Building an Ecommerce Store from the Ground Up – Easy Guide

Ecommerce StoreOnly a few decades ago, businesses were focused on optimizing their brick and mortar shops. They strived to provide the best face-to-face customer experience possible to retain customers and gain new ones. The mere mention of moving to the online sphere presented a hassle – it seemed like an unnecessary waste of time and resources.
As technology progressed, things changed. The processes of building and managing a website are far easier nowadays. You have to be a little tech-savvy, of course, but you don’t have to hire teams of IT graduates to move your shop to the online world.
So, without further ado, here is an easy guide on how to build an online shop from scratch. Continue reading “Building an Ecommerce Store from the Ground Up – Easy Guide”

Matt Cassidy Sales Adds Mountain Khakis Line in Pacific NW

mountain-khakisMountain Khakis, a mountain town- inspired lifestyle apparel brand, named Matt Cassidy Sales as its northwest United States sales agency, effective immediately. Based in Kirkland, Washington, Matt Cassidy, the company’s founder, brings over 17 years of industry expertise.
Matt Cassidy Sales has operated in the Northwest since 1998 and represented respected brands in the outdoor, ski and soccer categories including Kastle Ski, Umbro Soccer and Kombi Gloves. The agency is opening a second office in Bozeman, Montana in 2017.
Continue reading “Matt Cassidy Sales Adds Mountain Khakis Line in Pacific NW”

6 Reasons to Hire That 'Lazy' Millennial Today

By CEO of Peak Sales Recruiting Eliot Burdett
Here’s why those Millennials you’re overlooking are critical to long-term business growth.
If given the choice, many companies shy away from hiring Millennials because they are believed to be “lazy” and don’t understand the value of hard work. 

This stigma is especially troubling for experienced business leaders of today who apparently all got their start sweeping floors before they moved up to the corner office through blood, sweat and tears.
To make their case against hiring Millennials stronger, according to Bloomberg, the “selfie” generation is set to inherit $30 trillion from their parents.  Did someone say spoiled? 
However, avoiding hiring Millennials is actually misguided and will lead to stale business ideas and ultimately failure.  With 83 million members, Generation Y now makes up the largest sector of the U.S. population and by 2025 will make up 75% of the workforce.  Translation:  these tech-savvy, narcissistic, social media brats are here to stay and will soon be running the global economy. 
That is precisely why the business leaders of today that learn to hire and properly manage Millennials will be poised for big things in the future. Those that don’t will lose out to their more forward thinking competitors.
CEO of Peak Sales Recruiting Eliot Burdett has seen world-class companies increasingly hire Millennials and offers six reasons to hire that “lazy” Millennial by EOD.

1. Their Friends Have $1.3 Trillion per Year to Spend

According to the New York Times, Millennials have $1.3 trillion in annual buying power.  What better way to infiltrate this market than by hiring one of their own who “gets them.”  Reap the benefits of hiring candidates that can speak their language.

2. Don’t Believe the Negative Hype

The belief is these guys are lazy. However, they helped develop Apps that allow people to deposit a bank check from their mobile device in seconds without driving to the bank, waiting on lines or laboriously filling out forms.  If laziness caused this innovation, may they never develop ambition. 

3. They Are Inherently Global, Mobile and Social

The reason Tiger Woods at one point was devouring his competition was because he had innate abilities.  His father taught him to hit balls as soon as he could walk, and before that he was even photographed sitting inside a big bucket of balls.  Similarly, Millennials have only ever known how to think global, mobile and social.  Hire them and they will infuse your business with energy and mind boggling ideas that would never have occurred to you.

4. Get Past the Generational Differences

Our grandparents could not understand rock and roll.  Our parents could not understand rap music.  We don’t understand why kids today don’t play outside.  But these young candidates can code, develop apps and algorithms that will change the world.  It is time to get over their shortcomings, and get down to 21st century business.  

5. Their Traits Can Absolutely Be Managed

Are they perfect?  Far from it.  However, the key is to identify their flaws and learn to mitigate them.  For example, they are known as the trophy generation because they received positive recognition even when they didn’t win.  If they need to improve they will respond better to mentoring than disciplinarian tactics.  They are also used to constant stimulation including 24-hour news cycle, food delivery on-demand and the endless possibilities that the Internet and social media afford, so keep them busy with different types of projects.  By understanding Millennials weaknesses and tweaking your approach you can maximize their productivity.  

