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  • Dealing With Emotional Triggers

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    I write this article because I realized that while going through a tough season in my life and going through the emotional healing process there were moments when out of nowhere something and even someone would say or do something unbeknownst to them that would set me on an emotional spiral because it triggered a negative memory or life moment gripped by strong emotions.

    Once the moment subsided I started wondering what I could do to not be undermined by emotional triggers in my life. It has a lot to do with your thought process which works with your emotions. I have been in the process of healing my soul and crucial to that process was dealing with how I think and how it was effecting my life. For the most part I am positive but a long season of growing pains had created a lot of woundedness in my soul. I made the decision not to see through my wounds anymore and to see from a healthy soul which begins with ridding myself of the negative thoughts that have been bombarding me. To do so I began with prayer and seeking God for the wisdom and solution to deal with the hurt in my soul. Below are the solutions that has and continue to work for me. I am wired to be productive so this is incorporated into my day and what I will do for that day

    1) Pray and get quiet within yourself to hear the answer

    2) Once the answer comes stay committed to the healing process. It will take time to heal in your soul.

    3) Stay Diligent it takes 21 days to establish a new habit, and 90 days to become a way of life.

    4) I listen to and watch positive teaching on thinking and healing my soul daily.

    5) I wake up praying and then listening to teaching on the radio to replace negative thoughts and self talk with faith filled thoughts & words

    6) I Listen to worship music and worship God through song, I also listen to soothing music without lyrics sometimes. This creates an environment of peace conducive for my soul to heal.

    7) On hard days press in harder and don’t stop the healing process.

    8) It is crucial to guard your eyes, ears, and heart.

    9) Negative things do happen and it’s important how you manage your emotional response

    10) Believe in yourself and make the decision to not line up with a negative perspective and choose to see the good

    For example there is a great worship song that was sung at my sisters home going service and on a Sunday in church the song was sung. I began to come unglued emotionally inside but no one around me knew I was struggling and I wanted to run but The Holy Spirit reassured me I will be alright with a comforting peace. I just started saying Hallelujah to calm myself and stay focused on the worship. Till this day I can no longer hear that song but learning how to manage the trigger. My Pastor A. R. Bernard taught us that it will take twelve pieces of positive information to replace one piece of negative information. Yes it is a battle but worth fighting to be free indeed, healed and whole in your soul.

    This sums it up when dealing with Triggers… It’s crucial to Breathe properly to help calm yourself and gather your thoughts to respond and not react to your triggers

    Quote: Take a breath. Pause. Iyanla Vanzant

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    Source by Jana Hicks

    Views: 0

  • Why Goodwill Is Vital to Success

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    When I originally got the idea for this blog entry, I was thinking in terms of success in business, as a result of three lackluster experiences I recently had with customer service at three different businesses. Then, when I sat down to write about it, I soon realized that goodwill is vital to all areas of life.

    Goodwill is similar to integrity in that in takes time to develop but can be lost in an instant. As my cousin says, “Goodwill is a byproduct of doing the right thing.” Webster’s dictionary defines goodwill as “a kindly feeling of approval and support: benevolent interest or concern.”

    This definition makes clear that whether it is with your business associates, teammates, coaches, or bosses, or in your interpersonal relationships, without goodwill it is difficult to get beyond a surface level with any of them.

    In today’s ultracompetitive world everything that gives you a leg up on the competition makes your success more likely. As successful businessman Marshall Field was fond of saying, “Goodwill is the only asset that competition cannot undersell or destroy.”

    Each of the three companies from whom I experienced poor customer service developed varying degrees of goodwill – mostly negative – from me. The one that earned the most goodwill eventually offered me an acceptable solution and I am still doing business with them (though on a more cautious basis now).

    One of the other two offered worthless suggestions, compounding my initial frustration. The last one had a website that failed repeatedly to send my complaints and was unresponsive to the ones that did go through. Needless to say, it would have taken a lot of goodwill to overcome these slights and I decided to close both of those accounts.

