Sales Trap - We Love to Talk, But Need to Listen

Filed under:Better Sales — posted on March 26, 2008 @ 8:16 pm

My research has clearly shown that, when it comes to selling, the part we’re most comfortable with is talking about what we do - explaining our services and how we can help the client.


So what do you think happens in most sales encounters? That’s right… we tell ‘em what we do.


Problem #1 - Clients don’t really want to know what we do.
Not to start with anyway. Usually they first want to know that they can trust us and that we comprehend their situation. They also want to understand ‘how’ we can help them. This is different to knowing exactly ‘what’ we do. To achieve this we need to look at what they want to achieve, and what their concerns are.


Problem #2 - When we’re talking we’re not listening.
It’s a fact. People can think many times faster than they talk. This means that when you’re talking, your client can think about lots of other stuff (like their next appointment, or your unpolished shoes). So keep your client focused by getting them to do the talking.


Control the sales encounter with questions. By using a structured questioning sequence you can move from initial exploratory questions to high-impact outcome oriented questions. When done properly this creates a harmonious exchange between the seller and the client. It’s not a matter of interrogating the client, or forcing them to make a quick decision.


As the salesperson (whether you be a consultant, partner, owner or manager) the overriding temptation is to start explaining what you do. Often this includes mentioning previous clients and interesting outcomes you have achieved. But does the client care? Not always. And not ever if what you are saying is not relevant to them.


The secret to selling like a professional is to listen closely to the client. Find out as much as possible that might be relevant to your service. Ask questions about their expectations. Then when you have that knowledge, discuss only the aspects of your service that have a direct bearing on your clients stated needs. Use this ‘inside knowledge’ during your presentation to highlight why you are the best choice as service provider.


And when you finish your presentation and need to gain a commitment from the client, ask another question, or suggest the next step. “Would you like to sign the agreement tomorrow?” or “Can we meet next week to finalise these last few issues?”


With a bit of practice you can replace your old sales monologues with a meaningful exchange of information that leaves your client wanting to work with you.


(c) 2004 Stuart Ayling

EzineArticles Expert Author Stuart Ayling

Stuart Ayling runs Marketing Nous, an Australasian marketing consultancy that specialises in marketing for service businesses. He helps clients to improve their marketing tactics, attract more clients, and increase revenue. For additional marketing resources, including Stuart’s popular monthly newsletter, visit his web site at www.marketingnous.com.au

The Different Ways You Can Sell Your Property

Filed under:Great Real Estate Tips — posted on @ 5:16 pm

Using an Estate Agent to Sell Your Property

Selling a property with the help of an estate agent is the traditional route. In fact it is so established that many people don’t even know that there is an alternative.

If you use an estate agent to help sell your property they will normally do the following things:

  • Prepare the property particulars and photographs
  • Promoting your property to potential buyers on their lists
  • Arranging viewings with potential buyers
  • Handling enquiries
  • Helping to negotiate the offer price

However, Estate agents usually charge a hefty sales commission of between 1.5% to 4%, plus VAT.

This means that on a £250,000 property where the sales commission is 2.5% you would have to pay £6,250 sales commission plus £1,094 in VAT.

The other problem with using an estate agent is that ultimately they are only really interested in making their sales commission. This means that they might try and persuade you to accept an offer that you don’t really want to, simply to secure the commission.

Selling Property Privately

An increasing number of people are starting to sell their property privately to avoid having to pay agents’ sales commissions. And with 70% of people searching for property to buy online, this can make a lot of sense.

Many online private property sales sites are now offering similar services to estate agents (such as taking photographs, preparing an online advert for you and handling enquiries) without asking for a sales commission.

Selling property privately can save you thousands of pounds and the stress of working with an estate agent.

Property for me.co.uk is a private sales site covering the whole of the UK designed to help you save money in estate agents commission fees.

How to Reduce High School Dropouts by Half

Filed under:World Library — posted on @ 2:15 am

Interview with Dr. Brian E. Walsh, Author of “Unleashing Your Brilliance: Tools & Techniques to Achieve Personal, Professional and Academic Success.”

Reader Views’ Managing Editor, Irene Watson, is pleased to interview Dr. Brian E. Walsh. Dr. Walsh is the author of Unleashing your Brilliance: Tools & Techniques to Achieve Personal, Professional and Academic Success.

Irene: What inspired you to write a book that deals with learning patterns of the brain?

