Are You A Creative Salesperson?

Are you a creative salesperson? Have you ever asked yourself this question? As an entrepreneur, you need to have a lot of tools in your toolbox, and keep updating them. That's just the way it is.

As an online business owner, and Internet Marketer, you constantly need to come up with new ideas and solutions to build momentum for your business, and keep going.

At any point in time, there are three groups in the online marketing community:

• 
  
  Those starting a new online business




• 
  
  Those dropping out of an online business they started a few months ago




• 
  
  Top three percenters

Your goal is to make it to the top three percent, if you are not already there, and be there for the rest of your online business life. In order for you to do this, you need to use your own intuition and creativity, apply your new ideas, and test them. If they work, keep doing them, and if not, replace them with new ideas.

Creativity is the the single one characteristic of all top selling salespeople, and it all depends on your self-concept. You are creative to the degree you believe you are. You will come up with creative solutions to the degree you believe you are creative.

Your creativity is stimulated by focused quality questions, pressing problems, and highly desired goals. The more intensely you desire to accomplish something, the more creative you are. The more specific the question, the more creative you are in answering it.

Creative selling begins with your thorough product knowledge. The better you know your product or service, the better you master the details, and the more creative you are in selling it.

In order to make it to the top three percent, you need to have some strategies in place, and improve them over time.

The rate at which you sell your products or services depends directly on how you present them to your prospective customers. Even if you have the best product or service in the world, you cannot sell them if you do not present them right. By presenting your product, you let your prospects know what you have to offer, and what they can expect to have in exchange for parting with their money. In order for you to be able to do a successful presentation, you need to do a basic analysis.

Your basic analysis begins with three questions:

• What are the 5-10 most attractive features of your product? Or why should somebody buy your product? Or what is it about your product that makes it worthwhile that somebody should buy it?




• What needs of your prospective customer do these features satisfy? What benefits does it offer? What is in it for the customer to purchase your product? (Your customers buy based on benefits not features.)




• Why should they buy from your company?

Also you need to sell strategically. In strategic selling, you begin by identifying your best possible customer market, and concentrating on it single-mindedly.

The mistake that most salespeople make is that they attach the same value to every prospect. One prospect may a hundred times worth the value of another prospect. Try to answer the following questions:

• Who is exactly your customer? Who buys your product or service right now?




• Who might be buying it in the future?




• Who bought it in the past?

Based on these quesions, you can find your best market, and concentrate on it, rather than trying to sell to anybody that comes your way. You need to identify who is the best candidate to buy from you, and then concentrate on them. Thank you for reading.

Internet Business | Set Your Expectations

You have started an Internet business, and you are not progressing as you expected when you started out.

As in any business venture, it takes a strong foundation and time to build momentum for your Internet business. It is very important to set your expectations, your goals, etc. realistically. While it is possible to have a very successful business in a short amount of time, you need to know that the foundation is where you want to work on very hard and make it reliable enough, so you can build the different levels of your business on it. It happens too often that business owners set very high expectations in the biginning, and face unnecessary discouragement way too early.

Do not try to get ahead of yourself. The Internet Marketing gurus started at the preliminary stages too, and went through all the stages you are going through, and today they are the gurus or the leaders.

It is well worth mentioning that your success is guaranteed if you are doing things according to a system that works, and produces the kind of results you desire to have. When it comes to Internet business, there are millions of business models on the Internet. They are not necessarily good or bad in themselves, and the fact that they exist, implies that they work, at least for those who are getting results through those systems. But the important point here is that you need to find the system that resonates with you, and your core values, while being flexible with your approach at the same time. Being an entrepreneur means that you need be as flexible as your circumstances demand, but remember that you cannot go against your core values.

Not being comfortable with selling is one thing, but not being comfortable selling a particular product or service is another. You need to understand that selling is a skill that you can learn, and get better and better at as you do it more, but you cannot ever be successful in selling something you do not believe in at a very deep level.

Another important point on setting your expectations is that everyone learns at their own pace. You know yourself well, and you know your own comfort zone. You need to constantly keep pushing slightly out of your comfort zone, live there for a while until you get comfortable there, and keep pushing out again. The degree to which you keep pushing out of your cofort zone on a day-to-day basis determines whether your progress is going to be maintained at a steady and sustainable rate, or you are going to wear yourself out, and eventually quit.

Have calculated patience with your business, set your expectations realistically, be savvy, work on your mindset, and you will definitely be successful in your Internet business. Good luck!

How to Get Your Message Across to Any Personality Type

Here is how you get your message across to any personality type by answering 4 simple questions.