    One of the quickest ways to earn goodwill is to exceed expectations. Here’s a recent example of a business that engendered massive amounts of goodwill from me. I ordered a supplement and a few weeks after receiving my order I received another package from them with a new bottle of what I had previously ordered and the following note enclosed:

    “I want to take a moment to thank you for your recent purchase. As a token of our appreciation we sent you your next bottle free of charge. You will not be charged for this bottle and are not signed up to an auto-ship program of any kind. We just wanted to say a quick hello and thank you”

    -Greg, Founder of Weyland Brain Nutrition

    Not only did they send me my next bottle free of charge, they also enclosed a bottle of another product for me to try. I have since recommended them to several of my clients and am now a devoted customer.

    The same phenomenon happens in our interpersonal relationships. When you go the extra mile for a co-worker, boss, friend, lover, coach or teammate, you engender goodwill and strengthen your bond with them. This in turn will lead to greater trust and loyalty, thus opening the door to greater possibilities for the relationship.

    Most people want to stand out from the crowd and are frustrated when they don’t. I like to tell my clients that if you don’t like being stuck in the crowd, go the extra mile; it’s never crowded there. It’s a simple recipe for success that is often neglected by the masses and will also go a long way towards engendering plenty of goodwill from others.

    You can follow Sam on Twitter @SuperTaoInc

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    Source by Sam Obitz

    Views: 0

  • Direct Marketing – 5 Essential Components of Successful Direct Marketing

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    Direct Marketing produced $2.05 trillion in sales in 2012. That represents about 8.7% of US GDP in 2013. This implies several key points.

    First, competition in direct marketing is stiff. With all those advertisement dollars being spent on direct marketing, you need to ensure your message is getting through and being heard. Second, with stiff competition, you need to craft compelling messages, not once, but repeatedly. You need to do this effectively and efficiently, if you want to do more than just tread water.

    Thus, it’s important to develop a marketing strategy that optimizes your budget spend by employing direct marketing more effectively. Here are 5 essential components of successful direct marketing.

    1) Deliver a Compelling Sales Message

    Several elements go into creating a compelling sales message. Successful sales letters and other marketing content must be relevant, useful, and persuasive. Marketing content that works grabs your prospect’s attention, shows uniqueness, and builds trust with your prospect. Employ these three elements in all your direct marketing content.

    · WIIFM – Tell your prospect exactly what’s in it for him or her.

    · Unique Selling Proposition (USP) – Clearly describe why your solution is the superior one.

    · Testimonials – Let your satisfied customers “sell” for you.

    2) Follow-up Leads Promptly to Attract and Engage Your Prospect’s Attention

    You might have a lead-generating sales letter, but if you don’t follow-up, valuable leads will slip through the cracks. Follow-up a live event with a phone call, an email, or a letter that invites the prospect to take the next step.

    Offer a free demonstration of your product or service. Set up an appointment with a subject matter expert who can go into greater detail on how your company’s solution works, and why it’s better than the competition’s. Then, before the scheduled demonstration, send a white paper that explains your product in detail.

    Follow-up, engage and spark your prospect’s interest in your solution.

    3) Promote Your Brand

    Benefits from branding give companies and edge over competitors that don’t brand. Branding helps position your product or service favorably. It also gives you pricing and distribution power. The takeaway is: never miss an opportunity to brand.

    Direct marketing affords you many online and off-line media to build brand awareness. Online media: (1) Banner advertising; (2) Blogs; (3) Email; and (4) Website. Off-line media: (1) Print advertising – sales letters, postcards, brochures; (2) Press Releases; and (3) Public Relations.

    4) Nurture the New Customer Relationship

    Lead nurturing is just as important as lead acquisition. Most companies want to develop long-term relationships with customers. That’s because they become repeat customers. And, over time, repeat customers generate more sales and profits to your bottom line.

