Can I invite you to coffee?

Can I invite you to coffee?

I give myself permission to call people I want to meet and invite them to coffee.

Here is my approach.

“Hi Bill, this is Ron Finklestein. I been hearing good things about you and I would like to buy you a cup of coffee. I have no agenda others then getting to know you a little better. Are you open to having a cup coffee?”

I have never been turned down using this approach. It is not unusual for this meeting to be schedule out a few weeks but I have never been refused. I do this once a month and I do it for me. I want to learn what others do to be successful so I can be more effective at helping my client grow, prosper and get results.  

There are some things you need to know when you do this. Be authentic, don’t use it as a ruse to get in front of them and sell them something, be open to what you can learn, and be a good listener.

I recently did this with a gentleman who recently sold his business.

We had a great meeting and he told me why he met with me. “I never had anyone just want to have coffee with me who approached me the way you did. I was curious.”

During our discussion I asked him how I might help him achieve his goal. He said, “I never had anyone ask me that question before.”

I could tell there was something he wanted to share so I waited for him to make up his mind. Finally he told me that he wanted to get into coaching and he was concerned because he had no methodology. We then talk about my methodology and how it was created. I told him I could shorten his process if wanted to license my approach.

He had to leave to catch a plane and told me he would read some material and let me know next week if he wanted to proceed and learn more.

This all happened because I reached out.

I do group sales training and I shared this story with them. None could believe I would set up meeting without the purpose of getting business. I explained to them that you can have different purposes in meeting others: curiosity, networking, referrals introductions, problem solving, asking advice, etc.

The universe works in mysterious ways. I just follow my path and if I like someone I tell them. If I want to learn more I ask them and I never leave a meeting with someone I just met without asking these two questions:

  1.  What are you hoping to get out of our meeting today? I ask this because they are meeting with me for their reasons and it is useful to know what they want.
  2. What is your goal and how can I help you achieve it. People are surprised by this because most do not have goals. This helps bring some clarity to the meeting.

Give yourself permission to call someone you find interesting and ask them to coffee. Tell them you the truth; that you have no agenda and you just want to learn about them.  Watch how both you and the other person change. Be prepared to create some new meaningful relationships and be open to whatever the situation offers.

To Your Success (However you define it)

Ron Finklestein
330-990-0788
www.businessgrowthexperience.net (my sales training membership site)
www.businessgrowthexperience.com (my consulting site)
www.ronfinklestein.com (about me)

 

 

 

Our gift to you – our readers

Our gift to you –

 

As a sales trainer and business coach, one of the biggest problem I  see is lack of follow through-not because they can’t follow through – but because they do not remember to follow through. This is because they do not have a process, system or method that works they can use daily. This lack of follow through is most pronounced in the sales area.   

 

Dr. Tony Alessandra created an 60+ page eBook on how to sell collaboratively. The content of this book is extraordinary. It is a complete, proven process on selling that works. As a thank you for being a reader, I am making this eBook available to you.

 

Please read it, use it and implement what is discussed. It will make sales easy.

 

Just click on this link and you will be taken to the page to download the Collaborative eBook:

http://www.businessgrowthexperience.net/ron/

Enjoy!

Ron Finklestein
ron @businessgrowthexperience.com
www.busineessgrowthexperience.com

Are you being disrespectful (and losing business) and you don’t know why?

Are you being disrespectful (and losing business) and you don’t know why?

If you wonder why you are losing business, the story below may be useful. I run several groups call the Business Growth Experience (www.businessgrowthexperience.com). During one group I mentioned how frustrated I am with contractor not showing up on time or not showing up at all and not letting me know. My specific comment was “if I am not yet a customer how will they treat me when I am a customer?”

This lead to a discussion of how disrespectful it is to be late. When you are late you are telling me that I am not important, you do not respect my time and effectively you do not respect me. Each member of the Business Growth Experience talked about how difficult it is to be on time and one gentleman stated, “when I am late I am not honoring who I am, I am not in sync with my values of honesty, respect and dignity towards myself. With that said, I am almost always late and people think nothing of it.”

Have we reached a point where we have no respect for our time or the time of others? I realize that people run late, do not returning call (people I know) or respond to emails, are not necessarily the people I want to do business with. I decided I would not do business with any contractor who was late, did not deliver the proposal when they said they would or did not show, even if they had a good reason (without a call).

I do not think I am too different from the average business owner. I do not have time to waste. I want to associate with people who value my time as much as they value their own time.

How much business is this costing you when you are late? What message are you sending your prospect, associate or friend?

To Your Business Growth,

Ron Finklestein

330-990-0788

ron@ businessgrowthexperience.com

 

Why Won’t People Buy From Me??

I wrote this post for a lead generation site I write for and thought you would find it useful.

Please click on the link below and you will be redirected to www.businessgrowthexperience.com. I do that because when you go to www.businessgrowthexperience.com you can opt-in and receive a 40 page report that goes into far great detail about why people don’t buy than I do on the video.

http://businessgrowthexperience.com/2013/05/02/short-video-why-people-wont-buy-from-you/

Enjoy and as always comments are welcome

Ron Finklestein
330-990-0788
ron @ businessgrowthexperience.com

The Fuel that Drives the Engine of Your Sales Success

The Fuel that Drives the Engine of Your Sales Success

It is important to identify the prospects that will have the highest need for your product or service.  These are your best prospects—the ones who are most likely to buy, use, and recommend you and your services.

