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  • The Real Reason Why Small Businesses Can’t Get Approved for a Loan

    The Real Reason Why Small Businesses Can’t Get Approved for a Loan

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    Oh no, not again. Yes, that’s right, I’m not going to go there… at least not for today. There’s no shortage of excuses and reasons why small businesses can’t get approved for business loans. It never fails to amaze me the coverage this topic gets especially when the national economy goes into recession or when major political races are at stake. Yes, I agree that small business growth and success is the economic back bone of the US and also, that more than 60% of the US workforce are employed by small businesses. But where I get off the group think is when it comes to the lack of financing for a small business with a business loan. In this article, let’s explore the REAL REASON that small business don’t qualify for loans and the truth may even surprise you.

    It’s Deeper Than Statistics

    I love numbers and even better, I love reading financial statements and the notes. The love for numbers did not become a passion for me in the world of small business lending until I came to understand that the financial statements tell the story of a business. Similar to the story behind the financial statements, there’s a story behind the statistics stating that small business owners can’t get approved for loans especially if they’re of a certain ethnic group, gender, and / or industry. I’m not completely washing away the reality that there’s a shred of discrimination in our world… hey, we live in a broken society with broken people. However, a large part of this thinking (small business owners can’t get a loan because of skin color, gender, etc) is just simply untrue. I’ve been on both sides of the fence so to speak in the world of small business lending. I’ve worked for a big bank, and I’ve worked for a not for profit community development financial institution and it’s always the same. The number one reason why small business can’t (and don’t) get approved for loans is due to the considerably large operating risk that exists in these businesses.

    Operating Risk: It All Starts with You

    What does operating risk mean? Well, here’s a question to bring some clarity. What speaks more to sustainability: a business that’s been operating for at least one year or a business that’s still in the owner(s) mind? I’d go with the first option. Operating risk means that you have and continue to execute on your business plan(s) and that the business is cash flow positive (i.e. returning a sustainable profit margin to cover costs and make you money). Here’s the sad truth: not many small businesses get to this point. Most if any, within two years are still trying to figure things out. OK, granted, there are levels to this particularly when you observe the diversity of businesses. However, I’m speaking to the ones that endeavor to obtain a business loan.

    In closing, I offer a couple of ways to minimize your operating risk and increase your chances of getting approved for a loan. (1) Grow tough skin and learn to survive. The game of business is one of survival. Most days, things will not go your way and you just have to stay the course, be adaptable, and stay true to the business mission. (2) Never forget the 3 P’s – Production, Processes, and Personnel. Become efficient in the production of what you offer for sale, create and put in place processes to enhance production efficiency and ultimately the customer experience, and finally, hire, train, and invest in people who share your vision for the business.

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    Source by Pierre Pinkerton

    Views: 1

  • 3 Ways Web Design Works to Help Your Business Grow

    3 Ways Web Design Works to Help Your Business Grow

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    As you know, web design and development affects your business and audience. It is the first thing they see concerning your business, so it ought to make a good impression. Below are three important aspects of web design:

    1. Makes the first impression

    Like I said, your website is the first thing a potential client sees before knowing your services and how your business works. Those first few seconds are essential in your business because they determines if a potential client would become a client or not. And, it also determines your bounce rate. Would the client leave the site almost immediately? Or would they stay and check your services out?

    An unappealing website or – God forbid – an outdated one would make your audience immediately bounce. This is because first impression matters. What they see first – your branding and website – matters a lot on your business. So you should always keep yourself and your business up to date on the latest technological trends and developments.

    2. Helps your SEO

    A great web design is beyond how great it looks or how easy it is to navigate. Although these two are important on their own, a great web design should also be SEO-friendly.

    A great way to stay on top of your game among your competition is SEO. Let SEO be integrated into your website design from scratch on a long-term basis, and watch as your website improves its rankings in search engines like Google or Bing.

    If you don’t know how to integrate SEO into your website, do not leave it for a latter period. Instead, get a professional web developer who knows what he/she is doing.

