Dear friend to Amazing very important communication between the customer and the seller. Many consider it an obstacle, it can actually be an opportunity for the sale, to better understand the customer and his needs. But we must learn to understand why the customer objects to provide adequate response, so as not to fall into dangerous situations of conflict. "This claim may be true or false, but behind every false claim an objection is always true," says Vittorio Galgano, owner of the company and president of Ottantaventi. "Some of the false objections are caused by the behavior of the same vendor," says Galgano, "hardly the customer will say: 'I do not buy because I like her little, fills me with little confidence, you take too much confidence, it is too insistent, it is unclear'. Or often may not want to admit they can not pay a high price for him. " What The customer can object for different reasons: the product or service offered does not meet his needs, he has doubts about the complete identity of the product or service to its actual needs; object is part of its buying habits, wants to obtain more favorable terms; want to feel important and be the first court to give its consent to the order, he wants to point out its expertise in the industry sector of the seller needs more information about the product or service. what to do? "First of all remember that the objections are always responds with tact and diplomacy, "said Galgano, which suggests some ways to effectively respond to the objections:
1. Weakening and compensate. Means repeating the claim in different words to diminish the importance and replicate the interference presented by the client with an advantage. 2.
Anticipating the objection. For some of the most frequent objections is often advantageous to respond in advance. This solution offers a number of advantages. Among them, one in particular: to avoid dangerous wins, because every time the client moves an objection that is passed is a defeat for him and too many defeats him can find indigestible seller. 3.
Ignore the objection. When the client fires a barrage of objections, most of which are weak consistency, it would be wrong to try to answer them all. Better to consider only the two most important: the customer, often not remembering all the objections, is satisfied.
4. Rejecting the claim on the customer. This technique allows the seller to rebut without contradicting the other party. "Why do not you find suitable?," Why do you say that you dear? " objection on price is the most common because it is the easiest. "Often," observes Galgano, "a sales person, the question: 'How much?' reacts with the attitude of one who is compelled to confess guilt. On the contrary, the best way to deal with the objection on the price is an effective presentation of the draft article in terms of features / benefits in line with customer needs.
After the presentation, the seller must disclose the price in a voice clear and sure, the tone of one who announces good news. " "And focus on the use of the adjective 'economic'" warns the expert, "never define their economic product! This is a psychologically wrong word, because it conveys an idea of \u200b\u200bproduct made with materials of low value or worked with less care or short-lived. We must instead use terms like 'reasonable price' or 'special price'. " "Besides," says Galgano, "we try to answer this question: there is more satisfaction to buy something cheap or something interesting?".
to your sales! Fabio Cibelle
Founder of Amazing "Selling is the key to your freedom." -Fabio Cibelle
The results that each Sales Manager and Seller obtained depend to a large extent (modern neuroscience speak more than 90%) of attitudes and behaviors rooted in the unconscious. Through an innovative and engaging course, you will acquire how to use the "hidden forces" that have, and to align with your desires and goals.
The training is complemented by a special stage, highly emotional and memorable, to access their best internal resources (including those not known to possess) using them to achieve excellence in Sales and Sales Management.
Course Objectives: acquire the most advanced technologies for the use of its full potential Replace any other ineffective behaviors unconsciously consciously empowering lasting Achieving excellence in sales and Sales Management Who the course is directed : Sellers, Sales Manager and, in general, those who need to sell their ideas to internal and external customers. downstream from the course, participants will have a hot line via email with the teacher on the practical application of what experienced classroom .
For more information visit: www.adico.it
to your sales! Fabio Cibelle
Founder of Amazing business, which offers access to a network of over 8,500 companies and brokers, to develop new business opportunities.
A strategic collaboration and desired by both parties to create a network that may be suitable for both members and prospective members of A ) On the Blog, the first Sales Blogs in Italy dedicated exclusively to the sale and sellers.
