Category: Team - Welcome to SalesPartners N. CA/NV Business Coaching, Sales Training, Public Speaking, Personal Development, and Team Building.
 
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The Most agressive  SalesDogs "breed" is the Pit Bull.  They are the most unrelenting of all SalesDogs and with proper training they can be your most  successful salesperson. Without guidance they can  also be your most frustrated. 

 
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Identify your personal SalesDogs "breed" so you can play to your strengths and experience "break-out" effectiveness.  

 
An excerpt from Blair Singer's Book, The ABC's of Building a Business Team That Wins. 

"Greatness doesn't happen by chance, nor does it occur in a vacuum. Greatness comes from, first, a passion for what you do; and second, a clear understanding of what you can and want to be best at. 

 The third component involved in any great story about someone going from rags to riches, overcoming adversity, achieving success in any area of life is a personal Code of Honor, a set of personal rules and agreements that they are unwilling to compromise. 

 Do you have a Code of Honor for you? What are your rules? To what do you hold yourself accountable? Who the heck are you? 

You see, because when all the smoke clears, they can take away your money, your possessions, your friends and even your health, and what you are left with is your honor. 

In those terms, what is your Code of Honor? I have found that the most powerful people are not always found on the cover of Newsweek, Fortune Magazine or Sports Illustrated. 

Sometimes they may be sitting in the office next door. They are those who have decided in life to take a stand about who they are, what their standards are and who the want to be without regrets. 

My suggestion is this: If you haven't don so already, sit down and look at your financial life, your health, your relationships and your values, and create your code. What are you willing to commit to for yourself and your family? What do you stand for?" 

Try this exercise. Answer each of the following questions in the form of a list: 

 What am I most passionate about? 

 What can I be best at? 

 What do I want to be best at? 

 What do I stand for? 

 What do I want out of life? 

 How can I achieve my goals? 

 Who do I know that has what I want (or admire?) 

 Why do I admire them? 

 What do I see as unacceptable behaviors for successful people? 

 What do I dislike? 

 What would I like to avoid? What are my necessities in life? 

 What should every person try at least once before they die? 

 Can you think of any more questions? Use your answers to begin to form your personal code. Once you have your code you will find a new level of focus and a more defined path to achieving your life goals. 

 For more about creating a Code of Honor please refer to Blair Singer's book, The ABC's of Building a Team That Wins or his Code of Honor Training Kit. 
 
Most often when we lose a sale it is simply because we give up too early.  When you hear an objection to your pitch it is important that you don't take offense or get angry.  Just try to figure out what exactly your customer is objecting to.
 
The best way to do this is ask an open ended question.  Here are Blair Singer's rules for handling objections from his Sales Dogs Training School Kit:
 
RULE #1:  NEVER, ever, ever, ever, ever negate the experience or view of the prospect!!!!
 
RULE #2:  Answer each objection with an immediate "thank you" or an acknowledgement of the objector's position or point of view.  If it is a true objection or disagreement, or if it is a true inquiry, first acknowledge the source and then respond briefly with a concise, courteous answer.  Then ask the question, "May I ask why?"  DO NOT answer anything until you ask a question first.
 
RULE #3:  DO NOT ask "trapping" questions to corner or close the prospect.  Instead, ask "Why, How and What specifically" questions.  Make sure you are really concerned and interested in the response.
 
RULE #4:  Always have a succinct, one line response to potential questions prepared.  These responses should be unique to each customer.
 
If you follow these rules you will vastly increase your sales percentages.
 
The following is a common objection and some recommended responses to keep your prospect involved in the sale:
 
OBJECTION -
 
I have a relative in the business who can get the product for me cheaper.  My cousin knows someone who can get it or who gave some good advice about this stuff.  (Uncle Louie Objection)
 
RESPONSES -
 
That's great!  Is it possible to get together with him/her and make sure that we're all on the same page.
 