    3. Builds up the character for your company

    How your website looks and feels to your audience is how they perceive the customer service to be. For example, when you enter a company for the first time, several things happens. You get recognised as a potential client, and immediately get attended to by the receptionist. The receptionist further directs you to either the waiting room or the person in charge directly.

    If you get transferred to the waiting room, you would be given certain refreshments – like coffee or tea – depending on your preference. And when you finally meet the person who would handle your request, the manner at which he/she treats you, their character, is what makes you stay or leave.

    The same thing goes for websites. Your website tells a potential client how the character of the company is. So you have to ask yourself, is your website user-friendly? Natural? Welcoming? Easy to navigate through? And most importantly, is it SEO-friendly, so that more clients can find your business?

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    Source by Karina Popa

    Views: 0

  • Fractures & Sprains – When There Is No Doctor

    Fractures & Sprains – When There Is No Doctor

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    Oops it could happen anytime, anywhere, without advance warning, even to the fit, the active, and the healthy. A slip or a fall and – ouch – you’re landed (sometimes literally), with a fracture or a sprain. An expert orthopaedic surgeon outlines emergency procedures to help a victim until he can be got to a doctor.

    The basic mistake that people make in the handling of fractures and sprains is that both are given the wrong kind of importance. Sprains tend to be treated as a minor disability that time and home remedies will heal; fractures, on the other hand, generally result in the pressing of all panic buttons. Both approaches are faulty.

    “A neglected sprain could result in permanent instability of the joints which may require a major operation later,” warns orthopaedic surgeon. A sprain occurs when soft tissues such as ligaments, joint capsules, muscles and tendons are stretched beyond their limit, mainly as a result of lifting heavy weights, exercising in fits and starts or playing a strenuous game like badminton after a long interval.

    On the other hand, people over-play fractures. Because of the immediate and often unbearable pain they generate they are looked upon as a dire emergency and it is believed that if urgent treatment is not given, it will result in the permanent disability or loss of the limb. So, in sheer panic, the patient is rushed to the nearest doctor who, if inexperienced or incapable or plain mercenary, may perform an unnecessary operation “because it could develop into gangrene.” A corollary myth is that all fractures require surgery when in fact most fractures can be treated without an operation.

    When is it a fracture and when is it a sprain?

    When a person suffers a fracture, i.e. a break in the bone, he experiences a shooting pain, and the affected limb is incapacitated. In a sprain, the pain may not be so powerful. The exception is a spinal column sprain which could cause severe pain and result in a stiff back.

    In children, it’s usually the elbow and legs that suffer fractures whereas in adults, it’s the thigh, hip and spinal column. The parts most likely to suffer a sprain are the ankles (especially in women who wear high-heeled shoes), wrists, lower back and the neck.

    Don’t…

    “Till a definite diagnosis is made by a good orthopaedist, don’t give in to the temptation of resorting to a home remedy such as using a turmeric powder pack, it may only worsen the condition,” advises orthopaedic surgeon.

    And do’s…

    Both, sprains and fractures are best treated by lightly pressing an ice pack on the area to reduce the swelling and/or bleeding. Next, tie a firm bandage on the affected part, preferably reinforcing it with a handy splint like a foot-rule or a wad of newspapers or cardboard. The victim should be reassured and kept calm and made to rest while arrangements are made to take him to the doctor. Pain-killers may be given.

    However, if the accident occurs on the road or playground, the victim should be lifted by four to six persons, their bodies serving as cushions as far as possible and made to rest nearby. If the upper limbs or neck is injured, the victim can be helped to walk to a cab or other available transport. However, if it is the legs that are injured, he should be either carried or placed on a stretcher, if it’s available, all the time making sure he does not exert pressure on the affected limb.

    A child is less tolerant of pain and his agitated parents could alarm him further. Calmly reassure him with a drink until he can be got to medical attention. Tincture of iodine, or an antiseptic ointment or lotion could be used in case of an abrasion or cut.

    Any upper limb injury should be put in a sling (available at the chemist or you can make one at home).