6. The World Is Following Their Lead

We all remember the strange feeling in the pit of our stomach when mom popped up on Facebook. As little as five years ago older generations scoffed at social media.  The rapidly changing way we do business and communicate is led by Millennials and the entire world is following their lead.  Get them onboard and they can introduce your business to people from all walks of life.

Mixing the Perfect Sales Cocktail

by Anthony Caliendo

Sales can be complicated! Whether you’re a career sales professional or just starting your first sales job, being a good salesperson can be frustrating and complex. Different factors contribute to sales complexity:
  • being able to find the right lucrative opportunity
  • having access to the right resources
  • selling the right product or service that appeals to businesses and consumers
  • developing effective lead generating techniques
  • learning how to navigate through a complex sale  
I’ve watched sales professionals expend an enormous amount of energy making sure all these aspects align so they achieve the success and income that they desire and deserve.
One factor in achieving sales success that is the absolute most essential but most frequently ignored is the “human factor.” The two most important and critical components to a successful sales process are you and your customer, no matter what you’re selling. As humans, we have different personalities, tendencies, habits, quirks that can simplify or utterly complicate sales. At the end of the day, salespeople must recognize that when you strip away all of the other variables in the sales process, the two constants that will always dictate sales success or failure are who is selling and who is buying. Once you accept this fact, then sales suddenly becomes less complicated.  Why?  Because now sales is all about your desire to sell and their desire to buy.
With literally thousands of different sales techniques and philosophies that salespeople attempt to master, we find ourselves using trial and error, sampling and tasting until we think we’ve mixed the right sales cocktail that will increase our closing ratios. However, as a sales leader, coach, and the Ultimate Sales Assassin, I know that the most effective sales techniques to produce results and achieve desired outcomes focus on the human factor and the emotions that drive desired behavior:
  • make an impression
  • make connections
  • build relationships and build trust
This requires that salespeople perfect the techniques that get you in front of your potential customer, make you likable and above all, persuasive.
5 Top Techniques for Mixing a Successful Sales Cocktail
#1 – Sell Yourself. My one universal concept that never varies or waivers no matter if your sales business is B2C, B2B, retail, real estate, insurance, technology, securities or manufactured goods: selling is not about selling your product or service, it’s about selling yourself. That doesn’t mean that you don’t need product knowledge or that you don’t need to create value to influence the close. But consider this: having an A+ product with A+ product knowledge means nothing if you can’t even advance to the presentation.  
First and foremost, you have to think of yourself as your product. What attracts consumers to a product? The packaging, its features, its price, its guarantees. Manufacturers design and market their goods with consumer appeal uppermost in their mind. As a sales person, you have to market yourself in the same manner. You are the manufacturer of your product: which is you. Dress for success, channel confidence and charisma from within, and attract your buyer to you. You have to make an impression. Be unique. Be distinctive. Be remembered or be forgotten.
At trade shows, I’m known as The Suit. Even if the dress code is business casual, I show up in a suit because that’s how I want to be remembered: the guy who always looks professional and is ready to deal with the CEO or the doorman. You know the saying: “You only get one chance to make a first impression.” What first impression are you giving your prospects?
#2 – Make Your Prospect Comfortable. Frankly, make them like you. There’s a fine line between confidence and arrogance, persistence and annoyance, being knowledgeable and being a know-it-all. You have to know where and when to draw that line. You have to make your customer want to engage with you and do business with you. Even with today’s online researching and buying trends they will not buy from you if they do not like you and trust you.
#3 – Master “The Art of Asking Questions Without Asking.” You must make a connection with your buyer. Learn how to get them off the defense and extract as much information as possible so you can assess their needs – without them even realizing it. The best advice I can give new salespeople is to learn how to open up the dialogue and then learn how to listen. Listening is a skill: not everyone is born with the ability to listen. But if you want to learn how to improve your sales skills, learn and practice your listening skills. Next thing you know you’ve gathered all the info you need for your closing arsenal. Now close.
Remember: LISTEN and SILENT are spelled with the same letters. Think about it.
#4 – Isolate Your Buyer’s Hot Spots. Create value, create need and create solutions for your potential buyer. In today’s buying cycle the vast majority of buyers have done their online research before they ever speak to a salesperson. They asked for recommendations, they’ve Googled your company and you, and they have decided that they want to hear your pitch. Don’t waste their time: hone in on what is actually important to them and then be prepared to give them the solutions they are looking for, not the pitch you’ve been preparing
for months.
That’s not to say you shouldn’t have your big pitch ready: a Sales Assassin is always prepared to change course to meet the buyer’s needs. They know their problem: but you have the solution. A buyer may be very clear that he needs to purchase ABC, but when you hear the problem a good salesperson is prepared to explain why XYZ is the real solution to their need. Don’t confuse this with up-selling: cross-selling is solving problems the client may not even realize he has, or known that you could solve. Refer to #3: LISTEN.
#5 – Recognize Emotional Drivers and Negotiate Accordingly. Don’t be so preoccupied with your own goal to reach the finish line that you fail to identify your potential buyer’s signals. You are pitching a product to your prospect to solve their problem – not to solve yours. So when your prospect is giving you clues as to what they may be thinking or feeling, you need to recognize that this is what drives them to make their final buying decisions. In reality, we all know salespeople do have to solve their problems: meeting quota, a family to support, a sales manager watching their every move. But that’s your problem: not your client’s. Once you make your problems the client’s, you’re sure to lose the relationship and the sale. So tune in and negotiate accordingly.
Once you’ve solved the client’s problem, you’re their hero – and you’re their go-to sales rep.
Anthony Caliendo is a self-made man, entrepreneur, corporate visionary, leadership coach, and author of The Sales Assassin – Master Your Black Belt in Sales. Learn more at www.thesalesassassin.com.

