If you’re familiar with salespeople, you’ll often hear the phrase, “ABC.”  For those unfamiliar, it stands for “Always be closing.”  No matter what you’re doing, you want to be closing deals all of the time.  This line of thinking can be transferred to the world of communications.  Whenever you present your company to others, you want to be selling it, even if there is nothing for sale.

This is where your corporate blog can help.  No, I am not recommending using this medium to actually sell items.  In fact, I think taking a more personal or outside of the box perspective is better.  When you write on your corporate blog, write about something of meaning to you that will ring true with your readers.  However, you need to find a subtle way to bring the topic back to why your company is fabulous.

Each business is different, so there is no one perfect way to issue that reminder.  If you’re a publishing company, a reference to a particular article that pertains to the topic is a good sale.  If you manufacture a product that is aligned with the topic of the article, a gentle reference to your product would work.  (But do not turn the blog post into an ad, “Whoozeewhatzees- only $4.99!)

Everyone is a salesperson.  So, when you are writing on your corporate blog, remember your ABCs.

About the author: Michele Pesula Kuegler is founder and CEO of Wasabi Media Group.

Sadly, nearly every time, these types of partnerships rarely produce fruit.  One of two things happen:

1. Big companies move slow, so the deal takes too long to get executed.
2. Big companies have a lot of things going on, so even if you get a deal signed, it is nearly impossible to keep their attention.

You always have to remember that partnership deals have to be an equal win for both parties.  If you are looking to get sales from a partnership, you have to be delivering something of equal value to the partnership.  You can’t just hope what you offer is valuable.  You have to be able to quantify how you are adding value to the partnership.

Remember the simple acronym, WIIIFM : What Is In It For Me?  That is what the partner company is asking itself, so you better have a great answer for them.

As you qualify what you are after, only some prospects will proceed through the sales funnel.  Further meetings take place with proposals, presentations, and meeting the management team.  Negotiation applies to both selling and acquiring a better package for the job. Only when you qualify will you find the better match and hear either Yes! Or HIRED!

The missing piece from strict analytics is recognizing upfront whether you will enjoy working with the people involved and if they are telling the truth.  However, when you utilize all of your six senses, then you will have a good feel for whether this will be a sound relationship.

Ask yourself these questions:  What are your talents, passions, and who are the people with whom you prefer to work?  Where will you draw the line to say to yourself, “this is or they are unacceptable?”  Remaining true to who you are and paying attention to your inner thoughts develops your brand.  Living your truth also brings greater respect and serves to attract the right people into your life.

While a numbers game is involved in most efforts, it is the relationships you form that most often make the sale.  To build successful relationships, you must pay attention to that feeling you get when you first meet someone.  When you receive a negative vibe, it’s very difficult to build a sound relationship.  In terms of working with a new boss or client, you may be sorry you took the job.

Your better game plan is to combine both techniques of using analytics as well as the sensory side of your brain to measure where you stand.  You will be far more inclined to have an accurate picture at your disposal.  When everything measures up to your satisfaction your odds for being successful will increase dramatically.

Using the left and right side of your brain will lead you to the Smooth Sale!

About the author: Elinor Stutz, CEO of Smooth Sale, LLC authored the International Best-Selling book,“Nice Girls DO Get the Sale: Relationship Building That Gets Results”and “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”.  Elinor provides team sales training, private coaching and highly acclaimed keynotes for conferences.

My simple truth is: it is not the client’s responsibility to understand the learning curve – it is yours.  Once you understand everything that can possibly go wrong, you then have the formula for executing properly the next time around.  You will do so much damage by asking for extra money for the added hours spent that you will be sorry you did.  When you fail to take into account the clients’ perspective and ask for additional money, you anger the client who then proceeds to tell everyone they know just how awful their experience with you turned out.  It will turn off future prospects and prohibit further business.

Consider the learning experience to be worth far more than asking for a couple of hours worth of extra money from your client.  When you explain the extra steps you took on their behalf, deliver calmly and bill according to the original terms, you will have a very satisfied client. Your branding and business development will take off in the right direction.  Your marketing message becomes: “customer service is important to me, as is building long-term relationships with my clientele.”  By taking into account all perspectives of all concerned, you will find the better path to move forward and for everyone to feel as if they have benefitted.

