From: Bob Osgoodby - bob@adv-marketing.com
The Business Organ for the Small Business Community
Sponsor - Advanced Marketing at http://www.adv-marketing.com

** Biz-Tips by Dr. Kevin Nunley – Viral Marketing
 
** Stupid Quotes

** Featured Article - "What If I Could..Would You..?" by Kelley Robertson
 
** Quote of the Day

** A Little Levity – What's good tonight?

** Stress Tip by Dr. Rae Baum

** Handy Household Tips

** Health Tip of the Week – Evidence Based Medicine

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- 10/26

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Welcome

Welcome to those who have recently subscribed to this Newsletter. We have 52,000+ subscribers who receive this every Thursday. At the end of this Newsletter are instructions on how to "unsubscribe" if you don't wish to receive it in the future.

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Stupid Quotes

"Always go to other peoples' funerals, otherwise they won't
go to yours."

- Yogi Berra, Baseball player

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- 10/27

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Biz Tips
by Dr. Kevin Nunley

Viral Marketing

Very simply, Viral Marketing is when one person tells another about your business, product, service, or idea.  Just like a virus, word of your good deal spreads from one person to another  Yup, it's basically good old Word-of-Mouth.

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Looking for ways to market your product, service, or idea? Ask Kevin! He'll give you fresh promotion ideas free. Reach Kevin Nunley and his staff of marketing experts at kevin@drnunley.com or 801-328-9006. See the promotion packages that are working best for his customers at http://DrNunley.com

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Trivia

Madame Edigue Rereit, of Paris, France, lost her ring while working in her kitchen and recovered it a few days later from a fish she had bought at the public market. The ring had slid down the kitchen drain, been washed into the river, and was swallowed by a fish that was purchased by Madame Rereit herself in the most amazing example of coincidence in modern times (1903).

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- 10/20

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**Featured Article**

"What If I Could..Would You..?"
by Kelley Robertson

What if I could show you how you could save money, would that be of interest to you? What if I told you that you could capture more market share, would you like to hear how we can help you do this? What if our system saved you time, would that be of value to you? What if I matched our competitor’s price, would you buy it?

What if you were a buyer who heard one of these lines? Would you feel compelled to buy from that person? I highly doubt it.

Manipulative selling techniques are seldom effective when it comes to dealing with customer objections and they really have no place in the world of professional selling. Even though it’s an old and tired approach, I encounter sales people who think that the “What if” method of overcoming objections is still effective.

The real key is to address your prospect’s objections during the sales process. This means asking the right questions early in the sales process and positioning your product, service, or solution so that you answer their objections before they express them.

It’s fair to say that many people will have objections about buying your product and the most effective way to get past this is to uncover what their true concerns are before you start talking about your solution. This means that you need to invest time asking questions to learn more about their particular situation. It really doesn’t matter what you sell; this is a critical aspect of successful selling.

You need to ask high-quality questions that make your customer or prospect think. This may sound easy but in reality, it is actually very difficult because thought-provoking question are tough to ask. Many sales people perceive these types of questions as personal and often think that their customers and prospects will not be willing to respond to them. What’s important to remember is that most business people, especially senior executives ask tough questions, and as a result. have little or no hesitation in responding to them. In fact, their level of respect for you will increase when you pose challenging questions. I’m not suggesting that you challenge your prospect; I’m simply recommending that you learn to ask high-level questions.

One of the challenges sales people have in asking these types of questions is that they can’t always anticipate the answer which means they don’t have an immediate response available. But that’s not the objective. Your goal is to find out what problems your prospect is facing. Then, assuming your product or service can help them, you can position solution more effectively.

You need to develop the courage to ask difficult questions; questions that you may not feel comfortable posing. This means that you should practise asking these questions before you actually meet with your prospect. I remember a sales meeting with a new prospect and as the meeting drew to a close, I had one question that I was very uncomfortable asking. Fortunately, I had rehearsed this question before the meeting so I took the leap and presented it to my prospect. There was a long silence afterwards but I remained silent and after a few moments, my prospect responded and gave me the additional information I needed to move the sale forward. Had I not asked that particular question, I would have developed a proposal that would not have addressed their specific needs and situation. And I probably would have lost the sale.

That was a huge learning experience and it taught me the importance of rehearsing and verbally stating the questions I wanted to ask. As I reflected on this conversation, I realized that I could have posed this same question with other prospects in the past and achieved difference results.

Let’s face it. Your customers and buyers are much more sophisticated than ever before and in all likelihood they have heard every line similar to this. And they despise people who use tired and traditional lines or manipulative approaches. If you have been selling for any period of time, you know that most people express certain objections about making a buying decision. In fact, you probably hear similar objections on a regular basis. Most sales are closed because your customer sees the value in your product or service or because you have established yourself as an expert who can help them solve a problem.