8 Ways Smartphones Assist Your Sales Team

smartphones assistIn the current market, it’s now or never when it comes to closing a deal. If the prospects don’t buy when an irresistible offer is in front of them, chances are they’ll take their business elsewhere. But, with a smartphone at their disposal, your sales team can go the extra mile to eliminate any reservations and earn clients’ business.

Here are just a few ways smartphones are boosting conversion rates in the world of sales:

Email Management

Sales representatives’ email inboxes can quickly become inundated when out in the field pitching to prospects. However, having access to a smartphone makes it easy to quickly respond to basic inquiries, send out email blasts and reach out to customers with any questions, all while being away from their desks. And, if you invest in a smartphone with a strong battery life like the HTC One M9, your reps won’t be forced to linger around the nearest outlet to charge their phones.

Remote File Access

Now, there is no need to spend hours at the office digging through client files in search of historical sales data. If the files are held in the cloud, your team can access them directly from their smartphones and gather all the needed information for meetings while on the go. And, you can rest assured the information is up to date if your accounting system uses real-time reporting.

Contact Information

Should the prospect decide to check out your offerings and make a purchasing decision at a later date, you want to have a way to follow up with him or her. Instead of stuffing a business card in your wallet that can easily be misplaced or forgotten, you can train your sales reps to lock the prospect’s information into their smartphones and set a calendar reminder to initiate contact.

File Swapping

If you or someone on your team needs to place an important account in the hands of a colleague, Dropbox is a great file-swapping app that lets you send large client files, presentations and any other documentation they’ll need to make the meeting a success.

Remote Closing

Long gone are the days when a client would come into the office, sign on the dotted line and remit payment. Through smartphone apps such as eFax and Square that allow the transmission of files and mobile payment processing, sales representatives are able to close the deal outside of the office, whether it’s at the local coffee shop, a fine dining establishment or the client’s office.

Product Pocket Guides

While seasoned salesmen typically have their product pitch perfected, it doesn’t hurt to use a smartphone to show the prospect how your product or service works. Smartphones are a great way to show portfolios, product designs, blueprints, testimonials and any other information you have.

GPS

Sales representatives no longer have to rely on physical maps or GPS devices to navigate unfamiliar territory. Google Maps shows you where to go and even provides real-time traffic updates and alternative routes, which can help when planning out your daily route.

Travel Expense Reporting

If your sales representatives are incurring expenses while on the road, it can be difficult to organize and process handwritten records of expenses and accompanying receipts. Instead, encourage your sales team to download the Concur app and use it to record their expenses. And, since it easily integrates with most major accounting systems, your accounting process will be much more efficient.

