|
|
SALE!!! Skip Hop Pronto Changing Pad Diaper Bag In Willow Dot $30 SALE!!! Skip Hop Pronto Changing Pad Diaper Bag In Willow Dot |
|
|
Da Vinci Changing Pad $39 Made from polyurethane foam, this changing pad is hand sewn and will fit all DaVinci changing tables. Dimensions:34"L x 17"W x 1"H Gift Wrap not available. Shipping Note: This item ships via UPS Ground within contiguous United States only. Cannot be shipped to AK/HI, PO boxes, US territories, or APO/FPO addresses. |
|
|
Dekor Terry Changing Pad Cover – Blue $9.95 Dekor’s Terry Changing Pad Cover is made of ultra soft, high-quality terrycloth and makes a great addition to changing stations. Fits all standard "16 x 32" changing tables. Available in three colors. Machine washable. |
|
|
Dekor Terry Changing Pad Cover – Natural $9.95 Dekor’s Terry Changing Pad Cover is made of ultra soft, high-quality terrycloth and makes a great addition to changing stations. Fits all standard "16 x 32" changing tables. Available in three colors. Machine washable. |
|
|
Dekor Terry Changing Pad Cover – Pink $9.95 Dekor’s Terry Changing Pad Cover is made of ultra soft, high-quality terrycloth and makes a great addition to changing stations. Fits all standard "16 x 32" changing tables. Available in three colors. Machine washable. |
|
|
Cariboo Classic Changing Table – Teak $394.95 Cariboo is a line of children’s furniture that showcases elegant design with practical features. Designed and made in New Zealand, the Cariboo line is constructed of sustainable Radiata wood. The coordinating bassinets and changing tables blend easily with the most stylish home decor. Each piece will be a striking addition to any nursery or master bedroom. The timeless beauty of the Cariboo Classic Changing Table adds a touch of class to any nursery. The Classic Changing Table also has long term use as a stand for toys or books when a changing table is no longer needed. The Classic Changing Table is environmentally friendly, made from sustainable New Zealand Radiata wood. Comes complete with a changing table pad and fitted toweling cover. Specifications: Dimensions: 35" H x 32" D x 33" L Weight Limit: 45 lbs Gift Wrap not available. Shipping Note: This item ships via UPS Ground within contiguous United States only. Cannot be shipped to AK/HI, PO Boxes, US territories, or APO/FPO addresses. |
|
|
SALE!!! myMonkeymoo Blanket In At The Zoo $54.99 SALE!!! myMonkeymoo Blanket In At The Zoo |
|
|
Picci Changing Pad In Pink $120 Picci Changing Pad In Pink |
|
|
Summer Contoured Changing Pad $24.99 Summer Contoured Changing Pad |
|
|
Colgate Changing Pad $40 Colgate Changing Pad |
|
|
SALE!!! Mutsy Easyrider Buggy In Plum $151.99 SALE!!! Mutsy Easyrider Buggy In Plum |
|
|
SALE!!! Mutsy Stroller Seat In Caribbean $159 SALE!!! Mutsy Stroller Seat In Caribbean |
|
|
SALE!! Britax Frontier 85 In Rushmore $239.99 SALE!! Britax Frontier 85 In Rushmore |
|
|
SALE!! Britax Roundabout 55 In Isabella $169.99 SALE!! Britax Roundabout 55 In Isabella |
|
|
SALE!! Britax Boulevard 70 In Zebra $255.99 SALE!! Britax Boulevard 70 In Zebra |
A New Way to Think about Sales
Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.
New Thinking = New Results
Maybe it's time to take a different approach. Maybe we need to seriously analyze our sales thinking so we can identify why we're not making more sales. Take a look at the table below and thinkabout your current selling mindset. How would your selling behaviors change if you changed your sales thinking?
Traditional Sales Mindset Vs Unlock The Game(tm) Mindset
1. Always deliver a strong sales pitch. Vs Stop the sales pitch -- and start a conversation.
2. Your central objective is always to close the sale. Vs Your central goal is always to discover whether you and your potential client are a good fit.
3. When you lose a sale, it's usually at the end of the sales process. Vs When you lose a sale, it's usually right at the beginning of the sales process.
4. Rejection is a normal part of selling. Vs Sales pressure is the only cause of rejection. Rejection should never happen.
5. Keep chasing every potential client until you get a yes or a no. Vs Never chase a potential client -- you'll only trigger more sales pressure.
6. When a prospect offers objections, challenge and/or counter them. Vs When a potential client offers objections, uncover the truth behind them.
7. If a potential client challenges the value of your product or service, you must defend yourself and explain the value. Vs Never defend yourself or what you have to offer -- it only creates more sales pressure.
Let's take a closer look at these central Unlock The Game(tm) concepts so you can begin to open up your current sales thinking and become more effective in your selling activities:
1) Stop the sales pitch -- and start a conversation.
