make a first impression,” well it holds true when it comes to presenting your product to your customer. For starters, the last thing you want to do when a customer walks into your office is present the first product that pops into your head. Before you present a product to your customer, you must first find out exactly what it is your customer wants and needs. The first thing you want to do is introduce yourself to your customer. Offer them a seat and make them feel as comfortable as possible. Get to know your customer, talk about non-business subjects, this will take some of the pressure off of the both of you and make it easier to talk to one another. Once you believe that you and your customer have found a comfort level, begin to evaluate your customer’s needs. Start by asking questions to find out his reasons for coming in to see you. Find out what products he currently has and uses. And how much he pays for them. Find out all you can about the company he obtained his products from, and what he thought of the customer service he was provided with. It is important to know these things for reasons of comparison. Once you have evaluated your customer and have a pretty good idea of what his needs are, get ready to present the products you have, that you believe to be an ideal match to his needs. But before you make your presentation, make sure that you are prepared. Have all the materials you need to make your presentation a solid one at your finger tips. Such materials would include, brochures and literature, not only to give to your customer, but to go over with your customer. Unfold the brochure in front of him as you discuss the product. Literature is also a good way to be prepared in case you are hit with a question you can’t answer, this will be a good resource for reference. The point that I am trying to make is; Present to your customer a product you believe they will need. Your presentation should be based on the information that you have gathered from your customer during your sales session. You could be the greatest presenter of products in the world, but if you are presenting products that customers don’t need, you’ll never sell a thing. So be sure to evaluate your customers before you start presenting your products. This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact and active.

         
    Pricing mortgage leads

     

    If you are a loan officer or mortgage broker on the market for internet mortgage leads, than many things will be of importance to you, including the cost of the lead. When researching mortgage lead companies, a clear indication of the quality of the lead you will be receiving should be in the pricing. For instance, if you take $100.00 and invest it in a lead company in order to receive 50 leads, you can safely assume that the leads you receive will be very old and recycled time and time again to other lead companies and countless loan officers. On the other hand, if you take that same $100.00 and invest it in a lead company in order to receive anywhere from three to six leads, you can than safely assume that the quality of these leads are very good. These types of leads are known as “real time,” or “fresh leads.” When it comes to pricing and quality of leads, make sure you do your research. Be sure to speak with someone in the customer service department and find out the details of the type of leads they sell, and where they are obtaining these leads from. If you decide to buy your leads in real time, and you are paying a good price for them, there really should be no reason as to why the lead would be any older than one day. In fact, if the lead is more than an hour old, it cannot be considered real time. Remember, you work hard for your money, so the lead company you invest in should be delivering good quality leads if that is what they are claiming to sell. If you choose to buy your leads cheap and in bulk, than you can expect the quality of the lead to be poor. You can also count on hearing things such as “I did that weeks ago,” or “I just closed on that loan last week.” Keep in mind, when researching lead companies, do your home work, speak with someone in the customer service department. If the answers to your questions don’t meet your satisfaction, than the response to any future issues you may have, such as a refund, may not live up to your expectations either, so be careful.

         
    Proactive selling

     

