2 Proven Tips to Overcome Buyer Resistance

Source: eGrabber newsletters

Use Reciprocity: Give your prospects something that is useful, then they will feel an obligation to give back. Ask questions that will educate you about your prospects and their needs. One question could be “What is the biggest challenge in your business that you are currently facing”? The objective is not necessarily to fix the problem, but to provide them support. Refer them to an article or a white paper that can help them in their area of challenge.

Understand Motive: Behavioral studies show that half of all buyer resistance is phony. Hence, the first step in dealing with any buyer resistance is to clarify the 'what' and the 'why' behind the resistance. What is she really looking for? Is she comparing apples-to-apples? Is her focus short-term? Understanding these can help you to be better prepared to deal with the buyer, negotiate a higher margin and sell more profitably.

These two tips can help you bring down your prospects' resistance and make it easy for you to negotiate or build relationships.

Handle "Not Right Now" Objections in Sales

Source: eGrabber Newsletters

One popular objection that sales people hear more often these days is "I would love to buy the product, but not right now." This could mean that your product is not a priority, or the prospect does not have the budget now or it could be as simple as 'I do not want your product'. Spend some time to understand what your prospect's priorities/ pressing problems are and try to link your solution to addressing those problems.

At times your product may not direct relate to your prospect's current concerns, but you might have to think creatively about what you can do to link them. Often repackaging and repositioning your offering is all that will be needed to make a sale.

Automate contact data entry to double your productivity

Computers are simply the catalyst to change. More important than the hardware is the way business changed the way it worked. Work processes, business operations and culture have been turned upside down by the PC. Twenty years ago only secretaries and journalists typed. Today, everybody types-- business leaders, government officials, politicians, students, store clerks and of course secretaries. But typing must be only a small part of the job for sales and marketing professionals.

Developing a strong professional network often distinguishes a successful business from an average one. Such businesses also stress upon increasing productivity across the board.

With contacts being the building blocks of effective networking, all businesses use a good contact manager or a CRM software to manage and follow-up with them. Now, you could end up spending hours typing contact details into your CRM, while there are important things that you may want to do.

Small businesses cannot afford this and constantly look for ways to use their time profitably. This is where AddressGrabber comes handy. It is your one-click solution for all data entry hassles. All you have to do is select an address in any web site, email or document and click on AddressGrabber. It intelligently figures out all contact details and automatically enters them into your CRM in seconds.

Capture contact details from e-mails,text documents,online directories,address books,web forms. Schedule activities & attach process while capturing contact details. Also maintain a copy of e-mail signature/web forms in notes. Transfer names and addresses to Accounting and Shipping applications.

All such small things add up in a big way to make your business look more profitable. With AddressGrabber automating your data entry work, you can now take control of your time to build a strong business network.

For a free trial, Click here

4 Tips for Effective Online Sales Presentations

Source: eGrabber Newsletters

Here are 4 tips to help you deliver effective online presentations:

1. Short is powerful: What is the single most important reason your product sells? Simply focus on that alone in your presentation.

2. Make it Interactive: Instead of taking questions at the end of the presentation, encourage your audience to field questions as needed.

3. Add Engagers: Exciting customer stories not only entertain but also captivate your audience, allowing them to easily visualize. Add a bit of drama to make it more effective. Integrate audio or video into the presentation to make it more engaging.

4. Deliver what is promised: Though everybody knows this, it is often forgotten or ignored. If your presentation is about how your service can help the prospect's business increase revenue, then every bit of your presentation should, directly or indirectly, show how it will be done.

AddressGrabber- Add-in for Microsoft Outlook

If you are looking for an efficient tool to eliminate manual address data entry then AddressGrabber is the answer.

AddressGrabber captures contacts from your email signatures, web pages, word documents and adds them to your Outlook address book with a single click!

AddressGrabber easily identifies contact details such as First name, Last Name, Company, Address, City, State, Zip, Phone, Fax, e-mail address, web sites and adds them to your address book with a single Click!

AddressGrabber's in-built de-dupe functionality alerts you for duplicates before saving the contact in your address book.

AddressGrabber's contact capture technology is patented. Download the free trial version of AddressGrabber. The trial version allows you to capture 50 addresses and add them to your addressbook.

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To know more about AddressGrabber, Click here

Take an Analytical Approach to Recessionary Tactics

Source: eGrabber Newsletters

An analytical approach to a problem involves trying out a mix of solutions, tracking the outcome of each solution implemented and ultimately finding the most effective remedy. Given that we live in a time of cutbacks, not many companies are taking the same analytical approach to their sales and marketing recessionary strategies.

Knee-jerk responses are likely to cause not only short-term damage, but also hurt your company in the long-term. The key here is to rigorously measure the performance of various strategies and tactics as a way of tracking what works and what does not. Offers, promotions, discounts, selling techniques, etc. should undergo a sustained performance measure. This can help you find effective solutions relatively quickly.

Move or Copy Items in ACT! Tabs between Contacts

Source: eGrabber Newsletters

Have you ever wanted to copy or move items from the Notes/History, Activities, Sales/Opportunities tabs of an ACT! contact / group to another? Here's how you can do it:

1.	Lookup the contact or group that contains the item you would like to move and select the appropriate tab (Notes/ History, Activities, or Sales/Opportunities).
2.	Highlight the item you would like to copy or move by clicking on the grey box to the left of the item. (Note: You can select multiple items in a range by holding down the Shift key while selecting them. Select multiple items that are not in a range by holding down the Ctrl key.)
3.	From the menu, select Edit >> Copy (or Edit >> Cut if you are moving the items).
4.	Lookup the destination contact or group.
5.	From the menu, select Edit >> Paste.

The item will now be pasted to the destination ACT! contact or group.