Lead Refining Technology

Gravita Exim Refining Plant use pyrometallurgical process for Lead Refining, producing Lead with a minimum purity level of 99.97% from furnace tapped crude Lead. We supply refining kettle furnaces of various capacities ranging from 5-100 tonnes per batch, accompanied by high efficiency natural gas burners / furnace oil burners, equipped with preheating arrangements. Emissions are controlled by a flexible kettle hood, venting into a venturi type wet scrubber, attached to an Induced Draft Fan along with a chimney/stack arrangement.


Enclosure Hooding - Refining Kettle Emissions Control

We also provide additional equipment for automatic dross removal. On demand, we supply a range of special fluxes designed to reduce dross formation and increase process efficiency. The refining unit complement is completed by the automatic Lead ingot-casting machine (with Lead-Pump) having a production capacity of up to 25 tonnes/hr. Our refining unit package is optimally configured for high throughput with good emission control, as proven by the existing installations in operation.

Recycled Lead Processing - Refining

The removal of impurities and other metals from the crude Lead (S, Cu,Ni, As, Sb, Bi, Ag, Au, etc.). The refining process is applied in several steps in kettles with addition of specific agents alternatively smaller quantities are processed by electrolytic refining.

A smelting plant stops at the stage of the fusion-reduction plant, it will produce what is known as hard or Antimonial Lead. If the plant is meant to produce soft Lead, the crude Lead must undergo a refining process. The objective of the refining process is to remove almost all copper (Cu), antimony (Sb), arsenic (As) and tin (Sn), since soft Lead are not allowed to have more than 10g per ton of these metals.

Pyrometallurgical Refining

Pyrometallurgical Refining is performed in liquid phase, which means that the crude Lead must be melted to temperatures from 327�C (Lead fusion point) to 650�C. As a general trend, the process is performed in batches of 20 to 200 tons, according to the refining plant capacity. The chemical concept behind the refining process is the addition of specific reagents to the molten Lead at proper temperatures. These reagents will then remove the unwanted metals in a specific order as they are added selectively.

Copper (Cu) is the first element to be removed with elementary Sulphur in a two phase procedure. In the first step, almost all copper is removed as a copper sulfide (CuS) skims when elementary Sulphur is added to the molten Lead at 450�C. The second step is meant to remove all remaining copper by adding small amounts of elementary Sulphur to the molten Lead at 330�C until no reaction takes place anymore. Tin (Sn) is next removed BY either chlorine (Cl2) or ammonium chloride (NH4Cl) oxidation. The addition of chlorine to the molten Lead at 500�C produces tin chloride (SnCl2) skims which are mechanically removed. Although this is the current method for tin removal, its inconvenient is the parallel removal of small amounts of antimony (Sb) and arsenic (As) by oxidation.

Author: Gravita Exim Ltd

About the author:
The Gravita Group is owned and managed by a forward-looking team of professionals, with an experience in Battery Processing & Lead Recycling Technology of more than 15 years.

Article source: Free Sales Articles.

There are many benefits of starting online home party businesses that you might consider if you already have your own home party business. These things include increasing customer base, time, no set up, and so much more. The Internet is an excellent way to extend your business into so much more.



An online business is the best thing you can do if you have targeted just about every customer you possibly can in your local town. The Internet allows customers from all over the world to purchase the products that you offer in an online retail store. You can expand your customer base from 20,000 to over 10 million. If your products are that great then you really can make a lot of money and maybe even transition your business to entirely online.



One of the biggest benefits is that it doesn't require you to do much at all. The web is automated and so will your online site. As customers make purchases you can sit back and watch. Your site can provide all of the information so you won't need to do much at all. You barely need to take part in an online party and you don't have to get dressed up.



A home party business where you go from home to home can be time consuming but requires you to do many things. Usually you have to set up a display to showcase all of your products. This can take an additional hour of your day of the event. You may have to play a game to break the ice and deal with a lot of people. You may be really excited about your business but all of the interaction is too much for you. The internet eliminates the interaction and work you have to do.



The great thing about the party online is that you can have orders place directly to the distributor and delivered to the customers if you are out of a product. You don't have to tell a customer that you are out of a specific product and they will never know. All orders will be placed the same and you can manage the orders right out of your physical inventory. The great thing is that you don't have to have a physical inventory if you don't want to have one. The only reason you need a physical inventory is if you actually go to homes and hold parties. It does not require physical inventories but photos of the inventory so the customers can see what they are going to purchase.



There are many benefits of holding home party businesses online if you already have your own business traveling between events. When you get online you will no longer have to spend the time going house to house, holding an actual inventory, and much more.

Author: Dee Schrock

About the author:
For more home party businesses business ideas and tips on increasing sales, visit http://www.craft-selling-parties.com/home-party-opportunity.html for great advice on making money from home in your own home party business.
� Copyright 2009. Feel free to reprint this article on your site as long as the article is not modified in any way and the resource information (about the author) is listed as above.

Article source: Free Sales Articles.

The experts say that it is no longer a seller's market. This doesn't mean that it will be hard to sell, but you might need to make the extra effort to get your house to move faster. By completing a few easy steps, you should be able to get your house sold in the optimal amount of time.

1. Pick a realistic price. Buyers are learning to be more cautious when it comes to investing their money in a new home. With prices leveling off a bit, they want to know that they are making a wise choice. Be practical and choose a price that reflects the current market, not the market six months ago.

Tip: It is recommended that you list your price at or below the competitive market price. (e.g. If your neighbors are asking $400,000, list your home at $395,000 to generate interest.)

2. Go the extra mile. You can attract more buyers by providing an incentive. Gone are the days when people are willing to pay more for less. Buyers are going to be more cautious and sensible about their purchase. You can make them feel like they are getting a good deal.

Tip: You can offer to pay the buyer's closing costs as a perk of the sale. Or you can be flexible with the length of escrow and willing to fix items in the home inspection report.

3. Spruce up the place. Spending a little money to improve the appearance of your house can work magic when it comes to attracting a buyer.

Tip: Fix that wobbly doorknob, plant a new flowerbed, or put on a fresh coat of paint to give your house a fresh and new appearance.

4. Clean, clean, clean. Make sure your house is always clean and pleasing to the buyer. Remember that they are most likely going to be looking in closets, opening the oven door and peeking in showers. You want to show your house in the best possible light.

Tip: Polish the hardwood floors, clean the tile grout, scrub walls, dust high shelves to provide your house with a sparkly appearance.

These are not foolproof methods for a quick sale, but they can give you a leg up on the competition. It's important to show that you are keeping the buyer in mind and that you want to provide a fair sale. That can go far in today's real estate market.

Article source: Free Sales Articles.

One of the most important negotiation skills you can develop is to get in the habit of finding the other side's deadline. Time is of the essence. It even says as much on most business and real estate contracts. What does this mean in negotiating? It means that whoever controls or understands the elements of time involved in a negotiation has the better position.

Many years ago I was looking at a truck for sale. I asked the owner why he was selling (always a good idea). He told me that the IRS was coming after him and he needed to sell the truck by the weekend (It was Tuesday). When do you think you would be able to negotiate the best price on the truck? Maybe right now, but certainly on Friday if the truck is still available. On Friday he would be desperate to get what he could from the truck before it was seized by the IRS.

Using Deadlines As A Negotiation Tool

This guy wasn't using good negotiation skills. He gave away too much information. More specifically, he gave away his deadline. One of the most important things to understand in negotiating is deadlines. The two things to remember about them are: 1. Don't give away your deadline(s), and 2. Find the other side's deadline(s).

Find out whatever you can about any relevant deadlines. Sometimes there isn't a clear deadline, or there are several deadlines for different parts of the negotiation. Whatever the case, the more information you can gather about those deadlines, the better.

How do you use that information once you have it? The crudest method is to simply delay and wait until the last moment to negotiate. This only works if the other side doesn't walk away, and if your own deadline permits it. It also requires that there are not others who can take your place (as is clearly the case with a truck for sale - it might not be there Friday).

A bit of sophistication is required to use this information effectively. You may want to start by identifying what is most important to you in the negotiation. For example, if you are buying an apartment building, is the price or the terms the crucial element for you?

Let's assume that price is most important to you. When you wrote the offer, you put some price on it, but you have inspections and other contingencies that allow for everything to be renegotiated. The process of inspections and negotiations ties up the property, so your competition is excluded for the moment. Then you learn that owner really wants to sell by the start of the school year, because he will be moving with his children.

