During the introduction of the “Stop Selling!” philosophy, we typically use the example of buying shoes to make the participants aware of the infinite number of ways buyers decide on purchasing simple items.

While using this example makes it easy to get a deeper understanding of buying behavior, it often creates doubts as to whether the “Stop Selling!” approach is equally applicable to selling high-value solutions in business-to-business (B2B)
settings. As a matter of fact, this approach is practical for these situations as well.

During my corporate career, I was involved in mostly technical solution sales with order values typically ranging from 20,000 to 4,000,000 USD. Now that I’m working with the “Stop Selling!” approach, I realize that this method would’ve been extremely useful at that time!

Let’s have a look at the key benefits of this unique approach and how they are achieved:

1) Creation of deeply trusted relationships for long-term recurring business
2)
Acceleration of the buying decision, leading to more time available for
more sales
3) Improved margins by becoming a truly trusted partner

1) Recurring sales through deeply trusted relationships

The “Stop Selling!” approach is much more than a method. It is based on a mindset that differs quite considerably from the typical sales mindset.

Most salespeople believe that once they discover a customer need that could be satisfied with their product (products can be goods, services, solutions, etc.), they have something to sell. As a consequence, perhaps after some further needs analysis, they start pitching their product, hoping that it will lead them to a sale.

However, even though a buyer may have a need that perhaps could be met by the seller’s product (or the product of the competition, for that matter), it doesn’t necessarily prompt him to act upon that need. There can be numerous reasons for
this behavior, including poor prioritization, lack of budget, complicated approval processes, and so on.

It is therefore important for a salesperson to acknowledge that identifying a need that could be satisfied is pretty meaningless unless the buyer realizes that this need is important enough for him to act on it.

If the salesperson is willing to accept the possibility that there might be nothing to sell at this point even though he sees a potential need, only then will he be able to interact with the buyer without creating any pressure.

The “Stop Selling!” approach promotes the concept of NATOO – “Not being Attached To our Own Outcome”. If a salesperson is able to shift his focus completely to the best possible outcome for the buyer independent from the seller’s own outcome, he
will be able to display true care, resulting in relationships based on deep trust.

Using this approach could mean that for the buyer, the best outcome might be not to buy, or to buy from another supplier.

During our “Stop Selling!” seminars we help the participants adopt this new mindset through a change in their belief system. This is achieved through “real plays”, i.e., role plays that reflect their own situation. Through this exercise, they experience the role of their buyers and become aware of their own selling patterns and how they can change them.

Needless to say, a deep level of trust becomes more important when more is at stake in making a buying decision.

2) More sales through acceleration of the buying decision

While the “Stop Selling!” approach seems to be a soft approach towards sales, it is by no means a slow or passive one.

One of the key targets of our approach is to shorten the length of the buying cycle without creating uncomfortable pressure for the buyer.

In the true sense of coaching – that is, to help the coachee speed up his development – the seller assists the buyer in making his buying decision faster than he would without the seller’s intervention.

Making a buying decision is like solving a jigsaw puzzle: the seller has an idea of what the final picture could look like and the buyer needs to assemble majority of the pieces to see the picture.

The puzzle pieces represent the criteria and factors the buyer needs to consider and align before he can make a decision. The seller, having an outsider’s view of the entire picture, is in a position to coach the buyer through his decision by asking whether certain key pieces are already in place. In order to do so, the seller needs to learn how to ask the right questions without creating pressure and without disrupting the buyer’s own efforts to move forward with his own process. We have observed that the coaching approach is an effective way to do this.

Obviously, for high-value buying decisions, the puzzle is more difficult to assemble. This also means a salesperson acting as a highly qualified buying coach can add tremendous additional value to the buyer.

3) Improved margins by becoming a truly trusted partner

It is far from easy for a salesperson to adopt this new mindset and truly coach the buyer, especially when the seller is used to being a consultant who believes he has all the answers. Habits are hard to change so this process requires a strong follow-
through for new behaviors to be wholly adopted. This is why we emphasize the importance of effective follow-up procedures after our seminars.

Let’s be realistic: even if we are fully aware of the benefits of the “Stop Selling!” approach and even if we can grasp what the new mindset and resulting behaviors should be like, we are still likely to make mistakes and may occasionally fall back
into our old patterns. This, in itself, is not a problem – as long as we are aware when it does happen. We need to become sensitive and create a higher level of self-awareness, so that we can take corrective actions when necessary.

