I read a quote by Stuart Wilde that makes you stop and think. Always ask yourself, when selling your idea or product; How high is my energy level on _________ subject. Here is his quote, "The key to success is to raise your own energy. When you do, people will naturally be attracted to you. And, when they show up, bill them!
High energy is attractive, but you cannot fake it. You must know what idea or product you are selling inside and out with all the benefits and you convey that excitement while asking questions. The questions, with excitement, will convey to the client that you have what they need, not that they need what you have. Features and benefits are all good, but if you go through your long launduary list of features and benefits, you are just doing a presentation. Questions, with the finding the concerns of the client and then your excitement of being able to help them is what you bill them for. Solve their problem, not yours.
Jerry W. Williams
Linkedin
Friday, June 29, 2012
Thursday, June 28, 2012
Know The Size Of Your Prospect
While consulting with a new client recently I was reminded that a new business person quoting a seemingly high price is a scarry position to be in. All kind of thoughts will run through your head ... Can I cut my costs?... Should I price lower to get the business? ... Am I missing something? ... You may know what I'm talking about.
In this case the business owner was approached by a national company to license his service. The company does not have a lot of business yet and could use a long term client. One of the challenges this business owner had to overcome was that to do what the prospect wanted, a license with a annual renewal was needed to purchased by the business owner and to him the fee was large. The need to pass this fee on to his client was where he was scared. After going over a lot of options, my client looked releaved because he understood that "size matters", when thinking about your prospective client, and that while thousands of dollars to you may seem big but to a national company, it may be petty cash.
We further talked about the sales presentation and that he should not be ashamed to present a profitable price for himself. To give him a little more peace about this huge yet scary opportunity, we asked what would happen if didn't get the business. He looked very peaceful when he responded that things would continue as they are for the present, but long term HUGE ideas are now flowing about how to explode his business (of which we will continue to work with him on).
The fear of failure, on securing the new business was not even a concern because of the new ideas flowing because of the opportunity and the fact that he had saught advise.
Jerry W. Williams
Linkedin
In this case the business owner was approached by a national company to license his service. The company does not have a lot of business yet and could use a long term client. One of the challenges this business owner had to overcome was that to do what the prospect wanted, a license with a annual renewal was needed to purchased by the business owner and to him the fee was large. The need to pass this fee on to his client was where he was scared. After going over a lot of options, my client looked releaved because he understood that "size matters", when thinking about your prospective client, and that while thousands of dollars to you may seem big but to a national company, it may be petty cash.
We further talked about the sales presentation and that he should not be ashamed to present a profitable price for himself. To give him a little more peace about this huge yet scary opportunity, we asked what would happen if didn't get the business. He looked very peaceful when he responded that things would continue as they are for the present, but long term HUGE ideas are now flowing about how to explode his business (of which we will continue to work with him on).
The fear of failure, on securing the new business was not even a concern because of the new ideas flowing because of the opportunity and the fact that he had saught advise.
Jerry W. Williams
Monday, June 25, 2012
IRS Suspends Issuing Individual Tax Numbers without Documenttation
(JofA) - Beginning June 22, 2012, and continuing until the IRS issues new rules (which it says it will do by the beginning of the 2013 filing season), the IRS will not issue individual taxpayer identification numbers (ITINs) unless the applicants provide original documents such as passports or birth certificates.
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