The Brogue Hog

In essence affliliate marketing is a lot like e-bay. You push the assorted products on your web site for this, you receive a commission from each sale or lead. There is less work involved, very low operating costs, it works twenty-four hours a day, and it is easy to pick up.

The very first step you must take is to determine which items or area best suits your life. A method of doing this is, find out solutions to problems a particular group of customers are suffering from, and then find out the best solution. A good way of achieving this is looking for unique sets of narrow keywords; there are fewer searchers for these as a rule, but they convert far more into sales.

If you’d like to root out these profitable words and phrases, use programs like Micro Niche Finder. Data gathered from Micro Niche Finder or other programs or software packages gives you a list of related terms that you may focus on in order to get an advantage in the rankings on an internet search. Further data is supplied from the program, for instance search frequency, the number of other sites using the particular keyword or phrase, and how good the competition is. Ultimately, Micro Niche Finder information can identify related domains, help you put together your internet site, and even identify suitable merchandise for you to sell. Now it’s time to build a web site; yet you still have some crucial tasks to complete. You’ll want to fine-tune your internet site for the search engines. This is where SEO Elite information can help may help. Competing websites are analyzed by SEO Elite information which then provides advice on improving search results. With SEO Elite the info provided by the software package suggests where to find links, which words to focus on, and information on where to upload articles. In a nutshell, SEO Elite information is similar to the data you may get from an experienced SEO professional. When you know which market segment you’d like to sell in, set up your advertising, and your website has been designed, it’s time to get your internet site up in the search results. Earnings will roll in regularly and wonder why you doubted that affiliate marketing would work for you!

One of the things I remember most about San Diego is the GIANT USED CAR TENT SALE that used to happen every weekend in the parking lot of Qualcomm Stadium. As a promotions assistant at a local radio station, we used to have to spend time there once a month or so, giving away prizes to passers-by and generally waste away a Saturday or Sunday morning. I put the name of the event in capital letters because that’s how they advertizement would go; a man practically yelling the words through the radio at you. Like one of those monster truck rallies (”Sunday Sunday Sunday!”) or gun shows or something.

I would never have normally gone to this event if I didn’t have to work there for the station. It seemed like a terrible way to spend a weekend morning. People would drive for miles to get a good deal on a used car, but all I could notice were the sheer numbers of smarmy used car salesmen. They are the some of the worst people on earth, in my opinion.

Someone told me recently that they should set up an auto dealer bonds tent within the stadium parking lot, so that people can make sure they are getting the best deal possible at this event.

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Do you want to sell more successfully using an honorable and straightforward approach? Read these thirteen sales tips to help you be perceived as a trusted sales professional by buyers. Incorporating these sales tips into your selling process will differentiate you from the rest and help you sell more successfully.

1. Attitude can be everything. It is important to remember that your attitudes drive all actions and these actions are perceived by buyers as trust-building or trust-breaking. The most important change you can make to sell more successfully is to adopt and reinforce attitudes that will lead to actions resulting in greater levels of trust. Conversely, it is just as important to “lose the attitudes” that result in actions that are trust-breaking.
2. Truly believe in the product or service and company for which you sell. This is a really difficult hurdle for most sellers who strongly believe in straightforward selling. If you don’t believe your products or services will benefit your buyers, then you will constantly be in conflict with yourself during the sales process. If selling using a straightforward platform is truly important to you, it might be necessary for you to find another product or service you will better represent to truly be successful using this approach.
3. Intimately know the product or service and environment in which you sell. Do you need to be an expert? Maybe not. But it can only benefit your customer to know as much as possible so you can identify if your product or service can best meet their needs. A significant aspect of building trust with your buying counterparts is quickly establishing credibility. First and foremost, you should know much more about your products and services - as well as your competitors’ products and services - than your prospects. Secondly, you should know your customers’ organization and industry and the unique challenges and issues they face better than any of your competitors. Lastly, “I don’t know” is a very appropriate answer when that is, indeed, the case. If you’re new to a market, letting your potential customers know that up-front will help lower their expectations and make you feel more comfortable when giving “I don’t know” as an answer. When you use this response, however, make sure you offer to find out the answer in a specified timeframe, and then be sure to keep that promise.
4. Live within your means. It’s simple. Don’t force yourself into a position where you “have to make the sale” or you lose something. For one, prospects don’t like to feel like you are desperate for business. Secondly, if you want to sell using an honorable approach, it’s important to reduce the risk/reward for a given sales situation. If you typically make only three to five sales per year and find yourself in serious debt, don’t you think there’s a definite likelihood that you might “stretch your value structure” a bit to make sure you win the sale so that your debt can be reduced?
5. Focus on helping the prospect rather than making the sale. If all you’re thinking about is making the sale, this will be perceived negatively by your prospect through your actions. It doesn’t mean you should never think about the sale, it simply means that you need to focus on the prospect’s needs first and foremost.
6. View yourself as an advisor. This is a different mindset that may be foreign to a lot of salespeople. If you adopt the mindset that you’re an advisor with the primary goal of identifying and fulfilling your potential customers needs, your attitudes and actions will be perceived very differently by your counterpart(s) than if your view yourself as a sales rep needing to “overcome the obstacles” and “close the sale.”
7. Focus on the long-term. Admittedly, this is difficult. Most salespeople are used to the frequent calls from sales managers reminding them that “we’ve got to make our monthly or quarterly targets.” If you can adopt this attitude, though, you will likely see higher sales, both short-term and long-term. Buyers hate to be “closed.” If you take a short-term mentality, there’s a high likelihood that buyers will perceive you as trying to close them - this is trust-breaking and your sales will likely suffer in the short AND long-term.
8. Some business is not worth pursuing. Most sales managers probably hate this one. It’s important, though, to be realistic about each sales opportunity. You’re not going to win every sale, so why work under the assumption that you will? Oftentimes, there are many early indicators that will lead you to believe that there’s a low probability for making the sale. If that’s the case, move on and spend your limited time and energy on opportunities where there’s a higher probability for success.
9. Tell the prospect if your product or service will not meet their needs. Once you’ve had a reasonable opportunity to ask the appropriate questions, you must be willing to let the prospect know, as soon as possible, if your product or service will not meet their needs. This will result in a more efficient buy/sell process and save both you and the prospect valuable time that could be better spent elsewhere. The prospect will respect and probably trust you more for selling in this manner, and very well may purchase or recommend someone else to purchase from you in the future.
10. Ask questions, listen, and take notes. Entire books have been written on this subject. Prior to every prospect meeting, you should already have a list of at least one dozen questions to ask. The prospect’s response to each of these questions should oftentimes be followed by one to three additional questions to drill down to the true issues and needs. Always take notes. This will show the prospect that you’re truly listening. Also, send your typed notes to the prospect and ask them to review to ensure that you did indeed “get it right.”
11. Follow the 80/20 Rule. When meeting with a potential buyer, you should try to talk 20% of the time and allow them to talk 80% of the time - a lot of salespeople and sales managers get this one confused.
12. Be direct. Answer buyer questions directly. Why do you think there is such a loss in the public’s trust with politicians? How often do they provide a direct answer to a question? Rarely. Just because most politicians set a poor example, doesn’t mean you should.
13. No “closing.” One of the worst things you can do as a salesperson is to spend a lot of time and effort building trust with a prospect, only to destroy your “trust factor” towards the end of a complex sales process. No buyer likes to feel they’re being manipulated or “closed.” Make a recommendation, preferably with several options for the prospect to consider, and ask them to identify the next steps with a timeline. Tell them you’d really appreciate their business and ask what next steps you can take that will be helpful to them.

