Tuesday, September 30, 2008

FloodLight - Marketing Consulting - Dealing with Procrastinators

In my thirty years of sales and marketing experience I have had to deal with many clients who cannot make a decision. They literally procrastinate and delay moving forward for many reasons. As a small business, the survival of your business may depend on the positive outcome of many sales calls. If your main prospects are all vacillating, you will need to move the sales process to the next step.

So why do procrastinators procrastinate?

People procrastinate because they don't know what the next step is. If they don’t know what it is, they can’t take it. It's that simple!

If you are currently dealing with a procrastinator who professes real interest but keeps putting you off, you’re probably dealing with a genuine procrastinator. They don’t procrastinate intentionally. It’s just in their Buying DNA.

Here’s a great question to ask to help you get the ball rolling with all the procrastinators you encounter. Please don’t underestimate the potency of this question.

“The Great Question”

“What would have to happen”for you to place an initial order of three units of our new XYZ product?

The key words are, “what would have to happen”?

Trust me, it works.

Insert whatever is appropriate for the situation after the phrase, “What would have to happen...?”

This question works like magic. It literally forces the procrastinator to think what the next steps ought to be. He tells you what the steps are and at the same time he tells himself what the steps are.

I can’t tell you how many times I've seen this work. It may be the single best way to un-procrastinate procrastinators.

FloodLight Tip of the Month – You have to ask questions.

One of the keys to closing the sale is the opening dialogue. The best way to get a conversation going is to start with really good questions. With great questions you will open up a great dialogue with your prospect and develop rapport over a shorter period of time.

You can judge the quality of your questions by the quality of the responses. Not asking intelligent and prepared questions trips up more business people than anything else.

One of the best ways to close more sales in less time is to ask rock-solid questions. Good questions eliminate all the guesswork and assumptions. Put your key questions together and bring them to every meeting to start creating better relationships.
If you need help creating your Best Questions Click here!!
Donald Robichaud
FloodLight Consulting
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FloodLight Consulting - VODA Computer Systems Ltd. - Technology Showcase in Kelowna

Register now for VODA Computer Systems Ltd. Third annual technology showcase in Kelowna, BC October 8th, 2008.
Participate in informative and captivating discussions regarding some of the most exciting technology trends available for your small to medium business today!
Date: October 8th, 2008

Location: The Grand Okanagan Conference Centre and Resort
1310 Water Street, Kelowna, BC Canada

Registration begins between 8:00am and 8:30am. Breakfast will be served. Ample parking available.

Grand Prize: Laptop Computer.

Log onto www.vodagroup.com/tradeshow to register today!
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Tuesday, September 9, 2008

Press Release - Jerry Dombowsky - “Grandpa sells Motels and Hotels”

Jerry Dombowsky was at a family gathering last summer when he started talking about his love of selling hotels and motels and working with buyers on their purchase of a property.

The grandchildren were within “ear shot” of this conversation when they began shouting “Grandpa sells hotels and motels”.

This struck a cord with Jerry.

In his 32 years of real estate experience in Alberta and British Columbia, Jerry Dombowsky has seen a lot of real estate transactions, specifically in the hotel and motel industry.

Jerry says, “The internet is an integral part of day to day communications. The diversity and transference of information brings the property to the property buyer in a timely informative manner.”

Jerry has a broad knowledge of hotel and motel markets in Alberta and British Columbia and has completed many hotel and motel sales and purchase transactions including small and large businesses, and commercial real estate. Having owned and operated ranches, hotels and motels, in the past, Jerry Dombowsky has a very good understanding of the effort needed to close the deal.

As of September 1st, 2008, through Jerry Dombowskys connections with Premier Canadian Properties and Christies Great Estates, the benefits of buying a hotel, motel or resort will be presented to a worldwide audience. Jerry’s new website which is dedicated solely to the acquisition of hotels and motels in Alberta and British Columbia is located at http://www.premierhotelsandmotels.com/

Now that “Grandpa sells hotels and motels”, the grandchildren are looking for extended stays with Grandpa.

For more information or an interview, contact Jerry Dombowsky at (250) 717-1886.

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