Welcome to BobOros.com...
newsletter | blog | contact
Are you fed up? Are you tired of laying awake at night worrying about sales? Are you ready to hunt down the big clients, outsell the competition, earn the big commissions and stop living in fear of rejection, increasing prices and economic conditions?
If your answer is yes, NOW is the time to remove the self imposed restrictions and limitations!
There are two kinds of sales people
HUNTERS and SCAVENGERS. HUNTERS have the WILL AND SKILL TO SUCCEED. SCAVENGERS live on the crumbs left over by competitors!
Improve 4% in each of the 13 areas and your overall improvement will be 52%.
1 Define what you want and go after it.
2 Earn respect no more comfort zone.
3 Help customers build their business.
4 Be enthusiastic get things done now.
5 Remove restrictions and limitations.
6 Keep going and never give up.
7 Get big results by setting big goals.
8 Ask questions that make the sale.
9 Get attention with irresistible offers.
10 Give reasons why they should buy.
11 Remove every roadblock to the sale.
12 Ask for the order and get paid.
13 Remove all hope for competitors.
These skills will improve your attitude towards selling and catapult you to success!
You might be complaining that it's hard or difficult when customers are not buying. Here's what Admiral Ernest J King, US Navy, had to say: "DIFFICULT is the name given to things which it is our business to overcome."
Overcoming difficulties means moving towards what you want with the attitude of a winner and taking for granted that you will get it. If you don't have a clearly defined objective and are not consistently moving towards your goals with a positive, aggressive attitude start working on...
#1 ATTITUDE: Define what you want and go after it.
You might be complaining that the competitor has all the business and customers are not interested in anything new. The reason customers are not interested is because you haven't earned the respect and trust of your customers by being an expert in your business. You have let yourself slip into the comfort zone. If that's the case start working on...
#2 SELF RESPECT: Step out of the comfort zone.
Here's what General Alexander Patch had to say about stepping out of the comfort zone...
"History is full of success stories about leaders who have dared to do things which their opponents would never dream of doing."
Running scared is NOT the way to do business today!
General George Patton, US Army, knew the attitude of a HUNTER when he said: "It's the cold glitter in the attacker's eye not the point of the questing bayonet that breaks the line."
Do you have the "cold glitter" in your eye? Are you determined to have the best year for you and your family?
Have you taken the oath to "Do or Die" in your sales territory? Have you taken the oath to not only maintain but to advance, to capture new accounts and to grow your sales? If not, start working on...
#3 SERVICE: Help customers build their business!
If you are waiting for a lucky break, here's what Napoleon Bonaparte, French Emperor, had to say about luck:
"I base my calculations and actions on the expectation that luck will be against me."
You will learn powerful selling techniques that will result in more sales, more profits, new customers, better contracts and a level of confidence you never thought possible.
These skills will improve your attitude towards selling and catapult you to success!
If you are not excited about your opportunities and challenges, start working on...
#4 URGENCY: Be enthusiastic get things done now!
Don't wait until it’s too late and your customers are under attack from your competitors. If you are not aggressively going after new business start working on...
#5 CONFIDENCE: Remove restrictions and limitations!
General Douglas MacArthur, US Army, knew the cause of failure in two words: "The history of failure in war can be summed up in two words: too late. Too late in comprehending the deadly purpose of a potential enemy; too late in realizing the mortal danger; too late in preparedness; too late in uniting all possible forces for resistance; too late in training our troops."
NOW is the time to make sure you know your trade!
NOW is the time to make sure you are motivated!
NOW is the time to aggressively go after new business!
Do you lack the necessary PERSISTENCE to keep going and never give up? If your answer is yes, start working on...
#6 PERSISTENCE: Keep going and never give up.
When youl face an impossible task it should not stop you, it should bring out the best in you.
Here's what General George C. Marshall, US Army, has to say about persistence:
"Campaigns and battles are nothing but a long series of difficulties to be overcome. The lack of equipment, the lack of food, the lack of this or that; the real soldier displays his or her quality in triumphs by being persistent, however great the adversity may be."
Customers are NEVER buying, they have to be SOLD!
Everything can change in a minute! Most sales people are "one large lost account" from extinction! Don't wait until it's too late. Start working on...
#7 PLANNING. Get big results by setting big goals!
"In war nothing is achieved except by calculation. Everything that is not soundly planned in its details yields no result." Napoleon Bonaparte, French Emperor
If you are not getting past first base with your customers perhaps it's because you talk too much and don't get the needed information about your customers. If this sounds like what is happening to you start working on...