    Making a sling

    A square metre of cloth (in an emergency a bedsheet or even a towel could do) cut diagonally across will make two slings. Support the hand by placing the widest angle pointing towards the elbow. The other two ends will go around the neck and are tied into a secure double knot at the nape.

    Head injuries

    Head injuries are usually caused by violent road accidents or by a fall from a height. This is a serious problem which requires quick action. The patient may become unconscious immediately or may gradually lose consciousness. If he is unconscious, do not let him lie flat on his back or he could choke if he swallows his saliva or blood (if he is bleeding in the mouth). Slowly turn him on to his side in ahead low position (without a pillow), so the secretions if any can flow out. Call the doctor or get an ambulance.

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    Source by Andy G

    Views: 1

  • The Gay Solution (1): Finding a Loving Male Partner to Marry

    The Gay Solution (1): Finding a Loving Male Partner to Marry

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    Sex without love wouldn't satisfy you for more than 15 minutes and love without sex wouldn't satisfy you at all. So how do you find both in the same man? That was the question I left you with in a previous article.

    A friend of mine is a life-insurance broker. He always says that there is only one rule for survival in sales and that is see people, see people, and see people. It's a numbers game. Of all the people you are going to see only between 2 and 10% will buy from you, so the more you see, the better your sales. Meeting people is exactly the same; the more people you meet, the better your chance of meeting the right person. Luckily there are a few possibilities in meeting new people.

    The older guys (read: even older than I am) tell us that they didn't have gay clubs, bars, or dating services so they had to refine their gaydar and flirting skills. The fact is that those skills are still just as valuable today as they were years ago. Another important skill is taking it one step at a time. Two types of guys never end up with a perfect match; those who fly off in a second, and those who never come out of the starting block. The guys that fly off are proposing marriage before they even know the other guy, and those in the starting blocks only stare evening in and evening out.

    If you are a flyer you need to relax. Look for friends in stead of possible partners. Nothing is a bigger turn-off than a guy who hits on you after he has tried everybody else on his way to your table. Friendly people have a few good friends, many acquaintances, and two or three possible people they might be interested in. Guys who try to fly into serious relationships have no friends, one or two acquaintances, and the whole city as possible people they are interested in. The important thing you should learn from this is that you start by meeting lots of people, you will find a few very good friends among them, and in time you will meet somebody you are really interested in. Flyers always run the risk of getting their heart broken on a weekly basis. You can never keep up with who they are in love with – it changes every time you see them, and every month or two they try you yet again. That is when you decide to ignore them completely.

    The guys who never take off are almost in the same position. They see a possibility every night, but they are too scared to do anything about it. They look a bit weird if they stand in a corner ogling everybody so you ignore them as well. They have a few acquaintances that turns into friends because they normally end up in a group of seekers – waiting for something that never happens. If you are in such a group get out and start building your self-esteem. If you do not think that you are good enough as a partner, nobody else will believe in you either.

    With that in your mind go back to the gay clubs, gay bars, dating sites, and the gay section of your local bookstore – start by making friends, being a good friend, and enjoying friendship for its own rewards. Stay away from the friend-zone – that is the ogling bunch in the corner. You will do fine.

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    Source by Brand Doubell

    Views: 0

  • Discover How to Write Articles and Make Money Online Without a Website

    Discover How to Write Articles and Make Money Online Without a Website

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    Welcome to the world of stress free profits using the famous but very little understood and less used secret of article writing.

    Content writing is one of the cool ways to make money online without a website if you know the secrets. There are many ways you can make money online with this writing business. However, for you to make money online from the business, you must first understand that content writing is a business on its own and a lot of people make money online from it everyday.

    It is one of the freelance jobs available on the Internet where you can make money online as there is hungry market for the business. The internet is all about offering information to people. The hundreds of millions of websites and blogs you see all over have written content in form of articles, reviews, sales copies and profiles

    The objective of most websites and blog owners is to make money from their sites by selling products, services and pay for click programs. The good news for you as a good writer is that all the above mentioned money making means lies on article writing.

