Questions, Questions, Questions...

“Successful people ask better questions, and as a result, they get better answers.” – Anthony Robbins – American Motivational Expert

What really influences someone decision to buy something? The bottom line is, the product or service has to satisfy the concern the person has about the situation. We are each a collection of concerns. We have concerns about eating, sleeping, working, everything. The only reason we do anything is to satisfy a concern.

At Possibilities Unlimited, we train our clients to use this thinking in the sales process. We work hard at identifying the client’s concerns. When someone buys something, they have a concern that a certain product or service can fill. The salesperson’s job is to identify and address those concerns, and then show the customer how his product or service will satisfy those concerns. If a salesperson is unsuccessful at satisfying the prospect’s concerns, he will not get the sale.

So how do you get the prospect to share his or her concerns? Questions, questions, questions. Here are a few of the types of questions you can ask to learn more about what your prospect really wants:

1. Yes/No Questions – Straight to the point. “Do you use this service?” “Do you have this product?”

2. Loaded Questions – Helps you paint the picture of their situation. “Tell me how you use this product.” “Tell me about how it helps you in your business.”

3. Digging Deeper - Use what they reveal in the loaded questions and press into those areas. They are important to the prospect. “How can I help you with that?” “How could we design it to work better for you?”

4. Reversal Questions – “If you were selling this product, what would you think would be important to emphasize?”

5. Best/Worst Questions – “What do you like best about your current provider?” “What would you change about your relationship with that vendor?”

6. Perfect World Questions – “If you could design the perfect solution to your needs, what would it look like?”

7. Buy Now Questions – “What you would need that would motivate you to buy right now?”

It’s important to listen carefully to these answers so that you can paint a picture for the prospect of how your product or service satisfies these concerns. You’re also painting a picture for yourself of what this customer will be like to work with. You may discover that you and the prospect are not a match. The better you are at getting to the heart of their buying decision, the better the chance you’ll have at closing the sale and developing a long term and prosperous relationship. And that’s a win/win all around.

Are you ready to win?

Sharpen the Saw

"There's only one corner of the universe you can be certain of improving, and that's your own self." Aldous Huxley

The most successful business people are those who are continuously learning to perfect their craft. Even if you're the best sales person in your organization, there is always room for improvement. That type of improvement comes from getting sales training in a professional setting that allows you to role play, brainstorm and explore new ways to uncover opportunities you may be missing. Even the seasoned sales professional can get set in his ways and while successful, could be leaving a lot of money on the table. As Stephen Covey says in his 7 habits of highly effective people, it is important to sharpen the saw (http://www.stephencovey.com/).

Whether you are an accountant, health care professional, legal professional, or are a member of a trade which requires a certification or license to practice, you are mandated to complete a certain number of continuing education classes to maintain that license or certificate.

Sales professionals should impose similar requirements on themselves as if their "certification in sales" were at stake. The canvas is changing all the time. People used to "cold canvas" i.e., knock door to door to sell their products. Now you don't even have to meet - all you need in some cases is connectedness over the internet. Through online/social networking sites, internet sites and blogs you can outsource some of the less productive functions to a third party - giving you more time for selling. The point is that you have to keep yourself fresh and on top of all the new trends, not just from your products and services and those of your clients and prospects, but also of new ways in which people want to buy. You need to stay fresh by participating in sales training on a regular basis. Change happens quickly and you need to stay on top of everything that is going on so that you can win in the game of business.

To help you sharpen your saw, Possibilities Unlimited offers a Sales2Win course. The program is 8 one-hour telesessions conducted over 16 weeks. Ralph White leads this course with the assistance of Bonnie Landau, our online marketing, search engine optimization, web development, and social networking expert; Lee Ann Farmer, our time management, productivity and sales efficiency expert; and me, Mary Mullenhoff, our prospecting, sales strategy, marketing strategy, getting in at the highest level of an organization expert! Our combined diverse experiences make us the perfect team to add to your mastermind alliance (http://www.naphill.org/points/). We team with you to help upgrade your sales pitch, acquire high quality, high revenue and highly profitable targets and develop winning strategies to turn them into satisfied customers. Email us or call to reserve your spot in the next Sales2Win class (for every friend you refer to us, we'll give you 10% off of your 8-session fee!)It's a win/win for all!

Are you ready to win?

Do You Need a Business Coach?

“You must remain focused on your journey to greatness.” – Les Brown

Many of the people we work with have never worked with a business coach before. Quite often, they know they need support to keep moving their businesses forward, but they are hesitant about signing on with a coach. Because coaching can be somewhat of an intangible process, people sometimes wait to get help because they are uncertain of the value they will receive.

Working with a coach can double the chances of you delivering on your intentions for your business. The coach’s job is to hold you accountable for what you want to achieve, and make sure that you are taking concrete actions to move your projects forward. Coaching does cost money, but in the long run, it’s far less expensive than hiring additional staff, or than missing out on opportunities because you were too busy handling the day to day pressures of running a business.

How do you know if you need a coach? To start, ask yourself the following questions:

1. Are you exceeding your sales goals?
2. Are your sales numbers going up 20% per year?
3. Do you have a sales and marketing plan?
4. Are you using your sales and marketing plan?
5. Are you working less hours and producing more results?
6. Are you maximizing your potential?
7. Do you know how you will meet your sales goal by December 31^st?

If you answered no to two or more of those questions…YOU NEED A COACH! At Possibilities Unlimited we believe that a healthy business is one that is constantly moving forward and one that is profitable. If you need support in taking your business to the next level, give us a call for a free introductory consultation. We’ll put you and your business on a winning path!

Are you ready to win?

