Some comic venues commonly sell comedy tickets for gigs termed open mic, at which non professionals is allowed to take a crack on the stage. This provides an opportunity for people to learn their art in front of a crowd and perhaps break into the field as pros.

Have you got a couple of live comedy tickets? Get ready for a laugh extravaganza!! A stand up comedy show typically features a solitary comedian called a stand-up comedian. The stand up would typically narrate a speedy sequence of brief quips and humorous tales or witty comments. Normally known as a monologue, they are mainly performed in pubs, night clubs, theatres and student unions.
An routine is about 45 mins in length but it may take years for even experienced professionals to rehearse, polish and perfect their shows.

By the 70s, the prevalent comedy style was the rough and ready, frequently obscene, making fun of the mother in law humour variety, and may also include racially offensive content which, today, would be seen as totally unacceptable.
During the mid 80’s ‘alternative’ comedy emerged, known for strange, sometimes surreal, character-based humour.
The form was not usually gag focused, although still tremendously irreverent and quite against the powers that be. The current U.K. stand-up comedic style has matured into a laughter filled mixture of both the “alternative” and old styles, with both absurdity and social comment playing a big part in its development.
Great Britain is currently recognised as the global hub for stand-up comedy.
Gig tickets are in high demand, not simply in Britain, but everywhere in the globe too.
There are a number of popular international events which have stand-up comedy as their central focus and attraction.

England enjoys a long history of live comedy gigs stretching decades back to the 18th and 19th century music hall era.
Subsequent to WWII, former Armed Forces personnel acquired an appreciation of many forms of comedic routines, and lots of people moved into the entertainment field as full time professionals.
Their collective rise was reflected by the advance of radio and television. This sparked a never-ending need for topical jokes.

In the event that you find yourself searching for comedy tickets you might also consider a free form show in which music, sketches, interviews, etc are made up on the spot. A show is made up of a chain of un-rehearsed games or scenarios. A major divergence between a traditional stand up comedy show and an improvised performance is that in the former you get a solo comedian, whereas in the latter a sizeable troupe or company of stand ups work on getting laughs.

Standing out at a Job Fair can make a difference in your job hunt. Job Faires are starting to pick up, and a major job search company is running some nice ones, called Targeted Job Fairs. At a Silicon Valley Job Faire in January, 10 companies as showing up, and a major job search company has 82 job fairs scheduled for 2010 across the US.

How do you get to the real interviews at a Job Faire? The rivalry can be substantial, but you can help yourself jump out from the gang with advance homework. At AA-Careers, we have a simplified six-step process to prepare. Plan to go? Here’s how to prepare:

First, investigate the organizations that are going and pick your objectives. Use the web to research the companies that are there before you even decide to go. Go to their web sites and see if they have their jobs posted. Pick a sound number to target, and get ready to spend an hour or more researching each one. It’s hard to do more than nine in a day, and three or four is a much more reasonable target. For each hiring organization, you want to know: recent news, key product lines, and exectuve names. Try to see if you know anyone at the target companies. You will end up with with a page or two of research for each company/job.

Second, if there are job openings on the web, read them to see what the company is looking for. Create a mapping of your accomplishments and skills to the requirements of the job. Make the terminology match. If the hiring organization calls customers "clients", your resume should do the same thing. The accomplishments should be written in the style of the hiring company.

Third, create a ‘mini sales pitch’ for each potential company/position combination. Write down a 90 second ‘thumbnail’ that you can repeat out loud showing why you are a fantastic prospect for that job. You’ll use this in your resume and when you meet the company at the job booth.

Fourth, modify your resume for each position. The objective on your resume should exactly match the position you’re aiming for. The executive summary should be a written form of your “mini sales pitch” for the job. Then choose the achievements and skills that most clearly match the job description. Especially at a Career Fair, the purpose of your resume is a sales tool for you – to get you on-site job interviews. It should be simple to see that you’re a fit based on your resume.

