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Shut Up and Sell!

by: Erin Banister
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Predatory salespeople are everywhere –from the department stores to car sales. Time and time again we’ve seen these salespeople hunt like hounds trying to get their next sale, the next big commission. “Sell at all costs!” “Don’t let them say no!”

No wonder we’re afraid of selling. We don’t want to hunt people down, we don’t want to take their money without consent, and we don’t want to sell them something they don’t
need.

You Don’t Have to Do That!

Those salespeople have it all wrong. You don’t have to pressure anyone to get a sale. In fact, I’ll go as far as to say that you don’t even want those people who succumb easily to sales pressure. You want these people to know what they’re getting, up front, and have no remorse over the buying process.

The informed consumer is the repeat consumer.

I’ll give you an example: Several years ago, I was in communications with a business person who had some very specific needs. (And very specific questions.) Over the course of several months we communicated via email and telephone several times a week. We weren’t even talking about costs – we were talking about the schematics of working with a virtual business. “How would we do x virtually?” “Can Y be virtual, or would there have to be some physical correspondence involved?” “Is Z possible in a virtual situation, and if so, how does it work?”

This gentleman was really doing his homework. And I really didn’t mind. We were building a great rapport, he was generating referrals for my business, and he was learning a great deal about the virtual assistance industry. All his questions were valid – I had no problem answering a question that would have taken him too much time to find the answer on his own.

After about six months of correspondence, he finally signed a contract with me. We agreed upon a five-year term (almost unheard of within the VA industry), during which time he would continue to generate referrals for my business. He’s still working with me to this day, seven years later.

He was informed and comfortable in his decision – and this made all the difference.

So the moral of the story is this – shut up, listen, and answer your consumers’ questions.

There are only three steps to selling – none of which have anything to do with a pushing anyone into buying.

In order to sell, you have to connect!

Primarily, you have to connect with a person - you want to be talking with someone not at them. Build rapport. Ask them about their business, their situation, and listen whole-heartedly. You need to figure out where they are in their situation, and use this Q&A time to help you formulate responses to cater to their needs. Don’t forget to take notes!

Now talk a little about their expectations of the relationship. If you’re a coach, for example, ask them how they expect coaching to help them within the next three months. Ask them how they expect the coaching relationship to work. Ask lots of ‘why’ questions – they’ll help you more later. (“Why do you feel you need a coach?” “Why do you want to achieve x?”)

After you’ve talked about their expectations, tell them the reality of your business. Tell them specific outcomes you can help them achieve, and present case studies if possible. In all matters, be honest. Don’t over-hype anything… be straight and they’ll appreciate you for it.

Now you can persuade

Now is your turn to talk. Talk about their problems. Take their expectations and their situation and tell them their problems in your own words. If you understand their situation, they will be able to tell. Don’t fake concern or empathy – but do be understanding of their needs. Speak of their problems as if they asked you a ‘why’ question – “You need x, y, & z because you need a & b to function appropriately for outcome N”.

Also talk about their outcomes in your own words “If I understand, you need x, y, & z; and you want ABC to happen because of it, correct?” The more your relay your competence of their situation, the more comfortable they’ll be with you. Approach this as you would approach an elementary school student with a difficult math question – rephrase so you both understand, and make sure you have ALL the elements. Without all the elements, you can’t fully understand their needs.

Once you’re comfortable with their needs and desired outcomes, present your solution. DO NOT use a canned ‘solution statement’, you truly need to cater all your
responses to their specific needs. Speak of their future, your future, and how they intertwine. You want this to be seen as a group effort – not just a one-sided deal. You can’t possibly solve all their problems, but you are always on their side. Let them know your vested interest, and they’ll appreciate it.

Let’s not close – let’s agree
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Now that you’ve talked with them about their needs, how you can help, and any other items that need discussion, you should be ready to come to an agreement. You should both agree by now that their needs and your solution are a good fit. If you don’t feel you’re a good fit, move on.

Make them an offer. Tell them how you intend on helping them, how you plan to work together, and how long you plan to work together. DO NOT discuss money until this point. (If the question arises beforehand, don’t evade the question, but don’t give them a precise estimate. I’ve always used the phrase “We need to cover some more information before I can give you a solid quote because pricing is based on individual needs”. Give a ballpark estimate if necessary.) Go over your pricing & procedures, and offer to send them a formal proposal & contract. You’re done!

As you can see, selling isn’t what you think it is. No one wants to talk to a pushy salesperson, and now you have the tools to be an effective salesperson. Just remember to prepare, relax, shut up and sell!

About the author:
Erin Banister, president of TrinityJacobs, helps entrepreneurs lessen their administrative & marketing burden. For more information, visit http://www.TrinityJacobs.com(Sign up for The Next Level and get our FR*EE Special report "10 Ways To Make Your Work Day Easier, Faster, & More Efficient" here http://www.trinityjacobs.com/the-next-level.html)


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Offshore Assistants

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We are a team of virtual assistants with over 10 years of real-world, practical experience and a growing list of very satisfied clientele. We have a comprehensive and rich professional experience in both the public and private sector, serving in different types of organizations such as law enforcement, legal departments, the judiciary, non-profit organizations, educational institutions, and multinational corporations. Our status as a team signifies that we have a wide range of available skills and backgrounds. Whatever your business or company needs, we will deliver.

Our core values have always been complete customer satisfaction, job efficiency, painstaking attention to detail, and prompt performance. We stand by our belief that our clients deserve the best we have to offer, and we commit to excellence and quality in terms of skills and services rendered. We believe that your business is your labor of love, and we treat your business as it were our own. Constantly driven to excel by these beliefs, we strive to provide the best value for your money.

