Finish First In Sales

 

Recently I listened to one of my CEO clients give a sales meeting pep talk. His theme was the psychology of the sale--perhaps the most important factor in moving toward the close. Unfortunately, many salespeople overlook the psychology behind the sale and instead repeat the same mistakes and get the same result: no sale.

1. Expertise in the factors that determine the impact of your sales message:

• Body language -- 55% • Voice quality -- 38% • Words -- 7%

Start with the external, physical presentation. Is your body language open? Does it express your confidence in your product or service?

Your voice quality comes in a close second to your body language, and is particularly important to those of you who sell over the phone. Do you remain sitting when you make calls, or do you stand up? Standing up projects your voice.

You can also increase your effectiveness by proper pitch, pace, and articulation. If you make most of your sales through calling, the quality of your presentation is all in your voice.

Words have little influence on the impact of your message, yet salespeople continue to use words without support from the two most important elements in presentation: body language and voice quality. Make sure those elements are most effective to make sure you sell.

2. Recognize and focus on the four personality styles of your customers:

Every day, every salesperson encounters people with these styles, yet rather than adjust the presentation to the client, the salesperson sells the way he or she wants to be sold. You may be already familiar with Meyers-Briggs, DISC, or McQuaig, yet do you know how to recognize the client's personality style and then present to that style? Probably not.

You need to start: you can increase your profits at least 10% simply by closing clients using this technique.

Once you learn the styles, you can customize your presentation to the client. For instance, some clients want bullet points, some want to talk about their family first, some want a team environment, and some want only logic. Imagine the advantage you have when you recognize their style, then present to that style to access their needs or wants.

3. Use of first, second, or third-party platforms to increase your credibility:

Most salespeople live in the first-party world: they tell their clients about the product or service from a first-person point of view, such as "tell the client and then tell them what you told them." Pitching this way will rarely move you toward the close. Storytelling salespeople use a second-party platform--a more effective, indirect approach that makes points with clients

The third-party platform is more effective because it offers credible evidence from another reliable source. Using specific testimonials, a sales tool with graphics, or even a website written from a third-party point of view increases your clients' confidence in your product or service.

Check out these examples:

First Party: My product can clean carpets better than anything else on the market today!

Customer Response: Yeah. Right. First Party: No, really! I use it myself, and it does the job better than that stuff my wife bought last week.

Customer Response: Sure. Prove it.

First Party: Certainly! See? Right here on my label it says "Sudso cleans carpets better than anything else on the market. I wouldn't lie to you.

Second Party: Our new puppy made quite a mess on our carpets. Fortunately, I work for Sudso, and with only one application all the stains and scent came right out. Do you have a dog?

Customer Response: Yes, but she's housebroken already.

Second Party: Good for her! Allow me to show you the before-and-after pictures of our living room rug after Mugsy made her mess and then after my wife cleaned it up with Sudso.

Customer Response: How do I know it's the same rug? Besides, pictures can be altered, can't they?

Third Party: Consumer Reports' study on carpet cleaners proved Sudso outperformed the others by 25%.

Customer Response: Consumer Reports, huh? Are they really independent of manufacturers' influence? They don't have any connection to manufacturers?

Third Party: Absolutely. They have no connection to manufacturers. If you want more information, you can visit their website and see the results of their product tests. And I'll be happy to show you test results from other independent laboratories.

Customer Response: Wow! Let me look at those pictures and I'll go to the website later. What was that web address again? Never mind--this is good enough. Let me have the economy size. I have a BIG dog.

Words have minimal impact, but when you add the third-party telling the story, backed up by photos and a website, the story becomes real and the credibility increases.

4. Knowledge of the prospective clients/customers' rating process of your product in their decision-making process:

The four things prospects/clients consider and score consistently before making a purchase are company, product, price, and salesperson.

In each sales event, the person with whom you are speaking evaluates your every action and every word. The customer considers the salesperson the most important element of the sales. Clients buy the salesperson first, then the company, product, and price.

Unfortunately, companies spend millions of dollars on the image, quality, and value of their product or service without considering the element that determines the sale: the person doing the selling.

You need an innovative solution to meet the challenges presented by these four elements and become a top-notch communicator, presenter, and seller. Learn to recognize and sell to all four personality styles to receive the clients' best evaluation--and business.

HBNatuals

Welcome

Common Myths About SSL Certificates And Their Security

 

SSL Certificates are becoming a popular trend for popular websites and blogs. Although there is more ignorance and hype being circulated about the whole web encryption system, webmasters and visitors feel psychologically more secure when they have an HTTPS URL. You may call it the placebo effect or overzealous security, but all in all, SSL does no harm even if it is not required. Encrypting URLs and internet traffic goes a long way in making the internet feel safer and deter the bad guys. This article explains some common myths about the magic or misconceptions attached to having a secure HTTPS URL.

