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ConectUS Wireless, Sales Training
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How to Define Your Target Market (Without Guessing or Going Broke)

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In defining your target market, the human race is not your oyster. As a business vendor it is important to define your target market in common terms. You want everybody to take part of your services and goods. But, unluckily, from a marketing impression, no business has the money or other resources to attain the whole market proficiently. Having a defined target market does not mean that your services or product won’t meet the desires to people outside of your target market. This will always be the case. For example, there are rich people who shop at Walmart, but the company’s marketing dollars are not headed for this group because it doesn’t imply its core area of bargain shoppers. Getting a definite market does not mean that you have to eliminate people that do not suit your criteria from purchasing from you. Rather, target marketing lets you to concentrate your marketing dollars and brand message on an exact market that is more apt to purchase from you than other markets. This is a much more efficient, affordable, and effective way to reach possible customers and build businesses. When choosing a market, there are several key considerations, think about the natural expansion to your business. Natural expansions are the series of advanced backend products you present your clients. Choosing your market can sometimes prove quite tricky. It does entail some research and some precise preparation, if to be done right. Sometimes you will find businesses who simply, off the top of their head say, OK well for our target market – lets say ‘small businesses in downtown Dallas‘. This really isn’t sufficient, especially if you want your business to succeed. Your target market needs to be very definite. Using the example above, you would want to make a list of the types of businesses in downtown Dallas, lets say Realtors. Then research those businesses to see what the average earning is or if they are valuable or have the disposable income to be able to afford your product/service. You would also indicate if it will be only brick and mortar business or if you would also target e-businesses. Obviously do some research and keep in mind the more you know about your target market the easier it is to create a marketing strategy to attract them. Triumphant businesses hit their mark by recognizing who their clientele are, finding out their real needs and offering services and products that consistently work for them. Essentially defining and researching your market is important but what you do with that information is the next critical component to your business’ success.

ConectUS Wireless, Sales Training
Uncategorized

Seven Sales Secrets That Work When Nothing Else Does

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People mistakenly think that effective sales involves convincing people to buy whatever is being offered. However, exceptional salespeople realize that’s not the case. They utilize these sometimes counterintuitive approaches to distinguish themselves from the herd. 1. Focus on doing the right behaviors Understand which sales behaviors drive your business. Is it cold calling? Cold walking? Warm calling? Asking for referrals? Speaking for visibility? Advertising? Attending trade shows? If you’re not sure, you need to find out. Keep track of the activities that get you “closer to the money” the most often. Do those activities consistently. Set goals based on behaviors you can control rather than hoped-for results (e.g. number of sales) that are under someone else’s control. Keep your attention on the right activities and the results will follow. 2. Act like you don’t need the business There’s nothing worse than a desperate salesperson. Even if you’re dead broke, never let a prospect sense that. Act like you’re in demand and sought after. Play hard to get. If someone is stringing you along, tell you sense they’ve lost interest. Offer to return any documents they’ve given you. They’ll either quickly exclaim their interest or bow out gracefully. Either way, you win. 3. Make sure you know what your prospects want & need Many sales people feel they have to convince prospects they need what the sales person has to offer. Before you start touting the benefits of your product, find out what’s important to them. Everyone does not need what you have; most people won’t even care. Focus on identifying their needs first. Keep reminding them of what they want to accomplish then help them understand how your product meets those needs (if it does). If it’s not a perfect match, acknowledge that and move on to someone who needs you more. 4. Have a customizable script or outline Anticipate the likely concerns or problems (not objections) different prospects might have for which your product is a solution. “I help business owners who are frustrated by… fed up with … and concerned about…” By customizing your conversation, your prospects will feel like you really understand them and their situation and will be more open to what you have to say. 5. Always know what the next step is Don’t ever end a call or meeting without knowing exactly what’s going to happen in the next two steps. If they’ve asked you to submit a proposal (step 1), find out exactly what happens after the proposal is in (step 2). 6. Sell to the highest person possible While it may be more comfortable talking with people lower in the hierarchy, they are rarely the decision maker. Your sales will go a lot faster if you start at the top. Even if the CEO doesn’t make decisions about products you offer, it’s still better getting introduced to the VP of Widgets by the CEO that trying to convince the VP that he or she needs you. 7. Never give up According to the National Sales Association: 2% of sales are made on the 1st contact 3% of sales are made on the 2nd contact 5% of sales are made on the 3rd contact 10% of sales are made on the 4th contact 80% of sales are made on the 5th – 12th contact Now go out there and close more deals!