Repeat business, referrals and testimonials will be yours, thereby increasing your brand awareness. This serves to attract larger audiences and more sales.

Paying closer attention to the client’s needs is the hallmark of The Smooth Sale!

About the author: Elinor Stutz, CEO of Smooth Sale, LLC authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”and “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews.”

Where most people go wrong on resumes is too boldly announcing what they will achieve on the job in question should they be hired.  Likewise, some salespeople actually predict they will double their expected quota within 18 months.  A better approach (and more believable one) would be to list previous awards earned.

On the interview, many job applicants make two vital errors:  They simply answer questions vs. the two-way conversation, and, they strictly answer in terms of themselves.  The better approach in this case is to answer in terms of how you will help solve problems the company is facing.  By conducting the required research upfront you are armed with information that allows you to ask insightful questions about the direction the company is taking.  You then have the basis for a two-way conversation.

The next time you have an important meeting — whether for your own business or to interview — take the time to understand the other party and their situation first.  Only then will you know how to communicate what you have to offer to their interests.  Balance the fine line of boldness, keeping your ego in check, with a mindset on professionalism and active interest in the other person.

For salespeople who wish to learn more about this process or entrepreneurs who wish to dynamically grow their business in a shorter period of time, please consider our upcoming business retreat May 4-7.

About the author: Elinor Stutz, CEO of Smooth Sale, LLC authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results” and “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews.” She provides team sales training, private coaching and highly acclaimed keynotes for conferences.

The problem with this philosophy is the hunger for money is in your underlying tone.  You can’t help but convey you are strictly calling to make money.  So instead of encouraging a clientele, you will instead be turning them away.

I find the better approach is to make the same calls with the thought, “Let’s update one another to find out what’s new.” In the friendly approach of continuing to build relationships, my associates are always happy to update me and hear my news, too.  The conversation is relaxed and usually motivates us to actually find ways to help one another.

And when you can laugh together, a true bond is formed.  The human connection will generate more sales or the right job far more frequently than just playing the numbers game.

As job seekers and entrepreneurs, we have so many choices in front of us that sometimes deciding what to do next can be overwhelming. This is when it’s best to find quiet time to reflect on what it is you truly desire. Next, honestly answer whether you wish to pursue everything required to make your new path a success, because success must be in your thoughts prior to undertaking anything.

No one can dictate how you will be happiest. Reflection and vision will provide you the answers. Remaining true to these will enable you to remain true to your brand. And as your brand becomes apparent to everyone, you attract more prospects, clients, and the right job.

Attracting what you desire is what I refer to as the Smooth Sale!

About the author: Elinor Stutz, CEO of Smooth Sale, LLC authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”and “HIRED! How to Use Sales Techniques to Sell Yourself On. Interviews.” She has an upcoming Business Retreat in early May of 2011 — click for more information.

About the Author:

When you are ready to make a sale and questions arise about what’s included in the package, or you receive a job offer letter after a fabulous interview, there is a holding period of time that can be very nerve wracking.  Job seekers and entrepreneurs normally do not negotiate on a regular basis so some become very stressed out.

When you are stressed, it is almost impossible to maintain your level of professionalism, brand identity or build relationships. Your voice, face and writing must all reflect you are in control and will work professionally to the satisfactory conclusion of all concerned.

Companies typically offer the lowest possible compensation they can get away with to still hold your interest in their first offer.  It is up to you to not jump at the offer but use an analytical eye on the offer in order to successfully negotiate. Likewise companies will want to secure your services at the lowest available pricing.  They get away with this ONLY if you allow them to.

Emotions must be left at the door.  There may be 2-3 rounds of negotiation.  You have to hang tight.  Review the company needs, wants and deep down desires. Upon receipt of a low-ball offer, in a friendly manner, remind the hiring company of the benefits you bring.   Add that you are excited about the opportunity and finding a way to move forward together. Nothing more.

Negotiation becomes a waiting game. If the company were to turn you down, “NO” would be immediate.  Understand behind the scenes schedules need to be coordinated to revise the offer.  This can take a couple of weeks.  

