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

** Featured Article – 11 Proven Sales Strategies to Help You Close The Deal By Abe Cherian

** Stupid Quotes

** Trivia

** Biz-Tips by Dr. Kevin Nunley – Key Words

** Brain Teaser

** Quote of the Day

** A Little Levity – Hand Dryers

** Stress Tip by Dr. Rae Baum

** Health Tip of the Week – Latest finds on how to improve your health... and your life!

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Welcome

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                                               **Featured Article**
 

11 Proven Sales Strategies to Help You Close The Deal By Abe Cherian

There are a number of sales closing strategies that you can learn with different ones applied in different situations. Each salesperson might be more comfortable with one or another. As a business owner, you want to be certain that you and your salespeople become exposed to a number of different strategies so they can choose the one they prefer depending on different situations.

First you must understand that before you can assist your prospect in identifying the advantages of buying your products or services, you must also instruct them of the disadvantages.

Then you and the prospect analyze the items on your list and identify the strengths and advantages while overcoming the disadvantages.

The goal here is for the advantages to outweigh the disadvantages and close the deal.

The take it with them close- This allows the prospect to actually take the product home or try out the product. The idea is that once this happens, the prospect will be unable to part with the product and must have it.

There is a story about a salesmen who sold pet dogs. The salesman said "Here, take this home and give me a call in a week. If you don't want it, I'll come and get it". Once that dog was there and the young son fell in love with it, there was no way that dog was going back.

Subject To Approval Close- This allows a salesperson to actually close a sale, but do so subject to certain contingencies. In other words, it's up to the salesperson at this point to really do some work when possible to assist the prospect in removing contingencies thereby making the sale official. .

Take Away Close- I prefer this one. It's human nature to want what one can't have. The salesperson says things like, "This product isn't for everyone. It's a certain kind of person who can appreciate this service."

The Standby Feel Close- This approach is intended to establish empathy with your prospect's situation in an effort to persuade them that you or a prior customer has actually dealt with their situation.

The Order Form Close- Sometimes the prospect might need a little encouragement and It's useful to actually take your order form or contract and put it in front of your prospect. Tell them to complete a section and you'll complete the rest.

Never say, "Sign the contract", which has a very negative connotation. It appears too binding and rigid to your prospect

If they haven't heard enough reason to buy, you then say ""If We Do This, Will You Buy?" you must identify what it will take for the prospect to break down and buy.

Presumptive Close- Under this method you actually go on the assumption or presumption that the prospect has already decided to buy. You might talk about how a prospect will enjoy the product or service or how the benefits might be enjoyed.

When the prospect gets in the habit of talking, feeling and thinking like they already have the item, the sale is almost all but completed.

Informational Close- If your products or services is such that your prospect needs more information in order to make up their mind, then the more relevant information you can share the more likely the prospect is to buy.

Overcoming Objectives Close- You can identify the prospect's specific objections to buying and focus on ways to overcome those objections. As you successfully accomplish this task, the close will follow right afterwards.

Instructional Close- If the close requires the buyer to know how to use your products or services, it is critical that you provide detailed instructions where applicable.

Directive Close- This is when you actually talk to your prospect and tell them exactly what to do. Direct them to go over and sign up. They will respond by buying when told to do so. It's one of the easiest ways to make a sale.

Exclusive Close- You indicate in all the marketing you do that your products or services are very exclusive. Lock the doors and only allow customers and referrals to enter. Soon you'll find they want it because everyone wants in. Whatever the strategies you and your employees learn and implement, all awareness that sales strategies are available is essential to go a long way in your business sales efforts.

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Abe Cherian is the founder of Multiple Stream Media, a company that helps online businesses find new prospects and clients, who are anxious to grow their business fast, and without spending a fortune in marketing and automation. http://www.multiplestreammktg.com.

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Stupid Quotes

"Guys aren't able to get $15 or $20 million anymore, so you have to play for the love of the game."

- Penny Hardaway, NBA Basketball Player

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2 For 1 Meals

Free Diet Cookie
A Cookie and A Shake a Day
Makes the Weight Go Away.
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- 5/22

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 Trivia

Monaco sits on the southern coast of France, near the border with Italy, and covers 0.73 square miles (approximately 1/2 the size of New York's Central Park). Monaco was admitted to the U.N. in May 1993, making it the smallest country represented there.

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                   Ready for financial freedom?
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- 4/18

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Biz-Tips by Dr. Kevin Nunley

Key Words

Your web site copy should include the words customers will use to search for a site like yours.  People also search with phrases.  You'll want to include those, too, in your copy.

