For small to medium sized business owners it’s, “We just can’t compete with the big guys on price.”

The perception in the market place is that people are shopping on price alone.

But in reality, the only reason your customer asks the price up front is because that is what we as business owners have trained them to do.

How many times have you rung or gone into a business not really knowing what model, style, color or features you were looking for and purely asked for the price?

At this point did the sales person come back with, “that is 29.95,” or did they ask you some questions about what you were looking to use the product/service for?

In this instance let’s say it is a kettle.

Now … in most people’s eyes a kettle is a kettle; but, in reality, they have many different features and offer many different benefits.

So what if the sales person simply said to you when you inquired about price:

“Just so I can help you best … is it okay if I ask you a couple of questions about the kettle you are looking for?”

Would you have answered yes?

The sales person could then ask questions like:

“Are you looking to replace an existing kettle or is it a gift for someone?”

“Do you regularly use your kettle or is it rarely used?”

“Would you like a kettle with a quick boiling time?”

“Have you seen the cordless options that are available?”

“Are you looking for something to match your kitchen?”

“So what color are you looking for?”

“Is it important that it has an automatic cut off when the kettle is boiled?”

“Are you after a stove-top option, or an electric kettle?”

“Kettles come in different cup capacity; do you require 10 cup capacity or is 5 a better size for you?”

From these questions, the customer gets the idea that the sales person is genuinely interested in their needs and the salesperson is able to offer options in the most suitable kettles for their needs.

The price is therefore negated. It is just a matter of now asking the customer to buy.

A good salesperson would then ask:

“Well, based on what we have just spoken about there are two options to choose from, model X and model Y, which one suits you best? Great, I can either put that away for now or I can process it on credit card for you and have it delivered to you tomorrow – which do you prefer?”

If the option is credit card ask “which credit card is it easiest to process that on?” and make sure the prospect is aware there will be a delivery charge of x amount.

If the option they choose is to have it put away, this gives the sales person the opportunity to get the customer’s name and contact details.

If the customer chooses this option make sure the sales person gets a time frame for them to pick the item up. Be definite with the infinite. If the customer is in your business the sales person then simply takes them to the point of sale terminal and transacts the sale.

This example was based on a kettle, a relatively small dollar item.

So how does this apply to your business? This process works equally well on cars, houses, furniture, service based businesses and any other product (including, actually, funeral homes!).

You just need to work out what your customers are actually looking for when they ask for the price, and what’s most important to them in their buying decision!

This is just a sample of how we can work with you and your business to help boost your sales.

So when you’re ready to “take the next step” in your company, contact an ActionCOACH in your area.

Nicknamed the Stevie® for the Greek word “crowned,” the awards will be presented to honorees at The 8th Annual International Business Awards on Tuesday, 11 October in the Emirates Palace Hotel in Abu Dhabi, United Arab Emirates.

This is not the first time ActionCOACH has been honored by the Stevies this year, as the company earned Company of the Year – Business Services, at the American Business Awards earlier this year.

Complete lists of honorees and other details are available at www.stevieawards.com/iba

ActionCOACH is the world’s number one business coaching and executive coaching firm, with more than 1,000 offices in 39 countries, coaching more than 15,000 businesses every week.

 This is the position Beaver Trees and Landscaping was in as natural disasters affected their home of Christchurch, New Zealand.

Despite the challenges in the region, Beaver Trees and Landscaping was able to have its best year ever in 2010, which led to the company winning the 2011 Business Excellence Award for Best Overall Company under 50 employees at the Fontainebleau Hotel in Miami, Florida.

Over the past year, Beaver Trees has increased overall sales to more than $1,000,000 for the first time in company history. This accomplishment is even more exceptional considering the state of the economy and a number of natural disasters in this company’s home country.

“This is a very emotional win and an extraordinary journey these past 5 years,” Beaver Trees owner Bryce Robb said. “Many thanks to my ActionCOACH Business Coach, Bruce Wilson. Of course I want to give a big thank you to my wife. This is just the start of this journey.”

