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These words will get better results when responding to most objections:
"I understand."

These two words can make a huge difference in the way prospects respond to you.
"I understand. Some of my other customers used to buy their imaging supplies from XYZ and what they found was, XYZ didn’t stock Ricoh Brand toner. We stock most Ricoh products on a regular basis here in our warehouse in addition to [insert another type of products you stock]. Do you need any Ricoh toner today?"
NOTE: In order to be able to respond this way, you must know what your competitors sell and what they do not sell.

"I understand" is a non-threatening cushion statement and will work extremely well as your first two words when responding to most objections. It lets the prospect know you don’t intend to argue.
Calming Irate Customers

A customer service representative in Dallas, Texas uses two different words when a customer calls with a complaint: Thank you.

"Thank you for calling to let us know about this."

Why should you THANK a customer for complaining?

Because if s/he didn’t come to you with the problem, s/he might take it to one of your competitors.
Time Management Tools. Although there is no magic solution for time management that fits everyone, you must make a decision to take control of your life and implement a system. It's okay to adapt and modify whichever system you choose but you must make a decision to begin your time management system TODAY.
How to Pitch Your Prospects

Here's the secret. The way to close the sale is to avoid pitching your prospect. That's right; don't try to prove to them you're the perfect solution. That's the wrong strategy and is a waste of time.

The best way to "sell" your prospects is by getting your prospect to do the work for you.
Get them to tell you three things:

1. What they are trying to achieve
2. What they want
3. How your products or services can help them
"Out of sight out of mind."

Has anyone ever promised you that when the time came they needed your product or service they would surely call you, only to find through a follow up call one week later that they just purchased your product/service from someone else?
"It slipped my mind."
"I forgot to call you."
"Sorry, but next time I'll remember."
There is a way to professionally and easily keep your name and valuable services in front of your clients and prospective clients.
It's called an email autoresponder system.
Utilizing this technology, you can input your client or prospect into an autoresponder series that will automatically send them e-mails at specified intervals...pre-written by you.

This process decreases the 'out of site, out of mind syndrome' and at the same time builds your value and professionalism to long as your emails are valuable and not just 'e-junk mail.

The best part of these is that they are automated and hands free. The system takes care of all the deliveries and it frees up your time to work in other revenue producing activities.

As an example:
This website comes standard with an autoresponder email management system, and is what I use for my 7 installment FREE Newsletter.
Automatically when people fill in their e-mail address and 1st name, this system sends them an e-mail with the 1st Installment and at the same time requires the user to confirm it was them who submitted their information. This is called a double opt-in procedure and is smart in today's 'anti-spam' scenario.
Remember, this is all hands free and involves no interaction on my part...besides the initial set up.

I have used each of these services and my suggestion to you would be to find the one that fit's you, your budget and your email marketing goals best and begin utilizing it as soon as possible to help you become a sales champion.
Are you truly happy?

Do you even know what it means to be happy and what it takes to achieve happiness? These are important questions for anyone who is seeking happiness to ask themselves.

I live my life to maintain my own happiness while trying my best to not cause unhappiness to anyone else. If you want to be happy you need to understand that you can be happy and that you should be happy. Many people make the mistake of believing that they don’t deserve happiness and accept their unhappy state as their destiny. The truth of the matter is that happiness, like anything else in life, needs to be nurtured. With this in mind, you customers can see if you are happy or unhappy at your job. If you are unhappy the negativity shows through and they wonder why? Is the product not good? Should they trust your company? If you are happy, the sales with come right along with it. They can see that you believe in your product and company, and so will the customers.

Email that I subscribe to
Understand what it is that will make you happy. Everyone has unique requirements for attaining happiness and what makes one person happy may be very different from what makes someone else happy. Revel in your individuality and do not worry about whether or not your desires are comparable to those of your peers.
Make a plan for attaining goals that you believe will make you happy. Your mood will very likely increase as your pursue your goal because you will feel better about yourself for going after something you value. And, you will begin to see more sales, which equal more $$$$$.
Surround yourself with happy people. It is easy to begin to think negatively when you are surrounded by people who think that way. Conversely, if you are around people who are happy their emotional state will be infectious. You are happy it will shine through, and your sales will show it as well.
Today is 20% of your sales week.

Two sales days are 10% of your month.

To have only two "slow days" each month is equivalent to having more than one full month of "slow days" each year.

sales point...