Digital Agent Program
Uncategorized, Verizon

Verizon’s Digital Agent Program Just Got Even Better

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Over the last year, Verizon’s Digital Agent Program has been an absolute game-changer for our agents. It has allowed our business agents to sell Verizon Business Internet, Fios, Connected Laptops, Tablets, and Smartphones at the click of a button with an unprecedented level of simplicity. Still, it’s gotten even better this summer. Verizon has been working hard to enhance the Digital Agent Program, and agents across the country will be ecstatic to learn about some key enhancements that Verizon has implemented. All of the key enhancements from Verizon haven’t been done yet. They are constantly working to make their services as effective for agents as possible, and they are working on several different features to help make the Digital Agent Program even more potent than it already is. ConectUS Wireless has received overwhelmingly positive feedback from our agents about the Digital Agent Program, as it has helped take their sales catalog to the next level. On top of Digital Agent expanding agents’ portfolios, it has also introduced new revenue streams, increased productivity, and much more. Digital Agent is turning into one of Verizon’s best services that they can offer, and our very own Director of Channel Sales, Cory Hinkel, agrees. “Many of our partners have been asking for a quicker way to fulfill what their customers need for their business. Digital Agent provides us and our valued partners with a way of processing orders efficiently. Digital Agent is the answer,” Hinkel stated. Verizon’s Digital Agent Program is only poised to grow even more, so don’t get left behind. Join today!

CPNzone, Sales Training, Sales Tips
Uncategorized

Faith, Not Belief: The Sales Mindset Shift That Changes Everything

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Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As important as each of these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely. Have Faith. We are not referring to religious faith in this scenario, but we’re not discounting that by any means either. What we’re referring to is altering a basic thought pattern that many are saddled with in their minds and consequently, in their careers and lives. We are suggesting that we work to eliminate these three career-limiting concepts from our mental vocabularies. The super successful in all walks of life have done so already. You can too. The three concepts are Try, Hope, Believe. Why in the world would we suggest that these words that sound so nice are actually career and life limiters? We will look at each word in a little more depth to find the answer. Try is defined as to attempt to do. A trusty thesaurus gives synonyms such as endeavor, struggle, strive, seek and make an effort. All are very positive and noble I suppose. These words share two things in common. They suggest action, which is a good thing, and the possibility of failure, which is definitely not a good thing. Therefore do not embrace the word try. It is not a confidence building word. Just do it. Hope is defined as to feel that something desired may happen. Again, a thesaurus provides synonyms such as anticipate, wish, look forward to, and dream, which all are feel-good sounding words, but once again, there is a sense of doubt attached. I might just add that the opposite of hope is despair. Hope may be actually weaker in nature than the word try because it does not even involve action while it definitely allows for the possibility of failure. Is it a confidence builder? I don’t think so. Believe is defined as to have confidence in the truth, the existence, or the reliability of something. People have the tendency to believe in what others have told them. A belief is quite like superstition which is defined as an irrational, but usually deep-seated belief in the effects of a specific action or ritual, especially in the likelihood that good or bad luck or result will occur from performing it. Believing in success is much more beneficial than not believing, however, it still has a hint of irrationality to it. That brings us back to the concept of having faith. Faith is much stronger than belief. Faith is total unfaltering trust. Faith is having complete and confident expectation in the outcome. Faith is the complete removal of doubt from one’s mind. You might ask “How do you obtain faith without first obtaining absolute proof?”. You do it simply through preparation. You develop self-confidence by knowing that you are prepared for success. You have done all you can up to this point. Then you realize that preparedness never ends and success is ongoing. There is no failure. There are only learning opportunities and life-path alterations. This type of faith is what is at the heart of all great success stories. How is your strength of faith in relation to your level of preparedness? If you are prepared, you can be confident and expect success!

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