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 Easiest, Quickest and Most Effective Method to Grow Your Business

-- Jim's Update: On-going Training

-- Jim Recommends: How To 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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I sent out an email yesterday regarding my upcoming free teleseminar this Thursday, July 17, 2008. I realize this may be short notice for some of you and for that I apologize.

However, if you sign up for the tele-seminar, even though you can't make it, I may release the recording to the people who signed up and then you'll be able to receive the recording and listen to it at your leasure.

I would suggest in the future you set aside Thursday's at 1pm EST because I am planning on doing regular teleseminars on different topics in that time slot, whether they are free or for Silver Mastermind Coaching members.

In the coming months I will be featuring expert guest speakers for my Silver Mastermind members covering a variety of topics that will assist you in growing your sales and improving your quality of life.

The first two months are on me so why not check it out.

I am also planning on using some new technology to do live teleseminars. It's pretty exciting stuff and you won't need to pay long distance charges to participate. All you'll need is a computer.

Watch your inbox, you won't want to miss this...

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Teleclasses and Workshops
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Join Us For A Live (FREE) 70 Minute Teleseminar
Thursday, July 17, 2008 (10 am PST / 1 pm EST)

you'll discover secrets like ...

How to develop a strong foundation on which you can build your business.

Find out the #1 reason why many sales people fail and how you can prevent it from happening to you.

How to develop an insatiable appetite for success.

Learn how to create a flawless vision for your business that maps out how you can profit for the next 3-5 years.

Learn simple secrets to effective time management that will have you accomplishing more in a day than you ever imagined possible.

And much, much more!

Visit this link now and sign up:

http://www.fromtheheartsalestraining.com/free-teleseminar.html

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Feature Article

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The Easiest, Quickest and Most Effective Method to Grow Your Business
by Jim Klein

Last week I shared with you how to properly close the sale so you can eliminate buyer's remorse.

Today I will share with you the easiest, quickest and most effective method to grow your business.

After you have closed a sale, you need to get in the habit of asking for referrals so you can provide the same quality product or service to their friends, family and business associates.

You see, referrals, or word of mouth, are the easiest, quickest and most effective method to grow your business.

Referrals are the most effective way to create a steady stream of customers for your product or service. In most businesses referrals generate over 70% of their sales. However, salespeople spend the least amount of time, money and energy developing referral sources.

Doesn't it make sense to put your focus, attention, and resources into the lead generation activities that will reap the greatest benefits?

If you aren't currently using a system to generate referrals, you're leaving thousands of dollars on the table and missing out on a golden chance to skyrocket your sales.

According to statistics, the average person has a relationship with 250 people! In other words, when you write a list of every person you know personally, it will likely add up to around 250 people. What this means is that every client you currently have opens a door to 250 more!

So, when you know how to get your clients talking about your business, you'll have a big network you can easily tap into. Could anything be better for lead generation for your business? Developing referral sources begins by creating relationships. Smart sales people will break even, or even lose money to create a relationship with a new customer.

Why?

They understand that once they have a relationship with a client, selling to them becomes much easier. So it makes sense to do whatever you can to create new relationships.

Word of mouth is a very powerful tool. When you harness the power of 'word of mouth', you can build relationships with hundreds of people through the network that your clients have.

Since we all trust our family and friends more than we trust sales people, getting a new client by referral is easier than getting a new client by any other means of self promotion.

A referral gives you instant credibility with the family and friends of all your current clients. When your clients refer someone to you or your business, they are giving you a personal endorsement. They're saying to that friend or family member they trust you, and whatever bond you have with your clients can and
often will get transferred to their friends when they're enthusiastically told about you.

According to industry sources, customers who come to an individual or business by referral:

* Spend more money on each purchase
* Purchase more often
* Are more loyal
* Refer more customers
* Trust your advice

So, by seeking out referrals you'll boost your wealth and have more time to enjoy life.

Most of the time getting referrals is completely cost free. Even if you do spend money to maximize your lead generation by referral, it's the best place to spend your marketing dollars. In order to get referrals on a regular basis and to continue to grow that number over time, it's important to have systems in place and a plan for generating referrals.

So, once you have completed the sale, and before you walk out the door, I want you to ask your new client for referrals. At this point they're excited about the purchase they have made, and you are in the best position to get referrals.

How do you get referrals? Simple, JUST ASK! And how do you ask? Let me show you a simple script I have used for years to generate lots of quality referrals.

You've completed the sale, and now I want you to look across the table and repeat this script "word for word":

"Tom, It's been my experience in dealing with all successful people that they all have one thing in common, the desire to help other people."

"I need your help."

"I need the names of five people."

"Who do you know who is like yourself...successful, open minded, etc?" (Fill in the space with what ever characteristics describes your current prospect or your ideal client).

Now, put your pen to the paper, looking down at it, ready to write the names. I know it may seem like an eternity, however, under no circumstances should you speak. Just continue to look at the paper ready to write down the names.

Notice I said "Who do you know", not "Do you know anyone". The reason for this is "Who do you know" is an open ended question and requires them to think. "Do you know anyone" is a closed end question and will almost always result in a "No" answer.

Also, notice I told you to ask for 'five' names, and not one or two. If you ask for one or two names, that may be all you get, or you may not get any. However, by asking for five, more often than not you will get five, or at least one or more.

One of two things will happen; either they'll give you a name, or they will say "I can't think of anyone." If they give you a name, write it down and say, "Who else do you know?" Then look down at the paper ready to write the next name.

Continue the process until you have five names.

If they say they don't know anyone, ask them questions like, "Who do you play golf with?", or "Who do you bowl with?", or any other question pertaining to their hobbies, personal, or business interests.

Continue on until you get five names, or you can see they are getting a little frustrated or annoyed. Then break off getting names, and go back to each name and gather as much information as you can about the referral they have given you.

You want information such as their age, occupation, family, interests, or anything else that will help you to build rapport with the referral.

Then, ask your client if they would mind introducing you to the people they are referring you to. This will help pave the way for you to get in the door to talk with them. If they don't want to take the time to introduce you, at least get their okay to use their name when calling the new prospect.

What happens if they tell you they can't think of anyone? Then go back to what I told you in the previous section and jog their memory by asking them, "Who belongs to the church or association you belong to?" Put your head down ready to write. Continue the process until you get as many names as you can

This is a very powerful method I have used with great success over many years. I would also suggest you use this process on prospects you talk to on the phone, and even people who, for one reason or another, you don't complete the sales process with.

Yes, you heard me right: Use it with anyone you come in contact with. You'll be pleasantly surprised at the results, and of course the referrals you receive.

Using this simple but powerful process will help you generate lots of high quality warm prospects for your product or service.

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 "How To 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

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Silver Mastermind Coaching Program

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!

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• All the benefits of the Silver Mastermind Coaching Program
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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.