When you call someone, avoid making a mini-presentation about yourself, your company, and what you have to offer. Start with an opening conversational phrase that focuses on a specific problem that your product or service solves. If you don't know what this is, ask your current customers why they purchased your solution. One example of an opening phrase might be, "I'm just calling to see if you'd be open to some different ideas related to lowering the risk of any computer downtime you may be having in your company?" Notice that you are not pitching your solution with this opening phrase.
2) Your central goal is always to discover whether you and your potential client are a good fit.
Let go of trying to "close the sale" or "get the appointment"-- and you will discover that you don't have to take responsibility for moving the sales process forward. If you simply focus your conversation on problems that you can help potential clients solve, and if you don't jump the gun by trying to move the sales process forward, you will find that potential clients will actually bring you into their buying process.
3) When you lose a sale, it's usually right at the beginning of the sales process.
If you believe that you lose sales because you make a mistake at the end of the process, take a look back at how you began the relationship. Did you start with a presentation? Did you use traditional sales language like, "We have a solution that I believe you really need" or "Others in your industry have bought our solution, so you should consider it as well"?
When you use traditional sales language, potential clients can't help but label you with the negative stereotype of "salesperson." This makes it almost impossible for them to relate to you from a position of trust. And if trust isn't established at the outset, honest communication about the problems they're trying to solve, and how you might be able to help them, becomes impossible too.
4) Sales pressure is the only cause of rejection. Rejection should never happen.
Rejection happens for only one reason: Something you said, as subtle as it might have been, triggered a defensive reaction from your potential client. Yes, something you said. To eliminate rejection, simply shift your mindset so that you give up the hidden agenda of hoping to make a sale. Instead, everything you say and do should stem from the basic mindset that you are there to help potential clients. This makes you able to ask, "Would you be open to talking about issues you might be having affecting your business?"
5) Never chase a potential client--you'll only trigger more sales pressure.
"Chasing" potential clients has always been considered normal and necessary, but it's rooted in the macho selling image that, "If you don't keep chasing, it means you're giving up -- and that means you're a failure." This is dead wrong! Instead of chasing potential clients, tell them that you would like to avoid anything that resembles the old cat-and-mouse chasing game by scheduling a time for your next chat.
6) When a potential client offers objections, uncover the truth behind them.
Most traditional sales programs spend a lot of time focusing on "overcoming objections." These tactics only put more sales pressure on potential clients and also fail to explore or understand the truth behind what the potential client is saying. When you hear, "We don't have the budget," "Send me information," or "Call me in a few months," do you think you're hearing the truth, or do you suspect that these are polite evasions designed to end the conversation?
Rather than trying to counter objections, you can uncover the truth by replying, "That's not a problem" -- no matter what clients are "objecting" to -- and then using gentle, dignified language that invites them to reveal the truth about their situation.
7) Never defend yourself or what you have to offer -- it only creates more sales pressure.
When a potential client says, "Why should I choose you over your competition?," your first, instinctive reaction is probably to start defending your product or service because you want to convince them to buy. But what do you think goes through your potential client's mind at that point?
Something like, "This 'salesperson' is trying to sell me on why what they have to offer is better, but I hate feeling as if I'm being sold." Rather than defending yourself, try suggesting that you aren't going to try to convince them of anything because that would only create sales pressure. Instead, ask them about the key problems that they are trying to solve, and then explore how your product or service might solve those problems --without ever trying to persuade.. Let potential clients feel that they can choose you without feeling "sold."
You too can improve your sales effectiveness if you are open minded and willing to try a new and more natural selling approach.
About the Author
Visit the Breastbone Ache website to learn about burning breastbone and middle breastbone
.
DaVinci Emily Baby Changing Table
|
|
TrueColor TC10002 / T13330 13-Watt Ott-Lite Replacement Bulb $8.00 OTT-LITE® VisionSaver bulbs creates a natural-like daylight indoors that makes reading easier and more comfortable. The bulbs reduce eyestrain caused by glare and are low heat and energy efficient. 13 watt tube light bulb. One bulb per pack. Price is for one bulb.... |
|
|
DEWALT DW716 15 Amp 12-Inch Double-Bevel Compound Miter Saw $724.59 Whether you're cutting baseboards or crown molding, the DEWALT 12-Inch Double-Bevel Compound Miter Saw provides quick, accurate cuts to complete the job. Thanks to a powerful 15 Amp motor, an easy-to-adjust cam-lock miter handle, convenient miter and bevel stops, and a tall fence for oversized decorative moldings, this compound miter saw is ready for a range of crosscutting and miter-cutting appli... |