When you have identified your best prospects and know where to find them, you can use your marketing skills to generate leads that will most likely result in profitable sales. Qualified lead generation is the fuel that drives the engine of your sales success.  The techniques discussed here can keep you supplied with highly qualified leads.

How can you identify those prospects that are most likely to want to hear your message? And, once you’ve identified the profile of those most likely to buy—your TOP 20%—where can you find prospects in large numbers who fit that profile?

Begin with an analysis of your sales over the last year or two.

In your analysis, you look at three things:

1.            Who bought what?

2.            How did you find and sell those customers?

3.            Why did they buy what they bought?

Possessing the right marketing skills is crucial in properly identifying the right kinds of prospects for a company. Smart companies accomplish this responsibility by profiling the top twenty percent of their current customers who typically provide eighty percent of their profits.

Looking for new business is very expensive. Therefore, companies need to avoid the wrong kinds of prospects for them.  Just as it is critical in distinguishing the attributes of the right prospects, a company needs to outline the characteristics that make-up the bottom twenty percent of their customer base. Anybody in business can easily recognize who the complainers, price-grinders, and transaction-oriented clients are. By clearly understanding the bad traits of those bottom twenty-percent, companies can much easier avoid the wrong prospects.

This is a review of one chapter from our (Dr. Tony Alessandra and Ron Finklestein) new book. Let us know and we will notify you when it is through the publication process. The book is called The Definitive Sales Playbook: How to Grow Sales and Retain Customers (Soon to be available on Amazon.com.

Ron Finklestein
Download our free report on the Six Questions Prospects Want Answered BEFORE they Buy from YOU. www.businessgrowthexperience.com
ron@businessgrowthexperience.com
330-990-0788

 

 

How to Get a Meeting

How to get a meeting!

I was at an event where a business broker was discussing how to prepare your business for sale to get the highest dollar when selling. At the event I met several people.

I received an email a few days later from one people who simple said: “I want to meet with you and learn more about your business to see if I can help. Are you available for a meeting?”

Naturally, I said yes and we had a great meeting. Ironically she bought from me.

Contrast that to the emails I receive (sometimes daily) where some internet company (typically web design) sends me an email that talked about how good they are: we are from India, we have these skills (and proceeds to list them), we have all these employees, we worked with all these great companies, and you should hire us.

They don’t tell me why (what’s in it for me), they don’t tell me why I should care and most importantly they don’t tell me why I they are the best (right and safe choice) for me. This is a problem because I have worked with some Internet marketing companies and they don’t response after they take your money. It is frustrating because it is impossible to stop these types of emails other than make them as junk.

If you want a meeting, tell me what’s in it for me. It could be as simple as I want to get to know you better. Someone recently did that and I spent 30 minutes on the phone with him and we agreed to have a follow-up meeting.

When requesting a meeting there are three things to keep in mind:

  1. Tell the person the purpose of the meeting – be clear.
  2. Tell them what you want to cover – have an agenda – they can’t read minds.
  3. Tell them why they should meet with you (answer that lifelong question of what’s in it for me?) Put yourself in my shoes and ask yourself is this a good reason. Be brief.
  4. Suggest a date/time so we can eliminate phone tags – in the event the other person accepts the request.

Have a great meeting.

Good Selling

Ron Finklestein
330-990-0788

Ron @ businessgrowthexperience.com
www.businessgrowthexperience.com

p.s. Download your free report: Six Questions Prospects Want Answered Before They Buy at www.businessgrowthexperience.com

 

 

Ways to Increase Sales and Grow Revenues

Marketing Outcomes / How to Grow Sales and Increase Revenues

Every prospect wants to know why they should buy from you. They want to know the outcome they will experience before they want to know how you will create those outcomes. Let’s start with four basic facts …

1.    Every prospect has a problem. This problem creates some negative emotions.

2.    Every product has features: Features are merely objective facts about a product (or the company behind it). In three-dimensional products, features include size, shape, weight, construction, color options and more. You need to be able to tell your prospect the feature of your product or service that will solve the problem. In information products, features include number of pages, size, frequency of publication (for periodicals) and the types of information that are presented.

3.    Fortunately, most features are there for a darned good reason: Prospects don’t want features. They want you to change their lives for the better. Product features are merely the means to that end. That means features can have a place in ad copy – like telling prospects how many issues they’ll get per year … how many big pages are in your book … or that your widget is made from carbon steel for strength or carbon fiber for lightness.

Beyond that, features are a yawn because they’re about the product; not about the prospect. Or, as in the examples above, they can help demonstrate how your product delivers a benefit. The good news is, just about every product fact – every feature – is there to provide a benefit that your prospect IS willing to pay for. Tell your prospect in no uncertain terms the benefits of a particular feature. But we do not want to stop there.

4.    Each benefit has a positive emotional outcome for the buyer. Many time there are more benefits associated with each product feature than are obvious to the average buyer. Each benefit or combination of benefits producing one, two, three or more new benefits you never thought about before. The secret to selling and marketing and most any other revenue generating activity is to identify each and every benefit a product provides – and the emotional outcome your buyer will experience.

5.    Your prospect is buying emotionally first, then they intellectualize & justify the purchase. Connecting the feature, benefits and outcomes makes it very easy for the buying to understand why you are the right and safe choice.

Outcome that sing and soar – in five simple steps

Here’s a little exercise to help you drill down to the outcomes prospects are willing to pay for and then connect those benefits with powerful response-boosting emotions that your prospect already has about those benefits (or the lack of them) in his life.

