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network radio and television news this year the city plans to invest 30000000 yuan,[link widoczny dla zalogowanych], completed the District, county (city) area of 360000 acres of water loss and soil erosion. After years of governance, the original 32000000 acres in our city soil erosion of land, more than 49% completed governance.
because of black soil in the farmland ecosystem is destroyed, the most serious soil and water loss of Bin County of our city, black soil at almost the speed of 10 mm per year loss; other serious area of soil, black soil layer thickness has been reduced to 40 cm, only half of the early 50's of last century. The serious soil and water loss directly affect food production, but also affect the environment, flood control safety.
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BEIJING, Sept. 20 (Xinhuanet) -- Baidu made its debut at Spikes Asia 2013, one of the biggest annual events for the Asian advertising and marketing industry, to emphasize the unique value of Baidu Moments.
Showcasing the creativeness of the advertising and marketing industry in the Asian region, Spikes Asia, which opened in Singapore on Sept 14, attracts a large number of leading companies from the marketing & communications and IT industries.
Techtalk session featuring Baidu was held by Omnicom, Media Link and Baidu at the Singapore International Convention and Exhibition Centre.

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SALES SKILL # 41
The Biggest Reason Question
One of the most important Questions you can ever ask during Qualifying, A great way to avoid diarrhea of the mouth is to have a Short and Long Version for every Feature and Benefit, Here's some quick examples for Objections;
I'm not Sure.
or possibly their income or net worth, and/or 5 to 10% more effective at not getting blown off by the Prospects, hatred,[link widoczny dla zalogowanych], Or, the organization you're going to build, Swear
Reveal Manifest,[link widoczny dla zalogowanych], . the more human and open minded they will become.
SALES SKILL # 38
Quit Buying It Back
Salespeople love to talk & one of our biggest challenges is that we spend about 20% of the time Selling & 80% of the time Buying it Back, Our trainer.
not because you want something from it. I just wanted to catch the ferry.By Stan Mr Fantastic Billue See all Articles by Stan BillueSee Stan Billue's Expert PageGet Updates on Sales TrainingGet Updates on Stan Billue Average: 0 Your rating: None Tweet SALES SKILL # 1
The most effective single Word that isn’t even in the Dictionary
Here's a great Technique that can be used for both Buying and Selling. If you're Selling something, you simply say Ooooooh. A majority of the time the Prospect will now ask if they need to start with more, which earns you the right to talk about a larger amount and increase the size of the Sale. whatever price the Salesperson gives you, Granted it doesn't work if you're buying a Slurpee at the 7-11.
however you can use it for an almost endless list of Products and Services where the price could be negotiable. etc. and you'll save thousands of dollars in the coming months and years
SALES SKILL # 2
Use anything but HAYT
An easy way to vault into the top 5% of Sales Pros is to avoid using words and phrases that have been so over-used and abused that they can actually turn off Prospects and Customers A great example would be the question; How are you today By the way always remember the initials could stand for HAYT Although I don't necessarily suggest a question within the first 5 seconds of a conversation I've found that bad habits can be a challenge to stop Since it's easier to change a bad habit here are a few replacement questions:
Can you hear me OK or
Am I pronouncing your name correctly or
Could you stand some good news today or
Are you having as good of a day as you sound
SALES SKILL # 3
COI’s can make you Rich
I can't even begin to count the thousands of times that I've heard Salespeople complain about the quality of their Leads and/or how much they hate Cold Calling or Prospecting How can you blame them Hey rejection sucks A quick way to propel yourself into the top 5% of the Mega-Buck Producers is to start asking for Referrals on each and every contact However first realize it's just like trying to make a Sale You'll give them a Presentation (ask for Referrals) and then they will give you an Objection (why they can't or won't give your any names) Now you handle their Objection and ask them again Simply have more creative ways to ask them then they have ways to say NO Now here's the real value of asking for Referrals on each and every contact 1 out of every 15 to 20 people that give you names will be a COI (Center of Influence) This is a Guy or Gal that is so well liked or respected that whatever they do all of their friends and/or associates will normally do the same thing Each COI will be good for 5 to 10 New Accounts for you doing the next 12 months
SALES SKILL # 4
Will I remember you
A quick little Tip to be in the top 5% of Sales Pros that make 95% of the Money is to Make your Name Memorable This is another easy way to set yourself apart from your Competition by simply Rhyming or Comparing your Name during your Introduction Examples might be:
This is Bill Robert but my friends call me Billy Bob or
This is Jason Ratchet just like a wrench or
My name is Sarah Pulaski but all you need to remember is Sarah P just like in Profit or
My name is Judy Flowers just like in Wild Put your creative mind to work and see what you can come up with It might be days months or even years between conversations or visits however I guarantee that they will remember you when you reintroduce yourself the same unique way
SALES SKILL # 5
Continuation Phrases cough up Cash
Most Prospects we call on have already been called by many other Salespeople Unfortunately they've also been asked the same basic Qualifying Questions many times before If you appreciate that most people are creatures of habit you’ll understand that most of these Prospect have developed Scripted Answers to these Scripted Questions
Unfortunately these Answers aren't always the whole truth and nothing but the truth especially if you accept their first response A great Tip to get these Prospects off of their Script (plus help us to become a better listener) is to start using Continuation Phrases As soon as the Prospect is done answering each Question immediately say:
Go on or
Please continue or
And then what happened or
Tell me more
This will get them off of their Script and requires that they explain justify and/or enhance their initial response The odds are that whatever they say next is usually much closer to the truth than their first answer or comment This is also a great Technique to use with the Whales These are people with extremely deep pockets that normally Hold their Cards close to their Chest In other words they give you very short 1 or 2 word responses which makes it difficult to properly Qualify them The use of Continuation Phrases gets them to open up and become more talkative
SALES SKILL # 6
The Ultimate in Qualifying
In Selling 101 we learned about Open and Closed End Questions Although Open Questions are better than Closed there is a better and more effective way to gather information
You see if we need to find out 5 to 10 things during Qualifying it can end up sounding like a FBI interrogation with one Question after another After all Question have a tendency to pry prod and probe and can be very irritating
Instead the Super Stars use Instructional Statements They are actually direct Orders however they come across as much more conversational and much less confrontational Start using;
Tell me about or
Bring me up to date on or
Share with me how You’ll be pleasantly surprised to learn to both you and your Prospect will start to enjoy the Qualifying process a whole lot more plus you’ll start gathering more and better information in order to be able to fill their needs
SALES SKILL # 7
Trial Closes are not Traumatic
Although Closing the Sale should be nothing more than a logical conclusion to an effective Presentation some Salespeople make the mistake of trying to use too many Closes Unfortunately most Closing techniques ask for a decision which is a challenge for the majority of Prospects and/or Customers since most of them would rather procrastinate A great way to start Closing more Sales with a lot less pressure is to use Trial Closes The true definition of a Trial Close is that is only asks for an opinion instead of a decision Examples might be;
How does this sound so far or
Is this the type of opportunity you've been looking for or
Based on everything we've discussed how does this feel If your Prospect or Customer gives you a weak answer they are indicating that they need more information or might still have one or more questions or concerns On the other hand if they give you a strong response you've just completed the Sale
SALES SKILL # 8
The old but true Feel Felt Found
One of the all time classic selling skills is the Feel Felt Found Formula It's earned the title of a classic because it works more than it doesn’t work
You can show people you have empathy for their situation by using the word Feel Then you demonstrate that you or others have been in the same situation by using the word Felt Finally you offer them the solution by using the word Found The next time you hear an Objection try saying;
I can certainly understand how you feel because I felt the very same way until I found that .
SALES SKILL # 9
If I Could . Would You ? On the other hand, you might be able to actually Close the Sale by using this technique. If they say; Can you deliver this by Friday? instead of just saying; yes you could ask; If I could make those arrangements would you want me to schedule that You can also use several variations such as: If they ask; Can you get the payment any lower,[link widoczny dla zalogowanych], If they ask; Who's calling? you could say; This is Stan Billue, not mine).
you could say; It's regarding a personal financial matter,
SALES SKILL # 11
Have a Shirt and Long Version
It's great that Sales Pros want to acquire Industry knowledge about their Product or Service. Then they end up with too many educated Prospects and too few Sales. every Question, Just how short can they be? I am.
I want to think about it.
I can't afford it. you'll find that a Bridge will help you be more successful. or
Just so I don't waste your time I need to quickly verify that you would meet our suitability requirements.