SSL Certificates are expensive

SSL Certificates are available in different varieties for different prices. There is a type which is sure to fit each type of person and each organizations requirement. After Facebook made it compulsory to use an https:// URL to setup Facebook Apps, SSL certificate sales got a boost. A basic SSL Certificate with Domain validation costs a couple of dollars a year. An extended validation one will cost a few hundred dollars a year. This cost excludes the cost of a Dedicated IP Address and the hosting space of course. The Dedicated IP Address can cost anywhere between $20 to $100 per year. While the cost of an SSL Certificate directly may not be expensive, you must factor in overheads like Bandwidth, CPU / Memory Resources and Web Server limitations to

SSL Certificates will prevent hacking

SSL Certificates will not prevent or deter a hacker from exploiting weak code or vulnerable software on your website. SSL Certificates simply act as a secure pipe or secure tunnel through which data flows, preventing any middle-man to intercept the traffic and identify what is being sent. SSL does not keep a check on both the ends of the pipe or tunnel and does not cover protection of a browser at the client end or database at the server end. Hence, if your passwords are stored in an un-encrypted manner in your MySQL database, and for some reason your database is compromised, then having SSL will have no effect in protecting your database information.

SSL will not have any effect on SEO

You must note that SSL may make the website marginally slower especially when loading a page for the first time. This may exponentially be a problem and may require the tweaking of settings on your web server. However, Google recently announced that it will give preference to URLs starting with HTTPS, in its search results, in an endeavor to make the internet a safer and secure place and encourage online merchants to secure the flow of data and sensitive information. If you consider giving both these factors equal weightage, then they both cancel out each other, leaving the impact on Search Engine Rankings (either positive or negative) to be negligible.

You need a separate IP Address for every https subdomain

SSL Certificates are of many types and with many different features to suit your budget. Usually an SSL Certificate will cover only 1 fixed URL i.e. https://your_domain.com. The normal SSL Certificates will not even cover https://www.your_domain.com . To encrypt a sub domain or even a URL with www. you will need to take an additional certificate and register that URL with the Certificate issuing company (Certifying Authority). The problem arises when you have multiple sub-domains and want to encrypt the traffic on all of them. Well, in that case you will need to take a WildCard Certificate. The Wildcard certificate, as the name suggests, will encrypt all traffic for the primary domain and also traffic on every sub-domain of that primary domain i.e. *.your_domain.com. It is called a WildCard certificate, because it represents the wildcard character * which indicates anything and everything.

SSL Certificates are difficult to manage or migrate

SSL Certificates may be a tad bit confusing to install at first, but most web hosting control panels have a GUI interface to allow you to generate and import new public and private keys with ease. Change of your web hosting server or change of your dedicated IP Address invalidates your certificate. You can always request a re-issue of the certificate by visiting the Certifying Authority's website and completing their online form. Most providers instantly issue a fresh certificate which you can put in to your new server and resume business as normal.

HBNaturals

Welcome

5 Reasons Why Email Marketing Has Its Disadvantages

 

Even though email marketing does get results, it does have its disadvantages. As a result, many people are wasting their time sending out emails and not getting the results they want. Below we'll look at the 5 most common issues that business owners face with email marketing and how you can overcome them.

1. You Have No Email List

Clearly, you cannot start email marketing if you don't have anyone on your email list. Therefore, your main priory is to start building a list of people who have given you their permission to email them. To achieve this, you have to provide something of value in return for their email. This could be a free report, video, tutorial or newsletter that is relevant to your industry.

2. Your Emails Are Not Getting Opened.

If nobody is opening your emails, you need to take action. Open and click rates vary greatly from industry to industry and campaign to campaign but most of your subscribers will base their decision to open your email primarily on what is written in your subject line. It's like an advert headline and if it does not attract the attention and interest of the reader, it will be ignored. Test different subject lines and see what works best.

3. You Can Get Reported As Spam.

Legitimate and effective email marketing is based upon people giving you their permission to send emails to them. This will avoid you from becoming labelled as a spammer. Do not send emails about your products or services unless somebody has asked for information from you. If somebody on your list decides that they no longer want to receive your emails, make it easy for them to unsubscribe. If they don't want to receive your emails anymore, it is very unlikely that they will ever become a customer anyway.

4. People Get Too Many Emails.

People buy from people, companies and brands they like and respect. Provide useful information that is of benefit to your audience and they will start to look forward to reading your emails. Inject your personality into your messages and build a relationship with your subscribers so they see you as a real person, not just a hard sell salesperson. If you would not send one of your business emails to somebody that you know personally, don't send it to the people on your list.