By the time you’re through, you will have a complete list of company and product features … you will have squeezed every possible benefit out of those features … you will have fully defined the outcomes of those benefits and you will have connected each one to a powerful emotion your prospect has about each one of them.

In short, you’ll have a comprehensive “features/benefits/emotional outcome” inventory you can refer to as you create your marketing message, write your copy, build your sales presentation or create contents for your website.

Going through this exercise can go a long way towards finding new themes and adding power to your sales and marketing.

To begin, create a spreadsheet with these headings:

Problem

Negative Emotional Outcomes of Problem

Feature that Solves the Problem

Tangible Benefits of that Feature

Positive Emotional Outcome Prospect with Experience

Rank

 

Write until all know problems are identified and documented. Document how they feel when they experience this problem. Next write the feature of your product or service that solves the problem and document the benefit of that feature. Finally, describe the positive emotional outcome the buyer will experience.

When complete, rank them in order of importance.

He is an example of what your table should look like.

Problem: Sales have plateaued

Emotional Impact of Problem: So frustrated because no matter what I do, I just can’t figure out how to take the sales to the next level. And I’m always the one having to do the sales

Feature: Learn how to build a sales and marketing system

Benefit of Feature: You can stop being the only “sales guy” and start leveraging your marketing and sales processes so that customers come to you to purchase, instead of you chasing them. You will grow sales!

Emotional Outcome: You’ll feel a great sense of relief … no more anxiety about “where is the next sale going to come from?” and you won’t have to be chasing prospective customers all the time … prospects who are hiding from you.

When you complete this process you will have all the material you need to write a great sales letter, create compelling web copy, and build a powerful sales presentation and some much more.

This process is where increase profits and grow sales begins. You need to understand your prospects better than they understand themselves. When completed, you can tell them exactly what they can expect when they work with you.

If you want a more detailed, step by step process, go to www.businessgrowthexperience.com and download our free report: Six Questions Your Prospects Want Answered before They Buy.

To Your Success,

Ron Finklestein www.businessgrowthexperience.com

Ron@businessgrowthexperience.com 330-990-0788

p.s. Go to www.businessgrowthexperience.net and supply your email address. We will notify you when we launch our membership site that will take you step by step through our sales and marketing system to help you grow sales and increase revenues.

50% of the People Will Hate You!

50% of the People Will Hate You!

I am reading John Smoltz’s autobiography. If you are not familiar with Smoltz, he played professional baseball for over 20 years. The book focuses on the last year he played.

Smoltz is a very competitive individual. He did not like to lose, He loved playing for Atlanta and he would do what was necessary to help his team win (as long as it was legal, moral and ethical.)

What is compelling about his story is that he was not afraid to fail.

When he failed in a game (gave up 8 runs in 2/3rd of an inning) he would go back to the bullpen and make the necessary adjustment. He would take the changes he tested in the bullpen and implement them in the game. Many players would make the adjustments in the bullpen and never implement them in a game situation. His point is that these changes must be implemented or why do them.

The book is about his ability to fail forward to achieve success.

I see the same thing with my sales coaching. Many people learn the material but they never apply it. They are afraid to fail.

I remember when I wrote my first book. I waited for six months after it was ready before I released it. I was afraid of what others would think. I finally released it. That started a creative streak that lasted five years. I wrote four books in five years: Two of them went international. That would not have happened if I let my fear of failure control my behavior.

As a result of that work, I team up with TruNorth and Dr. Tony Alessandra to create a sales training web site that will be available in late January 2013. That would not have happened if I did not get over my fear of failure. Here is the press release!

Fear of failure is simply a belief. It is a belief that you can release if you choose to. It simply means you acknowledge the fear and do it anyway. As Dan Kennedy once said, “50% of the people will love you, 50% of the people will hate you. Ignore people who hate you and focus on the people who love you.”

To Your Success,

Ron Finklestein

330-990-0788

Go to www.businessgrowthexperience.com and download your free report. “Six Questions Your Prospects Want Answered Before They Buy”

 

Influence vs. Manipulation

I recently wrote an article on the difference between influence vs. manipulation.  I posted it on  http://www.businessgrowthexperience.com 

Here is the link: http://businessgrowthexperience.com/?p=829

At the end of the article is a link to a PDF entitled, How to Build Rapport with Anyone in 90 Seconds or Less. Consider it a gift to you, my readers. You will not have to provide any information. You can just download it.

To your success

Ron Finklestein

ron@akris.net

330-990-0788

Basics of Healthy Sales Relationships

Basics of Healthy Sales Relationships

Nothing can bring more satisfaction to a business owner than knowing they have a healthy relationship with their customer and vendors.

And, of course, as many people find out, nothing can bring so much pain as a broken relationship.

Yes, relationships make the world go ‘round. For better or for worse. There are basics that govern most human relationships, and these basics are what I want to cover below. So here is my list of the three essentials that I believe make up the basics of healthy business relationships.

1.      Honesty. Honesty is the backbone of a great business relationship. If you do not trust your customers how can you expect them to trust you? I recently had an experience where the vendor really messed up and instead of telling me the truth and letting me decide how to respond, he kept the issues from me. Things got progressive worst until we split on less than friendly terms. I would have preferred to salvage the relationship if possible.