Work on everything else in the negotiations except the price. Have inspections done, agree on what will be included with the property, etc. As the seller's 'deadline' approaches, he will be getting anxious to close the deal. Then you let him know you're ready to close quickly. Of course, you'll need the price adjusted due to the results of the inspections.

At this point the seller has the choice of throwing away the whole deal. This means starting over, and not moving when he wanted to. Alternately, he can be happy that he got what he wants most - a quick close. This means giving you your price.

This points up the importance of getting information on the other's deadline, but also the importance of not revealing your own. When I was a real estate agent I heard the story of a man who sold his property for a large profit. He had to pay $80,000 in capital gains taxes unless he rolled the money into another property, as a 'title 31 exchange.' He had 60 days to close on the new property.

Imagine the abuse he would open himself to if, with ten days to go, the seller learned of his deadline and the cost of the buyer missing it. He could threaten to delay closing unless the buyer paid $10,000 extra for some old coin-operated washing machines, for example. Overpay by a few thousand, or lose $80,000. What do you think he would do?

For an everyday example of using deadlines, try buying your next car towards the end of the month. Many times there are quotas that dealerships want to meet for the month, and bonuses that salesmen get for monthly volume. Saying 'I'll think about it and return on Thursday,' (or whatever day is the first of the next month) can have them dropping the price fast. It's always good to practice your negotiation skills.

Article source: Free Sales Articles.

1. Show your prospects how much enthusiasm you have for your product and business. If you're convincing enough, they will be enthusiastic too.

2. End your sales letter or ad copy with a strong closing. It could be a free bonus, a discount price, a benefit reminder, an ordering deadline, etc.

3. Please your complaining customers. You can refund their money, give them a discount, give them a free gift, solve the problem quickly, etc.

4. Make your customers get excited about your business and they will tell their friends. Give them a free vacation certificate, a coupon, etc.

5. Give your prospects extra confidence so they will order. Use endorsements, testimonials, a strong guarantee or warranty, etc.

6. Build your opt-in list by allowing your visitors to sign up for a free e-zine, ebooks, software, contests, sweepstakes, etc.

7. Give your prospects or customers a breath of fresh air. Don't be afraid to design your web site and ad copies different from everyone else.

8. Allow your customers to get part of your total offer right after they order. If you have to ship the item, make one of your bonuses available online.

9. Write and submit articles to e-zine publishers or webmasters. If you want it to be published, it should be like an article and not like an ad.

10. Show your prospects that you are an expert, because authority can persuade people to buy. You could publish an article, write an ebook, etc.

11. You could cross promote your product with other businesses' products in a package deal. You can include an ad or flyer for other products you sell and have other businesses selling for you.

12. When you ship out or deliver your product, include a coupon for other related products you sell in the package. This will attract them to buy more products from you.

13. Send your customers a catalog of add-on products for the original product they purchased. This could be upgrades, special services, attachments, etc. If they enjoy your product they will buy the extra add-ons. 14. Sell gift certificates for your products. You'll make sales from the purchase of the gift certificate, when the recipient cashes it in. They could also buy other items from your web site.

15. Send your customers free products with their product package. The freebies should have your ad printed on them. It could be bumper stickers, ball caps, t-shirts etc. This will allow other people to see your ad and order.

Article source: Free Sales Articles.

There has never been a preferably time to generate first-class telephone sales tune-up than now. The right phone training can aid your salespeople in being more fearless with cold calling consumers which can enhance their commissions. The right training increases your team's ability level which leads to larger and more frequent purchases by customers. It will also transform them from average salepeople to sales powerhouses.

What follows are the six keys for telephone sales training which will include: teaching them the elements of prosperous cold calling, the best way to use scripts, how to properly overcome objections, how to overcome call reluctance, and how to properly qualify their leads.

The first key for completely training your employees to make sales calls is educating them the basics of successful cold calling. Without a few basic skills, salespeople tend to get discouraged and give up too quickly.

The second key to increase sales with training is teaching the best way to use scripts. It is important that they don't sound like they are reading and yet know how to keep the call moving in the right direction.

The third key for compelling sales training for your employees to make sales calls is showing them how to properly overcome objections. Every salesperson is going to encounter objections when they make sales calls and learning to overcome them is the solution for success.

The fourth key to strengthen sales with training is teaching your team how to overcome call reluctance. Once they have mastered this skill their productivity levels will increase dramatically.

Tip number five for effective sales training is teaching your team to properly qualify leads. This is a skill that can help employees maximize their time and increase their commissions.

The sixth and concluding rule for effective sales training is helping them understand the value of hearing the word 'no'. Once they understand how valuable this one thing is, they will look forward to making their sales calls and tracking how many 'no's' they hear each day.

Appropriately possessing these six requirements for telephone sales training will assist in increasing sales volume and making more money for both your salespeople and your company. Appropriate sales training is the defining factor of success especially during a difficult economy. If you do not have the proficiency needed to provide this level of training for your staff, it is consequential that you get the help of an experienced to help your team and your business succeed.

Author: Terry Stanfield

About the author:
Go to VSA Prospecting for more information on outsourcing telemarketing and telemarketing programs and sign up for their newsletter for more Tips and insights.

Article source: Free Sales Articles.

Source 1: Existing Customers
Yeah, that's right, your existing customers are the ultimate source for increasing your sales. Think about it...they already trust you and know about your business. Finding and convincing new customers is expensive and time consuming. Why waste all of your time hunting new candidates when you have a huge amount of potential right under your nose?

Find or create new productsthat your loyal customers will enjoy! Offer them a related item to go along with the purchases they are already making. Your helpful insight will be appreciated, and your profits will add up nicely in the process.

Get your customers working for you. Do you have a referral system in place? If not, you are missing out on one of the greatest marketing tools available!

Find out what they want. Customer surveys are great for discovering exactly what customers like and don't like. Hey, it makes them feel important and appreciated too! Ask them what they like best about your product... what you can do to improve...who their friends are who might be interested in your product. You'll find a lot of valuable information just waiting for you to ask for it.

Source 2: Non-Buyer Contacts
Not everyone buys the first time they come around...in fact, the majority of us want to get to know a little bit more about the business before we invest too much of our money in their product. Follow up systems are a great way to turn prospective customers into loyal, satisfied clients.

Hey follow up systems don't have to be involved, but they can range from a simple occasional contact to providing weekly newsletters. The ball is in your court...keep it as simple or as involved as you want!

Newsletters come in handy for Internet Marketers hoping to capture email addresses of visitors to their site. If a newsletter is too much involvement, give out a free report that will be sent to their email address. Where there's a will, there's a way to get the contact information you need.

If you can get the first name of your customer - whether it's in a one-on-one setting or on the Internet - you're setting the stage for a more personalized relationship.

Article source: Free Sales Articles.

How many times have you gone to a restaurant just because of a recommendation from a friend or bought something online after reading� about how it solved someone else's problem?� How many of us are still wearing Nike's because years ago Michael Jordan told us to?!?� We all have a tendency to be influenced by others when it comes to buying a product or service.� The fact is that you can tell me how great you are until you are blue in the face, but it doesn't hold as much weight as hearing it from someone else that you have done business with.�

Knowing how essential testimonials can be for your business is definitely the first step.� The next step is getting them.� Aside from simply asking, there are several good ways to get testimonials from your clients.

Ask Your Top 10

The best place to start is with your top 10 clients.� �These should be companies that not only give you the most business, but preferably will have some name recognition.� Personally reach out to those within the company that you know best and ask them if they would be willing to write a testimonial for you.� More often than not they will be flattered.� If you can get something on their letterhead, even better!� Just be patient!� If they are busy, it may take them a little while to get it to you.

TADA!

When you have that big TADA moment where you unveil the finished product and blow your client away, this is a great time to ask them for a testimonial.� Assuming you have done your job well, they should be bubbling over with compliments for you at that moment.�

Reach Out

If you send out a newsletter or reach out to your clients on a regular basis through other methods, don't be afraid to ask them to send a testimonial.� Because this is not a very aggressive method, your success rate will most likely be low.� The easier you make it for them, the better your response will be, so make sure to include a self addressed stamped envelope, a form that is easily filled out or just a direct link to your e-mail address.�

Survey Says�

A great way to pick up some testimonials and dramatically improve your business at the same time is through a survey.� A good survey sent to all of your clients should ask them some key questions that will help you improve your business such as:

• Are there any other products or services that you think we should offer?