5. You Cannot Do It Manually.

As your email database grows it becomes impossible manage your email marketing without any software. As you list grows in to the hundreds and then the thousands of subscribers, you would have to spend all your time trying to manage enquires, remove people from your list who want to unsubscribe, send out messages to new subscribers as soon as they join your list and segment your list so that the right person receives the right email. That is why investing in reliable email marketing software is one of the best decisions you can make.

HBN Powerline

Welcome

What Can Happen When You Don't Take Time For Yourself

 

It is easier than you think to fall in line with poor habits when stress has taken over your life. You begin to grasp at whatever will keep you going and functioning on some level close to normal. Before you know it, everything is spinning out of control and you have no idea how to reel it all in.

While this may sound ominous, it does happen. We just don't think that deeply into what is happening to us at the time, so the connection isn't made right away.

Have you ever heard of the "fight or flight" syndrome? It's that heightened state of awareness in the body that occurs when we are in danger. Adrenaline increases, muscles become taut and the mind sharpens as it decides how to react. When you undergo significant amounts of stress, it's as if you are in that heightened state all the time. And, it wasn't meant to be that way.

Here's an example. Too much stress can lead to wakefulness. Lack of sleep deprives the body of restorative rest that is needed to repair the body on a cellular level. A build-up of certain neurotransmitters and a lack of sufficient levels of others can put the brain out of balance. Since the brain controls many functions of the body, it too is out of balance.

Do I have a Right to Take Time for Me? Everyone needs a break to regroup. Just because you are a parent, a child, an entrepreneur, a leader or a caregiver doesn't mean that you are expected to run continuously without stopping. Society praises those who seem to have boundless energy, but you might want to ask yourself how they are achieving it without investing in downtime.

Because of the physical dangers of high stress levels, you shouldn't feel guilty about taking time out for yourself. Everyone needs it. You can learn to work out your downtime together as a family so that the benefits are felt by the entire group and all are rejuvenated to keep going for yet another day.

Here's another thought. When you are at your best then you can do your best for others. If you are the type of person who is dedicated to their work, their families and their community, all of these entities will reap the rewards of a well-spent break.

No matter how much time you have, you can put it to good use. Think about your schedule. Maybe you try to use every available moment to fit in all the activities you have to get done. What if even a fraction of that time was spent in the act of renewing your mind, body and spirit?

HBNaturals

Why Over 90% of Internet Startups Fail Today

 

Do you know anyone who would like to quit their job and work from the comfort of home on their computer?  Do you know anyone who has quit their job, jumped onto the internet with no preparation, no education, and no training with hopes to make a living online?

The fact is that according to many sources, more than 90% of all internet business start-ups end in failure within the first 120 days.  Yes, you read that right.  9 out of 10 are out of business within 90 days.  This failure rate should be a warning to those that are unhappy with their 9 to 5 and looking to  make a living online from home.

However, there is that other 10%.  What is the other 10% doing that the 90% isn't?  There are many factors to consider.  The most important is that success doesn't happen overnight.  Have you ever read an email that says something like, "Turn $2.95 into $5,000 per month in 30 days?" or something similar?  I think we have all seen those.

Success happens because people in the 10% have the right ideas about internet marketing and how it works.  The key word here being "work".  For example, if you went to your 9 to 5 job and when you showed up at the office you did absolutely nothing.  Do you think your employer would be willing to pay you?  I think not. However, the other 90% believe they can get a website online, and wahla,  no work required.  They couldn't be farther from the truth.

The other 10% of successful internet marketers list 4 important factors for a successful internet business.

1 - Self-discipline.  This is probably the most difficult for your typical 9-to-5'er to overcome.  You see, that person is used to having instructions given to them and they carry out their assignment.  The do what they are told and get a paycheck on Friday.  Anything to keep the boss happy and get paid, right? 

Well if you want to make a living online from home is anyone gonna be there to tell you what, how and when to do it?  I think not.  If you want to make a living online from home be prepared to work.  Most internet marketers I know have put in long and tedious hours to get their business where they want it. 

2 - Non-stop training.  The internet moves fast and changes abruptly.  Be prepared to adjust accordingly or get left behind.  You see, you have to lose the employee mindset.  This is your business.  Treat it like a business.  That means you do whatever you have to do to make it work.

3 - Have a plan.  The 'ole saying "Plan your work and work your plan" is never more true than in your home business.  You must know the what, when, where and  how to get you where you want to go.  Make sure your plan is long-term and not get rich quick.  You may have to adjust your plan as you go and a 'never give up' attitude will serve you well when working from home.

4 - Seek advice from those that are living it.  Most successful internet marketers will tell you straight forward that they learn most of their internet skills from other internet marketers that have accomplished what they want to accomplish.  The internet is  a copy-cat world.  Learn from others and seek a mentor.