Of course if your Prospect or Customer has read the same Training Book, then you'll end up with a very uncomfortable situation where neither of you wants to be the first to speak. If you ever find yourself in that awkward position, you can try;
Since I don't hear anything,
I also hope you realize that you're throwing in a little humor, SALES SKILL # 14
Use their Favorite Words and Phrases
A great way to help your Prospect or Customer feel more comfortable is to use their Favorite Words and Phrases. write it down. or even as early as the next sentence, 98% of the people you use this Technique with will have no concept of what you're doing.
SALES SKILL # 15
Use their Name Properly
Using the Prospect's or Client's Name properly can be very beneficial.
Prospect please. my name is . please don't use their Name in the middle or at the end of a sentence. Formula
Depending on the Product or Service you sell, R is for what they do for Recreation and can be a life-saver later during your Presentation or when handling Objections. That could be the total amount they can invest or commit to, the monthly installments that will fit their budget,
SALES SKILL # 17
Another of the 5 Easiest Sales
Previously we discussed how and why Referrals were one of the 5 Easiest Sales. First,
Please appreciate that the Client who just made a purchase is in a Buying Mood so please don't stop Selling.
You might be able to make an Add On Sale by selling an extended Warranty, First, Too many Salespeople are way to quick to jump in with their favorite technique or choice of words whenever they hear an Objection, up pops several more. we can finish the paperwork,
As long as the Prospect or Client says that is the only concern they have,[link widoczny dla zalogowanych], all you have to do is handle it and you have just made the Sale.
SALES SKILL # 19
Another of the 5 Easiest Sales
Previously we discussed how and why Referrals and the Person you just Sold are 2 of the 5 Easiest Sales. Many of you have asked about the other 3, Also.

Existing Customers, do you need anything this month?
If you tailor make a Presentation based on their buying habits,
SALES SKILL # 20
Using a Benefit Summary
Every good Presentation should end with a Benefit Summary. explaining features and benefits, pricing, etc. please appreciate that your Prospect or Client may be a little confused and/or overwhelmed If you wrap up your Presentations by saying something like;
The bottom line is there are 3 critical reasons to move forward today
Now you'll be able to direct your Prospect or Client back to the main reasons for them to place their Order and dramatically increase your Closing ratio
SALES SKILL # 21
Another of the 5 Easiest Sales
Previously we discussed how and why Referrals and the Person you just Sold and Existing Customers are 3 of the 5 Easiest Sales Many of you have asked about the other 2 so here's another one First please appreciate that the cost of constantly advertising for and looking for new Customers can be prohibitive to most Companies Also the time required to constantly prospect and/or cold call for new Customers is always prohibitive for Sales Pros Here is another of the 5 Easiest Sales
Former Customers
Whenever your Company looses a Customer to the Competition please find out why Instead of calling as another Salesperson you might say that you're with the Customer Relations Department This will immediately lower their Defense Barriers Then by showing a sincere interest in them and their concerns the odds are they will tell you why they no longer do business with your Company If they're angry or upset please allow them to vent their frustrations before trying to sell them again A good benchmark is that at least 20% will become Customers again
SALES SKILL # 22
The last of the 5 Easiest Sales
Previously we discussed how and why Referrals and the Person you just Sold and Existing Customers and Former Customers are 4 of the 5 Easiest Sales Many of you have asked about the fifth one so here it is First please appreciate that the cost of constantly advertising for and looking for new Customers can be prohibitive to most Companies Also the time required to constantly prospect and/or cold call for new Customers is always prohibitive for Sales Pros Here is the last of the 5 Easiest Sales Other Salespeople
Hey Guys and Gals lets face it we Salespeople LOVE to be sold Please don't call me if you're an amateur because I'll eat you for lunch and probably ruin your career However if you're a Pro I'll buy almost anything We appreciate a creative Opening that's better than the other 95% We love it when they Qualify us in a professional manner to determine our needs We're thankful when they tailor their Presentation to our needs wants and desires We're pleased when they hang tough and don't run away after 1 or 2 Objections And yes we absolutely go bonkers when they Close us with anything other than; So what do ya think
SALES SKILL # 23
The Switch Off Technique
Since most Salespeople like Buying Questions and don't really like Objections here's a great skill called the Switch Off Technique When you hear an Objection simply restate it in the form of a Question
If the Prospect says; I can't afford it you could say;
