I hope you enjoyed the Thanksgiving gift I sent you.  People have been raving just about it.  If you haven't retrieved yours yet, you can grab a copy right here. 

A few weeks ago, I was approached by a report for Black Enterprise Online for an article titled "The Human Toll of Belt-Tightening".  It's all about how to maintain employee loyalty through a tough economy. It's got some great tips, so make sure to check it out.

In spite of the tough economy, I have a lot to be grateful for: I'm healthy and loved; I have a roof over my head, food in the fridge and my business is thriving. 

Things haven't always been good for me though.  But it's during those dark times that I became more resolute and stronger.  As hard as it was at times, I maintained faith that I was on the right path, I kept my dream at the forefront of my mind even when the world around me seemed to want to destroy my hope.

It was a battle, but as the old saying goes, "That which does not kill you, makes you stronger"

Stay strong!

You see, sales really is a process and the best sales people do all of their work as early in the process as possible.

Here are the keys to successful selling

1. Be crystal clear about the VALUE derived by your clients from whatever it is that you're offering

2. Make sure you also know:

   • the goals they have

   • what needs they are yearning to fill

   • what desires are unmet in their hearts and minds

   • the major problems they're suffering from

3. Understand what their buying process is

   • emotionally - do they have to shop around or will they make a decision on the spot

   • 'physically' - who else is involved in the decision, how the purchasing process works in their organization

4. Appeal to their preferred thinking style (relational, analytical, cautious, controlling)

5. Share stories of similar clients you've helped.  Talk about the benefits they gained.  Have your prospects describe for you what an ideal outcome would be of working with you

6. Anticipate why they might not buy from you and address those issues before they even come up

7. Give them a choice.  "Based on what I've heard, here are the 2 - 3 options that I believe will help...  Which one are you thinking is best for you? What would you like to do now?"

If you cover all of these steps, by the time you 'offer' your options, they'll be salivating to work with you!

4.x

“Faith is taking the first step even when you don't see the whole staircase.”  

It's the time of year that many business owners start thinking of how they'll improve their business results next year.  One of the easiest ways to do that is by increasing the amount of business that comes to you by referral.

I've pulled together concepts, tips and tricks I've learned along the way and produced a 2-hour program that will leave you empowered, skilled and ready to ask for AND GET more referrals.

Stay tuned for Early-bird Special bonuses and pricing. You'll be hearing from me shortly!

Leadership without Limits: Inspiring the Best in Yourself, Your People and Your Organization, The Awakening Conference: A Voice for Change, May 15- 17.  Call 602.347.7799 or visit: TheAwakeningConference.com to register.