Archive for the ‘Products’ Category

Studies show that active listening skills dramatically improves the marketability of a commercial. Ironically, most of the commercials are convinced that good listeners but the sales results prove otherwise.

After meeting with hundreds of vendors from various countries, when I asked the question what is the main barrier to selling, among many things that answer usually the price, closing techniques, presentations, etc., But I can almost assure that no one absolutely no one I often say that their main barrier is not listening.

Paradoxically, sales are based on communication, and further an excellent communicator is an excellent seller.
So …

Why not give it attention and importance to listening?

Most of the time we believe that listening is simply hearing the words we said our client. But hearing and listening at all the same. It happens that when a business is with a client and he is talking about what you want, the business tends to think and prepare a response when the client is still talking. This makes the reception of the message, since it is poorly listening mind keeping busy in preparing the speech itself, rather than to understand what our client intends to transmit.

Hence the vital importance that we begin to use active listening.

The True Meaning of Play

According Bermejo “Listening means more than hear. It means paying attention to hear. It means above all, want to understand. “

“To hear is to focus on the other. But focusing on the other is difficult in the dialogue, is achieved by making an effort. Supposed to silence the voices that whisper all within us and are called memories, regrets, joys, concerns, different feelings … “.

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The intermediate of wholesalers and retailers has declined significantly due to electronic commerce. Now, almost all products are available without going to a local. Consumers can access the Internet to pictures of any product, read the specifications, find the best price and terms from online suppliers and place orders and pay.

The expensive printed catalogs have disappeared. Purchasing B2B (business to business) over the Internet increased even faster than the consumer online shopping. The purchasing managers of companies acquired by Internet Articles usual: either advertise what they need and expect a reply from a supplier, or simply browse your selected websites.

Traffic decreased physical premises retailers. In response to this, there are more enterprising retailers that offer entertainment and entertainment rooms built their businesses. Many libraries, local food and clothing including bars and auditoriums for lectures and performances. What essentially promote and sell these places is an experience, rather than an assortment of products.

Most companies have built proprietary databases with a wealth of information about preferences and requirements of each client, and uses that data to make a mass customization of offers to individuals. A growing number of companies presented online product platforms, in which customers design the items they want. Many auto companies, computer, appliance and food invite customers to visit their Web pages and design the offer (product, service, system or programs) in a form to be filled with your preferences. The image of the modified product is then displayed on the screen.

Companies are finding imaginative ways to go beyond customer expectations, and thus improve retention. As a result, competitors find it increasingly difficult to acquire new customers. Therefore, most spend their time trying to figure out how to sell more products and services to existing clients.

The organizations focus on creating customer participation rather than market share. Many have found new ways to increase both the level of sales in general and cross-selling. Gain greater knowledge and understanding of customer segment and from their databases by applying new and more effective techniques for interpreting the information. Finally, the companies got their accounting departments generate real numbers on profitability by segment, individual customer, product, channel and geographic unit. Now, focus on customers, products and more profitable channels, and are putting together packages of rewards for these clients. The company went from a perspective based on the transaction to one based on developing customer loyalty.

According to Wikipedia, credibility has two dimensions: the ability to build trust and the degree of knowledge. Therefore, you should try to position themselves as expert in your niche and gain a reputation for integrity on the web.

There are different ways:

1. Publications

One of the great benefits of writing articles, other than to attract traffic to your site, is to position themselves as experts in their field of expertise. It is important to deliver valuable content in their publications. So people will see that you really have control over the subject and will be interested to hear more from you.

2. Integrity

Professional integrity is a fundamental aspect of the credibility of business on the web. Do not make promises that can not meet and make sure that their products and services are of high quality.

For it is important to make a constant assessment of their management. You can survey his followers and always be open to criticism, however much it hurt. Another way to demonstrate integrity is to give customer service top notch. In this area it is easy to make a difference, since most web entrepreneurs are negligent when personally involved in the problems of their clients.

3. Testimonials

One of the best ways to gain credibility is to publish testimonials from your customers are satisfied with your products and / or services.

How to Get Testimonials?

Often come alone. People who are experiencing a change in their lives because of your products are going to write to thank him. All you have to do is get permission to publish the testimony of the person. Never post a testimony without the prior permission of your customer!

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To spend a few days at the beach with a couple of friends. One morning, suddenly, left Bernardo with his electric razor in hand, shaving the beard. His movements on the skin of his face were different from what I used. They were faster. The technique was different.

It turns out that only a few months before had entered the world of electric shavers. And he was not entirely satisfied with the results. My face was a little raspy.
But after seeing Bernardo, I decided to try. And the change was palpable. I managed to shave a lot more flush.

