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In essence affliliate marketing is similar to an auction. You feature the merchandise on your web site for this, every last sale or lead brings in a commission. It isn’t as much work, fewer overheads, it works whilst you sleep, and it is easy to master. At the beginning, you need to make up your mind exactly what niche market you would like to specialize in. To get this out of the way, you need to find out solutions to issues a unique market segment is anticipating, and which solutions will help them. One of the best ways to determine this is to search for groups of narrow keywords; there are less searches for these in general, however they will convert far more into sales.

To obtain these lucrative keywords, use programs like Micro Niche Finder. Data gathered from this program or other programs and services results in associated terminology in an extensive list giving valuable information to get a head-start in the rankings on an web based search engine.

Micro Niche Finder will in addition recount how many searches each keyword or phrase gets, the number of competing internet sites, and details on the competition too. Finally, the information returned can help in finding associated domains, material for your internet site, and also point out suitable goods for you to sell.

Putting together a site is next; but you still have a few crucial things to do. Search engine optimization is absolutely crucial. Here Seo Elite information can help may help. Your competitors’ internet sites are examined by the program which then provides suggestions on how to better search results.

With programs like SEO Elite, info created from the software tells you where to get links, what words or phrases to focus on, and an extensive listing of article submission websites for reference. Briefly, the data generated are the same kind of suggestions that an SEO specialist would offer. Once you know which market sector you want to sell in, design some advertising, and your site is ready to go, it’s time to get your internet site up in the search results. Earnings will roll in regularly and question why you always struggled to make enough money!

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In essence affliliate marketing is akin to an auction site. You advertise the merchandise on your web pages for this, every purchase or lead pulls in money. It isn’t as much effort, fewer operating costs, it sells twenty four hours a day, and even better, it is relatively easy to master.

To get started, you need to make a decision as to precisely what area most suits your life. To get this out of the way, determine what specific solutions to a problem a particular group of customers are expecting, and determine how you can help them. A simple method of doing this is to find unique narrow keywords; there are less internet searches for these generally, yet many more of these convert. These profitable keywords can be obtained by using Micro Niche Finder. Data generated by this program or similar computer programs or services compiles associated words and phrases in an extensive list format which you can focus on in order to obtain a high listing in an internet search and bring in lots of traffic.

Additional data is available by the program, such as search frequency, the exact number of competing internet sites, even competitor details. Ultimately, the data produced can identify suitable domains, content for your site, and also point out the best sales opportunities. Next you need to construct a website; but it will require more than simply that. Having the top ranking on the search engines demands the fine-tuning of your site. This is where SEO Elite information and other similar programs can help may help. Competing web sites are examined by the software package which then provides suggestions on how to increase search engine performance. In SEO Elite the info provided by the computer software suggests where you should find appropriate links, the most lucrative keywords, and an extensive listing of article submission internet sites to refer to. In Brief, Seo Elite information is similar to the data you might get when you confer with a skilled SEO specialist. Once you decide on your target marketplace, plan your product advertisements, and your site is finished, then you are ready to positively build up your search engine rankings. The profits will roll in on weekly basis and you’ll wonder why you ever struggled to make money!

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When you get into sales, you have to have your first shot at selling someone something. This first time can really make you nervous and worried. You have never done it before, so it is not familiar and can be scary. The first time experience plays a large part in what your career will be like, if you are like most people. Some just don’t care and move ahead regardless of the experience, they look at the sweat and amount of effort as something positive. During this first time selling something, you are usually nervous. The person whom you are selling to can sense that and can tell whether you are certain or not about what you are selling. If they feel you are being dishonest or don’t know what you are doing, then they probably will resist you and move on. If you are a person with a great heart and the best of intentions, then they will probably see that in you. So many great saleswomen or salesman struggle with their first time selling something, but the person purchased from them, why would this be? They trust them and they know that even though they are nervous, they have their best interest at heart. If you truly care about the person who you are selling too, then your odds of having a great first time sale increase.

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Do you ever feel that when you are doing direct sales you find yourself not getting respect from the local businesses? They are busy and you are an interruption of course, yet at the same time, it does slow you down. Smart direct sales marketers carry clipboards into offices to sell and take orders. Clipboards come in many colors and styles; plastic, aluminum, clear, etc. These clipboards should have your company logo on the bottom. They should also have calculators on the clip. The logo should be made of vinyl lettering in your company colors. They should be durable or high tech plastic clipboard which can be dropped from six feet without breaking. They should also have a company pen attached which contrasts such as a yellow pen with blue ink or red ink inside. The sign-up sheets for orders or receipts should be on top and attached to the clipboard.