We also expect our clientele to be equally dedicated to their business. We find that we work best with clients who are dynamic, energetic, expressive, and creative. We’ve come to realize that the best clients are those with excellent business sense: they know that placing too much emphasis on the performance of mundane tasks will seriously detract from the more pressing issues of actually running the business. Hence, they recognize the value of hiring virtual assistants to streamline company operations and relieve them of minor responsibilities, thus giving them complete freedom to run the business.

If you would like to avail of our services, we would be happy to provide you with a complimentary consultation meeting or call, completely free of charge or obligation. Please look to our Contact Us page to find our complete contact information.

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What we can do for you

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We specialize in virtual assistant services for taking care of your administrative, secretarial, clerical, and legal tasks. These tasks are, without a doubt, vital and necessary for your business, and we present a way for you to efficiently manage them and, simultaneously, manage the more critical aspects of your business’ or company’s operations. We can also work with you to identify what your special or specialized needs are.

General Office Support Services
Word processing
Business correspondence writing
Data entry
Desktop publishing and design:  flyers, brochures,  newsletters,  and other printed material
Document proofreading and      editing
Spreadsheets, graphs,  and charts
Marketing assistance, including telemarketing
Multimedia presentations and slideshows
Database management and  maintenance
Research
Bookkeeping and accounting payroll and billing

Specialized Business Support Services
Business start-up assistance
Corporate identity packages
Screening, interviewing,  and hiring of new employees
Insurance quotes
Marketing assistance and support
Feasibility studies and marketing research

Legal Support Services
legal transcriptions
drafting pleadings, briefs, and other legal documents and correspondence
investigative reports
legal research
proofreading and editing of legal documents
client interviews
witness interviews
private investigation

Our expertise is based on years of top-level administrative experience and training. We carefully evaluate and subject our virtual assistants to a rigorous screening process. When you avail of our virtual assistants’ services, you can expect the services of a fully-qualified expert. You don’t have to go through the tedious process of hiring and screening new employees.If your company’s or business’ workload and/or budget doesn’t allow for full-time permanent administrative staff, or if your workload periodically piles up and cases a backlog in your operations, you need our virtual assistants.

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Availing of Our Services

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As an entrepreneur or small- or medium-scale business owner, you realize the value of your time. Running a business is a dynamic activity: it is imperative to be on top of the situation 24/7/365. Unfortunately, the little details of running a business tend to eat up your precious little time and detract from the more important concerns of running the business.

As a manager of a medium- to large-scale corporation, you are probably familiar with the periodic build-up in the overall company workload: peak seasons bring in torrents of drowning paperwork that, if not properly managed, will take up a lot of your time and energy, both of which are better off spent on actually managing the company. The fact that this phenomenon is seasonal in nature makes it infeasible to hire full-time permanent employees, and hiring part-time employees will further take up a lot of time and resources.

Before we begin a job with your business or company, we will schedule a free consultation meeting or call with you. This is a cursory call and we discuss our services in even greater detail. We aim to establish a degree of rapport with you, our prospective customer, and we mean to show you that we are serious about doing business with you. During this first discussion, we will try to identify your business’ or company’s specific needs; the needs of businesses are unique and they have to be carefully addressed for our virtual assistant services to be fully effective.

After we have identified your company’s needs with you, we will draft a formal detailed job specification along with highly specific recommendations for your company. We submit this specification to you for your approval and revisions. If our proposed specification is to your satisfaction, we can then begin to work with you and your company or business. Otherwise, we will revise the specification until it meets your demands, thereupon we begin our work with you.

Our complete contact details can be found on our Contact Us page on this website. We look forward to a productive working relationship with you and your company or business.

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Pros and Cons of Having an Offshore Bank Account

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Offshore banking has been infamously associated with corrupt executives, drug dealers or other unlawful people avoiding taxation and keeping discreet accounts to hide their criminal deeds. However, this is not generally true. In fact, 80 – 90% of offshore bank accounts are used to protect businesses from lawsuits, scams or other threats.

An offshore bank is typically located in a place with low or no tax jurisdiction. People mostly open an offshore bank account for this reason, for it has legal and financial benefits. However, while there are advantages in offshore banking, there are disadvantages as well.

Pros:

1. Offshore banks can provide stable jurisdictions and regulated banking systems. This is beneficial for people living in politically troubled areas where their assets may freeze, or worse, disappear.

2. There’s not much government interference in offshore banks, so sometimes they offer higher interest rates and lower cost bases than in home countries.

3. Offshore banks sometimes offer services that domestic banks may not be able to provide. Examples of these services are anonymous bank accounts, investment opportunities that cannot be offered anywhere else, and lower of higher rate loans.

4. Offshore banking can provide developing countries opportunities to prosper because offshore finance is an industry that could make remote islands be engaged in source investment, thus creating economical growth.

5. Offshore banks mostly pay interest without having to deduct tax.

Cons:

1. Offshore finance, although a legitimate financial establishment, has been linked with unlawful acts like terrorism, underground economy and money laundering. Along with the events that followed the September 11 attacks, offshore banks were accused of helping terrorist groups and organized crime groups.

2. Offshore bank accounts are mostly available to those who have higher incomes, as the cost of establishing an account is quite high. This leaves the tax burden to the middle-income group in developed countries.

3. Offshore banking has been referred to as the solution to all the financial and legal asset protection issues. However, this is not always the case.

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