However, once we manage to fully apply this new approach, the quality of our relationships with our (potential) buyers shifts. We become truly trusted partners instead of people who want to sell something. When we achieve this state, the selling price becomes secondary because both parties look for true win-win
outcomes, which include a comprehensive margin for the seller also. This is equally true for selling shoes … and for selling high-value solutions.

Conclusion: The “Stop Selling!” approach is not just a technique for selling certain products. It involves a new mindset for a different approach towards (potential) buyers. In effect, the buyer recognizes the seller as a truly trusted partner who adds new value to the relationship by being an effective coach for the buyer. The benefits for the seller are shorter buying cycles, recurring business and improved margins. Clearly, the impact on selling high-value solutions tends to be
even more significant.

About Charlie Lang

Charlie works with senior executives who are already successful and want to stay at the leading edge. They are often challenged by issues like:

- How to improve staff retention, especially how to keep top performers

- How to achieve a corporate success culture that guarantees longterm
success

- How to create new levels of excellence through high employee
engagement

- How to transform the business results through a different approach towards
sales

Charlie, an executive coach & trainer who is known for his innovative approaches towards leadership, change processes and sales, assists his clients in mastering these challenges. They achieve outstanding results through Charlie’s unique application of latest findings in research combined with his own experience in intern. management and leadership.

Charlie is the author of numerous articles and of the book The Groupness Factor. He delivers speeches and keynotes on sales, leadership and coaching.

Owning a glass truck and glass rack is different than owning a different kind of glass machinery. As the glass market and glass itself evolves, the handling tools that surrounds it, has as well.

The safe and efficient distribution of commercial glass and its ancillary services, created the numerous types of glass rack configurations to meet these needs.

Considering the large number of products at your disposal, an informed evaluation considering your businesses base-line specifications is your first step to buying a glass rack. Even though its easy to get a commercially-available glass rack from most equipment makers, for no added expense you get a fully-customized glass rack designed to your specific needs.

Coming up with a few requirements in these characteristics should assist you decide on the chassis and body combination that will maximize your glass rack and truck.

Remember that bodies will typically outlast two and sometimes three chassis. Planning this far ahead requires a lot of thought because the rack truck body can only work with a specific chassis arrangement. The chassis arrangement will also decide major features of the body specifications such as rack size, ledge width, and payload.

Meanwhile, glass racks come in in 3 composition materials: aluminum, stainless steel and carbon steel. They all has advantages and downsides.

Carbon Steel is the least expensive type of rack, however it it can bring with it unnecessary maintenance costs to keep it shiny and in good shape, especially in rust-pronehumid weather.

Aluminum racks are favored for its lightweight characteristics. When anodized or painted, an aluminum glass rack will stay in great shape up to a decade with just minimum maintenance. The material are more expensive than steel, and more difficult to repair.

Stainless Steel is the ideal glass rack material for glass workers who value corrosion resistance and endurance. Should the steel be gauged correctly, it will provide several years of just basic maintenance and enduring lifetime. Because a stainless steel glass racks corrosion proof quality, etching the faade for painting is hard, and therefore the glass rack bodies are not painted. A brushed exterior aesthetic is a steel racks typical look. The only one downside of steel so far is its expensive investment price tag.

Microsoft Retail Management System serves retail single store as well as retail chains clientele. The customization scenarios, described in this article deal with the chains, when Microsoft RMS has multiple stores databases and Headquarters. Microsoft RMS is SQL Server-based application, so we will consider SQL programming – SQL queries, views and stored procedures. Also Microsoft RMS could be integrated on the SQL level with other applications, such as Microsoft Great Plains, Microsoft CRM and non-Microsoft applications, such as Lotus Notes/Domino

• Microsoft RMS Architecture and data flow. As it is POS automation application, it assumes that all the POS transactions are originated at the store. The mechanism used is worksheets. When store is closed – Headquarters pulls its transactions via worksheet. There are some exceptions – global data, such as global customers are updated on the headquarters level and updates propagated to the stores.

• Data Update. If you need custom logic work with the POS transaction – you have to update store database data. If you try to update Headquarters database – the chances are that it will be rolled back by the next worksheet, because original data sits on the store level and is different from your altered data in the HQ

• Store Level Web Services. Yes – they will enable you to communicate with store database and have transaction data updated over there. The other way is having all the stores as linked servers from Headquarters MS SQL Server Enterprise Manager

• Integration with Great Plains or other SQL Server Accounting package. RMS normally replicates transactions from the stores to Headquarters upon the store business hours close. At this time they are ready to be integrated with such accounting system as Microsoft Great Plains. Here we are talking about custom integration, which you can create as a stored procs set.

