Tag Archives: business advice

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Platform Scottsdale: Seven tips for sales success

Susan Schneider

Susan Schneider

By: Susan Schneider, Independent Sales Lead Generation Expert and Account Director at Lead Q and Membership Director of Platform Scottsdale

First and foremost, keep in mind that selling has very little to do with what you sell and everything to do with how you sell yourself. As you’ve been hearing for a number of years, people do buy from people they know, like and trust. It’s all about building the relationship.

After more than 30 years in sales, in a number of different industries, dealing with and including everyone from entrepreneurs to Fortune 500 executives, there are a few rules and beliefs that always stand true. Below are some of my favorites that I recommend following – and using every day – in order to be a success in sales.

1.    Be the expert. Know your product or service intimately. No one wants to talk to someone who doesn’t know what they are talking about. They are relying on you to have all the answers.

2.    Believe in the product or service you’re selling. If you don’t, you’ll never be able to convince someone else.

3.    Know your competition. Be aware of who they are and what they do and what distinguishes you from everyone else out there.

4.    Don’t ever promise anything you can’t deliver. It’s ok to say I can’t do that, or I’ll find out, rather than get into a situation that puts your credibility, and the future of the relationship and the sale, in jeopardy.

5.    Listen to their needs. Don’t do all the talking. Even though sales people love to talk, shut up and listen. It will help identify what your client is really looking for and what they really need. More importantly, no one likes to feel like they are being sold; work on developing that relationship.

6.    Set a schedule. Time for prospecting, time for research, time for Account Management, time for sales calls and appointments, time for training, etc. Since the mindset is completely different to accomplish each of these sales tasks and processes, it will be highly beneficial to set aside scheduled time in your calendar to ensure you get everything done, minus the distractions.

7.    Know when to walk away or say NO. As hard as it is, your product or service is most likely not a fit for everyone and it’s better to walk away then put yourself in a situation that’s not good for you, the client, or your business. Clients will really respect you for this. This is one of the hardest things for a sales person to do, but to me, one of the most important things I’ve learned over the years.

There are many other rules, sales strategies, tips and tricks that one can regularly utilize, however the aforementioned tips lay a solid foundation for a sales strategy that will ultimately lead to success.

Susan Schneider is an independent sales lead generation expert and account director for Lead Q, founder of Responsive Selling and Membership Director of Platform Scottsdale, a non-profit organization dedicated to giving women a platform to meet, mentor and connect with like-minded women. A sales and marketing specialist with over 30 years of professional experience, Schneider has extensive knowledge in account management, administration, and business services within several industries including advertising, art publishing, database information, and Sales Lead Generation. For more information visit leadqgroup.com  and platformscottsdale.com .

Economic Crisis

Why The U.S. Will Survive, Thrive Through The Economic Crisis

There has been an overabundance of media buildup over the past three or four years concerning the economic crisis and condition of the U.S. with many doomsday scenarios. There is no doubt that some of these media concerns and fears expressed, whether blown out of proportion or not, are real. Unfortunately, most people don’t have the time, knowledge or inclination to filter the hype to completely understand, as much as necessary, of how the doomsday scenario propaganda by the media can be brought down to their own personal lives and everyday decisions they need to make respect to their finances.

My lifetime occupation of about 35 years has been helping Canadians and Americans to do business, move to or invest in one another’s respective countries. It always intrigues me, even when I am providing serious personal or business advice, of how often people make critical financial decisions, most often erroneously, based on the media-hyped topic du jour.

The numerous different opinions as portrayed on the news media have created fear in the minds of many Canadians investing in the U.S. or even Americans doing the same. Most rational observers would agree there is no doubt that the U.S. does have to do something relatively soon deal with these concerns. How the U.S. deals with these concerns is probably where the focus of people’s attention should lie.

I believe the U.S. will both survive and thrive through this economic crisis for the following reasons:

  • U.S. remains the largest free economy in the world, about 40 percent of the total world financial market.
  • Most of the U.S. debt is internal debt — American-to-American as opposed to American with other countries.
  • At the very hint of any crisis anywhere in the world, investors continually to rush to the U.S. dollar and U.S. treasuries as the safest place to hold their funds on the planet. This not only provides a lot of liquidity for the U.S., but it also keeps U.S. interest rates servicing its debt very low.
  • Like Canada in the 1990s, and Greece, Italy and Spain in 2011, governments eventually come to the realization they must take decisive and painful actions to reduce their debt burden down to manageable levels. I’m sure the U.S. government will come to that point soon if they haven’t already.
  • The U.S. has the largest gold reserve of any country in the world, and we all know what has happened to the value of gold over the past decade.
  • U.S. is the largest exporter of food items that help feed the world; people need to eat so the demand is reliable and growing.
  • The U.S. federal government is considered the biggest landlord in the world owning or controlling billions of dollars of commercial land and properties.
  • Because of the rule of law, knowhow and freedom given to its citizens, the U.S. continues to lead in innovation continuing to create the largest and some of the most successful corporations in the world like Apple, Google, Facebook, Coca-Cola, McDonald’s, Wal-Mart, IBM, Boeing, and the list goes on.
  • The U.S. continues to be the destination of choice for legal immigrants from around the world most of whom are very well educated. Because of immigration and one of the best birthrates in the developed economies of the world, U.S. has sustainable population growth whereas other countries, such as Japan, indicate their populations are shrinking.
  • The U.S. and its citizens have been rated the most charitable in the world.
  • The latest in oil and gas drilling technology and the new discoveries in the Dakotas along with the Keystone pipeline from the Canadian oil sands indicate that the U.S., in a very short time, could be at least North American energy independent and will no longer need to import oil from the Middle East or other unfriendly areas of the world.
  • The U.S., in its 235-year history, has gone through substantially worse crises and rebounded with equal or greater economic growth.

For more information about KeatsConnelly, visit keatsconnelly.com.