The Business Excellence Forum and Awards are sponsored by the world’s number one business coaching firm, ActionCOACH.

ActionCOACH now serves companies and business owners in 39 countries, and coaches more than 15,000 businesses every week.

For more information visit BEF2011.com.

The winners received the gold Business Excellence Awards statuette, surrounded by more than 150 attendees, including ActionCOACH Business Coaches and business owners from around the world.

2011 Business Excellence Award Winners

The winners included Christchurch-based Beaver Trees and Landscaping, owned by Bryce Robb.

The complete roster of winners is listed below:

Best Overall Company (Under 10)
Stice Drywall (Edmonton, Alberta) – Owner, Vern Stice

Best Overall Company (Under 50)
Beaver Trees and Landscaping (Christchruch, New Zealand) – Owner, Bryce Robb

Best Overall Company (Under 500)
Scott Fischer Enterprises (Ft. Myers, Florida) – Owner, J. Scott Fischer

Fastest Growing Company (Under 10)
Opp Family Chiropractic (St. Francis, Minnesota) – Owners, Dr. Brian and Dr. Cindy Opp

Fastest Growing Company (Under 50)
Chase Roofing and Contracting (Cooper City, Florida) – Owner, Tamara Chase

Fastest Growing Company (Under 500)
Australian Pressure Testing Services (Henderson, Western Australia) – Owner, Paul Newbound

Entrepreneur of the Year
Michael J. Caputi, Epoxytec (West Park, Florida)

Best Service Based Results
ACF Consulting (Trinity, Florida) – Owner, Adam Ford

Best Manufacturer/Wholesaler
MIC Foods (Miami, Florida) – Owner, Alfredo Lardizabal

Best Retailer
Columbus Car Audio and Accessories (Columbus, Ohio) – Owner, Todd Hays

Most Community Impact
In 2 Motion (North Richmond, New South Wales, Australia) – Owner, Jason Pilgrim

Best Turnaround Company
Luxury for the Home (Houston, Texas) – Owner, Leslie Hassler

Most Innovative Company
Nova Data Testing (Yulee, Florida) – Owner, John Taylor

Best Customer Service Results
Gonzalez and Goetz (Ft. Lauderdale, Florida) – Owners, David Goetz and Lisa Gonzalez-Goetz

Best Start-Up
Source88 (St. Petersburg, Florida) – Owner, Lindsey Jarrell

Young Entrepreneur (35 and younger)
Neitra Blair, owner of Organizing Lifestyles (Houston, Texas)

The Business Excellence Awards are sponsored by ActionCOACH, the world’s number one business coaching firm. For more information on the awards, visit bef2011.com .

The Business Excellence Awards honor the “best of the best” results in small and medium sized businesses from around the world.

To enter companies your own company into the “Best Overall Company” category, simply visit:

Request your entry form

… to request a download for entry into the awards.

The Best Overall Company category recognizes companies that demonstrate exceptional “best practices” that lead to outstanding results year-over-year.

There are (4) separate categories to enter for consideration:
A1. Less than 10 employees
A2. Less than 50 employees
A3. Less than 100 employees
A4. Less than 500 employees

Winning companies will receive a 2011 Business Excellence trophy for the category, as well as local and national publicity for the company’s business accomplishments.

Additional categories for this year’s awards ceremony include:  Best Turnaround Company; Most Improved Company; Best Customer Service; Best eBusiness and Entrepreneur of the Year.

In addition to the awards ceremony, the Business Excellence Forum will feature some of the finest speakers in the world of business, including Les Brown and ActionCOACH Founder, Chairman and President Brad Sugars.

Attendees will also have the opportunity to attend a number of workshops, breakout sessions and networking events.

Deadline for entries is June 30, 2011.

