Tips, Rips, and Reviews
By Michael Dalton Johnson

Beware the "expert."

The expansion of the Internet has given rise to a multitude of people who present themselves as experts. Many aren’t, and doing business with them can be very costly.

No matter how slick their marketing or how cool their website is, I strongly suggest that you request a half-dozen referrals. Take the time to contact these referrals and ask questions about their experience with the company. Ask questions about price, delivery, and the quality of the work performed.

I once made the mistake of not doing my homework on a company offering expert website development. We discussed all the elements and functionality required for the website. I was assured that it was a "piece of cake" to get me everything I needed. I was told the job would take about three weeks.

After many phone calls and meetings which seemed pointless, it slowly dawned on me that I was not dealing with experts, but rather a company that held itself out as expert.

After eight weeks, I called the CEO and held his feet to the fire. He promised to complete the site within 10 days. It was completed; however, it took an additional three weeks, and the site never did function correctly. I had to spend more money troubleshooting and correcting the problems.

The company’s initial low price was not a bargain, considering the lost time and what I had to do to get the site up and running.

I later learned that the delays were caused because the company was sending the work offshore, and it was having difficulty managing the relationship with the foreign company.

Excerpted from Rules of the Hunt. Available at Amazon.

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Brian Tracy is offering a FREE report on beginning your journey to reach your goals. Take that first step and download your copy here. Did I mention it's FREE?

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Take a look at my book Rules of the Hunt. Available at Amazon.

5 Tips To Remember When You Develop A Sales Strategy
By Brian Tracy

The world of sales is competitive and sometimes you have to fight for that gold medal…

One of the most important goals of any business is to develop a sales strategy that actually helps to get more sales. However, success in this area doesn’t come easily. Instead, many businesses find themselves struggling to close the deal and remain on top of their industry.

If you have found your business in this predicament, there are some things you can do to turn it around. Here are a few tips to help you develop a strategy to close more deals.

Make sure you put them into action in order to better your business.

1) Develop A Sense Of Urgency

The first thing you should start with when attempting to close a sale is to create a sense of urgency. The client or customer you are attempting to sell to should feel as though they will miss out on something special if they don’t decide to close the deal today.

There are a few things you can do to create this type of situation. For example, setting up a special price for a limited time, may help spur your customer to make a decision. Offering better requirements for financing or providing a service agreement may peak their attention.

2) Minimize What You Say

One mistake that many sales people make is talking too much while they are attempting to make the sale. This is especially true of sales people who are fresh in the business. Instead, create a convincing speech with as little talk as possible.

By avoiding talking, you will show that you are not a pushy sales person. The customer will then have the leisure of getting to know your product or service for themselves rather than being distracted by what you have to say. Remember, if you continue to talk after you have made your offer, you are more likely to talk yourself out of the sale than to close it.

3) Know Your Product

You should also make sure that you know your product, and know it well. Your customer is likely to have quite a few questions about the product and you will need to make sure you have the answers for them. If you are not familiar enough with the product, this could reflect poorly on the product itself and make the customer hesitant to buy it.

By being knowledgeable, you are much more likely to make the sale. Also, when questions come via email, text, or voicemail, you are better off answering the question as quickly as possible. If you can, try to return the customer’s call within a few minutes. This has been shown to increase the chance a salesperson has of winning the sale.

4) Learn To Overcome Any Objections To The Sale

In selling, the major obstacle that you must overcome is objections that keep customers from buying and keep you from selling. You must learn the common objections to buying and how to overcome them. Watch this quick video on the subject where I outline 9 common objections and how you can overcome them.

5) Ask A Final Time

While the buyer is making up their mind, you should always stay with them. When you leave them in the process of their decision, this makes them doubt the product and make them more hesitant to buy it. Instead, attempt to stay with them as much as possible, which will help show that you are confident in the product and knowledgeable about it.

If they do say no to the sale, don’t give up immediately.

Instead, attempt to continue discussing the product with them so you can ask them for the sale again before they leave. Before you completely leave the negotiation table after a customer says they don’t want to close the deal, make sure you ask one final time. Naturally, you don’t want to ask the same question multiple times, but asking in a different manner is highly effective.

Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training of individuals and organizations. Brian's goal is to help you achieve your business goals faster than you ever imagined. You can visit his website here.

Take a Break

Interesting But Useless Facts:

George I, the king of Great Britain, was actually German.

When asleep a dolphin keeps one eye open.

The longest recorded flight of a chicken is 13 seconds.

The milk of Hippopotamus is pink.
  Dogfucious Says:

Q: What do you call a cow with a twitch? A: Beef Jerky!

How many of you believe in telekinesis? Raise MY hand!
  The Word

[ in - ter - spurs ]

to place something at intervals in or among

Trivia Question:

Q: Who is the author of Charlotte's Web?

A: E.B. White

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