Prospects & Selling Joe da Silva | Speaker | Trainer

WORDS, DO WE NEED TO CHANGE THEM?

by Joe da SilvaNovember 27, 2016August 12, 2017Leave a comment

Communication starts with someone uttering a single word. Usually, this would cause the other person to respond, again using words. However, as we all know, the words used have a lot of power. Words can hurt, bring joy and inspire. There is no business in this world that exists without the use of words to start it, continue it and yes, even end it.

The words we use in that business can make it successful or not. Which words are you using to make sure that there is a desirable outcome for all involved? After all, ‘words are free, it’s how you use them that may cost you.’

HARNESS THE POWER OF OTHERS

by Joe da SilvaNovember 13, 2016July 5, 2017Leave a comment

There is nothing more powerful that the thought of another human being and yet, we do not harness that power to help us in the process towards our ultimate goals and success in our businesses.

I have been informed by a lot of my clients that what they would like to achieve is a level of value in their business, that if seen by a potential client, they would be convinced to work with them. They want to know what they can do to achieve this quicker and easier than how they have been currently doing it. There is a complete look of bewilderment when I tell them: “Absolutely nothing.”

… businesses are not using the easiest, fastest and best way to build the value…

You know that you provide a great product and/or service. You also know that you are a leader and expert in providing that service and/or product; however, you are not the person that can convince anyone else the value that you can bring to the table for them. That job is left to those happy, satisfied and content clients that use your product and/or service. The challenge that I see over and over again is that businesses are not using the easiest, fastest and best way to build the value in their businesses.

What am I trying to get at? Testimonials! Even though you can build the value of your business by yourself, there is nothing that builds that value quicker, more efficiently or with more certainty, than a testimonial. These are people that are willing to tell the world just how great you really are. If you say it, others may consider it as you are ‘pushing’ your product or service. However, if others say exactly the same thing, then there is a ‘pulling’ through the process. You are not bragging or being ‘full of yourself’. You are letting others say just how ‘great’ you are. There is a big difference.

There seems to be a question about how one gets others to talk about us and give us those valuable testimonials. Here is a thought, simply ask.

It really is that simple. If you know that you have provided a valuable product or service to someone, simply ask if they would be able to provide you with a testimonial about their experience in dealing with you. You will be quite surprised how quickly they not only do it but how flattering the words they use are. The next step is to make sure you have them handy and to take those testimonials and apply them to your marketing and campaigns.

My brochure is made up of over 50% testimonials and the remainder is about the programs and services that I offer along with my bio. Clients that I have gotten as a result of the brochure tell me that it was because of the testimonials that they decided to work with me. I have testimonials on all of my main social media platforms, as well a complete page on my website dedicated to those that tell the world what I have actually done for them.

When my clients get asked by prospects why they should buy their products or service, they are trained to say: “I am not saying that you should. However, here are some that have and their experiences.”

Why speak for yourself when others can do a much better job.

IT MAY NOT BE YOUR PRODUCT OR YOUR SERVICE.

by Joe da SilvaOctober 2, 2016July 22, 2017Leave a comment

You have a great product/service, of course you do, or why else would you be selling the product/service, but for some reason, you have been unable to get the traction that you thought you would have and you are now questioning whether it is really a good product/service. It may not be your product/service; it may be you.

THE TRUE FOLLOW-UP

by Joe da SilvaSeptember 18, 2016October 13, 20171 Comment

Michelle Moore of Selling Simplified said: “Not following up with your prospect is the same as filling up your bathtub without first putting the stopper in the drain.” I, however, would like to explore what I consider as the real ‘true’ follow-up.

IS IT TOO GOOD TO BE TRUE?

by Joe da SilvaSeptember 25, 2015July 9, 2017Leave a comment

I was working with a client that was upset that there was a brand new competitor in his market offering an alternative to what he sells at a price that would put him out of business if he were to price match. The truth is, if you get into a price war, it becomes a race to the bottom which is a race no one should ever want to win. Therefore, what kind of strategy can one use to battle the price war?

Read More “IS IT TOO GOOD TO BE TRUE?”

WHO CLOSES?

by Joe da SilvaAugust 24, 2015December 14, 2017Leave a comment

While at a networking event, the discussion led to the question of ‘the close’. I listened intently to the different ideas presented by everyone I thought to myself that I was somehow transported back in time to 15 or 20 years ago. Some of the suggestions were outdated, in that they all focused on the salesperson’s needs and wishes and really had nothing to do with the client. When it was my turn to share, I could not hold back and I asked if they had actually heard themselves?