    This article distinguishes proactive selling from reactive selling and illustrates the technique and benefits associated with proactive selling. Are you getting “no’s” bleed from customers saying no too often? Try asking questions that can’t be answered with a no. Try proactive selling. Reactive Selling Much of the time, we adopt a reactive posture with our customers. We “lob” a statement or benefit over the fence and wait for the customers to respond to the statement or benefit. Then we react to their response. Reactive statements include: • “I’m calling to see if there’s anything we can help you out with today.” lob … wait … The response usually is “No, not today. Thank you.” Our reaction is “Well, if something comes up….” • “Last week I sent you our line card and I’m following up to see if you’ve received it.” lob...wait... The response usually is “Yep. But I don’t need anything...” or “I don’t remember.” Our reaction is, “Well, if something comes up...” At the very best, many reactive sales calls end with the rep – not the customer – doing something. Reactive sales calls result in the rep sending literature or setting up another phone call. With reactive sales calls, you give up control of the conversation and reduce the possibility of making something happen. Proactive Selling Bring the customer into the conversation with an open-ended but specific question: • “How familiar are you with our Pro-Act registry service?” • “How familiar are you with our Inventory Elimination service?” • “How familiar are you with the depth of inventory we stock? This question should be targeted towards the customer needs but can be very effective for cold-calling as well. You retain control over the conversation and build the opportunity to qualify the customer. In General Also don’t forget to: • Begin each call with a specific Initial Value Statement. • Confirm that you’re speaking with the decision-maker. “Are you the one who makes the decision to buy/sell…” • Ask if this is a good time to talk for a few minutes. • If the customer has done business with your company, thank them for their business. And Finally… Proactive selling won’t work for everyone and won’t work all the time. But when you’re feeling like you’re getting “no’s” bleed, try proactive selling. (This information comes from Planning for Success, a module in Entelechy’s High Performance Sales program. Check out this module as well as our 40 other modules, training tools, and eGuides at unlockit. ) Terence R. Traut is the president of Entelechy, Inc., a company that helps organizations unlock the potential of their people through customized training programs in the areas of sales, management, customer service, and training. Terence can be reached at 603-424-1237 or [email protected]

         
    Proper preventive maintenance starts with knowing your restaurant equipment

     

    Several weeks ago, I was forced to replace a very expensive piece of equipment at my bistro. A convection oven that I inherited with the building suddenly stopped working. I called a repair service and the machinery medics were quickly dispatched. Unfortunately, the news was grim... I would need to purchase a replacement unit. The technicians that came out were unable to repair it. In fact, they had no idea why the unit had failed, only that they wouldn't be able to fix it. I contacted my restaurant equipment supplier, who, it turns out, had sold the now defunct unit to the previous owner. When I told him about the old unit and that I would need a replacement, I expected him to be ecstatic, knowing full well that my wallet was about to take a major hit. Instead, he surprised me by asking me a series of questions about the old unit. With his help over the phone, we were able to get the unit up and running in about twenty minutes. That's pretty amazing, I think. The problem was caused by a lack preventive maintenance measures to the oven. We were under the impression that we were taking proper care of it, though in truth, I never bothered to check and see if there was more that we needed to be doing in the way of preventive maintenance. A few days later, I got a letter from my equipment supplier, with specs on every piece of equipment in my restaurant, along with the necessary preventive maintenance measures that I should take with each one. The majority of these I already knew about, but there were a few I was unaware of. Since I received the letter, my staff has been performing all the recommended preventative maintenance measures and we really notice a difference on the pieces of equipment we were neglecting to take proper care of. Preventive maintenance is important in the restaurant business, especially with the cost of replacing an expensive unit. The only way to take proper care of your equipment, however, is to know it well enough to know what preventive maintenance measures needs to be performed. I am grateful to my equipment supplier for helping me to realize that.

         
    Prospecting your customer

     