• What could we do to improve our offerings?

Finally, the last question should be a tactful way to request a testimonial such as 'We are very grateful for any kind words that you may have for us.� Please feel free to share any testimonials that you have for our services or products.'

Within a few days or possibly sooner, you should start hearing back from your clients with some testimonials.� So, now that you have them, what should you do with them?!?

Website

There should be a button on your website which opens up to a list of all of your testimonials.� The best way to display testimonials on your site is to keep each of them to about two or three sentences long.� That means that if it's a short testimonial, you can fit the whole thing. �If not, then you should pick out the best 2 or 3 sentences with a link to the actual letter as a PDF or page with the full text.� This gives your visitors the ability to scan through the best comments with the option of clicking to read more.� To keep it credible, make sure that you include the writer's name (you can use their first name and last initial if you are more comfortable), their company and a link to their website.� The link to their website is a good bargaining chip because linking out to their website will help increase their search engine rankings, so by leaving you a testimonial they are actually helping themselves as well.

Advertising

Your offline advertising can benefit from testimonials as well.� Take some of the best soundbytes that you have and be sure to sporadically place them throughout your brochure or catalog.� You can make them stand out by using a different font or making the text bigger and italicized.� You don't want it to be the primary focus, but it should draw some attention.� Make sure to bring these brochures with you to networking events so you are not only handing out your card, but you are inadvertently allowing someone else to brag for you.�

Aside from helping you to get your message out to the public, testimonials serve as a great insight into how well you are doing.� If you ask all of your clients for a testimonial and everyone is happy to say something positive for you, then you know your business is on the right track.� If no one responds, you know you have some work to do in the customer relations department!� The most important step is to get started and let your clients do some of the talking for you!

Author: Marc D. Ensign

About the author:
<em>Marc D. Ensign is the CEO and Visionary of Sound-n-Vision, a New Jersey based professional website design and search engine marketing company.

Article source: Free Sales Articles.

Do you remember the good ole days when sales managers used to just sit back and wait for their salespeople to come into their offices and ask for help?

Maybe they needed the old veteran to come in and nail down the close. Well, we all know you just can't do that any more. Sure, that would put a few more sales in the win column (in the short term). But in the long term what are you creating? Nothing but needy, dependent salespeople without an ounce of personal selling confidence.

Showing your people HOW to prospect, HOW to set appointments and HOW to close sales makes your job easier and everybody's paycheck fatter.

If that's the kind of vision you have for your sales team, then it's time to close down the all-you-can-eat fish-fry and open up the all-you-can-catch fishing school.

Wouldn't that be nice? You bet it would. AND profitable, too.

And so we've come to the reason for this article. You see, Self-Sustaining Salespeople are not found; they are developed. Sure, it still takes a certain style of person to succeed in this business, but once you find them, everything else can (and should) be taught. And it's all been broken down into an easy to follow step-by-step system.

But before we teach our future sales stars the secrets to prospecting and closing, we have to help them. HOW? We show them how to make the shift from just hitting their revenue goals to (with our inspiration) becoming Self-Sustained Business Professionals.

Did you notice I used the phrase 'business' professional, not just 'sales' professional?

That's because to be a superstar in sales, you have possess the proper insight and mindset about business.

That means having a keen insight into the details of your own business cycle, from pre-contact to revenue receipt, as well as an understanding of your prospect's world, and how it relates to their business objectives and what is important to them. Not you, but to them. You must understand how your prospects measure success.

Let me put that another way:

Sales Superstars must understand the business they are in. They must respect the business the prospect is in and they must recognize what the prospect values in that business.

To do that, Sales Professionals MUST become Business Professionals.

I've interviewed hundreds of sales people for every type of position. I found it funny that most candidates were quick to put down a 'higher' level of achievement on their resume compared to their peers and the quota objective from prior sales positions.

However, when I asked them what their system and process are to achieve such 'superior' results, most (amazingly) could not explain their results from a 'business' level.

So, how do you do it? Inspire self-sustain business professionals?

I can tell you that just affirming the objective of executing to revenue is not enough to make it happen. Eavesdrop on any Monday morning sales meeting, and you will see that just about every Sales Manager has the same intention. They may not be 'achieving' it, but is always their marching orders.

What those of us in Sales management really need to do is develop a customized Masters level curriculum in 'Executing to Revenue' and 'Becoming a Self-Sustained Business Professional.'

To achieve that ideal, you need to indoctrinate every new sales employee to a system that develops a result-oriented plan, executes to proven tactics and manages the everyday conditions that tend to throw us off track.

Sound good. But can it really be done? And done quickly?

Well, the first step to becoming a self-sustained professional is running your business with critical metrics, processes and systems. Sounds a lot like the way an entrepreneurial business owner runs their enterprise, right?

In the Business of Core Competencies, I help sales individuals and management identify their essential components, and the performance metrics necessary for successful results.

We classify those metrics and discover how they are inter-related with each other and dynamic to preferred results. And by training specifically to these core competencies one at a time, we can control our destinies and routinely achieve our desired results.

You see, there are basically two kinds of people when it comes to results.

Those who point their index finger outward say it's not their fault things didn't turn out well. There were 'conditional' reasons for their poor results. But, those who point their index finger inward evaluate what they could have done differently to avoid the negative outcome.

They know the difference between factors, which they can control and conditions, which are outside of their control. They seek out and modify routines and behaviors that are within their control, to improve efficiencies in gaining the required results.

So, ask yourself: Are you inspiring self-sustained professionals or management-sustained individuals?

Interesting question, isn't it?

Self sustained business professionals identify the essential elements and components that comprise your selling process. They realize how they affect your desired result dynamically, and make adjustments in routines and tactics to assure consistent results. No matter what month it is!

Now, here's a sure-fire method to identify self-sustained business professionals in your sales organization.

Evaluate the sales results for the month of December. Who was at or above quota? Realistically, December has only 13-15 selling days versus the normal 20-23 selling days in the rest of the calendar year.

December brings with it holidays, personal vacations, and general mental re-grouping for the new year. For most B-to-B selling individuals, if you don't have your number by mid-month or so, you might as well forget it.

But, if you understand your essential core competencies and performance metrics that lead you to desired results, you will customize a plan to achieve those results. You will start to execute to the plan prior to the holiday month, and your December revenue goal can be routinely met. And the same goes for a personal vacation month.

Makes sense doesn't it? Great! So, what are you waiting for? Go inspire those Self-Sustained business professionals on your team!

Article source: Free Sales Articles.

DOES IT SOMETIMES SEEM AS THOUGH DECISION MAKERS are residing in a gated community? Learn how to bypass gatekeepers (GK) - those professionals who 'guard' the decision makers and often run interference for them - to get in front of decision makers (DM).

Traditionally a secretary, administrative assistant or switchboard operator blocked entry. Now there are electronic nemeses as well: voice mailboxes and blind e-mail addresses. Yet gatekeepers can be your adversaries or allies, depending on your approach. Your challenge: to be regarded as important enough to be allowed into their inner sanctum.

Here are my rules of thumb for 'Passing Gate' and receiving consideration by decision makers:

DO's
1. Turn GateKeepers into allies: treat them with respect, humor and compassion. Their job is tough too. They get it from both ends. They are people with their own personality, not faceless obstacles to be overcome at all costs.

2. Help decision makers look good in their manager's eyes. Can you solve his/her problem? Let the GK know. They will "carry your torch" for you. presenting you as his/her solution to the DM's problem.

3. Recognize GKs and other intermediaries as vital to your information-gathering mission. Learn more about the DM, his/her department, recent trends, internal machinations within company, from the GK. Be nice to all.

4. Calling before/after GK's shift will get you through directly. Many DMs work long hours and feel less pressured before/after hours.

5. Gather information with every call you make. Ask appropriate questions and gather information about the decision maker, his or her schedule, what else is happening in the company at the time. Be attuned to insights into the psychological make-up of the person you are calling for. Ask when the best (and worst) time to call is? How do you pronounce your DM's name? Does he or she prefer an informal name: "T" for Hortence or Condy for Condelezza.

6. Utilize multiple forms of communication to make contact. Use calls, postcards, faxes and e-mails. Ask GKs and DMs about their preferred ways of communicating.

