The Crown Jack Group consultative sales workshop will give you the tools to get higher fees and convert prospects into clients. Why have firms using the Crown Jack sales system been successful at increasing their fees? Their success has been a combination of their own business acumen and their hard work teamed with the Crown Jack Group Consultative Sales approach. They understand the complicated process of developing and building a modern accounting business in today's economy. It was up to them to create an environment where their clients valued what they did instead of viewing them as only a compliance officer and tax return preparer. With our system, the business community now perceives them as true business consultants with the value added services that solve the problems most small businesses are facing. By understanding the psychology behind the sales process and learning what motivates a client to change accountants, graduates of our sales system have increased their closing ratio when presenting to more established A and B level prospects.
The Crown Jack Group Consultative Sales system is all about learning the systems and
methodologies designed to change the perceptions that the marketplace has about you as an accountant. Our 3-day on-line course will show you how to differentiate your services from your competitors in the eyes of both new prospects and current clients. Learn to establish the foundation for an easier initial sale, higher fees and the groundwork for more value added services. All of this is done from the privacy and comfort of your own home or office.
This 3-day program is not a sit, listen and watch program, but a very interactive
educational process. Our sales system is designed to give attendees the mindset as well as the tools to target and acquire more mature, higher fee clients, and it is done with out all the expensive travel that other courses require. With our program you won't be away from home or spend the day being abused by the airlines. Save time, save money and most of all learn how to create value in the eyes of the prospect to increase your fees. Isn't it time you started working smarter and not harder?
To find out more vistit www.crownjackgroup.com or call 888-867-1189.
Tuesday, April 28, 2009
Sunday, April 19, 2009
7 Top selling fundamentals
I thought istead of the usual fare...I would give you something to work with. Here are tips that you can use!
Seven Selling Fundamentals
There has been a time that we have all experienced, where you totally surrendered to a sales technique and the enthusiasm of a true 'Sales Professional." You had no prior intention to buy ANYTHING, you made that decision on the way to the store. You just wanted to hear about the product and do a little price comparison or “shopping”. During the sales presentation your resolve began to crumble.
By the end of presentation, you did not change your mind, but you made a new decision based on new information, that made you want to buy that particular item. It was masterful: the timing of the questions, the tone of voice, the amazing ability to listen to what you were really asking for. The person took an interest in you and your needs. It seemed like that salesperson could understood your pain. We loved every moment of it! The sales process was effortless, far from the pain-filled norm and even enjoyable! I bet you even spent more money that you ever thought you might after you got done “shopping around”.
How did this happen? What happened was that the level of sales professionalism made us feel that our needs were safe we could trust this person. We felt comfortable. We began to relax and think about our future with that particular product in our possession. We love buying from a true professional because that makes our lives easier. Even better, we love referring them because they make us look good.
Effective professional selling fundamentals are what make this 'Sales Professional' that good. To be compassionate about being a sales person, with the drive to become this effective, you should become familiar with the following seven items.
1. A Selling Foundation
The fundamentals of selling consist of a basic foundational sales skill set. These include features and benefits, hot buttons, closing, silence after asking for the sale. A good foundation is what makes the process work.
2. The Art of The Sale
Anyone can paint a picture, but an artist paints a picture so beautifully that you might pay to put it on your wall. Learning the selling foundation is a great start and will make a dramatic impact on your sales career and pocket book. Now add learning how to deliver the about skill set in the same way an artist makes a painting and see your results soar. The art of selling consists of the proper use of voice inflection, body language, eye contact, presentation skills, type of questions, use of silence, pace of speech, etc. Research shows that tone of voice and body language make up 93% of the impact we make on other people. It's NOT what you say, it's HOW you say it that matters.
3. The Selling Psychology
All sales people face the same psychological challenges of facing rejection, reluctance to make return phone calls and procrastination. While these problems may not be logical in nature they exist in most salespeople just the same. At times will power can suffice, but when we fail to overcome these challenges it may be due to taking a purely logical approach (better time management) to solve emotional problems (lack of impulse control). You must use coping strategies and tools to deal with the realities of being a salesperson and create the proper mindset and attitude of a "Sales Professional." This task is difficult to master due to its complexity.