    Therefore, going by the number of articles involved, it is quite obvious that websites and blog owners cannot write these articles all alone due to lack of time. In fact, they never dare writing the articles themselves otherwise they may not have time to attend to other important issues. All they do is to outsource article writing job to freelance writers who do the writing for them for a fee. This is why writing has become a means of generating unending income online.

    Fortunately, you don’t even need to invest a dime in the business for you to make money online without a website. All you need to do is to spend few hours a day to help webmasters and blog owners write the articles they need to promote their sites.

    The volume of job to do is limitless and ongoing. This implies that there is always market for you if you are hardworking and dedicated. For instance, a client alone can keep you busy for several months. Depending on how fast you are in article writing, you can earn $2,500 monthly.

    The Approach

    1. You can be hired by people to write articles for them

    2. You can create free blog and add contents to the blog from time to time

    3. You can write articles for submission to various article directories for money.

    These are some of the ways you can make money as far as content writing business is concerned.

    However, you must be ready to follow the rules of the game and make a move to make money in this business. Consequently, do not just fold your arms, dream and relax but try to actualize your dream by working hard. Be fond of discovering opportunities in problems and do not be one of those who see problems in opportunities.

    You will be at the same spot you are for years if you fail to make a move. Hello! Wake up from your slumber now and start writing articles to make money online fast!

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    Source by Oluseyi Sogaolu

    Views: 0

  • Why Your Mindset Matters

    Why Your Mindset Matters

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    Why does your mindset matter? Your mindset only matters if you want to have a better life. What matters to you?

    Do Things Happen to You, or do You Happen to Things?

    When life happens to you, you are existing. When you happen to life, you are living. Don't let people, circumstances, or environment keep you from living your dreams. Go out and make it happen, you will be glad you did.

    Focus on It

    Do you envision your success? Do you clear your mind of all distractions before you engage your mind? Filter out distractions, negative self-talk, and envision a time in the past when you experienced success. Think about the way this achievement made you feel. Focus your energy on the positive What you focus on-you find.

    Are you Sitting on the Sidelines, or Getting in the Game?

    Do you spend time wishing, or thinking about what you want or are you actively engaged in pursuing it? Don't waste precious time in your life measuring others achievements. If you spend any time on social media, be aware of this mind trap. If you must peruse others success, think about how they got there, and make a plan to replicate this success in your life. Take action.

    Do you Settle for the Status Quo, or are you Pushing your Limits?

    Is life ok, just good enough? Do you wish you had pushed a little harder to reach your goal? If you have a pulse, get busy! There is always time today to break the status quo in your life.

    Are you Continuing to Learn From the World?

    Keep learning new things even if the things you learn don't fit into your overall plan. If you continue to be a student for life, the knowledge will enable you to continue to grow in surprising ways. Expand your world.

    Are you practicing Blame Displacement?

    Sometimes in life, people blame circumstances, other people or things for the reason they did not get what they wanted in life. This habit goes by many names, but I like to call it "blame displacement." The tendency to blame others for events that do, or don't happen in life. Don't be a victim of blame displacement, look back at what you could have done differently, learn from the experience, then move on.

    Do you learn from failure?

    Famous people like Thomas Edison and Albert Einstein have said they learned the most from their failures. Look at your failures and take the information to be better next time. Just make sure there is a next time. Move forward and improve.

    Fear

    Is the fear of failure keeping you from what you want? The following are two different ways to handle the fear of failure:

    1-Think of the fear you are harboring, then imagine the worst possible scenario that could happen if you take action. Ask yourself, "what's the worst that could happen?" If you can live with this-take action.

    2-Fear is a future based emotion. It never takes place in the present. If you feel the fear use it as your rocket fuel to propel you into your goals-take action.

    Don't let fear, lack of focus, others or your environment keep you from your dreams. If you envision your success and believe in yourself and you will be well on your way to achieve your goals.The law of nature wills that what you believe, you can achieve, and receive in life.