7. The phrase 'returning his/her call' upgrades your call's importance in GK's eyes. Use it to indicate past history.

8. When leaving repeated voice mail messages, list a different benefit you provide during each message, as a way to both qualify and distinguish yourself.

9. Keep your messages succinct: be short and sweet.

10. Stay upbeat - even if it's the 10th unreturned message you're leaving.

11. Be creative/funny/distinguishable so as to get consideration.

12. Humor works. Self-effacing humor and humor in solidarity with the gatekeeper help open doors.

13. When all else fails, have your Gatekeeper call theirs!


DON'Ts
1. Call and claim you're family, or claim to be calling from the police, IRS or FBI.

2. Become surly, rude or sarcastic. It's a turn-off and suggests immaturity and a lack of flexibility.

3. Avoiding filling up your recipient's voice mailbox with long and detailed messages. It's inconsiderate and shows bad judgment on your part. Use your short elevator speech instead.

4. Don't make the Decision Maker wrong for not being there to answer you in person, or for not having responded yet. Believe it or not, you're not the center of their universe!

5. Avoid using clich?s and following scripts. Show some personality and spunk such that you'll stand apart from the crowd when you call and be memorable when they decide who to call back.

Treat others like the valued individuals they are and remain confident you're someone whose call decision makers will be glad they took. The only Gates you may not master on your first call�Bill Gates.

Article source: Free Sales Articles.

I constantly receive questions and complaints from my creative professional clients about what to do when a prospect claims, 'I can't afford your prices, but I want your services.' My clients are frustrated, because they are usually being told this while standing in a mansion-like home, furnished with top-of-the-line furniture, with a beautifully manicured lawn, and three luxury cars parked in a four-car garage.

How much your client can afford is relative to their values and beliefs of what is important. It is not your job to lower your price so the client can afford you. It is your job to help the client see the connections between their values and your services, regardless of how much money they've spent on other items.

In other words, don't lower your price because the client says she can't afford you.

What a client can and cannot afford is all relative. For example, I know a woman who enjoys eating out at expensive restaurants, though she claims she cannot afford to go on vacation every year. On the flip side, I know families who rarely eat out and cook low cost meals at home, so they can afford to vacation twice a year. Therefore, it is valuable to the first woman to eat out and it is valuable to the other people to go on vacation. What they can each afford is based on their values of what is important, not on how much money they have.

What people choose to spend their money on and what they can afford is not the job of the restaurant, nor is it the job of the vacation spots. Just as it is not your job to lower your price just because the client wants you to.

You have to help the client see the value in your services by learning more about what is important to them and why. During your initial visit with the client (either on the phone or in person) you must ask them questions about what they want and, more importantly, WHY they want it. Buy uncovering 'the why' behind their wants, you can help them connect their needs to the value of your services.

Don't just pitch your services to the client, ASK them what they want. Then follow up with a question (or several questions) which help you understand why they want it.

Keep in mind, if the client continues to whine that she cannot afford your services, then move on. Don't lower your price. If she wants you and finds value in your services, she'll find the money to be able to afford you.

Article source: Free Sales Articles.

Anyone that works in sales knows just how important it is to have lead sources to keep your pipeline filled. But it is not only how we obtain the leads that is important, it's what we do with them once we get them.

One of the most critical mistakes a sales person can make once they receive a lead, is not acting on it immediately.

I once worked with a guy who belonged to a networking group, the soul purpose of his joining this group was to receive leads. This group wasn't cheap either, it cost him $500.00 annually to be a member.

He would come back from his weekly meeting with a lead in his hand and pin it to the bulletin board above his desk, and there it would stay until he noticed it a few days later.

It drove me nuts!

In sales, and it does not matter what you are selling, every day is critical! At any moment, your competitor can call your customer and walk away with the business.

Another common mistake I have witnessed countless times, is contacting the lead in a timely fashion, but having absolutely no enthusiasm once you contact the customer.

When you call a potential customer, smile as you speak to them, the customer will pick up on the inflection in your voice and respond to it.

Don't act as though the customer is a burden to you, and that you are doing them a favor.

Remember, you are the expert when it comes to your product, don't expect your customer to know everything, if they did, they wouldn't need you. So make sure they know that you are happy to help them.

Another no-no when following up on a lead is to yawn, sneeze, or cough into the receiver of the phone. I understand that these are normal and common bodily functions, but there is no excuse for doing it directly into the receiver, this is a great way to loose the sale, the yawn alone will most likely make the customer hang up the phone.

Always put yourself in the shoes of the customer. Imagine meeting someone for the first time over the telephone and your conversation is being interrupted by yawns, and sneezes, I doubt you would be gung-ho about doing business with them

Following up with a lead and then putting that person on hold is another common mistake I have come across. Although your reasons for putting your customer on hold may seem very important to you, your customer will find it to be annoying regardless of your reasons. So be sure to set aside a time to call your lead when you know the interruptions will be few.

So the next time you receive a lead, act on it immediately, let your customer know that you are happy to work with them, speak clearly and avoid interruptions, and watch your sales productivity increase!

Article source: Free Sales Articles.

Many of us are aware of the marketing strategies many consumer based organisations use when getting people to buy their products at selected price structures. The most common price structure used to win over competition is the number 99 which has been proven to increase sales but have you ever considered other pricing numerals which may be just as advantageous over your competition.

Numbers in pricing products are more than mere quantitative data and numbers also have psychological values which should never be underestimated when beating your competition.

Many people are religious around the world, certain numbers have a religious significance such as 12 for disciples and jurors and folklore.

The number 3 is associated with bad luck and the number 7 associated with being lucky. If you take these numbers into consideration when pricing your products or services you may tap into the psyche of the consumer and win sales by merely adjusting your prices accordingly.

The number 3 should be avoided, a recent study into price setting tested consumer products with different prices other than 3 which concluded that the prices which sold best were 495 and 295 which equalled 34% sales.

The price of 395 sold worst in the study which equalled 17% of sales with the number 7 in 9.97 sold 10% more than 9.98 or 9.96.

Small numbers generally promote simplicity, large numbers mean masculinity and complexity. Even numbers, particularly the number 2 usually promotes femininity or convenience. Odd numbers means power and happiness. A good marketing pricing structure when targeting the male market would be to use large, odd numbers.

When targeting a womans market, it would be more appropriate to use small, even numbers. The number 8 coveys power so use this number if you want to project a powerful impression.

However choosing wisely is a recommendation when pricing products as generalising can be dangerous. Remember to consider psychological factors when choosing your numbers, a case study would be beneficial first using one of your products as this would provide damage limitation in your sales market if this information did not work for you.

Article source: Free Sales Articles.

It is very common that people who are new to Internet Marketing will face with difficulties writing their own sales copy - a job called copywriting. Nevertheless, it is amazingly easy if you follow these 9 easy ways:

1. Headline
The most important thing in a sales letter is the headline, it can't be emphasized more. Use a red headline to grab attention. Make sure the headline is catchy, in bigger font, and preferably in the font Tahoma.

2. Attention
You need to start your sales copy by getting the prospects' attention. After the headline does its job, you'll need to get your prospects' attention by telling them what they are seeing here. Tell them right away what they are getting in the sales letter they are reading now.

3. Interest
You've got your visitors' attention, what you need to do next is start telling them a story and have them interested in what you have to offer. Interest them by mentioning what You have for Them - them, them, them, you're always thinking of the benefit on Their side!

4. Desire
When they are ready to know what you want to offer them, then it is a good time to make them want it more. Mention how your product is able to change their lives, tell them how bad things can turn to good after getting your product - always remember that it's about them, not you!

5. A Call To Action
Already have them thirst for your product deeply now? Great - you are now going to sell them the product. Urge them to buy your product, tell them that they must have this product of yours.

6. Long Copy
It is proven more than enough that direct sales letter with a long copy of a single page works the best to sell a product. This way you can list out everything your prospects need to know and wouldn't let them have a moment to be confused at all. You get their attention, interest them, explain everything, get their desires out and Bam - sell them the product.

7. Testimonials
Nothing is better than a proof from people who have their lives changed because they purchased your product. By providing testimonials, you get a third party to support you and that urges your prospects into buying more easily. We rather purchase something people recommend, don't we?

