 |
|
|
| Quote
of the Week:
"You can never learn less, you can only learn more."
—Richard Fuller |
| |
|
| |
Book Review
by Michael Dalton Johnson
"Start Your Own Home Business After 50: How to survive, thrive, and earn the income you deserve!"
Business books are not usually "page turners" but this one is. It's written in a supple and crystal clear style you would expect from one of America's leading business writers. It's hard to put down. While Bob Bly's, Start Your Own Home Business After 50 is obviously for 50 plus would-be entrepreneurs, just about any business person will take something valuable away from it.
Bob Bly's new book does an extraordinarily thorough job in showing people over 50 precisely how to start and run a successful home-based business. It is a friendly and easy to read book that covers the physical, emotional and financial considerations of starting a home business at 50 and beyond.
Bob has included them but doesn't stop at the "nuts and bolts" aspects of launching and building a home based business. He goes on to suggest eight types of home-based businesses for the reader to consider. Each business suggested is accompanied by a short but comprehensive tutorial.
Probably no one is better qualified to write this book than Bob. He has a keen understanding of the needs of his audience. This understanding is based on his research and, more importantly, his personal experiences as a successful entrepreneur.
He writes..
Continue Reading
|
| |
|
Five Ways to Negotiate More Effectively
by Kelley Robertson
Most salespeople and business owners hear statements like these everyday: "What's your best price?" or "That's too expensive." or "Your competitor is selling the same thing for…." These statements are clues from buyers and prospects that you need to learn how to negotiate more effectively. Here are five strategies that will help you drive more dollars to your bottom line:
Learn to flinch. The flinch is one of the oldest negotiating tactics but one of the least used. A flinch is a visible reaction to an offer or price. The objective of this tactic is to make the other person feel uncomfortable about the offer presented. Here is an example of how it works.
A supplier quotes a price for a specific service. Flinching means you respond by exclaiming, "You want how much?" You must appear shocked and surprised that he could be bold enough to request that amount. Unless the other person is a well-seasoned negotiator, he will respond in one of two ways: He will become very uncomfortable and begin to try to rationalize his price; or he will offer an immediate concession.
Recognize that people often ask for more than they expect to get. This means you need to resist the temptation to automatically reduce your price or offer a discount. I once asked for a hefty discount on a pair of shoes hoping to get half of what I asked for. I was pleasantly surprised when the shop owner agreed to my request.
The person with the most information usually does better. You need to learn as much as possible about your customer's situation. Ask your prospect more questions about his purchase. Learn what's important to him as well as his needs and wants.
Develop the habit of asking questions such as:
- "What prompted you to consider a purchase of this nature?"
- "Who else have you been speaking to?"
- "What was your experience with…?"
- "What timeframes are you working with?"
- "What is most important to you about this?"
It's also important to learn as much about your competitors as possible. This will help you defeat possible price objections and prevent someone from using your competitor as leverage.
Practice at every opportunity. Most people hesitate to negotiate because they lack the confidence. Develop this confidence by negotiating more frequently. Ask for discounts from your suppliers. As a consumer, develop the habit of asking for a price break when you buy from a retail store. Here are a few questions or statements you can use:
- "You'll have to do better than that."
- "What kind of discount are you offering today?"
- "That's too expensive."
Wait for a response afterward. Learn to flinch. Be pleasant and persistent but not demanding. Conditioning yourself to negotiate at very opportunity will help you become more comfortable, confident and successful.
Maintain your walk-away power. It's better to walk away from a sale rather than make too large a concession or give a deep discount on your product or service. It's particularly challenging to walk away when you are in the midst of a sales slump or slow sales period. But, remember that there will always be someone to sell to.
Negotiating is a way of life in some cultures, and most people negotiate in some way almost everyday. Apply these strategies and you will notice a difference almost immediately.
