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Affiliate marketing is very much like an auction house. You feature the merchandise on your internet site in return, every last sale or enquiry earns you cash. There’s much less work, few operating costs, it sells 24/7, and it’s simple to master. The first step you must take is to decide which merchandise or niche area you want to specialize in. A method of going about this is, identify solutions to issues a certain customer profile is expecting, and then which solutions are available to help them. One of the best means to find this quickly is looking for specific long tail keywords; in general customers search for these less frequently, nevertheless more of these end up in a sale. To get hold of these lucrative keywords, you should use Micro Niche Finder or or a a similar application. Data gathered from this program or other applications or services results in associated keywords and phrases in a comprehensive list format providing valuable targets to get top position on the internet search engines.

Additional data is also available by the program, for to illustrate search frequency, the exact number of competing sites, and inforamtion on your rivals too. Ultimately, Micro Niche Finder information can identify suitable domains, subject matter for your web site, and also point out desirable merchandise for you to sell.

Putting together a website is next on the list; however it will take more than that. Getting a good performance on the search engines involves the optimization of your web site. Here Seo Elite information and alternative products are helpful. Your competitors’ web sites are analyzed by SEO Elite information which then provides suggestions on how to increase search results. With software such as SEO Elite, info provided by the computer software advises you on links, which words or phrases to focus on, and details on where to upload articles. In short, SEO Elite information is the same kind of information that a specialist in search engine optimization might offer.

When you decide on your target market, set up your advertising, and your internet site is completed, all you need to do is get your web site up in the search results. Your profits will roll in regularly and question why you did not try this type of marketing before!

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It doesn’t matter if you are in an auto sales training, TV and
radio sales, estate sales or time share sales in my
conversations with sales management over the years, I’ve found
that top producers all have one thing in common: they’ve taken
the time to sit down and create goals for themselves and
committed to sales training.

Even if during the sales seminar they were skeptical when they
started the process of goal setting and planning, every one of
them has become a true believer.

What Is A True Believer?

A “True Believer” isn’t someone who just works sales leads. They
are someone who has been amazed by the incredible power of goal
setting and the power of their own mind to be sold on the sales
job. Every one of them has accomplished far more than they ever
believed possible even if they are in mobile home sales or
business sales they are the ones that move up to the top.

It didn’t stop with sales goals or material successes. This
belief runs deep in all areas of their life. They’re convinced
of the power of the mind and want share that with the world.
They just seem to live in a world that favors them. There life
has become an extension of their sales attitude.

Are You Happy With Your Current Training?

I defined happiness in training as, The progressive assimilation
of worth while skills that will help me to reach my professional
goals. As a sales trainer, I have been working progressively,
step-by-step toward making permanent lasting impact on every
sales professionals life.

This purpose alone can generate a continuous feeling of success
and achievement within me, but if it doesn’t translate in your
personal sales training it is all for not. The sales game has
always been the more people you sell, the more successful you
will be. As a sales professional, you have more control of this
than almost every other profession. Geoff Thomas a sales
associate is found of telling his sales staff, “Your raise is
effective just as soon as you are.”

I know you can create an environment of happiness for your
customer through fabricated rapport skills but a genuine joy for
sales will close more deals than you can imagine. Without your
skills of salesmanship, there would be nothing for company to
do. When you walk out of the office in the evening, it is
natural for you to feel like a winner. This goal is well
entrenched in the sales experts I know. It also gives you the
psychological momentum to overcome obstacles and plough through
adversity as you reach your sales goals and assist others.

Sales training more than anything else should have you recharged
as you go back out into the world. If the sales seminar doesn’t
motivate you to work every sales lead more efficiently than why
bother.

Does Your Training Connect With Your Values?

Every great trainer has a personal strategic planning process.
It usually begins when you determine what you believe in and
what you stand for - your values. If your values and the
trainers match this is the glue that holds the core concepts of
the sales training in place. These values shape our personality
and our character as a sales professional.