8 Ways Smartphones Assist Your Sales Team

smartphones assistIn the current market, it’s now or never when it comes to closing a deal. If the prospects don’t buy when an irresistible offer is in front of them, chances are they’ll take their business elsewhere. But, with a smartphone at their disposal, your sales team can go the extra mile to eliminate any reservations and earn clients’ business.

Here are just a few ways smartphones are boosting conversion rates in the world of sales:

Email Management

Sales representatives’ email inboxes can quickly become inundated when out in the field pitching to prospects. However, having access to a smartphone makes it easy to quickly respond to basic inquiries, send out email blasts and reach out to customers with any questions, all while being away from their desks. And, if you invest in a smartphone with a strong battery life like the HTC One M9, your reps won’t be forced to linger around the nearest outlet to charge their phones.

Remote File Access

Now, there is no need to spend hours at the office digging through client files in search of historical sales data. If the files are held in the cloud, your team can access them directly from their smartphones and gather all the needed information for meetings while on the go. And, you can rest assured the information is up to date if your accounting system uses real-time reporting.

Contact Information

Should the prospect decide to check out your offerings and make a purchasing decision at a later date, you want to have a way to follow up with him or her. Instead of stuffing a business card in your wallet that can easily be misplaced or forgotten, you can train your sales reps to lock the prospect’s information into their smartphones and set a calendar reminder to initiate contact.

File Swapping

If you or someone on your team needs to place an important account in the hands of a colleague, Dropbox is a great file-swapping app that lets you send large client files, presentations and any other documentation they’ll need to make the meeting a success.

Remote Closing

Long gone are the days when a client would come into the office, sign on the dotted line and remit payment. Through smartphone apps such as eFax and Square that allow the transmission of files and mobile payment processing, sales representatives are able to close the deal outside of the office, whether it’s at the local coffee shop, a fine dining establishment or the client’s office.

Product Pocket Guides

While seasoned salesmen typically have their product pitch perfected, it doesn’t hurt to use a smartphone to show the prospect how your product or service works. Smartphones are a great way to show portfolios, product designs, blueprints, testimonials and any other information you have.

GPS

Sales representatives no longer have to rely on physical maps or GPS devices to navigate unfamiliar territory. Google Maps shows you where to go and even provides real-time traffic updates and alternative routes, which can help when planning out your daily route.

Travel Expense Reporting

If your sales representatives are incurring expenses while on the road, it can be difficult to organize and process handwritten records of expenses and accompanying receipts. Instead, encourage your sales team to download the Concur app and use it to record their expenses. And, since it easily integrates with most major accounting systems, your accounting process will be much more efficient.

Really, “Close” the Sale? Eh, no Sparky. It’s “Earn” the Sale.

Jeffrey Gitomer King of SalesBy Jeffrey Gitomer

It never ceases to amaze me how many people still ask me, “What’s the best way to close a sale?”

Other than cold calling and finding the pain, this is one of the biggest misconceptions in sales. It’s not a technique. It’s not a manipulation. It’s not something that you wait until the end of your presentation to do. It’s not something that requires intimate timing. You don’t have to be afraid of being rejected.

What you have to do is have an intelligent and engaging conversation with someone who is looking to buy you and your product or service – a conversation that involves value, a win for them, a visualized outcome, and an understanding that the sale is made emotionally and then justified logically.

That’s a far cry from “closing.”

MAJOR AHA! If the sale doesn’t start right, it will never end right.

“Close the sale” is the wrong thought process. The prospective customer is making his or her decision AS the sales call progresses.

If you’re really wanting to complete the sale – also known as getting the order and also known as creating an atmosphere in which the customer will buy, ­ there are questions you must answer for yourself in order to increase the chances the sale can be yours.

CAUTION: When you ask yourself these questions, and your own answers come up short of mastery, it’s an indication of why you lose sales. The better and stronger you answer each one, the more likely you are to make the sale.

Think about your last ten sales calls, and ask yourself…
• How prepared were you in terms of the customer?
• How ready were you to make a sale?
• How friendly were you?
• How enthusiastic were you?
• How emotionally engaging were you?
• How intellectually engaging were you?
• How self-confident were you?
• How relatable were you?
• How compelling was your presentation?
• How different were you perceived to be?
• How valuable were you perceived to be?
• How believable were you?
• How trustworthy were you perceived to be?