Kelley Robertson, President of the Robertson Training Group, is a professional speaker and trainer on sales, negotiating, and employee motivation. He is also the author of "Stop, Ask & Listen – Proven Sales Techniques to Turn Browsers into Buyers." For information on his programs, visit his web site. Receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine. Contact Kelley at 905-633-7750 or at Kelley@RobertsonTrainingGroup.com.
|
|
| |
|
|
|
Download 300 Free B2B Sales Leads with Emails from LeadFerret.com
LeadFerret.com is the world's first site with 100% free B2B data with complete information for every record, including email address, and now even includes social media links for most records.
Prospecting just got easier! 1) Go to LeadFerret.com and create a free account using coupon code: salesdog, 2) search over 6 million B2B records to find your ideal prospects, and 3) download complete information, including email addresses and much more for up to 300 records.
It's like your personal address book just grew by 6 million contacts, and with LeadFerret you have all the search tools you need to find complete contact information for the exact prospects you need to grow your business.
|
|
|
|
|
| |
|
Top Dog of the Week
Jeffrey Gitomer
"Obstacles can't stop you. Problems can't stop you. Most of all, other people can't stop you. Only you can stop you." —Jeffrey Gitomer
Jeffrey Gitomer's books have sold millions of copies worldwide and have appeared on best seller lists more than 750 times. He is considered by many to be the global authority on sales, customer loyalty, and YES! Attitude. For a complete description of his upcoming seminars and products, please visit www.gitomer.com
|
|
| |
|
Get two free bonuses, Jeffrey Gitomer's The Little Red Book of Selling,
and Jim Meisenheimer's 57 Sales Tips to Reinvent & Distinguish Yourself
From Your Competition, with every purchase. See the details here. |
| |
|
| |
 |
| |
Trivia: Found on most French coins are three words, the motto of France. What are they? You'll find the answer
here. |
|
|
|
Interesting but useless fact: Women blink nearly twice as much as men. |
|
|
|
|
Acrimonious is the featured word of the week. Find the definition, pronunciation key, and an example of it used in a sentence here. |
|
|
|
|
Dogfucius Say: It's bad luck to be superstitious. |
|
|
|
|
|
|
|
|
| GET
YOUR FREE DOWNLOAD HERE |
|
|
|
|
|
|
|
| |
|
|
|
|
|
|
Don't miss one issue! For
your free subscription
to this newsletter, click
here. |
| |
 |
|
| Over $700 worth of sales training tools FREE! Click Here |
|
|
 |
|
| |
Word
of the Week: Acrimonious adjective [ ak-ruh-moh-nee-uh s ]
- caustic, stinging, or bitter in nature, speech, and behavior
Example Sentence:
Eventually the group split into acrimonious factions.
Definition & Example courtesy of Dictionary.com
Trivia:
Found on most French coins are three words, the motto of France. What are they?
Answer:
Liberte, Egalite, and Fraternite
|
Don't miss one issue! For
your free subscription
to this newsletter, click
here. |
| |
Reprint Permission: SalesDog Newsletters
may be reproduced and redistributed in any print or electronic
form provided that "www.SalesDog.com"
is indicated as the source. Distribution on Internet should
use a live link to our site. |
| |
 |
| |
|
|
| We do not rent, sell or give your information to third parties. When you contact us, we collect only the information on the form you submit. |
|
|
|
| |
Do
The Dog a Favor. If you found this week's advice
helpful, please forward
this page and invite your friends and co-workers who sell
for a living to join the pack.
The purpose of the SalesDog newsletter is to inform,
inspire and challenge you.
Note: SalesDog may be commissioned by some (but not all) partners mentioned in Coffee with The Dog. If you are in sales you know that commissions are a good thing.
|
|
|
|
|
| |
SalesDog
2236 Encinitas Blvd. Suite C, Encinitas, CA 92024
Tel: 760-634-6900 • Fax: 760-632-1359 • Web:
www.SalesDog.com
|
| |
|
Copyright
© 2000-2013 Penny Union Corporation. All rights reserved.
|
| |
|
|
|