Communication is so important because it is the vehicle that allows us to verbalize what is inside us and enables it to connect with another person. Isn’t communication amazing? One person is feeling one thing, and through communication, another person can find that out and feel it, too—amazing. And this is a vital goal in good relationships—to communicate, to tell each other what we are thinking and what we are feeling. It enables us to make a connection. Sometimes we are the one speaking, and other times we are listening. Either way, the central tenet is communication for the sake of building the relationship and making it stronger. And here’s what’s exciting: If we just communicate, we can get by. But if we communicate skillfully, we can work miracles!

It helps if we can communication our message in a way our customers understand. There are six questions our prospects wants answered before they buy from us. Go to the Business Growth Experience web site  and download this report. This report documents the basic communications our prospects and customers want from us.

2.      Integrity. Do what you say you will do, when you say you will do it. Nothing is more frustrating than making a plan based on the action of someone else and then at the last-minute finding out they did not do it. Be respectful of your customers and business partners and expect the same in return. People make decisions on what you say and do; sometimes very important decisions. We need to respect that.

I once had a vendor who never returned calls. I could not make any plans and any decisions that were made always changed because of his lack of follow through. Needless to say that relationship did not last long. If he had only responded and followed through things would have been great.

3.      Common Sense. Every relationship must have a win-win component. If either person in the relationship feels taken advantage of, feelings are hurt and rash decisions are made.  Jim Rohn calls this common purpose. Think about how many friends you have met through the years while working on a common purpose. With common purpose there is something in it for everyone. You had that strong common bond of purpose that brought you together and held you together. Working together, building together, failing and succeeding together—all while pursuing a common purpose—that is what relationships are made of. Find people with whom you have common purposes and sow the seeds of great relationships, and then reap the long-lasting benefits.

To Your Success,

Ron Finklestein
www.businessgrowthexperience.com
330-990-0788

 

Why People do not Trust You!

Why People do not Trust You!

People do not trust you!

Why should they?

There is so much information available and much of it is junk.

How do we get through the unsolicited info?

How to we manage the onslaught of information and determine what is real?

How do we know the info is the most current?

How do we deal with the contradiction?

Unless you can help your prospects and clients answer he above questions they will never trust you.

There are six questions your prospects want answered before they buy from you.

Go here www.businessgrowthexperience.com and download my free report that not only helps you define those six questions, it will help you answer them.

Ron Finklestein

330-990-0788 ron@ businessgrowthexperience.com

Want to learn more call for your free assessment!

Sales Success is an Inside Job

Do you wonder about the how successful sales person becomes successful?

Tim Connor, in his book Soft Selling, discussed how average sales people spent 2% of their time in self-improvement and successful sale reps spent an average of 10% of their time in personal development.

In this post, Selling is an Inside job, the author suggest lack of time spent in personal development is communicated to the prospects in whys we do not really understand but we all have experience.

What message are you sending to you prospect without realizing it and how is impacting your sales?

 

Ron Finklestein
www.businessgrowthexperience.com
330-990-0788
ron@akris.net

Who Should be Your New Best Friend?

You New Best Friend.

Most people are not excited to see a sales rep walk into their office. Defenses go up almost immediately.

This is strange to me because I get more new ideas, market intelligence and industry news from the sales reps who visit my office than from other places.

They see so many more people than I do.

They visit so many more companies that I do.

They see what others are doing that works.

They see what others do that doesn’t work.

Being a good sales rep is not just about selling your product or service. It is about helping the people you meet be more successful.

On a side note, there was a study done on what customers want from their sales rep. This study indicated that the customer wants accountability from the sales rep. In different words, they want the rep to be accountable for the success the customer will achieve when they buy the product or service.

Next time a sales rep comes into you office ask them how they are accountable for the overall success of the product or service. In our sales training we offer a 100% return on investment guarantee. We want to be held accountable. Want to learn more? Call me, Ron Finklestein, at 330-990-0788 or email me at ron@businessgrowthexperience.com

 

Grow, prosper, and get results with,

Ron Finklestein
www.businessgrowthexperience.com
330-990-0788

Business Growth Experience Update

This is different from my normal blog post.

Frankly, I just wanted to share some good news. Today we want to bring you up to speed on all the changes and good things that have happened and how they affect you and your business.

Our newest Product: Business Growth Experience Sales Rainmaker Program

We have spent the last 10 years helping some businesses grow sales and solve a variety of business problems. We still do that and we added a new product to help you. In addition to Business Growth Experience memberships site, marketing programs, workshops, seminars and group coaching, we added the Business Growth Experience Sales Rainmaker training program. This program is designed to make you more successful by helping you to grow sales, increase revenues and shorten your sales cycle. We are so confident this program will work for you we offer a 100% Return on Investment guarantee. To learn more call Ron Finklestein at 330-990-0788 / ron@businessgrowthexperience.com or attend one of our executive briefings.

What Others Say Who Have Been Involved in The Business Growth Experience

“Before the Business Growth Experience we were averaging 2.7 new clients per month. After working with the Business Growth Experience we are averaging 7 new clients a month. In one month we paid for your service.” Ron Conte, Akron Payroll & Tax

Executive Briefings – Business Growth Experience Sales Rainmaker Program

To roll out the Business Growth Experience Sales Rainmaker Program, we are conducting several executive briefings. Here is what you can expect to learn:

  • Three ways to increase sales in any business
  • The six reasons your prospects do not buy from you
  • The seven expectations your customers have of you
  • The single biggest sales issues we must address and why it is important
  • Learn how to use social media as one tool to generate leads and grow sales
  • What you can do to grow sales now
  • Why marketing is the critical and usually missing first step in a sales process for small business owners
  • How to make your customer feel you are the right and safe choice
  • And so much more…

If you are in Summit County, go here to see our schedule: http://becomeasalesrainmaker.eventbrite.com.

