You Need to Master This One Thing if You Want to Be a Sales Rockstar

Never — we mean NEVER — start a sales pitch without establishing a rapport.

shutterstock_221143450In order for any business to succeed, it must master the art of driving revenue, AKA sales! We consider sales training to be an essential part of the management training program at NCG, Inc because it prepares our future branch managers for the necessary business skill of making money. Here you will find some great tips that will help you become the rockstar at sales that you’ll need to be if you’re seeking a successful business career.

Building rapport and establishing a mini relationship before discussing your product is an absolutely essential element of the sales process. If you’re struggling with this psychologically or you’re unable to put this into action, NCG, Inc is here to help!

“In theory, I’d like to build rapport, but the customer would rather that I cut to the chase…”
If you’ve had this thought before, in many ways you’d actually be right. Anyone you are pitching likely wants you to be efficient with your words. He’s busy, he doesn’t care what you have to say (YET), and he wants you to get a move on. HOWEVER, if you actually just cut to the chase without establishing a connection, you’re almost guaranteed to get a “no.” So yes, skipping the rapport might be faster, but your customer will miss out on a great offer and you will miss out on a sale.

It’s important to remember that establishing trust is 99% of the battle when it comes to sales. To give yourself even a modicum of opportunity to close a sale, you need to start your interaction off on the right foot. If you come across as pleasant, likable, and genuine, your customer will form a positive impression of you — which in turn, sets the stage for an extended conversation, and eventually a sale.

“That sounds easier said than done… How do I actually come across as pleasant, likable, and genuine?”
The easy answer here is to simply be yourself. Understandably, some people get nervous when they’re getting ready to make a pitch, so they feel unnatural and uneasy no matter what. Here are some specific things that you can do to make a positive impression:

  • Smile and laugh! Don’t be so serious.
  • Keep your volume and tone of voice friendly, but never overly so. Pretend you’re talking to someone you’ve known forever. A customer will spot immediately if you sound overly cheerful.
  • Make eye contact. Looking down or to the side will create distrust.
  • Practice relaxed body language. Keep it professional but don’t be too stiff either.
  • Pro tip: Share something personal.

“Why should I share something personal… and what should I share?”
The reason to share something about yourself is because it builds trust. Unless you’ve known your customer for many months, they probably know very little about you. Especially if you’re making a cold or warm pitch, it’s important to recognize that your customer views you as a “salesperson” and not a “person.” That is, until you change that! It’s easy to turn yourself into a “person” by telling the customer about yourself. Here are a few ideas to get you going:

  • You walk into a customer’s office and see a picture of his family on vacation. You say, “That makes me so excited for the vacation I’m going on with my family next month during my little sister’s school break!”. Now your customer knows that you are family-oriented and that you have a younger sister.
  • Fourth of July weekend is coming up. You say, “Are you getting excited for the 4th? My fiancé and I are going to see the fireworks in New Haven this weekend!” Now your customer knows that you live in the same community and that you are getting married.
  • You’re working with a customer at an accounting firm. You say, “I’m sad to tell you that Accounting was actually my worst subject when I was at Yale!” Now your customer knows that you went to a great school and that you’ve studied (or attempted to study) what they do for a living.

So why do these work? First, of all, it paints a small picture of you and reminds the customer that you’re a regular person with a life like she has. But second of all, each of these examples are just enough information to lead to questions from your customer, which will turn into a nice conversation! “Where are you going on vacation?”; “When are you getting married?”; “What did you study at Yale?”; and so on. You get the idea!

The more natural and normal of a conversation that you can have with your customer, the faster you are able to build trust. Instead of asking awkward questions and getting short answers and eventually a “no,” try these tips and challenge yourself to build a real and genuine relationship before getting to business. Happy selling!

NCG, Inc is on Twitter and we’d love to connect! Follow us @NCGIncMarketing.

 

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NCG, Inc Reviews: 8 Effective Listening & Communication Principles for Success!

NCG, Inc Reviews: 8 Effective Listening & Communication Practices for Success!

Non-verbal communication is just as important as verbal communication. Most people tend to overlook that. NCG, Inc is committed to helping our people develop both personally and professionally. So, we focus a lot of our morning meetings around gaining the skills necessary for people to improve their personal selves which in turn helps someone succeed in a professional setting as well. So, when NCG, Inc found this article about effective listening and communication practices, we couldn’t wait to share it with our people and then pass along the information to you all as well!