Fifth, dress and prepare as if you’re doing on-site interviews. Dress nicely and be properly groomed. Don’t over do-it (this isn’t a date!) and don’t underdress (no jeans or t-shirts, no matter how much you paid for them). Avoid strong cologne or perfume.

Finally, practice your ‘mini-sales-pitch’. Collect your research and the resume for each spot - bring a couple of copies for each – and put each in a understandably marked folder. Keep them in a lightweight briefcase or folio.

Remember to smile, and good hunting!

Affiliate marketing resembles an auction house. Your website advertises various good and services and for your work, you receive a percentage from each transaction. There is less effort needed, few operating costs, it works 24/7, and what’s even better, it is comparatively easy to master.

To begin, you must make a choice as to precisely which niche market most suits you. A way of going about this is, you need to find out solutions to issues a certain customer profile is experiencing, and which solutions will help them. A simple method of doing this task is to find specific narrow keywords; there are less searchers for these generally, but they convert far more. These important keywords can be found by using Micro Niche Finder or an application like it. Data collected from Micro Niche Finder or other programs and services compiles related terminology in a comprehensive list format providing valuable targets to earn a good ranking in an internet search and bring in an increased number of hits. Micro Niche Finder data will also let you know the amount of searches, exactly how many different sites who exploit them, even competitor details. Last but not least, the info generated can identify appropriate domains, content for your website, and point out the best goods to sell.

Now it’s time to build a web site; but you’ll obviously need to do more than that. Search engine optimization is an absolute must. Products like SEO Elite will make this easy. This program analyzes the web sites of your rivals and can provide you with advice on exactly what you need to do in order to have good rankings in the search engine results.

With SEO Elite the information provided by the software package advises you on links, the most lucrative keywords, and details on where to submit articles. In short, Seo Elite information is similar to the suggestions you would receive if you confer with a skilled SEO professional.

When you determine your niche market, put together some advertising, and your website is finished, then all you need to do is positively extend your search results. You will collect regular payments and question why you didn’t think of this sooner!

In the early to mid 1900’s a renowned phenomena was discovered in America. Willy Sutton was his name and Willy has since had much to answer to. Willy was a bank robber - not a particularly good bank robber but nevertheless ‘bank robbing’ was his career.

One day a reporter questioned Willy asking why he robbed banks. Willy looked around and thought for a moment and then came out with one of the most fascinating answers that would ensure much more than his 30 seconds of fame. He replied - ‘Why do I rob banks - I’ll tell you why, because that’s where the money is’. Without doubt Willy had laser sharp focus knowing exactly who and where his target market was. During his career as a bank robber Willy spent more than half his adult life in prison and shortly before his death in 1969 became a consultant advising banks on security.

So as management and sales people, what can we learn from Willy Sutton and how can we relate it to sales?

Firstly - Do we really understand our target market? Willy knew exactly which bank he wanted to rob. He would ‘case the joint’ discovering all the variables and deciding if the target bank was appropriate or not.

Have we done our due diligence to establish what solutions we should be selling and why prospects and clients buy from us? What are the other factors that will ensure we stand the best chance of personal and team success for the next quarter? Willy Sutton really did understand his market and that was his major strength - so hands on heart do you?

Secondly - He understood the power of motivation. Is it really surprising that after making his presentation to the banks’ staff, gun in hand, people were highly motivated to carry out his instructions (lie down on the floor and don’t do anything stupid). Any objection handling would have been dealt with immediately in a crisp and authoritative way - unfortunately as sales people we cannot use the phrase - do you really want me to blow your brains out?’

Thirdly - The escape plan. Having achieved his objectives and earned his commission, he would then disappear not hanging around to make idle conversation where he might be tripped up. His strategy was end to end (although potentially his strategy was weak as he was often caught before he left the bank)

Willy’s ultimate downfall was the marketing used by the opposition. Being constantly written about in newspapers and having his name nailed to trees in the vicinity with a complimentary photo meant he was also subsequently arrested some time afterwards.

