Октябрь 2010

Innovative Way To Overcome «We Have To Think It Over»

Here is a final, last ditch, Hail Mary close you can try when you get customers who want to think it over and you have tried other ways to get past the objection that didn’t work. This close uses what many perceive as a weakness (the right of rescission) and turn it into a fulcrum that is used to get the sale.

Most managers and salespeople don’t like to talk about the right of rescission but when you are leaving anyway, it may be time to use this close. What is it? Most states have laws that give consumers 3 business days to cancel any contract made in a place that is not the normal place of business for the company. This applies to the customers? home. They have, by law, the right to cancel with a full refund.

For this article, I am going to assume you have some first night special that the customer only gets if they make a purchase on the first night. This package might be $300.00 installation, a full half ton of salt (a $100.00 value) and an extended warranty on the equipment worth $300.00 for a total savings of $700.00 If they make the purchase on the first visit.

Now, let’s assume the customers have told you they want to think it over and that you have tried several other ways to overcome this objection that have not worked. You might say something like, «I don’t blame you for wanting to think about it. In fact, I am glad you want to be sure this is for you. How long do you think it will take to think it over? Would two or three days be enough time? OK. Here’s what I suggest. As I explained, if you go ahead tonight, you get free installation, a full half ton of salt for free and a $300.00 extended warranty. Those items together add up to a whopping $700.00 in savings. I hate to see you miss this opportunity to save so much. I have great news. The state has passed laws that give you three business days to think it over. If you decide to cancel, we are forced by law to cancel and give you a full refund.»

«But here’s the thing. You have two choices. You can send me away tonight and take three business days to think it over. BUT that means you won’t be eligible for our savings package, which as I explained is only available the first time we come out to your home. OR, we can get the paperwork done with the $700.00 savings. Then, you take three business days to think it over. If you have any doubts, just cancel and receive a full refund by law. Either way, you get to think it over. It just doesn’t make sense to think for three days and lose $700.00 when you can think for three days and save $700.00? I’ll get the paperwork started.» Then, put your head down and start writing the order.

Notice I am not suggesting that you end by asking them if they agree or if they want to proceed. You will sell far more if you end with a statement and not a questions like, «I’ll get the paperwork started».

If they say they still want to think, it means they didn’t believe you or that they have another objection. I would suggest that if this happens, you say, «I know you would be taking advantage of this if thinking about it was your only concern. Can I ask, what else is keeping you from making the right decision tonight?» When they answer, you have uncovered the true objection.

Does this close work every time? Absolutely not but it works a lot better than leaving without trying it.

How To Use A Hosted Dialer To Increase Sales Capacity

Every company that works with different kinds of sales would be able to reach a better result if they had a hosted dialer in their office. There are many reasons why this is an effective solution and one of the main reasons why this works so well is that it helps every person who works in the company to make many more calls to potential new customers on a daily basis.

A hosted dialer is something that every call center should invest in as soon as possible. Statistics shows that this solution helps every co-worker to make 350+ calls every day, which can be compared to 80 calls which is usually made when a co-worker has to call manually.

More leads usually means the company will get more sales and that is exactly what any company wants and needs to make the business run smoothly.

Another reason why a dialer is a good thing to invest in is that there is a predictive dialer available which predicts when you should call and who you should call in order to reach an increased number of sales. This is a great way to earn more money without having to hire more staff.

This solution also offers a possibility to respond to all leads much quicker than you’ve been able to do before. This will of course make your company look like a good alternative and the result will be many more sales eventually.

The best thing you can do as a company owner is to give this a shot. You can use a free trial if you would like to try this out before you buy it. As soon as you’ve seen with your own eyes that this actually works very well you can order your own hosted dialer for your company and watch increased results quite quickly.

There are many dialing tools to choose between and the best thing you can do for your business is to take a look at them all and decide what will be the most effective one for you and your situation. Whether you’ve running a big business or a smaller one this might be what you’ve been looking for.

Increase the daily number of calls right away and watch the number of sales grow right away. This will help owners of small and big companies save time as well as money and it’s easy to teach the co-workers how to use it.

Information About Professional Recruiting

Recruiting good employees can be difficult for a small business. It sometimes seems that you are stuck in neutral. You just seem to go through one employee after another. So what kind options exist for your business? Here are four ways that you can approach the problem besides placing another classified ad in the paper or resorting to a help wanted sign on your door.

The first method that you can try is a recruitment agency or professional employment agency. We’re not talking about a temporary labor firm but an actual staffing firm. These companies actually have a pool of potential candidates for you to choose from. People that are looking for permanent positions. The agency receives a resume from them and conducts a brief interview. Then they try to match the candidate to an employer. The employer has already said what the position available is and what kind of applican they are searching for. Once potential candidates are identified they are then sent to the employer’s jobsite for an interview. Then both the candidate and the potential employer can determine whether they think this would be a good match for them.

The next method and also the newest way to recruit help is to use an online service. Usually such websites will feature a job board where employers for a fee can post openings within their businesses. Also candidates can upload their resumes in the hopes of attracting a potential employer. The employers also for a fee are able to search through these resumes to find qualified candidates for their job opening.

