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1.) A WORD FROM THE "EDITOR"
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A Warm welcome to all our new subscribers.

We are now well into the height of season.
This is the time of year we all really need to
work diligently on getting our businesses out
there and start marketing them in anyway possible.
In my opinion, we should never stop, but as humans
we can only go full steam ahead for so long before we
need a break.  The time is now and we need to be full
steam ahead.  

As most of you know, ezine a.dvertising is the most
effective way to a.dvertise your business.  In efforts
to assist you in your marketing campaign, 
The OnLine Exchange have reduced our prices and
formulated a range of variety packages to make your
campaign run smoothly during this crucial time of year.
You can visit our website to view our packages, and if
you would like to view on the special packages, just
click on Variety A.D packages for more information:

http://www.online-exchange.com/advertising.htm

If you have any questions, suggestions, opinions,
please email us at:  marketingtrendz@comcast.net

Have a GREAT Weekend!

Best Regards,
Debbie Solomon 
marketingtrendz@comcast.net 

Please forward this e-zine to all your friends and co-workers who might be interested!

 

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2.) HEADLINE ARTICLE
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Be My Guest 

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In recent years many different businesses have begun to approach their clients differently. They are now labeling them as guests, which has been the norm in the hospitality industry for decades. Many restaurant chains as well as car dealerships and airlines have even taken to using this term.

A simple word like “guest” versus “customer” can make a dramatic difference in the way we perceive the people who pay our salaries. A customer is someone who makes a purchase. A guest, on the other hand, is someone we welcome with open arms and look forward to interacting with. A guest is more of a friend, someone we will treat with dignity and respect. 

I'm not suggesting that you immediately begin calling all of your customer’s guests. What I would like to introduce to you is the GUEST model of selling. GUEST is an acronym for a five-step sales process. 

1. Greet your customer.
2. Uncover the customers' needs.
3. Explain your product or service.
4. Solve their objections.
5. Tell them to buy.

Many sales-based organizations have their own sales model or structure. The GUEST model is designed to fit into most sales cycles. These five steps are the key components to all successful selling. The majority of sales people don’t follow any structured process, preferring to allow the sale to flow naturally. I've heard objections, excuses, justifications and rationalizations for this, such as:

“You can’t follow a structured process.”
“Customers just take control of the sales process.”
“It takes too long to go through a process like this.” “I'm too busy.”
“I've done it my way for years and I've been successful.”

The list could go on and on. In fact, I could probably write a book just listing the excuses I've heard from salespeople. Here is the point. The GUEST process works. Ultimately, you need to take control of the sales process. If you don’t, the customer will, which is what happens in approximately 80 percent of all sales transactions. 

News flash! People will not buy from a sales person they don't trust, don't like, or who doesn't show confidence. I have known sales people with a tremendous amount of experience and knowledge who can’t close the number of sales they are entitled to because they try too hard. 

Here's a typical sales story. The customer is considering a particular product or service. The sales person launches into a canned pitch about the product. The customer asks some questions and expresses some objections. The sales person tries to overcome or defend the objections. The process ends with the customer saying, "I’ll think about it?" Why didn’t the sales person get the sale? The reasons are simple.

The sales person did not ask the customer any questions.
The sales person delivered a rehearsed presentation instead of focusing on the customer's needs.
The sales person did not gather sufficient information to overcome the customer’s objection.
The sales person did not give the customer a reason to make the purchase!

The GUEST approach of selling addresses each of these issues. The key is to concentrate on the process rather the outcome. If you work through each step instead of trying to close the sale you will increase your closing ratio. Too many salespeople work hard to close a sale because they need to reach a certain level of sales to earn commission, their boss is hounding them to close a deal, or they haven't reached their sales quota. The result is a desperate attempt to get the customer to part with their hard-earned money. These customers feel threatened, manipulated, coerced and often don’t make any purchase at all.

On the other hand if a sales person concentrates on the sales process the customer will be more relaxed, feel more comfortable and will be more likely to buy. In my workshops I encourage sales people to allow the sale to progress naturally. I instruct them to pay attention to their customers instead of focusing on closing the sale. This runs contrary to most sales training where the emphasis is on closing the sale or dealing with objections. My philosophy is that the sale will happen when you put all five components together in a relaxed, comfortable manner.

During the sales process the average sales person spends the bulk of their time in a non-active, passive role – waiting for the customer to ask questions and responding to objections. It's no wonder people aren't anxious to make a purchase.

The GUEST model of selling suggests investing most of your time asking questions to learn as much about your customer as possible. This enables you to then adapt your sales presentation to address what is important to each customer.