Close the sale? No! It’s not an action. It’s a culmination and sum total of the elements that makes a favorable decision possible.

The close of a sale is a delicate balance between your words and deeds, and their thoughts and perceptions. And a sale is ALWAYS made – either you sell them on yes, or they sell you on no.

SECRET: You give me a prepared, friendly, enthusiastic, emotionally-engaging, intellectually-engaging, unique, valuable, compelling, believable, self-confident, relatable, trustworthy salesperson… And I’LL GIVE YOU A SALE! No close needed.

It is NOT the responsibility of the salesperson to CLOSE the sale. It is the responsibility of the salesperson to engage the prospect.

It is not the responsibility of the salesperson to CLOSE the sale. It is the responsibility of the salesperson to prove value to the prospect.

It is not the responsibility of the salesperson to CLOSE the sale. It is the responsibility of the salesperson to prove differentiation to the prospect.

It is not the responsibility of the salesperson to CLOSE the sale. It is the responsibility of the salesperson to EARN the sale.

There have been more words written about closing the sale than any other aspect of the selling process or the sales cycle. Most of it is manipulative rubbish. Most of it centers on your ability to push the prospect into a corner and make them feel pressured to make a decision. That pressure will often result in a no, or some kind of stall that will ultimately result in a no.

I’ve just given you an accurate dose of just who is responsible for making a sale, and how it should be completed.

NOTE WELL: By using this approach to selling you have just eliminated all of the silly objections and stalls. Price too high, need to think it over, we all meet next week and will decide then, call me next Tuesday, send me a proposal, yada, yada, yada.

Yes, I too have written a ton of information on “closing the sale.” You can find it in The Sales Bible, The Little Red Book of Selling, The 21.5 Unbreakable Laws of Selling, and various blog posts and webinars. All of that information is in harmony with my philosophy: zero manipulation and build a trusting relationship.

THE KEY: Be comfortable with yourself. If you’re in a selling situation and you aren’t feeling the love, or feeling the comfort, or feeling the relationship, or feeling the mutual communication then the best thing to do is back off, and be truthful. Truth will win you more sales than manipulation. All you have to do to change and improve your outcome is change your mindset from “close” to “earn.”

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling and 21.5 Unbreakable Laws of Selling. His books are now available as online courses at www.GitomerVT.com. For information about training and seminars visit www.Gitomer.com or www.GitomerCertifiedAdvisors.com, or email Jeffrey personally at salesman@gitomer.com.

© 2015 All Rights Reserved – Don’t even think about reproducing this document without
written permission from Jeffrey H. Gitomer and Buy Gitomer, Inc • 704/333-1112

Really, “Close” the Sale? Eh, no Sparky. It’s “Earn” the Sale.

Jeffrey Gitomer King of SalesBy Jeffrey Gitomer

It never ceases to amaze me how many people still ask me, “What’s the best way to close a sale?”

Other than cold calling and finding the pain, this is one of the biggest misconceptions in sales. It’s not a technique. It’s not a manipulation. It’s not something that you wait until the end of your presentation to do. It’s not something that requires intimate timing. You don’t have to be afraid of being rejected.

What you have to do is have an intelligent and engaging conversation with someone who is looking to buy you and your product or service – a conversation that involves value, a win for them, a visualized outcome, and an understanding that the sale is made emotionally and then justified logically.

That’s a far cry from “closing.”

MAJOR AHA! If the sale doesn’t start right, it will never end right.

“Close the sale” is the wrong thought process. The prospective customer is making his or her decision AS the sales call progresses.

If you’re really wanting to complete the sale – also known as getting the order and also known as creating an atmosphere in which the customer will buy, ­ there are questions you must answer for yourself in order to increase the chances the sale can be yours.

CAUTION: When you ask yourself these questions, and your own answers come up short of mastery, it’s an indication of why you lose sales. The better and stronger you answer each one, the more likely you are to make the sale.

Think about your last ten sales calls, and ask yourself…
• How prepared were you in terms of the customer?
• How ready were you to make a sale?
• How friendly were you?
• How enthusiastic were you?
• How emotionally engaging were you?
• How intellectually engaging were you?
• How self-confident were you?
• How relatable were you?
• How compelling was your presentation?
• How different were you perceived to be?
• How valuable were you perceived to be?
• How believable were you?
• How trustworthy were you perceived to be?