    Outbound marketing provides many ways to build and maintain a thriving lead nurturing program. You can employ email, direct mail, social media, mobile, podcasts, seminars, phone calls, and videos.

    5) Integrate and Synchronize Online and Off-line Direct Marketing

    To optimize your message and direct marketing budget, success lies in finding the right mix of online and off-line methods. One method isn’t necessarily better than another. Instead, the secret sauce to successful direct marketing depends on how you weave these various methods together.

    You can integrate and synchronize these methods along the sales cycle beginning with message delivery. Start with a sales letter, follow-up with a phone call or email. Refer your prospect to your website for deeper marketing content, and don’t forget to brand throughout this process.

    Achieving the right marketing mix produces a “multiplier effect” that helps you close sales faster and easier. Employing different media in a consistent and coherent manner working towards the same goal optimizes your marketing efforts.

    Don’t Overlook the Value of Direct Marketing

    With so much attention focused on inbound marketing lately, it’s easy to overlook direct marketing’s benefits. However, as you can see, it still commands the lion’s share of sales. Therefore, it’s prudent to examine your marketing strategy’s focus and align your budget accordingly.

    Before you undertake a direct marketing campaign, employ these five essential components to compete effectively and efficiently for that $2.05 trillion market.

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    Source by Alex M Milo

    Views: 1

  • Heal Yourself With Water – The Water Cure

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    Most people have figured out by now that medicine does not cure disease. Medicine isn’t necessarily bad; it just isn’t necessary. Do not let your fear of disease make you forget that humanity wasn’t exactly dying off when pharmaceutical companies saw a financial opportunity and exploded onto the scene. You need to know the facts; then, if you still choose to be ill, it will truly be a “free choice,” and not one born of the absence of awareness.

    You are mostly water. You are made of cells (30-50 trillion of them); and they are mostly water. You need to replenish the water in your body in order to keep it fresh and clean, so that you can stay fresh and clean – healthy. Water cleans you, nourishes you, energizes you, cools you, lubricates you, supports and sustains you, and is truly most of what you are. And water is simply Hydrogen and Oxygen; both of which are atoms – which are simply Energy. You are Energy; but between pure Energy and the form you have currently assumed, there is water.

    When I say, “Water,” I do not mean to say, “Coca cola, Gatorade, Milk, Diet Coke, Orange juice, Beer, or any other liquid solution; these do not clean and support your body. These substances add chemicals to your body which alters the way you feel. Drinking water helps cleanse these chemicals and other toxins from your body returning you to your natural state of health – a state which most Americans have truly not seen since they were very, very young (if then!).

    It is estimated that most Americans are chronically dehydrated. How do you know if that’s you? If you don’t drink 2-3 liters of pure water each day (an estimated one-half your body weight, in ounces), you are most likely dehydrated. Even if you do, you may still be dehydrated depending on your weight and the amount of other solutions, salts, and sugars in your diet. You are mostly water; and good health is primarily predicated on the maintenance of your water level and the cleanliness, or purity, of the water in your body. If the water is heavily-laden with suspended materials, you are toxic. If you are toxic, you are sick, overweight, or on your way to both of these conditions. There are no other options; and there is no escaping this simple reality.

    “But I don’t like drinking plain water!” I hear it all the time; but what most people have been conditioned to Not Realize is that this statement is only an indicator light that you are addicted to the flavoring and chemicals in the beverages you do consume. In the absence of true awareness, what we LIKE is what we choose. If I told you that drinking coffee would make you explode, and then the guy next to you took a big drink of coffee and exploded, I bet you a dollar you’d put your coffee cup down. But what if it took 20-years for you to explode? Would you start drinking water instead of coffee today, or would you put it off hoping you could quit nineteen-years from now and be none the worse for wear?