8. Clean and neat sales copy
You don't want to clutter your sales copy with fancy colors, graphics and so on. It is important that your prospects focus more on your words, the texts rather than the design of your sales letter, color of the background etc.

9. Write a story
A good sales letter will need to hook its readers without fail. We are used to finishing a single task - in this case, a story since young. Ever watched an exciting movie and stopped in the middle because you need to accomplish some other things? It feels voided if you do so, right?

This is the same case, people will try and finish every story they read, especially an interesting one. If you can write a good story and keep your prospects hooked right down until the order button, you succeeded.

Article source: Free Sales Articles.

No two persons agree on all things. When people come together to work out a deal, they try to maximize their benefits and minimize their costs. Each person places a different value on individual elements of the deal.An effective negotiation is not just about making people see things from your point of view, but it is also about converging two different views to a point that is perceived by both parties as mutually beneficial. The art of negotiating is the backbone of a successful sales campaign.

Focus On The Customer - Show Him The Money:

The customer is not bothered about how badly you need to make the sale to meet your monthly target. He is more bothered about fulfillment of his needs and getting value for his money.

Talk about the customer's benefit. Don't tell your customer about the latest technology in the car's engine - tell him how this new engine saves him fuel and time.

Know Your Competition:

Knowing your product is not enough. You must know what your competition is offering. You don't want to end up staring at the customer, when he says your competitors are 20% cheaper. Have your answers ready. Give him valid reasons for your higher price.

Don't Waste Your Time With People Who Don't Matter:

When dealing with an organization, learn to prioritize. Don't waste your time explaining the secretary why your power tools are good. Save your time and energy for the decision maker. Try to get an appointment with 'the boss'. If you can't get one immediately, try for a later one, else move on. The secretary is not going to buy your tools.

Exploit The Copycat Mentality:

Humans have a mentality to copy what others are doing successfully. If a person's competitor or acquaintance is using a product, he may be tempted to use the product too. Keep your references ready and tell him how others have greatly benefited from your product or service.

Get Them To Agree:

When a person agrees to something you are saying, he subconsciously creates a positive frame of mind towards your offer.
Getting the other person to say 'Yes' on various occasions brings both of you on the same side - with the same goal.

Your Negotiating Strength Lies In Your Uniqueness:

If it is easy to find someone providing the same service or product that you provide, your negotiating potential is reduced. The more unique your offer, the greater negotiating powers you have. Always make a list of points which differentiate you from your rivals. Sometimes people buy things just because they are different from what most other people are using.

Use Time To Your Advantage:

Every one of us has been to a stock clearance sale. When the merchant runs out of time to sell his stock, his loses his pricing power.

Customers use this tactic on sellers and give a deadline to make a decision on price and terms. The person who is short of time is always at a disadvantage. Never allow yourself to be trapped in a 'time limit' trap. Even when you are short of time, don't let it be known to the other person.

On the other hand, a person's urgency to get something done can work in your favor. If the other person is in a hurry to get things done, you can be assured that he will be more willing to bend than he would in a normal situation.

A word of caution - never exploit the other person's urgency to such an extent that it makes the deal grossly one sided. You may get what you want one time, but such deals have a negative impact on your reputation and future business. A win-win situation is always desired.

Price Is Not Everything - Terms Matter Too:

Terms of service are as important as the price itself. An example could be the loans and mortgage industry. Companies are able to charge higher interests rates than competitors by allowing flexible repayment options. Companies offering freebies with their products are compensating a higher price with friendlier terms. Create a balance between the price and the terms - when price is your weak point, offset it with better terms.

'The Policy' Tactic:

Since childhood, people are taught that rules are not to be broken. At subconscious level most of the people carry a perception that it is their duty to follow all rules. You will be surprised how easily people give in when they are told that the terms which they expecting are against the company policy. Salespersons always keep a printed price list with themselves. Those few black words printed on a white paper add authority to the salesperson's arguments and send the message that it is not within their power to alter the terms.

Keep Your Last Price For The Last:

Most buyers have a tendency to ask for a lower price than offered. If asked for 'the last price', quote something more than the actual 'last price' which you are willing to give. It doesn't matter if initially you offer a price 2% lower or 20% lower - buyers will ask for a further lower price in both cases.

The Final Gambit - Say 'No':

Risk taking is an essential ingredient of success.

Agreeing to customers' terms all the time weakens your image in the market. Walk out of the deal if it doesn't seem profitable. If the customer gives in to your terms, you win a profitable deal. If you lose the customer, why repent? He wasn't a profitable customer anyway.

Article source: Free Sales Articles.

Because thatch makes such a perfect roofing material, it has never been completely replaced by more conventional roofing materials such as composition shingles. However; before you go online and order up a load of thatch to be delivered to your home there are a few important related items that you may like to consider.

A Local Source for Thatch Roofing Grass

To begin with, having native grass available from a local source is one of the factors that have contributed to the popularity of thatch roofing. What this means, is that if you are living in New York City be prepared to spend top dollar for your natural thatch roofing.

A Specialized Craft

Another thing to consider, is that the actual application of thatch roofing is a specialized craft. Sure, your local roofing contractor will tell you he can do it but once again it is going to cost you top dollar . Plus the contractor will have to do some extensive research to learn how to apply it.

A Labor Intensive Installation Process

In far flung places where the thatched roof look originally took hold and became popular labor is relatively cheap. With the actual application of thatched roofing being such a labor intensive process this is something that must be considered.

A Reasonable Alternative

If you have a beach house or a tiki hut that you would like to have covered with thatched roofing, your best would be one of the synthetic thatch shingles that are on the market. Before you get all hung up on the the fact that it is synthetic fiber, stop and take a deep breath.

Make it Easy on Yourself

First of all, it looks just fine and absolutely no one will notice that its not real grass. Secondly, it has a much longer life span than natural thatch roofing and is also more fire proof. Thirdly, any contractor can install them in the same manor that any other shingle roof is installed.

Author: Jenny Gremoland

About the author:
Written by Jenny Gremoland. Let's talk more about thatch roofing and even palm roofing

Article source: Free Sales Articles.

Selling used to be so much harder than it is, but more effective! In the early days of trading, people faced each other, convinced each other, exchanged wares and were all happy about the transaction. Some would fail but most did not. Why? Because those who bought something had help in finding what they wanted. The one who sold, responded immediately to inquiries and challenges. In the end, both buyer and seller are happy.

Letters came in handy for many sellers, especially those who had a lot to say and a lot to show. But then, let's face it - this phenomenon also gave birth to the term 'junk mail.' Sales people did less talk and spent less on personal appearances but very few of these letters got favorable responses, or any attention at all. Why? You guessed it - no personal touch. The recipient of the letter did not have anyone there to answer questions.

When Alexander Graham Bell invented the telephone, little did he anticipate the power of reaching people so far away with the sound of the voice. To people who sell, this was a goldmine. Dial any number and offer your products. This provided a bigger market, yet it also increased the chances of rejection. The basic flaw here is obvious - the cold calls are shots in the dark. There is no initial interest on the part of the person called.

If the prospective customer made the call, then it's a different story altogether. There is the interest and a sale can be pursued. There is something lacking though - the visuals to show your products.

Enter the age of the Internet. Letters became emails. Phone calls became chats.

But wait, there's more! This new technology gave the selling person more ammunition in the form of reports, histories, profiles and the ability to engage in conversation and use visuals at the same time.

Yes, chats convert more visitors into customers.

In buying, people are driven by want. A lot are driven by need. Consider your web-store as an actual store - where people can come in, take a look and buy. Note: they come to you, hence, there is interest in what you offer.

Put in the personalized service that a salesperson presents through live chat. After a little talk, your visitor starts deciding to buy. A little more nudge, and their in - hook, line and sinker. If your salesperson is good enough, that customer will come back for more.

Your Customer Service Representatives (CSR) is converted a talking box that can lead your visitors to what they need (better yet, to what they want). And, viola, a visitor becomes a customer!

Many online stores have implemented this live chat system into their web-stores and the result is definitely positive. Higher sales figures come from the increased conversion rate of visitors to customer. Before chatting was involved, 98% of visitors leave the online stores without making any purchase. That 2% does sound very dismal. After incorporating the live chat sales support system, some web-stores reported up to 25% conversion rates.

So think, wouldn't you rather be making $25 instead of just $2?

Article source: Free Sales Articles.