Close the sale? No! It’s not an action. It’s a culmination and sum total of the elements that makes a favorable decision possible.

The close of a sale is a delicate balance between your words and deeds, and their thoughts and perceptions. And a sale is ALWAYS made – either you sell them on yes, or they sell you on no.

SECRET: You give me a prepared, friendly, enthusiastic, emotionally-engaging, intellectually-engaging, unique, valuable, compelling, believable, self-confident, relatable, trustworthy salesperson… And I’LL GIVE YOU A SALE! No close needed.

It is NOT the responsibility of the salesperson to CLOSE the sale. It is the responsibility of the salesperson to engage the prospect.

It is not the responsibility of the salesperson to CLOSE the sale. It is the responsibility of the salesperson to prove value to the prospect.

It is not the responsibility of the salesperson to CLOSE the sale. It is the responsibility of the salesperson to prove differentiation to the prospect.

It is not the responsibility of the salesperson to CLOSE the sale. It is the responsibility of the salesperson to EARN the sale.

There have been more words written about closing the sale than any other aspect of the selling process or the sales cycle. Most of it is manipulative rubbish. Most of it centers on your ability to push the prospect into a corner and make them feel pressured to make a decision. That pressure will often result in a no, or some kind of stall that will ultimately result in a no.

I’ve just given you an accurate dose of just who is responsible for making a sale, and how it should be completed.

NOTE WELL: By using this approach to selling you have just eliminated all of the silly objections and stalls. Price too high, need to think it over, we all meet next week and will decide then, call me next Tuesday, send me a proposal, yada, yada, yada.

Yes, I too have written a ton of information on “closing the sale.” You can find it in The Sales Bible, The Little Red Book of Selling, The 21.5 Unbreakable Laws of Selling, and various blog posts and webinars. All of that information is in harmony with my philosophy: zero manipulation and build a trusting relationship.

THE KEY: Be comfortable with yourself. If you’re in a selling situation and you aren’t feeling the love, or feeling the comfort, or feeling the relationship, or feeling the mutual communication then the best thing to do is back off, and be truthful. Truth will win you more sales than manipulation. All you have to do to change and improve your outcome is change your mindset from “close” to “earn.”

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling and 21.5 Unbreakable Laws of Selling. His books are now available as online courses at www.GitomerVT.com. For information about training and seminars visit www.Gitomer.com or www.GitomerCertifiedAdvisors.com, or email Jeffrey personally at salesman@gitomer.com.

© 2015 All Rights Reserved – Don’t even think about reproducing this document without
written permission from Jeffrey H. Gitomer and Buy Gitomer, Inc • 704/333-1112

The Old Way or the New Way? It’s Really Not a Choice Anymore.

Jeffrey Gitomer King of SalesBy Jeffrey Gitomer

My sales perspective flies in the face of traditional selling. And it’s not just a disruption – it’s the new way of sales. What’s your perspective?

Last week (in part one) I discussed the worthlessness of the old way of selling – everything from cold calling and finding the pain to overcoming objections and closing the sale. I referred to “the old ways” as manipulative, insincere, and aggressive and cautioned that customers and prospects are not only against it, they’re insulted by it! Ouch.

Me? I prefer being assertive. And there is a huge difference between assertive and aggressive. Here are the four majors:
• Aggressive salespeople tell. Assertive salespeople ask.
• Aggressive salespeople try to “close.” Assertive salespeople use testimonial proof.
• Aggressive salespeople go for the sale. Assertive salespeople go for the customer.
• Aggressive salespeople think “quota.” Assertive salespeople think “relationship.”

Which one are you? It’s the difference between the old way and the new way.