Amazing known that if you do a quick web search will find it very often. The reason why I wanted to share it with you on Amazing world today does not matter if the call girl. That's because Markita Andrews has created eighty thousand dollars selling Girl Scout cookies since she was seven years. Going door to door after school, the very shy Markita transformed into a machine to sell cookies when you discover, at the age of thirteen, the secret of selling. all starts with desire. A burning desire, incandescent. For Markita and her mother, who worked as a waitress in New York since her husband left her and Markita was eight years old, the dream was to travel the world. "I will work hard to make enough money to send to university," said his mother one day. "You're going once you graduate college and will make enough money to go around the world, you and me, okay? ". So when at the age of thirteen Markita read in her journal of the Girl Scouts that the young explorer who had sold the most cookies would win an all expenses paid trip for two around the way, he decided to sell all the cookies that he could, more than any Girl Scout in the world of all time. But desire alone is not enough. To realize his dream, Markita knew she needed a plan of action. "Always wear the right dress, dress professionally," her aunt advised. "When you are doing business, dress as if doing business. Wear your Girl Scout uniform. When you go to find people home at half past four or six and a half, especially on Friday evening, get a big order. Always smile, they buy it or not, always be polite. And do not ask them to buy your cookies, ask to make an investment. "
Lots of other Scouts have wanted that trip around the world. Lots of other Scouts may have had an action plan. But only Markita went in uniform each day after school, ready to ask (and keep asking) people to make an investment in his dream. "Hi. I have a dream. I'm making a trip around the world to me and my mother selling Girl Scout cookies, " said on the door. "Would you invest in a dozen or two dozen boxes of cookies?" year Markita sold 3,526 boxes of Girl Scout cookies and won his world tour. Since then he has sold more than 42,000 boxes of Girl Scout cookies Markita is no smarter nor more extroverted of thousands of other people, young and old, with a dream to achieve. The difference is Markita has discovered the secret of selling: Ask, ask, ask! Many people fail before they even begin because they do not ask what they want. The fear of rejection leads many of us to reject ourselves and our dreams long before others can do whatever we sell. And we all sell something. "We sold every day at school, office manager, the new people who know each other," said Markita at fourteen. "My mother is a waitress: she sells the dish of the day. Mayors and presidents trying votes are sold ... One of my favorite teachers was Mrs. Chapin. He could make interesting geography, and that means sell ... I see the sale anywhere I look. Selling is part of the world. " It takes courage to ask for what you want. Courage is not absence of fear, but to do what is needed despite the fear. And, as Markita has discovered, the more you asks, the more fun and easy. Once, on live TV, the producer decided to launch Markita the toughest challenge of sale. Mark was asked to sell Girl Scout cookies to another guest of the transmission. " Would you invest in a dozen or two dozen boxes of Girl Scout cookies? "he said. " Girl Scout cookies? I do not buy Girl Scout cookies, "she said." I make the prison guard in a prison Federal. Go to bed every night two thousand rapists, robbers, criminals, perpetrators of aggression and violence on children. " Undeterred, Markita replied quietly:" Lord, if you take these cookies, maybe not be as bad, angry and fierce. And then, sir, I think it's a good idea to bring a bit 'of cookies to each one of its two thousand prisoners. Markita asked. The prison guard broke off a check. I am sure that this story will be very useful. You know Amazing they sell something. to your sales!
Fabio Cibelle
Founder of Amazing che ogni venditore di successo dovrebbe essere in grado di applicare. Alcuni dei principi sono stati affrontati più volte su Amazing emotional connections, to trust, and ultimately to business relationships that help you build a successful career and income.
Smile and use your positive attitude and optimism to project a cheerful, smiling, outgoing personality. People love to be around happy, optimistic people.
2.
Connect : The key to connecting is listening deeply with your eyes and ears. Listen to what your customers say and observe their emotions. There are things they are passionate about. Look for common ground here. When you truly connect with someone, you take rapport to the next level. You begin to move from a business relationship to a friendship. Connecting tears down walls that tend to get in the way of real communication and understanding. When people feel connected with you they feel more comfortable telling you their real problems. With this information in hand, you have the opportunity to solve problems that really matter. This ability provides real value and engenders true loyalty. Strong connections are hard to break and are the foundation of truly prosperous, long-term business relationships.
3.
Solve Problems : Problem solvers are the champions of the business world. A solved problem is the value that buyers pay for. The most successful business people take problem solving to the next level. These individuals are constantly on the lookout for problems they can solve-even if it has no direct impact on their business. They live by the motto, “By helping others get what they want, I will get what I want.”
4.
Build Trust : Trust is the glue that holds relationships together and the foundation on which all long-term relationships rest. Trust is developed with tangible evidence that you do what you say you will do, that you keep promises, and that you maintain a consistent commitment to excellence. It means going the extra mile in everything you do. In a world in which most people are doing just enough to get by, those business professionals who consistently do more than they have to, will stand out. Buyers appreciate and reward this commitment to excellence with repeat business, referrals, and ultimately with trust. 5.
Create Positive Emotional Experiences : Learn to make dealing with you fun, relaxing, and rewarding. You always want to leave your customers and prospects thinking about you and remembering you positively so it is imperative that you find ways to create positive emotional experiences for your customers. The key is to focus on the little things. Remember birthdays, send handwritten notes, do the unexpected. Just as an anchor is used to hold a ship in place against currents, wind, tide, and storm; positive emotional experiences anchor your relationships. Always leave people wanting more of YOU.
