#19 - Expecting to Succeed

Day #19 - Expecting to Succeed

By Bob Oros

Knowing exactly what you want, expecting to get it and visualizing the outcome is effectively managing your attitude. When you spend time planning your strategies you are creating a situation you desire. You have control over the outcome.

If you are not advancing towards your goal with the expectation of success, it is not the goal that is out of reach.   It is the daily activities that need attention. The common denominator of all successful professional people is the same. THEY ALL EXPECT TO SUCCEED.

#17 - You Can't Sell Anybody Anything

Day #17 - You Can't Sell Anybody Anything

by Bob Oros

It's true! You can't sell anybody anything, you can't change people's minds, you can't persuade them to do something against their will and you can't get people to buy based on price alone.

We have to be crystal clear about what our job really is. We think that we have to apply pressure, use special psychological techniques and force people to buy from us.

Regardless of whether you are a supervisor, a sales person, a waitress, a service provider or a marketing manager your job is the same: Your job is to help people make good decisions - and the more informed you are about your products and services, the more valuable you are to your customer.

You can make your life a whole lot easier starting right now by stop thinking that you have to be clever and use some secret selling technique to get people to buy from you. All you have to do is answer this question; Why should someone buy from me? When someone asks that question of you what they are really asking is "I need help making a good decision!"

#16 - The Power of Knowing

Day #16 - The Power of Knowing

by Bob Oros

IS IT POSSIBLE TO DESCRIBE A PLACE YOU HAVE NEVER BEEN?

I was driving down highway 75 in Florida and pulled off at a Long John Silver seafood restaurant for lunch. As I was entering the front door a ‘pan handler’ was sitting on the curb asking everyone for their spare change. As I was eating lunch I could see him through the window and I thought how distracting it was to the customers. I wondered why the manager didn’t ask him to leave. He had a can in front of him and one out of every five people dropped some change in it. 
I got to thinking that one out of every five is a pretty good closing ratio.  One more confirmation of the 2 out of every 10 law.

After I finished eating I walked out the door and was thinking about how I was going to avoid him. I was dressed extremely casual as my whole day consisted of simply driving from point A to point B. I have special cloths for these occasions as I don’t want to travel with a whole lot of luggage. So I have some old jeans and a special sweat shirt that my wife keeps telling me to throw away. As we made eye contact I made a spur-of-the-moment decision. I sat on the curb next to him. For the next 30 minutes I learned five lessons that will stay with me for a long time. Because of those 30 minutes I am not only a better sales person and a better speaker, I am a better person.

#15 - How to Approach a New Customer

Day #15 - How To Approach a New Customer
By Bob Oros


"I forgot they were coming!"

"I wonder how long this is going to take."

"My production supervisor is on vacation."

"My office manager called in sick this morning!"

"YIKES! Look at all the stuff they have with them!"

"There are two of them - they will probably never stop talking."

"This is going to take forever - I've got to do something - fast."

"I see they have a price book - good - I know how to get rid of them."

"I'll get a price quote on something and tell them they are way too high."

If you are having the door slammed in your face before you even have a chance to say hello - you may be doing it wrong.

Let me explain.

#14 - How to Overcome Resistance

They say, with Avon and in any sales job or business, you should leave brochures (or go visit) with a potential customer for at least 4 campaigns (or weeks) before they will order.  They want to know that you are going to come back, they want to like you, and they want to trust that you are not going to give up on them before they place their first order with you. 

Know . . . Like . . . Trust

+

Persistance

=

Loyal Customers

Day #14 - How to Overcome Resistance
by Bob Oros

Customers resist even the best ideas. The resistance starts with a negative feeling about the product, service or program. He or she hasn’t looked into it yet. The immediate resistance is general. First of all, there’s the risk. What if the idea doesn’t pay off or the product doesn’t perform?

Also, something new means change. And maybe the change will be uncomfortable. It will cause trouble, and who needs trouble?

All this makes the prospect feel that they don’t want to hear about what you are trying to sell. Even if you get them to listen, their generalized resistance adds strength to the objection.

Your customer will be on the defensive before you even begin to sell. It is in a person’s nature to fear making a change that will cost money. During a sales presentation, your customer will almost always respond negatively to your pricing. It is part of their strategy to get you to lower your price.

By knowing what to expect you avoid giving in without making a case for your product. Salespeople frequently make the mistake of offering discounts up front in order to head off a potentially negative discussion about price.

#13 - The Key to Selling Success

Day #13 -The Key to Selling Success
by Bob Oros

How would you like to KNOW with absolute certainty that you could sell anybody? What if you had a magic key that would open the door to everyone you called on? You can! And once you know the secret formula - and apply it - your sales will take off!

You will lose all feelings of call reluctance. Your confidence will double - or even triple. Your income will increase. You will have everything you ever wanted in life.