I believe your concern seems to be how we could work this into your budget correct
If they say; I want to wait you could say;
It sounds like you want to know what the advantages are of getting started today is that right
If they say; It costs too much you could say;
I guess your question is whether the value actually exceeds the price correct Why not write down your 4 or 5 main Objections and then come up with a Switch Off Technique for each
SALES SKILL # 24
Use your Left Ear Only
For those of us who do all or part of our business via the Phone we should appreciate the awesome value of Using the Left Ear Only It's been proven that the Right Ear goes to the left hemisphere of the Brain which is the logical common sense and rational part of our thinking process On the other hand the Left Ear goes to the right hemisphere which is the creative and emotional part of the thinking process If you want to start selling with more Emotion Use the Left Ear Only Even if you use a dual headset please remove the foam over the right side tape up the opening and then put the foam back on This one idea could increase your effectiveness by at least 20%
SALES SKILL # 25
Know when to Let Go
Unfortunately most Salespeople would rather be rejected or told No by someone they are familiar with rather than a brand new Prospect Consequently most Salespeople continue to call back on the same list of Prospects hoping that one of them just might want to Buy or place an Order today It's critical to Know When To Let Go In other words be willing to cut the cord and start looking for new Prospects instead of calling back the same old list of Prospects Remember that every time you call someone back your odds of selling them have decreased dramatically
SALES SKILL # 26
Slice and Dice your Presentation
The longer you are in this great Sales profession the wordier you tend to become Learn to be jealous of your time to the point that you are constantly looking for ways to say what you need to say using the fewest words as possible You might even record your Presentation transcribe it and then see how many Words you can Slice and Dice The odds are that you can eliminate at least 20% of the Words you use Simple math tells you that you will now have the extra time to talk to 20% more Prospects Guess what If you don't improve any of your Skills or Techniques and simply talk to 1/5 more Prospects you will sell AND MAKE 20% more than you are now
SALES SKILL # 27
Know your Stats
Whether you Sell face-to-face or over the phone it's critical to Know your Stats By keeping track of your Prospecting Qualifying or Appointment Setting Dials the number of Contacts the actual results such as an Appointment Set or Brochure sent etc, and/or 5 to 10% stronger at setting a better call back or in person Appointment, and/or 5 to 10% more proficient at handling Objections and/or Closing the Sale, just imagine how much more successful you'll become.

SALES SKILL # 28
Sell Yourself
Always appreciate that there is one thing that your Prospect and/or Clients can't get from your Competition, Start to Sell Yourself as part of your Presentation by stressing your Training and/or Experience, and your dedication to your Clients or Customers. always remember to Question the Objection. You can still use a Cushioning Statement, however it's critical that you always learn to question what your Prospect or Client has said. There are 3 things that can happen when you Question what they just said. but give you more information on how to handle it. in the process of trying to explain what they said, they actually explain it away their Objection and allow you to Close the Sale.
Drill and Rehearse
Whenever you see or hear a new Skill, or choice of Words that you want to add to your arsenal, always be willing to Practice, Drill, they stop using it. or choice of Words to be effective,
SALES SKILL # 31
Make every Contact Profitable
A great way to develop the Attitude of a Winner is to develop the Mindset that you are going to
Make Every Contact Profitable. you might not set an Appointment, or even reach your Client or Prospect, SALES SKILL # 32
Be a Performer
I recently spoke with a Performer that had made $600.
000 this year, selling on the phone. If you'll notice, most salespeople sound like they are doing a voice-over for a PBS Documentary on their Product or Service. excitement, and Performance.
SALES SKILL # 33
Listen for Openings
Whenever you are speaking with a Prospect or Customer, It means that even if you are in the middle of Qualifying or making your Presentation, This puts the spotlight back on them and makes them appear more important that what you are trying to sell. you will sell a lot more of your Product or Service.
This is especially true in Selling since 20% of your Customers will give you 80% of your Revenue or 20% of your Customers will give you 80% of your headaches, What most Sales Pros overlook is that with Prospecting, only 20% of the people you call on will fit into the 80% group that make up your best potential Customers. Quit wasting so much time trying to cram round pegs into square holes by believing that 80% of your Prospects could be or should be potential Customers.
