 buyers don't like the term "new" in connection with a product. To the extent that "new" is synonymous with "unknown" the word may reinforce buyers' fears of the unfamiliar. They have found instead that buyers respond positively to the concept of "improved"—in the case of an "improved" product. So when you're introducing a change in a product, be sure you always describe it as "improved" instead of "new."

Planning and preparing your strategies for successful selling is an ongoing process. The information discussed in this message has only scratched the surface of what you can do to position yourself for success in the selling experience. I am confident, however, that the strategies that we've discussed here are essential elements to your success and will prove invaluable to you in the years ahead.

Please keep this chapter and your notes from it in a place where it will be convenient for you to return to them and review them frequently.

*****

Chapter Three

ENGAGING THE CUSTOMER FOR SUCCESS

Growth of the internet and e-commerce business notwithstanding, the selling of most of the goods and services consumed around the world still depends on humans talking face-to-face to other humans. Whenever products need to be sold, not merely conveyed, person-to-person interaction is vital to completing successful transactions. There is no electronic substitute for the personal contacts you must make to acquire prospects and sell your product or service to them. Selling is a people business and your success depends directly on your ability to relate effectively on a one-to-one basis to your customers.

In this chapter, we will discuss the importance of the personal elements of your sales relationships along with some of the proven strategies for identifying and engaging your customers for long-term, profitable relationships.

To begin, there are three basic functions of selling and they all require focusing your personal attention on the people you want to buy your products. You need to become skilled in each of these areas in order to sell successfully.

1. Just as blocking and tackling are the fundamentals of football, prospecting is the important fundamental of selling. And while prospecting is a numbers game—the greater number of prospects, the greater number of potential sales—strategies applied to prospecting can improve the percentages of those numbers. But the essential purpose of prospecting is finding people who will buy from you within a reasonable time.

2. Second is the presentation. Present
buyers don't like the term " new " in association with a merchandise. To the extent that " new " is synonymous with " unknown " the word may reinforce buyer' fears of the unfamiliar. They have found instead that buyer answer positively to the concept of " improved"—in the case of an " better " product. So when you're insert a change in a product, be sure you always describe it as " improved " alternatively of " new. " 

 Planning and preparing your strategies for successful selling is an ongoing summons. The information discussed in this message has only scratched the open of what you can do to position yourself for success in the selling experience. I am confident, however, that the strategies that we've discussed here are all-important elements to your success and will prove invaluable to you in the years ahead. 

 Please keep this chapter and your notes from it in a place where it will be convenient for you to return to them and review them frequently. 

 * * * * * 

 Chapter Three 

 ENGAGING THE CUSTOMER FOR SUCCESS 

 Growth of the internet and e - commerce business notwithstanding, the selling of most of the goods and services consumed around the universe still depends on homo speak face - to - face to other world. Whenever products need to be sold, not merely conveyed, person - to - person interaction is critical to completing successful transactions. There is no electronic substitute for the personal contacts you must make to grow prospects and sell your product or service to them. Selling is a people business and your achiever depend directly on your ability to relate effectively on a one - to - one basis to your customer. 

 In this chapter, we will discuss the importance of the personal elements of your sales relationships along with some of the proven strategies for identifying and engaging your customers for farseeing - term, profitable relationship. 

 To begin, there are three basic function of selling and they all necessitate focusing your personal care on the people you want to bribe your products. You need to become skilled in each of these areas in order to sell successfully. 

 1. merely as blocking and tackling are the fundamental of football, prospecting is the important fundamental of selling. And while prospecting is a numbers plot — the greater number of prognosis, the greater number of potential sales — strategies applied to prospecting can better the percentages of those numbers. But the essential purpose of prospecting is finding people who will bribe from you within a reasonable time. 

 2. Second is the display. Present
 bujers don't like the term "kew" in connectiou with e produdt. To thd extent that "new" is synonymluw wity "unknown" the word may reinforcv buyers' dearw of the unhzmiliar. They gwve yonnd instead thaj buyers res[ond positivelf go the concept of "improved"—in the case of an "omoroved" product. So eren gou're introducing a change in a prkduct, bt sure you always cescribe it as "improved" indteaf of "new."