Have you a solid Marketing Strategy?

Lastly, if you decide to change from selling and move into ‘bank robbing’ then here are a few tips:-

Make sure you get enough money that you can flee to a country that currently does not have an extradition treaty with the UK

If you decide to rob a bank in the country make sure it doesn’t only have one road in and one road out

Wear a mask

Get a reliable gun

Practice your script ensuring it is short and to the point

Dress for the occasion - you never know who will want to take your picture

Being in sales is easy - being successful is somewhat different. You must plan and understand your market - both important keys for your continued or future success.

Creating a highly qualified pipeline from your prospects and customers will ensure that you have focus - and thus Willy Sutton will not be the only one who goes where the money is. You must focus on where you get the best return for your sales effort and also ensure you read read the signals to avoid any surprises. Like Willy Sutton you don’t need any surprises when you are hard at work and going for the ‘big one’. Unlike Willy Sutton you don’t want to be caught out because you didn’t have the right information or target - don’t you want to mitigate risk wherever possible. Get the focus you have everything to gain!

Bio Info:
Mike Palman, is a global Master Sales Coach, Sales Mentor, Author and Sales Trainer and CEO of The Sales Academy. Mike helps people and businesses do more, do it better and get the results that they really want. In 2005 Mike started an e-mail marketing company believing that e-mail marketing is an essential part of today’s marketing that can help leverage new business http://www.candomail.com Mike had a successful career in sales for over 25 years and now helps salespeople, sales management & business owners get the sales edge. Mike lives in both the UK and South Africa. For more articles by Mike Palman, visit http://www.thesalesacademy.com

At this point, I’ve written a number of articles about scripting sales calls, especially over the phone.

Let’s recap my main points:

(1) Scripting is inevitable. Even when we think we aren’t using one, we are!

(2) Scripts need to be brought to life through special delivery techniques.

(3) Four T’s inform the success of scripts: text, tone, timing & training.

(4) Theoretically, you can have more than one script working in your sales unit, providing users are committed to sticking to those they adopt.

(5) There are special ways to craft language so it sounds spontaneous and not canned.

I suggest you take a look at prior articles on this topic to get up to speed.

Here is today’s point about scripting,

Reps think they’re using them, word for word, when you know they aren’t. You’ve just passed by a desk where the rep is off the mark in several places, yet he, quite sincerely, insists he’s on it.

What can you do to set him straight?

The best way is to tape him and to play the tape in his presence and have the script in front of both of you.

But guess what? He still may think he’s on it, word for word. Amazing, I know, but it’s true.

Example: Your goal is appointment setting and the language in the script reads: “So, what we’ll do is stop by to say hello on Tuesday or will Wednesday be better for you?”

The tape reveals the rep said: “So, what we could do is stop by to say hello on Tuesday or will Wednesday be better for you?”

Is there a difference? You bet!

What we “could” do and what we “will” do are dramatically different in the impact on potential customers.

Your job is to sell the rep on the necessity and desirability of doing the script, word-for-word.

When you use scripts, they need to be thoroughly enforced; otherwise, reps will think they’re on them, when they aren’t!

Dr. Gary S. Goodman, President of www.Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service, and the audio program, “The Law of Large Numbers: How To Make Success Inevitable,” published by Nightingale-Conant. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC’s Annenberg School, a Loyola lawyer, and an MBA from the Peter F. Drucker School at Claremont Graduate University, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. He holds the rank of Shodan, 1st Degree Black Belt in Kenpo Karate. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com

Focus on using influence in positive ways. Misuse of the laws will only come back to haunt you in the long run. You might get short-term instant results, but your long-term future will be bleak. The tools outlined in this book are powerful and are not to be used selfishly. They should not be considered a means of gaining a desired result at any cost. Rather, you should use these tools to get your desired outcome only when it is a win-win situation for all involved.