In this episode I take some ideas that are important to consider and implement to improve your performance. You’re talking about simple as personal hygiene, as complex as coordinating a multimillion-dollar project, or the transcendent as to maintain a relationship rich and satisfying, have these principles in mind:

1. Virtually everything can be optimized.

2. The results are tied to the strategies that apply. If you want better results, you need to find better strategies.

3. One of the most effective and quick to find a better way, more efficient, more productive, smarter, more satisfying, to do things is to learn who has more time to better results. Is the strategy of finding a role model and discover the strategies employed. If you do what he does, get the same kind of results.

4. In general, whenever there is a level beyond. We’re talking about quantity, quality or depth, the path to mastery is never ending.

This brings me to leave you with some questions for your consumption:

What can you optimize your work?

What could improve your personal life?

What different things you could try to get better results?

Who would be a person (or partner, team or company) which model and learn better ways of doing things?

If you were to settle a personal challenge to improve some area of ??your life what would be your challenge for the next 30 days.

I love teaching others my knowledge, and here I present the strategies they use and you can deploy to any release you have planned.

1. Work Plan Marketing / Advertising

Build a list of advertising strategies you will use. Do not choose a lot, just choose between 3 and 5, in which you focus aggressively. The ones I use are:

- Facebook
- Affiliate Programs
- Strategic Alliances
- BBS with Solitary Promotions
- My Blog

2. Create Expectation
Before launching the info product or services that creates expectations in your potential customers. What I do is:

- Notify the list weeks in advance that something is coming.
- I write articles under the theme of the inseminate.
- Teamwork with strategic alliances, ensuring that frequently publish promotions. And almost everything is automatic.
- Using Facebook to leave reminders of the inseminate is coming.
- Free to publish audio sales tips.
- Public tips on Facebook and then close with a link to the inseminate.

In short, a strategic plan, consistent and disciplined to reach my goal of attracting potential customers.

3. Delegate

You can not do everything you need to delegate other areas you away from advertising. In this case, use the power of my assistants to publish my newsletter and my articles, upload them to Facebook and my blog, distribute my content and so on. The delegation is successful. I tell you with my heart in my hand.

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The emotional reasons to buy now (MECA), include what you really want (beyond price, which actually need it, or they can come to think of others) and our desire to avoid or stop the discomfort of not having . Our reasons or justifications Logic to Buy Now (JLCA) are ways of helping to justify action.

When people think of a product we should make sure they have MECA (Emotional Reasons to Buy Now) and JLCA (Logical Justifications to buy now) much larger and more powerful than their REC (Reasons to Avoid Buying.) If a person does not buy it REC because their are more powerful than their MECA and JLCA.

That is, people need “excuses” logic to justify their purchase to themselves, and especially to others. It’s a way to rationalize a purchase that, in most cases, was emotional. Publicist expert provides these means of streamlining so that the reader does not have to take the trouble to look for himself. In short, the publisher makes the reader want something, and then provides you with what you consider a good excuse to buy:)

Another reason why you must provide evidence, is that people tend to distrust what they advertised. An experiment showed that almost 80% of people who read the announcements of 342 large companies questioned the veracity of their statements.

The more facts, evidence and shown to provide, the more credible your advertising.

The Two Forces That Work Together

Reason and emotion work together for sale. Evidence builds credibility, proving the advantages and benefits you promised. It makes the reader feel that your purchase will be safe and smart – and that may justify his decision. You can not justify itself if it acted only by emotion – must have good reasons.

As the philosopher William James, “the rate of nine hundred ninety-nine thousand people will be satisfied if they can find an argument that they can recite in case your credulity is criticized by another. How is your emotional motivators to help you present the evidence? The strongest and most effective are your promises emotional, more quickly and completely will be accepted your evidence.

This is an important psychological truth that has been punctuated by various authorities. To clarify and emphasize the point three of them let me paraphrase: “There can be no doubt,” says Joseph Jastrow, in The Psychology of Conviction, “about where it all begins. The original source of the conviction is emotion. “Psychologist David Seabury, puts it this way:” The reason is powerless to change states of consciousness, except when mixed with emotion. “

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Make the sale, keep in mind that working with a human being who wants to find an answer, a solution to a need. People, for example, when going to a mall or when you surf the Internet, is, in theory, looking for a product or a service. But here begin the questioning. Will this product is what I want?

The product is not really what the customer is buying, what they are buying is actually a result, however, if you look further the result is not the end of the process. Whatever the outcome is the benefit that this product can give the customer a benefit that further contribute to the solution of a problem it has.