If you live in Cuyahoga County (East Side) go here http://solonbge.eventbrite.com.

More Good News

Tom Schroth has joined the Business Growth Experience as a trainer specifically for the Business Growth Experience Sales Rainmaker Program. Tom’s background encompasses a broad range of experience including franchising, small business start-ups and work in corporate America. Holding a degree in Marketing and Business Administration with 20+ years of Entrepreneurship, Tom is often described as a Teacher / Trainer with the soul of a Sales Person and the heart of an Entrepreneur. As a coach and consultant he brings the Best Practices of corporations, personal experience and “outside the box” creative thinking to come up with effective unique solutions. Tom will be facilitating the Sales Rainmaker Program and the Business Growth Experience throughout Cleveland and Northeast Ohio. Tom can be contacted at tom@wboardgroup.com and 440-836-4211.

Next month we will be announcing a new training for Stark County. Stay tuned.

49 Marketing Secrets (THAT WORK)

Ron Finklestein’s book 49 Marketing Secrets (THAT WORK) to Grow Sales continues to sell internationally. We recently receive a contract from a publishing house in mainland China to sell the Chinese translation of the book. It is exciting to have the book exposed to over one billion people.

49 Marketing Secrets is currently sold in Saudi Arabia, Indonesia, India, The Czech Republic, The United States and now China. To order the book from Amazon just click here

Small Business Talk Radio

Ron Finklestein has been asked by long time small business talk radio host Dale Stefancic to co-host Small Business Talk Radio.  We are on every Wednesday from 4:30- 5:30 PM on 1330 on the AM dial or through the Internet at WELW.com (press the listen now button.) We work hard at showcasing local business owners and dealing with important business topics in the small business market. Please join us and let us know what topics you are interested in hearing about. Email me at ron@businessgrowthexperience.com with your suggestions. During the month of August we are going to talk about finding the money. We will have a banker, third party financing representative and a chief financial officer talk about how to find money in your business.

Are you Proud to be in Sales?

It took me many years to fully appreciate the power of being in sales. When I am selling, I am proud of what I do because selling is a profession where I can change the life of people I work with, feel good about it and get paid for it. I hope you feel the way. If not call me and let’s talk because anyone who is not proud of their product or service will struggle.   See more in our latest blog post.

Our Latest Blog Post (Why is Sales So Hard?)

Selected Business of the Month! How to Save Money!

I just meet Joe Campbell. Joe runs a business call the Buckeye Xchange. The Buckeye Xchange does business through barter. He has a good story and you will learn how to grow your business and save money at the same time. Check it out: http://www.buckeyebarterexchange.com . Tell him Ron sent you. If you prefer a person to talk to you can reach Joe at 330-659-0225. There are over 200 businesses already participating.

 

Regards,
Ron Finklestein
ron@businessgrowthexperience.com
www.businessgrowthexperience.com (download your fr.e.e. report Six Questions Your Prospects Want Answered BEFORE They Buy From You)

Why is Sales so hard?

Why is Sales so hard?

I do a lot of sales training and I heard two common complaints:

  1. Sales is hard
  2. I hate sales

Sales is hard if you do not know who your ideal customer is and why they should buy from you. To understand why your clients do not buy, download your free report at www.businessgrowthexperience.com.

If you hate sales and you need to sell to make a living you have two choices:

  1. Find a new profession
  2. Understand that selling is the faster and easiest way to change a persons’ life for the best.

If you do not believe your product or service will profoundly change someone’s life for the best, you have the wrong product or you are in the wrong profession.

To learn more, check out www.businessgrowthexperience.com

Sincerely,

Ron Finklestein

330-990-0788

ron@businessgrowthexperience.com

 

Can being in sales be a true spiritual approach to business and life? Ron Finklestein

Can being in sales be a true spiritual approach to business and life?

Jim Cartcart was recently on our radio program (WELW.com every Wednesday from 4:30 to 5:30 PM EST) and he gave a definition of selling that transformed my view on sales, how I sell and the contribution I make on the lives of others.

Jim Carthcart’s definition of sales is “Changing the lives of others – profitably.”

When I sell the Business Growth Experience Sales Rainmaker program I no longer feel as if I am selling. I know the material I teach will change their lives of people who participate and I am proud to call myself a sales professional. I feel good asking to be paid because of the value I am providing.

But is sales a spiritual approach to life?

Why would I say that?

Most people don’t get into sales because they want to be in sales. They get into sales to help solve a problem and being in sales is a byproduct of accomplishing a larger goal, a higher purpose.

I started looking at doctors, teachers, priests, and other helping professions and I realized I am doing the same things they do: solving a problem to make a persons’ life better.

I like to think of what we teach as using sales skills that you will use in every area of your life. These skills will work with friends, family, children and significant others and you will be a better person for it as I feel I am a better person for teaching it.

If you are a small business owner who is struggling with sales, give me a call. The first thing we will do is help you understand how you can use your product or service to change someone’s life for the better. This is a great first step in realizing the meaning and purpose in what you do.

When I wake up in the morning and I know I am having a positive impact on the lives of others, I am inspired, motivated and compelled to work harder because I know I am making life better for others.

