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Kiven Wenman - ArticlesKiven Wenman is a VP Sales/Sales Trainer specializing in helping people reach and exceed their goals. Kiven has worked with many successful entrepreneurs and sales people and created several six figure earners through his coaching and mentoring. Kiven is currently the VP Sales for the top recruitment firm in the lower mainland of British Columbia, Canada. Kiven can be reached at kwenman@gmail.com or www.myiflylikeaneagle.com
How to Handle the Price ObjectionI am a firm believer that “Price is only an issue in the absence of value.”
Never drop you price! Anyone who will leave their current supplier for a better price will also leave you for a better price. Create loyalty through value.
If you feel that your prices are too high because you have bought into ‘The sky is falling” mentality of our current economy, then lower your prices across the board but stick to that price once you have presented it to the client.
By dropping your price is says.. How to Think and Dream Creatively: The Magic of Thinking BigThe only difference between a successful person and a non successful person is in the way that they think. Knowing that, if you could learn how to think like a successful person, wouldn’t that be a good investment in time?
In re-reading The Magic of Thinking Big by David J. Schwartz I realized that it is one thing to say “think like a successful person,” and it is another thing to know just exactly how to do that.
“When you believe, your mind finds a way to do.”
Schwartz suggests the followi The Magic of Thinking Big: Developing the Power of BeliefI recently re-read a book that I read many years ago. It was a great reminder of the power of the mind. It’s like I tell the people that I coach, “If you think you are a winner you’re probably right. If you think you are a loser, you’re probably right.”
The Magic of Thinking Big is a great book that will help you recognize that you’re thoughts and belief in yourself are the aspects that are propelling you forward or holding you back. Knowing this is probably nothing new to you however the toug How to Win Friends & Influence People: A True Tool for SuccessRecently I re-read a book that I originally read 15 years ago that changed my life. When I originally read How to Win Friends & Influence People I began implementing many of the principals taught by Dale Carnegie.
As time went by some of those principals and concepts left my repertoire of being while others stayed.
This is an important book because people will do business with people that they like and trust. If you can’t get people to like and trust you, you will not succeed. You could be... Sales Cycle-Building RapportIn the seven steps of the sales cycle, building rapport is probably the most important aspect of the sales cycle. One thing that we know is that people will do business with people that they like and trust. When building rapport we are also building trust.
The key to building rapport is to master the art of asking questions. Probing: Leading and Controlling with QuestionsWhat: is a probe
Why: do we use probes
Questions are one of the most powerful weapons in a salesperson’s arsenal of procedures and techniques. Questions require a prospect to participate actively in the sale. Questions help us learn the prospects hidden wants and needs. Questions give us time to gain lost composure.
We must become excellent question askers and effective listeners. The Five Buying Motivators: How to Convert a Prospect Every TimePeople will buy from people they like and people they trust. In order to buy there must be motivators.
There are 5 buying motivators and those motivators are:
1. To make money
2. To save money
3. To save time
4. To increase convenience
5. To increase their competitive edge How to Make Money & Double Your Income in 90 DaysA very rich man once told me that it’s not all about the money. My response was “that’s easy for you to say. You have the money.”
He then went on to explain the difference between value and money.
Before we get into that, let me explain: Business Networking Rules: The Shoulds and Should Not’sThree things to consider when networking:
1. Over 80% of employers hire as a result of networking.
2. People do business with people they know, trust and like.
3. Success lies in knowing people however it’s not who you know but who knows you.
Rules for Networking: How to Find a Job through NetworkingTips and Rules for a Successful Networker:
There are many ways to find a job but by far the most effective way is through networking. Over 80% of employers hire as a result of networking.
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