To learn more about the 2011 Business Excellence Forum, go to:

“Best Overall Company” Entry Request

For more information about the 2011 Business Excellence Forum, visit:

Registration Information

ActionCOACH is the world’s number one business coaching and executive coaching firm, with more than 1,000 offices in 32 countries.

After all, it’s easier in most cases to start cutting costs than growing income.

However, it’s rare for a company to “cut its way” to success.

Grow your New Zealand-based business by growing profits, not reducing costs

A better strategy is to focus on growth, both in terms of growth in turnover and in profits.

Focus on profits first.

Where can you raise your profit margins?

Where can you raise your prices?

Go back to your CURRENT customer base with packages and deals BEFORE you start chasing new customers.

Why?

Especially if you don’t know your “numbers” in terms of customer acquisition costs or your prospect to customer conversion rate, you’re better going after current or previous customers, because a new customer probably won’t be profitable for you until a fifth or sixth purchase.

One great way to get a jump-start on profit growth is to find out what your most successfully selling product is, then raise your price on that product.

Then, find ways to reduce costs.

Then, start to find ways to increase your margins on other products or services in your business.

You’ll soon find it’s easy, fun (and yes, profitable!) to go through this process in every aspect of your operations.

Because once you really learn how to grow your business, it’s a skill you will always have to continue to grow your current company, and any business you may have in the future.

One of the upcoming awards competitions that can showcase your company’s accomplishments are the 2011 Business Excellence Awards, which will be presented on August 20, 2011 at the conclusion of the 2011 Business Excellence Forum.

It’s very easy to enter … just visit:

Business Excellence Awards …

… where you can enter your company’s information and receive an email with a link to the downloadable entry form.

You can choose to enter in any of (13) separate categories, including:

1) Entrepreneur of the Year
2) Best Retailer
3) Best Service Based
4) Best Turnaround Company
5) Most Innovative Company
6) Best Manufacturer/Wholesaler
7) Best eBusiness

In addition to the “Most Community Impact” category, other options include:
9) Best Customer Service Results
10) Best Start-up
11) Young Entrepreneur (35 and younger)

12) Fastest Growing Company
a.  Less than 10 employees
b.  Less than 50 employees
c.  Less than 100 employees
d.  Less than 500 employees

13) Best Overall Company
a.  Less than 10 employees
b.  Less than 50 employees
c.  Less than 100 employees
d.  Less than 500 employees

All winners receive their own trophy, as well as local and national publicity for their achievements.

Deadline for entries for the 2011 Business Excellence Awards is June 30, 2011, and while that seems like a long way off, that date will be here before we know it.

So visit:

Business Excellence Awards …

… and enter your company today!

They can reduce your hours and stress by getting average people to do a great job…sound fantastic? Well, it is easy once you know a couple of tricks…

Here’s 3 “Tricks of the Trade” for Creating Systems

1. Work until it becomes simple
If the system is complex, then keep working! When you really understand something, and present it well, it will become simple. For example, written procedures can often be clarified by presenting them as checklists or tables.

2. Only write systems that make money (or reduce a big risk)
We are not the government and not in the business of creating manuals, so only create a system if it simplifies a task, improves quality, or speeds up a service. This will keep you focused. Forget your big company or corporate experience of many volumes that mainly gather dust. Rather, the trick is to start small and let it grow with time.

3. Make sure your precious systems are being used
As you create systems, build into them monitoring systems, so that at a glance you can see if they are being used. Changing the culture of your company takes time and there will be failures. Even when the culture has changed, it needs to be maintained; your monitoring systems will do of this for you.

 4. Make sure your team members knows the positions they play
Unfortunately, it is normal for most team members to disagree on what needs to be done while at the same time believing everyone knows their job roles. Clear written and agreed upon roles will remove the need for 75% of systems. So start here.

By now you truly understand the best systems look very unimpressive… the genius is getting them to look that way.

