Maximizing Your Potential!

It seems every where one turns that someone is recommending that one, ‘Posts a Blog!’

So, What is it???

A blog (a contraction of the term “Web log”) is a Web site, usually maintained by an individual with regular entries of commentary, descriptions …
en.wikipedia.org/wiki/Blogs

Cool. So, one is making comments about something or describing something. Now what the heck am I going to comment about???

If you are a Realtor, you could comment about a neighborhood or a particular development that you like in your fair city.

If you are a Dentist you could comment on the latest techniques or procedures coming in your field. You might also explain a technique or procedure and why it is so vital for good oral hygiene.

If you are a Loan Officer you might want to talk about rates or the different programs that are available.

The key is to figure out what your clients, not you, would be interested in learning about.

There are many tools to help you figure this out on the web but perhaps the easiest thing to do is survey your clients every day and find out what they are interested in. Once you have established a top 5 you are in business and can start doing posts regularly.

Next time I’ll talk about video blogging!

Technorati Tags: Blog, Contraction, Dentist, Easiest Thing, Good Oral Hygiene, Loan Officer, Neighborhood, Realtor, Survey, Term Web, Tools, Web Log, What The Heck, Wikipedia

There was a survey done by the New York Sales Club a while back as to what a salesperson’s success rate was after each attempt to close. The results were pretty interesting:
1st Attempt to Close 8% said Yes
2nd Attempt 14% said Yes
3rd Attempt 18% said Yes
4th Attempt 27% said Yes
5th Attempt to Close 44% said Yes

Now, if you continued to carry this forward you would get up close to 80%.

But let’s face it you will probably never make it to 100% closing because there are many factors which are out of your control, such as, the person has just lost their job or any number of other unforeseen factors.

However, there is an interesting correlation here. Another survey was done that showed that 80% of salespeople gave up after the third attempt to close. The 20% who persisted beyond the third attempt got 80% of the sales.

So, what happens is that the salesperson seeks to interest the buyer and meets with a person who is trying to pretend that there is no sale. He’s got his attention on other things and is trying to ignore the sales person.

Then the sales person starts to really desire the sale. He’s desiring to get the sale done but the prospect is doing his or her best to inhibit the sale. They may say something like,

‘I’m just not sure if now is the right time.’ or ‘We have decided we need to think about it.’

They are trying to put on the breaks on this process.

The salesperson then tries to pressure the client, ‘This is the best time to purchase this product,’

And get’s pressure back from the prospect, saying, ‘We said NOW is not the right time!’

And right about the time the prospect starts to desire the product or service the salesperson starts to inhibit the sale saying something like, ‘You are probably right. This is not the best deal for you.’

Here the poor prospect is ready to buy and totally interested and the salesperson is ignoring the prospect. You think this seems to far fetched but it happens all the time.

Remember, 80% of sales people give up at 3 above, when both of them are at enforce (the sales person pressuring the prospect and the prospect insisting that he’s not interested.)

All the salesperson has to do is stay at interest and let the prospect move up the scale to meet him or her. This is super simple and super powerful!

Good luck!

Technorati Tags: Art Sales, Best Time, Control, Correlation, Desire, Job, Right Time, Sales Club, Sales People, Sales Person, Salespeople, Salesperson, Success Rate, Survey, Third Attempt, York Sales