• Gift Card puzzle. There are few funny things in MS RMS you should be aware. Imagine – you issue Gift Certificate. It exists on the Headquarters level and each store knows about the balance on the card. Customer uses card in store A and then walks in to the store B. If worksheet mechanism didn’t play during this time interval – store B gift card balance will show incorrect value. To fix the issue you need to trigger worksheet creation and launch on the headquarter level to replicate new balance to all the stores.

Good luck with customization and if you have issues or concerns – we are here to help! If you want us to do the job – give us a call 1-866-528-0577! help@albaspectrum.com

Andrew Karasev is Chief Technology Officer in Alba Spectrum Technologies – USA nationwide Microsoft RMS, Great Plains, Microsoft CRM customization company, serving clients in Chicago, California, Texas, Florida, New York, Georgia, Arizona, Minnesota, UK, Australia and having locations in multiple states and internationally ( http://www.albaspectrum.com ), he is CMA, Great Plains Certified Master, Dexterity, SQL, C#.Net, Crystal Reports and Microsoft CRM SDK developer. You can contact Andrew: andrewk@albaspectrum.com

You’re probably a lot more effective over the phone than you think you are.

And potentially, you’re great, even if your voice is a little raspy or you don’t sound like one of the mellow DJ’s on a jazz station.

The challenge is to get enough experience under your belt so you can teach yourself how to excel.

I’ve received some great training in telephone effectiveness and telemarketing, and it has helped me. But I’ve made the greatest gains by letting my instincts guide me to success.

For example, I promoted my seminars, consulting, and speeches through a number of universities. And before I called them, I knew, having been a professor, most of them wouldn’t respond well to conventional sales calls.

So, I asked myself, “What text, and tone, and timing should I use with them?”

My answer: Less than you’re used to using!

In other words, I decided trying to sell them through a one-way tele-speech would fail. They needed to feel they were buying and not being sold.

THEY NEEDED TO SPEAK.

They’re used to instructing and holding forth, so let them!

This led me to create a very brief introduction of myself and my seminars and that was followed by a broad and somewhat modest question:

“How would we pursue the prospect of offering these courses through your university?”

I’ll leave it to you to reverse-engineer this question to understand why it worked so well for me.

For now, please take this insight away with you. Phone calls are begging for original treatment, for scripts that sound unscripted, for new strategies, and you’re capable of devising them.

So, let your instincts and intuition come to the fore. They can make you more successful than you ever imagined!

Dr. Gary S. Goodman, President of http://www.Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone and Monitoring, Measuring & Managing Customer Service, and the audio program, “The Law of Large Numbers: How To Make Success Inevitable,” published by Nightingale-Conant. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC’s Annenberg School, a Loyola lawyer, and an MBA from the Peter F. Drucker School at Claremont Graduate University, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations from Santa Monica to South Africa. He holds the rank of Shodan, 1st Degree Black Belt in Kenpo Karate. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com

For information about coaching, consulting, training, books, videos and audios, please go to http://www.customersatisfaction.com

prescription spectacles on earth today have turned so trendy that some individuals will even wear them without the having the need. Even so, some people need spectacles and do not wear them for one reason or another. Some reasons include, they cannot afford to go to the ophthalmic optician, or they feel spectacles do not look all that wonderful on them. Whatever the reason, it is very important to wear your eyeglasses if you need to.

There are several reasons one should wear spectacles if it has been deemed necessary. Primarily, so you can see. That makes sense does it not? In most areas if you are required to wear specs and decide not to, you won’t be competent to get your driving license. Never mind the fact, that you will for sure have a trying time looking ahead of you or reading.

Additionally, headaches are frequent in those who are long sighted or near sighted and don’t wear prescription glasses. This is caused from the amount of work your eyes have to do in order to properly function.

Many people think if they are farsighted that they can just pick up any old pair of eyewear at the grocery store and this will help them see clearer when looking at things close up. This is not true, while some people may have some good luck with this type of reading eyewear, most of the population do not. You will still need to visit your ophthalmologist for a few reasons. For a start, because regular eye tests help to catch eye diseases right away when they can be treated more easily. Second, because many individuals require rimless glasses that have a different prescription for each eye, and drug store reading designer specs do not offer this, which will lead to headaches.

You can prefer spectacles that look good on you by sticking with these hints. The frame shape should match your face shape. The frame size should fit with your face size and the color should repeat your best personal feature (such as eye color).