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    Source by Nan L Hruby

    Views: 0

  • My Separated Husband Says I’m Smothering Him And I’m Not Sure How To Stop

    My Separated Husband Says I’m Smothering Him And I’m Not Sure How To Stop

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    As a wife who has been very reluctantly separated, I would argue that there is a natural and undeniable inclination to cling tightly to what you are afraid of losing. And when you are a wife who does not want to lose your marriage or your husband, then it’s very natural to cling a little more tightly. In some instances and with some husbands, this doesn’t matter. Some husbands do not mind the clinging.

    But when you are dealing with a husband who was demanding space and who seems to be distancing himself from his wife, it can matter – quite a bit, in fact. Many husbands push back against this type of clinging and distance themselves even more. They may use phrases like: “smothering,” “holding on too tight,” or “coming on too strong.”

    The wives hear what the husband is saying, but they also point out that their husband is expecting something that just isn’t natural. She might say: “last night, my husband told me something that I never ever expected him to say. He told me that I was smothering him. We have been separated for about three weeks – at his insistence. If I had my way, he would still be living at home. But as it is, he is staying with a male friend. He has been restless and unhappy for months. He finally told me that he needed some time away from our marriage. I immediately panicked and assumed that he wanted a divorce. He swore that he didn’t. But I am still not sure that I believe him. I just don’t understand why a middle aged man should need space from his marriage unless he is planning to end the marriage or break his vows. And that is why I feel that I need to be in touch with him every day and know what he is doing. But when I try to do this, he tells me that I am “smothering” him. I believe his exact words were something like: ‘I felt like I was being smothered at home and now I feel like I can’t escape even now that I am here. You have got to stop smothering me. I have got to be my own person.’ It’s almost like he is accusing me of acting like his parent – and I absolutely am not. I just care about him and I think that I have the right to know what is going on with him and with my marriage. I don’t think that our talking a couple of times per day is too much to ask. I don’t call that ‘smothering.’ Do you?”

    I am going to be honest because I honestly want to help you. And I want to help you because I have been in your shoes and, because I made so many similar mistakes that almost costs me my marriage, I learned a hard truth. And it is this: It really doesn’t matter if you or I wouldn’t call checking in “smothering.” Because if he perceives it as such, then he is going to react to that perception. And his reaction may be detrimental to what you really want. And isn’t that all that matters?

    Understand That Ideal End Game: I suspect that you what you really want is both for him to come back and for him to come back willingly – and not with his tail between his legs because you have worn him down. Believe me, I understand the strategy. I never consciously thought about it. But looking back now, I think I figured that if I could bug my husband enough or remind him of our marriage enough, he’d eventually get sick of the back and forth and come back home.

    Instead, he distanced himself from me even more. We’ve reconciled now. But he’s confided in me that there were times when he considered divorce because he felt that might be necessary to “escape” my constant contact.

    I’m not here to debate whether or not my husband legitimately needed space from me. He and I will probably never agree on that. But what does matter is that he thought that he did. And frankly, that is all that matters. Because these thoughts formed his actions. Whether his thinking was faulty or not, he was going to act on it. And this thought process made a huge difference in what happened in our marriage.

    I know that we wives like to think that if we just do or say the right thing, he will change his mind and not want space from us anymore. But frankly, this isn’t as likely as him just getting frustrated that you are not listening.

    If What You’ve Done Isn’t Working, Consider Trying Something New: For me, the better call was backing away. I tried initially just telling my husband that I was going to let him call me next time. This did work – some, at least. But there were times when he would not call and I would panic and then come on too strong. So I took some time off by putting literal miles between us by returning to my hometown for a while. This forced me to back away – because I didn’t have much of a choice.

    This didn’t feel ideal at the time. Honestly, it felt like giving up at that particular moment in time. But it did eventually make a positive difference. Eventually, my husband started reaching out to me. And as this started to work, I didn’t have to force myself quite as much anymore. I literally saw that it was working, so the struggle became much less because finally I was starting to see the tide turn. For this reason, I was more than willing to go along because I knew it was the better alternative.

