Infocusselling’s Blog

December 21, 2008

When Clients Listen

Sometimes you get quoted and don’t even know it. Here’s a client with a great focused product, and a great message as well. We appreciate the plug and are about to return the favor with them re-doing our website. We’re excited.

MarketPath on being focused.

December 20, 2008

Great Point on ALL Advertising and Marketing Messages

Filed under: Other Sales Issues — Educated and Aware @ 8:09 pm
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It pays to read, and sometimes you find great nuggets like this one. You have to have a benefit message, not just a cheer.

How Not to be Recalled in Your Market

Never be afraid to give someone else credit for a good point.

December 17, 2008

You are a Superhero

Defining Your Market

You’re superman or superwoman—able to conquer tough prospects with ease. Bring them on! Any and all! You know no fear, and any block or obstacle can be easily scaled or crushed. No foe is too great.

OK, maybe you’re not superman or superwoman. But wait. Whether you are or not, do you really want to take on all foes? Do you really want to have to fight every enemy out there? What if you could focus your energy on one enemy? One nemesis? One competitor?

Think of the superheroes of your youth, however many years ago that was. Most of them countered one arch enemy day after day. And, every day, they won. Why? Simple. It was focus.

You are your own superhero. You can take on all comers, cover all needs, but you are most effective against one foe. The foe you know. The foe you fight every day. The foe you can beat at every confrontation.

Is this your approach to sales? It should be. Instead of taking on all comers, identify one point of attention and attack that point. Maybe it’s one specific need, or one specific competitor—one enemy. How are you different? Unique? Stronger? Better?

Superheroes have arch enemies for one reason—it allows the story writers to focus the good powers against one bad power that is between them and a perfect world. You need to select your arch nemesis, and plan now for complete domination in your world, using your one good power—you unique strength.

Your nemesis could be a specific competitor, or it could be a specific need that you are best suited to fill. No matter, you need to identify it, name in, and own it in the market.

When you go to war each day, when you pick up the phone and state your sales and marketing prowess, how do you grab that one focal point and attack it—every day? Superheroes are successful because they know their own weakness and they know the weakness of their enemy, and they focus their energy against that weakness in a way that is not impacted by their own weakness—day after day.

What is your focus for 2009? Have you figured out where you should aim, where you should target, so that all of your energies are most effectively put to use?

Through the end of the year and into January, we are going to talk about focus, attention, and attack. If you want to launch 2009 with a purpose, be prepared to be like your favorite superhero—powerful and focused. When you are focus, you can spend all of your energy on one need and dominate that need—just like your favorite superhero.

For info on my book, recently updated, go to www.InfocusSelling.com.

December 9, 2008

How to Brand Your Business

Filed under: INFOCUSSELLING BLOG — Educated and Aware @ 9:16 am
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How to Brand Your Business and Make it Work
Learn to Stand Out from the Masses

Why do so many successful companies spend so much money to “brand” themselves? It is because they have to differentiate themselves from their competitors and show why people and other companies should buy their products or services. No one pays a lot for common, but they pay a lot more for uniqueness. In this seminar we will cover the aspects of differentiation, how to discover our strengths, and combine those to create our own brand.

Thursday, December 18th, 2:00pm – 4:30pm

Registration is FREE, but please RSVP so we can reserve a space for you as our seminars fill up quickly!

RSVP to: seminars@actumgroup.com

Closing the Sale

Filed under: INFOCUSSELLING BLOG — Educated and Aware @ 9:12 am
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Rainmakers University: Closing the Sale

How many times do we feel confident throughout our sales cycle until the end when we try to close? In this class taught by experienced sales trainer, Jeff Bowe, you will learn how to:

**Build urgency so your prospect wants to move forward

**Know and understand exactly what is in the way of moving forward today

**Not to have to worry about “closing” by focusing on commitment

**Get your prospect to pay for writing your proposal

Join us to learn how to better close your sales and increase your revenues!

Thursday, December 11th, 12:30pm – 2:00pm

Seminar at Fishers Office Suites, 11650 Lantern Road, Fishers, IN 46038

REGISTER HERE  for this seminar

December 2, 2008

Commitment to Quality

Filed under: INFOCUSSELLING BLOG — Educated and Aware @ 7:09 pm
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Commitment to Quality – A Leadership Principle

by Scott Seibert

What in the world does a Commitment to Quality have to do with the leading of people?  There are probably millions of people working for organizations whose quality of product or service is far less than what we might consider one of high quality.  They seem to survive.  That’s the Point.

Continued…

Never Make Your Prospects Lie

Never Make Your Prospects Lie

by Jeff Bowe

Have you ever been asked a question when buying something that prompted you to lie while answering? Not a big lie, just a little one. I am guessing you have and I bet the question was, “Are you the decision maker for this purchase?” You probably said “yes” even though you knew you had to consult with someone else.

When you ask your prospects the same question, you are begging them to lie to you in exactly the same way. This isn’t a great way to start a relationship nor does it give you the information you need to make a sale. Let’s look at why this is such a dangerous question.

Continued…

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