advice: What are you really "negotiating" and why? - 06/28/11 11:29 AM
What are you really "negotiating" and why?
" teach me about negotiations!" Why?"Well, because my prospects always want to negotiate the deal."No, they want to negotiate your price."Well, yes." REALITY: People that want to negotiate your price are in reality negotiating your profit. Any time the word "negotiate" appears in a sales situation, it means both your price AND your profit are going down. RETHINK NEGOTIATION: Where's "value negotiation?" Where's "customer profitability negotiation?" Where's "customer productivity negotiation?" Where's "customer improved morale negotiation?" Uh, they're nowhere. That's because negotiations in sales have "lower price and loss of profit to the seller" at … (0 comments)

advice: Never project your buying prejudices into the sales process - 06/24/11 01:42 PM
Never project your buying prejudices into the sales process.
The objection that you will tend to have the most difficulty answering successfully is that objection that is the most consistent with your own value system.
If you are a price buyer and your prospect objects to price you will tend to accept their objection. If you are the type of buyer who tends to think decisions over before making a purchase and your prospect says to you, "We need to think this over." Again, you will tend to go along with their objection as rational or making perfect sense (because that … (1 comments)

advice: In a slump? 2 ways to energize your daily routine! - 06/22/11 05:55 PM
In a slump?  2 ways to energize your daily routine.
The most seasoned sales professionals will occasionally deal with slumps.  They happen for a number of reasons, but the most important part is finding a way out!  Here are two ways to focus your efforts and get back on track:
Become the early bird.  Granted, you may have entered a slump because you are feeling burnt out, but there is a clear difference between working hard and working smart.  One way to working smarter could be to get into the office an hour earlier to organize your day, establish your goals … (3 comments)

advice: What makes you so good? Do more of it! - 06/16/11 03:15 PM
What makes you so good?  Do more of it!
Few of us will live long enough to fix our weaknesses. Relax; life is too short to focus on our shortcomings.  What has God given you that works?  The more you know about what you do best, the better you will be able to do it.
Do a little research with your friends who are also your customers.  Ask them in a positive moment why they buy from you.  Some answers will surprise you, but you will find that several people will tell you the same things. Those are the things that … (3 comments)

advice: What do you do and what do you have that your competition doesn't? - 06/15/11 05:07 PM
What do you do and what do you have that your competition doesn't?
We all have little things that we do that no one else does for customers.  Be sure you know what they are.  It might be a special thank you.  It might be flowers for a great quarter.  It may be a consultative sales approach that offers real value to your clients business. It may be the way we greet our customers and our customers' customer when they walk into our office.  Whatever it is, it is part of why people buy from you and not someone else.
What … (2 comments)

advice: What is the objective for the next call? Be one step ahead! - 06/15/11 12:13 PM
What is the objective for the next call?  Be one step ahead!
The sales cycle often takes several calls or a number of steps.  Don't be afraid to skip to the close whenever it seems like a good idea to do so, but when you do get agreement on phase one, be sure you plan what your next move should be.  Write it down so that you don't have to try to remember exactly where things were left hanging. (Folks this is value proposition #1 on call reports and call logs)  Who said yes?  Whom else do you need agreement from?  … (0 comments)

advice: Even superstars hit for average. Keep on swinging!! - 06/13/11 09:27 AM
Even superstars hit for average. Keep on swinging
 
We are told not to take rejection personally.  No one has ever explained how not to take it personally.  A sports analogy is often used which says that a Hall of Fame baseball player strikes out seven out of ten times at bat.  You might wonder how they would handle going zero for fifty or a hundred, which is the norm in many selling fields.  Regardless of the numbers, there are tricks of the trade to help deal with the built-in adversity of the world of selling.  First, you can't take things … (2 comments)

advice: Know thy enemies as thee know thyself - 06/09/11 10:58 AM
 Know thy enemies as thee know thyself
How do you go above and beyond to really know your competitors and develop strategies for winning more business?
 
Your customers are a great resource.  It is extremely likely that many of your customers know more about your competition than you do.  That is because they have likely conducted business with our competitors in the past.  They may be intentionally doing a split of business for fear of putting all of their eggs in one basket.  You can learn from their experience by scheduling a routine meeting with them.  In the course of … (2 comments)

advice: Keep your car ready for inspection - Clear Lake Texas Sales Tips - 06/09/11 09:28 AM
Keep your car ready for inspection.
Or as the artillery unit of the U.S. Army says: "If it don't shine, it won't shoot." 
** For a couple of you, you will likely fondly remember the "spot car inspections" way back when! :0)
Each new finance trainee at United Parcel Services must look at the cost of washing their trucks each day and say that considerable savings could be gained by washing the fleet every other day.  They miss the point that being bright and shiny every day is part of the esprit de corps of an effective business enterprise. Everyone … (3 comments)

advice: The less you say, the more it appears you are listening - 06/08/11 08:50 AM
The less you say, the more it appears you are listening
Many of us were hired into sales because we are talkers. We have the gift of gab. We want to work with people. These were all the wrong reasons for getting the job. As it turns out, you have to be concerned about others, not yourself. We have to listen to others, not to ourselves, or we will begin to starve! What to do? Take a deep breath. Lots of them! We have to learn to let the other, less interesting people talk. This is a tough business we are … (3 comments)

advice: Don't take the givens for granted. - 06/06/11 05:25 PM
Don't take the givens for granted.
 
Not to be paranoid, but things change, and if you are not in favor of big surprises, it is best to test all major waters on a regular basis.  There might be some good surprises waiting to be discovered.  If you don't get to them in a timely fashion, perhaps somebody else will.  If it's good news-wonderful.  If it's bad news, the sooner you know, the better, and better you know first before everyone else knows the sky is falling.
 