    I know the things we drink taste good; and I’m not saying that they are “bad.” But there is an obvious effect from the chemicals in the things we drink; and you are definitely not doing yourself any favors by not drinking enough water. I am not necessarily trying to change anyone’s ways; but some of you do indeed want to feel better and have simply never been told anything other than what you’ve been told – none of which contained the answers to your problems, or you wouldn’t have them right now. If you want different, you must think and do different; and yet most people simply can not do this – and don’t even realize it.

    In the Declaration of Independence, there is a line which reads: “…and, accordingly, all experience has shewn, that mankind are more disposed to suffer, while evils are sufferable, than to right themselves by abolishing the forms to which they are accustomed.” I realize that words do not teach, and that you can lead a horse to water, but you can not make that horse drink water when it could have a Diet Coke instead; but maybe nobody ever told you what happens when you don’t drink enough water, so here goes…

    If you do not drink enough water, you could quickly experience any of the following, in any combination: Dyspeptic pain, Colitis pain, False Appendix pain (of course the surgery will be real…), Hiatus Hernia, Rheumatoid arthritis pain, Low back pain, Angina, Headaches (one of the first signs of dehydration), Stress, Depression, Asthma, Allergies, Excess body weight, High blood pressure, High cholesterol, Diabetes, Fainting, Insomnia, and many other serious and not-so-serious symptoms. If you have any of these symptoms or conditions, they could have been brought on by not drinking enough water; and some of them could be caused by the drugs you are taking for problems you could be drinking water to get rid of. Yes, there is a good chance you are treating “thirst” with prescription drugs that only “clog your filters” (liver and kidneys) and give you the added bonus of “side-effects” which could actually kill you. I’ll just have the water, please…

    The bottom line is that you are water and need to renew yourself daily. Failure to do so is typically the result of ignorance and addiction; one of which should have been remedied by the last paragraph. Chronic (constant/ongoing) cellular dehydration is a painful way to die prematurely of outward symptoms and manifestations which have, until recently, been thought to be diseases of “known” and unknown origins. Until you are properly hydrated and oxygenated, you have absolutely no way of knowing what is causing your pain and illness, regardless of what you have been told about your health up to this point. You are water. You have a choice. What kind of ending do you want for your story?

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    Source by Pete Koerner

    Views: 0

  • How To Rescue Love And Heal A Relationship Or Fix A Broken Marriage

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    Many couples experience rainy weather in their relationship at one point or another in their lives.

    This is very natural since there are a lot of aspects that can develop common relationship problems and disputes in between couples and sometimes, nobody wants to pave the way.

    This is where most of the relationship issues begin, when both partners do not recognize their faults and imperfections, and both are attempting to point out that they are best and it is always the other who is incorrect.

    Disputes should never be reason enough to end a relationship. There are still easy ways to heal a relationship and effective rekindling the old love.

    Interact with your Partner

    Interaction is among the most effective keys to complete a relationship rescue strategy.

    Because increasingly more couples these days breakup without even acknowledging the real reason things go wrong, this must considered on the to-do list of how to fix the broken marriage.

    That’s why family counseling can open newer doors for seeing the light in repairing the relationship issues.

    The Course in Miracles asks us to contemplate, “How much do you want salvation.”

    Partners need to talk things over and voice out their sides and open up their grudges prior to being far too late when things are getting rather out of hand.

    Through interaction, both will have a clear image of exactly what is going on, why the conflict is happening, and exactly what relationship rescue approaches can be done to exceed this duration.

    When to Keep Quiet

    Silence could not be the best solution for a reliable relationship rescue, but it does contribute a lot so a relationship struggle doesn’t worsen.

    Frequently, when couples are having conflicts, they have the tendency to talk excessively and say things that can be hurtful, thus they disregard one of the most important parts of a relationship which is listening.

    When to keep quiet and peaceful throughout a heated argument is something couples need to learn, because it’s always best not to raise voices, yell at each other, and worse, resort to physical violence to silence the other.

    When both are angry, they must let their heavy emotions subside first before speaking because typically, a mad person speaks even without sense and never takes any reason.