Here’s my list of what’s happening NOW in sales. The New Way. UPDATE: Sales will be happening the new way for the foreseeable future:
Value attraction. A marketing approach that tells me how I win, not who you are.
Social attraction. A social presence that’s value-message based. Social messages that your prospective customer can find. NOTE: It’s time to rethink and revamp the so-called “law of attraction.” If you’re looking to identify and attract willing buyers, value attraction and social attraction are the new laws. Value attraction and social attraction are the new way of selling.
Find the pleasure. Things you both know about and like will make the sale easier and faster than painful things (that are likely none of your business) that make the prospect uncomfortable.
Ask emotionally engaging questions. Ask questions about them (the prospect or customer), that make them respond in terms of you. Uncover their experience, their wisdom, and their knowledge.
Discover the customer’s motive to buy. Why people buy his one billion times more powerful than how to sell.
Give perceived value beyond price. As a customer, I don’t need justification to make a purchase. I need a perception that the value you offer me in exchange for my money is greater than the price you’re charging. I need to know how I win, produce, and profit as a result of purchase. I already know what it is, I already know what it does, I already know how it works. I don’t need you to tell me you’re the greatest. I just need you to tell me how I win after I take ownership.
Confirm the urgency of your offer. Once you understand the customer’s motive to buy, their urgency becomes apparent. If you haven’t uncovered their motive, you will never know when they intend to purchase.
Provide “voice-of-customer” proof. Video testimonials are the new black. When you say it about yourself, it’s bragging. When a customer says it about you, it’s proof. Take advantage of your best salespeople – your loyal customers! Testimonial videos can be offered as sales proof during a presentation and can also be posted on every form of your social media outreach. One of the most interesting aspects of testimonials is they also reinforce the belief of salespeople in their own product.
Be both available and easy to do business with. 24.7.365 is the new 9-5. I want a friendly, intelligent, live human being to answer the phone when I call, and so does EVERY HUMAN BEING ON THE PLANET.
Give “after the sale” value. Once I purchase, show me more and tell me more about how I can use, produce more, and profit more from what I own. Give me a weekly value message, not another sales message. Serve me, WOW me, and surprise me.
Earn customer loyalty. Loyalty is earned slowly over time. (Just like trust.) Loyalty is gained with quality of product, ease of doing business, availability of people, online alternatives to both purchasing and service, speed of response, and value received. Loyal customers purchase time and time again without regard to price. Loyalty is defined in two parts: Part one: Will the customer do business with you again?Part two: Will the customer refer you? If they do both, that’s loyalty. Any other measurement is bogus.
Earn referrals. Asking for referrals has been replaced by earning referrals and giving referrals. Think about the last time you GAVE a referral. Oh wait, maybe you never have! That’s because giving referrals requires work. I didn’t say the new way of selling was easy, I just said it was a new way. Ask before you tell. Give before you get. Earn before you ask.
Build online and word-of-mouth reputation. What are you known as? What are you known for? What is your image? What is your Google image? What is your social image? These five elements comprise your reputation. No asset is more valuable.
Build relationships. Everyone talks about being relationship oriented. But my findings show just the opposite. A quick review of the elements above will let you see exactly where you are on the “solid relationship” scale. I don’t want you to be relationship oriented, I want you to be relationship building. Every day.

Review this list and rate yourself between 1 and 10. Anywhere you score less than a seven in is telling you you’re not near the new way yet. Work at it!

The new way will pay.

FREE GITBIT. I’ll be writing more about the new way of selling, but for now if you would like to get both part one and part two that I’ve written, go to Gitomer.com and enter the words NEW WAY in the GitBit box.

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling and 21.5 Unbreakable Laws of Selling. His books are now available as online courses at www.GitomerVT.com. For information about training and seminars visit www.Gitomer.com or www.GitomerCertifiedAdvisors.com, or email Jeffrey personally at salesman@gitomer.com.

© 2015 All Rights Reserved – Don’t even think about reproducing this document without
written permission from Jeffrey H. Gitomer and Buy Gitomer, Inc • 704/333-1112

The Old Way or the New Way? It’s Really Not a Choice Anymore.

Jeffrey Gitomer King of SalesBy Jeffrey Gitomer

My sales perspective flies in the face of traditional selling. And it’s not just a disruption – it’s the new way of sales. What’s your perspective?

Last week (in part one) I discussed the worthlessness of the old way of selling – everything from cold calling and finding the pain to overcoming objections and closing the sale. I referred to “the old ways” as manipulative, insincere, and aggressive and cautioned that customers and prospects are not only against it, they’re insulted by it! Ouch.

Me? I prefer being assertive. And there is a huge difference between assertive and aggressive. Here are the four majors:
• Aggressive salespeople tell. Assertive salespeople ask.
• Aggressive salespeople try to “close.” Assertive salespeople use testimonial proof.
• Aggressive salespeople go for the sale. Assertive salespeople go for the customer.
• Aggressive salespeople think “quota.” Assertive salespeople think “relationship.”

