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OnLine
Exchange e-Zine
...A Realm of Information for the Avid Internet Marketer |
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| June 28, 2007 | Issn:1528-3992 - Circulation:15,000+ |
Copyright©2007 |
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1.
A Word from the "Editor" |
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This EDITION of THE ONLINE EXCHANGE e-zine is brought to you by our:
TOP-STAR Sponsor:
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Instant Paid Commissions. Hot products. Leveraged sales. Not Mlm. This works.
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1.) A WORD FROM THE "EDITOR"
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A Warm welcome to all our new subscribers.
Well folks, we're almost there. A whole new look is
coming to The OnLine Exchange. We are getting a
facelift! Business is just like life, and every so often
we need a freshen up and do something different
to make ourselves feel better. Along with a fresh
new look, we will have some new offers, exciting
specials and new additions to our ezine. Keep
an eye out!As most of you know, ezine a.dvertising is the most
effective way to a.dvertise your business. In efforts
to assist you in your marketing campaign,
The OnLine Exchange have reduced our prices and
formulated a range of variety packages to make your
campaign run smoothly during this crucial time of year.
You can visit our website to view our packages, and if
you would like to view on the special packages, just
click on Variety A.D packages for more information:
If you have any questions, suggestions, opinions,
please email us at: marketingtrendz@comcast.net
Have a GREAT Weekend!
Best Regards,
Debbie Solomon
marketingtrendz@comcast.net
Please forward this e-zine to all your friends and co-workers who might be interested!
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2.) HEADLINE ARTICLE
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«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤»
The Power of Questions«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤»
Participants in my sales training workshops often ask how they can better control the sales process. Most people spend the majority of their time talking about their product or service believing that telling is selling. Although they may have been trained to do this, it is an ineffective approach. The most effective way to control the sale is to ask more questions.
Selling is like driving a car. The person who asks the questions sits in the driver's seat and controls the direction of the sale. The passenger-the person who answers the questions-goes along for the ride. Whenever the customer starts asking questions, she moves into the driver's seat and takes control of the sale and the sales person becomes the passenger.
Unfortunately, many sales people feel that they are selling when they are responding to their prospect's questions. They mistakenly believe that this will demonstrate how smart or knowledgeable they are and will help the other person make a buying decision. Many sales people have learned to ask questions but too often they sound like this:
"If I could save you money, would you be interested?"
"Is this the one you want?"
"What will it take to earn your business?"
The problem with questions like this is that they do not help you gain the knowledge you need to effectively present a solution. And they don't help you actually control the sales process. Plus, questions like this only demonstrate your lack of sales ability and will quickly cause your prospect to lose interest in the call or discussion.
Instead, you need to ask high-quality questions. Questions that make your prospect or customer think. Questions that demonstrate your knowledge and expertise. Questions that your competitors are not asking.
Let's say for example, you sell advertising. Instead of asking standard questions that focus on your prospect's current advertising campaign and budget, you could focus on learning more about their goals, objectives and the challenges they are facing trying to meet those targets. This approach helps you gain more insight to your prospect's business which means you will be able to present a solution that will help that person's business.
In today's ultra-competitive business world it is actually easy to stand out from your competition because most sales people are so focused on trying to get the sale that they don't learn anything about their prospect's situation. Or, they move backwards through the sales process by starting with their presentation, pitch or demonstration followed by a Q and A session instead of asking questions first and then adapting their presentation to address the needs of the person they are speaking to.
Several years ago, I met with a sales rep to learn more about computer-based training and how it could potentially help the company I was working for. When he entered my office he immediately fired up his laptop and began telling me everything about his company from how long they had been in business, to how well funded they were, to the organizations they had worked with. After his fifteen minute monologue, he asked me what questions I had. My immediate response was, "How can you help me?" after which he went into another ten minute pitch. By the time he was finished talking, he was also out of time because I had to attend another meeting. A few weeks later he called me and asked if I had made a decision and when I said I going with another vendor he immediately asked if price was a factor. I responded by saying that we had not even discussed price because all he did during the entire sales call was talk about his company. I also mentioned that I still had no idea of how his company could help me and shortly afterwards, I disconnected the call.
Hopefully it's obvious to you that the sales rep lost the chance to gain my business because he didn't learn anything about my specific situation. He didn't ask me what I was looking for or why I was considering computer-based learning. In all likelihood, he probably thought he was controlling the sale by talking, but in reality, all he did was waste my time and his. Unfortunately, this happens much more than people realize.