There are umpteen different types of glasses available to you today. Fashionable eyeglasses are no longer challenging to come buy or extremely expensive either. You can even get prescription spectacles now, which modify to sunglasses when you step out into the sun. They can cover lenses with an anti-reflective coat to prevent glare and annoying reflections.

You should visit your eye doctor once per year to once every two years for eye examinations. Oftentimes as individuals get older the prescription strength alters in the eyes, which will give you the need for new prescription prescription glasses. Obviously, if in between optician visits you notice that your prescription spectacles are not working to par anymore, you should make an appointment for an eye exam right away.

If you are involved in sales, fundraising or just an active networker, you have probably tried a variety of tools to manage your contact list and remind yourself to stay in touch with all of the prospects and people you meet. This tickler file is designed to be an inexpensive, effective, tool that can be used by salespeople in a variety of different types of organizations.

This tickler file uses inexpensive index cards and a simple file box. You will need the following items to create your own index card sales tool. I found everything I needed at my local office supply store. The total cost was around $25.00.

- A box to store the index cards
- Monthly 3″ by 5″ index tabs
- Daily (1-31) 3″ by 5″ index tabs
- Alphabetical 3″ by 5″ index tabs
- A ton of white ruled 3″ by 5″ index cards (you don’t need a photo, right?)
- A bunch of colored 3″ by 5″ index cards (pick your favorite color)
- A small case to carry your in your pocket

Once you have purchased the required supplies, you can organize your 3X5. For the sake of simplicity, let’s assume that you are assembling your 3X5 on January 1st. If this is the case you would first organize your tabs in the order below (front to back):

- January tab
- Daily tabs 1-31
- February – December monthly tabs
- A-Z alphabetical tabs
- Blank index cards – white and your favorite color

All of your cards should now be in the file box and the first thing you should see is the January tab.

Next, you should start creating cards for your leads. In the beginning, this is going to take some time (assuming you have a lot of leads). You might choose to use one color card for prospects, one color for customers, another for personal contacts, etc. If you are not going to organize your contacts by color, you will only need white cards. Nonetheless, you can either copy your contacts information onto the cards or simply staple their business card to one of the index cards.

The system works like this.

Let’s imagine it is January 1st. and you attend a networking event where you meet a potential client. You get this lead’s business card at the event and you want to contact him/her on the 2nd., so when you get to your office, you staple the leads business card to a white index card and drop it behind the “2″ tab and then go home for the day. After all, it is new years day and you have been working hard to create your new sales system and you attended a networking event.

So, you arrive at work on January 2nd. and open up your tickler file. The first thing you should do is move the “1″ tab back behind the February tab. You will always be rolling the system forward like this, so that the first tab you see in the box represents the most current month, then the most current day.
Now, you go to the tab for today (Jan 2nd.) and find the card for the lead that you met at the networking event yesterday. You call the lead and learn that he/she is out of town until January 6th. so you make a note which says, “1/2/05 – Mr. Lead is on vacation till 1/6″. Now you drop the card behind the “6″ tab for the month of January.

You will continue to roll this lead forward in the system, making notes at each step, until the lead either turns into a customer or asks you to leave them alone.

When the lead turns into a customer, I staple their business card to a colored card and place it behind the appropriate alphabetical tab. If their is another opportunity with this client, I move the colored card back to the dated section and move them through the process again.

Of course, as you add more people to your pipeline, you might not get to contact everyone on the day you have them slotted for. Just move them to the next day’s slot at the end of the current day so you contact them tomorrow.

You will not want to carry around a huge metal box full of index cards, which is why you want to have a small index card wallet or box, so if you are going to be on the road or out of the office, you can simply grab your cards for the day and go.
Not just for salespeople.

While the system is great for salespeople, it also is a great tool for those of us who are focusing on networking. I actually use three different colored cards and use white for leads, blue for clients and red for my networking contacts (patriotic, I know). On the red cards, I write either 7, 14, 30, 45, 60, etc in the upper right hand corner of the index card to remind myself how frequently I want to contact the person, so I simply move the card forward based on the number on the card. If I want to contact someone every seven days, I move the card ahead a week after I make contact.

I hope this system works well for you. If you have any suggestions, please don’t hesitate to send them to me through my website (http://www.stephenlabuda.com).

