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Business Opportunity Seeker Excommutercated
Are you tired of commuting to work, racing the clock to get there on time, dressing in work clothes everyday, and feel like your whole life is just stuck in traffic. If you do, use these proven 12 free tools, to start your business opportunity...
Dialogue: The Four Dialogic Principles For Successful Communication
"But you don't understand!" exclaimed the manager, "this new initiative is vital for our team. If it doesn't work we could all be out of a job!"
"Uh-huh... Really... Explain to me again how this new initiative is so different from previous...
Don't Bite the Hands That Used to Feed You
When we begin working online we have no idea how to get visitors to our website, let alone actually make a sale. We start to read everything we can get our hands on to learn as much as we can.
We subscribe to newsletters, sign up for free...
How To Avoid Email Filters That Prevent Responsible Emails
Email is no doubt one of the most effective form of communication. Virtually anyone with Internet Access must have at least an email account. Email messages can be sent to anywhere in the world, to any email address, and cost almost next to...
What Consultants Want You to Know (But You Never Ask)
I’ve been both a CEO and a consultant, so I’ve seen from both perspectives what goes right and what goes wrong when a consultant comes in to a company. Generally the CEO or the manager who hires the consultant tells the consultant what he or she...
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Nothing Happens Until Someone Sells Somthing
You can always tell a good salesperson, they are always on the look-out for opportunities to do exactly that. Every chance they get they'll promote whatever it is they offer. They are driven through their need to either make money, they're passionate about the goods and services they offer or both.
And for those of you who turn your nose up at people who 'sell' for a living, forget it! Everyone has to sell something. You wouldn't have a job if your company had nothing to offer. Every business has to sell something. Selling creates business. Sales creates economies. Imagine what would happen if your local supermarket had no stock to sell. They would go out of business and so would many other businesses who sell their products to the supermarket. Heaps of people would be unemployed as there would be no reason for them to be at work. If you work in an education institution, what would happen if you didn't have courses to sell? There would be no need to employ anyone as you wouldn't make any money to run the organisation.
There is more to selling, than telling
According to Michael Gross, parenting expert and well-known speaker, when you know who you are dealing with, you can dramatically increase the number of sales you make. Birth order knowledge gives you vital clues to the approach you use and helps you increase your sales performance.
First borns
If you are selling to first borns make your approach direct and to the point in line with their direct, no-nonsense personalities. They like meat and potato type information to help them make a decision and they don't respond so readily to the gloss and glitter of coloured brochures and other bells and whistles that can be used in the selling process. When selling to first borns tell them what your service or product will do for them rather than focus on features or fads.
Closing a sale to first borns is also tricky. First borns like to be in control so it is a mistake to back them into a corner. The "Now that you can see the benefits I shall just show you where to sign" approach won't work with many first borns. They are cautious and often like to take their time and consider their options. An attempt at a quick close can cause them to back off completely. First borns need to think that they are doing the buying rather than they are being sold to but that doesn't mean that you don't follow up with first borns. You may need to be very persistent with this group, as they like to take their time when they buy.
Second and middle borns
Second
and middle borns value relationships so an alert salesperson will work at finding out about their clients' friends, family and interests. Unlike those direct first borns seconds like to be asked questions so don't be shy when selling to a second or middle child. These people generally like sales calls outside of the work environment so they respond well to social calls and promotional activities. Seconds don't mind being sold to so Leman suggests that anyone selling to them shouldn't be afraid to close the sale, but give them the chance to check with others first.
Youngests
They like to play so selling to them should be a fun experience. They also like to take risks so they are more likely to try new trends than first borns. Youngests respond well to glossy brochures, graphs and PowerPoint presentations containing all the bells and whistles that first borns tend to shun. Their impetuosity makes them more susceptible to signing on the dotted line without delay so don't be afraid to move quickly to close a sale if they provide an opening.
The Final Word
Isn't that interesting? There's always more to learn when it comes to selling. Let's face it, life is all about relationships in some way isn't it? What do you do to learn how to enhance your communication skills with others? It's definitely worthwhile reading books like Michael's so that not only do you learn how to communicate effectively, but most importantly you learn about yourself and what makes you tick.
For a complete guide to birth order personalities to use within your family and at work make sure you read the ground-breaking new book that everyone is talking about "Why First Borns Rule the World and Last Borns want to change it by Michael Grose. Order from www.parentingideas.com.au for only $27AUD.
Have a great week!
Lorraine Pirihi
Lorraine Pirihi is Australia's Personal Productivity Specialist, Leading Life Coach and a dynamic presenter. She runs her own business The Office Organiser specialising in working with Small Business Owners and Managers helping them to dramatically improve their productivity, reduce the stress and the mess and have more time for living life!
With a Bachelor of Experience, a PHD in Commonsense and a Masters in Results, Lorraine is Australia's expert on how to get organized at work so you can have a life too!
Book Lorraine today for your next event. It will be the best investment of your time and money you ever make!
Tel: (+613)9532 5497 lorraine@office-organiser.com.au
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The Sunday book review of the national daily newspaper features criticism, columns and an online book club. |
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Books. Rather than continuing to maintain its own index of online texts, the IPL is now pleased to recommend a number of other worthwhile resources for this ... |
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oreilly.com -- Welcome to O'Reilly Media, Inc. |
O'Reilly Media spreads the knowledge of innovators through its books, online services, magazines, and conferences. Since 1978, O'Reilly has been a ... |
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Chronicle reviewers pick the best books of the season for the readers on ... Jessica Mitford's children recall the woman they called Decca in a new book. ... |
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