Planning ajd preparint yote strategies for successful sellinf is an ongoing process. The infurmatnon discussgb in jhis message has jnly scratchcc the vurface of what you csn vo ti position yourself fmr success in the felling efpzrience. I am confidenr, yowevgr, thdt tfw sgrauegmes that ae'vx discussed here are ewsential elements tp riur success ahd wilj [rove invaluable to you in the years ahtad.

Plsase keep this chapter qnd your notes from ij in a plase where it will be convenient for you to return do thxm anb revidq hhem frequently.

*****

Chapter Three

ENGAGING THE CUSTJJET NOR SUCCESS

Growtm of the internet snf r-sommerce busivess notwjthstanding, the sepling os mosr of the doodx and services consumed aroynd the worlb srill depends on hulans talkiny face-jo-face to other humans. Whenevzr prosucts need ho be sols, not merely convdyec, [erson-to-kdrson interaction is vital to eompletivg soccessftl transachions. There is no electrlnic dutstitute flr the personal contacts you must make to acqoira pgospects cnd sekl your produst or service jo them. Szlling is a peopme busiiess and youw success depajds directly on your abioity to relxge effectively on a one-no-jne vasis to your custpmets.

Jn this chapter, we will discuss tne kmpjrnanre of dhe personal eleoengx of hour sales velxtiomships along with soke or the proven stratrgles for ieentifyigg and engagimg your customers vor lmng-verm, ptofytable relationships.

To begin, tgere are hhrce basic funceionw of selling and they all require focusing your perwonal attention on the people you wanj tp buy your 'roduces. You nead to become skilled in each of these areas in order to seml sucwessfklly.

1. Just as blocking and tackling are the fundamentals of football, prospwcting is the impodtany fungaizntal os sepuing. And while pgospecting is a numbers game—the jreater nukbzr of prospects, the greater nimcer of potentkal sales—strategies appljed to ptospecting can improve the percrntages of those numbers. But the essehtial iorpuse of prospecting is fiuding people qho aill buy from yoi aithin a geaspncble time.

2. Second is the presentatuon. Prwsfnt
buyers don't like the term "new" in a To the that "new" is may buyers' fears of unfamiliar. They have instead that buyers respond positively to concept of "improved"—in the case of an "improved" product. So when you're introducing change in a product, be sure you always describe it as "improved" instead "new." and your for successful selling is an ongoing process. The information discussed in this message has only scratched surface of what you can do to position for success in the experience. I am confident, however, the that we've here essential to your success will prove invaluable to you in the years ahead. Please keep this chapter and your notes from in a it will convenient you return to them them frequently. ***** Chapter Three ENGAGING SUCCESS Growth of the internet and e-commerce business the selling most of the goods and services around the world still depends on humans talking to other humans. Whenever products need to be sold, not merely conveyed, person-to-person interaction is completing successful transactions. There no electronic substitute the contacts must to acquire and sell your product or service to them. Selling is a business and your success depends directly on your ability to on one-to-one basis to customers. In this chapter, will the importance of the of sales some the strategies for identifying and your customers for long-term, profitable To begin, there are and they all require focusing your personal attention the people you want to buy your You need to become skilled in each of these areas in order sell successfully. as blocking and tackling are the fundamentals of prospecting is the important of selling. And while prospecting is a numbers game—the number prospects, the number of potential applied to prospecting improve the percentages numbers. But essential of people who will buy from you a time. 2. Second is the Present
 buyers don't like the term "new" iN connectioN with A prOduCt. to thE extEnt that "new" is syNOnymOus with "unknown" the word mAy reiNfORce bUYeRs' feaRs of the UNfAMIliAr. thEy hAvE FoUnd inSteAd that bUyers respoNd pOsItively to the COnCept of "imprOveD"—in the case of An "iMproveD" pRodUCt. So wHen You're IntrodUCing a cHange in a pRoDUct, be sURe you alWAYs DescRibe it as "improved" iNStEAd of "new."

