Nine Common Mistakes Salespeople Make
Nine Common Mistakes Salespeople Make
1. They talk instead of LISTEN.
Too many salespeople monopolize the time they have in front of prospect with their talk, only allowing the prospect to listen (whether or not it’s interesting). Fujifilm FinePix S6500 For every hour they actually spend in front of a prospect, they spend five minutes selling their product or service…and fifty-five minutes buying it back, Result: “No order” or “Think it over”.
2. They presume instead of ASKING QUESTIONS.
Salespeople seem to have all the solutions. In fact, most companies are no longer in the business of selling products, but instead are now in the business of selling solutions. The only problem with this is that too many salespeople try to tell the prospect the solution before they even understand the problem. If salespeople were held accountable for their solutions, as doctors are for prescriptions, they would be forced to examine the problem thoroughly before proposing a cure at the risk of malpractice. The salesperson must ask questions up front to insure a complete understanding of the prospect’s perspective.
3. They ANSWER UNASKED QUESTIONS.
When a customer makes a statement Volcano homes such as “Your price is too high”, salespeople automatically switch into a defensive mode. Often, the salesperson will begin a lengthy speech on quality or value…or they might respond with a concession…or a price reduction. If a customer can get a discount by merely making a statement, then maybe he shouldn’t
buy yet, until he tries something more powerful to get an even better price. “Your price is too high” is not a question! It does not require an answer.
4. They make TOO MANY FOLLOW-UP CALLS when the sale is actually dead.
Whether it is a stubborn attitude to turn every prospect into a customer, or ignorance of the fact that the sale is truly dead, too Nokia 8800 Sirocco Edition much time is spent on chasing accounts that don’t qualify for a product or service. This should have been detected far earlier in the interview process.
5. They fail to get a COMMITMENT before closing sale.
Salespeople are too willing to jump at the opportunity to show how smart they are by making features and benefit presentations about their product or service. They miss their true goal-To make a sale-and end up merely educating their prospects, who then have all the information they need to help them buy from a competitor.
6. They chat about everything and AVOID STARTING THE SALE.
Building rapport is necessary and desirable…but all too often the small talk doesn’t begin. Unfortunately, the prospect usually recognizes this before the salesperson is back on the street wondering how he or she did with that prospect.
7. They would rather hear “I want to think it over” than to hear the word “NO”.
Prospects are constantly ending the sales interview with the standard “THINK IT OVER” line. The salesperson accepts this indecision and even sympathizes with the prospect. It’s easier for the salesperson to tell the sales manager that the prospect may buy in the future, rather Electrolux EKK 513509 X than to say that the prospect is not a qualified candidate for the product or service. After all, Whirlpool ACM 925 WH wasn’t it the salesperson’s job to go out and get prospects to say, “YES”? Getting the prospect to say “NO” can also produce feelings of personal rejection or failure.
8. Обогреватели карбоновые They see themselves as BEGGARS instead of DOCTORS.
Salespeople don’t view their time with prospect as being spent conducting an interview to find out if the prospect qualifies to do business with their company. All too often a prospect really remains a SUSPECT and never gets to a more qualified level of PROSPECT or CUSTOMER. Salespeople often find themselves hoping…wishing… and even begging for 6.16 Megapixel camera the opportunity to just Седина “show my wares” and maybe make a sale. This is like the physician who examines the patient thoroughly before making a recommendation. A doctor uses various instruments to conduct an examination of the patient. Salespeople should use questions as their instrument to conduct a qualifying examination of the prospect.
9. They work without a SYSTEMATIC APPROACH TO SELLING.
Salespeople find themselves ad-libbing or using a “hit” or “miss” approach to make the sale. They allow the prospect to control the selling process. Salespeople often leave the sales call feeling confused and not knowing where they stand. This happens because they don’t know where they have been…and what the next step should be. The importance of following a specific sequence ad controlling the steps through the selling process is vital to the organized, professional salesperson’s success.
Neil Greenberg is a sales manager with a DC based Slim Stepper e-commerce company. He also keeps his blog, Sales Sherpa (http://salessherpa.blogspot.com/) fresh with articles on sales, goal setting, motivation, and mount shasta vacation rentals more.
A General Look at Alchemy Part 2
Physical Alchemy
Transmutation of one substance into another such as base metals into gold, water into wine, etc., is the physical aspect of alchemy. It is often referred to as the “Greater Circulation.” Much charlatanry and quackery became involved with this aspect and many people were cheated by rascals who claimed that they had in their possession the Philosopher’s Stone that could effect a transmutation of base metals into gold. Human greed knows no bounds; the poor wishes to be wealthy, the rich aims to be wealthier, and with all their efforts, whether successful or not, sorrow and suffering is the karmic result.