In the business growth experience here is what we do: We tell people to stop selling and teach others to buy. We do that by combining sales and marketing so that our clients know more about their customer then the customers know about themselves. Then we teach them to sell the way the customer wants to buy. That way the product sells itself. When you master this process life gets easier, sales is fun and life is more rewarding.

To a more spiritual approach to selling!

Thanks Jim Cathcart. You changed another life!

Ron Finklestein

330-990-0788

ron@businessgrowthexperience.com

www.businessgrowthexperience.com

Customers Lie

Customers Lie!

We, as sales professionals, are constantly told that customers lie. They never address the reason customers lie nor do they tell what you can do about it.

Customers lie because they do not want to hear how stupid they are if they do not understand how your product or service will help them.

Customers lie because they feel you will take advantage of them if you learn some sensitive piece of knowledge.

Customer lie because they fear you will charge a higher price if you knew how painful the situation really is.

Ok, customers lie because they need to protect themselves. They lie because we, as sales professionals, have lied to them. I cannot tell you how much sales training I have received where the instructor would say something like, “tell them what they want to hear, even if it not true, to get the appointment. You can always fix it later.” We wonder why customers feel the need to protect themselves. I refuse to be party to this kind of mind-set.

As a sales professional, we need to change that. We need to act with the best intentions and the highest effort to do what is in the best interest of our customers. We need to understand their problems and help them solve it.

As a sales professional, we have to assume they are lying to protect themselves and it is our job to act with honesty, integrity, and while having the best interest of our customer in mind at all times so they do not have to (or feel the need to) protect themselves. They understand we are on the same team.

As a sales professional, we must understand how to build rapport quickly and effectively because building rapport is the first step in building trust.

As a sales professional, we must always treat the customers the way they want to be treated so they understand why your product or service is the right and safe choice for them.

If our customers are lying to us we need to stop blaming them and implement actions that allow them to trust us.

If our customers are lying to us we must look inside and see what we are doing they makes them want to lie to us. Then we need to fix it.

To learn more check out www.akris.net

Call me if you are not getting the desired results.

 

Ron Finklestein
330-990-0788
ron@businessgrowthexperience.com

www.businessgrowthexperience.com

 

 

Well I hate being sold to!

I have been a big fan of Neuromarketing. Neuromarketing is simply understanding how the brain like to process information and creating a marketing message that resonates with the brain. A business associate of mine, Dennis Andrew, wrote a really good article on how to sell using some simply Neuromarketing techniques. Below is his article unedited. I know you will enjoy this.
If you want to reach Dennis here is contact info: Dennis Andrew, NNOS Studios, 503.877.4880 ~ direct

 

It seems that most of the emails I get are just selling, selling, selling. Well I hate being sold to. When I meet someone I want to know how they think, not if I’m a qualified buyer.

Here’s a bit of info you’ll probably enjoy. It’s on how clients make decisions.

Understand that the “decision-making” part of the brain is like a child, not an adult. It needs to be unlocked, not forced. It doesn’t choose something because it is a logical decision. If it did, everyone’s products would be sold. People make decisions based on emotions and (after the decision is already made) then it mixes with another part of the brain that FINDS (creates) a logical justification.

To unlock it, you must work around the fact that this part of your client’s brain is self-centered. That’s why it is all about them and little about you or your company. This part is always searching for any disruptions and things out of the ordinary. It is also searching for things that are familiar, concrete, recognizable…all tangible input.

Be sure to use contrast like before/after, fast/slow, with/without, and express it visually as much as you can. The optic nerve is some 40x faster than the auditory nerve.

When you engage with them, it is the beginnings and endings that get remembered. Talk about the most important info first and repeat it at the end. Don’t talk about who you are and what you do first.

Since we all have preconceived biases about products/services, it is very important to note that we rate experiences not by the experience as a whole, but by the best/worst moments, and the beginning/ending. What is ugly (or beautiful) here, is that we form our perception of the person/company by the ending of the experience. Don’t end the client experience with a bill.

People don’t remember you by what you tell them, but by how you made them feel. Likewise, they won’t remember your company by what they gave you or got from you, but by how they FELT as a result of that.

Clients’ brains are looking for the gap…what you offer that others don’t. Present these in sets of three. The brain likes “3.”

I ran across a statistic showing that people are willing to pay 4x the price if they know they’re getting twice the value. If the value of your product is unknown, only then does price become the default differentiating factor between you and competition. Price is what they pay, value is what they get.

Don’t sell the features, sell the benefits those features provide.

If you have any question or want to learn the six questions your prospects want answered before they, go to www.businessgrowthexperience.com and download the free report.

If you want to learn more on how to grow your business, give me a call. We specialize in helping business owners grow sales, increase revenues and shorten the sales process.

Sincerely,
Ron Finklestein
www.ronfinklestein.com
330-990-0788
ron@businessgrowthexperience.com

 

Using LinkedIn as a Prospecting Tool to Turn Cold Calls into Warn Calls

Using LinkedIn as a Prospecting Tool to Turn Cold Calls into Warn Calls

Jacci Adams of 3X4 Consulting, a social media consulting company, did a presentation on how to use LinkedIn as a prospecting tool. I was impressed with the simplicity of her approach that I asked her if I could share it. She agreed. Please give Jacci’s website a visit to see more details on what she does.

A special thanks to Jacci for allowing me to share one of her “trade secrets.” In being transparent, Jacci is a client of mine. Because I know her so well, I am confident she can help if you are confused about how to use social media to grow sales through social media lead generation.

