Posts

BIGG Success Logo boxed

Making the Most of Every Contact

By Bigg Success Staff
05-22-08

Bigg Success in Sales

grand_prix 

There’s a small portion of the tire on a race car that actually makes contact with the race track. It’s called the contact patch. Racing crews do everything they can to get a good contact patch because it’s one of the more important factors in winning the race.

As a sales person, you also have a contact patch. You spend a small portion of all your time in front of your prospects. What happens in those moments is essential to making the sale.

However, what happens in those moments is dependent on what you do before you get to them. Preparation is what makes the difference. You need to be sure you’re ready when the opportunity presents itself.

You’ll succeed when product knowledge, prospect knowledge, and people skills meet.

Product knowledge
You need to fully understand the features and, more importantly, the benefits of your product. But don’t stop there. You also need to fully understand the features and benefits of your competitors’ products.

And when we say “competitors”, we mean every alternate way your prospect might meet their need. It goes beyond people who do exactly what you do. You also need to understand what substitutions your prospect could make for your product.

Prospect knowledge

What problem do you solve for your prospect? Find a problem your prospect wants to solve and show them how to solve it. In order to do that, you’ll need to do some research on your prospect.

Problem-solving is a case-by-case thing. One prospect may be experiencing difficulties that another one isn’t. If you take the time to find the unique needs of a unique prospect, and then offer them a unique solution, you’ll make the most of every contact.

People skills

You also need to develop the people skills necessary to communicate your message and understand what the prospect is saying. And not saying. Learning how to read non-verbal cues is an essential art of being a great sales person.

So listen as much as you talk. Question your prospect to make sure you fully understand their responses. Watch them to see what they’re not saying with words. Then use your product knowledge, your prospect knowledge, and your people skills to make the sale!  

Hear today's lesson and laugh on The Bigg Success Show. 

Related posts

766]

768]

770]

774]

776]

778]

780]

782]

Bigg Fun 26

(Image by scairborn)

BIGG Success Logo boxed

Who's in Control – You or Your Blackberry?

Have you ever been in a conversation where the other person never stopped looking at their Blackberry … or iPhone … or some other mobile device?

Maybe that person was you!

Today we’ll discuss the impression this leaves and how it affects you if you’re an offender.

Age matters
You should consider the age of the person with whom you’re meeting. When twenty somethings meet, there’s a good chance they’ll both be offenders, which means neither one will be offended! They don’t think anything of it.

A forty something might have a problem with it; a sixty something almost definitely would. But no matter what age the person is, if they don’t have their device in hand, you shouldn’t either!

The inbox on your desk
Let’s go back a generation or so. What would be the equivalent to meeting with device in hand?

Picture someone sitting in a meeting with you sorting through the Inbox from their desk while trying to conduct business or build a relationship.

How productive would that have been?

Why is it necessary?
You may think that, back then, there wasn’t the demand for immediate response like there is today. But customers have always been demanding.

We used to think that emergency meant “life-threatening”. Why do so many of us today have this compelling need to treat everything as if it’s an emergency?

You may say that you have to keep in touch constantly. You’re in a competitive business and you’ll lose customers if you don’t.

Let’s go back in time again. Back to the day when the primary means to communicate instantly was by landline telephone. If people then had the same attitude, they would have never left their offices because the phone might ring!

So people took turns answering the phone. Could something similar be done today?

What really important people think
There’s an old story about Richard Simon, of the famous publishing house Simon & Schuster. With his work done for the day, he shut off the lights in his office, grabbed his hat (hats were fashionable at that time), and headed for the elevator.

He was joined on the elevator by a young editor. The editor had a brief case in each hand and another pair pinned under his arms. Mr. Simon looked at him and in Tarzan-speak said, “Me publisher, you editor!”

We think that looking really busy gives off an impression that we’re really important. But as this story illustrates, really important people may think just the opposite!

These devices are useful tools. However, when anything gets in the way of giving people our full attention when we get the opportunity, we’ve missed the whole point.

These devises should help us keep in touch with people, not get in the way of connecting with them when we have the chance!

Get out your mobile device and connect with us!
Click on our Comment link below to share your thoughts 
Click on the Share This button below to Digg, Stumble, Mixx, etc.

Our bigg quote today is by Richard Moss, who said,

“The greatest gift you can give another is the purity of your attention.”

Will you give that gift to the person you’re meeting with or to your Blackberry?

Next time, we ask, “Is your mind like a skipping CD?” Until then, here’s to your bigg success!

 

Related posts

61]

578]

258]

174] 

(Image by Iafrate)

BIGG Success Logo boxed

Who’s in Control – You or Your Blackberry?

Have you ever been in a conversation where the other person never stopped looking at their Blackberry … or iPhone … or some other mobile device?

Maybe that person was you!

Today we’ll discuss the impression this leaves and how it affects you if you’re an offender.

Age matters
You should consider the age of the person with whom you’re meeting. When twenty somethings meet, there’s a good chance they’ll both be offenders, which means neither one will be offended! They don’t think anything of it.

A forty something might have a problem with it; a sixty something almost definitely would. But no matter what age the person is, if they don’t have their device in hand, you shouldn’t either!

The inbox on your desk
Let’s go back a generation or so. What would be the equivalent to meeting with device in hand?