Brian: I became a hypnotherapist a few years back. Part of my study included brain hemispheric differences. One of the most intriguing aspects was that, not only do we have a dominant brain and hand, we also have dominant feet, eyes, and ears. How an individual is neurologically wired can result in one of 32 possible learning styles. How many teachers and trainers know that? This information sparked my interest in accelerated learning. Actually, I prefer the term enriched learning. It isn’t speed, it’s the quality of learning that that is critical.

Irene: In your book you talk about the various forms of intelligence. The one that we are most familiar with is the “IQ” measurement. Two that you mention are spatial and musical. Explain some of the other forms that we possess.

Brian: Well the “IQ” measurement is not only ethnocentric, but is also bias against students who have smarts in intelligences other than mathematical, logical, and linguistic. School systems cater to the left-brain, and students wired that way do well in school. The other intelligences are, spatial, musical, interpersonal, intrapersonal, naturalistic, and the most under-appreciated: kinesthetic intelligence. Kinesthetic people need to move, touch, and experience in order to learn. Those high in this intelligence often have a very difficult time in school. Occasionally, they are mistakenly labeled as hyperactive, and subsequently drugged. A large number of high-school dropouts are kinesthetic learners.

Irene: By hyperactive, do you mean many young children are diagnosed as having ADD or ADHD? If so, why do you believe they are misdiagnosed and drugged?

Brian: Yes, I do mean ADHD, and I am not saying that misdiagnosis takes place in the majority of cases. ADD and ADHD are simply behavioral disorders. Not all cases should be treated with drugs. Most teachers and physicians are ignorant of the basic three learning styles (visual, auditory, kinesthetic). Few teacher colleges include these concepts in their curricula. Often the approach is to just cure the symptom. An overworked physician reverts to drugs as the easy way out. There are a number of programs available to deal with these issues, Brain Gym being just one of them.

Irene: You believe that creative and critical thinking are not common skills. It is believed by some, however, that logical concepts of everyday reasoning and problem-solving are innate. What is your basis for your theory?

Brian: I agree that these skills are with us naturally at first. Unfortunately, in school, there is greater reward for being right instead of exploring alternatives. We become programmed to find the “right” answer, then stop looking. This results in limited thinking. When I say that these are not common skills, I mean that students are encouraged to get the test answers right rather than explore unorthodox concepts.

Irene: Give us some examples of unorthodox concepts.

Brian: Perhaps a better phrase would be to allow random, intuitive, creative discovery — to permit, indeed encourage, out-of-the-box thinking. By narrowing the scope to the one correct answer, open frank, and expanded thought is inhibited.

Irene: Discipline, and how it is administered in schools, is a touchy subject. You have expressed that classrooms actually work against learning. Please explain your thinking.

Brian: This is a reference to the kinesthetic learners. For them to sit still in class is hell. They squirm, they fidget, they drum their fingers, they shake their legs. They often thrive in the earlier grades, because there is some activity. As they get older, they are expected to “act” more maturely. Most teachers haven’t a clue about the advantages of kinesiology exercises, such as the cross-crawl. A host of these activities can drive fresh oxygenated blood to the brain, and concurrently stimulate cross-hemispheric brain activity. Whole brain learning is achieved. While I’m on this subject, water is crucial to energy and learning. Dehydration is a major cause of fatigue and impaired brain functioning. A person who is just 5% dehydrated has already lost 30% of cognitive ability.

Irene: The cross-crawl exercise is also used by some people with dyslexia to stimulate cross-hemispheric brain activity. The results have been notable. Do you believe that dyslexic people are often misdiagnosed also?

Brian: Well, dyslexia is a label indicating a specific learning disability that is neurological in origin. It shows up in reading and spelling. Strange that dyslexics are called disabled, since many are average to above average intelligence. To answer your question, absolutely, some people are misdiagnosed. I am so encouraged by the great research of Dr. Carla Hannaford in hemispheric dominance. I believe that kinesiology will play a greater role in education in the years to come.

Irene: In chapter nine of Unleashing Your Brilliance you cover the benefits of hypnosis for the purpose of a student having more discipline and organization in their learning structure. What other practical reasons would a student benefit from hypnosis?

Brian: I am careful in my use of the words hypnosis and trance in reference to learning. Let me put it this way: The ideal learning state is known as “relaxed alertness”. In actuality, this is a light trance. Most people do not understand that information hits the subconscious mind first. Only a very little of the incoming data reaches the conscious mind. This is the central theme for my book. If you truly understand that information is processed by the subconscious first, then you can adapt your learning methods to take advantage of this fact.