    Spend some Time Alone at Times

    Previously I discussed and reviewed the many tidbits and free advice available online for saving the marriage or a love relationship when both parties are willing and ready to heal.

    If communication and keeping silence did not work as part of the relationship rescue plan, having time to be alone could be a good thing to do for the meantime.

    Conflicts have two impacts: one is to reinforce the relationship and two is to break the relationship.

    If these disputes repeat in circles every day, the tendency is that both partners will be fed up, and thus the very first thing that concerns their mind as a solution is to end the relationship.

    If both have some space for a while and try to reassess their sensations and recognize where their errors are, this can be avoided.

    Give some Space

    When he or she is not around, this can be a reliable common relationship problems solution due to the fact that in some cases individuals realize the importance of their partner.

    These are some of the effective ways that couples can do in order to achieve an effective relationship rescue and rekindling the old love.

    Both partners need to recognize that ending the relationship is not always a good path to take just to end a dispute, however rather follow these relationship rescue techniques to resolve them.

    With all these things in mind, no matter what common relationship problems can be found in the relationship, both partners can get through these and make their relationship even stronger.

    Finding Strength

    Try to remember that unsettled arguments and disputes have a few effects, and one is to strengthen the relationship and open each other’s eyes, and another is to end the relationship.

    These are some of the efficient lessons that can be learned in family counseling, and what to address so that you may save your relationship.

    Both partners need to realize that leaving the relationship is many times not the best solution to end a conflict, however instead follow these marriage tips to solve them.

    With all these things in mind, no matter what common relationship problems creep in, both partners can get through these and make rekindling the old love even more powerful.

    Try to look at the strong components for healing a love problem so that a wonderful relationship is lived.

    (I suggest searching the net for further helpful and healing material on trying to save your relationship and addressing the issues that could potentially reach the end of the line and become too hard and disastrous to handle.)

    To saving your relationship!

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    Source by James Nussbaumer

    Views: 0

  • Follow the Yellow Brick Road to More Sales

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    When Dorothy landed in Oz, she wanted to go home and was told by the Munchkins to see the great and powerful Wizard of Oz. “But how do I find the Wizard”, she asked. “Follow the Yellow Brick Road”. “And the best way to start, is at the beginning”. And that holds true for the Sandler System as well. Start at the beginning.

    The beginning step in the Sandler Sales Process is to establish bonding and rapport with your prospect. Once you’ve created a good relationship with this person, you can then set an up-front contract on what you will discuss, typically their agenda and yours, with a specific outcome in mind. This up-front contract should lead them down the path towards revealing some pain. If there’s no pain to reveal, then you can shake hands and part as friends, and move on to the next prospect. However, if you do reveal some pain, then you schedule a next meeting where you can delve deeper into the prospects issues and pain.

    THE PAIN FUNNEL IN ACTION

    Let’s look at a sample story showing the pain funnel in action. In this story, our sales person works for a contractor who builds navigation systems for fighter jets, and has an appointment to see Henry Jones. Henry has an engineering background and is very technical in nature. Watch how the sales person starts out using the questions from the Sandler Pain Funnel to better understand his prospect, and then slowly moves Henry through the funnel towards a sale. The questions are broad at first, but then become more specific and designed to make the prospect more emotional. The idea is to grasp Henry’s problems and lead him to reveal how the problems affect Henry personally.

    Henry starts by asking the salesperson, “Can you design a system that will easily retro- fit our F-16s so that rewiring will not be problematic?” As you can see, this is a very technical question for a very technical problem. The salesperson can try one of one two things: answer the question directly and speak about the product’s features and benefits, or try to uncover the real intent of the question and ultimately, if there’s any pain. In this example, the salesperson employs the Pain Funnel to dig for the pain behind the prospect’s question. The salesperson responds, “You know, that’s a great question. Can you tell me more about that?” Henry answers back, “Yes. We’ve had some experiences retrofitting F-16s with different types of equipment and ran into some challenges. It takes a very long time to rewire the system, and that becomes problematic when you have to disconnect wiring harnesses and lots of other systems that are related to whatever it is we are installing.” The salesperson probes, “Can you be a bit more specific? Give me an example.”

