6 Essential Words

deleece-cook-1167525-unsplash6 Essential Words Get Attention Fast.

Why do these words matter?

Because they MOTIVATE prospects to become mentally involved in the conversation.

When you use one or two of these words in your introductory statement or email, you will capture your prospect’s attention immediately.

What are these 6 words?

They are known as “Positive Power Words.”

When you fit one or two into your presentation (in a way that makes sense), something good happens – the prospect LISTENS to you and becomes interested in what you’re saying!

6 Positive Power Words

1.) Entitle

2.) Program

3.) Qualify

4.) Flexible

5.) Preferred

6.) Alert

Example

A great attention-getting subject line to use when emailing clients to warn them about fraudulent telemarketers:

“Consumer Alert”

This is from Week 2 of the one-to-one e-course – and that subject line can double your open rate!

You will get more attention when using one of the Positive Power Words in a “High-Impact-High-Gain” question (page 7 in Week 2 of the e-course.)

A request:

If you know someone who is starting out in sales or wants to improve closing rates, please forward this post to him or her.

Thanks for reading – here’s wishing you a beautiful day!

Ann

PS: The next one-to-one e-Course begins on Thursday.
You can get the (no obligation) registration form on this page.
Questions? Please Email to annbarr@annbarr.com

PPS:  Good News – Your BTA educational discounts apply for this course!

PPPS: Positive feedback:

“Ann, during your e-Course I have gotten more confidence in speaking and relaying to people the information I need in order for me to help them. People seem to respond and open up to me with more information. Thank you!”

- Grace Dace,
Maunakea Integrated Solutions

Honolulu, Hawaii

“After taking part in Ann Barr’s four-week e-Course, I’ve been more comfortable making calls and I’m getting better response from prospects during the calls. Thank you, Ann!”

- Jonathan Thacker,
Indiana Business Equipment

“Everything I have learned in this course, I have been using now on a daily basis. I have been able to have better conversations with prospects and customers because of changing the way I phrase questions. Also, using the cold call email you helped me with, I have gotten more responses. Thank you, Ann!”

- Jessica Whittle, The Fax and Printer Guy
Halifax, Nova Scotia

“Ann, Your e-Course helped me become more successful as a sales rep because I now know how to acquire the information needed to develop a relationship with potential customers and how to be successful in increase my personal sales.”

- Christina Tolea, First Phase Data
Winnipeg, Manitoba

“This whole course has been a HUGE help to me because I started off not wanting to do this job. I have since been working on this more and really enjoy what I have learnt and seeing the results and rewards pay off. Thanks Ann!!”

Kevin Norton, Allvan Equip
Seatac, Washington

 

Why She is Unforgettable

markus-spiske-1375298-unsplashThe gift of a new Chromebook was an unexpected surprise.

Not being a technical person I didn’t realize how different a Chromebook is from my HP laptop. But… wow… it is very different. Some folks LOVE their Chromebooks. I am not there…yet.

The challenge came when I needed to upload my contacts in Excel to AWeber (an email marketing platform ) using the Chromebook, because I learned that Chromebook does not include Excel. (Yikes!) Instead, there are “Google Sheets.”

To make a long story short, I needed help – really needed help – and support from AWeber. Fortunately, AWeber provides live HUMAN telephone support. And not just ordinary support; knowledgeable and patient support.

This is Why She is Unforgettable

Amanda, the Customer Solutions Specialist at AWeber, stayed on the phone with me for nearly an hour, guiding me through the steps I needed to take to make sure my contacts were in my account at Aweber. (My 8th grade teacher would have said Amanda had the patience of Job.)

I said it before and I’ll say it again: Thank you Amanda!

You May Also be Unforgettable to Your Clients

Doing your job every day, making sales, answering questions, helping your clients solve problems – could be part of your life. You may not realize the real value you bring to your clients, but when you look back at the end of the day, think about what you have accomplished, problems you have solved, and you might have become unforgettable – and valuable – to your clients.

Thanks for reading – here’s wishing you a beautiful day!

Ann
PS – My next one-to-one private sales training and coaching e-Course begins on Wednesday. To find out how this course can fit into your situation, phone me (757) 463-0924 or send an email annbarr@annbarr.com and I’ll get back to you ASAP.

PPS – Good news! Your BTA educational discount applies to this course!

 

He did Not Want This Job

jeshoots-com-219388-unsplashWhy didn’t he want this job?

Maybe it was a dislike of the word “salesman.”

It could have been because he felt he didn’t have the right kind of personality…

… or thought he wouldn’t be good at it.

SURPRISE

He IS good at this job!

For Three Important Reasons

1.) His product knowledge is excellent.