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Northeast Consulting Group, Inc. Reviews: Enjoying the Journey!

Most of us have big goals and dreams that we want to accomplish. What separates the people who usually achieve their goals and the people that don’t is the work ethic, drive, and determination that someone has throughout their path to success. But, what is the point of achieving your goal if you’ve burnt yourself out so much on your journey that you can’t enjoy the reward. Most of us want to get to our destination of success so badly that we forget to enjoy the journey we take to get there.

1. Take Care of Yourself!
Anything that goes up must come down. Anything that accelerates your system will eventually wear off. Most of us get through the day on a combination of energy drinks, espresso, coffee, and caffeinated beverages. Instead of drinking caffeine all day, try starting your day with a coffee or drink of your choice and then switching to water with lemon. Lemon has natural qualities that help you stay alert, focused, and awake. Eliminating a high amount of caffeine consumption can help you balance your energy throughout the day so you don’t crash!

2. Focus on Today
Looking at the big picture of what you want is the driving factor to success. You can’t start your journey on the road to success unless you know where you want to end up. With that being said, you can’t only look at what you want in the future, you have to look at where you are right now. What are you goals today? How will you enjoy today? How will you make today be a valuable part of your continued success moving forward?

3. Stop Taking Everything SO SERIOUSLY!
Life tends to have a sense of humor, laugh it off! The world has a way of playing with us, testing us, and challenging us. We’ve all heard the old adage, “Nothing worth having ever comes easy.” If you understand that, when a roadblock comes your way you’ll learn how to swerve and keep going down your path. If you can’t remember the last time you smiled or laughed; if you feel like life is an endless hamster wheel, it might be time to ask if you are taking it all too seriously.

At the end of the day, working hard for what you want is what will get you to your goals. But, if you don’t enjoy the journey then what’s the point of getting to the destination. Just remember, take care of yourself, focus on the now, and lighten up! It will make all the difference in your personal and professional life!

Northeast Consulting Group, Inc. is a privately owned marketing company. We specialize in public relations and brand building for our clients. Our job is to help these companies continue to grow and expand. The work culture within the company is committed to providing our people with specific training in areas of customer service, marketing, sales, communications, and business management. To learn more about the career opportunities available within Northeast Consulting Group, Inc. please visit our website: http://www.ncg-corp.com

Northeast Consulting Group, Inc. Reviews: How to get an MBA in Entrepreneurship!

Entrepreneur is defined as: a person who organizes and operates a business or businesses, taking on greater than normal financial risks in order to do so.

So, how do you teach someone to take risks or work that hard? Well, the simple answer is, you can’t. So, if you want an “MBA” in Entrepreneurship, you won’t be able to get that in a classroom. You earn that so called degree, in real life.

Here are 5 Tips to earn that MBA!

1. Start a business
It doesn’t matter what kind of business it is, what i sells, and who the customer is. Give it a name, build a simple website (or have someone do it for you), get a logo. Do as many of those things yourself so you can spend as little money as possible and learn how to do them just by figuring it out.

2. Sell a product or device.
Once you have your business, website, and logo, put a product up for sale! Stand behind that product and tell everyone that it’s the best thing to hit the market since sliced bread! The more excited you are about the product, the better chance you’ll have of succeeding. Put some effort into marketing. This goes beyond a Facebook or Twitter account. Get creative and figure out a venue to put the product you are selling in front of the most people.

3. Hire someone for a month and then fire them.
Hiring people is difficult, but firing people is harder. There’s almost nothing harder for an entrepreneur to have to do than to let someone go. It will keep you up at night, leave a pit in your stomach, and cause you stress. But, you’ll learn from it and make tremendous growth as a person and a business owner. This one act will give you a semesters worth of knowledge in a fraction of the time.

4. Put your money where your mouth is.
Invest a good chunk of your money into your business. Starting out, you’ll probably lose most of this money and not really see a return on investment. The purpose of this is life experience! Someone telling you how to write a business plan or balance your company budget won’t help you understand how to make the right financial call for your business. It definitely won’t tell you how to deal with it and how to handle that feeling you have when it doesn’t pay off. Put in money and learn from the experience.