|
|
DEWALT DW734 15 Amp 12-1/2-Inch Benchtop Planer $730.00 The DEWALT DW734 12-1/2-Inch Thickness Planer features a three-knife cutterhead and a powerful, 15 amp motor that delivers 10,000 rpm. Also offering quick, accurate depth adjustment, extra-long feed tables for material support, and the convenience of knives that are reversible and disposable, this planer makes it easy to create clean, custom stock.12-1/2-Inch Thickness Planer with Three Knife Cutt... |
|
|
Diaper Depot by Prince Lionheart Prince Lionheart Diaper Depot Keep all of baby's supplies handy with the convenient Prince Lionheart Diaper Depot organizer. It easily attaches to the changing table with a hook in the back, so it's always where you need it. Holds diapers, ointments, and there's even a shelf for your baby wipes. Clear plastic container will go in any decor.... |
|
|
Basic Comfort Ultra Plush Changing Pad Cover Changing Pad Cover made with Plush Velboa, the softest fabric available. Stain resistant fabric is machine washable. Fits standard changing pads 16" x 34" and accommodates most changing pad safety straps. In green or pink with white polka dots.... |
|
|
Encore Hoyle Puzzle & Board Games 2011 $13.99 Jump into the action with HOYLE Puzzle & Board Games 2011. HOYLE Puzzle & Board Games 2011 features a gigantic array of favorites for all ages including the all new Heartwild Solitaire from Sandlot Games. From Chinese Checkers and Solitaire to Battling Ships and Backgammon there's something for everyone!Challenge your friends or play against the fun cast of HOYLE characters!All games are designed ... |
|
|
ACT! By Sage 2008 10.0 [OLD VERSION] $229.95 The #1 selling contact and customer manager for 20 years, ACT! by Sage 2008 (10.0) improves productivity by helping you organize contact information, manage daily responsibilities, and communicate more effectively. With all your contact details at your fingertips, you can focus on what's important to your business--building stronger customer relationships. ACT! is easy to learn and use, and can be... |
|
|
Garmin GPSMAP 62 Series The newly designed GPSMAP 62 handheld navigator features a 2.6 sunlight-readable 65K color screen that supports BirdsEye Satellite imagery (subscription required) and Custom Maps. Rugged and waterproof, GPSMAP 62 features a quad helix antenna for unparalleled reception and sleek new design. * Automatic routing (turn by turn routing on roads): yes (with optional mapping for detailed roads) * ... |
|
|
Garmin Oregon Series ... |
|
|
Casio Men's Reverse PAW1300Y-1VCR LCD Atomic Pathfinder Watch $320.00 Explore. Inform. Conquer. Featuring sporty style and a durable design, the Atomic Pathfinder is much more than a watch, it's an advanced tool for use in the great outdoors. This Amazon Exclusive is equipped with many high-tech sensors to help you observe nature and monitor its continuous changes.Atomic Timekeeping for Superb AccuracyThe Pathfinder provides micro-second accuracy with multi-band ato... |
|
|
SALE!!! Skip Hop Pronto Changing Pad Diaper Bag In Willow Dot $30 SALE!!! Skip Hop Pronto Changing Pad Diaper Bag In Willow Dot |
|
|
Da Vinci Changing Pad $39 Made from polyurethane foam, this changing pad is hand sewn and will fit all DaVinci changing tables. Dimensions:34"L x 17"W x 1"H Gift Wrap not available. Shipping Note: This item ships via UPS Ground within contiguous United States only. Cannot be shipped to AK/HI, PO boxes, US territories, or APO/FPO addresses. |
|
|
Dekor Terry Changing Pad Cover - Blue $9.95 Dekor’s Terry Changing Pad Cover is made of ultra soft, high-quality terrycloth and makes a great addition to changing stations. Fits all standard "16 x 32" changing tables. Available in three colors. Machine washable. |
|
|
Dekor Terry Changing Pad Cover - Natural $9.95 Dekor’s Terry Changing Pad Cover is made of ultra soft, high-quality terrycloth and makes a great addition to changing stations. Fits all standard "16 x 32" changing tables. Available in three colors. Machine washable. |
|
|
Dekor Terry Changing Pad Cover - Pink $9.95 Dekor’s Terry Changing Pad Cover is made of ultra soft, high-quality terrycloth and makes a great addition to changing stations. Fits all standard "16 x 32" changing tables. Available in three colors. Machine washable. |
|
|
Cariboo Classic Changing Table - Teak $394.95 Cariboo is a line of children's furniture that showcases elegant design with practical features. Designed and made in New Zealand, the Cariboo line is constructed of sustainable Radiata wood. The coordinating bassinets and changing tables blend easily with the most stylish home decor. Each piece will be a striking addition to any nursery or master bedroom. The timeless beauty of the Cariboo Classic Changing Table adds a touch of class to any nursery. The Classic Changing Table also has long term use as a stand for toys or books when a changing table is no longer needed. The Classic Changing Table is environmentally friendly, made from sustainable New Zealand Radiata wood. Comes complete with a changing table pad and fitted toweling cover. Specifications: Dimensions: 35" H x 32" D x 33" L Weight Limit: 45 lbs Gift Wrap not available. Shipping Note: This item ships via UPS Ground within contiguous United States only. Cannot be shipped to AK/HI, PO Boxes, US territories, or APO/FPO addresses. |
|
|
SALE!!! myMonkeymoo Blanket In At The Zoo $54.99 SALE!!! myMonkeymoo Blanket In At The Zoo |
|
|
Picci Changing Pad In Pink $120 Picci Changing Pad In Pink |
|
|
Summer Contoured Changing Pad $24.99 Summer Contoured Changing Pad |
|
|
Colgate Changing Pad $40 Colgate Changing Pad |