The format on the sign-up sheet can be created in Microsoft Word. This way reproduction ready artwork is only a move of the mouse and a click on the printer icon away. Use bright colors which stand out for order sheets perhaps even; Astro-Bright Solar yellow. You should have matching uniforms, flyers and business cards to the logo or sign-up sheet.

The sign up sheets should be printed in black ink because blue ink turns into green under most printing processes. Order receipts should use blue ink. The sign-up forms should be printed on both sides so you can compare the morning with the afternoon hours for volume and money. These forms should be in card stock since it will make them more durable and won’t crumple or rip if they get wet even though you are writing on both sides. If an salesperson pushes too hard on the pen they will not go through. This saves money. It costs ten cents for one side and fourteen cents for both sides. This saves two-thirds on the printing costs. Perfect efficiency. It also is environmentally good, saving trees. Yeah! Also, it gives you a pretty good indication of how many units are sold during the day, how much money you have made if you were doing only cash sales.

This decreases also the possibility of employee pilferage from the sales team and helps you determine how much money you’ve made. If you are in a business which receives tips; this, of course, is the best way to judge how good of a job you are doing and how happy your customers are. Twenty percent in tips is a good number.

The order or sign up form should be left blank at the top two inches. That way the clip doesn’t cover up the name or logo of your business. Many times the customer will watch you write down the information they give you. This is another reason we use blue or red ink only. Both are very contracting on yellow. Red is more commanding and factual while blue is pleasant and caring. Both work fine for our model. When a customer is watching you write information down, many times they will watch you check boxes. They will probably want to watch you check all the boxes. This also gives you the opportunity to upsell. It works 70% of the time and it’s easy. Anyone can do it.

Every crew should be trained to do this. As the people watch you check boxes, they will also want you to check the “paid” box. This is great. Get your money in advance. It saves time running back in after you’re completed with a service or deliver the products sold. Another way to get paid up front is to leave money on the clipboard. If there is a lot of money on the clipboard, one’s, five’s ten’s, they won’t have to ask you if you have change. They can see you do. Many customers carry large bills, fifty’s, hundred’s. There will be no doubt that you have something worthy you are selling and you are able to make change.

If you have lots of money on the clipboard you must have a great product or service; thus building consumer confidence. You must be a successful business person and everybody loves a winner. It also build’s your confidence as a sales person and it must be a good deal, everyone else seems to be doing it, therefore you must be reputable because people trust you with their money.

Sometimes a secretary will be very busy on the phone, can’t talk and makes a half acknowledgment of your presence. By holding up the board, she will know exactly why you are there; something important has now arrived. As soon as she hangs up the phone, she will be on the P.A. announcing “Anyone who wants a ..come to the front desk.” By creating a sense of urgency, being in uniform similar to UPS or Federal Express and having an electronic device (the calculator or the credit card machine) along with money demands recognition. It lifts the direct salespersons status of a special delivery, C.O.D., high tech worldwide type courier. It works and it works well. People forget that it says no soliciting on the door. Instead, they put you in their mind as someone who is supposed to be there. You will be surprised how many companies will ask you to come back next week rather than throwing your but out on the street this week. Think about it.

“Lance Winslow” - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs/

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That’s the question that was posed by a writer for a major trade publication. He also asked me if salespeople should adapt their sales approach to the personality types of their customers. Here’s how I answered him…

A. Selling is a skill, comparable to accounting or engineering: Specific actions, properly applied in a proscribed order, produce the best results. Given enough motivation, almost any skill can be learned without formal training. Two of General Motors’s top engineers never took an engineering course. Michael Dell didn’t major in computers and dropped out of college.

B. Similar aptitude patterns are seen in highly successful salespeople, trial lawyers and teachers. Salespeople who lack the right aptitudes and attitudes can substantially improve their sales skills, if they are willing to change their behaviors. The changes they need to make are simple, yet it requires a lot of self-discipline to make those changes.

C. The type of training that is most likely to produce dramatic improvement is based upon the latest understanding of how the human mind works. It eliminates persuasion in favor of committed agreements.