When done properly, this will eliminate many objections. Unfortunately, most sales-people either don't understand this or refuse to believe it. Most still feel that they have to skate quickly through the qualifying process to ensure they have enough time to deal with and overcome objections.

A business acquaintance of mine works in advertising. When I approached him to produce a training video he began asking me questions to fully understand what I needed and wanted in a video. Because he took the time to learn about my business needs, I immediately saw the value in this $45,000 investment. Not once did I express an objection about the cost because he demonstrated the value while he uncovered my needs and presented a solution. He made sure that he positioned himself and his company as a problem-solver and a solution- provider.

Stop treating your customers like a pay cheque and view them as guests to your business. This may sound awkward and initially difficult to comprehend particularly if you have been accustomed to using aggressive selling tactics in order to close a sale. However, you will soon notice a difference in the way your customers respond to you. In return, they will be more willing to part with their hard earned money.

© 2006 Kelley Robertson, All rights reserved. Kelley Robertson is a professional speaker and trainer on sales, negotiating, customer service, and employee motivation. Receive a F.REE copy of “100 Ways to Increase Your Sales” by subscribing to his free newsletter available at his website. Visit www.kelleyrobertson.com . He is also the author of “The Secrets of Power Selling” and “Stop, Ask & Listen-Proven Sales Techniques to turn Browsers into Buyers.” For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com . 


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3.) INTERACTIVE CLASSIFIEDS
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WATKINS: A POWERFUL BUSINESS OPPORTUNITY
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4.) PARENTS TIME-OUT
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Time Out for Parents

Welcome Parents. It is time for a little Time-Out. Running an online business or working outside of the home takes much time and effort away from your family.
This weekly feature is committed to helping parents take back that quality time and devote it more fully to spending it with their children.

Check out this week's features:

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Time Out for the Week - Soap Fun
What's for Dinner? - Cheesy Chicken Crunch Casserole
Just for You - Decorating Solutions for the Way We Really Live
Site of the Week - Cookalota-what?

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Follow the link below to see what it is all about!  You owe it to yourself and your children!

http://www.parentstime-out.com

This page is designed to be simple and easy to follow.  Our goal is to keep it short and simple each week, allowing you to maximize your family time.

You can find all of our Time Out editions archived at http://www.parentstime-out.com/archives.htm
 

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5.) HOT BIZ*TIP
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Double Click

Sometimes your computer gets cantankerous and a program won't start if
you double click the Icon on your desktop. 

If this happens, you can place the cursor over the Icon, click once and
depress “Return.”  Alternatively, you can right-click the
file/folder/drive and select Open. This method gives you the same result.

If this happens, it is usually a sign your computer is about to freeze or
crash. My advice in this case is to save everything, and then restart
your computer.




-----

Did you know that subscribers to Bob Osgoodby's F.ree Ezine the
"Tip of the Day" get a F.ree Ad for their Business at his Web
Site? Great Business and Computer Tips - Monday. Wednesday. And
Friday. Instructions on how to place an ad are in the Newsletter. 
Subscribe at: http://adv-marketing.com/business/subscribe2.htm 

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 E-ZINE BUSINESS DIRECTORY & RESOURCES

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EZINE BUSINESS DIRECTORY
__________________

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ONLY subscribers who have personally and voluntarily subscribed to this Ezine will Receive it. We are 100% Opt-In. We will NEVER provide our subscriber list to ANYONE. We respect the privacy of our readers.

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CONTACT INFORMATION-

Editor: Debbie Solomon
Publisher: Sara Hardy
http://www.marketingtrendz.com
MarketingTrendz
1640 West Sandpiper Circle
Pembroke Pines, FL 33026
support@marketingtrendz.com

_______________________


DISCLAIMER-

THIS DOCUMENT IS PROVIDED FOR INFORMATIONAL PURPOSES ONLY.
The information contained in this document represents the current view of MarketingTrendz on the issues discussed as of the date of publication. Because MarketingTrendz must respond to change in market conditions, it should not be interpreted to be a commitment on the part of MarketingTrendz and MarketingTrendz cannot guarantee the accuracy of any information presented after the date of publication. Information provided in this document is provided "AS IS" without warranty of any kind, either express or implied, including but not limited to the implied warranties of merchantability, fitness for a particular purpose and freedom from infringement. The user assumes the entire risk as to the accuracy and the use of this document.

All opinions and viewpoints in each editorial of The OnLine Exchange Ezine is expressed solely by the editor and writer, Debbie Solomon. The opinions set forth by the editor is not necessarily an interpretation of viewpoints made by the company.

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