HBNaturals

Welcome

Mind Business Success Strategies

 

Yesterday, I discussed how anyone can turn their financial life around if they just take that first step - the first step is always the hardest one. After that, you start taking more and more little steps and before you know it, your financial life is getting better and better. What follows is a list of 100 more steps to take. Each of these tactics are simple little moves you can make to improve your financial situation. Some of them take just a few minutes, others might take an hour or two, some of them require a bit of regular effort, but they're all incredibly simple - anyone can do them.

1. Surround yourself with successful and positive people. The influence people have over our own personal energy is amazing. Moods and attitudes are so easily spread - think about how much of a difference a simple smile from a stranger can make for your day and then magnify it 1000 times to demonstrate the power of positive and successful friends, family and associates. When you have people around you who inspire you, believe in you and want you to succeed, there's no room for doubts and even when they creep up, they're quickly swept away.

2. Create a mantra or an affirmation. Repeating positive affirmations has been shown to get people through tough times and to actually help them truly believe what they're saying.

For example, "I am building a powerful and profitable business." Many of the most esteemed business professionals have used the same affirmation strategy to attain their success. To find the right affirmations for you, consider writing a quick list of your doubts, insecurities and complaints. These can then be quickly turned into affirmations.

3. Capture negative thoughts. We all have negative thoughts from time to time, however, negative thoughts and emotions can derail us and prevent us from achieving all we desire. Of course catching those negative thoughts takes practice and persistence. When you find yourself thinking negative thoughts or having negative emotions, find a trigger to turn them around. The affirmations mentioned above are a great way to turn the negative into the positive.

4. Set goals/intentions and then be willing to let it go. The law of attraction says that we attract what we focus on the most. However, desperation, needing your business to be a success, sends mixed messages and a lot of negativity into the universe.

5. Be grateful. Gratitude is perhaps the single most powerful and positive tool for success. When you're grateful for all of the wonderful things and people in your life the challenges you face seem significantly less important and are more easily dealt with.

Consider keeping a gratitude journal and make a practice of entering into it daily. That way, when you're facing challenges a quick peek at all the amazing things in your life will make you feel as if you can tackle anything. Additionally, an attitude of gratitude helps you maintain a positive perspective and to face challenges as opportunities rather than obstacles.

Success is within your reach and with the right attitude you can accomplish anything you set your sights on.

HBN Powerline 

Welcome

Affiliate Marketing Guide, Endless Opportunities Await You!

 

Affiliate programs make use of the huge online market to create some extra cash, which is always welcome in these hard times. However, if you're just starting a site or your site isn't making much profit, you might not know what to do. This blog consists of useful tips and tricks to substantially increase profits.

One way to increase revenue from your own affiliate products is to incorporate them into the email communication that you have with faithful customers. If you send out regular newsletters or special offers via email, include a link to your affiliates' products. This is an unobtrusive way to increase the exposure your affiliates get to your customers and thus your potential profits.

Don't expect immediate results. While some products will immediately start bringing in sales, others take time. Your return readers will help to build your sales gradually and this in turn, brings you the money from the company you work for. This isn't an instant turn around, but patience will help it pay off in the end.

Be serious as well as enthusiastic. People need to know that you genuinely love what you're doing, and they're curious about the reason why these products you're encouraging to sell are beneficial to you. Should you demonstrate to them that you're genuinely enthusiastic about a product, they may be much more likely to take an interest in it themselves.

Consider the tracking software that an affiliate company uses on their site. If the tracking software is unreliable, there is a good chance that you will not be credited for purchases that are made. Be sure that they track the phone, fax, and regular mail to be sure you are credited for all orders you send their way.

The most important thing you can do to achieve success in affiliate marketing is choose the right product. There are certainly a great deal of fake home loan scams and acai berries health supplements to lose weight on the market, however , associating yourself with products which have this sort of bad reputation will undoubtedly harm your own reputation, reducing sales in the future.

Look for "hot pages" that generate an unusual amount of traffic relative to the content on your site, and customize your affiliate pitch for those pages. A wide variety of affiliate marketers promote their products much the same way on all web pages of their website but, adding affiliate links more tightly in to a great article may increase sales a lot more than focusing on a site-wide marketing and advertising plan.

Be proactive while you are writing your article. Use lots of keywords and phrases that the vast majority of people will use to search for that subject matter. Using these keywords will increase the chances that it will come up in search engine results, which is where most people go to find their information.

As was mentioned before in the article, affiliate programs can be a very nice source of income. However, if you're lazy and uninterested in making your site attractive to your audience, your site will surely fail. You need to put in your time and effort if you want to see any rewards.

HBN Powerline

Welcome