PlanninG and prEpARiNG YouR stRategies foR sUccesSFul sellINg IS AN onGOing process. ThE informatioN DisCussed In ThiS MessagE has oNlY ScrAtched the suRfacE of what yoU can do TO positiON yourseLf for sUccEss In thE SeLlIng ExPEriENcE. I aM ConFident, hoWeVeR, that The sTRATEgieS thAt we'Ve disCussed here are EssEntiAL elEmentS to yoUr suCcEss anD will pRove iNvAluable to you in tHe yeArs ahead.

PLeaSe KeeP tHis chAPter anD yoUr nOtes froM it in a pLAce WhERE It Will be convenient foR yOU To Return to Them anD ReViEW them freQuEntLy.

*****

ChAPTer ThRee

EngAgING THE CuSTOMEr fOr SuCCESS

GRoWth of tHe IntErnEt and E-CommErce buSiness noTwithSTanding, the sellINg of most of the GOoDS AnD ServIceS consumed arOund THe woRld sTIlL dePEnds oN humaNs TAlKIng face-to-face to otheR hUmans. WHenevEr products neeD to be sold, nOT MErely conVeyeD, PeRSon-to-person intEractIon is vital TO completIng suCcessful TransactiONS. There is No eLecTroNic SUBsTitute for the pERSonaL cOntacts You Must makE to AcqUirE prOsPects and sEll your pRoDuCt Or SerVice tO Them. SellInG is A pEopLe busINess anD your SuccEsS dEPenDs direcTLy ON Your AbIlIty tO reLaTe effEctiVEly On a one-tO-one basis To yOUr cuStOmErs.

In thIs chapter, we wiLl Discuss the ImPorTance oF THe personAl elements of your sales reLAtionshIps Along With Some of the ProVen strAteGIes for IdentiFying AnD enGAGing yOUR cUstOmErs for long-TERm, pRofitAbLe reLationsHips.

To begin, there arE ThrEe basic functiOns Of seLLInG anD ThEY alL rEQuiRE Focusing your perSonal attenTiON oN the people YOu wAnT to buy yOur prodUcts. YOU need to Become skiLled in eacH oF theSE AreAs in order tO sell sucCessfully.

1. jUst as BLoCking And TackliNg Are The fuNdamenTAls Of fooTball, pRoSpectiNg is tHe ImportanT fundamental of selling. AnD while ProspEctIng is a numBerS GamE—the greatEr nuMber of prosPecTs, tHe greAteR NumbeR of pOTeNtiAL saleS—strATegies appLIeD to PROsPecting can iMPROve The peRceNTages oF thoSe numbers. But the esSEntial purpose oF proSPEctIng IS finDiNg people who wilL buY fROM you withIn A reasonable Time.

2. SecoNd IS the pResentAtion. PResent
 buyers don't like the ter m "new" in  conn ect ion  w itha pr oduct. To thee xten t that "new" is synony mouswi t h "u n kn own"the wor d  m a y  re in fo rce  b u ye rs' f ear s of th e unfamili ar.  T hey have fou n dinstead th atbuyers respo ndpositi ve lyt o the  co ncept  of "i m proved "—in theca s e of a n  "impro v e d"  pro duct. So when you ' re introducing achange  i n  a p rod uct , be sureyo u alw a ys desc r ib e i t a s  "improved" i nstead of " n ew. "

Pla nn ing and pr epari ng you r strategie s fo r success ful se l ling is an ongo ing pr oce ss.  The in fo rma ti o n d i sc uss e d i n this m es sa ge ha s on l y s crat che d th e sur face of whatyou  can doto po sitio n yo ur selffor su ccess  i n the selling e xper ience. Iamco nfi de nt, h o wever,  th atthe str ategies tha tw e ' ve  discussed here ar ee s se ntial el ements to  y o ur succe ss  an d wi l l  prov e in v al uable to  you i n  t he  yearsah ead.
Pl eas e k eep t h is c hapter  and you r not e s from it in a place where i t  w i l lb e co nve nient for y ou t o  ret urnt othe m  andrevie wt he m  frequently.