It is based on David Kolb's work, and it is called Experiential, Experience-based learning. You can read about it online.

This is all based on how we learn:

• You have a concrete experience.


• You observe and reflect on that experience.


• You form abstract concepts based on your thinking about the experience (create pictures in your mind)


• You test those new concepts you formed.

Let me give you an example.

Imagine you had a near death experience. For example you were driving around a sharp curve, and you almost crashed.

You would probably reflect on your concrete experience, and form images in your mind based on that. You would probably say to yourself, "Wow, that was close! Also you would probably form images of yourself crashed or very badly hurt. And then you might say to yourself, "Maybe, I ought to slow down on that curve.." That's how we observe and reflect on our experiences.

The next time you drove down that road, you would slow down when you came to that curve. This way we test the new concept we formed.

This is how children and adults learn, and that is why it is very important to be allowed to make mistakes. We cannot learn if we do not make mistakes and learn from them.

There are four different personality types, and each of them learn differently. So in order to get and keep their attention, you need to speak to their style and their values. Here are the four personality types, and this is in order of their attention span, so you have to speak to the ones that have the least attention span followed by those who are more likely to pay attention.

• Sales--These are the least attentive. They are persuaders and motivators, and about 25% of your audience is made up of them.


• Scholastics-- Scholastics focus on objectives and outcomes. About 18% of your audience is made up of scholastics.


• Technicals-- These are the geeks. They focus of operations and processes. About 25% of your audience is made up of Technicals.


• Advocates / Marketers-- Those are creative, and they focus of opportunities. About 20% of your audience is made up of advocates / marketers.

Each of the groups discussed above have filters for learning, and those are the questions they ask for learning. So your answers to those questions get them to test their concepts, and take action.

Here are the four questions:

• The Sales people ask, "Why?"


• The Scholastics ask, "What for?"


• The Technicals ask, "How?"


• The Advocates / Marketers ask, "Now, what if?"

Now, let's say your message is, "Buy my product..."

The Sales category will ask, "Why should I buy your product?"

You should answer this question with benefits. For example, you say, "This product will bring you happiness, make you more attractive, save time, make life easier, save or earn money, etc."

The Scholastic category will ask, "What purpose should I buy this product for?"

You should answer this question with practical results. For example you say, "This product will accomplish these things for you, or do them better, faster, cheaper, etc."

The Technical category will ask, "How does this product work?"

You need to answer this question with processes or systems. For example you show them a demonstration, and say, "Here is how this product works and produces results."

The Advocate / Marketer category will ask, "What if I use this product to....?"

You should answer this question by suggesting how you could use the product in ways other than the obvious. For example you say, "Here is how you can make this camera to shoot videos, and make money."

Now, you need to cover these points in this order in your message to have the maximum effectiveness:

• Why you should buy this product, how it will benefit you personally.


• What this product will do, what it will practically accomplish.


• How this product does what it does.


• What or all of the creative things you can do with this product.

That's it. This how you can get your message across to any personality type by answering the four simple questions. Doing this will enable you to build rapport with your prospects, so the next thing they do is what you want them to do. Thanks for your attention.

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Selling | Desire For Gain | Fear Of Loss

There are primarily two fundamental factors controlling your prospect's buying decision: desire for gain and fear of loss.

When people want to make a buying decision, they need to decide that they will be better off as a result of buying or using your product or service, than being worse off. And it is up to you to help them make that decision through your presentation.

Selling, desire for gain, and fear of loss are three concepts that are interrelated, and the nature of the relationship between them in every specific case determines whether you are going to make the sale or not.

Desire for gain simply represents the things that we expect to gain as a result of making the buying decision. We all want to be admired, liked, respected, successful, and healthy. We all want prestige, recognition, social status, power, influence, and popularity. We all want comfort security, companionship, knowledge, security, and self-actualization. We all want to feel that we are growing toward our full potential. The more of these we can obtain as a result of buying some product or service, the more likely we will be to make the buying decision.

Fear of loss simply represents the things that we expect to gain as few as as possible as a result of buying some product or service. You can think of those simply as the opposite of the examples given above. For example when we buy something, we want everyone admiring us for what we bought, and we never want anybody telling us that we made a bad decision. We never want to part with our money to gain something that will give us none or only a few of the things that we like.

The relationship between the fear of loss and desire for gain in the case of every specific transaction, and every specific person determines whether or not the person is going to make the buying decision.

