#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!"

#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...

#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?"

Dress for Success . . .

Dress for Success

Whether you are a CEO of a large company or you are a janitor in the local elementary school, you are expected to wear a "uniform".  That "uniform" could be a suit and tie or it could be jeans and a shirt with your name embroidered on it.  No matter what your "uniform" is, you will make an impression on anyone that you meet while wearing it.  In business, it is all about "first impressions" and the way you dress is how you will be perceived by others at first glance before you even open your mouth.