Excellent!  Perhaps we can give him a call right now and make sure that we're talking about the same thing.
 
For more responses to the Uncle Louie Objection please refer to ourSales Dogs Training School Kit.  The kit includes training on objection handling as well as responses to the top 30 objections that stump unprepared salespeople all over the world.


 

 
In Blair Singer's book The ABC's of Building a Business Team That Wins Singer speaks of three keys that every team needs to aspire to greatness.

They are as follows:


  1. Pressure builds great teams in all arenas.  Embrace it and don't run from it.
  2. Find constructive ways to release stored emotion so that the evolutionary process can proceed - exercise, sports, discussion, whatever works.
  3. Use a code of honor to hold the team together under pressure.  More than ever, if you stick by it in the heat, you will emerge more powerful, with better results and with a sense of incredible pride and accomplishment.
Here is a drill that you can do with your team to help them release stored emotion and bond simultaneously:

Describe moments of high pressure and how they were handled - well or not so well.

How could they have been handled better knowing what you know now?

Make sure that you encourage participation by all and are open to every idea.

 Once you have incorporated the three keys above into an automated system you will be well on your way to massive success.

If you would like to know more about strengthening your team with a code of honor please refer to Singers book The ABC's of Building a Business Team That Wins.


 
 
Have you ever found yourself in a situation in which you only had a moment to pitch a product or service that you provide?  Many of us have. 

Imagine that you have struck up a conversation with someone at a coffee shop and you instantly recognize them as your ideal client demographic.

How do you get them interested in your product/service right away?  Do you ramble about your experience?  Spout out a bunch of general facts, numbers, features and benefits?

The answer is no.  The key to generating instant interest is to tap into their WIIFM, or "What's in it for me?"

Everyone wants to improve their life in some way.  Chances are your product/service can help them with that.

If you want to hold someone's attention you have to offer them a reward for listening.  They want to hear how you can help them.  They would love for you to solve all of their problems.

Of course we are talking about offering them the benefits of your product/service here, but you don't want to list benefits.  You need to find this person's particular "hot button" or "x-factor." 

The key to finding this information is simply by asking questions.  Don't chase a prospective client away by talking at them.  Ask them a series of open ended questions until you get them to admit a problem that you can solve.

Then throw out your numbers, facts and testimonials to prove to them that you can deliver.  People love to talk about themselves, especially their problems.  Asking questions invites them into the conversation and allows them to vent, they will be thankful for the opportunity.

Listen to their problems carefully.  Are they lonely, overweight, sick, overworked and stressed?

You should know how your product/service can remedy these problems so you can offer a swift solution.  Take a moment to come up with as many life problems that you can think of.  Now make a list of ways that your product/service can solve them.  It would be highly beneficial to memorize this list.

For more on generating instant interest (including in written adds) please refer to our Automatic Lead Generator Training Kit.

 
The Internet is changing the way that many of us do business.  It is estimated that 1.7 billion people (and counting)  have Internet service worldwide.  Not only is it possible to do monetary transactions on the Internet, but the Internet has become a great way to advertise as well.

Obviously you could purchase adds through search engines and various webpages, but those pay-per click/impression adds can add up in cost quickly and are often times ineffective.

The best way to drive traffic your way is to get to the top of a search engine.  People use search engines for 3 main reasons:  Information, Entertainment and Commerce.  We are all looking for something to know, do or buy.  In every case the searcher is looking to make a decision.  You need to help them choose you.

Typically people will click on the first link that pops up - you want this to be your link.  To do this without paying money you have to increase your relevance.  To increase your relevance you have to be popular.  In order to be popular you have to increase the span of your Brand or message.  The best way to accomplish this feat is to get your brand or message to go viral.

Viral videos or stories are great ways to make people aware of your product or service, however they can be tricky to make.  Below are 4 tips to creating a viral video or story.  These 4 characteristics are present in every viral message:

1.  Have a strong emotional appeal.  Can you think of an amazing or miraculous story to tell?  How does it pertain to your business?  How did you help somebody improve their life?