Starting a new business is always tough. You have spent hours and hours putting your Business Plan together, sorting out the financing, arranging your office and buying equipment. And the big day arrives � you have to get out there and secure your first customer. It all looked so easy when you were planning, but now this is real and doesn't seem as effortless as you thought.

What practical steps can you take to ensure your business gets off to a flying start?

Put a Plan in Place

If you didn't write a Business Plan (tut tut!) then putting pen to paper is your first step. You have to careful plan what you want to achieve and what you are trying to do. A Plan will help crystalise your thoughts and ideas and act as a spring board for creative thought.

It also will be a useful boost when you come to review your progress against what you set out to achieve - a cause for celebration or a kick up the backside!

The key element in your Plan is to spell out exactly who your typical customer is going to be. Are they young or old? Well off, or on the look out for bargains? Single or married?

Once you have clearly defined who you are after then chasing your first sale becomes easier.

E-Mail All Your Contacts

You may not think that personal friends and family may be interested in your product or service, but don't forget that they have friends and family as well and so can help spread the word!

E-mail every one in your address book and tell them, if they don't already know, that you are starting up in business and need their help. In your e-mail describe what you do and the products you offer and request that they forward it to everyone in their address book. A bit 'spammy' I know but when such a note comes from someone you know then it doesn't seem so bad.

For those family and friends who don't have e-mail, call them, write to them, to officially launch your business. Very quickly word will spread and enquiries and orders will start to flood in.

Ask For a Referral

It's possible you may have 'road-tested' your business before you decided to go full time. In that case you will already have a small database of customers. Ask them if they can provide you with some names of people or businesses whom they think may be interested in what you have on offer.

A referral, or positive recommendation, is a powerful and easy way to give your business a kick start. If you want, why not offer a small gift, or a discount on the next sale, for all customers who refer someone to you? This gesture will further cement your relationship.

Tell Everyone You Meet

Be a walking advertising board for your business! Find any opportunity to tell people, especially strangers, what you do. Be enthusiastic! Have a rehearsed opening which encapsulates everything about the benefits and problems your business offers and solves.

Take your business cards wherever you go and leave them all over the place! Supermarkets, restaurants, shops, anywhere where people will find them.

Be a Media Star

The local newspaper or radio stations are always on the look out for stories which are of interest to the locality. Don't expect them to run a story along the lines of 'And today, Joe Bloggs has just started in business doing �'. Your story needs to be interesting and have an unusual slant. Did you travel the world and come up with your idea whilst riding a train in India? Did you have a flash of inspiration following a shocking experience? Carry out a survey which shows that local people are crying out for a service such as yours. Think of something that will grab the editor's attention and this will increase your chances of appearing in print.

Build Relationships

Don't be disappointed if you don't get a sale on the first approach. Sometimes you have to patient. A way of achieving your batch of first sales is to concentrate on building a relationship with your prospective clients. Keep in touch, remind them you are still around and, assuming you have targeted correctly, they may eventually place that coveted order!

If you are about to start your business get planning right now and start to implement some of these ideas to get your new business off to a flying start.

Article source: Free Sales Articles.

The system you are able to visit is based on first class products and they have managed a way of making tv bracket and lcd bracket easy for customers to buy. tv-brackets.co.uk propose varied ways of stands, wall mounts and lcd brackets. These plasma tv wall mounts, brackets will hold the television in place on your wall.

Because plasma TVs have excellent sightlines from a wide spectrum of angles, much of the guesswork has been taken out of where to mount one. They also have adapter plates for your plasma television set, since some TVs need these in order to complete a mounting solution. However, you may prefer one of our universal brackets, which eliminate these confusing adapter plate options.

Many people find the easiest and most convenient way to do this is to mount the TV on the wall. Not only does this work for displaying the plasma TV, it also clears space in the living room where a bulky television set used to sit.

When you have just splashed out an expensive TV the very last thing you will want to do it ruin the overall appearance by placing it on a shoddy tv stand. Wall mount is best in order to have a modern living room and very futuristic. Lcd wall mount is an option if you don't have to much space to lose by placing your plasma tv on a stand.

There are a lot of tv stands available on tv-brackets, so if you chose this option you automatically face a tough decision from the very beginning - how to choose the best tv stand that would give you the best results and safety. The site contains rackets and stands for all the brands.

There are different ways to choose that perfect tv stand that will accompany your tv. You can either go to site store to view them one by one identifying tv stands you like or you can even sit around in the comfort of your own home and buy tv stands online.

Article source: Free Sales Articles.

Ever notice how some people have a certain energy about them that naturally attracts success. What is their magic secret? Who you are personally shows up in your sales approach. It's a big mistake to think that you can fool people when you are not coming for the right place. It's the subtle subconscious clues that you send your prospect that can make or break your sale.

Let's face it - People buy from people they trust. People trust people who are like them. The more you behave like your prospect the more they will trust you. This is the core of relationships.

Much research has been done on the determining factors of creating rapport with prospects. It's not what you say that counts, it's how you say it. These are the three components in communication for developing rapport. Words, Voice qualities and Physiology. These three elements equal 100%. What's your best guess on the breakdown?

Your words are only 7% of your communication. Your voice qualities are 38% and your physiology is 55%. That means that what you say is the least significant. How you say it and how your carry your body are the most important factors in your ability to create rapport with your prospect.

It's important to speak your prospects language. You already know how to be who you are - it takes an elegant persuader to care enough about the other person to enter their world. Everyone wears different glasses to perceive the world. Your job is to find out what glasses they are wearing and speak to your prospect about your services with their glasses on. When someone feels like you understand them, their trust level goes up significantly and are more likely to buy.

There are three basic types of people Visual, Auditory and Kinesthetic. Identify which one your prospect is and enter their world. Keep in mind in different circumstances people are all three. People tend to favor one more than the others. You use both of your hands, but tend to favor one more than the other.

Selling Strategies for the Visual Person

Visual people tend to look upwards, speak rapidly and have high levels of energy. They love to look good and will usually dress to perfection. Visual people love visual information. They speak in visual terms and they want you to do likewise. They love to see the goods, not talk about them. The look of the goods is vitally important in assisting them to make a positive buying decision.


Keep this overview in mind as we present you with a picture on how to highlight your presentations to Visuals in a way that is both illuminating and compelling at the same time. Can you see what we are looking for?

1. For a visual prospect, a picture is truly worth a thousand words. Use charts, graphs, photos, and slides. Reinforce your presentation by using the blackboard. Bring videos if you have them.

2. Use visual words to pace their information gathering process. Develop beautiful pictures through your language. Use phrases in summation and closing like, 'Is that clear to you?,' 'Imagine how this will....' or 'How does this look to you?'

3. Glance upward occasionally. If you want your customer to imagine something or think visually, you can guide them to access visually. Looking upward will enhance their ability to form lasting mental pictures.

4. Write things down for your visual client throughout the sales call. Write important points down as you summarize. Encourage them to take notes. When you close the sale with a visual client write everything down so they can see the agreement.

5. Dressing professionally is important with any client. It is especially important with the visual client who will look for the 'image' you have created with your clothes and your briefcase.

6. Visual clients 'notice' everything. Pay attention to detail and the way things look. The package is as important as the product
to Visuals.

7. And last, but most importantly, paint vivid and compelling pictures. The more vivid the picture, the more powerful the influence.


Selling Strategies for the Auditory Person

Auditory people tend to be more centered. Their eyes tend to move with their ears. Auditory people love auditory information. They speak in auditory terms and they want you to do likewise. They love to hear about your product, not necessarily see it. What others have said about your product is very valuable information.

Record this information in your mind so you tune in to your auditory prospect. Give them an earful of persuasion and listen to them to ask you for more. Can you hear what we are saying? Are we beginning to sing the same tune?

1. Use auditory words and phrases like, 'Does that sound good to you?', 'Are we in harmony on this?', 'Shall I speak more directly about the facts and statistics?' or 'This plate stamping machine is twice as quiet as the one you now have.'

2. Quote testimonials and endorsements with your auditory clients. Auditory people think in 'words' rather than feelings or pictures. They love to hear what other people have to say about your products or services.

3. Use your voice to hold the Auditory's attention. Change tone, volume, pitch and speech rate to verbally emphasize and enhance your sales points. Auditory prospects will pay as much attention, if not more, to how you speak as to what you say.