I cannot give you LinkedIn training here so I am assuming you are a member of LinkedIn and know how to use the search tool.

  1. Click on the advance search icon in the top right of the LinkedIn home page.
  2. Type in the industry keyword/title for the people you are trying to reach (i.e., Chiropractor, Manufacturer, Realtor, etc.)
  3. Enter the zip code of where you want the search to target and the mileage radius of how far you are willing to go.
  4. You can find any connections you have that meet the search criteria.
  5. For the 3rd connections and beyond LinkedIn provides only the first name and last initial. If you click to see the full name, LinkedIn will ask you to upgrade. Here is where you get creative
  6. Click on the company’s website link (in the search results.) Go to the About Us tab and see if the information you are looking for is there. Many times it is. You can get all the background you need.
  7. Do a Google search on the person’s name
  8. This search will tell you things like where they went to school, businesses they are associated with and how long they have been in business.
  9. Using LinkedIn you can do a search to see if anyone in your network knows them. If so either request an introduction of call them directly and introduce yourself. You already have enough information about the individual to know what you have in common.

If you do not have time or do not what to do this research yourself, you can hire someone through:

www.odesk.com

www.fiverr.com

www.99percent.com

If you know how to use the tools above and you are uncertain about making the call, consider improving your people skills so you are more comfortable. You can learn more www.akris.net.

Happy Prospecting

Ron Finklestein
ron@businessgrowthexperience.com

ww.businessgrowthexperience.com

You can subscribe to my blog at www.ronfinklestein.com

A Year in Review for a Great 2012 A Year in Review for a Great 2012

I am a co-host on Small Business Talk radio with Dale Stefancic. Dale wrote an article for a local newspaper that I wanted to share. It does a great job of helping you get ready to have a great year. If you would like to contact Dale, you can reach him at dale@dalestefancic.com. We invite you to listen to our radio program at welw.com, Be sure to press the listen now button. We are on air every Wednesday from 4:30 PM to 5:30 PM EST.

A Year in Review for a Great 2012

 

For many small business owners 2011 was more of a game of survival. Many challenges still face us and the economy as we try to press forward and identify opportunity and how we can take full advantage of it.

We discussed many items and topics this past year in my effort to try and make you better in your business and create some awareness of what needs to be accomplished to move forward and be more profitable.

So what I wanted to do being the end of 2011 and as we think and decide what 2012 may bring is a review that I hope renews some fresh ideas and thinking of how to win the challenges ahead of all of us.

LEADERSHIP:

People identify with leaders. They are well respected and have a strong voice with accomplishments in their field of expertise. As a business owner, you must constantly strive to be the leader in what you do. Some of the points of leadership to keep in mind are:  Leaders should know and understand that people are the core building blocks of their team and/or organization.  To be an effective leader, you need to understand the core building block of your people and their respective values.  Leadership begins from within.  Identify core roles, prioritize them and plan on development and then acting on them.  Any relationship begins with you.  Leadership begins with you.  To be effective, it is dependent on your ability to communicate effectively.

 

NETWORKING:

 

This is a great time of the year. The holidays are here and the thoughts of 2012 and what we might expect in the new year with business.

Many of us will be at social and business events meeting  many new people as well as many friends.

For these reasons the topic of networking is very timely.

Today  if you are networking correctly, it’s more than meet and greet with an exchange of business cards and contact information.

You have to network with the intent of turning contacts into connections and eventually business allies or customers.

As you attend your events you need to have a specific game plan in mind.

Make your connections, and then build relationships with these individuals.

The relationships can range from identifying some of the needs of your business or relationships that will bring more business to your company.

The key here is to develop your network with great people and cement those relationships to be a resource for you.

You cannot do it alone. All great businesses have very successful networks in place.

Also keep in mind the relationship is a two way street. Don’t just talk or think about what’s in it for you but lead with a value proposition that will make the person you are connecting with have a reason to develop the relationship further.

Over deliver and your investments of time, money and energy will be repaid ten fold.

TIME AND PRODUCTIVITY:

Time relates to productivity more than you might realize. Time can be as big a loss of profits for your company as almost anything else. When you better manage time you will be more productive. When you are more productive you will make more profit.

Here are some SMART things to think about. S.M.A.R.T. being an acronym for:

S- SPECIFIC- Being as specific as you can with bringing the reality in site of your goal.

M-MEASURABLE- You must be able to measure your results.  You can only measure your results if you are tracking all your activity that pertains to your business.

A-ATTAINABLE- Is your goal one that is reachable and in the time that you have allotted?

R-RELEVANT- Is the goal relevant to the purpose of your business or

your  personal life?  Is the goal you set bringing you closer to that purpose?

T-TIME SENSITIVE- Does your goal have a deadline?  With a deadline in front of you, your mind realizes it has to accomplish certain tasks within a certain time.

So to be productive, be S.M.A.R.T.

I think as business owners, we all realize what it takes as well as what we need to do.  But, how we measure, track and evaluate the activities we do, will help in becoming better, more profitable and leaves  us with more time to do the things we enjoy.

 

SELLING:

We may not like it but we have to constantly adjust and adapt to the process and fully understand the needs of the market and the consumer. Here are some points to keep in your selling mindset.  First, people in your target market will first buy you. Also making sure you know your market and the needs and what your market is looking for will be key in this step.

If your prospect has not bought into you, I doubt if you have any shot at a sale even if you are the cheapest price in town.