    I am not suggesting that you need to do the same thing. That may not work for you. But I am suggesting that you ask yourself if backing away – even for just a little while – might be worth a try. You can always reverse course if it doesn’t work for you. But once you know for sure that what you’re doing isn’t working – and once your husband has literally told you in harsh words that he’s getting frustrated – then these are both good indications that you may want to change course, even if only for a little while. At the very least, maybe try a form of communication that he doesn’t find “smothering.” You may not technically be smothering, but if he thinks you are, then that is what matters.

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    Source by Leslie Cane

    Views: 0

  • Why Are Organic Social Media Fans Important for MLM Success?

    Why Are Organic Social Media Fans Important for MLM Success?

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    MLM success is fun and profitable but there is a dark side that has pulled people into doing unethical marketing. It's fun to watch social accounts climb in popularity, however it can be done in the wrong fashion. Organic social growth is the only way to go. Most social media sites are watching for black tactics that enables accounts to grow at a rapid rate and many of the followers are not existent. They can cause problems for your account especially when you're sharing content.

    Your MLM success is based on the attracting and retaining leads and converting them into teammates. If social media sites catch you using unethical means to build your account, they will likely warn you before they shut down your account. That is not the worst of it most search engines especially Google are keeping an eye on this as well and will punish your content or website for bad social growth. Social media traffic is heavily weighed on search engines now. This means that your social media content has more points on search engines than it ever did.

    Building organic social media fans for MLM success

    You need to have an organic following to gain rankings in search engines now. This is the only acceptable method to stay "clean" with Google. You should never pay for followers. It's already difficult to weed out fake fans from the real ones. However, the real ones will engage with you from time to time. In some cases, most of the time if they love your content and you're responsive to them.

    To build future MLM success, you know you need to be responsive, create lovable content and be available in the online and offline world. Your content will come in different styles and flavors because no two prospects are alike in their journey. The content needs to touch on their pains and their journey stage. Once you have your campaign outline, you can develop short and long form content to help you achieve results. Be open to game changers, sometimes you may need to throw a curve ball instead of a fastball. You can throw in a webinar or a workbook to make things more engaging or simple.

    Engaging with your fans is a great to get your messages spread across the internet. They already like some of your stuff, so why not give them something for free. This can help you gain new sources of traffic and fans.

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    Source by David L. Feinstein

    Views: 0

  • Two Relationship Killers

    Two Relationship Killers

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    Consider a primary relationship in your life where you love someone and they love you. This could be an intimate partnership, a child-parent relationship or a very close friendship. Here are the two things to avoid, if you want to make sure love is present at all times.

    Relationship killer #1:

    Firstly, you should never expect that because someone loves you, they need to sacrifice themselves for you and put your needs first. We often mistakenly think that the degree to which someone suffers is a testimony for the amount of love they have for us. Likewise, we mistakenly believe that if someone puts their needs first, they don’t love us. But that is not true at all. If I refuse to sacrifice myself for you, it doesn’t mean I don’t love you. It simply means I am clear on what works for me and what doesn’t, and I don’t mess with my own needs. Please don’t take this personal. I love you nonetheless, but I certainly don’t have to suffer in order to prove my love for you. Besides, if you doubt it, chances are no matter how much I suffer, you will never believe me anyway. Get this: your partner having fun while you are in hardship doesn’t mean they don’t love you. The people who love you don’t owe you any suffering on their part whenever things are not working out for you. So don’t be jealous when your loved one is out with friends while you are working hard or cooking alone at home. No one needs to put their own life on hold only because yours is (even when they truly love you!). Of course, you can ask for support. That’s perfectly reasonable. But asking someone to sacrifice themselves and to suffer so you can feel loved – that is totally unreasonable. And it is a sure relationship killer.