D. The theory that salespeople can assess a customer’s personality type, and then adapt their selling techniques accordingly, has been widely promoted.However, we have never seen a salesperson that can demonstrate that skill.

No one (or customer) has a static personality; we all change continuously, reacting to stimuli as we receive them. It’s hard enough to figure out anyone’s personality type; it’s extremely difficult to analyze and react to it moment-to-moment. I believe that only trained, experienced psychologists are likely to be able to make practical use of that theory.

So, Are Top Salespeople Born or Made?

We studied the top 1% of salespeople across 23 different industries. Some are self-made, learning what works best through intuition and experience. Many were trained, learned several selling systems, and eventually settled on the selling system that produces outstanding results. The ironic thing is that most of the top salespeople are doing the same things, and what they are doing is radically different from the other 99% of salespeople. Our conclusion is that top salespeople are clearly made.

©Jacques Werth, High Probability® Selling - All rights reserved.

Jacques Werth, author of “High Probability Selling,” is an internationally respected Sales Trainer and Sales Consultant. HPS graduates are excelling as Top Producers in over 70 industries. Visit http://www.highprobsell.com to read more articles, preview the book, and learn more about High Probability Selling.

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Your sales day, week and month are full of scenarios.

Each one is unique as to how, when and why they occur. But what’s not unique is how often they occur in similar situations, similar prospect titles of contact and similar companies by industry.

For example…

Why do sales cycles get so drawn out, causing closing ratios to plummet? It’s because salespeople fail to identify all significant decision-makers in line with their selling proposition.

Now, wouldn’t you say that’s a significant scenario?

Simply because they have not identified the significant decision-makers, the right people will not be around the table to fairly evaluate the proposition to give a “yes” or a “no.”

So, let’s attach a name to this scenario for a common language approach. Let’s call it “All the Kings Men.”

Next, I suggest that you develop some Powerful Routines (which are basically results-oriented tactics) to combat this undesired scenario.

Think of Powerful Routines as your magic bag.

You reach in and pull out the appropriate tool to improve your success ratios. These tools work in any scenario, whether within a selling process or an essential competency

Would you prefer to cold-call 100% of the time? Or would you rather call on referral contacts?

A no-brainer, right?

So, if you like referral leads, do you have a system of Powerful Routines to maximize your percentage of referrals?

It can be as simple as developing a post-sale 3-minute interview, where you set the stage with your new customer. You can say, in plain words, how important referral business is to you personally. Then, you and the customer can agree as to what objectives you must meet to be awarded these critically important referrals.

Most sales organizations have some sort of referral program. However, few provide training of Powerful Routines to get the most out of them.

Do you track referral ratios and routinely discuss them?

Why do some of the sweetest referral programs have ratios at or below 20%? 20% is absurdly low. But, add Powerful Routines referral scenarios and track the results. The difference is astounding.

In the Business of Core Competencies, students receive a Competency Assessment Tool. This software screen shows their personal performance status.

At a glance, they can see where they are struggling. What an opportunity! You can train to their weak points before bad results appear. It’s as simple as identifying the troublesome scenarios, then attaching the Powerful Routines to fix them.

We’ve developed a complete system with a series of Powerful Routines. These Powerful Routines deal with specific scenarios that occur when telephoning prospects. And because of a training focus on those components, the system provides proactive communication flow toward confident appointment setting.

You need to build your own library of Powerful Routines. The Competency Assessment tool is a huge asset toward that end. But, however you build your library, it is critical that you build it.

These Powerful Routines can help you turn around undesired scenarios. Identify, train to and measure them so you can routinely achieve your desired results!

Jeff Hardesty is President of JDH Group, Inc. and the Developer of the X2 Sales System®, a blended training system that teaches sales professionals the competency of setting C-level business appointments.
Jeff has been featured in numerous National publications such as Business First, Dartnell’s SELL!NG , Chief Learning Officer and Training Magazine with reference to Blended Learning Systems and improving sales teams Key Performance Indicators.

He travels the country conducting live X2 ‘Boot Camps’ and Train-the-trainer sessions helping sales organizations get more reps to Quota in less time, shorten new-hire ‘Ramp-to-Quota’ and eliminate Turnover costs due to low sales activity.
Jeff can be reached at jeff@convertmoresales.com.
To view a complimentary suite of sales training ROI calculators and determine your sales team’s Key Performance Indicators in line with your sales objectives visit http://convertmoresales.com/roi_calculators.php.

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