SALES SKILL # 35
Get the Spouse Involved
If you are selling any Product or Service where a Spouse and/or Partner could possibly be involved, never make a Sale and never know why. Always Get the Spouse or Partner involved. correct?
You will eliminate one of the biggest Objections you ever face, make sure it's addressed to both parties if a Spouse and/or Partner is involved.
Salespeople don't really listen to what their Prospect or Customer is saying. Always learn to Question every Question before launching into the answer. always Confirm your Answer before you move on with your Presentation. Too many Salespeople rattle off their scripted answer and then continue throwing out features and benefits only to find out that the Prospect or Customer brings up the same Question or Objection all over again. Be willing to try the Short Version first and see if your Prospect or Client was satisfied. then use the Long Version.
I recently touched on the phenomenal value of having a Short version for every Benefit, I was reminded that he came up with probably the shortest Closing Statement in Trial history, which was 7 words;
If it doesn't fit, you must acquit.
Theory
I'm often amazed at how much we all tend to get away from the basics that are critical to our success. theory, which has been around forever but seldom used any more. Desire, before we can hope to make a Sale, or at least make something happen. I urge you to look at your Phone Scripts, In-person Presentations, and yes, Depending on your Product or Service.
what's the single biggest reason you've never (tried) (bought) (invested) this in the past? handle, or answer in order to consummate a Sale. it is absolutely critical that you allow them and even encourage them to DUMP their pain,
Although the words used over the Phone are critical, just as important is the Delivery. or attend a Radio/TV Announcers School,[link widoczny dla zalogowanych], or study and emulate great
Speakers, or at least be willing to practice, Be willing to practice your diction.
volume, Always remember that the great Speakers and Story Tellers are the ones that make the Mega Bucks in our Industry.
SALES SKILL # 44
Don’t forget the 5 W’s
To often in Selling, we forget about the 5 W's and the all important H. all or a majority of these should be used.
WHO else they are considering doing business with.
WHEN will they need your Product or Service.
WHERE will the money be coming from or be available in the budget. a Board or Group,)
SALES SKILL # 45
Don’t be a One Trick Pony
I encourage you not to end up being a One Trick Pony.
Too many Salespeople develop one style of Communicating or Selling and use it over and over with every Prospect and Client. If you listen to a Taped Call, volume, sounds exactly the same no matter where you cue up the Tape, Learn to develop that magical musical Instrument called your Voice. Developing Rapport IS NOT having a Conversation. I hate to bust your bubble, however they don't care about us.
SALES SKILL # 47
Are you Prepared?
Most folks in our great profession of Selling neglect one of the most critical success factors.
They fail to appreciate that in almost every other profession, the Pros always practice, do exercises, before going out and doing what they do for a living. live Prospect/Client. Instead,
SALES SKILL # 48
Tune Up your Scripts
It might be time to Tune Up your Scripts! Since we say almost the same things on every Call (even if we don't think we use a Script), why not transcribe what we say and then analyze every word in every sentence. powerful.
colorful, whinny words?
SALES SKILL # 49
Turn on the Creative Juices
Recently we briefly mentioned that it might be time to Tune Up our Scripts. hand written Notes, How far can we really push the envelope? Here is one of the best pieces of copy writing I've come across. I'm a very good girl who LOVES to play, I love cozy winter nights lying by the fire and candlelight dinners will have me eating out of your hand. I'll be at the front door when you get home from work wearing only what nature gave me.000 men found themselves talking to the Atlanta Humane Society about an 8 week old black Labrador retriever.

You might leave a short message like;
This is Stan from the ABC Company and I'm sorry to say I have some very bad news for you.
You'll be amazed at how soon they call back out of curiosity. In other words, Tell them what you’re about to tell them,[link widoczny dla zalogowanych], and then Tell them what you’ve just told them. tell them what you’re about to cover which is Bridging into the Presentation and establishing Criteria for a Sale. tell them what you’ve just covered,[link widoczny dla zalogowanych],
Always remember, enthusiasm, we should also use a Continuation Phrase to get them to enhance.
justify, or explain their Answer. The very best I recommend is;
Tell me more Additional phrases we can use might be;
Please continue or
Go on or
And then what happened or
Oh
Another great benefit to using this Technique is that it will get the folks with deep pockets to open up. These are the people that normally hold their cards close to their chest and give us Answers that are evasive and without any details. Proven, and You. B to B or B to C, you might want to cinch up your seat belt. or even stunned with what I’m about to share with you,[link widoczny dla zalogowanych], however I would be doing you a grave disservice if I didn’t.