Jeb Blount is the CEO of SalesGravy.com , the world’s largest sales career website. A respected thought leader on sales and sales leadership, he is author of three books, People Buy You : The Real Secret to what Matters Most in Business , Sales Guy’s 7 Rules for Outselling the Recession , and Power Principles . He is the author of more than 100 articles on sales and sales leadership and the host of the top rated Sales Guy Podcast . When you buy Jeb’s new book, People Buy You, today, you’ll also receive thousands of dollars worth of bonus gifts from sales growth leaders – learn more at www.PeopleBuyYou.com .
Fabio Cibello Founder of Amazing for a whole day, the day of great training guru Jeffrey Gitomer Sales, a warm thank you must also Mirco Gasparotto.
I recently had the pleasure and honor to speak with Mirco and I could not ask him to relive and share with all members of Amazing was already CEO, and a few years later, the president and majority shareholder of the same company. We're talking about Arroweld Italy.
Gasparotto is a fervent advocate of the importance of in-company training, in fact, makes available to entrepreneurs, professionals and managers his experience through seminars and coaching. Aware of the value of education, gave birth to the Club World Education, a group of Italian entrepreneurs who are bringing the best coach in Italy in the world at affordable prices. In 2002 he created the Mariana Works Association in the World, an NGO that is helping disadvantaged children in 8 thousand various parts of the planet. His goal: to help other 100 thousand in the next ten years. Pragmatic and efficient it is, there will be no surprise that even reach this goal.
Before returning to the 26th of March, historic date for all sales professionals, you tell us what the Club World Training and what is its mission?
Club World Education is made up of entrepreneurs, managers and professionals (The Leader of the Club), who have a passion for personal development and want to share important moments of training with other people. The mission of the Club, Italy to bring the best speakers in the world and provide advanced training days at affordable prices for everyone while ensuring that none of the initiatives is affected by any promotional message. In essence, pure experience with the best trainers in the world in their disciplines. The training day "The power network in the business of the American guru Jeffrey Gitomer's Sales and organized by you, has counted 1400 participants. What was your opinion the main expectation of the participants of this seminar?
The expectation was to leave the seminar with practical elements that can be applied to their professional life. Those who attended the day Stem Gitomer, took home a very precise interpretations to improve the various stages of the sale and especially to close it. I can tell you with great satisfaction that in the days following the event we have received many emails from people eager to have applied what they had been taught by Gitomer.
guess Gitomer has been very enthusiastic about the Italian public. What he told you after the event, and a curiosity, is so friendly and nice as it is described in his books? Gitomer was very enthusiastic about the Italian public was especially excited because he did not think that for all eight hours there would be room in such a high attention. Even when he had some drops in output, he noted that the attention and the desire to learn of the participants was always very high. As for the multi-Gitomer told sympathy, I can tell you is a great man and an "old fox" because it is a person who has sold pretty much everything and more to life, in short, from a sidewalk to be clear. One of the people I love more because they are the ones to do what they do.
Finally, I have a question about Mirco Gasparotto. Reading your biography I really liked the sentence you say: "My goal as an entrepreneur? Render unnecessary " . We want to explain your business philosophy?
The company is a social good, then it is a social good, it's just that it is autonomous and has a lifetime greater than the lives of those who founded it. My business philosophy is to work to make me useless, because when I reached this goal means that I gave the company a company that is standing alone, is developed by itself and creates wealth alone. I think this should be the goal of every entrepreneur. I realize that a philosophy can be challenging for many entrepreneurs who like to stay at center stage, but I think a step back, we can bring out hidden virtues and extraordinary in their employees and why not get an improvement of their living standard.
Visit the new website of the Club World Education: www.clubmondialedellaformazione.it To Your Infinite Success!
Fabio Cibelle
Founder of Amazing Sales in this post I will share with you, a member of Amazing on the needs of your partner will give you a competitive advantage and your ability to become WOW!
3. You have to understand the context in which you are. Many vendors, even the good ones, because they often play the sales do not improve their ability to read the context in which they occur.
4. Ask questions to your partner, please do not continue talking. Today's market is no longer suitable to the sellers "Old School", so to speak, those sales continue to speak and "stoned" who had faced. Questions and then LISTEN!
5. How often stop the person you're talking about? If you have the habit to act before the other person has finished speaking, committed to listening to what you are told until the end. We give little weight to this detail, but it is a HUGE detail. 6. Use your body language. The "Body Language" is much more effective than words. 7. also seeks to understand what you're saying the body language of your interlocutor. 8. Take notes, do not trust your memory. I confess that in the early years of my career, I have often trusted my memory and today, I take notes carefully, I realize how much more detail I can remember and are often the key to my success. Want to know a great secret to success in selling? TAKE NOTES!