    Relationship killer #2:

    The other way to kill a relationship is by trying to prove your love for someone by sacrificing your own needs and suffering as a consequence. See, whenever you suffer, there is no real love to speak of. If you were doing something for someone because you wanted to and because you loved them unconditionally, you wouldn’t be suffering. But if you sacrifice yourself out of obligation and/or guilt, the unconditional love is gone and you are likely to expect something in return. In other words, you try to manipulate someone into loving you back by doing things for them which they then have to repay you for. Sadly enough, you are playing a game thinking you can control someone else’s feelings and buy their love. Of course, the result is just the opposite – you are slowly but surely killing the relationship. So stop that immediately by starting to put yourself and your needs first. Find your own truth and start honoring it. Understand that you are allowed to have a good time without feeling guilty when your partner does not want to or cannot participate. Of course, you can support them when they are feeling low. But you don’t have to suffer with them or else you will become resentful and kill the relationship as a result.

    In conclusion:

    • Love should be free – no attachments, no suffering, no trading of favors, and no feelings of obligation and guilt.
    • Love should be independent – I love you and I put myself first; you love me and you put yourself first; we love each other and we honor our independent needs nonetheless.
    • Love should be by choice – I love you how I want to, not how I feel have to.

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    Source by Vyara Bridgeman

    Views: 0

  • Why Sales Doesn’t Have to Be a Numbers Game

    Why Sales Doesn’t Have to Be a Numbers Game

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    Telling stories is a great teaching tool to use in many fields, especially sales. At one of our recent workshops on pain, a participant from a technology company shared a story about an experience he had at a big-box TV store. This person went in to the store to learn more about flat screen TVs, with no intention of buying. He just wanted more information so he could make an educated decision when it came time to buy a TV, and get the best deal online, not at a store.

    When our participant entered the store, he was greeted right away by a sales person, and before he knew it, the sales person was telling him all about the great features and benefits of each widescreen TV. The sales person never asked a single question about why he was visiting the store, or if he’d even been there before. The sales person was nice but never uncovered any pain. All he did was say, “Can I help you?”, and then proceeded to “spill his candy all over the lobby”, and give our participant all the ammunition he needed to go get his best deal online. The sales person never had a chance to close the deal.

    Far too often, salespeople try to spill their candy in the lobby for a living. They throw information and free advice and their own time and money and resources against a wall hoping some of it will stick. “If I go to enough networking events, if I make enough new prospecting calls, if I talk about my product enough, if I ask enough people if they need this for their business, and if I make enough cold calls, then I’ll be successful.”

    The numbers game is one way you can approach your career, but it requires a lot of work, and it often wastes a lot of time. On the other hand, the Sandler System is all about working smarter, not harder. Furthermore, if you combine the same tenacity and work smartly to uncover a prospect’s pain, you will become a Robo-Salesperson. Armed with new, effective questioning strategies and proven sales techniques, you will discover the prospects’ problems and deep-seated emotional needs, pains, and desires to find solutions (ones that you can provide). This will result in dramatically increasing your sales and reducing your work time and stress that goes with it.

    Another participant in our Sandler Sales program sells gauges to machine shops and other companies. This guy is very meticulous and had a phone prospecting system he followed diligently, but when he left messages, very few returned his calls. Sound familiar? Well, this guy enrolled in our advanced training program and he carefully tracked all his results. Here’s what he found:

    After the first year of learning the Sandler Sales System, his market of selling to machine shops experienced a 5% decline, however, his personal sales went up 28.6%. Since he worked on a straight commission, his personal income went up an equal amount. So, his income went from $93,000 up to $119,598. Our sales guy attributed this to learning how to leave an effective voicemail message, encouraging his prospects to call back, and it worked. After his second year in the Sandler course, his sales went up another 32.3% and his income increased to $158,228. Why? He became more effective at closing deals. In the first two years in the training program, he had boosted his commissions by 70%. The bottom line, none of his success would have happened without learning to uncover his prospects’ pain.

    By the way, if you’re one of those people who believe “you can’t teach on old dog new tricks,” check this out. This guy wasn’t a kid. He was about 50 years old when he started learning the Sandler way, and still made those drastic improvements. I’m happy to say that 14 years later, he continues to attend and take advantage of our President’s Club classes. This sales leader is committed to being at the forefront of his industry’s selling knowledge curve and providing for his family, himself, and his own retirement.

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    Source by Greg Nanigian

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