Category Archives for "Business Lifestyle"

Feb 01

How to Ask a Closing Question

By John Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing

Although I used to hate this piece of advice, I must say that sales trainers could really get your attention with the following advice: “When you ask a question …” Then he would pause a moment and next he would yell, “SHUT UP!” He would finish with, “He who talks first loses.” For some people this attitude works. But if you care about building trust and relationships, it’s not a matter of win-lose. So if you want to sell and market with heart, you can have a better approach to how to ask a closing question, one that leads to a win-win. Avoid rushing. Know what your prospect wants, why, how important it is and then after you ask, wait patiently.

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Nov 25

Gratitude Sets the Right Attitude

By John Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing

Happy Thanksgiving! I hope you have as wonderful a Thanksgiving as I expect to have. This is my favorite holiday of the year because the theme is so simple. As I mentioned in my title, “Gratitude sets the right attitude.” In sales and marketing as well as in life, being happy starts with being grateful. It’s amazing how often it’s the negative experiences that teach us some important lesson, provided we are ready to listen to our inner voice. Sometimes just waiting out the apparently negative experience shows us that things really did work out better.

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Nov 17

Heart Centered Selling’s not for Wimps

By John R. Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing

You need strength, courage and self-discipline to resist the temptations urging you to push for a close too soon. That’s why heart centered selling’s not for wimps. The rewards though are strong bonds with customers. By using heart centered sales and marketing, you put your prospects’ and your customers’ needs before your own. Customers respond to this kind of love; they come to know, like and trust you. Building these kinds of strong connections is one of the best ways to protect your sales efforts.

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Oct 30

Have You Heard the MLM Lies?

By John R. Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing

First, let me say that I like MLM or multi-level marketing programs in general. Usually they sell really good products. Second, most are honorable and honest. However, some MLM lies show up when it comes to sponsoring and recruiting.

In a conversation this week, I was reminded of them. They usually come into play when the prospect resists such as when I explained that I have to stay focused on my present business. The first two we have heard for years from hard sell MLM salespeople. The third was new.

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Oct 13

Sales Motivation – Remember, There’s more to Life than Money

By John Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing

What inspires you to extra effort? Can you be bought? Will you do anything to win a trip even at the expense of your relationship with your customer? Obviously to the heads of Enron and WorldComm and a huge number of people in the financial industry, massive amounts of money overrode all other considerations. How do you feel about that?

My co-workers and I often surveyed our clients’ employees to find out what was most important to them in their jobs. Interestingly, money was the most important motivator to only a fraction of the people we surveyed. For most, there’s more to life than money because they ranked it third or fourth in importance. While money is a strong motivator, heart centered salespeople are rare inspired solely by money.

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Oct 02

Trusting a Salesperson Is Tough; Liking Is Easy

By John R. Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing

My wife and I love the Los Angeles County Fair. It’s larger than many, if not most, state fairs. Variety and energy abound there. We especially enjoy browsing through the commercial buildings. In one of them, we stopped to check out a product we’ve been interested in. Because the salesman was warmly friendly, knowledgeable, experienced and not obviously pushy, we liked him right away. Trusting though was tougher. When he gave us a tip to take advantage of the manufacturer so as to get a replacement product under warranty, he wiped out our feelings of trust.

While we each reacted immediately, we didn’t talk about it until the next day. It bothered both of us because it was dishonest. Such a suggestion implies the salesperson is on our side, right? Wrong. Lying about a product’s failure so as to take advantage of the warranty is theft. It’s subtle, yet it’s a form of stealing.

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Sep 20

If No One Cares, It’s Not a Unique Selling Proposition

By John R. Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing

Have you heard marketers tell you that you need a unique selling proposition or UPS? They’re right – provided you understand what they’re really saying. Usually when we talk about unique selling propositions, the emphasis is on unique. That is, and should be, the primary point. However, at the same time, we often ignore the word selling as being vital to the USP. The really important consideration is that if no one cares, it’s not a unique selling proposition.

It either contributes to being able to make the sale or it’s really just a unique proposition, which for business purposes is useless. As the saying goes, “Beauty is in the eye of the beholder” – just so with unique selling propositions. Remember here that the customers are the ones who determine value.

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Aug 29

If Sales Calls to You Are Win-Lose Battles, Read No Further

By John Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing

If you like the hard sell approach, if sales calls to you are win-lose battles, then selling to help customers buy won’t work for you. Heart centered, soft sell sales and marketing is all about caring for your customers first. But don’t get misled by the term “soft” sell because soft sell is still about selling.

The difference between hard and soft sell comes down to a matter of priorities. The service approach of helping customers buy is the heart centered, soft sell sales style. The attitude of needing to beat the prospect so as to get the order is the hard sell attitude. Ironically, they both work some of the time. However, people who are service oriented die a little bit each time they use heard sell.

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