8  selling statements to motivate your highly cautious, analytical buyer….(ie; reduce the transactional friction)

  

1. There has been a great amount of input into this product that ensures it’s quality….. (ie: well researched).
2. Once you have taken the time to examine the facts, you will see that this is the correct decision purchase for you….(ie: provide full factual analysis).
3. You are in a position to examine the facts. Complete the analysis, interpret and draw your       own conclusion….(ie: no pressure from me…prove for yourself).
4. With a purchase decision as important as this, let’s set up several appointments where we can examine all the alternatives….. (ie; NO rush on this. NO fast , hard close)
5. I have brought along all the information that you will need to thoroughly investigate the product and determine if it is right for you…(.ie: make sure you have leave behinds).
6.   My other clients in your industry found this to be the perfect solution to their problem. With your emphasis on standards, you will probably find this fits in well….. (ie: likes testimonials).
7. You can see that our warranty eliminates any risk on your part. We stand behind the product 100%….. (ie; remove the FEAR of  buyer error).
8. This is a proven product, having been out on the market for many years, so you know that you have something that you can rely on…… (ie: likes ‘tried & true’).

People BUY from (sales) people they like. People like to BUY from people like themselves.
“Birds of a feather flock together” …..ie; behave like your customer.
Working with you.
Chris Wilkinson.                              
Certified Business Behaviour & Attitudes Analyst.               
Business Coach.
Tel: (905) 275-2907 (Mississauga).
                 E-mail: buspilot@bell.net

Help with Procrastination....

     Into which category do you fit?

Delay boring or unpleasant tasks: Do the dreaded tasks first each day. Just jump in and do them; get them over with so you can feel a sense of accomplishment and put the unpleasant task behind you. If you’re waiting for motivation, it will probably never come for boring tasks, so just dive in.

You can also set a deadline to complete the unpleasant activity and then reward yourself when you complete it.

Delay overwhelming or difficult tasks: Divide tasks into smaller more manageable subtasks. Make them short and achievable. The feeling of accomplishment and relief will spur you on to the next subtask.

Delay due to indecision: Set priorities and time limits. Take the first step no matter how small. Don’t worry about making the wrong decision, most of the time you can always change your decision later.

Ways to Avoid Procrastination:

• Realize that progress is better than perfection
  
• Identify the cause of your procrastination
  
• Attack the goal in short time intervals or small portions of the task
  
• Think positively
  
• Check your To-Do List daily
  
• Reward yourself when you complete a job
  
• Eliminate distractions
  
• Better utilize small amounts of time
  
• List pros and cons to help you make decisions
  
• Don’t overdue simple tasks so you’re left with less time for the important things
  
• Leave your control freak at the door. Let go and let others do their jobs.
  
• Practice relaxation skills
  Ask for help; you don’t have to do everything yourself
• Remember, happy, successful business people don’t make excuses and act like victims.

The one thing you never want to put off is taking time for your own well being and happiness.

Never put off until tomorrow what you can do the day after tomorrow. ~Mark Twain

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net

Five Strategies for Retaining Employees....

    Retaining employees and developing a stable work force involves a two-step process -- understanding why employees leave in the first place, and developing and implementing strategies to get them to stay.

Employees leave jobs for five main reasons:

1. Poor working conditions
2. Lack of appreciation
3. Lack of support
4. Lack of opportunity for advancement
5. Inadequate compensation

 Top Tips for Retaining Employees
To retain their employees, companies should implement the following best practices:

• Hire right to begin with.  HIRE for skills, FIRE for attitude & behaviour.
• Engage in longer orientations with new employees.
• Live the values.
• Use creative rewards and recognition.
• Create annual personal growth plans for each employee.
• Consider non-compete agreements.
• Make it easy for people to get their jobs done.
• Do corporate succession planning.
• 
  Conduct exit interviews with employees who resign. 
• Retaining Key Employees

By focusing on key players who truly make or break your business, you can get the most leverage from your employee retention efforts. Retaining key employees requires a five-step process:

1. Identify key employees and positions.
2. Know what motivates your key employees on an individual level.
3. Provide a deferred compensation plan. (the golden handcuffs!)
4. Monitor and manage key employee performance.
5. Review key employees annually.