The ActionCOACH Official “Cheat List” of Popular Systems…
If you do not know them or when to use them ask an ActionCOACH business coach for details …

• Checklist – tear off pad
• Checklist – laminated cards
• Checklists –numbered in sequence
• Checklists – memorize with acronym
• Quick Contact lists
• Job or Quote Pads
• Position Contracts
• Standard letters
• Team “Code of Honor”
• Performance Standards
• Meeting minutes
• Procedure manual using photographs
• Procedure manual using videos
• Weekly or Job Budgets
• Wall Signs & Instruction labels
• Test & Measure Sheets
• Survey your competitors for ideas…

When you can run your business working a three-day week and your team can create systems for you … then you can really say you understand this topic!

All the best,
Your “Business Help” Team at ActionCOACH

Goals
Without clearly defined goals, measured over a specific time frame, you will achieve very little.

When setting your goals consider your income, lifestyle and requirements.

First aim to improve your last years’ income by a specific amount, or, if you are new to sales, aim to achieve as close to the top sales person in your team as you can.

Prospecting
The level of success achieved by salespeople will always be determined by the number of customers self generated, that is other than floor traffic or telephone enquiries generated by your advertising.

Put a system in place to regularly find new customers from referrals, past customers etc.

Build up your database of loyal customers that you can sell time after time.

Qualifying
Qualifying is the factor, which has the greatest impact on the management of your time. You have to become skilled in sorting prospects.

The greatest stress in your career will come from working with unqualified prospects, be it someone who refuses to buy at a fantastic price or someone who is not ready, willing and able to buy at all.

The Sales Process
The key to a successful sale is the ability to build rapport and trust with each customer.

Meet, greet and build rapport, settle them on a model, garment or product to demonstrate. All the time check by asking trial closing questions, then ask for their business.

Remember to sell the benefits of your product speaking in their own linguistic modality.

For example, talking to an auditory person about a car engine you would say: “Listen to that engine, doesn’t it sound great?”… or to a visual person your could say, “You see how smooth that engine is”…

Follow up
This is the first step to the next sale to your customer or to obtaining referrals from them …

First a thank you letter, then a 7 day follow up call followed by a call at least every 9 days.

This will ensure a steady stream of referrals … All you have to do is ask.

Remember …

Do what you most fear to do, and you will have the results you most want to have …

All the best!
The “Business Help” Team at ActionCOACH

We’ve heard just about every excuse as to why scripts won’t work; but, as we wean our clients onto the idea and they see their bottom line increasing, converts are made.

Here’s how to get started.

The four main areas to consider when writing a script are:

a) Target Market – be very clear who you’re trying to reach.
b) Process – some of the more expensive products and services may require several steps before a sale is made.
c) Urgency – you must give people a reason to act now.
d) ”You” Focus – your script needs to be focused towards the customer.

Within the script itself you then need to look at:

a) Greeting – Get this right as it will set the tone for what follows.
b) Outline the reason for your call/visit and get permission to continue – e.g. “Would it be OK if I outlined the reason for my call today?” This step applies when you’re the one making the first contact.
c) Ask open-ended questions – you must ask questions that can’t be answered by yes or no.
d) Get agreement – you need to get feedback from the customer. Ask rhetorical questions that will get them to say yes – e.g. “So it sounds like you’d benefit from A, B and C, that’s pretty good, isn’t it?”
e) Deal with objections – this is part of the process! Get the customer to elaborate, acknowledge that what they’re saying is true for them at the time and then come up with your standard replies to known objections.
f) Close and take the next step – “Would you like to pay by check or credit card?”
g) Use transition phrases/temperature checking phrases like, “How does this fit with what you had in mind?,” “So from what I understand, you want A, B and C. Is there anything else?”

You will end up with a script that is really effective as a sales tool.

More importantly, your entire team will have a framework to follow, which means your customers will be treated in a like-minded fashion regardless of who speaks to them.

This, in turn, enhances the perception of excellent customer service.

An added bonus (if you needed another one), is that any new team member will be productive much more quickly.

So go make it happen!

All the best,
Your “Business Help” Team at ActionCOACH