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Kevin Nunley provides marketing and copy writing. Read all his
free tips at http://DrNunley.com

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Brain Teaser

What am I?

I can be short and sometimes hot.
When displayed, I rarely impress.
What am I?

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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 cyclone derives its powers from a calm center. So does a person."

 - Norman Vincent Peale, Minister and Author
 

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Solution to Riddle

Your temper.

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A Little Humor

Hand Dryers
=-=-=-=-=-=-=

My pastor friend put sanitary hot air hand dryers in the restrooms at his church and after two weeks took them out.

I asked him why, and he confessed that they worked fine, but when he went into the men's restroom, he saw a sign that read:

"For a sample of this week's sermon, push the button."

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A lesson to be learned from typing the wrong email address!

A Minneapolis couple decided to go to Florida to thaw out during a particularly icy winter. They planned to stay at the same hotel where they spent their honeymoon 20 years earlier.

Because of hectic schedules, it was difficult to coordinate their travel schedules. So, the husband left Minnesota and flew to Florida on Thursday, with his wife flying down the following day.

The husband checked into the hotel. There was a computer in his room, so he decided to send an email to his wife. However, he accidentally left out one letter in her email address, and without realizing his error, sent the email.

Meanwhile, somewhere in Houston, a widow had just returned home from her husband's funeral. He was a minister who was called home to glory following a heart attack.

The widow decided to check her email expecting messages from relatives and friends. After reading the first message, she screamed and fainted. The widow's son rushed into the room, found his mother on the floor, and saw the computer screen which read:

To: My Loving Wife
Subject: I've Arrived
Date: April 26, 2007

I know you're surprised to hear from me. They have computers here now and you are allowed to send emails to your loved ones. I've just arrived and have been checked in. I see that everything has been prepared for your arrival tomorrow.

Looking forward to seeing you then! Hope your journey is as uneventful as mine was.

Your loving husband,
P.S. Sure is freaking hot down here.

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I've never understood why women love cats.

Cats are independent, they don't listen, they don't come in when you call, they like to stay out all night, and when they're home they like to be left alone and sleep.

In other words, every quality that women hate in a man, they love in a cat.

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During a county-wide drive to round up all unlicensed dogs, a patrolman signaled a car to pull over to the curb.

When the driver asked why he had been stopped, the officer pointed to the big dog sitting on the seat beside him and asked, "Does your dog have a license?"

"No," the man said, "He doesn't need one."

"Yes, he does," answered the officer.

"But," said the driver, "I always do all the driving."

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Veni, vedi, visa.
I came. I saw. I did a little shopping.

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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.

You owe yourself, your family, your friends, your colleagues and your business to be the best you can be.

 - Dr. Rae

~ Need help with this "Weekly StressTip"?
Invest in yourself, contact The Baum Group
at http://www.YourStressMatters.com/contactus.htm

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You Know You're From a Small Town When...

You know the difference between “Green” and “Red” farm machinery, and would fight with your friends on the playground over which was better!

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Health Tip of the Week
by Dr. Earl Mindell

Latest finds on how to improve your health... and your life!

A new study found that more than one in three Americans has either impaired fasting glucose (high blood sugars) or diabetes. The incidence of known diabetes was estimated to be 6.5 percent of the population, and unknown (undiagnosed) diabetes, 2.8 percent; a whopping 26 percent of Americans are believed to have impaired fasting glucose levels.

New research from the Archives of Opththalmology finds that eating fatty fish at least once a week reduces risk of the blinding eye disease macular degeneration by 40 percent; three helpings of fish a week reduced risk even more.

Current research suggests that taking grapeseed extract along with calcium helps build bones more effectively than calcium alone. The investigators used an animal model of bone loss, and found that the GSE-calcium pairing had dramatic effects on bone density, bone cross-sectional area, and bone strength.

Milk thistle, a wonderful hepatoprotective (liver-protective) herb, may help protect against lung cancer. Some of a group of mice that were injected with a cancer-causing agent were also given silibinin, a plant chemical from milk thistle. Those mice that got the highest dose had 93 percent fewer large tumors than the group that was unsupplemented. The silibinin also reduced the presence of markers of metastasis (cancer’s spread around the body). (Singh RP, et al, “Effect of silibinin on the growth and progression of primary lung tumors in mice,” J Natl Canc Inst 2006 Jun 21;98(12):846-55.)

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

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Bob

Copyright – 2006

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