Robert Reed is a consultant, speaker and president of TrustBuild. TrustBuild offers the Trust Seal Program to identify and differentiate trustworthy sales professionals from traditional competitors. Sealholders are provided with easy-to-use tools and information to help them break through the buyer “trust barrier” to gain a competitive edge and win more sales. Visit TrustBuild.com to learn more about the Trust Seal Program for trustworthy sales professionals.

There are thousands of books and seminars on how to succeed. What many don’t make explicit is the requirement to be a great salesperson - even if you’re selling an idea!

Here are the ten simple but powerful rules that will guide you in all your selling decisions.

* Helping. Get into the mindset of respecting and helping the customer. The hard sell today does not work.

* Knowledge. Know your product/service, customer and industry inside out - be able to answer almost any question.

* Benefits. Think of how each of the features of your product/service can benefit the customer and always mention that first - right at the beginning.

* Presentable. Be neat, presentable and clean and that includes smelling good too. Dress as the audience expects.

* Rehearse. Practice your presentation over and over gain. Use audio and video tape, do it in front of the mirror and ask friends and colleagues to offer suggestions. Do not underestimate this.

* The 70 - 30 rule. Listen more than you talk - ask questions - find out customers concerns so you can ease them away.

* Enthusiasm. Show enthusiasm, energy, friendliness and professionalism and show confidence in the product/service. Mention nothing negative - even if the weather is lousy.

* Easy. Make it easy to handle, try, test the goods or services and then make it so easy to buy.

* Boldness. Ask for the business.

* Friendly. People buy from people. Never argue or make the customer look silly. Here’s a list of some of the things that annoy your customers:

+ Spread himself out in my living room
+ Used the toilet and didn’t lift the lid
+ Had smelly breath/ body odour
+ ried to pressure me
+ Didn’t listen to me
+ When I said it wasn’t for me she insisted
+ Tried to convince me I was wrong
+ Talked down to me as if I was stupid or inferior
+ Hinted that I was stupid for not seeing the value of what he was offering me
+ Avoided answering my questions
+ Kept saying bad tings about other companies
+ Went over to my bookcase and took down a book and made some comment
+ Kept talking about his children
+ Didn’t have an order form needed to progress the sale
+ Was too smarmy - kept using my name all the time as a sales technique
+ Spoke too quickly and didn’t give me much time in the car - felt we had to hurry
+ Made me feel I was bothering him - that I was interrupting him

Of course you don’t do any of these!

ALL SUCCESS WITH YOUR SELLING!

Bill is managing director of Brilliant Web Workshops and is committed to discovering, demystifying, distilling and disseminating practical knowledge to help people do even better.
He is putting most of his workshops online so people can do them anywhere, anytime.
http://www.brilliantwebworkshops.com