4. Tell the auditory customer lots of stories. Story telling in sales is powerful with everyone, and it is especially important with auditory prospects.

5. If you have to send them some information they often will not enjoy reading a brochure, so send a cassette tape outlining benefits, features etc. Use all the verbal information you can to move the sale forward. Get audio tapes into the hands and ears of your auditory leads right away. If your company does TV or radio advertising, ask your auditory client if they have heard your latest ads.

6. Have frequent telephone conversations with your auditory prospects. Even a brief call will mean a great deal to them.

7. Summarize agreements verbally after closing, using such a phrase as : 'We are speaking about (summarize details.)' Remember, the Auditory hears everything. Give them exciting and motivating words that will play in their internally driven tape player long after the sales call is through.

8. It is important to know that auditory people find it hard to look at you and listen to what you are saying, so give them subconscious approval for looking away, by not demanding eye contact. They need to concentrate on what they hear and that's why they look away from you. Also, don't speak to rapidly or you will lose them.

Selling Strategies for the Kinesthetic Person

Kinesthetic people are more low keyed, typically the like to look down to connect with their feelings. Kinesthetic people love kinesthetic information. They react to kinesthetic terms and they want you to do likewise. They love to touch the goods, so let them get their hands all over the product. They must absolutely feel good about their decision, so help them get in touch with their feelings.

Grasp the important points in this section as we drive home the hard hitting strategies that work long and hard in putting deals together with the Kinesthetic. When these strategies sink in and you feel good about using them to nail down transactions with the Kinesthetic, you will have reached another plateau.

1. Use Kinesthetic words and phrases like, 'Are you comfortable with this?', 'How do you feel about that?' or 'Do you need a more concrete example?' Talk about common interests, sports, family and let them know you care about their feelings. They want to know that you care about them and you are their friend.

2. Meet face to face with Kinesthetic clients. Don't rely too much on phone calls or written communication. They crave the head to head, belly to belly feeling that only one on one communication can give. Match them: if they have their jacket off, their tie loosened, do the same. They typically like to dress comfortably.

3. Get the kinesthetic physically involved with your presentation. Have them mark up your brochure. Have them walk through your proposal. If you are demonstrating a product they can use, encourage them to test the product out to find how it feels. Encourage them to hold the product, use the computer, feel the car finish, touch the rock fireplace, walk around the yard, stroke the leather seats get comfortable on the couch, etc. Make sure they are always physically comfortable. If they are not, they won't stay 'with' your presentation.

4. Tell moving, emotionally based stories about your product and, most importantly, about the impact of your product or service on people just like them. Strongly communicate your emotional commitment to your product, to what you are selling. Then link commitment to your commitment to serving them.

5. Glance downwards occasionally. Kinesthetic people will intuitively pick it up and know that you are emotionally involved in your product. You can also guide them to access their feelings by glancing down and getting them to follow your lead. Typically, they are not comfortable with constant eye contact.

6. Kinesthetic people often like to be touched. They shake hands forever, often with the old 'two-handed, let's hold this contact for a long, long time' approach. Since this is so appealing to them, an occasional pat on the back will fire off strong positive feelings. When you close the sale or come to some major commitment, shake hands on it. That gesture means a lot to a Kinesthetic person.
Your prospect wants to know that you care about them. It is very easy for a salesperson to sell their product or service based on their values. Your values are what sold you to sell your product. Your prospects values for buying may not be the same as your values. It is critical that you take the time to find out your prospects values, and what needs to happen in order for them to experience that value around your product.


Lastly, you want to attract sales, instead of chasing, selling, promoting, seducing or going after it. Attraction is when people come to you. Selling, promoting, seducing and chasing is when you go after them. When you set up your life for sales to come to you invite effortless success into your life.

Article source: Free Sales Articles.

Are you selling products or services to the proverbial big box retailers? To companies like Wal-Mart, Costco, Sam's Club, Lowe's, The Home Depot and others? There are many advantages to selling to these companies. For starters, they have incredible purchasing power and can place large orders. They can truly help your company grow incredibly and take it to the next level.

On the other hand, they also have incredible clout and negotiating power. That means that they can, and often decide to negotiate payment terms to their benefit. It is not uncommon for big box retailers to pay their invoices in 30 to 60 days. This creates two distinct types of problems, depending on your financial situation:

You can't afford to wait to get paid

If your biggest challenge is that you can't wait to get paid by your big box retail clients, the solution may be to factor your invoices. Invoice factoring is a form of financing whereby you sell your invoices to a factoring company who pays you for them. They wait to get paid, while you are paid immediately.

You need money to pay your suppliers

If your big box retailer client places an order that is too large for your current financial situation, your best option is to use purchase order finance. This type of financing is also provided by a factoring company, but covers all your supplier payments. It enables you to complete the order and make the sale. Like factoring, the transaction is settled once the client pays the invoice.

Which one should you use?

Both factoring and purchase order financing can be very useful. Factoring tends to cost less, so as a rule of thumb you should try it first. However, if you need more financing than what factoring can offer, then you should add purchase order financing to the solution portfolio.

Both solutions can be quite affordable though costs will depend on your financing volume. Much like regular retailers, factoring companies give volume discounts and charge less if you use them frequently. Ideally you are better off using factoring as a recurring financing tool while deploying purchase order financing on a 'as needed basis' to help with the big orders.

Article source: Free Sales Articles.

Black greeting cards are ones used by black people. Many blacks opt to go for black greeting cards because they best represent their roots and culture. If you are a black person, you will be glad to know that there are very many companies that dedicate themselves to providing the kinds of cards you are looking for. The following is a list of all the companies that you can engage to get all kinds of cards you want. The first company is African American Expressions. They provide all kinds of cards and gifts for the black community. Their gifts will ensure that you communicate all you wish when you make use of the cards. For more information on what they offer, you can visit their site to give you all you need in this regard. The company has a wealth of experience in providing all the black inspired cards as well as other things.

Another company that will provide you with all occasion black greeting cards is African American roots. When you visit their site, you will discover that their wide display of black greeting cards is inspiring. There are so many things that you will gain, when you look at what the company has to offer. Black people are known to be passionate and when it comes to showing love, they prefer to be elaborate and all out. This is one of the most interesting aspects of black people. This is what popular companies for greeting cards will achieve with their options for cards. If you are looking for a touch of class and excellence, you can look at what African Shop Online has to offer. You just need to look at the kind of stuff they have and you will be amazed. All blacks will find the inspiration as they seek to find good cards to express their love. This company will connect you with African ideas and art that will simply give you pleasure.

Other popular black greeting cards companies are Artful Greetings and many others. Apart from providing quality cards, you will have the opportunity to get cards at good prices. You will even find free cards that will surely make your day. Black people will appreciate what they find. You need to take some time to ensure that you get the most out of your search. Online, you will find other good guides to companies that are not just popular but, ones that will offer you the right cards. When you choose a good black card, your wording will go a long way to ensure that you make your card special. It really does not matter the occasion; you will find all you need. If you just wish to say that you are thinking of someone, you will find great ideas that will suit you. Good companies come with experience. If their operations are legal and fair, they will become popular. Therefore consider popular companies and you will not be disappointed in this regard. All you want is to make your relationships better.

Author: Francis K. Githinji

About the author:
Francis K. Githinji Is An Online Dating Expert. His Latest Project Free Online Dating Service Shows How The Power Of Online Dating Can Be Harnessed Internationally and With Great Success, Or You Could Post Your Valued Comments On His Blog At Dating And Relationships
Magazine

Article source: Free Sales Articles.

You need sales and you wanted them yesterday. Here are ten ideas to start those sales pouring in. Learn them then use them.

Brand your name and business. This is the most important thing you can do for your business. You can easily do this by just writing articles and submitting them to e-zines, web sites, press-release sites, local newspapers for publishing or republishing. Including your picture where possible is powerful.

Find a strategic business partner/s. Look for ones that have the same objective. You can trade leads, share marketing info, sell package deals, and more. This works online as well as offline.

Take notice of successful business or people that directly compete with you. Study the aspects that make them successful then model your business after them. I'm not saying out right copy them, but practice some of the same habits that have made them succeed.

Take a little time out of your day or week to brainstorm. New ideas are usually the difference between success and failure.

Take risks to improve your business. Sometimes businesses don't want to advertise unless it's free. Usually you have to spend money to get results.


