Did you know that Glossophobia is the fear of public speaking? This fear is widely known to hold people hostage in their own lives. It is a fear that affects males and females, all age groups, and all socio-economic standings. In our quest to offer you strategies to alleviate your Glossophobia we found some amazing tips. The good news is that speaking in public is a learnable skill. As such, you can use the following strategies to become a better speaker and presenter. Continue reading
Monthly Archives: November 2014
Are there really secrets for selling? Top salespeople and trainers would like you to believe so. What we have learned is rather than secrets, there are effective methods which appear in every high achiever's process. Selling is an art form that evokes a myriad of ways to attain success. We have garnered our top 10 and we hope to hear what yours are.
“No” is nothing to fear - Amanda Ruth and Allen Wysocki reported on a Harvard Business School study that found that highly successful salespeople do not take “no” personally (http://edis.ifas.ufl.edu/sn004). Accepting "no" during the course of a sale should be expected, but not feared. Authors Richard Fenton and Andrea Waltz have written the book “Go For the No” and developed their workshops because “everyone loves the sound of the word YES... it’s so positive, so empowering. And then there’s “NO!” For most people, NO is just the opposite: negative… draining… the antithesis of yes. But, they believe that NO is actually how you get to the yes”. (http://www.goforno.com/)
Wardrobe Confidence – Dressing for success is critical. We all know that you only get one chance to make a good first impression. Take some time to understand your new prospects, and wear clothes that are appropriate. You don’t want to show up in your best suit when visiting an industrial plant where the managers are in jeans and work boots. Brian Jeffrey, owner of Sales Force Training, offers suggestions in this article: http://www.salesforcetraining.com/sales-training-blog/sales-training-2/dress-for-success/. Remember, no matter what you are going to wear, begin with a Thompson Tee with Hydro Shield. The sweat proof barrier is guaranteed to keep you dry, and will provide you with superior wardrobe confidence.
Keep in touch – Joe Girard, a Detroit native who personally sold more than 13,000 Chevrolet cars, believes that staying in touch is the most important thing you can do with your customers. He and his wife hand wrote notes to each of their customers, showed up at the neighborhood functions, and offered his continued support in his community. http://www.joegirard.com/posts/sales-tip-stay-touch/
Enroll in Automobile University - Zig Ziglar, the ultimate sales guru, stated “that you should never graduate selling. You must always be a constant student. Enroll in “automobile university.” By that we mean use your car as a learning chamber. Insert CDs (or listen to podcasts) that will give you a motivational lift. Listen to CDs and podcasts that will prepare you for your sales day, for your next sales call, for your trip home to the family. The reason I encourage you to invest in yourself is this: Personal growth precedes professional growth." (http://www.ziglar.com/sales/you-never-graduate-selling)
Visit your local library - Take some time and head to your local library to sign up for a library card. It’s FREE! You will be impressed with the resources for improving your sales and presentation skills. Once you have a library card, you can log in and download everything you need from home to your computer, iPad, Kindle and it’s all FREE. If there is something your library doesn’t have yet, just ask. Most can do exchanges throughout your county and even at the state level.
Words are your best tools – Perfect them! In his book “The Boxcar Millionaire” sales expert Tom Black says “The best tool you have is your words. What comes out of your mouth determines your success or failure. If this weren’t true, everyone could send out brochures and power point presentations and make six figures”. Practice what you will say, don’t try to wing it. (http://www.tomblackcenter.com/)
Overcome Sales Prospecting Anxiety – Prospecting should always be a part of your work day. Often times this brings on anxiety, which Mark Hunter recommends that you should “Make your first prospecting phone call each day to an existing customer. Use the existing customer to get you excited because they will share with you why they appreciated having the opportunity to buy from you." Hunter offers more 8 more helpful tips here: http://thesaleshunter.com/9-ways-to-overcome-sales-prospecting-anxiety/
Craft a Compelling Solution – No one wants to be “sold," but everyone who has an issue is thankful for a solution. Spend some time understanding what help your product or service provides. Carefully plan a story that will tell your prospect how it will solve their issue.
Be willing to risk the sale – Bob Phillbs, The Retail Doctor says “Sometimes, things just aren't going well. The customer is at odds with you and it just feels like you aren't on the same page. Ask, "Excuse me, but have I done something to offend you?" If you say it without malice or sarcasm most will apologize and give you a reason that has nothing to do with you. Without getting that out of the way though, you're just frustrating yourself and the customer. With addressing it head-on, you often times make the bigger sale.” For more of Phillbs great ideas click here: http://www.retaildoc.com/blog/ten-retail-selling-tips
Use Food – Have you been trying to get past the gatekeeper to no avail? Try bringing some treats. Howard Partridge, a coach in the Zig Ziglar company, reports:
“Food is the international language that everyone understands! Food is the one thing that can gain the attention that you cannot get any other way. The reason is that feeding someone taps deep into the Law of Reciprocity, which says, “If you give me something, I give you something.” With food it goes deeper. It penetrates our most primitive make up. If you feed me, I owe you the time of day. If you give me a treat, I owe you at least a couple minutes of time!
The team at Thompson Tee hopes you find that at least one valuable tip that will help rocket your sales. Happy Selling and best wishes for a great week--we look forward to hearing from you soon!
Men with Mustache’s are on a mission this month to get men to take action! Why? The goal is not only to raise awareness and funds for men’s health but to have fun. The group brings together communities at work and amongst friends who get hairy and participate in events around the globe. Their goal is to get men on a global scale to take steps for better health with regard to prostrate and testicular cancer as well as mental illness. Continue reading
It’s harvest season... events are bountiful and you want to look your best. What could be more frustrating than grabbing your favorite shirt, only to find the dreaded arm pit stains? Upon inspection, your prime choice reveals you have pitted out yet another shirt. You know it was cleaned, and yet the yellow stains remained. What now? Throw it out or attempt to save it? Continue reading