I’m sure you have heard the phrase that attitude is everything, well if you are in sales, it’s a really big key to your success in sales.

People will pay more for an agreeable, enjoyable experience with a great product than just one based on it’s the cheapest.

The individual that combines a great product with a great attitude can be unstoppable.

Today, many  companies are basing lost sales because of price. Granted some people do just shop price, but in most categories on products and services, price is only a factor in 14%-20% statistically.

Secondly, you need to think more in line with the buyer’s thinking. While your buyer may be objecting to price, here’s what is swimming around in his or her mind.

1.)Is there a better product? 2.) Is the proposal right? 3.) Will this really solve my problems? 4.) Will we use it? 5.) What will others think if I buy this? 6.) Will the company really service me and honor the guarantee?

With this partial list of objections, you need to be going through your prospects thought process and be prepared to present in a more thorough manner making the buying decision safe for you prospects instead of just driving the price factor home.

Too many businesses today are leading there marketing and advertising campaigns with price and not with value, experience, quality, strong guarantee’s and taking the risk out of the buying process.

Many times the sales person is just not totally prepared or has not taken the time to identify the needs of the prospect, as well as what the prospect is truly looking for.

Today as consumers become more savvy and aren’t as willing just to throw their money around without thinking about after the sale, don’t be afraid to lead with the value, expertise, quality and guarantee of what you are selling.

Communicate to your buyer that your service after the sale will be unmatched as you take the risk out of the purchase and make buying a pleasure for your prospect.

If you are leading with price and doing comparisons, good luck. Trying to be successful on the cheapest price is a tough place to live in.

 

Thirdly, sales for the most part always has the numbers factor.  You can make the numbers work in your favor.

With the correct and precise market analysis, knowing the needs and wants of your market, and taking massive action, you can make the numbers work more in your favor.

In sales, massive action is one surefire way to increase your response and success rate. Take enough action and you will achieve more.

Fourth, know where your prospects are in the sales funnel. Deliver your commitments on time and over deliver. Your prospects may be evaluating you every step of the way. Make sure you have addressed all their needs and have provided the best solution.

Fifth, don’t be afraid and come out and ask for the sale. Lead your prospect with a series of yes answers to what you have delivered in the sales presentation that makes good sense for the prospect to buy.

Enhancing Your Life so You Can Enhance the Live of Others

Ron Finklestein
www.businessgrowthexperience.com
www.akris.net
330-990-0788
ron@akris.net

 

Can you be Successful at Sales?

Anyone can be successful at sales provided you have the right behaviors and mind-set.

In 2003, Tim Connor published a book called Soft Selling.   In it, he compared how poor salespeople and successful salespeople managed their selling time differently.   He allocated the salesperson’s time into six major categories:

·   Prospecting

·   Sales Presentation

·   Service

·   Administration

·   Travel

·   Self-Improvement

 

He found that when it came to time management, poor salespeople allocated their time as follows:

·   10% on prospecting,

·   23% on sales presentation,

·   15% on service to others,

·   30% on administration,

·   20% on travel,

·   and a meager 2% on self-improvement.

 

These numbers are stunning at first glance if you believe and take Connor’s numbers seriously.

Note that only 10% of a salesperson’s time was being spent on prospecting and a whopping 30% of their time was being spent on administrative duties.    In other words, the salespeople who failed were spending more time managing their paperwork and administrative duties than managing or growing their sales pipeline.

 

10% of a poor salesperson’s time was being spent on prospecting.  It’s no wonder their sales were falling short of their expectations and their sales pipeline remained empty. They were spending more time on paperwork and presentations when they should have been out looking for new suspects to qualify. Contrast these numbers with how well successful people managed their time when it came to selling.  Connor found that good salespeople spent their time as follows:

·   45% on prospecting for new business,

·   10% on their sales presentation,

·   20% on service to others,

·   5% on administration,

·   10% on travel,

·   And 10% on self-improvement.

If you want to learn how to get better at sales and be seen as a partner to your customers check out Collaborative Selling. To learn more go to www.akris.net 

 

Sincerely,

Ron Finklestein
Business Growth Facilitator
www.businessgrowthexperience.com  

 

 

How do we communicate our message?

How do we communicate our message?
Most people think it is through the spoken word. That is partly true. There are three components to effective communication. The words we use only account for 7 % of any message. For an effective communication to take place, of course, we need all three parts of the message and they must be congruent and consistent with each other. If there isn’t any congruency, the receiver will be confused and will have a tendency to accept the predominant form of communication rather than the literal meaning or words.
The second part of the message where meaning is implied is the emphasis and tone of our voice. This is 36% of the meaning of our communications. The emphasis and tone have the power to completely change the message that is being communicated. Often, you will say something to a person and they may become offended. When you express that the words you used were intended to be inoffensive, the other person will tell you that it was your tone of voice that was the issue.
The last component of our message is our body language. A whopping 57% of the meaning is convey through body language. You can dramatically increase the effect of your communication by leaning toward the speaker or shifting your weight forward onto the balls of your feet. If you can face the person directly and give them direct eye contact, combined with fully focused attention, you double the impact of what you’re saying.
If you want to learn more about effective communication please check out http://www.akris.net. Here we teach effective communication strategies to help you build better relationships, increase sales, become better leaders and help you grow personally and professionally.
To Creating Better Relationships
Ron Finklestein,
330-990-0788
ron@businessgrowthexperience