5. Pivot.
Completely change the direction of your company. If you were selling a product, now sell a subscription or service. It’s not going to be easy, but a company sometimes needs to evolve and change direction to stay afloat. Give yourself experience so that you know how to do that early on.

If you want to live a life that’s outside of the box from what is considered “normal.” Entrepreneurship is the way to go.

Northeast Consulting Group is a privately owned marketing company that specializes in public relations and brand building for our clients. Our job, is to help these companies continue to grow and expand throughout their selected target markets. To learn more about career opportunities within Northeast Consulting Group, Inc. please visit our website: http://www.ncg-corp.com

Northeast Consulting Group, Inc Reviews: The 7 Most Critical Habits for your 20’s

Northeast Consulting Group, Inc. is committed to providing development for our people inside and outside of the work place. The professional success of our people is just as important to us as their personal success as well. So, we reviewed this article from http://www.uncer30ceo.com that was all about the habits that people can form in their 20’s to build a solid foundation for their future.

“Good habits formed at youth make all the difference.” Aristotle

When we think about our 20’s, it’s supposed to be the most fun and important decade of our lives. We begin to experience the world and to develop habits that will either positively or negatively impact our future. Living in the present is essential to enjoying life, but it’s also important to not forget about the future too.

Warren Buffet, in his speech at The Nebraska Forum in 1999, mentions that the two most important things you can develop as a young adult to reach your full potential are: education and habits. Education helps unlock your potential and habits are what keep you reaching the next level. He says to think about the person who you admire and to think about hte person you dislike the most in your life. Then, write down a list of qualities on a piece of paper for each person that you can look at everyday. The solution is simple, emulate the person you admire and avoid the qualities of the person you dislike.

But, why are habits so important? Well, Duke University researchers published a paper in 2006 that showed that more than 40% of the actions performed each day weren’t actual decisions, but habits. Habits are nothing more than the choices we make everyday. At some point, we stop thinking about these choices and they become second nature, so, a habit.

Here are the seven most critical habits you can develop in your 20’s to ensure a solid foundation and a bright future!

1. Intentionally Experiment
Society perceives that people in their 20’s should be figuring out what to do with their lives. So, doing things like taking AP classes, going to college, get a high-paying job with benefits, climb the ladder, and retire at 65. The only problem with that is that it doesn’t guarantee true happiness and fulfillment. Your 20’s is a time to experiment, get to know more about yourself, and figure out the kind of person that you want to be. So, experiment and find out where each and every opportunity takes you and see what aligns with your interests.

2. Be Grateful.
Young adults want things, and want them now. Gratitude is about shifting your focus from what your life lacks to what you currently have. It makes people more resilient, improves health, and reduces stress. People who practice gratitude tend to be more creative, bounce back faster from adversity, have a stronger immune system, and have stronger social relationships than the people who don’t practice gratitude. “To feel grateful is not to say that everything in our lives is necessarily great. it just means that we are aware of our blessings.” -Dr. Robert Emmons

3. Ask Yourself Better Questions.
Have you ever been afraid to ask a question when you were in school? You were just too worried you would sound stupid in front of the class. But, just understand that asking questions is the only way to become knowledgeable. Tony Robbins says, “The things you can change start by changing your reality. To change your reality, you need to change what you focus on. The best way to change what you are focusing on is to ask yourself better questions.

4. Love Your Body.
Your body is the vehicle through you carry on your life’s purpose. There are countless studies about the benefits of regular exercise and healthy heating. You can’t be happy if you aren’t healthy.

5. Expand Your Body of Knowledge.
Understand that knowledge and education expand way beyond the classroom and it’s a constant process of learning, applying, and experimenting. Read books, watch videos, read magazines, etc. Commit to learning everything there is about your particular field, become a master of your craft. Knowledge is everywhere and is there for the taking.

6. Meditate.
Emotions are part of our system of sensing and responding to the world. Without them, we would be machines. But, emotions can wreak havoc and spread pain throughout our lives. Meditation helps in noticing different emotions and letting them be what they are. Meditation has been found to help increase a sense of purpose and reduce the feelings of isolation and depression.

7. Develop a Circle of Friends With Qualities You Admire!
There’s a famous quote by Jim Rohn that says, “You are the average of the five people you spend most of your time with.” When you surround yourself with people who are far ahead and more successful than you, you cannot help but feed off their success and grow as a person.