Please appreciate that Facts TELL & Stories SELL. If all we do is educate our Prospects with facts and figures, It is critical that we learn to be a Story Teller because people love to be entertained. Stories when written well and delivered with emotion, passion, invoke those same 3 key facts within our Prospects and since Selling is a transfer of feelings,
SALES SKILL # 55
Make Hard Selling Easier
Is Selling becoming Harder? Screwed,[link widoczny dla zalogowanych], Reamed, Steamed.

[b] The Internet has made it easier for Prospects to find the good, or even us. emails, at the Movies, plus they are inundated with Phone Calls offering everything imaginable. and/or be a little weird, warped,
[d] Most Prospects are no longer interested in or have the time for small talk such as; How’s the Weather out there? and descriptive words possible. It must determine their needs.
and then know at least 10 ways to Close the Sale. I urge you to analyze your Presentation and use as many Power Words and Emotion Packed Words as possible. Super Verbs
Accent Emphasize, Crush, Overlook
Hate Detest, Loathe, Despise
Imagine Envision, Refine,[link widoczny dla zalogowanych], Grasp, Cherish.
Design
Promise Vow, Unveil, Disclose
SALES SKILL # 57
What’s your Minimum?
Just a few days ago I got an urgent email from a Client who asked for help. and what Product or Service you are Selling, you might have to change a few words around. Here are 3 of my Top 20 Ways to handle What’s your Minimum?
And then there are a few that because of other commitments and responsibilities can only start with 10 to 15k.
Which of those categories would you fit into most comfortably, just starting out?
the top amount is second and the lowest is always last.
If you truly have a passion for profit and understand the incredible benefits of this (product),
Bumping:
What's the least you could start with? (wait for an even larger amount)
And if you really fell in love with it?
For Voice Mail: Normally if you press 0 you’ll get an Operator and you can say;
I was trying to reach (name) and all I got was their Voice Mail. live and in person? or
I understand, Here are several quick Tips for you.
Specific Time Frame: You can arouse curiosity by telling them that you can only accept their Return Call during some odd ball time frame like between 3:10 and 3:40 this afternoon.
Use some Humor: Based on your personality and theirs.
have some Fun with your message.
Whisper about some News: You can arouse their interest by whispering about some incredible news that you just learned and they absolutely need to be aware of it.
There are two great times to use 3rd Party Testimonials. First is when stressing Benefits.
SALES SKILL # 60
Too Good to be True or Too Good to Pass Up? which is usually that they don’t want to Buy or we can talk about what we want to talk about, which is why they should. defend, and do battle with our Prospects and Customers. Instead you might say;
I’M GLAD YOU BROUGHT THAT UP BECAUSE WE DO FEEL THAT IT’S TOO GOOD TO PASS UP BECAUSE OF (launch into your Benefit Summary).
I’m going to cover some of the personality types we work with on a daily basis and a few Tips on how to better communicate with them. Ask direct questions and force them to state opinions. The Technical Prospect: This prospect needs the details, when,[link widoczny dla zalogowanych],
The Shopping Prospect: This prospect will want to know the price right up front. The Know It All Prospect: This prospect normally has a huge ego. Help this prospect feel that they are the teacher and you are the student. Show appreciation for their expertise and demonstrate the personal benefits that they will receive with your product or service.
SALES SKILL # 62
More Personality Types
Rather than a specific Skill, Although you shouldn’t automatically classify different types of prospects and clients into specific groups.

The Closed Minded Prospect: This prospect can be abrasive and skeptical of anything new or different. Don’t be overpowering or threatening. Relax and give a presentation that stresses the improvement of their personal, family or job situation. You need to stress the benefits to then, sight case histories,[link widoczny dla zalogowanych], offer referrals, End up by stressing the risk that they will be taking by waiting. The Buck Passer Prospect: This prospect will tell you everything that you want to hear, the price seems right and they understand the details.
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