#8 QUESTIONS: Ask questions that make the sale.
When you discover how to ask a very powerful question your customers will give you every detail needed to close the sale. Another question removes all fear of rejection so you can call on the big customers without hesitation.
What are those two questions? You will discover them plus much more during the 90 minute sales meeting.
Selling is not for the timid! A PERSON WITH THE WILL AND SKILL TO SUCCEED will hunt down every profitable prospect and turn them into clients - while SCAVENGERS live on what’s left over.
Are you still using these weak openings?
"Do you NEED anything?" Translation: Are there any crumbs left over from a real sales person who has been here?
"I am sorry for interrupting." Translation: I really don't amount to much - you are much more important than I am. I am just a doormat waiting for someone to wipe their feet on me.
"I know you are busy." Translation: I really don't have any respect for you or your time - you are a busy and important person and I am intruding in you day.
"I was in the neighborhood." Translation: I am not very organized - I simply drift through my day from neighborhood to neighborhood making random calls on people and waste their time.
"I wanted to stop by and introduce myself." Translation: I am really not ambitious enough to have done some homework about you so I guess I will tell you all about ME.
If any of the above sound familiar, start working on...
#9 Get attention with an irresistible offer!
To grow your sales and profits takes a determined, aggressive attitude. Selling in today’s environment or ANY environment is not for the person who is only half decided they are going to be their best.
If your customers are not leaning forward listening to every word, start working on...
#10 PRESENTING: Give reasons why they should buy!
"I don’t care about anything but price."
"Your competitor is a lot cheaper than you."
"Your prices have always been too high."
If you believe that price is the only thing customers are interested in, start working on...
#11 OBJECTIONS: Remove every roadblock to the sale.
If you don't CLOSE you're not selling!
If you are not closing new business start working on...
#12 CLOSING: Ask for the order and get paid!
... close by asking for everything you deserve.
... don't be embarrassed to ask for the order.
... don't fear calling on the big customers.
... don't worry about being too aggressive.
... don't be immobilized by your own timidity.
... don't have negative thoughts of failure.
Are you following up in a way that keeps customers coming back again? Do you have such a solid relationship with your customers that the competition doesn't know what to do? If not start working on...
#13 FOLLOW UP: Remove all hope for competitors
Your follow up should be done so well your customers will KNOW they can count on you to take care of every detail.
Good follow up makes the process of the sale an enjoyable experience for your customer and should start the moment the initial contact is made.
THE PROBLEM: In our fast paced business and personal life today it has become increasingly difficult to set aside time for self development and improving your skills.
With every spare minute taken up by logging on to Facebook, following people on Twitter, responding to text messages and emails and constantly talking on a cell phone, there seems to be very little time left for learning new skills. Even the quiet time behind the wheel of your car is no longer available with satellite radio and cell phone coverage in every corner of the country.
THE SOLUTION: By focusing on one skill per week and improving it just 4%, you will have an overall improvement of 52% in 13 weeks. Those are results most people only dream about.
The Battle for Your Business is About to Begin
Growth is NOT an option! Sales increases are imperative and that growth MUST come from a competitor!
NOW is the time to make sure your sales people are motivated, hungry and aggressive. NOW is the time to build a wall around every account. Now is the time to contact me about a DOMINATE YOUR MARKET PRESENTATION at your next sales meeting.
"It is fatal to enter any war without the will to win it." Gen. Douglas MacArthur
Individual eBooks 1.99 each - printed books 7.00 each
3 - Help customers build their business. Your primary goal is to help your customers become more successful. You are not just selling products and services they can buy from any competitor; you will learn how to sell them ideas, consulting services and your personal services.
4 - Be enthusiastic get things done. You will learn how to have a sense of urgency that is as fast as a bolt of lightening. When you receive an emergency call from a customer you will discover how to immediately respond with massive action and a whatever-it-takes approach to solve the problem.
5 - Remove restrictions and limitations. Your confidence will skyrocket when you learn how to remove the self imposed restrictions and limitations that keep you from accomplishing all you can. Your goal will be to become a highly skilled sales professional. You will discover how to make a total commitment and it will be reflected in every action you take and every task you perform.
6 - Keep going and never give up. Your persistence will come from being committed to your goals and your willingness to keep going when everyone else would give up. You will learn how to face an impossible task and not let it stop you, but rather it will bring out the best in you.
PS: On the back cover of each printed book is a carefully worded affirmation. All you have to do is carry the book with you, or set it on your desk, and read the affirmation at odd moments during the day. You will be amazed at the progress you will make!