Now we have the headhunters. If you are a small business owner this resource should only be used as a last resort as it can often be extremely expensive. So what do headhunters do? Well they hunt down the talent that your business is looking for. Usually they find that talent working for another company. Once they’ve identified potential candidates for your business then they will work to recruit them for you. Headhunters also work with your candidates to prepare them for your interview and negotiating their salary. But headhunter fees can be very high often up to 30% of the candidate’s annual compensation.

The final method usually only applies to larger companies that are trying to recruit new employees. They can use in-house recruiting. This method consists of using their own human resources departments to coordinate multiple efforts such as employment agencies, online services and running their own classified ad campaigns.

Not every method will be appropriate for your company. Many factors will determine what route you will need to follow. But these are some of the choices your business has available to it. If you decide to use an outside agency then you’ll need to research them carefully. Some will specialize in certain types of workers and the fees will vary. But if you have had trouble in the past finding qualified candidates for the jobs you have available then these options might help in your search.

How to Write a Proper Resume and Blow the Competition out of the Water

Learning how to write a proper resume will give you a well designed and effective marketing tool. Resumes written with the hiring manager in mind can greatly improve your chances of landing that that dream job. So how do you make sure your resume is top notch and bullet proof? This short article on how to write a proper resume details some of the most important areas you need to consider if you are going to leave the competition for dead!

Many people start writing a resume thinking the only purpose is to produce a document that will land them a job. This approach usually ends up in a long winded life history of the applicant and makes them look like they are desperate for any job on offer. What you need to remember here is that the main objective of your resume is to land an interview with the company. If the interview goes well, then hopefully you will land the job. Your resume is a doorway to the interview.

The key to a successful resume is making it interesting to the reader. Hiring managers like things they are familiar with, especially resume formats. The reader will be in a hurry and will only scan your resume, so it is important to get your strengths at or towards the top of the resume. Make sure your resume is focused and connected to the initial job application. Show the hiring manager you have ambition and ensure your resume gets this across when you write it. Having ambition will give the employer an idea of where you are planning to go with your career and what you aim to achieve when you arrive. Connect your skills and attributes to actual job experience, as this will support what you are writing in your resume and give the reader something tangible about you to further consider.

It is vital that your resume be tailored for each job you apply for. There is nothing worse that a generic resume and these types of resume are easily found by an experienced reader. Whilst it can take time and effort to keep rewriting your resume for each job you apply for, if you don’t you will be greatly reducing the chances of getting an interview. In the end the whole process will more than likely be a total waste of time. There are some very good products to help you write your resume and save you time when you need to rewrite it for different job applications.

Learning how to write a proper resume isn’t difficult, so long as you think and plan ahead and tailor it to the job you’re applying for.

Iq Consulting Services As Channel Partner

Scott Smith, President and Chief Executive Office of TGI, said, «We are very pleased with the addition of IQ Consulting Services to our Platinum Partner program. IQCS’s experience in the plastics industry and in WMS software solutions will truly compliment our partner program and will add a significant amount of knowledge to our sales and implementation teams.»
Technology Group International (TGI), a leading software solutions provider, today announced the addition of IQ Consulting Services to TGI’s channel partner program.
IQCS’s team specializes in providing manufacturing and distribution related consulting services for the automotive, plastics, and life science vertical markets. The company has significant consulting expertise in areas ranging from lean manufacturing and business process reengineering to data collection, ERP and WMS implementations. IQCS will serve as a Platinum level partner for TGI and will manage a territory within Connecticut, Maine, Massachusetts, New Hampshire, New Jersey, New York, eastern Pennsylvania, and Vermont.
«We set out to find an ERP solution to support order to cash integration, and specific industry requirements for small to mid size companies said Steve Crapser, President and Chief Executive Officer of IQCS. After careful review, TGI was our clear selection. We thought TGI offered the best price performance value to their client base. The system offers Enterprise level functionality at a price geared to our market segment. We are excited to be able to offer these same benefits to our client base.»
About Technology Group International, Ltd.
Founded in 1990 and headquartered in Toledo, Ohio, Technology Group International is a proven technology leader delivering Tier 1 application software functionality at a price performance level that can be readily accepted by organizations of all sizes. Specializing in software solutions for small and mid-market manufacturing and distribution companies, TGI’s integrated Enterprise Series software suite is a complete business process management solution. The product offering includes Enterprise Resources Planning (ERP), Manufacturing Resource Planning (MRP), Supply Chain Management (SCM), Warehouse Management System (WMS), Advanced Planning and Scheduling (APS), Decision Support System (DSS), Business Intelligence, Manufacturing Execution System (MES), and eCommerce. TGI implements, maintains, enhances, and supports its packaged distribution and manufacturing software solutions directly and via its channel partners.
About IQ Consulting Services
IQ Consulting Services is a solution provider headquartered in Holliston, Massachusetts and has been providing technology expertise for small to mid size businesses since 1999. As a total technology solution provider, IQCS helps their clients’ plan, design, install, integrate, and implement ERP, warehouse management systems, supply chain management, bar code and EDI Solutions. IQ Consulting Services adds value through their real world experience and in-depth knowledge of technology solutions.