9. Summarize quickly to your partner what you said. You will need to confirm that you understand what is correct. 10. Always be well prepared on your product or service, the prospect of your business and your competitors. 10 above, if you do it with a relational approach to sales, it is time to request the purchase of your product or service. If you do not close this time, visit your business / consulting will be remembered and I can assure you that you reap the rewards very soon. Share this post with All sales professionals you know and stay tuned on the frequencies of Amazing shared by me and Jeb, is the interest to disclose the wonderful world of sales and offer over Amazing recognition is to steal and bring out the potential that there is in his students. Jeb is considered one of the world's authorities on the sale.
PS Sales For all who wish to read a good book in English and learn the secret of what really matters in business and sales advice " PEOPLE YOU BUY
," the latest book Jeb Blount. More information about www.peoplebuyyou.com
I wish you all a wonderful day . Fabio Cibelle Amazing American business as well as the man who since 1949 has made famous the Multilevel Marketing or Network Marketing (conceived in 1934), which is a unique sales and distribution system benefits both the company and for the seller. Rich is the co-founder of Amway (Alticor since 2000). In 2009, Forbes Magazine ranked him as the 61st richest man in the United States with a wealth of about 4.2 billion dollars. The following year, in 2010, Forbes ranked him as the 176th richest man in the world with assets of $ 4.5 billion. For a time he was also among the top 10 richest men in the United States.
Since 1991, owner Rich DeVos is the Orlando Magic, the famous basketball team in the American professional league in the NBA. Enjoy!
to your sales Fabio Cibelle
Amazing very important for the company that "eats" the other, even if the truth (assessing the penetration of global market) sees the white-Rossi definitely an advantage. The sale can be done in many ways. The sale is present in every gesture, every word and every person! At Your Best Sales Fabio Cibelle Amazing to close a sale. Councils often take for granted but more often we do not practice ... Good beginning of the week and enjoy!
Sale In Your Relationship
Fabio Cibelle Amazing the usual objections) in order to sell the appointment and nothing more.
Sale In Your Relationship Fabio Cibelle Amazing e-mail marketing to generate leads and convert them later, with the right job, in customers.
I inform you that all courses run by ADICO on sale, and some marketing, will be duly reported on Amazing a good email marketing strategy and have an overview of legislation and tools available. The course will explain the phenomenon of email marketing trends nationally and internationally and will provide data on what can be achieved and outline the factors to be considered for the correct definition of an email marketing campaign.
The course includes the use of an email marketing platform and the possibility of having an account for each participant to be used for a month.
The declared purpose of the course is to provide participants with the knowledge necessary to set up and manage email marketing campaigns successful by providing strategies, lines guidance, practical advice and success stories.
3. Legislation relating to email marketing 4. Email marketing campaigns
5. Optimization of a campaign
6. Email management software Who directed the study:
The course is aimed at marketing managers, marketing managers, project managers or product managers and press agents and direct marketing communications.
For more information visit www.adico.it
Amazing use this blog to capture ideas and the right attitude in business that underlies Amazing "Only 5% of you do it. The others are watching TV"
. This short phrase is so simple that says it all. A phrase that wrote J. Gitomer in one of his most important books, and for me, one of those that you most frequently in my library on the sale. share some tips that I always follow and that helped me a lot during the sales process.
1.
Before each meeting do not look, in fact, not only studying the company website, but type her name on a search engine and see what results you get. You may find many articles or other information you'll need during the meeting. 2. Read their publications as they are a rich source of information about the vision, mission, key words, location, etc. ...
3. Always look on a search engine the person you meet. Again you will find important information, essential, and if you do not find anything, this will tell you something.
4. Generally their suppliers are not longer available in your preparation for the process, but they can tell if it is pleasant to do business with them and especially if they are timely payments.
5. interview some of their clients. What you say will almost always be true both for good and evil. They will give you information about the organization, quality, availability, after-sales service and their flexibility.
This is the last piece of advice, but believe me it is one of the most important. Talk to the doorman of the building where you find your prospect or with the receptionist. Although many believe that they have nothing to do with information that matter, almost always know everything, and believe me EVERYTHING!
And remember ...
The working day begins the night before. For example I often work while they sleep a lot because it is very difficult to go to bed before 1: 30 at night. Prepare for the imminent sales of the next day. He studied what can be very useful and it will bring profit to your party. I assure you that this sacrifice will give you a huge competitive advantage and the person that you will face can not help but notice and appreciate.