More information about Stephen can be found on his blog at www.stephenlabuda.com. Stephen is also a frequent contributor and consultant to www.salesbrief.com, where you can find tons of articles to help

Beat Drug Testing

Drug examine has grown into a popular problem around the globe. Many societies perform drug tests on newly employed individuals or existing employees to assure a drug-free environment at work.

Insurance bureaus and courts guide drug screens on a regular basis on suspected individuals. The key question that comes to your brain, when you go for such screen is how to pass the drug test?

Internet sites such as Passing Drug Test Naturally provides the up-to-date detoxification products including permanent cleansers, synthetic substance piss products, and saliva cleansing products, herbal drinks and home drug examine kits.

Drug Information Saliva Testing

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Drug Testing Info

Involved on the new website is a grand range of products for detoxification and screening uses. Permanent cleansing agents are offered in 3, 5 and 7, 10, 14, 21 and 30 day products, with a assortment of herbs, roots, barks and minerals that are notable lipids destroyers which work to break down fat cells and excrete toxins wholly. Man-made urine is offered, which contains all elements commonly got in weewee, especially balanced for pH with specific gravity, creatine and other wee wee characteristics. A saliva cleaning mouthwash is offered will clean toxins from the mouth with exactly 3 minutes of use. We offer a range of health drinks, for each one bearing the most active herbs and fiber to help rid the body of toxins that may have gathered.

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Fact About Passing Drug Test

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Active weight watchers consistently ask what foods can I eat and what foods should I avoid. This is a genuine thing because if you have set a goal to lose weight you want to be sure that you are eating the right things. The good news is that there are very few foods that you should avoid such as:

- Any type of fast food. (Pizza’s, burgers etc.) – All soft drinks that fizz. – Never drink beer when you eat, or eat when you drink beer. Beer will stop your body from breaking down fats.

What is more important is how much you eat. The excess weight that you put on is the difference between calories digested and calories burnt off through exercise. Therefore if you lead an active life you are able to consume more calories and your activity will burn them off. If your lifestyle lacks physical activity you must consume less calories and search for ways to become more active. Therefore the size of the serving depends upon your lifestyle. The wife of a physical worker needs to serve him larger portions because he needs it to create the energy required to get through a physically exhausting day. The risk that she takes is that by serving large meals to him she tends to serves similarly large meals to herself; often using the excuse that she is only eating two-thirds the amount he consumes. If her activity level is only half of his then two-thirds could be over-eating.

In the developed world adults consume on average 3,500 calories each day. Adults actually require 2,000 calories to function properly. Now imagine lowering your calorie intake to 3,000 per day. The 500 calories less consumed each day equates to 3,500 calories per week less or six days food every seven days. It just happens that 3,500 calories equals one pound in weight and if you can lose one pound (450 grams) each week you are at the optimum weight loss level. As a general rule diets that reduce weight by greater than one pound per week are short term and 99% of people put that weight back on. One-pound weight loss per week is the most sustainable amount.

How can you achieve this reduction in calories consumed? Easy, at the start of each day decide what you are not going to consume that day. Say Monday becomes no bread day. That means that you do not eat any bread on Monday. More importantly you don’t eat more of something else to compensate. Tuesday may be no potato day. Wednesday no cakes or cookies etc. etc. At the same time as you do this you increase your exercise level. Park the car at the furthest point from the supermarket door. Use the stairs rather than an escalator. Take a walk after dinner. Just do things that you’ve been avoiding and see how quickly you lose weight and keep it off.

This article is copyright © David McCarthy 2006 and may only be re-produced without alteration or addition.

Food, being a perishable item, needs to be handled carefully and food distributors have to ensure quick turnaround of inventory. The warehouse infrastructure requirement for food wholesaling and distribution is based on the type of products stored. For example, food products like canned fish and ice cream require deep freezing equipment. Wholesale merchants maintain close relationships with their clients. The growth in wholesale food industry is tremendous and the outlook is promising. As long as the demand for processed, packaged and frozen food exists, the wholesale industry will be there to warehouse it, finance it and deliver it to retail and institutional clients.. Get Midori Ribbon Wholesale at Salehoo wholesale directories and help your business. This will not only be more efficient but it can also cut down your distribution costs. Read on about Midori Ribbon Wholesale and Salehoo Wholesalers. Some completely drop the idea of online business as a way to make money for living. More on Midori Ribbon Wholesale at Salehoo wholesalers.