2.) His attitude is friendly and professional.

3.) He WANTS to be good at this job.

I’ve never met Kevin, but after working with him on the phone and by email, we both discovered that he is VERY good at his job.

This is what he wrote after completing the e-Course:

“This whole course has been a HUGE help, as I started off not wanting to do this job role. I have since been working on this more, and really enjoy what I have learnt and seeing the results and rewards pay off. Thanks, Ann!”

Kevin Norton, Alvan Equipment
Seatac, Washington

You may know someone like Kevin who is not completely confident at the beginning of a new sales position. If you do, please forward this post to him or her because it often takes a person outside of the company to help uncover talents and skills that may have been hidden for one reason or another.

Questions?

To find out if my private one-to-one coaching and training fits with your situation, call me at 757.463.0924 or send an email: annbarr@annbarr.com and I’ll get back to you as soon as possible. I look forward to talking with you!

Here’s wishing you a beautiful day!

Ann
PS – Your BTA membership discount applies to this course!

 

 

 

An Easy Way to Add New Clients

marketing-conceptsThis may surprise you … or it may not.

An American Management Association study shows that “only 65 percent of clients buy every year where they bought before.”

So … how do we find new clients to replace the 35 percent lost each year?

Start cold calling?

Actually…

…there is an EASY, no-cost way to add new clients…

…without cold calling.

It is something only 12 percent of salespeople do:

ASK FOR REFERRALS!

How do you ask?

You will get the best answers with this question:

“Who else do you know that could benefit from using our products?”

After asking this question

  • DON’T say a word until they answer.
  • DON’T put words in your customer’s mouth, and
  • DO thank your customer for sharing this valuable information!
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    Not sure who to ask?
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    Think about the clients who LOVE you. (You know who they are.)
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    You CAN do this – easily.

How to Uncover the Hidden Objection

alexandru-zdrobau-84424-unsplashHas this ever happened to you?
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The prospect needs or wants your product or service.
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You’ve made a good presentation and s/he seems interested, but for some reason hasn’t placed the order.
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You think s/he wants to buy, but you sense a hesitation.
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It seems there is a hidden objection you are not aware of.
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This is frustrating because where do you go from here? And are you just wasting your time?
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Specific Questions You Can Ask
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To find out where you stand, ask specific questions to learn what the prospect is really feeling about your products and presentation.
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.I do have an online coaching and training course, but for now, here are the . . .
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 .. . . 4 Best Ways to Uncover & Handle the REAL or Hidden Objection
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1.) Check and see if you’re on the right track by asking an opinion-seeking question.
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The answer will tell you how the prospect feels about what you’ve said, and bring up any concerns s/he may have.
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DO ask:
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“In your opinion, do you feel the Laser Gold Service Program is a good idea for your company?”
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Don’t ask:
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        “Do you think the Laser Gold Service Program is a good idea. . .”
Reason:
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Asking what they “think” will get a logical response.  Not good.
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You can find out more information from an emotional response, which you will get by asking how they “feel” instead of what they think.
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2.)  You can ask:
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        “Are you getting the information you need to make a decision?”
How to Move Them Closer to a Decision
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3.) If you feel the prospect is close to a decision but you’re not quite sure, you can ask:
        “Do we need a purchase order number?”
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The answer to this question will either be “Yes,” or “No,” or “I’m not ready to order yet.”
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The first two answers will give you the sale and if you hear “I’m not ready to order yet,” you can ask:
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        “What questions can I answer for you?”
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4.) Another way to get feedback from the prospect and learn why s/he is hesitating to place the order is:
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        Use an open-ended question like: “How does that sound to you so far?”
IMPORTANT: Don’t say a word until you hear an answer.
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Want more ways to handle objections effectively and move the sale forward?
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After completing my e-Course, this is what Byl Beasley wrote:
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“I believe Ann’s e-Course has helped me tremendously in how I present material to the customers, how I frame my intended conversations, and how I respond to their objections.”
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Byl Beasley, Business Development Manager
Repro Products, Smyrna, Georgia
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- you are invited to . . .
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. . . take part in my next one-to-one private 4-week e-Course.
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This course includes 4 weeks of once-a-week private telephone sales training and coaching where I will work personally with you – plus 4 separate sales-building workbooks; one for each week.
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The course is limited to the first 10 people who register, so contact me today and I’ll get back to you as soon as possible.
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If you are tired of not getting to decision-makers, not grabbing interest when you do reach them and having voice mail messages ignored, I would love to work with you and help you achieve your goals.  Questions?  Send me a message and I’ll get back to you ASAP.
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Thanks for reading – here’s wishing you a happy and profitable day!
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Ann