Which one are you? It’s the difference between the old way and the new way.

Here’s my list of what’s happening NOW in sales. The New Way. UPDATE: Sales will be happening the new way for the foreseeable future:
Value attraction. A marketing approach that tells me how I win, not who you are.
Social attraction. A social presence that’s value-message based. Social messages that your prospective customer can find. NOTE: It’s time to rethink and revamp the so-called “law of attraction.” If you’re looking to identify and attract willing buyers, value attraction and social attraction are the new laws. Value attraction and social attraction are the new way of selling.
Find the pleasure. Things you both know about and like will make the sale easier and faster than painful things (that are likely none of your business) that make the prospect uncomfortable.
Ask emotionally engaging questions. Ask questions about them (the prospect or customer), that make them respond in terms of you. Uncover their experience, their wisdom, and their knowledge.
Discover the customer’s motive to buy. Why people buy his one billion times more powerful than how to sell.
Give perceived value beyond price. As a customer, I don’t need justification to make a purchase. I need a perception that the value you offer me in exchange for my money is greater than the price you’re charging. I need to know how I win, produce, and profit as a result of purchase. I already know what it is, I already know what it does, I already know how it works. I don’t need you to tell me you’re the greatest. I just need you to tell me how I win after I take ownership.
Confirm the urgency of your offer. Once you understand the customer’s motive to buy, their urgency becomes apparent. If you haven’t uncovered their motive, you will never know when they intend to purchase.
Provide “voice-of-customer” proof. Video testimonials are the new black. When you say it about yourself, it’s bragging. When a customer says it about you, it’s proof. Take advantage of your best salespeople – your loyal customers! Testimonial videos can be offered as sales proof during a presentation and can also be posted on every form of your social media outreach. One of the most interesting aspects of testimonials is they also reinforce the belief of salespeople in their own product.
Be both available and easy to do business with. 24.7.365 is the new 9-5. I want a friendly, intelligent, live human being to answer the phone when I call, and so does EVERY HUMAN BEING ON THE PLANET.
Give “after the sale” value. Once I purchase, show me more and tell me more about how I can use, produce more, and profit more from what I own. Give me a weekly value message, not another sales message. Serve me, WOW me, and surprise me.
Earn customer loyalty. Loyalty is earned slowly over time. (Just like trust.) Loyalty is gained with quality of product, ease of doing business, availability of people, online alternatives to both purchasing and service, speed of response, and value received. Loyal customers purchase time and time again without regard to price. Loyalty is defined in two parts: Part one: Will the customer do business with you again?Part two: Will the customer refer you? If they do both, that’s loyalty. Any other measurement is bogus.
Earn referrals. Asking for referrals has been replaced by earning referrals and giving referrals. Think about the last time you GAVE a referral. Oh wait, maybe you never have! That’s because giving referrals requires work. I didn’t say the new way of selling was easy, I just said it was a new way. Ask before you tell. Give before you get. Earn before you ask.
Build online and word-of-mouth reputation. What are you known as? What are you known for? What is your image? What is your Google image? What is your social image? These five elements comprise your reputation. No asset is more valuable.
Build relationships. Everyone talks about being relationship oriented. But my findings show just the opposite. A quick review of the elements above will let you see exactly where you are on the “solid relationship” scale. I don’t want you to be relationship oriented, I want you to be relationship building. Every day.

Review this list and rate yourself between 1 and 10. Anywhere you score less than a seven in is telling you you’re not near the new way yet. Work at it!

The new way will pay.

FREE GITBIT. I’ll be writing more about the new way of selling, but for now if you would like to get both part one and part two that I’ve written, go to Gitomer.com and enter the words NEW WAY in the GitBit box.

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling and 21.5 Unbreakable Laws of Selling. His books are now available as online courses at www.GitomerVT.com. For information about training and seminars visit www.Gitomer.com or www.GitomerCertifiedAdvisors.com, or email Jeffrey personally at salesman@gitomer.com.

© 2015 All Rights Reserved – Don’t even think about reproducing this document without
written permission from Jeffrey H. Gitomer and Buy Gitomer, Inc • 704/333-1112