When you are just new to this business it is wise that you should first find dealers that are near to you. This will save you a lot of money on shipping, and other problems such as complete supplier failure. Read on about Midori Ribbon Wholesale. They are MIDDLEMEN. More on Midori Ribbon Wholesale

Find out more about Midori Ribbon Wholesale and how Salehoo directory can help you start your own business from home. Midori Ribbon Wholesale: Working from home is not that hard to do if you are a determined individual but most people just do not have the right information.

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One of the best ways to increase your sales and one that won’t cost you a lot or take a huge amount of time is by selling more to your existing customers. This can be a lengthy process and expensive to win over a new customer between advertising, sales calls, and approvals. With existing customers the process can be much quicker, smoother, and less costly.

Existing customers already know you and what you can do. Your challenge is to learn about additional opportunities within your company ,and go after them.

If the cost of sale for an existing customer is so much lower than for a new customer, why don’t small companies go after their existing customers more aggressively?
You should take care existing customers as good as possible ,so that they never leave you.

It’s been said before that one unsatisfied customer will go out and tell 10-20 of their friends and family about their unsatisfactory experience, but the opposite doesn’t seem to occur. Your customers, vendors, suppliers and associates might think you walk on water, but they won’t seem to tell everyone else how great you are unless you show them how and give them an actual reason to do it.

There are many ways to get your customers never leave.

1. Hold contest for best Testimonials.

What is a testimonial? It’s a statement, usually written by your customer, saying nice things about some aspect of your business, you, your employees or your products and services. If you want to use the testimonials in marketing efforts, you need to get a written release from your customers who wrote the testimonials giving your business the right to use the testimonial in marketing.

There are many ways to get testimonials from your customers. You can actually hold contests for best testimonials. Request letters of endorsements from your customers, vendors, suppliers, and any associates you have. Use those to promote your products and services.
When you use testimonials to add credibility to what you do, you’re letting your customers do the marketing for your business.

Testimonials from your customers are one of the strongest marketing tools available.
You don’t need to use all of what it says in each
testimonial letter. Here are some choices or ways
you can use testimonials.

You can print the entire letter.

You can print one sentence.

You can print one word.

Print with a picture of the person whose testimonial it is.

Print the person’s initials only.

Print the entire name of the person providing the testimonial.

You can actually do video or audio recordings of a person’s
testimonial.

Ideally, you want to use all of these techniques. The benefit of using testimonials on your web site can help link popularity in search engine results as well.

Whether you use this marketing tool for both inbound or outbound reasons, you will have an advantage over your competition. Check them out next time you visit their office or web site and see for what people are saying about their business practices. You’ll be amazed!

2. To build a large sales organization.

So if you expect to receive a $10,000.00+ monthly commission check from the sales volume produced by your down line organization of distributors, you first have to build a large organization. To build a large sales organization you must recruit and sponsor people.

The people you recruit and sponsor will come from either your warm
market (people you know such as family and friends), or your cold market
(people you don’t know).

In all honesty, most people have very little success with their warm market.
Which means that if they are going to build a sales organization, then they
must recruit from their ……..you guessed it….

…Their Cold Market

Targeting a little further ,we find two types of people in the Cold Market:
the “opportunity seekers” ,and those who are not. I don’t know about you
but I’m going for the “opportunity seeker” and I already know that in order
to recruit them I must:

Advertise for them (ads ,flyers ,postcards ,fax & email , broadcasting, etc.)

3. Stay in touch with existing customers.

Stay in touch with existing customers to learn their ongoing needs. Inquire into their challenges so as to discover needs they have that you can fulfill. It may be that someone in another department has a problem that one of your company’s products or services can solve. It is only by being in touch with customers that you learn about such opportunities.

Try to find up selling opportunities. Not only more of the same, but larger orders and new features. A satisfied customer is a great candidate for expanded sales. The customer has respect for your capabilities and ability to deliver. The customer will listen to your pitch and likely tell you about possible obstacles.

4. Help solve their problem.

They will probably tell you about their limited budgets or opposition from another department. They might slip you some information about the existence of a competitor. You are then in a position where you can help solve the problem. Perhaps by offering a quantity discount or throwing in some additional service that will convince others in your company that you should provide more of your products or services.

5. Seek out leads from existing customers.

Seek out leads from existing customers. They can often provide referrals to others in their companies or to individuals associated with other firms they do business with. It always helps in soliciting a prospect to be referred by someone the prospect respects. Existing customers represent a potential gold mine. Not only for the present, but for helping expand your company’s future.

Erny Setyawati is Publisher/Editor of Bali Global Market Ezine who has experiences in Business on line and marketing on line solution. To know more about her ezine see at: http://www.baliglobalmarket.com