How Do You Relate to Sales?

"The fact is, everyone is in sales. Whatever area you work in, you do have clients and you do need to sell." - Jay Abraham, Marketing Expert

Many of us have stumbling blocks when it comes to sales. All too often, sales carries with it a negative connotation. We have images in our heads that sales people are intrusive, pushy, and even dishonest. Who hasn’t been hassled in a department store by a lurking sales clerk, asking us every three minutes if she can help us find something? And we all know what happens when we want to buy a new car or a major appliance. We often dread making these purchases because we fear that the sales process itself will be unpleasant.

If these are the images you have of salespeople, how does that impact your own ability to sell? Sales is the lifeblood of any business. We have to have sales or we are not in business. So how do we transform the sales process from one of dread to one of satisfaction?

The key is to remember that when you are selling something, you are solving a problem for someone. If you need a new washing machine, you want the salesperson to answer your questions and help you make the right choice. You want the salesperson to satisfy all the concerns you have about buying a washing machine. The salesperson solves your problem by taking away your concerns. Which one is the right size, the right price, the best quality?

The same holds true for any kind of sale. Our job, as salespeople, is to solve the problem, to identify the customers concerns and work hard to answer the questions. Our job is not to sell people services they don’t need or to push people into decisions they are not ready to make. When a salesperson does his or her job well, closing the deal is the logical outcome of the interaction. Closing the deal is the clear indication that the salesperson has identified all the customer’s concerns and addressed them.

So what are the keys to making this work? Having good qualified prospects is important. Look for the people who want and need your product or service and are ready to buy. Knowing how to identify concerns, having a good sales pitch, understanding the steps of selling…all these things are skills that good salespeople work hard to master.

Are you ready to re-think your relationship to sales? Could you use some feedback on your sales pitch? Do you need some fresh ideas for finding new prospects in a changing marketplace? Do you just need some support in revitalizing your sales process?

At Possibilities Unlimited, we can help. We’ve put together an 8-session course called Sales2Win that’s designed to give you a new way of thinking about sales. Whether you’re new to the game or a seasoned veteran, Sales2Win will give you tools you can use that will increase your sales and set you apart from the competition.

To learn more about Sales2Win, just email us at info@consulting2win.com, or call our office at 310-374-5976. We’re here to support you, and to teach you how to win the game.

Are you ready to win?

How LinkedIN Can Grow Your Business

Networking is an essential part of building wealth. ~ Armstrong Williams

Networking online has become an effective way to reach out to more people while also bolstering your online reputation. LinkedIN is the tool of choice for individuals who are looking to demonstrate their experience while also connecting with people they might not have met otherwise. Here are 3 effective ways to use LinkedIN to group your business.

1. Make sure your LinkedIN profile is optimized.

• Include a photo of yourself. Make sure it is a recent, professional photo that represents the business person that you are.
• Create a job title using keywords that demonstrate your knowledge.
• Add links to 3 key websites that represent you. This could be your company website, blog or even another social media profile.
• Include a summary of your experience. The keywords in this summary will help people searching for somebody like you.
• List out all jobs you have had. Be certain to include volunteer positions. You can have more than one current job listed, which looks really good if you work full time plus volunteer on committees or with charitable organizations. Include your complete work history. You will likely remember colleagues and classmates you may have forgotten. Those contacts will be able to search for you based on what is in your profile and most social networking sites will suggest people that share these groups or interests.
• Get recommended by peers and clients. Recommendations are always an excellent source of credibility and your recommendations are always there for anyone to see.

2. Keep people updated on what you are doing

• Regularly edit your profile by adding connections or editing content. By adding connections and editing your profile, you are more likely to be at the top of the list when somebody searches for a company like yours. Each time you edit your profile, the information will be circulated to your network, which regularly puts your name in front of your contacts.
• Use the status field to put in updates. Like Twitter, LinkedIN offers the ability to add a short update on your profile. This information is usually sent in emails to others that are connected, share an affinity group or are following specific people.
• Publish your events. Whether they are events you are sponsoring or events you are attending, publishing events helps share what you are involved with. Once you publish an event, you can share it with your network by inviting people to also attend.
• Pull in your Twitter feed. There is an application in LinkedIN that allows you to pull in all your Tweets. This helps spread your tweeting efforts beyond the Twitter domain.
• Use the SlideShare application. If you are teaching classes or have valuable information to share, SlideShare is an excellent way to let others know what your area of expertise is. If you have done an online webinar using online meeting software, you can record your webinar and use SlideShare to share it with your network

3. Join Groups
The number one way to connect with others on LinkedIN is going to be through the groups. Joining professional groups within LinkedIn gives you opportunities to provide input and gain exposure. Whether it’s your own industry, or one your business serves, professional groups are an excellent way to generate new contacts through the online Q&A section.

• Join groups in all areas of interest. Whether you’re a work at home mom, an avid skydiver or an individual who brings spirituality into the workplace, there is a LinkedIN group that will fit your interests. It is often in the less-traveled groups that you will be able to make the quickest connections. Also join groups where your clients hang out. Create a profile of your ideal client, and determine which LinkedIN groups they would be hanging out in.
• Set your preferences to receive email summaries of group questions. By receiving email summaries you will not miss any activity in the group, but you do not have to spend the time visiting the group each day. In this way you will always be front and center when there is a question available that you can provide an expert answer for.
• Become known as an expert. By posting answers in the questions online, you can share with others what you know. If you have good answers, it will create an interest in knowing more about your services.

LinkedIN is a very rich opportunity to grow your network while building your online reputation. In as little as 30 minutes per week you can easily create a network that will help you grow your business.