When you do a sales presentation, if the person says that, "Let me talk it over to someone." or, "I'm not sure.", what they are saying is that, "You have not aroused my desire to own or enjoy the benefits of your product to the point that you have overcome my fear of loss, or making a mistake." or "You have not given me enough value reasons to cause me to make the buying decision. My fear of loss is still greater than my desire for gain, and it is up to you to put more on that scale to add more to my desire for gain, and to take away from my fear of loss."

So if you want to make the sale, you should always talk to your prospect in terms of what they want, not in terms of your product. You should analyze the person, and understand what is important to them, and then point out to the characteristics of your product that interest them in particular. Or if you have a good knowledge of your product, you could remind them that it could also be used to fulfill such and such needs that are by the way important to you.

A digital camera is usually used for taking pictures by most people. If you, as a salesperson, were talking to an ordinary consumer, and you want to convince them that they should buy the camera, you could talk about for example, the picture quality, or the number of pictures they could take before they had to recharge the battery, etc. But if you were selling the very same camera to an entrepreneur, those reasons might be interesting to them, but not enough. You could then include the fact that they could use the camera as a video camera as well, shoot videos, upload them to the Internet, and ultimately make money. In any case, the camera does not change, but you need to change your presentation so you can make the sales. In short, you need to discover the reasons that are interesting and important to them, and then structure your presentation around those specific reasons. Moreover you have to make sure that your presentation manages to remind them that desire for gain is dominant over fear of loss so they can easily make the buy decision. Thank you for your attention.

Who Is John Azh?

Building a Lot of Traffic to Your Web Site Through Free Classifieds

There are many ways you can promote your online business. In fact, if you do not engage in maybe every way possible to promote your business online, someone else will. Your goal as an entrepreneur is to try every legitimate way possible to let others know about your business opportunity, and invite them to it.
One of the ways you can promote your business online is "Free Classifieds" There are many websites that offer this service free of charge. They accept your advertisement or banner, and show it on their web site.
People can search for anything on the Internet through search engines. But they hardly can specify some criteria such as proximity, area, age, pricing, etc. They are given the freedom to search having any of the criteria above on classified directories.
Free ads provide a great method for building traffic to your web site. Moreover, in case of classifieds, the person who searches for information on the classified directory, and finds their way to your ad, is predisposed to buying your service or product, and so the hardest part of your job in selling is automatically done. You do not have to pitch them on your product. They have already decided that they need what you have advertised, and it is very likely that you will sell without much efforts on your part. Even if they are not really sure yet, they can find their way to your web site, or blog, and you will sell your product once they have known you better through the relationship you build through the services you offer as a part of your marketing strategy.
Writing ads is a very demanding craft and needs you to understand how the ad is sold and who you audience exactly is. If the ad is going to be sold based on the number of words you use, you probably want to avoid using words like "the", or "a" in you ad body. Also, if your audience is the better educated segment of the society, or the market, you want to use a proper version of the language, in a way that it is appealing to them. No matter who your audience, or what your pricing method is, you want to use as few words as you can, as long as the word scarcity does not create any confusion to the reader.
Most often than not, the reader reads the first few words of your ad, and if it grabs their attention based on what they are looking for, they keep on reading until they hit the point where they learn the ad is not about what they are looking for. So you want to start with the words that really grabs their attention, and then following that point, you want to engage the reader in a way that, they will not stop reading until they have reached the end of the ad. No matter how much attention you pay to the choice of your words, and how experienced you are at writing ads, there are many readers that realize the ad is not related to them, and switch to another one somewhere in between. You do not have to worry about this, since you have no control over it.
Okay, at this point, you know how to craft your ads. But how can you maximize your chances of your advertisement converting for you? Human beings are, to a great extent, influenced by their emotions. You want to use this aspect of being a human being, which is not a bad thing, and use it to your own advantage. As we mentioned earlier, the reader has already decided on what they are looking for, and most probably do not need to be reasoned with, specially considering the fact that you don't have much space to work with. But still, based on the psychology of the people looking for the business opportunity you present, you could use the words that would trigger those emotions, and then propose a solution to the problem in you ad body. This really works well, if you know what type of people you are targeting, and what their typical problems are. For instance, there are many people who are making a lot of money every year, but they are so busy, and do get to spend much time with their families. So if your business opportunity is say, Internet Marketing, which is basically a work from home type of job, you could introduce the problem of them not spending much time with their families in the beginning, and then present your business opportunity as a solution to their problem. Or some people do not like waking up early in the morning, or they would like to work according to their own schedule, etc. All these potential problems could contribute to your ads catering to specific groups of people.
I hope this article has been of value to you. Thank you for your attention.