Really Funny Video!

I love this video and I hope that you do too!

How do you get HOT leads?

One of the reasons I had a successful sales career was that I had a referral program in place with other (non competitive and not the same industry) sals reps, so that they could introduce me to their clients etc and vice versa.

Some of my referees made some great money off the back of it.

For those that got me business I paid out a fee/ percentage of the total commission. I benefited many times from the same arrangement.

Anyway just a thought, might even be an idea for you to implement for yourself.

Good Idea to have it in writing and give it to selected "partners" - soon many will be looking to "work"with you - increasing your business almost automatically.

(By the way I sold Fire Extinguishers and one of my top referrers sold Office Supplies - I found out where the new business was and so did he, so we called and let each other know etc)

Happy Selling!

Harry

Focus On The Client

Focus On Solutions no matter what you say, think or do. Take the attention off of yourself, your business and your services. Every second of every day stay focused on clear, specific and detailed solutions, benefits and advantages that appeal to your prospects.

Clearly define the root of your prospects' problems and needs. Then only focus on those solutions. There does seem to be some universal confusion on the definition of a solution these days or a slip of the mind, perhaps? Solutions are not technical, scientific, mechanical or procedural. They are simple ideas profound, deep and impactful.

Four Hour Work Week? Sweet!

This is a blog I follow and have added to my Google reader - entertaining and insightful...

Hope you enjoy it too!

Check it our here: http://www.fourhourworkweek.com/blog/

How To Stop Chasing Prospects Forever!

By Frank Rumbauskas

Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I'll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead.

I once heard Donald Trump say, "In selling, you must never appear desperate. As soon as you look desperate, it's over."

A friend and I were talking about the dynamics of a cold call the other day. When we make that call, we usually hope and expect that the prospect will be receptive to hearing what we have to say. However, salespeople face increasing resistance to cold calling, as well as increasing flakiness on the part of prospects who do meet with them. Instead of thinking, "Ok, this may be interesting," here's what most prospects actually think when they receive a cold call: "Great. You don't know me and I don't know you. You have no idea what my goals are. You don't even know if we need what you're selling, and in spite of all that, you've decided to waste my time anyway with this call."

What is increasingly becoming the norm is to be rejected by the good, solid prospects everyone wants, and to get appointments with flakey time-wasters who will never buy. Flakiness, in particular, is a growing problem thanks to the fact that prospects are increasingly bombarded with endless advertising as well as endless salespeople. When you consider the fact that few prospects actually have the courage to say "no" and instead choose to blow us off and make excuses, it becomes even more frustrating.

One of the main themes I try to teach salespeople is two-fold:

Read the rest of the article here

Enjoy and Happy Selling (without chasing!)

Harry