Have you ever tried the same approach with a customer that your boss uses on you and had it bomb miserably? Becoming a Master Persuader requires more than mimicking other persuaders. You must not only fully understand the wide variety of persuasive techniques available, but you must also be ready to use the techniques best suited for any given situation. Acquiring this level of skill demands a commitment to watch, analyze, study, and apply the concepts of Maximum Influence.
Human nature is as varied as the colors of the rainbow. Human actions and thoughts are never perfectly predictable because each of us has different emotions, attitudes, beliefs, personalities, and traits. A beginner’s tendency is to find one persuasive technique that works and stick with that. Unfortunately, you cannot use the same persuasion tool on everyone. Depending on the situation and the techniques you use, people will agree with you, refuse to listen, or be indifferent to your efforts. The Master Persuader has many tools and can therefore adapt and customize them to suit any situation or personality.

The fable of the sun and the wind provides an excellent example of properly implemented persuasion. The sun and the wind were always arguing about which of them was the strongest. The wind believed he was stronger because of his destructive power in tornados and hurricanes. He wanted the sun to admit he was stronger, but the sun held fast to his own opinion and could not be convinced. One day the sun decided he wanted the matter settled once and for all, so he invited the wind to compete with him in a contest. The sun chose the contest carefully. He pointed out an old man taking a walk, and challenged the wind to use his power to blow the man’s jacket off. The wind felt this would be an easy contest to win and began to blow. To his surprise, each gust of wind only made the man cling more tightly to his jacket. The wind blew harder, and the man held on tighter. The harder the wind blew, the more the man resisted. The powerful blows of wind even knocked the man down, but he would not let go of his jacket. Finally, the wind gave up and challenged the sun to succeed in getting the man to take off his jacket. The sun smiled and shone radiantly upon the man. The man felt the warmth of the sun, and sweat began to appear on his forehead. The sun continued pouring out warmth and sunshine upon the man and, at last, the man took off his jacket. The sun had won the contest. This is an example of Maximum Influence at its best. If your attempt to persuade is a win-win, others will be eager to do what you want them to do. As you perform the exercises and techniques outlined in this book, you will notice powerful changes in your ability to persuade and influence others.

Do you want short-term temporary results or long-term permanent results? Effective persuasion has lasting impact, but it requires dedicated study and long-term commitment on the part of the persuader. The Hierarchy of Persuasion sheds light on how the world uses different levels of persuasion, ranging from control at the most short-term level to genuine commitment at the long-term level.

Imagine the CEO of a large corporation calling one of his vice presidents to a meeting. At the meeting, the vice president is informed that he must raise $20,000 in employee contributions for a foundation the company is going to sponsor. The CEO is not concerned with the means the vice president uses as long as they result in a check for $20,000. Raising such a sum requires getting $100 from each employee–a daunting endeavor! The vice president considers the various ways he could accomplish this task. It would be both easy and quick to approach the employees using control. He could use physical force or threats on their life to obtain the money. This do-it-or-else mentality would get immediate results. The long-term impact, however, would likely involve rebellion, revenge, and resentment. What about coercion? Surely the employees would provide the requested donation if they were told doing otherwise would negatively affect their next job evaluation. Would this tactic get immediate results? Sure. Again, however, the long-term effects would be resentment, rebellion, and revenge.

The vice president decides control and/or coercion do not provide the best outcomes. Next he considers compliance. If he offered incentives, benefits, or rewards, it would be a win-win situation, right? Suppose each employee who donates $100 gets an extra two weeks of paid vacation. The problem is, once the incentive is gone, compliance will also disappear. He might get the $100 this time, but what about the next time he asks for a donation? This method is still only a temporary fix because the employees will be conditioned to always expect a reward for their compliance.

The vice president next considers cooperation. He could spend time with the employees explaining why this charity is so important and how it would be a great honor for them to participate. He could convince, encourage, or “sell” with logic, emotion, and information to donate to this worthy cause. Now, armed with the tools of effective persuasion, he’s onto an approach that will have lasting, positive results. As long as the employees feel he is telling the truth and acting in their best interest, they will be open to his proposal.