PS Do not do it for granted and write it in bold. Summary jurisdiction of your product or service !
To Your Success
Fabio Cibelle
Amazing training course dedicated to the world of sales. The theme will focus on Sales Management.
I inform you that all courses run by ADICO on sale, and some marketing, will be duly reported on Amazing always a crucial moment of confrontation between management and sales force, especially when the results do not meet expectations.
How often is it that business objectives have been "imposed" rather than being shared? on which data and information necessary to "work" to be able to produce a forecast with high reliability? What are the "new evaluations" to identify the "Three-Degree-of-loyalty" of customers, on which to set a budget acceptable to all?
We know that a credible budget calls : A heritage "loyal" customers. Without customer loyalty objectives remain largely on paper figures;
a sales network that supports business goals. When there is no sharing usually arrive the complaints, instead of the expected results.
is why the "specific targeting" of the Three-Degree-of-sale loyalty allows the network to be more motivated to achieve results and to defend the company margins.
Course aims: The course aims to provide a clear overview of the current market and consider all of the tools used by companies to maximize the potential inherent in multi-channel.
Recipients Entrepreneurs, managers, employees and their function, which will be given a free consultation. Included in the fee : Training and certificate of course attendance essay titled "The Sales Manager within the company: an increasingly at risk?" he has authored the teacher.
For more information visit: www.adico.it Amazing bringing with him his beautiful Collie dog. Proposed as a farmer to keep the dog, but he refused, claiming they do not need. The man told his friend the experience of rejection. The friend, who was a successful salesperson , went to visit the farmer and said he often passed near the farm and had been so impressed by his appearance that he wanted to know the owner. The farmer offered to take him around the place and he proudly showed the buildings. The friend asked the bailiff if he had problems with mice, and he said he did not know what to do with them. When the friend saw the cattle, he asked the factor if he had problems to gather and take him in the barn at night. The factor recognized that advancing years and that he would need some help. When they walked on the court, the friend asked the bailiff if he was worried about thieves, and he thought the theft had taken place in the neighbor's house. Our friend argued about how a rich ran a risk factor even greater than just a homeowner. The friend said: "If you had a good farm dog, probably would give you a sense of security, help with the cows and kill the rats, right?" . "Yes," said the bailiff, "I have often thought that what I need is a good farm dog. If she could find one, I'd pay even $ 100 for the right one. " The friend replied," I know the right dog for you ". What amazing story! factor paid $ 100 for a dog that might have been free. Note that the seller has used the questions to create a need, then put further questions. The factor has provided the information on the theft to help maximize the need. Only when he confirmed the need for a dog 's friend has offered to meet it. This is just one example of how to create, maximize and satisfy a need. First you must ask questions to find out the desires of our party, sometimes this that customers or prospects think they want is not the best solution to meet their needs. The best service you can offer is to discover the true needs and satisfy them .
To Your Success Fabio Cibelle
Amazing you want to be and things you want to achieve in your life . recognized as world authority in the field of sales and marketing, the author of the book "Little Red Book of Sales", "The Bible of the sale," trainer of professionals for companies like BMW, Microsoft, Coca Cola, Hilton Hotel, is known for Gitomer its ability to network, providing direct answers to entrepreneurs, managers and sales professionals who participate in its seminars.
Topics covered during the day will be as follows : 1. Principles to get the most out of life and work
2. How to do business by creating a network Amazing
what to do? "First of all remember that the objections are always responds with tact and diplomacy, "said Galgano, which suggests some ways to effectively respond to the objections: 
As you are interested ... 
. Increase your credibility with the client and your company 
It takes courage to ask for what you want. Courage is not absence of fear, but to do what is needed despite the fear. And, as Markita has discovered, the more you asks, the more fun and easy. 
What can entrepreneurs learn, managers and sellers from a winning personality like that of Jeffrey Gitomer? 
All we sell, all of us every day we get someone to do something. For example, I've learned from Gitomer attitudes and phrases that have gone to enrich my cultural background relating to the sale. Gitomer transmits a personality that is good to 360 degrees. His attitude to the sale, his perseverance and determination are essential elements that everyone should have not only at work but in life every day. 
11. Follow 
All sales professionals you know and stay tuned on the frequencies of Amazing shared by me and Jeb, is the interest to disclose the wonderful world of sales and offer over 
Use all available channels even the most trivial. Ask a question by email to all your friends if they've ever been in contact, close business or simply if they have information to give you. 
debate "among the participants about the benefits that you" take home ". 
Recipients 
THE POWER OF NETWORKING IN THE BUSINESS 