Your virtues and qualities are the sum total of all your
thoughts, actions and beliefs since the moment you were born.
Your values, virtues and inner beliefs are the axle around which
the wheel of your life turns. All sales improvement begin when
you clarify your true values and commit yourself to live
consistently with them. It’s been said, “You must stand for
something, or you will fall for anything!” Great sales trainers
know the value of the sales process and believe every prospect
they meet can find value in their product or services.

When Attending A Training How Specific Should Your Goals Be?

To achieve success in training you will find trainees are
successful because they’re very clear and committed to their
values and specific outcomes from the training. Unsuccessful
trainees are fuzzy or unsure they perhaps were forced to the
training without a buy in from the sales manager.

When a training is a complete failure, you’ll find that the
trainer didn’t clearly outline the real values of the training
at all. These trainers stand for nothing and hope their
audiences fall for everything.

While training the sales staff at Positive Changes, our sales
staff had access to a wealth of resources designed to help them
succeed in their goals. For instance, use the Sales Mastery
series to stimulate your other-than-conscious and keep you on
track with specific, clear and organized sales goals. They
trained each franchise location to set goals for the day, week
and the month. Using these mind trips within themselves helped
them to enroll others into its use.

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I try to be an astute observer of the literature that crops up in sales and marketing, and of course, I contribute my share.

One of the things that I find astonishing is that there is always a huckster’s huckster, someone who touts the idea that proven, conventional selling tools are old hat, obsolete, unnecessary, or outright harmful.

For instance, you’ve probably seen the ad on the web that claims cold calling doesn’t work, or that it’s “dead.”

Horse feathers!

It’s as alive as we are.

If the same purveyor of this pap said cold calling isn’t as successful as contacting warm leads, people who have expressed interest in your product, then he’d be making a reasonable point.

Instead, he overstates the case, most likely in the interest of getting our attention. But it’s a con.

Cold calling works fine, and in many situations it’s the most direct and fastest way of building your client base.

Another myth is that closing is ineffective or offensive, that prospects should close themselves.

That is ideal, and there are methods for making that happen, largely through what has been termed consultative selling or what I have developed: “The New Telemarketing .”

However, it’s not enough to lead most horses to the water, you have to help them to drink it by overtly asking for the sale.

Just a little nudge in the right direction can do it.

Let’s say you’re talking features and benefits with a prospect and you come to a lull in the chat. At that time, if you just smile and say, “Okay?” the prospect will probably give you his approval.

Granted, an “Okay?” in the middle of nowhere seems odd, but isn’t it odder to prolong the silence until it becomes obviously uncomfortable?

I’m using this ultra-simple illustration to demonstrate that closing is really a natural part of the conversational process and not an artificial device that must sound stilted or strategic.

Also suspect is the recently trendy idea of “permission marketing,” but I’ll save my discussion of this newfangled notion for another day!

Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service, and the audio program, “The Law of Large Numbers: How To Make Success Inevitable,” published by Nightingale-Conant. A Ph.D. from USC’s Annenberg School, a Loyola lawyer, and an MBA from the Peter F. Drucker School at Claremont Graduate University, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. Headquartered in Glendale, California, he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com.

For more information about coaching, consulting, training, books, videos and audios, please go to: http://www.customersatisfaction.com

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Yesterday I did a sales training program for a great company. This company is 64 years old and makes a product whose name you would recognize immediately. The sales training was scheduled the day after the company introduced a new product. This product has great features and outstanding benefits for their customers.

The outside sales reps were given a goal to sell 25 units within the next 12 months. For the purpose of this newsletter and to maintain the privacy of the company they shall remain anonymous.

I would like to share some of the thoughts I have on how to achieve consistent selling results. Here we go…

Let’s talk about the principles of GOAL SETTING. Most people think they have goals when they really only have dreams. There is a simple yet powerful goal setting model. It has five steps:

1. A true goal is in writing. Always has been, always will be. If it’s not on paper it’s not a goal. When you take a thought and put it to paper it becomes a goal. This is a bedrock principle to goal setting. Write it down!

2. Goals must be specific. If you’re goal doesn’t contain numbers, it’s not specific enough. There’s a huge difference between “I want to earn a lot of money” and “my goal in 2002 is to earn $125,000.” The specificity of your goal is what gets your creative juices flowing.