Aspirants of the Ancient Wisdom are taught that the world of form is transient and that one’s happiness should not be based upon something that is illusory. Illusions do not last and they are not eternal. They bind man to a false sense of human limitation. They enslave man to matter by seducing him to indulge in things that hampers the development of the soul. Truth and the Real are that which is eternal and they are to be found in the “kingdom of God” within us. Unfortunately, most Christians overlook this one of the most important injunctions of the Nazarene Master. The ancient precepts advises us further that the less earthly desires one has, the richer one truly becomes.
The “Lesser Circulation” of the herbal family is also included in this category of Physical Alchemy. The main object of this work is the search for a universal panacea that would cure the ills and sufferings of humanity. This is quite a noble desire should the lucrative aspect and profit motive be absent; it would exemplify the Bodhisattva ideal.
In contemporary times, there are many of those who have claimed to have accomplished a successful transmutation in their laboratories, even teaching the secrets of the art to their ardent followers.
Biological Alchemy
When alchemists realized that they were advancing in age and were no closer to the goal of physical transmutation, they sought a way to stall the process of old age, to regenerate the body, and even to acquire a degree of physical immortality and biological immunity to diseases that humankind is so prone.
With such an object in view, they commenced their search for an “Elixir of Life” that would prolong their physical existence. At the very onset, the search took them to the field of herbalism, for many plants were believed to possess the traditional virtues of the fabled “Fountain of Youth.” The Hindu mystics attribute such qualities to the “Soma” creeper. The Chinese Taoists declare that a certain mushroom that they call “lung chih” has the virtue of regenerating the physical body. The Egyptian god Thoth is also said to have described a life-giving mushroom which conferred immortality.
At a later period, however, the discovery was made that the real Elixir lied within man himself, and it had to be manufactured via psycho-biological means. Briefly, this is the work to be undertaken at the biological level.
Psychological Alchemy
Psychological, or “Mental Alchemy,” is the science of the development of the Mind. Of the four lower bodies, the mental sheath is the only one unstructured, as yet, into an organized body–that is, in most people. In the course of evolution, the mental body will be constituted and coordinated so as to allow the Ego, and the waking consciousness, to function fully in the mental realm. The “Secret Doctrine” of H.P.Blavatsky tells us that in the Fifth Round the mental body is expected to be fully developed. Mental Alchemy accelerates the evolution of the Mind. It permits its practitioner to acquire in the Fourth Round what Nature intends humankind to attain in the next with her somewhat languid process. Mental development entails the development and the refinement of the following abilities, qualities, and faculties:
1) A universal attitude and perspective
2) Imagination
3) Concentration
4) The ability to reason inductively, deductively, syllogistically, analytically, analogically, etc.
5) Mental quietude
6) Abstract thinking
7) Divine thinking
Mental receptivity
9) Visualization
10) Discrimination (Viveka)
11) Detachment (Vairagya)
12) Meditation
13) Mental creation Etc.
Before quick progress can be made in developing the above faculties, the mind LG VX9800 has to be purged of all the phobias, neurosis, and psychosis that are infecting it; even the guilts, resentments, and sinful feelings torturing one’s consciousness. The aspirant is advised to forgive–forgive self and forgive others. The steps of conviction, contrition, confession, consecration, and communion should be adhered to when one desires spiritual unfoldment.
One of the other steps to be taken is the unification of the male and female aspects of the psyche. Psychoanalysis, however, has only touched the outer fringes of the mind with its inner probings.
Mental Alchemy, like the previous categories, is not considered the ultimate goal of Alchemy. They are but stepping stones leading to Transcendental Alchemy. More on Mental Alchemy and the general laws governing transmutation may be read in the Kybalion written by anonymous initiate-writers.
Transcendental Alchemy
All things in their Петропавловск-Камчатский natural unregenerated state are considered dead by alchemists. Man in his natural state is in a state of death. Master Jesus voiced this precept when he declared, “let the dead bury the dead.” Transcendental Alchemy raises Man from the “State of Nature, to a State of Grace.” The process reunites the sadhaka, the disciple, to the Atma, and later to the Monad in full awareness. This is the “unio mystica” sought fervently by mystics of all Ages. When Man unites with the totality of Life, he factually unites himself with God, for Life and God are synonymous.
Unity with “Tao,” Lao Tse’s mystic term for the Absolute, results in the realization of one’s true Identity and Reality. The individual who is united with the Absolute is a Jivanmukta, a freed being–freed from ignorance, maya, and mortality; human consciousness expands and embraces Cosmic Consciousness in this unified state. Figuratively, the Drop returns to the Ocean, and