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The "Sales Advisor"
Jim Klein, Publisher
JWK@FromTheHeartSalesTraining.com
http://www.FromTheHeartSalesTraining.com
ISSN 1930-0085
Published every Tuesday
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In this issue:
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Hello Subscriber,
My vision is to create 1,000,000 sales people worldwide who achieve mastery, come "from the heart," and positively impact lives with perfect solutions.
Will you be one of them?
-- Feature Article: The Number One Reason Why Prospects Don't Purchase
-- Jim's Update: 3 New Support Features
-- Jim Recommends: "Make Your Living In Sales"
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!
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A Note From Jim
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Hi Subscriber,
I want to make you aware of a few new additions to my websites to better serve you, to make it easier to get your questions answered about anything at From The Heart Sales Training and to place an order for products and services.
First, on all the web pages there is a link for live chat. Look for the "live support" icon at the top or bottom of the page, click on it and chat live with someone from my staff.
Second, I have a new toll free number, 1-888-858-8718. Use it to ask questions or place an order for any of my products or services.
And third, I created a support page where you can submit a support ticket for any reason. You can find it at http://fromtheheartsalestraining.com/support/view.php
Let me know how else I can better serve you and your needs.
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Teleclasses and Workshops
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Our Next *GOLD* MASTERMIND Call is Thursday, June 19, 2008, 8:00 pm Eastern
This call is FREE for all Mastermind members. Not a member? Join now to access this call with Jim's special Free 2-month "Gold Membership trial.
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Feature Article
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The Number One Reason Why Prospects Don't Purchase
by Jim Klein
Last week I shared with you the final steps in your presentation and how to assume the sale.
This week I will share with you the major reason why prospects don't purchase.
Do you know the major reason why prospects don't purchase?
They were never asked!
That's right; no one asked them for the business.
Doesn't that seem strange to you?
A sales person goes through all the steps and then will stand back and wait for the prospect to make a decision, instead of taking the final step and helping him make the decision.
So why don't sales people ask for the business?
Either;
They don't know how.
Or...
They don't want to.
What do I mean "they don't want to"? Well, in my 25 years in sales and sales management I've seen many sales people who are afraid of the word "no". And there are also some who are afraid of the word "yes". If you fit in either of these categories, it's time to get over your fear or get a new career.
You need to realize that unless you sell 100% of your appointments, you will get some no's and you have to get past the no's to get to the yes', and in order to increase your closing ratio, you need to get more no's.
That makes sense to you, doesn't it? Great!
Salespeople, who are trying to avoid hearing no, do so by not asking for the order. They are afraid they will lose the sale. What you need to realize is you can't lose a sale you don't have yet, and you won't have it unless you ask for the business first.
If you truly believe in the product or service you are selling, then you should be driven to make sure your prospect owns what you're selling.
Another reason why many sales people don't want to hear the word "no" is that they take it personal. What you need to realize is that the prospect is not rejecting you personally. They are saying no to your product or service for one reason or another.
To get past not knowing how to ask for the order, prepare ahead of time a couple of closing techniques that you like, write them out word for word, and practice them until you have committed them to memory.
Such as...
"What do you see as the likely next step"?
or...
"When would you like to take delivery"?
When the time comes in the presentation to ask for the sale, you'll know what you are going to say.
If you intend to earn your living in sales, you better prepare how you will close the sale, get over your fear, and ask for the order.
In closing, continue to write and rewrite, practice, refine, record and refine your sales presentation until it's so good that when you reach the end the prospect has got to have your product or service.
Next week I will teach you how to convert objections to commitments.
I'll see you next week...
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About Jim
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Jim Klein, "The Sales Advisor" is author of the award winning Make Your Living In Sales System.
If you''d like an effective and affordable system that can boost your sales by 30 to 50 percent or more in the next twelve months or less, close more sales and achieve a level of success, freedom, and security you really want. Go to
www.personal-sales-training-program.com
If you liked today's issue, you'll love Jim's dynamic sales, marketing and success training products to help you market and grow your business -- and yourself. Learn more at: www.fromtheheartsalestraining.com/products.html
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Jim Recommends
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Here's The Quickest & Easiest Way For You To Succeed in Sales
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 so you can easily attract all the clients you want,
close more sales and build referral sources...
I created this 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
Enjoy monthly group coaching calls with Jim highlighting sales, marketing and success topics designed to move your life and business forward. You'll receive copies of all calls on CD and digital transcripts as well. You'll also receive a 10% discount on all seminars and products. The Silver Mastermind is our entry level of membership and a great way to have ongoing access to Jim at an affordable rate.
Join Jim's Silver Mastermind today and get 2 MONTHS risk-free by clicking here now and you can be on his very next live call!
Enjoy two monthly group coaching calls with Jim highlighting sales, marketing and success topics designed to move your life and business forward. You'll receive copies of all calls on CD and digital transcripts as well. You'll also receive a 20% discount on all seminars and products. The Silver Mastermind is our entry level of membership and a great way to have ongoing access to Jim at an affordable rate.
Join Jim's Gold Mastermind today and get 2 MONTHS risk-free by clicking here now
and you can be on his very next live call!
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Copyright (C) 2008 by From The Heart Sales Training
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