Irene: Basically, you are talking about being in the Alpha level of consciousness. Would you explain to our reading audience the various levels and what activity occurs in those levels.

Brian: The brain wave frequencies are designated by the terms Beta, Alpha, Theta, and Delta. Our normal state of consciousness oscillates between Beta (full awareness) and high Alpha (light level of trance - daydream). Some hypnotherapy is accomplished at various levels of Alpha since a person is highly suggestible in this state. The deeper level of Theta is reached in hypnosis, meditation, and light sleep. Twenty minutes of Theta trance is as beneficial as a few hours of sleep. The Delta level (very slow brain wave frequency) is occasionally reached in hypnosis, and is reached during dreamless deep sleep in the first few hours of sleep. This is the most valuable period of the night’s sleep, since it is in Delta that the necessary cell repair and regeneration takes place.

Irene: At what age should a person start using hypnosis for enhancing learning skills?

Brian: Interesting question. Have you ever wondered why children learn so easily? Children are already in trance. Their brain waves are slower than adults express in their fully-conscious state. Hypnosis is evidenced by slower brain waves. I believe that with proper instruction in self-hypnosis, a student can begin as early as the age of 7.

Irene: Thank you for your interview. I find this subject very fascinating and could talk to you much longer but we need to wrap it up. Is there anything at this time that you would like the reading audience to know about you or your book?

Brian: I am passionate about this subject. My mission is to reach people, students or adults, who have any thoughts that they don’t have the smarts to get ahead. Most of us have been processed through the factories that are called schools. School boards have limited budgets, and this puts pressure on the teachers. There are no simple answers. I recommend that parents be assertive. If they get a grasp of learning styles, multiple intelligences, kinesiology, and how the brain learns, they will be in a much more powerful position to assist their children. Students of all ages must take charge of their own learning. Relying on conventional schooling is not enough.

Irene Watson is Managing Editor of Reader Views, a book review service based in Austin, Texas. http://www.readerviews.com She the author of her memoir, “The Sitting Swing.”

How to Avoid Being Dropped by the Search Engines

Filed under:World Of SEO — posted on @ 1:08 am

For websites, one of the most important things in their existence is their ranking with the search engines. The reason why this is so important is because when websites are ranked high by the search engines, they get flooded with free, targeted web traffic from visitors who are looking for information or products. Obviously, any kind of activity that might hurt a websites chance of getting a premium listing should be avoided at all costs. The following tips are things websites should completely avoid if they want to optimize their results with the search engines.

Tip #1 Don’t Spam

Almost none of the search engines index websites long term that practice spamming. Also, search engines frequently update their definition of “search engine spam” than say the average Internet user, so it would be worthwhile to educate yourself and stay current on the definition of spamming by the major search engines. Search engines frequently blacklist URLs that engage in spamming, so not only will you not get indexed but you could get blacklisted for life. Certainly worth avoiding.

Tip #2 Don’t Use Frames

Search engine spiders that crawl the web do not respond well to websites using frames and frequently miss many of the pages that are listed within the website. As a result, you should avoid using frames on your website because search engines do not treat them favorably.

Tip #3 Don’t Have Pages Under Construction

Make sure when you submit your URL to the search engines to get indexed that you do not have pages currently still under construction. Search engines as a rule don’t like to list pages that are still under construction, so if you have these be sure to finish them before submitting for indexing. Also, never use the phrase “Under Construction” on your pages that are unfinished!

Tip #4 Don’t use Invisible Text or Other Sneaky Tricks

Do not use invisible text with keyword stuffing to try and beef up your search engine rankings. Your viewers might not know that you are using invisible text, but the search engine spiders will catch you and may blacklist your URL. Play fair and by the rules.

Tip #5 Free Hosts

Frequently businesses that use free web hosts find their websites not getting indexed by the search engines. The reason for this is that free hosts have a lot of restrictions and cause a lot of problems for users, not to mention sites that are down because the server is down. Problems with your server will cause problems with SE indexing, so avoid it if at all possible.

These are just a few of the more popular suggestions to keep your web pages indexed by the search engines and ranking in the SERP’s. If you ignore these tips, you should not be surprised if your pages are not spidered, indexed, and ranked.

Michael Turner reveals step-by-step how you can increase search engine traffic in his free 7 part mini-series. Grab it now at http://www.powertraffictactics.com/