Do Business Well

To increase the effectiveness of your presentation, allow your audience to get involved: to question, clarify, or to redirect what you are saying. You can allow questions before, during, or after your presentation; each time has certain advantages.

Taking Questions at the Beginnings

This assumes your audience knows a good deal about your subject and has questions before you begin. By getting these questions out ahead of time, you get an idea of what people want to know and can reassure them that their questions will be answered during your presentation. It allows you to tailor your material to the needs of a particular group. Continue Reading »

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Enthusiasm will turn the worst salesperson into a successful mover of product. Finding the need and filling it creates professionalism, repeat customers, and higher tickets. The understanding of objections and the proper method of handling them adds a measure of depth and confidence that will help you enjoy selling and reduce the anxiety surrounding the sales situation.

Only interested customers raise objections—disinterested ones will agree with everything you say . . . until it’s time to hand over the credit card.

Many are the occasions where I’ve made a flawless presentation to a potential buyer who said “uh-huh” fifty or so times as I entranced him with my story. The order seemed to be in the bag, since no objection was raised at any point, not even about the price. When it seemed like a good time to ask for the order, my request would be met with “No. I don’t need any today. I’m really not interested.” Continue Reading »

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How to exercise the Power of Choice: pause, evaluate, decide, act, be slow to anger, be quick to forgive

Many would-be entrepreneurs fail even though they have the ability, the resources and the passion. You know why? Because they dare where angels fear to tread. They fire before knowing where they’re even aiming. They become victims of their passion and temper. They allow their hearts to rule their heads.

Being a highly successful entrepreneur is a high-wire balancing act. On the one hand you have to be able to pause and coolly evaluate a situation. On the other hand, you must be decisive. On the one hand you must be passionate about what you’re doing. On the other hand, you can’t afford to take it too seriously. On the one hand, you must rarely lose your temper. On the other hand, you must always forgive. On the one hand, you must trust others. On the other, you must be extremely vigilant. Continue Reading »

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As a result of the presentation, most prospects, if they are interested, will have many questions. Some of these are listed at the beginning of the book but here are some other typical questions. Because most of these questions are answered fully in the text, only brief answers are given here, but you will get an idea of the type of questions that will be asked:

• ‘Is this a pyramid operation?’

‘No. This is a perfectly legitimate business. We use accepted marketing practices only and are fully accredited members of the Direct Selling Association.’

• ‘Is this the same as multilevel marketing?’

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