Asking, “What if I could” is not an effective approach. It’s old. It’s tired. And it seldom works.

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© 2006 Kelley Robertson, All rights reserved. Kelley Robertson, President of the Robertson Training Group, works with specialty retailers to help their employees sell more stuff.

Receive a FREE copy of “100 Ways to Increase Your Sales” by subscribing to his free newsletter available at his website: www. RobertsonTrainingGroup.com.

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Did You Know

 You can place a free ad for your business on our website.
        Go to - http://www.adv-marketing.com and click on
 "Free Classified Advertising"

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Quote of the Day

The truth does not change according to our ability to stomach it.

Flannery O'Connor

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A Little Humor

What's good tonight?
=-=-=-==-=-=-=-=-=-=

Our family owned restaurant is the setting for many of our discussions about how to handle the customer who asks, "What's good tonight?"

Obviously, we would never serve anything we didn't think was good. I braced myself one Saturday night when I heard the dreaded question posed to my husband.

He calmly replied, "Anything over $13.95."

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Feeling edgy, a man took a hot bath.

Just as he became comfortable, the doorbell rang. The man got out of the tub, put on his slippers and robe and went to the door.

A salesman at the door wanted to know if he needed any brushes.

Slamming the door, the man returned to the bath.

The doorbell rang again. On went the slippers and robe, and the man started for the door again. He took one step, slipped on a wet spot, fell backward, and hit his back against the hard porcelain bathtub.

Cursing under his breath, the man struggled into his street clothes and with every move a stab of pain, drove to the doctor.

After examining him, the doctor said, "You know, you've been lucky. Nothing is broken. But you need to relax... Why don't you go home and take a long hot bath?"

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On a recent flight, an elderly passenger kept peering out the window. Since it was totally dark, all she could see was the blinking wing-tip light. Finally, she rang for the flight attendant.

"I'm sorry to bother you," she said, "but I think you should inform the pilot that his left-turn indicator is on and has been for some time."

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A woman went to her psychiatrist and said, "Doctor, I want to talk to you about my husband. He thinks he's a refrigerator."

"That's not so bad," said the doctor. "It's a rather harmless complex."

"Well, maybe," replied the lady. "But he sleeps with his mouth open and the light keeps me awake."

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If you're sharing an apartment with a sheep and a cow
could you consider them as your ruminates?

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Publications of Interest

In each issue, we swap a notice with another E-zine.  Most of the time they are invitations to subscribe to their publication, but sometime it could be for a product or service they provide.

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The Prosperous Living Crusader Ezine, in publication since
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Stress Tip
by Dr. Rae Baum

You will find this "Stress Tip Message" helpful to stay focused and on purpose.  You can put this message to work by reading it often throughout the day.

Happiness comes from achieving your values, and inspiring others to do the same.

- Dr. Rae

~ Need help with this?  Invest in yourself...  Contact The Baum Group at mailto:TheBaumGroup@YourStressMatters.com

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- 9/9

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Handy Household Tips

Use air-freshener to clean mirrors.  It does a good job and better still, leaves a lovely smell to the shine.

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- 8/15

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Health Tip of the Week
by Dr. Earl Mindell

Evidence Based Medicine

Younger doctors are more likely to practice what's known as evidence-based medicine, which means that they figure out how to treat you based on the most current medical research evidence. They tend to be more facile with handheld computers and computer applications that can help them avoid prescribing errors that could lead to problems.   In my opinion, an older doctor is probably a better bet when it comes to family medicine, pediatrics, or obstetrics and gynecology.

These medical specialties are all about doctor-patient relationship, and an older doctor may be less likely to try the latest newfangled (and potentially dangerous) drug or therapy out on you or your loved ones just because it's the latest thing in evidence-based medicine. Experience and overall years of patient care make a big difference there.

But if you are sick enough to land in the hospital or require the care of a highly specialized physician—an endocrinologist, an immunologist, an oncologist, a cardiologist, a urologist, a rheumatologist, a neurologist—you may want to opt for a younger practitioner if possible.   Hopefully, the medical field will heed this wakeup call and find better, more efficient methods for continuing education for doctors—methods that are comfortable for all doctors and that offer patients the best, most modern care available if disaster strikes.

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To learn more about how Dr. Mindell can help you get into the best shape of your life, visit: http://keith.freelife.com/redir.cfm?page=/info/nutrition/drearlmindell/body.cfm

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PCisms (Politically Correct Terminology)

Man-Hole - Maintenance Hole

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Best Wishes
Bob
Copyright – 2006

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