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April 14, 2011

 4th Year

Anniversary Issue

2011 Mar cover
Read it HERE  

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The BABM Business Group is the conduit between great business tips, advice and inspiration from industry experts and business owners and entrepreneurs 

 

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 EVERYONE sells EVERYDAY
~ your ideas
~ your need for help or support
~ your product
~ your company

Make more sales by avoiding common blunders!

By: Jeffrey Gitomer

 

Think about the last 25 sales you DIDN'T make.

 

What happened?

Why didn't you make them?

Did you study the problem, or just blame the symptoms?

 

Symptoms like: Couldn't get an appointment, unreturned phone calls, deleted emails, lost to competition, and the worst symptom of all, lost on price. Typically salespeople blame circumstances rather than take responsibility when a sale is lost.

 

I have never heard a salesperson say, "Jeffrey, I didn't make the sale, and it was all my fault."

 

WAKE UP AND SMELL THE POP-TARTS! You didn't make the sale because the prospect wasn't interested in doing business with you for one of two dozen or more reasons. Your job is to identify those reasons, take responsibility for them, figure out a better way, and master correct the responses.

 

I'm about to share common mistakes that salespeople make. You make them too. I am listing as many as possible so you can pick out the ones that apply to you specifically. But I promise you will overlook some. REASON: You think I'm incorrect to list them. HINT: Those are your biggest mistakes to include, improve, and study.

 

  1. Using closing techniques. Why would you use time-worn, awkward phrases that manipulate the customer and make everyone uncomfortable?

 

  1. Asking the same questions everyone asks. Why are you asking questions you could have found the answers to online? Why aren't you seizing the opportunity to engage more intellectually and emotionally?

 

  1. Asking questions (the answers of which are none of your business) about   money to try to "qualify" the buyer. You have accomplished nothing, and failed to understand that the buyer is also qualifying you.

 

  1. Comparing yourself to, rather than differentiating yourself from, the competition. No memorability anywhere.

 

  1.  Downing the competition. Makes you look bad, and suspect.

 

  1. Trying to "find the pain" rather than building rapport and finding the pleasure. Pleasurable things build rapport and help establish a relationship.

 

  1. Meeting with a non-decision-maker. Why?

 

  1. Trying to go over someone's head to the "real" decision-maker. Too late, you should have started higher in the first place.

 

  1. Talking about your personal life or prejudices. Not good, ever.

                                                       Continue reading the list HERE

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 the bookbinder

(continued)

  An inspirational story about the journey back from burnout to a fulfilling life and career.  
  To read previous chapters click HERE 
 
the bookbinder
by: Brian Beirl
Chapter Six
 

Regardless of differences, we strive shoulder to shoulder...Teamwork can be summed up in five short words: "We believe in each other."

-Author Unknown

 

 

As I went through my closet, I soon realized how long it had been since I had done any exercise. The running suit was tighter than I remembered against my middle, but would have to do. I smiled as I muttered, "At least my running shoes still fit."

 

When I approached the shop, I saw that a window washer was using a large squeegee to wipe down the windows. I was not surprised, as I was always keenly aware of the tidiness of the bookbinder's shop, inside and out. But when the worker turned, I was surprised to see that it was Harris himself. I walked around the car trying to conceal my amazement. Sherlock would not have missed such a thing.

 

"Good morning," he said cheerfully, apparently oblivious to the heavy fog that limited visibility. He wore nondescript, grey sweat pants and a hooded top that had obviously seen many morning workouts. On his head was a tight-fitting navy blue stocking cap that gave him the look of a prizefighter going to the gym. On his feet were the ever-present worn leather sandals.

 

I felt somewhat overdressed in my multi-colored, hi-tech fabric suit, but if he noticed my discomfort, he did not mention it. He put his squeegee, bucket and towel inside the door, closed it with assurance, turned and said with enthusiasm, "Let's shove off!"

 

"Great, where are we going?"

 

"To the university boathouse on the river. They are expecting us."

 

I grew more concerned. "Isn't it a little foggy for pleasure boating?"

 

He said with a wink, "Who said anything about pleasure?"

 

What was I getting myself into and what were my options for getting out of it? I opened my car's passenger side door for him. I was somewhat concerned about him lowering himself into the car but he sat down with ease. As I climbed in my side, I became aware that he was not entirely comfortable in the vehicle. He searched for the seat belt and when it was fastened, gripped both armrests with an unusually firm determination.

 

He caught my glance. "I have almost always walked when I needed to get somewhere. But we need to be there on time, so please drive on, my charioteer."

 

                                                              Continue Reading HERE
 
 

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Attitude will make you or break you!
 "LOOK ON THE BRIGHT SIDE OF LIFE"


 

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