Every moment of every sales day matters. These are your "money hours." Hesitation for a "better sales day" of the week or a time when you're feeling more "up to the task" will have a long-term effect on your ultimate sales results (and discipline).

It's this serious. Every sales day is a sales day regardless of circumstances.

Once gone, it's gone forever.

Over the next few weeks, begin your quest for complete sales time discipline regardless of environment.regardless of circumstances. Put the "Do Not Disturb" button on your money hours and on your sales discipline.

Time management is simple. Do what it is you know must be done.

"Defer no time, delays have dangerous ends.
William Shakespeare (1564 - 1616)
English playwright & poet
Identify The Knowledge Gap.

That's the space between what people know and what they don't know. Instead of assuming what they know, start determining what they need/want to learn in order to fill in this gap and ensure clear communication. What may seem old or common to you is new to them. Use questions up front to uncover what's needed to fill in the gap.

Example: "Just so I don't sound repetitive, how familiar are you with-?" "Web Image Monitor can do this for your organization, this is why -------."

Make each prospect feel that they are truly being listened to and understood. Use a clarifier when responding to what you've heard during the conversation. Rephrase in your own words what they had said to ensure that you not only heard, but also understood them. Then, confirm the next course of action.

Examples: "What I'm hearing you say is..." "Tell me more about that." "What do you see as the next step?"
Just The Facts, Please

"I told a prospect that I'd follow up within a week. Two weeks later, I figured I missed my chance and they went with someone else." Sound familiar? Effective salespeople don't guess themselves into a sale. To ensure you're operating with the facts, ask yourself this, "Do I have evidence to support my assumption or how I'm feeling?" Enjoy the peace of mind that comes from gaining clarity rather than drowning in the stories that you believe are true.
What if you could actually be more successful without selling?
Until now, nearly everyone and everything that you've heard or read about marketing has been aimed at hiding your valuable money-making secret from you.
They've been demonstrating the worst possible way for you to get business -- and suggesting (or insisting) you follow their lead. They've told you to sell, sell, sell... advertise again and again... push hard... and then get up the next day and do it all over again!
Why? Because they didn't know any better. And they didn't know about your secret. But I do. It's so simple you may laugh and be skeptical when you find out what it is.
But I promise you, once you take five minutes to look at what I have to say, you will change your mind about sales and marketing forever... and see how you can easily beat the wrong headed "robo-marketers" of the world at their own game!
Here's the secret:
You'll get more business than you can possibly handle simply by being yourself. And there is an easy to learn method (I've used it myself.) that will allow you to thrive in business -- once you learn it. This "being yourself" method will make you want to throw out all the old methods --that don't work anyway-- permanently!

Happy Labor Day Weekend!!
Why "traditional" marketing doesn't work

Even though the field of advertising, promotion, and public relations has evolved, many businesses keep doing things the old way. They push their message upon their prospects with high frequency campaigns. While these attempts once worked well, their overuse in the markets has diminished the effect.

This technique is used to force customers to remember the product after hearing about it multiple times. This message "pushing" is now just pushing the customer away, alienating them into ignoring you and your product.

Right now, these companies are still using the old methods of advertising, leaving the door wide open for enormous opportunity.
It is important to understand that you deserve happiness. Those who believe that they are not worthy of happiness may subconsciously sabotage their efforts to achieve happiness. If necessary, tell yourself each day that you deserve to be happy and remind yourself what steps you will take to achieve the happiness you desire. Being happy, you can achieve alot more in life then you ever though. Even in sales, have a happy face, it helps to close business.
Tell, don't sell.

If you're like me, you don't want to be sold. You want to be informed and make your own decision. Guess what? Most people feel the same way.

When marketing your services, tell, don't sell. We all want to make intelligent decisions and you can make it easier for your customers to do that by informing them. The more knowledge the customer has about you and what you're doing, the more comfortable they will be working with you.

There's an old adage that says, "An educated consumer is your best customer." There is a reason for this... If you offer the best service and are the best choice, an informed prospect gets to make an intelligent buying decision. You don't need to sell, just tell.
Focus on the goal when cold calling.
Beginners tend to think that cold calling is about making the sale. It's not. It's about getting the chance to make the sale. Specifically, the purpose of a cold call is to set an appointment to make the pitch.

Save our Environment! Go GREEN!!
Research your markets and prospects.

You need to target your cold calling to the right audience. Use market research to focus on your target market. Then find out as much as you possibly can about the company or individual you're going to cold call in advance. This gives you the huge advantage of being able to talk about their business and their needs when you call them.

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