It may be as simple as confirming appointments or checking by phone to … (1 comments)

advice: A new perspective on winning... and losing - 04/26/11 05:58 PM
A new perspective on winning... and losing.
Simon has autism. Simon loves to win. Actually Simon needs to win, and thrives on coming in first. Simon also HATES to lose, and some of his autistic symptoms manifest themselves when he can't claim, "I WON!" or even, "I DID IT!"
You know how kids are. They'll yell, "Race you to the tree!" when they're already half way there, and in full stride. When they reach the tree they triumphantly scream, "I WIN! I WIN!" without regard for how they won. Simon is the epitome of that scenario.
Simon is eight years old. … (0 comments)

advice: BUSINESS TIP OF THE WEEK... - 04/19/11 02:51 PM
BUSINESS TIP OF THE WEEK...
Two of the most powerful words in business are "thank you." Let your customers and employees know how much you appreciate them. Say "thank you" often. Even better, write them a note--not an email, text or Tweet, but an old-fashioned, hand-written, personal note!

(2 comments)

advice: How serious are you about social media? - 04/18/11 01:29 PM
It started like a small bunch of rustling leaves. A little Facebook here and there - a blog or two. And then the wind picked up. LinkedIn, Twitter, YouTube. Growing from a windstorm to a firestorm, social media in now a tornado running wild over the Internet plains. How social are you?How serious are you about social media? REALITY: You can't ignore it. Hundreds of millions of people are involved so far, and it's just a few years old. I tried to ignore it for a while, but it soon became apparent that this was the new, new wave - about … (1 comments)

advice: So What, Why Should I Care? - 04/15/11 04:42 PM
Skills to Improve On
 When you are giving a presentation, calling on the telephone or one-on-one in your prospect's office, picture your prospect as having the words SO WHAT stamped on his forehead. Imagine
that for everything you say, the prospect is asking "so what, why should I care?". Remember, prospects only care about how what you are selling can eliminate a problem that they have or help make their business or life better. The answer to this question is always what your service/product does for them (benefits), not what your product is (features).

(2 comments)

advice: Helping prospects choose your company through risk aversion - 04/15/11 09:24 AM
Helping prospects choose your company through risk aversion

A recent study of 3000 business to business buyers showed that 99% of their decision was based on "covering there butt".
In other words, business to business buying has become about minimizing personal and organizational risks.  Today's economic climate has magnified this new risk-avoiding buying behavior.  So then, what can we do to highlight the minimized risk that can be enjoyed by choosing your company?  There are 2 key methods I would propose:
Please use the materials provided by our corporate offices that highlight our financial strength and continued financial performance.  We … (0 comments)

advice: Sales Skills to Improve On - 04/15/11 09:19 AM
8 Sales Skills to Improve On  
Sales Skill #7: Have More Fun
  
Sales is fun when you are in control and closing deals. Selling is miserable when you are under pressure to close business.
 
Take the pressure off yourself to close and instead focus on qualifying and motivating your prospects.
 
KEY TIP: Shift the responsibility back to the prospect to solve his own problems, and the pressure to make the sale will be gone. Focus on selling at your best only to qualified prospects and you'll close more and have fun doing it.
# 8: Bonus Sales Tip
(1 comments)

advice: 8 Sales Skills to Improve On #6 - 04/11/11 01:14 PM
8 Sales Skills to Improve On
Sales Skill #6: Gaining Commitments Instead of Closing
  
Eliminate "Closing Cheese" from Your Vocabulary. You know what I am talking about: "Would you like that in gray or in black?" or "If I can show you how this will help you will you buy
today?". Lines like these are why salespeople are down on the bottom of society's respect list somewhere near lawyers.
 
Learn the power of asking for incremental commitments from the beginning of your sales cycle. It is not an easy shift to make. First you got to get the … (1 comments)

advice: 8 Sales Skills to Improve On #5 - 04/08/11 12:46 PM
8 Sales Skills to Improve On  
Sales Skill #5: Delivering "I Gotta Have That" Presentations
  
Let's face it, a lot of business presentations are really boring. Salespeople talk about why their product is great, why their company is great, and the history of their company. Prospects don't relate to this. That's why they look so bored.
 
Great presentations get the prospect's imagination involved. The best way to involve the imagination is through storytelling. Stories rich in descriptive detail get the prospect picturing them using your product and evoke that "I Gotta Have That" reaction.
 
KEY TIP: Study 1-3 … (1 comments)

advice: 8 Sales Skills to Improve On - 04/04/11 11:02 AM
8 Sales Skills to Improve On
 
Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time
  
Do you chase after your prospects until they tell you yes or no? Do you ever tell your prospects "No", as in "No, I am not going to sell to you"? There are many things in selling that you do not and will not be able to control. The one thing that you do have control over is your time and how you choose to use it.
 
To qualify fast you must have a set of criteria describing who you will … (4 comments)

 
Kevin Heinrich (Heinrich Group) Rainmaker large

Kevin Heinrich

Clear Lake City, TX

More about me…

Heinrich Group

Address: 5827 Beaver Falls Dr., Houston, Tx, 77346

Mobile: (281) 723-1982

Office: (281) 488-0607

Email Me

Real Estate News with a Value added punch Clear Lake Texas Real Estate

I think this is a good rule to live by! "We are not put on this earth for ourselves, but are placed here for each other. If you are always there for others, then in time of need, someone will be there for you." ~ Jeff Warner

One last thought for the day:

"Winners Make it Happen, Others Let it Happen!"

kheinrich@firstam.com www.fatcohouston.com

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