Finally, the vice president considers the top form of persuasion: commitment. If he has a great reputation and relationship with his employees, there will be mutual respect, honor, and trust. These conditions will enable the employees to comfortably make out their $100 checks. They know the vice president is a man of honor who would never ask them to do anything that would not be in their best interest. They can commit to him because they feel he is committed to them.

Commitment is the highest ideal of Persuasion because its impact is the most permanent and far-reaching. Your reputation as one possessing integrity, honor, trust, and respect will continuously inspire commitment from everyone you seek to persuade.

Appication Questions

Which forms of persuasion do you feel most comfortable using: Why?

Control - Force, Fear, Threats

Coercion: Pressure, Manipulation, Intimidation

Compliance: Incentive, Benefits, Reward,

Cooperation: Convince, Encourage, Coax

Commitment: Respect, Honor, Trust
Give an example of each C of persuasion you have attempted to use in the last 60 days.

Control - Force, Fear, Threats

Coercion: Pressure, Manipulation, Intimidation

Compliance: Incentive, Benefits, Reward,

Cooperation: Convince, Encourage, Coax

Commitment: Respect, Honor, Trust

For additional information on The Hierarchy Of Persuasion, go to Magnetic Persuasion and kick start your success!

Conclusion

Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade. Professional success, personal happiness, leadership potential, and income depend on the ability to persuade, influence, and motivate others.

Kurt Mortensen’s trademark is Magnetic Persuasion; rather than convincing others, he teaches that you should attract them, just like a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical within the last five years. Most persuaders are using only 2 or 3 persuasion techniques when there are actually 120 available! If you are ready to claim your success and learn what only the ultra-prosperous know, begin by going to http://www.PreWealth.com and getting my free report “10 Mistakes That Continue Costing You Thousands.” After reading my free report, go to http://www.PreWealth.com/IQ and take the free Persuasion IQ analysis to determine where you rank and what area of the sales cycle you need to improve in order to close every sale!

Cold calling is a doom-dart to the heart for most new home business owners and even many seasoned salespersons. Recollections of our thoughts the last time a telemarketer slipped past our call display screening causes most of us to shudder. No one wants to be hated - even anonymously - except, perhaps, actual telemarketers…

For many of us there’s more to call reluctance than just the fear of rejection. We don’t really know what to say. A memorized pitch or reading from notes sounds horrible. How do you handle a brush off, objections, a request for your price, or a rude comment and the sound of the phone being slammed into its receiver?

Finally, cold calls are annoying. Most of us are busy people with responsibilities and deadlines to meet. It must be somewhat insulting to your prospective client to suggest, by your unscheduled cold call, that you felt they weren’t engaged in anything important at the moment. Not the best way to start.

In spite of what many sales trainers say cold calling isn’t required for success. Its actually more of an obstacle to success for all but those blessed at birth with a cold calling gene. The good news is, you don’t have to make cold calls. In fact, you will make more sales if you avoid cold calls and follow these three steps.

Step 1: Network

There is no more efective and cost efficient use of a small business persons marketing time than networking. Often the simple fact that someone has met you, and has a smiling face to connect to your product or service, is enough to give you an edge.

Think about your own life. Let’s say you meet a plumber at a networking event. A few days later you wake up to a plumbing emergency in your home. Wouldn’t your first thought be of the plumber you recently met rather than a wild card draw from the phone book? In most case the answer is yes.

If we don’t know someone who provides a product or service, and can’t get a referral for a provider from a trusted friend or associate, we go with the next best thing - someone we have at least met.

Where do you network? Everywhere, really, but there is no more comfortable place to network than a formal networking event. Everyone is there to meet and greet. Your local Chamber of Commerce probably holds one regularly.

Volunteering for high visibility positions in a local non-profits, or even your church, will also provide opportunities to meet others and to let them know what you do. Trade shows also offer a great opportunity, though at a considerably higher up front cost.

Networking events also offer an excellent opportunity to qualify people as you meet them into prospects, likely customers or contacts.