3. To keep you focused on your goal it must have a completion date. Too many dreams fall short because they never become written goals with deadlines. There is just something empowering when you establish a self-imposed deadline.

4. Goals never get done by themselves. Goals are “what” you want to achieve. Once they are established you immediately begin to think of “how” you will achieve them. Your goals must have specific action steps or they won’t get done.

5. Your goals must be prioritized. Simply stated, if you have 10 goals, you must prioritize them using the numbers 1-10. This is another way of saying first things first - always focus on what’s important first. Prioritizing makes you enterprising.

There you have it, the five-step goal setting model. I believe impossible dreams become possible when they’re converted to written goals.

Don’t take my word for it, listen to what Lou Holtz, former coach at Notre Dame has to say about goal setting.

He was inspired by David Schwartz’s book “The Magic Of Thinking Big.” After reading the book he sat down and prepared a list of 107 goals he wanted to achieve during his lifetime.

At the time, some of these were very lofty goals including meeting the pope, skydiving, being invited to a White House dinner, and even wanting to appear on Johnny Carson’s Tonight Show.

To date, Lou Holtz has achieved 99 out of 107 of those goals. He says, “My life changed after I made the list. I became a participant rather than a spectator in life.”

This goal setting model works for personal and professional goals.

Yesterday, I told the salespeople to take their company’s goal of 25 units and increase it to 28 units. Here’s why I suggested that. If you always want to achieve your sales goals - ALWAYS AIM HIGHER.

Here’s another tip for you. Always take your annual goal and break it down to the smallest unit of measure. For example: 28 for the year is 14 for six months. 14 becomes 7 three months. 7 becomes, with a little rounding,
2 per month. 2 per month becomes 1 every two weeks.

If you want to achieve bottom-line results you can forget about 28 per year if you focus on selling one unit every two weeks. Goal setting is all about focus.

When you focus on your goals you will always achieve the results you are seeking.

Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com

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Customers will ask you a question and you’ll proceed to talk about your
product. That is why you are not making more sales. It is your product
knowledge that keeps getting in the way. Not that you do not have
enough product knowledge - trust me you have plenty. It is that you are
not listening to what your customer is truly asking you. You are taking
their questions or statements literally instead of trying to clarify what it is they are truly asking you.

Customers do not know what questions to ask. So instead they ask a
question that they are comfortable with hoping that you will find out what
they truly want. By getting to the heart of the matter and finding out why
they ask what they ask, you will unlock the key to the sale.

If you are able to focus your presentation on the customer and how the
customer will benefit from a product and your competition has focused
their presentation on product knowledge; you will win the sale every
time. Customers buy emotionally and they justify their purchase
logically. This means that you have to sell emotionally and validate their
decision with logic. It will never work the other way around.

When you focus on the emotional reason that the person is listening to
you today and speak in terms of how the product will benefit them, you
are giving the customer what they want; solutions!

Don’t get me wrong, product knowledge is necessary, but you are very
likely bringing it up too soon in your presentation. Your customer does
not care about you, your product, or your company. They only care
about themselves and fulfilling the need that they have today. Therefore
everything that you talk about should be in terms of them and how they
are going to benefit from your product. So put your product knowledge
aside for one second and focus on your customer’s needs.

The only way to find out the customer’s needs is with good questions. If
a customer immediately asks a specific technical question about your
product, then you need to ask yourself why they are asking that
question. Think about it for a minute. Most salespeople in your industry
will immediately go into a product puke session about nuts, bolts, and
widgets instead of asking the customer “why do you ask?” Remember,
they are not having a conversation with you today to buy nuts, bolts, and
widgets. They are having a conversation with you today for some other
reason and it is your job to find out what that reason is.

The next time you are getting ready to launch into a presentation about
why your product’s specs are better than the product specs down the
street; I challenge you to ask yourself, will this customer truly NOT
benefit from the other product?

For more information on engaging questions that you can use to get
your customer talking; send a blank email to
questions@tomrichard.com.

Tom Richard is the President of Tom Richard Marketing and specializes
in both marketing and sales education. Visit his website at http://www.tomrichard.com

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