Stress Reduction Tips:

1.  Plan a fun weekend with friends

2.  Adapt a positive mindset

3.  Ask someone you love for a hug!

The hug immediately reduces tension and allows you and your nerves to get back on track.  By the time it’s your turn to check in to say you are excited about the opportunity, you will sound relaxed and professional.  Most importantly you will be communicating that you expect a solid offer and that the company will step up to the plate and deliver.  You will soon hear “Yes”or HIRED!

Go ask for that hug now and make it a Smooth Sale!

About the Author:

Upon making a clear case as to the benefits of hiring you or purchasing from you, your worth should already be very clear to the other party.  It is our clear and precise communication that paves the way for a better return on what you negotiate.

1.  Before you tell your qualifications, know through questioning precisely what the other party needs, wants and deeply desires.

2.  After you answer a question, ask if your answer is understood, particularly if it is a complicated question.

3.  Speak to what you were told in terms of the benefits of working with you.

One of the reasons I was so successful in corporate sales is I never hid anything when it came to money.  In fact I discussed money right up front.  My favorite question was, “Is money or service more important to you?”

Of course we all know when it comes to job placement, we are almost never paid our worth.  Therefore negotiation comes into play regarding the entire package being offered.  You must once again review your three lists:  must have, absolutely do not want, and negotiable.

When people hide the topic of price, I feel less trusting. In fact, I’m inclined not to do business when this occurs.  Another entity asked me to contribute big dollars to a project for which I was about to contribute my expertise.  We had been communicating for a month prior with no hint of wanting money from me.  It was only after a long conversation that the other party put in their request and made it sound like an obligation.  I soon declined the “opportunity.” For me it smacked of deceit.

Should you be in need of funds, your best route is to approach your prospect or client with a cheerful smile in your voice and simply state, “The reason I am contacting you today is…” Honesty is always the best policy.

When you approach others such as hiring managers, prospects and clients with the mindset of grace and dignity, you encourage their delivering what you are after.  This is what makes for a very Smooth Sale!

About the Author:

The art of making a sale or getting the job you are after is in the way in which you build trust and confidence in you and the relationship with the person involved.  Think about your first encounter before shaking hands – what will they first notice about you?

• Punctuality
• Smile
• Clothing

Punctuality is listed as #1.  There are two groups of people – those who are punctual or early for an appointment and those who are habitually late.  I’m in the first group and I can tell you waiting for someone to finally show does not make a very good impression.

The bad impression is compounded if you are a job seeker and arrive late for the interview. The hiring manager interprets this as  you not being a team player; your work under deadline will never meet its goals; and the department will suffer.  Be punctual to turn all thoughts into positive ones.  The image you must project is one of the hiring company seeing you on the job and hastening the pace of you hearing HIRED!

Likewise, if you are vying for business, people want to see you arrive on time and eager to “earn” their business.  Earning is something many salespeople are not familiar with – they believe just by talking and demonstrating they know more than their competitors they will get the business.  This is not true. For more information on selling best, turn to Nice Girls DO Get the Sale.

The key to successful selling whether for business, getting a request granted or landing the job you desire, is building trust and confidence in yourseslf.  The process begins with showing up a few minutes early.  The underlying marketing-communication message is that you are interested in the other person or company, not just yourself.  This  contributes to the first overall good impression of you.  Next, you will have to demonstrate an active interest in the other person and the challenges they are facing plus offer insight on helping to find solutions.

Punctuality is the first stance to take that will attract more prospects, clients and the job you desire.  You will then experience increased good word of mouth and sales or become the most desired candidate for the job.

Demonstrate the leader you are and your expertise will shine through leading to a very Smooth Sale!

I am having a great bit of trouble with my boss.

I manage a team of 8 sales people in a high-tech industry.  My team consistently is one of the leading sales groups in our global company and it is a tight group that works well together.

What is the best approach for handling the situation and doing what is best for my own career and the company as a whole.

The answer from the crowd-sourced crew was from Natilady:

Looks like you can play this a few different ways.

Refuse to do as she says:
You could fight your boss on the issue tooth and nail…. and make an enemy in the process. You could refuse to do what she says and set yourself up for a charge of insubordination and a jobless future. If neither of these sounds reasonable, think about it in another way.

As long as the written trail of responsibility leads to her, you have nothing to lose and everything to gain.

The next time you find yourself in a moral tussle with your boss, these approaches may help.