    Prospecting Your Customer When you establish a relationship with a customer, you want that relationship to have many levels, not just one layer from one sale. We all have our sales goals to meet on a weekly, monthly, or quarterly basis. This doesn’t mean that once we get a sale out of our customer, that we hurry them out the door and move onto the next one. Build a relationship with your customer. As you close the deal on your sale, talk to your customer, find out what it is they need and can use that you can provide them with. People love to talk about themselves, so it shouldn’t be too hard to get them talking. Ask about their job, their family, their pets, their hobbies, etc. For instance, when I was in banking, working within the branch network and someone came in to open a checking account, I would sit them down at my desk and profile them. How would I profile them? I would take down their information and put it into my computer. By doing this I was able to see if this customer was new to our bank or an existing customer. Now, if they were a new customer, and came in to open a checking account, I could safely assume that their savings account, investments, and loans were at another bank. This is about the time I would start my profiling. I would ask about the other institutions that he did business with and compare the benefits and features of our products to the ones he had. I also knew that there was a reason that he decided to open an account with me, perhaps he just wasn’t happy with his existing bank. Remember, I only told him about our products and services, I did not push them on him. However, I did make notes of everything we discussed, so I could follow up at a later time. I would also leave my customer with a welcome packet consisting of a brochure for each of our products and several of my business cards. The customer is in the door. You have some of their business. That is fine for the time being. You don’t want to overwhelm them. Build the relationship with them, gradually find out what their needs are by prospecting, than when the time is right, go over a product with them that you believe is ideal to their needs. If I had an existing customer in front of me, I had the ability to se what they did and did not have, and again, I would go over the benefits and features of our products, taking notes, and following up at a later time. The next time you have a customer in front of you, prospect them. Find out what they do and do not have with you. Once you have figured this out, offer to explain the benefits and features of products you have that you believe would be good for them. Make notes of the conversations you have with your customers, than follow up with them to talk about the products you had discussed. Prospecting is simply finding out what a customer needs that they don’t have. Once you have established what their needs are, the rest will come relatively easy. Good luck. This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact and active.

         
    Purchase order finance your tool for unlimited sales

     

    Do you sell to the government or to large companies? Do you regularly get purchase orders that stretch your company’s ability to deliver? Lastly, if you had financing to cover all your supplier costs, could you sell more? Much more? If you answered yes to any of these questions, then purchase order financing could help your business grow. Purchase order financing is a way of financing sales that has been gaining popularity with US and Canadian businesses. It offers a very simple proposition. If you have an order from a large credit worthy business (or government agency), then the financing company will provide you with the necessary funding to fulfill your supplier payments and make the sale. Call it sales based financing. It works well for resellers, distributors and wholesalers, although it can also be used in other industries. Here is how purchase order financing works. Let’s say that you own a company that has been getting progressively larger orders, tightening your cash flow. After setting up a purchase order financing agreement, this is how your sales financing would work: 1. You get an order from a client 2. The purchase order finance company handles up to 100% of your supplier payments (by direct payment or letter of credit) 3. The order is fulfilled and the goods are delivered 4. The transaction is settled, once the client pays their invoices As you can see, purchase order financing allows you to leverage the resources of the financing company and allows you to increase your sales. With PO financing, lack of cash flow will never be a reason to lose a sale. As opposed to a business loan from a bank, purchase order financing is very easy to obtain and can be set up in days. The main requirement is to have valid orders from good commercial or government clients. Most banks won’t offer this type of financing, but you can get it from a factoring company. As a matter of fact, purchase order financing and invoice factoring are frequently combined to help reduce the costs of the transaction. So, if your purchase orders are piling up, be sure to consider financing with purchase order funding.

         
    Purchasing exclusive mortgage leads

     

    If you are a loan officer or mortgage broker, you may be on the market for mortgage leads. You may even be considering purchasing them exclusively. Purchasing exclusive mortgage leads may not be such a bad idea if you want to cut out your competition. Most mortgage lead companies will sell their leads up to four times, and some as many as five times. This is known as selling the lead non exclusively. Not only will you want to purchase your leads exclusively, you will also want to make sure that the lead is being sold in real time, or what is known as fresh. A real time lead is one that arrives in your hand within seconds of the potential customer hitting the submit button on the on line application. If a lead company is selling you old or recycled leads, than you can hardly call these leads exclusive because it has gone through the hands of many loan officers before it reached you, so be careful. The most effective way to make sure you are receiving real time exclusive leads is to call the lead company you are considering investing with. Speak with someone in customer service and find out where they obtain their leads and how they are delivered, as well as how quickly they are delivered. Your best bet is to go with a lead company that obtains their own leads through sites in which they own and operate. Steer clear of the mortgage lead companies that buy their leads from third party vendors. There is no way to know how many times that third party vendor sold that lead to other companies or loan officers. Remember, you work hard for your money. So if you are not happy with the answers you receive from customer service, than more than likely you will not be happy with the leads they send you.

         
     
         
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