Picture someone sitting in a meeting with you sorting through the Inbox from their desk while trying to conduct business or build a relationship.

How productive would that have been?

Why is it necessary?
You may think that, back then, there wasn’t the demand for immediate response like there is today. But customers have always been demanding.

We used to think that emergency meant “life-threatening”. Why do so many of us today have this compelling need to treat everything as if it’s an emergency?

You may say that you have to keep in touch constantly. You’re in a competitive business and you’ll lose customers if you don’t.

Let’s go back in time again. Back to the day when the primary means to communicate instantly was by landline telephone. If people then had the same attitude, they would have never left their offices because the phone might ring!

So people took turns answering the phone. Could something similar be done today?

What really important people think
There’s an old story about Richard Simon, of the famous publishing house Simon & Schuster. With his work done for the day, he shut off the lights in his office, grabbed his hat (hats were fashionable at that time), and headed for the elevator.

He was joined on the elevator by a young editor. The editor had a brief case in each hand and another pair pinned under his arms. Mr. Simon looked at him and in Tarzan-speak said, “Me publisher, you editor!”

We think that looking really busy gives off an impression that we’re really important. But as this story illustrates, really important people may think just the opposite!

These devices are useful tools. However, when anything gets in the way of giving people our full attention when we get the opportunity, we’ve missed the whole point.

These devises should help us keep in touch with people, not get in the way of connecting with them when we have the chance!

Get out your mobile device and connect with us!
Click on our Comment link below to share your thoughts 
Click on the Share This button below to Digg, Stumble, Mixx, etc.

Our bigg quote today is by Richard Moss, who said,

“The greatest gift you can give another is the purity of your attention.”

Will you give that gift to the person you’re meeting with or to your Blackberry?

Next time, we ask, “Is your mind like a skipping CD?” Until then, here’s to your bigg success!

 

Related posts

61]

578]

258]

174] 

(Image by Iafrate)

BIGG Success Logo boxed

Active and Passive Voice: Actively Accentuate the Positive, Passively Eliminate the Negative

By Bigg Success Staff
04-24-08

Career Builders

talking 

You will advance faster in your career if you communicate effectively. One part of that is to know when to use your “active” voice and when to use a “passive” one.

It sounds boring, but you’ll be surprised at the difference it makes!

When you use your active voice, the subject of the sentence appears before the action. Stated simpler, the noun occurs before the verb. For example:

You performed exceptionally well on this project.

With passive voice, the action appears in the sentence before the subject, if the subject appears at all. The verb comes first, the noun comes later. An example:

This project was done exceptionally well by you.

Note that the first example is more direct and easier to follow than the second. It sounds better, doesn’t it?

Accentuate the positives with your active voice
More importantly, wouldn’t you feel better if you were told that “you performed exceptionally well”?

The focus is on “you”, not the “project”.

So when you want to tell someone that they did something great, use your active voice. Put them first in your sentences. You’ll feel great because you’ll make them feel great!

Eliminate the negatives with a passive voice

You will find, though, that the passive voice is also useful. For example, which of the following two sentences would you rather hear?

You performed below expectations on this project.

Expectations weren’t met on this project.

The second example sounds better on this go-around, doesn’t it? Can you picture yourself getting defensive with the first sentence? Probably so.

So when you want to discuss anything negative, use your passive voice. You’ll find that your conversation is much more productive!

Hear today's lesson and laugh on The Bigg Success Show. 

Related posts

56]

538]

161]

61] 

(Image by miamiamia)

BIGG Success Logo boxed

The Other Pause that Refreshes

By Bigg Success Staff
04-07-08

Career Builders

In 1929, Coca-Cola proudly proclaimed that Coke was the pause that refreshes. In your communication tool box, you can also use a pause to refresh. 

That is, you can pause to refresh.

Pause when someone is talking to you.
When you’re having a conversation with someone, one of the most important things you can demonstrate is that you are listening attentively. After they make a point, pause before you reply to show them you’re listening carefully.

Pausing also insures that you don’t interrupt them. Perhaps they’re just catching their breath before continuing. By giving them a second or two, you’ll know if they want to add to their point or if they’ve truly completed their thought.

It also gives you time to fully digest what they said so your response will be better. For example, you may need to ask a follow-up question to clarify something you didn’t completely understand.

Pause when you are talking.
You can use pauses to your advantage when you’re doing the talking as well. Pausing gives them time to fully comprehend what you said. For example, you may see something in their body language or facial expression that suggests confusion. Follow-up to make sure they understood your message.

Sometimes, by pausing, they’ll immediately interject a question or a point. Perhaps they didn’t understand something you said. If you continue talking, they’ll be mentally trapped with the point that needs clarification, so they won’t hear you anyway. Pause to give them time to ask questions or make a point.

Pausing when you’re talking also signals that you’re not a conversation hog. You show them that you’re interested in a two-way dialog and that you value their input. 

Pausing is a useful communication tool for both sides of your conversation. Use it to build trust and make sure your message is understood. Too many people are so focused on what they’re saying or going to say that they fail to actually communicate. Pausing is refreshing!

Find out when we post new articles. Subscribe to the Bigg Success Weekly.

Hear today's lesson and laugh on The Bigg Success Show.

Related posts

61]

398]

303]

153 What’s Your Pick-Up Line?]

(Image by Rebecca (Becky/Bex),CC 2.0)