Monday, August 10, 2009

Don't Quit.

When things go wrong, as they sometimes will,
When the road you're trudging seems all up hill,
When the funds are low and the debts are high,
And you want to smile, but you have to sigh,
When care is pressing you down a bit,
Rest if you must; but don't you quit.

Life is queer with its twists and turns,
As everyone of us sometimes learns,
And many a failure turns about
When he might have won had he stuck it out;
Don't give up, though the pace seems slow;
You might succeed with another blow.

Often the goal is nearer than
It seems to a faint and faltering man,
Often the struggler has given up
When he might have captured the victor's cup.
And he learned too late, when the night slipped down,
How close he was to the golden crown.

Success is failure turned inside out;
The silver tint of the clouds of doubt;
And you never can tell how close you are,
It may be near when it seems afar;
So stick to the fight when you're hardest hit;
It's when things seem worst that you mustn't quit.

Tuesday, August 4, 2009

Gain Credibility While Selling

Do you want people to trust you and trust their money in your ideas? Before you gain trust, you have to be viewed as a credible person. Here are a few ways that you can increase your credibility with your prospects during sales calls.

  • Give general benefits - Cite general benefits your company provides that relate to the buyers needs, wants and issues.  Prepare and research the prospect before you communicate with them. When you present the ideas it will show that you were interested in helping the prospect not just making money.
  • Be specific - Give results of how past clients have benefited. Talk specifically about return on investment. Instead of saying that "This product improves efficiency", say "Company XYZ started using this product last year, since then they have $500,000."
  • Suggest similar benefits - If a company is going through the same issues as previous companies, tell them. Since you have already given general benefits and then given specific examples it is logical to tie them together.
  • Don't sell - Focus on the buyer. By knowing the wants, interests and needs of the prospective client, giving specific examples of results, and then connecting them together, you are appealing logically to a client. Make the logical connection and prospect will know you are not just another sales person.

Contributed by Dale Carnegie Training.