|
ISSN 1930-0085
Jim Klein, Publisher
www.FromTheHeartSalesTraining.com
JWK@FromTheHeartSalesTraining.com
----------------------------------------------------------------
In this issue:
----------------------------------------------------------------
Hello Subscriber,
-- Feature Article: Do You Make These Mistakes In Sales?
-- Jim's Update
-- Jim Recommends
Please add "Sales_Advisor@aweber.com" and "jwk@fromtheheartsalestraining.com" to your whitelist or address book in your e-mail program, so that you have no trouble receiving future issues!
----------------------------------------------------------------
A Note From Jim
----------------------------------------------------------------
Hi Subscriber,
I put an invitation in last weeks newsletter to let me know if there is anything I can do to help you. I want to let you know I'm very serious. I want to do everything I can to help you be the best sales person you can be.
So, if you have any questions, let me know and don't think that it's a dumb question and you're afraid to ask. My father always taught me, "No question is a dumb question, if you don't understand"
There are numerous ways you can reach me. Go to my contact page and take your pick.
----------------------------------------------------------------
Teleclasses and Workshops
----------------------------------------------------------------
I'm gearing up for another incredible Ask Jim Klein teleseminar on Wednesday, April, 23rd, and I can't wait for you to join me!
Every month, I leave the topic of discussion up to you. It starts with a world-wide survey where you get to ask me the most important sales question that's on your mind right now... Anything you want to hear about, whatever I can help you with... Absolutely anything you'd like to ask, I'm up for!
These sessions are really fun, informative and chock-full of tons of practical strategies that you can start using right away in your sales to create results that are out of this world.
I'm so excited to see all of the fantastic questions that are pouring in and can't wait to read yours...
So, if you could ask me your single most burning sales question... What would it be?
I want to hear all about it, and hopefully it'll be one of the questions I get to answer on my LIVE teleseminar, on Wednesday March 26th at 10:00 AM Pacific.
Simply visit http://www.askjimklein.com/ today and submit your question. After that, I'll give you the info to dial into the LIVE teleseminar.
Even if you sent me a question last month, go ahead and ask me another one, please! I really want to know what's on your mind, and your questions help to form the topic of these insightful discussions.
Looking forward to hearing you on the call!
----------------------------------------------------------------
Feature Article
----------------------------------------------------------------
Do You Make These Mistakes In Sales?
by Jim Klein
Before I get in to this weeks feature article, let's do a quick review of what I talked about in the last newsletter.
You created interest with your prospect by making a big promise, and stated a feature to back up your promise.
You gave them a logical and emotional benefit, and backed everything up with evidence.
Finally, you asked their permission to ask questions.
Because you did such a great job up to this point, your prospect says, "If you can do that for me, if you might be able to help me that way, to create those kinds of results, sure, you can ask me some questions."
Now you've got their permission to probe.
Before I get into probing and asking the prospect questions, there is one very important point I want to talk with you about. The point I want to discuss is how to tell the difference between a prospect and a suspect, and how doing so will save you valuable time and unneeded frustration.
So what is the difference between a prospect and a suspect?
A prospect is a potential client who has a need for your product or service, and is willing and able to pay for them, and has the authority to make the buying decision.
On the other hand, a suspect is any one who does not meet any of the qualities of a prospect. A suspect will use up your time asking for more and more information, without ever actually committing or planning on committing to a deal. Suspects will leave you hanging.
The way you separate the suspects from the prospects is in the probing or qualifying phase of the sales process. Before you can sell anything, you must have someone who has a need for your product or service, they must have the means and the desire to purchase whatever it is you are selling, and they must have the authority or ability to make the decision to purchase.
These are the three conditions you are looking for when you qualify someone.
It has been my experience that many sales people make three main mistakes when qualifying a potential customer. Making either one of these mistakes will ultimately end with the same result, a waste of the sales person's and the potential clients time, energy, and a lose of credibility with the potential client.
The first mistake many sales people make is they skip the qualifying step all together. Some think they know what their prospect wants and needs without qualifying. Other sales people skip it because they don't know how to qualify. Or maybe they don't feel comfortable taking control of the sales process right from the beginning.
Then they proceed to ramble on about how great their company is, how long they've been in business and all the wonderful things they're going to do for the prospect. In no way do they stop long enough to find out what the prospect is looking for.
The second mistake many sales people make is when qualifying the potential client; all three conditions for a prospect are not met, so they really have a suspect. However, they continue with the presentation and waste their time, energy, and credibility.
Too many salespeople have the belief that regardless of the situation, the suspect can be convinced to purchase.
The third mistake made is that they don't probe deep enough to really dig out the emotional reasons why the prospect wants or needs their product or service. The sales person only scratches the surface, and then has a difficult time getting the prospect to sign on the dotted line.
Another reason for a salesperson not qualifying a potential client is they are afraid they'll hear the word "No". It's the most feared word for most sales people. However, the top producers want to get to the "No" as quickly as possible so they can get to a yes that much sooner.
Any one of these mistakes can be critical to the sales process.
So what I am going to cover in the qualifying process is crucial to your success or failure in sales, and earning more money in a shorter period of time.
----------------------------------------------------------------
About Jim
----------------------------------------------------------------
Jim Klein provides effective and affordable sales training that can boost your sales by 30 to 50 percent or more in the next twelve months or less. Discover the proven sales skills used by the most successful sales people in the world, so you'll close more sales and make more money faster and easier. And achieve a level of success, freedom, and security you really want.
----------------------------------------------------------------
Jim Recommends
----------------------------------------------------------------
Solve All Your Sales Problems
If you want a successful sales business then give me your next five minutes and I'll show you how to cut out weeks, months and potentially years of wasted time and effort . . .
My newest creation is the personal sales training program, "Make Your Living In Sales".
This program will condition you for success and provide you with all the tools necessary to execute every step of the sales process to perfection, and give you a blueprint used by top sales professionals around the globe.
I created this 30-day FAST TRACK intensive personal sales training program, "Make Your Living In Sales", to help you become a success in sales regardless of what product or service you're selling.
Check out all the benefits you'll receive with this one of a kind program.
http://www.personal-sales-training-program.com
How to Have Your Best Sales Year Ever
Are you frustrated most days wondering why you don't have enough sales leads? Are you tired of scrambling to get enough appointments? Is your ego damaged at the end of the day because you've wasted so much time, haven't made a sale and
are no closer to the goals you don't have? Are you tired of your sales manager nagging you about your production; without giving you any positive direction to help you boost it?
Are you ready to break through the sales barriers that are holding you back?
Want to see how personal sales coaching can help,
check it out here:
http://www.personal-sales-coaching.com
----------------------------------------------------------------
Marketplace
----------------------------------------------------------------
In-home Behavior Modification Growing in Popularity
Unique in-home programs can now help people to quickly end chronic depression & panic without drugs, wipe out food addictions, build self-esteem, quit smoking, get organized, boost sales, keep more earnings, eliminate pain, and much more. See a method being used in 92 countries & learn how easy transforming can really be.
http://www.thinkrightnow.com/cmd.asp?Clk=1987295
Copyright (C) 2008 by From The Heart Sales Training
Permission is granted to reproduce or distribute this newsletter only in its entirety and provided copyright is acknowledged. | 