In a recent workshop I conducted, we had invested a significant amount of time discussing the importance of asking thought-provoking questions and the time had come to apply this concept in a simulation. I watched in amazement as virtually every sales person launched into a pitch without first asking their customer a series of questions.
If you truly want to control the sales process and positively influence the outcome, you must teach yourself to ask questions instead of talking. Contrary to popular belief, telling is NOT selling.
© 2007 Kelley Robertson, All rights reserved.
Kelley Robertson is a professional speaker and trainer on sales, negotiating, customer service, and employee motivation. Receive a F.REE copy of "100 Ways to Increase Your Sales" by subscribing to his free newsletter available at his website. Visit www.kelleyrobertson.com . He is also the author of "The Secrets of Power Selling" and "Stop, Ask & Listen-Proven Sales Techniques to Turn Browsers into Buyers." For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com .
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3.) INTERACTIVE CLASSIFIEDS
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4.) PARENTS TIME-OUT
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Time Out for Parents
Welcome Parents. It is time for a little Time-Out. Running an online business or working outside of the home takes much time and effort away from your family.
This weekly feature is committed to helping parents take back that quality time and devote it more fully to spending it with their children.
Check out this week's features:
«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤Time Out for the Week - Banana S'mores
What's for Dinner? - Crock Pot Chicken with Stuffing
Just for You - The Mayonnaise Jar
Site of the Week - Count your Chickens«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤
Follow the link below to see what it is all about! You owe it to yourself and your children!
http://www.parentstime-out.com
This page is designed to be simple and easy to follow. Our goal is to keep it short and simple each week, allowing you to maximize your family time.
You can find all of our Time Out editions archived at http://www.parentstime-out.com/archives.htm
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5.) HOT BIZ*TIP
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Selective Start Up
When you start your computer, does it seems to take a long time
to boot and sometimes you get strange messages. Well something
is obviously amiss, but fortunately, Windows has something
called "Selective Startup" that will help you figure out what's
going wrong.
Go to Start/Run and type "msconfig" (without the quotes) in the
box. Under the "General" tab, click "Selective Startup."
You'll see several check boxes. Uncheck everything and reboot.
Then check just the first and reboot. Did startup run smoother
without any issues? Then go back to msconfig, check the next box
and reboot. Continue this process until you experience your
problem.
The next step requires a time commitment.
Let's say that your problem appeared when you checked "Startup
Items." Then go to the Startup tab and click the "Disable All"
button. Check off half of the boxes on the list and reboot. No
issue? Then check the next half and reboot. When the problem
happens, narrow down that half until you isolate which item is
causing the issue.
Once the offensive item is found, just uncheck it. Continue
checking the rest of the boxes and rebooting to make sure you
don't have more than one problem. You should get a clean boot
and as a bonus, this can also solve some shut down hang ups.
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Did you know that subscribers to Bob Osgoodby's F.ree Ezine the
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Subscribe at: http://adv-marketing.com/business/subscribe2.htm
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E-ZINE BUSINESS DIRECTORY & RESOURCES
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EZINE BUSINESS DIRECTORY
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ONLY subscribers who have personally and voluntarily subscribed to this Ezine will Receive it. We are 100% Opt-In. We will NEVER provide our subscriber list to ANYONE. We respect the privacy of our readers.
______________________
CONTACT INFORMATION-
Editor: Debbie Solomon
Publisher: Sara Hardy
http://www.marketingtrendz.com
MarketingTrendz
1640 West Sandpiper Circle
Pembroke Pines, FL 33026
support@marketingtrendz.com
_______________________
DISCLAIMER-
THIS DOCUMENT IS PROVIDED FOR INFORMATIONAL PURPOSES ONLY.
The information contained in this document represents the current view of MarketingTrendz on the issues discussed as of the date of publication. Because MarketingTrendz must respond to change in market conditions, it should not be interpreted to be a commitment on the part of MarketingTrendz and MarketingTrendz cannot guarantee the accuracy of any information presented after the date of publication. Information provided in this document is provided "AS IS" without warranty of any kind, either express or implied, including but not limited to the implied warranties of merchantability, fitness for a particular purpose and freedom from infringement. The user assumes the entire risk as to the accuracy and the use of this document.
All opinions and viewpoints in each editorial of The OnLine Exchange Ezine is expressed solely by the editor and writer, Debbie Solomon. The opinions set forth by the editor is not necessarily an interpretation of viewpoints made by the company.
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