    Keep in mind, each and every question the salesperson asks comes from the Pain Funnel. Even though the questions are in order, you can tell it offers a very smooth arc to the overall conversation. If you have internalized the questions and the process, it won’t feel awkward guiding a prospect through the Pain Funnel in exactly the order prescribed.

    Henry continues, “Well, recently we had to retrofit replacements into the planes. We had to take out the ejection seats and remove some of the navigational systems. We even had to get into the hydraulics. So, what we originally anticipated would be a 25-hour job turned into a job that lasted close to 200 hours. It’s not so much the hours that really bothers us as the amount of time the fighters have to be out of service in order to get it done.” The salesperson continues down the Pain Funnel, “How long has that been a problem?” “It’s been two years that we’ve been dealing with this,” Henry replies. “OK. What have you tried to do about that?” the salesperson asks, following the Pain Funnel method exactly.

    Henry answers, “We talked to a contractor to see if there was a possible fix, and they came up with some recommendations.” The salesperson goes to the next Pain Funnel question: “And did that work?” Henry responds, “The only potentially viable solution they came up with was to redesign the entire system. That would actually take the planes out of commission for even longer.” The salesperson asks, “Do you have any idea how much that would cost you?” “A lot. But it’s not just dollars. It also puts peoples’ lives at risk. Every day that one of those planes is out of service, we risk not having a jet ready to protect people”, Henry says more emotionally now. “How do you feel about that?” the salesperson asks sincerely. (Or alternatively, the salesperson could ask, “What’s your level of commitment to seeing if there is a way to make sure this problem doesn’t happen again?”) “Honestly? We’re very upset this is happening, and we have to get it fixed. We need solutions that minimize the amount of time these planes are out of service. Do you think you can help us?”, Henry pleads.

    THAT’S HOW IT WORKS

    In our prior scenario, the salesperson effectively uncovered Henry’s pain. So what’s next? Uncover even more pain. An effective Pain Step means uncovering 3 to 5 elements of pain the prospect is dealing with. However, don’t use the same approach each time, vary it a bit to keep the prospect unaware of what you are doing. A classic bit of sales wisdom is, “The best presentation you will ever give is the one the prospect doesn’t see.” Since the prospect has revealed to you what to present in order to win the sale, you will want to move forward in the sales process by offering direct solutions that relieve his pain. However, don’t do it right away. First, be sure you really have uncovered three to five pains, and done a good job on the Budget and Decision Steps. In other words, stay within the Sandler Seven Step process. At this point, you will be ready to present the appropriate solutions in the Fulfillment Step. Moreover, if you’ve done your job correctly, like Dorothy did, and followed the Yellow Brick Road to Oz, all you need to do is click the Ruby Slippers together and the deal will close itself, and may even take you some where over the rainbow!

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    Source by Greg Nanigian

    Views: 0

  • Numerology’s Habit Challenge; Hidden Strength From Your Name

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    All of us know what it’s like to have a crisis on our hands. When you have such a problem, where do you find the ability to deal with it? Numerology can help you find out what your basic approach is to solving the really hard problems in life. You just need to calculate your Habit Challenge.

    The Habit Challenge has several names: Submerged Characteristic and Habit number to name a few. This value reveals a hidden strength which you can use when problems are especially difficult for you. You don’t call on it often, but it’s there when you need it. Note: since this value is based on your use name, it can change throughout your lifetime.

    Habit Challenge Calculation

    Your Habit Challenge is calculated by counting the number of digits in your use name, and then reducing the total by fadic addition. For example actor Johnny Depp’s habit challenge value is (1) as shown below:

    Johnny Depp = (6 + 4) = (10) = (1 + 0) = (1)

    Habit Challenge (1) – Originality

    Your value gives you the ability to find an original solution to difficult problems, often to the surprise of others. Choosing to take the lead in these problems brings quick results.