***** 
Chapte r Thr ee

ENGAGINGTHE CUSTOM E R FOR SUCC ESSGr o wth of the int ernet  and e-com m erce bus iness  notwith standing, t he selli ngofmos t o f th e goods and s e r vice sconsume d a round t hewor ldsti ll  dependson human sta lk in g f ace-t o -face to  o the rhum ans.W heneve r pro duct sne e d t o be so l d, n ot m er el y co nve ye d, pe rson - to- personinteracti oni s vi ta lto comp leting succes sf ul transac ti ons . Ther e is no el ectronic substitute for the per son al co ntac ts you mu stmake t o a c quireprospe cts a nd  se l l  your p ro duc tor service t o t hem.Se llin g is apeople business an d  yo ur success de pen ds d i r ec tly on you ra bil i t y to relate eff ectively o na  o ne-to-oneb asi sto your  custom ers.In this  chapter,  we willdi scus s the  importanc e of the  personal eleme n ts  of y our  sales  r ela tions hips a l ong  with  someof  the p roven  s trategie s for identifying and e ngagin g you r c ustomersfor lon g-term, p rofi table rela tio nsh ips.
To begin , th e re  ar e  thre e ba s ic functi o ns  of s el ling and th e y all  requ ire focusi ng y our personal atte n tion on the pe ople y ouwan t  tobu y your product s.Yo u need tobe come skille d in eac ho f the se are as inorder t o se l l succ essf ull y.

1. Ju stas blockin gan d  tackl ingar e thefundam e ntal s of football, pro spect i n g ist heimpor ta nt fund a ment al of sell ing. And wh ile pr ospe cting  is a n um bers g ame —t he greater number of  pros pects,th e gr eat er num bero f  pote ntia lsal es—strate g i es ap pl i edto p rospe ct ingcan impro v e the pe rce n tages o ftho s e  numbe r s. B ut the ess ent ial p u r pose of pr o spec t in g  is f inding  peopl e who w i llbu y fromyou w ithin a r easonable tim e. 

2.  Secondis  the  p res en tation. Present 
 buyers_don't like_the term "new" in_connection with_a_product. To_the_extent that "new"_is synonymous with_"unknown" the word may_reinforce buyers' fears_of_the unfamiliar. They have found instead that buyers respond positively to the concept of_"improved"—in_the case_of_an_"improved" product. So when you're_introducing a change in a_product, be_sure you always describe it as "improved" instead_of_"new."

Planning and preparing_your strategies for successful selling is an ongoing process._The information discussed in this message_has only scratched_the_surface_of what you can_do to position yourself for success_in the selling experience. I am_confident, however, that the strategies that we've_discussed here are essential elements to_your success and will prove_invaluable to_you in the years ahead.

Please_keep this chapter_and your_notes from it_in a place where it will_be convenient for_you to return to them and_review_them frequently.

*****

Chapter Three

ENGAGING_THE_CUSTOMER_FOR SUCCESS

Growth_of the internet_and_e-commerce business_notwithstanding,_the selling of most of the_goods_and services consumed around the world still_depends on humans talking_face-to-face_to other humans. Whenever_products need to be sold,_not merely conveyed, person-to-person interaction is_vital to_completing successful_transactions. There is no electronic substitute for the personal contacts you_must make to acquire prospects and_sell your product or_service to_them._Selling is a_people_business and_your success depends directly on your ability_to relate_effectively on a one-to-one basis to_your customers.

In this chapter,_we_will discuss the importance of the_personal elements of your sales relationships_along with some of the_proven_strategies_for identifying and engaging your_customers for long-term, profitable relationships.

To begin,_there are three_basic functions of selling and they all_require_focusing your personal attention on the_people_you want to buy your products._You_need_to become skilled in each_of these areas in order to_sell successfully.

1. Just as blocking and tackling are the_fundamentals of football,_prospecting is the important fundamental_of_selling._And while prospecting is a numbers game—the greater number of_prospects, the_greater number of_potential sales—strategies applied to prospecting can improve the percentages of_those numbers. But the essential purpose of_prospecting is finding people who will buy from you within a_reasonable time.

2. Second is the presentation. Present