Given this it should bring a typical example used in advertising: “People do not buy drills, holes people buy.”
This can be explained well. People do not buy the drill, which in this case is the product, people buy the hole that is the result, but it does not end the matter, what people buy is the benefit that can give you, for this example could be to hang a picture on the wall.

Say this person is just moving house and want to hang a picture and there is a hole to put the screw to hang a picture, that is the benefit, but what’s the solution? Sounds silly but it could be that the wife continually repeated “three weeks ago we moved house and has not hung the picture on the wall” That’s the problem and the purchase of the product you are looking for the solution to that specific problem.

This example is suddenly something quite funny and simple, and may not be used in an advertisement for holes larger problem exists that, but it clearly illustrates a point you want to reach. This is the process in which a customer decides to buy a drill, but his psychology followed all a way to conclude the purchase. Probably did not need a drill, there are probably other ways to hang the picture, but then see another point to understand more thoroughly the issue.

Let’s experiment. Look at your computer monitor, divide it by 4 points at one end. On the first point, place the product in the second division the result for the client, the benefit in the third and last solution to the problem. That is the process of study, introspection, that’s the essential formula for creating a good sales letter.

With these four steps the letter will be successful. The product is presented in the first instance, we begin to specify the output provides the purchasing. Then describes the benefits and finally, the solution to the problem. All this can be done in video, audio and also following the same scheme to produce an excellent, productive and competitive sales letter.

One of the main characteristics of these prospects is not to achieve but directly selling a product, that is, more than a letter of landing is a sales letter. The first peculiarity that has an effective sales letter or high conversion is that the visitor should give one and only one alternative.

Most people are not aware of this and what it does is send the user to a landing page that is part of a structure of blogs, where not only is presenting the offer of a product, but are given to read other things also are sent to Twitter, there are likely to subscribe to RSS, they are asked to share in Skype, you share in Facebook. In short, 50,000 calls to action, when what we really should do is send a page or a sales letter for a single action.

And that one action is either to buy or not buy. Anything else confuses the prospect, with so many possibilities are downplaying what should be a landing page.

It is advisable, when traffic is leading to a sales letter, make a single action. Anything to avoid, distract or take the person to take any action different from the one you want is something unwanted. So that should be a landing page of a single action.

Sales letters are focused on one goal, because of this, anything to stay away from that goal should simply be ignored.

Being an entrepreneur means having independence and freedom to make your own decisions and set your own schedule. It also means you’re responsible with your money, even when there are few funds to manage. Many companies operate on a limited budget, especially at first. Looking at expenses is something that can be done through different stages when we started a business. So how do you save money when there are few funds to manage? this can be run in a professional and productive for the company as follows:

Does It Yourself – One of the advantages of starting your own business is the wealth of experience doing a lot of work home for yourself. The economic profit does not have to hire someone to do it for you. Be yourself, but once it starts growing, forms the team.

Outsourcing – If you think you have no creativity or lack certain technical skills to develop a project, you can find someone who is blessed with that talent. Hiring an outsourcing can save on employee expenses such as taxes and / or benefits. In addition, outsourcing provides an opportunity to test people before uploading the boat permanently. There are human resource companies oriented towards the search of professionals who can outsource or hire independently.

Bartering – This is also a great way to save on costs and getting a quality product or service. Think creatively exchanging a service for anything you need. If you need a software programmer, you can change your product or service to reduce spending, or perhaps provide a link to your website from yours (this can be raised if your website has a lot of traffic).

Business is like an iceberg, 90% of the iceberg is under water, unable to be seen, while only 10% can be observed from the surface. What our teacher wanted us to say is that when we have a project or business idea, it is extremely important to investigate, to know everything about it, from how it works, how it is administered, as sold, etc.

But as you can see the entire iceberg? Thanks to technology, we can investigate virtually any business from the internet, there are blogs on a variety of businesses, where they discuss techniques, tips, and books are shared and diverse experiences in the world of business.

Once you have visited and read all the blogs and web pages I can, I advise you to make a small business plan (to start), write down your ideas and aspirations of your project, and discuss them with people who have had experience in the area or professionals who have more expertise.

Another important tip, is to observe, for example, if you plan to open a clothing store, clothing stores visit, look at the prices in the service, which can be improved, please the client position and rate each part the purchasing process. This will help you have more ideas for your business; provide the way to go to run the business, because it will be familiar with the processes.

In conclusion, to investigate all the theoretical and practical part of your business idea, do not rush this process because it is extremely important, so you have more knowledge of how to manage your business, and about the benefits and negative aspects of your project.