Using Benefits as an Employee Retention Tool
Employee benefits provide a powerful tool for attracting and retaining top-notch employees. To design a retention-oriented benefits program, use the following steps:

1. Create a benefits mission statement.
2. Identify your audience and their specific benefits wants and needs.
3. Define a benefits budget that fits within the financial constraints of the company.
4. Give employees as much control as possible over their benefits.
5. Communicate the plan.

Creative Rewards and Recognition

• Reward people for specific behaviors/results.
• Make your rewards program simple and easy to understand.
• Get employees involved in designing and running the program.
• Make it fun!. 
•        Chris Wilkinson.                              
  Certified Business Behaviour & Attitudes Analyst.               
  Business Coach.
  Tel: (905) 275-2907 (Mississauga).
  E-mail: buspilot@bell.net

11 Ideas for Superior Trade Show Displays.......

The quality of your trade show displays will make or break your trade show experiences. Exhibitors new to trade shows tend to focus on the flashy; they want to create trade show displays that will draw crowds. But that's not the point. I

t's not the number of people your trade show displays draw that matters, it's whether or not your trade show exhibit engages them when they're there. Use the tips for trade show displays below to create trade show displays that will engage people and get them interested in your products and services.

1) Think neatness and visibility when putting your trade show displays together.

Use a display board to hang some of your products at customer eye-level to draw them into your display. Make sure your display is organized and tidy; customers will be turned off by messiness or by having to do too much searching to find what they want. Have all your prices clearly marked.

2) Build the impression of demand into your trade show displays.

Customers will want your products more if they think they're in high demand. Place a strategic sold sign on one or two items. You might even leave a display spot empty, giving the impression that you've been too busy to restock.

3) Pull a crowd to your trade show display.

Use interactive trade show displays, such as quizzes, computer games, contest draws, scheduled demonstrations; it doesn't need to be fancy to draw people's interest and get them to cluster around your trade show display rather than the others. At a gardening trade show, I once saw over 50 people crowding around to watch an exhibitor demonstrate how to turn compost!

4) Have a stock of promotion items that you can use as trade show giveaways.

Small items that people can take away and use (while being reminded about your business) are best. Be sure you place these items in a location where people will have to walk into or through your trade show display to get them. Idea: items pre-printed with your name address, phone # etc.

5) Use a prize draw or contest.

Having some kind of prize draw or contest as part of your trade show displays is a great way to collect contact information from booth visitors. You can give away promotion items to encourage people to participate.

6) Make it easy for booth visitors to get information.

Use signs in your trade show displays to give information about prices, minimum orders, shipping costs, or any other basic information they might need to know, to save them the trouble of having to wait to ask when you're busy with another potential customer.

7) Make sure you have plenty of promotional literature on hand.

You'll want to have a good supply of color fliers and brochures as well as order forms, price sheets and business cards that you can hand out to trade show display visitors so it will be easy for them to find all the information they need about your business later. You should also have a press kit prepared for the trade media.

8) Be ready to do business.

Be sure you have a good supply of order forms, pens, credit card slips, or anything else you need to conduct sales and keep track of people's orders at your trade show display.

9) Have your trade show displays manned at all times.

Someone has to be there to greet browsers, engage them in conversation, and take their questions. If you can't be there every minute the trade show is open, you'll need to have at least one other person help man your booth.

10) Actively engage trade show display visitors.

Give people who approach your trade show display a friendly welcome, and welcome their questions. Be sure your body language is friendly; don't stand there with your arms crossed over your chest, for instance. "Chat" with booth visitors, and find out what aspect of your business they're most interested in. Be prepared to offer specific solutions to their questions. The trick is to draw them in without intimidating or overwhelming them.

11) Follow up promptly.

Send out email, regular mail, or make the phone calls to follow up on the contacts and leads you made during the trade show as soon as possible. The faster you send them out, the more your business will stand out from the rest. “Hot” show prospects cool down by the hour after the show is completed.

 Trade Show Displays Have to Do Two Things

So there are two main considerations when you’re putting trade show displays together. Your trade show displays have to be visible and interesting enough to get people over to take a closer look. But once they get there, you have to make that closer look worthwhile by engaging them with conversation and information. Do these two things well and trade shows will be an incredible source of contacts and customers for your business.

Working with you.

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net