Include emotional words in your advertisements. Use words like love, security, relief, freedom, happy, satisfaction, fun, discover, etc for powerful hypnotic effect.

Ask people to review your web site. You can use the comments you get to improve your web site or you may turn the reviewer into a customer.

Combine a product and service together in a package deal. It could increase your sales. If you're selling a book, offer an hour of consulting with it.

Offer a product on the back-end. After product is sold suggest a complimentary product or products. Online this can be done on the thank you page. Offline it is used all the time� 'would you like fries with your meal?'

Start an auction on your web site. The type of auction could be related to the theme of your site. You'll draw traffic from auctioneers and bidders.

Ok, time to roll up the sleeves and put one or more of these strategies to work for you. They won't start working for you unless you start working them first. Make it happen today.

Article source: Free Sales Articles.

You created interest with your prospect by making a big promise, and stated a feature to back up your promise.

You gave them a logical and emotional benefit, and backed everything up with evidence.

Finally, you asked their permission to ask questions.

Because you did such a great job up to this point, your prospect says, 'If you can do that for me, if you might be able to help me that way, to create those kinds of results, sure, you can ask me some questions.'

Now you've got their permission to probe.

Before I get into probing and asking the prospect questions, there is one very important point I want to talk with you about. The point I want to discuss is how to tell the difference between a prospect and a suspect, and how doing so will save you valuable time and unneeded frustration.

So what is the difference between a prospect and a suspect?

A prospect is a potential client who has a need for your product or service, and is willing and able to pay for them, and has the authority to make the buying decision.

On the other hand, a suspect is any one who does not meet any of the qualities of a prospect. A suspect will use up your time asking for more and more information, without ever actually committing or planning on committing to a deal. Suspects will leave you hanging.

The way you separate the suspects from the prospects is in the probing or qualifying phase of the sales process. Before you can sell anything, you must have someone who has a need for your product or service, they must have the means and the desire to purchase whatever it is you are selling, and they must have the authority or ability to make the decision to purchase.

These are the three conditions you are looking for when you qualify someone.

It has been my experience that many sales people make three main mistakes when qualifying a potential customer. Making either one of these mistakes will ultimately end with the same result, a waste of the sales person's and the potential clients time, energy, and a lose of credibility with the potential client.

The first mistake many sales people make is they skip the qualifying step all together. Some think they know what their prospect wants and needs without qualifying. Other sales people skip it because they don't know how to qualify. Or maybe they don't feel comfortable taking control of the sales process right from the beginning.

Then they proceed to ramble on about how great their company is, how long they've been in business and all the wonderful things they're going to do for the prospect. In no way do they stop long enough to find out what the prospect is looking for.

The second mistake many sales people make is when qualifying the potential client; all three conditions for a prospect are not met, so they really have a suspect. However, they continue with the presentation and waste their time, energy, and credibility.

Too many salespeople have the belief that regardless of the situation, the suspect can be convinced to purchase.

The third mistake made is that they don't probe deep enough to really dig out the emotional reasons why the prospect wants or needs their product or service. The sales person only scratches the surface, and then has a difficult time getting the prospect to sign on the dotted line.

Another reason for a salesperson not qualifying a potential client is they are afraid they'll hear the word 'No'. It's the most feared word for most sales people. However, the top producers want to get to the 'No' as quickly as possible so they can get to a yes that much sooner.

Any one of these mistakes can be critical to the sales process.

So what I am going to cover in the qualifying process is crucial to your success or failure in sales, and earning more money in a shorter period of time.

Author: Jim Klein

About the author:
Jim Klein provides salespeople with effective strategies to increase their sales while working less, guaranteed. Get free sales training by subscribing to our free newsletter 'The Sales Advisor'.


Article source: Free Sales Articles.

Sales resolutions, like fitness and diet self-promises, are already starting to lose their grip. Selling professionals have fallen back into the same old rut of not prospecting, not filling pipelines and doing anything to avoid paper work or worse, making a cold call. And when it comes to organization and time management, most good sales people lack the skills.

Don't despair, the year is young and you can get in touch with your resolutions once again and make this a great sales year.

Here are 8 steps to get your well-intentioned sales resolutions back on track:

1. Get out of the comfort zone, really! Tackle the tasks you hate without much thought. Pick up the phone, prospect and handle paperwork efficiently and timely.
2. Quit talking. Quit talking about you. A prospect wants to buy from you if you'll only let them tell you why and they will, if you just start listening.
3. Forget the close. If you've been selling for anytime at all, you remember the ill-taught closing techniques. Forget them. Closing is a natural part of the sales conversation. Don't push it.
4. Take time to research your prospect. Find out what it is that you may be able to help with. Far too many sales reps fall down here. You are not too busy to skip this.
5. Get in the Game. Many a sales rep rearranges drawers, handles personal errands and does anything but work a sales system. Quit putting it off and get to work.
6. Enough with the dumb questions. Ban the following questions to prospects: How are you? What's new? Ban the following statements: I was just calling to check in (substitute touch base). Have a nice day.
7. Deliver the right message to the right person at the right time. How many of you spend far too much time dueling with gatekeepers while the decision maker remains elusive.
8. Track, track, track your efforts and results. If you don't have a CRM or sales planning system like Goldmine or ACT, get one now. You'll learn a lot about what efforts pay off most and you'll be more organized than you ever thought.

If your sales are suffering, look in the mirror. Better yet, look at your 2009 selling resolutions and commit to them. You made them for a reason. Remember?

Author: Brian Grinonneau

About the author:
Brian Grinonneau is an award winning business author and a partner with the sales consulting firm MaSM.
www.masmllc.com

Article source: Free Sales Articles.

They say ...

People buy using their emotions.
People buy benefits, not features.

If we accept these two guidelines of sales and marketing, it would stand to reason that benefits are, or at least include, emotions. I don't buy the wrench for the benefit of being able to fix my plumbing, still less for the chrome plate feature. Rather, I buy the wrench to fix my plumbing--

to make me feel as if I have accomplished something,
to stop myself from feeling guilty,
to stop my fear of water damage,
to persuade my wife that I am worthwhile,
to give myself a sense of control over my environment--
you get the picture.

OK, so the chrome plate feature may make me feel proud to own the thing. So am I buying a wrench or the feelings the tool gives me?

And being essentially self-centered ourselves on the sales end, it takes work and experience, not to mention creativity, for us to know why our potential customers want to buy our product or service ... or how to find the customer that fits the profile we think would make it likely we have a buyer. It takes work to see I am not selling a wrench, but the emotional benefits the wrench provides. I am not selling what I want, but what the customer wants. If I understand what I am selling (emotions), I will be able to increase sales and customer satisfaction more than if all I see is a wrench.

So online where I have no face-to-face contact with potential customers, how do I figure out why people might buy what I have to offer? That's a question too large to address here save in brief. Pay-per-click using relevant keywords (see Google's keyword tool in Adwords), garnering feedback in social networking sites and through email responses, using the imagination, re-writing text, and two other points.

One, make it personal with online images, pictures, and video. This increases the emotional side of trust and visually stirs the viewer to positive motivating feelings (if the viewer is a potential customer). Two, try to hit as many motivating emotions as you can. The more motivating emotions stirred, the more likely that the person will buy.

Author: Peter Rubel

About the author:
Feel free to offer comments, questions, testimonials, and feedback on <a href='http://www.bestaffiliatefamily.com/blog' my blog and sign up for a free internet marketing newsletter on <a href='http://www.bestaffiliatefamily.com' www.bestaffiliatefamily.com

Article source: Free Sales Articles.

TranscriptionStar is proven industry leader in all your legal word processing and transcription needs. We can help you to record your proceedings, transcribe them at super rush turnaround time options. We handle different dialects of America.
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Fernandez Law Firm
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You will just dial the phone #, dictate and hang up. Our team takes care of the transcription, formatting and sending the transcript back to you with in client specific TAT deadline (Turn Around Time). You will be assured and assigned dedicated dial-in phone number to ensure no waiting and you can call in as per your convenience any time and from anywhere.

Author: robert08

About the author:
TranscriptionStar is proven industry leader in all your legal word processing and transcription needs. We can help you to record your proceedings, transcribe them at super rush turnaround time options. We handle different dialects of America.Most of our legal transcription projects require the transcription of an evidentiary tape, a presentation or a videocassette.

Article source: Free Sales Articles.