Step 2: Follow Up

Following up is the key to creating warm calls out of your networking. Get cards from your fellow network event attendees. Send them an e-mail the next day telling them how great it was to meet them and mentioning that you would like to get to know more about their business, or position in the company. Tell him, or her, that you will be calling in the near future to set up an appointment to do just that.

When you call, remind them of your initial meeting. Say again it was great chatting briefly at the event and reiterate your desire to get to know their work/business better. Offer the standard two choices for dates and times when you are availble to meet. Offer to buy the coffee.

You just made a warm cold call.

Step 3: Set Up The Sale

From here its a standard first sales call. Ask questions. Finish qualifying. Identify needs. Look for opportunities.

My favorite method is to establish needs in this conversation and then use a summary of those needs and a brief presentation of how my product or service is the right choice to fill them. I then ask for an “official” sales appointment to atually present my product or service for their consideration and purchase.

Does this work? It does for me as a consultant.

The time frame from networking event, to close, is usually two to three weeks. Three out of four properly qualified contacts approached in this way end up as closed sales. I usually have anywhere from one to three good prospects from every newtworking event. If you do the math you can see that attending a good networking event each week results in 3-8 contracts, an average 4-6, every month. Without a single cold call.

Jess Huffman is a Business Consultant and Coach working from his home office in Calgary, Alberta. Jess has helped hundreds of clients start and grow successful home based businesses.

http://www.home-business-and-entrepreneur-tools.com

Losing a sale can be disheartening, especially if you lose it for reasons you
aren’t even aware of.

Traditional selling approaches tell us that sales are usually lost because of some element — price, features, benefits — having to do with our product or service.

So, when we sell, we naturally focus on what we’re selling because we feel we have to differentiate our product or service so prospects understand what we’re offering that’s unique.

But…what if focusing all your energy on WHAT you’re selling is actually the main reason
WHY you’re losing sales?

“Not possible!” you say. No?

Let’s hear, in my client Ryan’s own words, what happened to him.

His story will help you realize why you may be losing sales without really understanding why.

===================================================

From: Ryan
Subject: Unlock My Brain

Hi, Ari, It’s been a while since we’ve been in touch, and I’m sure you were frustrated working with me because I was so engrained in traditional sales thinking. I have to admit that it has taken me quite some time to shift my selling mindset.

I just wanted to let you know that I’ve finally unlocked my brain — and consequently the game!

Here’s what happened.

Recently, my VP of sales strongly “suggested” that I push for a close with the largest account that my company had seen. We were all anxious for them to make a decision, but I knew that they needed to reach a few more milestones in their own processes first.

I tried to convey this to my VP, but the suggestion became a demand, and we proceeded down “our” path of techniques and whatnot to convince them to go with us. Of course, I had the VP on every call after this.

At the end of the day, they decided to go with someone else.

When I asked them for feedback, I got a real wake-up call.

They said that at first they felt as if I really understood their processes and problems. Our prices were a little higher than our competition, but what stood out was my approach to understanding them and not pushing the sale.

They felt as if I really had their best interests in mind, so they heard me out. But when I started to push for the close, they saw that I was just like everyone else who sells, so they had to make their decision based on price, instead of on the value of our relationship.

The relationship, and consequently the sale — which I invested many hours developing– died the moment I put on the pressure. By using traditional sales techniques, I wound up sacrificing the relationship and the sale.

This experience was what I needed to unlock my brain and realize the impact of traditional selling techniques on prospects (or should I say, “people”).

I finally feel as if I’ve found the missing ingredients that make selling a natural, productive experience that will actually bring me sales instead of losing them.

Warmest Regards,

Ryan

===================================================

Ryan’s story points to a very important lesson: if you don’t have an approach that is a perfect balance of nonaggression and effective penetration of your prospect’s core needs, you’ll end up asking yourself time after time, “Why am I losing sales, and why has selling become so painful?”