4. Generating Results
By using key scientific methods and understanding the role someone’s experiences and character come into play in making buying decisions, the Sales Professional can experience vast improvements in closing ratios and speed the trust building process with prospects. You must learn the sales process/methodology, and continue to practice it instead crossing fingers (or worse yet lowering your price) and hoping that the gift of gab or instinct will get you by.
5. The Sales Objective
True salespeople know exactly what their job is every day. They know what their objective is on every sales call and are comfortable driving the sales process because due to continued practice of a system they know each step by heart. Their prospects find it easy to do business with them because they reduce the number of decisions that need to be made, allowing them to focus on their business.
6. Objection Elimination
A proven selling strategy consists of creating leverage and compression, preemptive selling to eliminate all objections before they come up, and consultative selling. This is where your income breaks the six-figure barrier. By brining up and elimination objections before they happen, you lead the prospect to a purchase.
7. Self Accountability
Create your own sales accountability system. All of the first six pillars are skills that can be learned and improved on day by day if you are a committed sales professional. However, the key to bringing them all together and turning them into more income, is a system. This ensures all the right things happen, at the right time, every time, with minimal wasted effort and maximum benefit both to the customer and for you. Timely follow-ups with your contacts as well as your current leads are critical if you want to be successful.
To learn more about our sales systems, go to www.crownjackgroup.com
Seven Selling Fundamentals
There has been a time that we have all experienced, where you totally surrendered to a sales technique and the enthusiasm of a true 'Sales Professional." You had no prior intention to buy ANYTHING, you made that decision on the way to the store. You just wanted to hear about the product and do a little price comparison or “shopping”. During the sales presentation your resolve began to crumble.
By the end of presentation, you did not change your mind, but you made a new decision based on new information, that made you want to buy that particular item. It was masterful: the timing of the questions, the tone of voice, the amazing ability to listen to what you were really asking for. The person took an interest in you and your needs. It seemed like that salesperson could understood your pain. We loved every moment of it! The sales process was effortless, far from the pain-filled norm and even enjoyable! I bet you even spent more money that you ever thought you might after you got done “shopping around”.
How did this happen? What happened was that the level of sales professionalism made us feel that our needs were safe we could trust this person. We felt comfortable. We began to relax and think about our future with that particular product in our possession. We love buying from a true professional because that makes our lives easier. Even better, we love referring them because they make us look good.
Effective professional selling fundamentals are what make this 'Sales Professional' that good. To be compassionate about being a sales person, with the drive to become this effective, you should become familiar with the following seven items.
1. A Selling Foundation
The fundamentals of selling consist of a basic foundational sales skill set. These include features and benefits, hot buttons, closing, silence after asking for the sale. A good foundation is what makes the process work.
2. The Art of The Sale
Anyone can paint a picture, but an artist paints a picture so beautifully that you might pay to put it on your wall. Learning the selling foundation is a great start and will make a dramatic impact on your sales career and pocket book. Now add learning how to deliver the about skill set in the same way an artist makes a painting and see your results soar. The art of selling consists of the proper use of voice inflection, body language, eye contact, presentation skills, type of questions, use of silence, pace of speech, etc. Research shows that tone of voice and body language make up 93% of the impact we make on other people. It's NOT what you say, it's HOW you say it that matters.
3. The Selling Psychology
All sales people face the same psychological challenges of facing rejection, reluctance to make return phone calls and procrastination. While these problems may not be logical in nature they exist in most salespeople just the same. At times will power can suffice, but when we fail to overcome these challenges it may be due to taking a purely logical approach (better time management) to solve emotional problems (lack of impulse control). You must use coping strategies and tools to deal with the realities of being a salesperson and create the proper mindset and attitude of a "Sales Professional." This task is difficult to master due to its complexity.
4. Generating Results
By using key scientific methods and understanding the role someone’s experiences and character come into play in making buying decisions, the Sales Professional can experience vast improvements in closing ratios and speed the trust building process with prospects. You must learn the sales process/methodology, and continue to practice it instead crossing fingers (or worse yet lowering your price) and hoping that the gift of gab or instinct will get you by.