2.  Seem fresh and new, like something you've never seen before.  Do you have a new angle on something?  What is your niche?  What do you offer that is interesting or exciting?

3.  Ask for immediate action.  Obviously you want to attach your brand and a link to your website, but also ask the viewer for their input and participation.

4.  Ask the viewers to share your message with people they know.  This is truly what will make your message take off.  People will share your story with others if you have a message of great value or interest.

Once you've created your content ask everyone you know to send it to everyone they know.  Always use any partnerships or affiliates that you may have to your advantage, no matter how few they may be.

Post links to your content on as many websites as you can.  The object of Internet marketing is to cast a large net of links back to your website.

For more tips on marketing please refer to our Automatic Lead Generator Training Kit
 
It's a new year, and chances are you are about to sit down and set some goals for the next 12 months.  Most people understand that in business you should always set goals that push you to reach the next level.

These goals shouldn't be unattainable, but they should be a challenge.  If you set your goals high you will most likely try harder, and though you may fail you will ultimately do better than your previous year.

However the problem is that you will often not achieve your goals.  The way that you handle this "failure" is crucial.

The following are some tips on how to handle this failure (from Blair Singer's book "Little" Voice Mastery, technique # 8):

1. Throw out your old goals.
2.  Make a list of what you did accomplish last year.
3.  Read your accomplishments aloud.  Which one(s) are you most proud of?
4.  Focus on those.

Now you are ready to set some new goals.  Shoot for something you missed last year.  When setting goals here are the steps you need to follow.

1.  Look at your past.
2.  Figure out where you are in the present.
3.  Decide what you want your future to be.
4.  Fill the gap (find the path)

If you need help with filling the gap (setting goals and or figuring out how to accomplish them) then our January 1-day Income Explosion Workshop is perfect for you.

This full day workshop will help you:
  • Easily describe and generate interest in your business to a perspective client in 30 seconds or less.
  • Accomplish more in the next 6 weeks than you have in your last 6 months.
  • Create a 12 week plan of action to achieve the results that you want in your business.
  • Handle any objection.
Normally this workshop would cost $297, however to help you kick off the new year right, we are offering this workshop at %50 off.

Just follow this link and enter the discount code: newsletter, to receive a ticket for only $148.50.

As an added bonus we will also let you bring a guest for absolutely free.  And you will also receive one free copy of Blair Singer's book, "Little Voice" Mastery featured in the content above.

Sign up today to have the best year in your business yet.  This offer is only good for the first five people that purchase so act fast.
 
In sales it is a necessity to have strong listening skills.  Especially when it comes to objection handling.

Throughout the course of a sale you should be constantly asking questions to get a better understanding of what your prospective client needs, or wants, from you.

Asking questions is the easy part, however.  Listening is where most people drop the ball in a sale.  You have to let your client finish talking the whole while listening intently with genuine interest.

Make sure your next question or statement is related to what the consumer just said.  Remember it's not enough to just listen, you have to be an empathetic listener as well.

The following are 10 tips to becoming an empathetic listener:

1.  Practice saying, "Take your time, I'm listening." and really mean it.

2.  Set aside your own agenda.

3.  Be available and receptive emotionally as well as through body language.

4.  Try to appreciate the other person's point of view.

5.  Listen without being in a hurry to take over.

6.  Try to imagine yourself in the other's place; feel what the speaker feels.

7.  Help draw out thought and feeling by asking questions.

8.  Have the speaker elaborate for further understanding.

9.  Say, "Let me make sure I understand," and then restate the issue.

10.  Be sensitive to the speaker's feelings.

Being an empathetic listener will help your closing ratios tremendously because the customer will feel you understand their needs and have their best interests in mind.  For more on objection handling please refer to our SalesDogs Training School Kit.