    Habit Challenge (2) – Follower

    Your value gives you the ability to be a good follower; to let others lead and to obey orders when necessary. Collaboration is usually successful and some skill in diplomacy is present.

    Habit Challenge (3) – Imagination

    Your value gives you the ability to use your imagination and creativity to solve unusually difficult problems; you will find an artistic solution. You don’t always take these kinds of problems seriously.

    Habit Challenge (4) – Logic

    Your value gives you the ability to use logic and set reasonable goals to solve unusually difficult problems. Detailed, unemotional analysis will be your tools. You prefer a practical and orthodox solution to these problems. You will remain emotionally calm and cool in these situations.

    Habit Challenge (5) – Adaptive

    Your value gives you the ability to be adaptable, take risks, and accept changes to solve unusually difficult problems. New, untried solutions can work for you. You will show quickness of thought and versatility in these situations.

    Habit Challenge (6) – Responsible

    Your value gives you the ability to be responsible and sympathetic to the needs of others in solving unusually difficult problems. The effects on friends and family will be considered in reaching your solution.

    Habit Challenge (7) – Meditation

    Your value gives you the ability to meditate and seek within yourself to solve unusually difficult problems. You will tend to reject unsought advice and work to find your own solutions. You will wait to act until conditions are perfect to solve these problems.

    Habit Challenge (8) – Ruthless

    Your value gives you the ability to be efficient and ruthless in solving unusually difficult problems. You will set goals and work long and hard on them in these situations. Determination and persistence will be used in solving these problems.

    Habit Challenge (9) – Broad Minded

    Your value gives you the ability to take a broad-minded and idealistic approach to solve unusually difficult problems. You will be generous towards others in these situations. You will have unexpected and dramatic reactions to any opposition in solving these problems.

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    Source by Keith Abbott

    Views: 0

  • The Easiest and Hardest Part of Phone Sales

    The Easiest and Hardest Part of Phone Sales

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    The Ask. Yes … both the easiest and hardest part of the phone sale. Quite an interesting enigma, right? Yes again, but let's unpack this further. Phone selling is both an art and science and it follows a logical path (maybe a little nonlinear at times, but nonetheless there's an end goal). Depending on the solution you're offering to the prospect, there's usually a lead up to the Ask.

    Present the Purpose of the Call Clearly and Directly
    For starters, remember to accomplish (when and if possible) the goal of making the call. This can be to set up an appointment, to introduce yourself, your business, and product and / or service, or to speak with the Decision Maker. By stating the purpose of the call (and thus moving toward the goal of the call), you minimize wasting time with uninterested and unqualified prospects and you maximize your ability to make more calls, reach more people, and close more sales. Here's some great advice: it often helps (actually, the value of having this is more than I can put into words) to have a script available during the call just in case you get off track. Scripts aid you in staying focused and moving the call forward.

    Listen Prior to Making the Ask
    Unless you're a telemarketer and are intent on blasting your prospects with a "canned" message regardless of their responses, then by all means, spray on. OK, kidding aside, prior to making the Ask , listen … listen … listen. Here's the key in listening when conducting a sales call: don't, I repeat, don't answer the prospect in your head while they are talking. Don't do it. Here's why: you'll learn that by keeping your mind still and clear without interrupting the prospect in your head or verbally, you'll have given the prospect something that will often be reciprocated to you in full measure: "uninterrupted time for response" . Sounds weird … yes, but does it work? oh yes. I learned this technique from Stephen Schiffmann and it really works.

    Remember, plan the call (set a goal and use a script), initiate contact, state the purpose of your call directly and clearly, and listen. After listening both consciously and subconsciously, if and when appropriate, make the Ask .

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    Source by Pierre Pinkerton

    Views: 0