5. The Sales Objective
True salespeople know exactly what their job is every day. They know what their objective is on every sales call and are comfortable driving the sales process because due to continued practice of a system they know each step by heart. Their prospects find it easy to do business with them because they reduce the number of decisions that need to be made, allowing them to focus on their business.
6. Objection Elimination
A proven selling strategy consists of creating leverage and compression, preemptive selling to eliminate all objections before they come up, and consultative selling. This is where your income breaks the six-figure barrier. By brining up and elimination objections before they happen, you lead the prospect to a purchase.
7. Self Accountability
Create your own sales accountability system. All of the first six pillars are skills that can be learned and improved on day by day if you are a committed sales professional. However, the key to bringing them all together and turning them into more income, is a system. This ensures all the right things happen, at the right time, every time, with minimal wasted effort and maximum benefit both to the customer and for you. Timely follow-ups with your contacts as well as your current leads are critical if you want to be successful.
To learn more about our sales systems, go to www.crownjackgroup.com
Wednesday, April 1, 2009
Interesting and funny at the same time
Dear Comrade
Subject: OUR DEPARTMENT OF ENERGY
Read this slowly.
Absolutely the funniest joke ever......ON US !!!
Let it sink in.
Quietly we go like Sheep to slaughter.
Does anybody out there have any memory of the reason given for the establishment of the
DEPARTMENT OF ENERGY ..... during the Carter Administration?
Anybody?
Anything?
No?
Didn't think so !
Bottom line . . we've spent several hundred billion dollars in support of an agency ... the reason for which not one person who reads this can remember.
Ready???????
It was very simple
... and at the time everybody
thought it very appropriate...
The Department of Energy was instituted on 8-04-1977
TO LESSEN OUR DEPENDENCE ON FOREIGN OIL.
Hey, pretty efficient, huh?????
AND NOW IT ' S 2009, 31+ YEARS LATER ... AND THE BUDGET FOR THIS
NECESSARY DEPARTMENT IS AT $24.2 BILLION A YEAR
THEY HAVE 16,000 FEDERAL EMPLOYEES AND APPROXIMATELY100,000 CONTRACT EMPLOYEES
AND LOOK AT THE JOB THEY HAVE DONE!
THIS IS WHERE YOU SLAP YOUR FOREHEAD AND SAY ' WHAT WAS I THINKING? '
Ah yes, good ole bureaucracy.
And NOW we are going to turn the Banking System & the Auto Industry over to them?
God Help Us !!!
If you need help growing your business visit http://www.crownjackgroup.com
Subject: OUR DEPARTMENT OF ENERGY
Read this slowly.
Absolutely the funniest joke ever......ON US !!!
Let it sink in.
Quietly we go like Sheep to slaughter.
Does anybody out there have any memory of the reason given for the establishment of the
DEPARTMENT OF ENERGY ..... during the Carter Administration?
Anybody?
Anything?
No?
Didn't think so !
Bottom line . . we've spent several hundred billion dollars in support of an agency ... the reason for which not one person who reads this can remember.
Ready???????
It was very simple
... and at the time everybody
thought it very appropriate...
The Department of Energy was instituted on 8-04-1977
TO LESSEN OUR DEPENDENCE ON FOREIGN OIL.
Hey, pretty efficient, huh?????
AND NOW IT ' S 2009, 31+ YEARS LATER ... AND THE BUDGET FOR THIS
NECESSARY DEPARTMENT IS AT $24.2 BILLION A YEAR
THEY HAVE 16,000 FEDERAL EMPLOYEES AND APPROXIMATELY100,000 CONTRACT EMPLOYEES
AND LOOK AT THE JOB THEY HAVE DONE!
THIS IS WHERE YOU SLAP YOUR FOREHEAD AND SAY ' WHAT WAS I THINKING? '
Ah yes, good ole bureaucracy.
And NOW we are going to turn the Banking System & the Auto Industry over to them?
God Help Us !!!
If you need help growing your business visit http://www.crownjackgroup.com
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