You can risk the relationship and lose the sale, but with a different sales mindset, you don’t risk anything at all — because you can preserve the relationship, and make the sale.

With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.

His profound discovery of shifting one’s mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world’s leading authority on how to build trust in the world of selling.

Leading companies such as Gateway, Clear Channel Communications, Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance. Visit http://www.unlockthegame.com to get his free sales training lessons.

Chances are it’s because you are trying to sell.

Does that sound sort of strange? Did you think your selling was
all about selling? Closing a sale?

Then that’s probably the reason. Change your perspective from
“selling” to “helping everyone you know get what they want.”
Your job, your only job is to work with people to help them
explore what they want and need, and then helping them get there.

It doesn’t matter whether you get the sale or not. What matters
is that you are there to help everyone get the results they
want. People don’t like to buy from salesmen, as a matter of
fact, do you remember the last time a salesman called you on the
phone? Were you irritated that he called?

Why do you think that is? Is it because a salesman sounds like
he is interested in only making a sale, or in his product and
not in what the customer wants? Do you think that would change
if someone contacted you to see if they just might be able to
help you resolve your toughest problems?

Don’t move from helper to salesman too fast, or maybe not at all.

I can remember early in my sales career my sales coach telling
me to spend more time to find out what the client wants and
needs than in “selling.” That was hard for me to understand
then. I made the same mistakes that I see most of my sales
students making today. As soon as I got the prospect to define
what he wanted and needed, I would jump back to selling, by
saying “I’ve got the answer to all of your problems. XYZ is the
best darned……… How many do you want?” I was jumping too
far too fast.

Your job should never change from helper to salesman, and if it
does, you’ve probably lost a sale, or at least your going to
lose more than you should. Watch your success rate, percentage
of sales closes/appointments go up. Once you know what the
prospect wants and needs, then help him find the solution
himself. And if the answer doesn’t include you or your product,
you’ve just made a friend that knows he can trust you. Either he
will buy from you later, or he knows you and trusts you enough
to make a very good referral.

Do you stop trying to close?

Depends on what you mean by close. Remember the goal is to help.
So, guide the prospect toward the answers he needs. He will
appreciate you for it. Ask things such as, if you need to solve
XYZ, then what do you think is the best solution? Your closing
should be to get the customer to find his solution. Your job is
not to convince him to buy your product. If you’ve done it right
you will be THE solution, or at least one of the solutions that
he has discovered for himself.

I always hear a rustling in the back of the peanut gallery when
I tell people to get off the “sales” bandwagon and onto the
“helpful friend” approach. Since I am the one up in front of the
sales training class telling everyone about goals as being one
of the most important things you can do for your sales, and
clearly defining the number of appointments, and the number of
sales we are going to do this week, it is a natural question
from the room to ask “And how do I hit those sales goals if I
stop selling?

The answer is in the fact: “People buy from people they know and
trust, not from salesmen.” Your sales will go up when you change
from “salesman” to “helpful friend.” Your goal should be to meet
and help enough people, and, yes, how many can you close is a
very important measurement. When I am there to help I see the
number of closes go up because I’ve helped the customer find his
own answer.

The sales will follow. If they don’t, you’re doing it wrong,
change it and try again.

September 2003 - London, UK - Lowest ever mobile phone insurance
prices for the UK. Less than 12p per day.

yaketyyak.net have recently launched the cheapest… and one of
the most comprehensive mobile phone insurance facilities ever
seen in the UK.

Users can now have mobile phone insurance for less than 12p per
day! This is all made possible by a working closely with Lloyds
Of London, the biggest insurance underwriters in the UK.

Deniz Aziz, Operations Director for Yakety Yak says, “No doubt
prices from other suppliers will begin to fall dramatically as
yaketyyak.net sets the pace for them to follow. For us to come
in so low with our pricing means that we aim to be number 1 in
the UK for mobile phone insurance. We expect to come up against
strong competition, but having refined not just our prices, but
also our customer service through intense training and support”

www.yaketyyak.net