Without marketing you would not have prospects or leads to follow up with, but yet without a good sales technique and strategy your closing rate may depress you.  Ready yourself to master selling to affluent clients with the last steps of my Sales Mastery for Marketing to MillionairesÔ Blueprint System checklist:

Assemble your sales support tools – Are your tools setting you up for success?  At very least you need a sales kit which is a package of information that talks about your product offerings.

Get in the right mindset – Remember – You are the Expert.  Focus on the solving the prospects problems, not on closing the sale.  So the choice is really yours – you get to decide what type of salesperson you want to be. At the end of the day we all buy the things we need from the people we like and trust.

Make the calls – Now it is time to pick up the phone.

In today’s business climate, there are more hurdles and challenges to obtaining and keeping clients than ever. To obtain and keep clients in this market, businesses need to get “back to basics.” To get back to basics in regards to sales, we must re-establish the fundamental approach of selling. Sales Is a Science – there are methods and processes that if put into practice on a consistent basis will lead to increased business, even in the most challenging of economies.

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In this transitioning economy where many entrepreneurs relied on mass online marketing methods, most are starting to see their revenues plummet.  The reason is simple!  Marketing is not intended to do sales. Without marketing you would not have prospects or leads to follow up with, but yet without a good sales technique and strategy your closing rate may depress you.  Here are 2 more steps to get started mastering sales to the affluent:

Prepare your database – Database sounds like a big and scary word doesn’t it? It’s really not. A database is just the place where you keep track of who, why and when you are going to call people. The best thing is that you don’t even have to know anything about technology to have one. Just use the tools that came with your computer, or sign up for one online, or buy a basic package. It’s not rocket science and anyone can do it.

Prepare your scripts including being prepared to overcome objections – It is often a misunderstanding that people think they need some sort of elaborate script. Simple scripts are always best. You are not the only person calling so you need to be quick and to the point. Step back for a moment and think about the people who call you… how does a lengthy presentation script feel on your end of the phone? Do you even listen or just wait until the end and say politely “I’m not interested.”

Scripts need three basic ingredients:

1. Who are you
2. Why are you calling
3. What is the action you want them to take

Yes, it is really that simple.

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Merry Christmas!!  During this special season of joy and giving, I would like to take the opportunity to extend my heartfelt gratitude to these Platinum Elite clients.   I feel so honored to walk this amazing path with you.  You are my inspiration.  Cheers to 2010!!!

Felice Keller specializes in transforming any occasion into an extraordinary one through music. Her company, Felice Keller Productions brings together hit songwriters for everyone from Taylor Swift and Faith Hill to Jimmy Buffet and even Frank Sinatra to write original, custom songs for you. These songs can be featured at your most special events, such as weddings, celebrations, even key business seminars, to make them exquisite and unforgettable. FKP finds the perfect songwriters to create your song, books the best artist to record/perform it, and even provides chic take-away music favors to ensure the soundtrack of your day lives on. So…what’s your song? For more information see http://www.felicekeller.com, call 818-424-SONG (7664), or find Felice on Facebook or Twitter.

Erin Ferrree of Elf Designs helps your small business’s brand stand out from the competition. The marketplace is crowded with companies trying to get attention. Rise above the crowd with a simple 3-step plan: Define your brand story, design your brand to communicate that story, and then create consistent printed and online marketing materials to extend your message. This will help you connect with your best customers. Learn more at: www.elf-design.com -  Twitter: elfdesign – Facebook: http://www.facebook.com/erin.ferree

Beth Schneider of Process Prodigy has helped hundreds of business owners like you get back on track so they’re working less, feeling less stress and… making tons more money. Process Prodigy is a group of highly sought after, internationally known systems experts that work exclusively with small businesses. They show small business CEOs like you how to streamline your business so that you can work less, make more money and create Outrageously Effective Systems in your own business. They have a client list that reads like a Who’s Who of the small business world – it’s not uncommon for their clients to see income increases of 6-figures or more.  www.processprodigy.com

Robert Finkelstein works as a Virtual Chief Operations Officer with a select clientele of speakers who are not quite ready for or not currently in need of a full time COO. His focus as the COO is on operations management, which means he is responsible for the development, design, operation, and improvement of the systems and strategies that create and deliver your company’s products and services. Email him at: robert@robertfinkelstein.com or visit: www.robertfinkelstein.com

Doctors Kulreet and Sandeep Chaudhary of Wellspring Health knows that perfect health begins with a perfect partnership between you and your physician.  They also know that the answer to illness does not lie within a pill.  That is why Wellspring Health created a unique experience in medicine that uses the knowledge of health—through diet, exercise, daily routine, and stress management—in addition to the advances available through modern medicine.  They will design a tailored health plan for you that takes into consideration all of your individual needs.  As you change, so do their recommendations.  They help you attain all of your health goals, one step at a time. For more information, visit: www.wellspringhealth.net

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