Here it is...

#12 - Why You Lose Business

Day #12 - Why You Lose Business
By Bob Oros

What is the easiest way for a competitor to take a customer away from you? Why do you lose accounts to your competitors?

Here are some reasons that sound good: Our service isn't up to par. Our prices are too high. We have too many out-of-stocks. My competitor is better known in my market.

I have a surprise for you. When you lose an account it is mostly due to one reason. I would say that 95% of all the accounts you lose to a competitor are for this single reason! This single reason will enable you to take away more business from your competitor than you can handle.

It's easier than you think. Here's why.

#11 - Building Customer Relationships

Sorry it's been a while since I posted the last Bob Oros entry from his book "Dominate your Market".  It's been really a busy time for me.  So here we go . . . Day #11 . . .


Day #11 - Building Customer Relationships
By Bob Oros

What has caused you, in the past, to think about the possibility of doing something besides selling? Here is the answer. The indifferent, reluctant, defensive attitude that greets you every time you make a sales call is what defeats nearly everyone who fails in a selling career.

Wouldn't it be nice if you were welcomed everywhere you went? If potential customers said "yes, come in, tell me more?"

#10 - How to Be Different

How can you be different in your Avon or direct sales business?  I am trying to be one of the "different" ones by learning how to be a better sales person and not just an order taker.  It is a work in progress but reading these articles is helping me do just that.

Happy Selling!

 Karen Whitney

BUY/SELL AVON
www.youravon.com/karenwhitney


Day # 10 - How To Be Different

by Bob Oros

Give me one good reason why I should buy from you!
I get sales people calling me all the time. You all look alike - sound alike - make the same promises, what makes you any different?

You have to separate yourself from the competition. You have to be different. You have to be better.

One of the best ways to separate yourself from the competition is to know everything there is to know about your products and services. If you know what you are talking about, the customer feels it and starts trusting what you say.

#9 - How to Build Credibility

I have a story to tell you about how I built credibility with one of my customers.

A few months ago I had a really nice lady placing orders with me.  Then one day she sent me an email . . . her perferred way to place her order.  However, this email wasn't an order.  It was to tell me that she wouldn't be doing business with me anymore.  WHAT?  WHY?  Her email was very stern and to the point "I will not be placing anymore orders with you". WOW!!  Where did that come from?  She and I had visited each time I would deliver her order.  I thought we were building a good relationship with each other. 

#8 - How to Guarantee Your Success

I think Mr Oros is a mind reader! 

In the article below he says "The toughest door to open is the one that gets us out of the house early . . .".

That IS my toughest door to open!!  However, once I DO open that door . . . I get so much accomplished! Go figure!!  Not only in my business but in my home life too.  For some reason, if I stay inside, glued to the computer, I get nothing else done all day long. 

#7 - Why Motivation Programs Fail . . .

Okay . . . time for me to be honest!  What Bob Oros says in this next article is SO TRUE!!!  Because I do spend hours and hours and hours reading others blogs or websites, search the internet for what I think will bring me my success and give me more motivation, I read what others post on FB and Twitter just to see if somebody has the "next best tip" for me. 

Has that earned me the success that I'm looking for?  NO! 

#6 - Are you worried about sales?

WOW!!  As I read "Day #6 - Are you worried about sales?"  a couple of things came to my mind.  The first thought was about my husband, who has been a salesman for most of our 34 years together. 

About a year after we got married, he got a job as a salesman for a large coffee company earning a teeny-tiny base salary plus commission to start.  After about a year they would "step down" the base salary and he would be paid by "commission only".  I thought our lives had ended that day!!  You see my husband was (and still is) a very quite, reserved, shy, not an "in your face" kind of person.  What was he thinking, taking a position as a salesman on a commission basis?  Had he gone crazy?  We are doomed!!

#5 - All Talk No Action . . .

Day #5 of Bob Oros "Dominate your Market" . . .

Are you an ATNA kind of person?  I am too!  However, that is going to change!

Happy Selling!

Karen Whitney

All Talk No Action
by Bob Oros

You know the type. They tell you about all the big plans they have, all the great things they are going to do and end up doing nothing!  Being an ATNA is kind of like buying on credit. They get the "high" of showing off what they bought, but they don't pay their bill.

#2 - The Salty Dog Syndrome by Bob Oros

As I explained in my last post, Bob Oros is a speaker for the food service industry.  So when you read this Day #2 of his 30 day program, it will seem like it doesn't belong in a blog about selling beauty products.  But if you read the entire piece, I think you will see that what he has to say CAN pertain to us too.

Are you going to be one of the "sheep" who listens to everyone tell you that the economy is bad and that you can't possibly sell enough make-up to make an honest living?  Or are you going to go out there and prove to them that it can and DOES happen?

Happy Selling!

Karen Whitney