How to Double Your Closing Ratio

February 11, 2018 by  
Filed under Featured Articles, Wright Ideas

Part of a training course I recently attended included strategies to help advisors improve their sales. The instructor asked, “What’s the worst thing a prospect can say when you ask them to do business with you?” Most of the 200-plus people in the room agreed that the worst reply would be, “No, I’m not interested.”

But I disagree. Depending on the type of prospect you’re talking to, a response of “no” can actually be a good thing. In fact, “yes” can actually be more of a problem in some cases! To better understand why, read on.

There are three types of prospects you need to know about. I categorize prospects into three types, or levels, based on their personalities. When I meet a prospect, I want to know what kind of client they’re going to be before I decide to start working with them.

DEZALB / Pixabay

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The Importance of Making a Good Impression at a Trade Show

February 20, 2015 by  
Filed under Featured Articles, Front Page

CES 2012 - Microsoft

Why You Should Participate in Trade Show

Before I talk about how to have a great trade show event, let’s talk about why you would participate in a trade show in the first place. When you exhibit at a trade you, you are getting in front of a large number prospects and customers in a short period of time. You can create a wonderful first impression when you show and demonstrate your products or services. Trade shows are an important part of product purchasing information for 91% of customers, as sited by Simmons Market Research Bureau in a recent study.  A typical trade show will have 5,000 – 10,000 attendees. You would have 200 or more visitors in one day.  In most cases you would not be able to make that many sales calls in a day. It also opens the door for future communications with the prospects. This is why many companies continue to do it over and over again. Your competition sees this as a chance to garner your prospects and even get your current customers to switch to them.

CES Booth Babe

Keys to Making a Good Impression

Making a good impression at a trade show is all about your intention. You need to think about your prospects and customers and what they are looking for. You must also find a way to deliver your messages in a way that intrigues them to gather more information from you. Make the prospects and customers your focus. Have a friendly demeanor and welcome people to your booth. A good first impression will create trust with your prospects and clients. It also speaks to your Competence and Credibility. You also need the right tools at the trade show to make that great first impression. Your floor and banner displays must be top quality and attention grabbing. It’s important to make a good first impression, you can choose from custom displays, unique tabletop designs and even lighted signs to make a great. You can find everything you need for your tradeshow booth and more . Your trade shows design can make people feel good as soon as they enter your booth.

Review: Six Secrets of Sales Magnets

February 1, 2010 by  
Filed under Books, Featured Articles

Six Secrets of Sales Magnets

By Laura Posey and Will Turner

This book is not something you should overlook if you are in sales. The authors are sales trainers, this book is a good introduction to their services. The great sales people are always looking for ways to get better. Their goal is to help you close 7 out of 10 prospects. They tell the story of an average day in the life of the Average salesman, Professional salesman and the Magnetic salesman. Curiously, while the Magnetic salesperson plays golf and relaxes, the other two work a lot harder to get any money. The secrets of what they do are revealed, the HOW part is not revealed. I do like their concept on Vendorville. Because there is no HOW TO in this book, I assume you can get the details on how to do this in the courses they offer. They mention cold calling in reference to the Average sales person and the Professional salesperson, but not with the Magnetic salesperson. Nice story and nice book, you can clearly see which category you are in. This is a useful start to making positive change.

This book is a California 6

For more info: DancingElephants.net