Trusted Advice for Heart Centered Sales and Marketing
 
Would you like to feel really good about your sales and marketing efforts?
Would you like to connect more with your ideal customers to develop
long term, profitable business relationships?

All of this is possible with heart centered sales and marketing because
your emphasis is first on your prospects or customers concerns. Only
after understanding them do you start selling. Interestingly, when
you talk with the right people and show them clearly that you care
about their needs and wants, they will buy if they are ready because you
understand their problem or desired goal -- and they believe you will
take care of them.

When you sell with heart centered, soft sell sales and marketing techniques
you will find selling fun, fulfilling and mutually rewarding. It’s ironic that
looking out for the customer’s interests first produces rewards that go
far beyond just a commission or profit to the satisfaction of connecting
with your customers and feeling good about helping them.

I invite you to join my heart centered community by entering your name
and email address below. This free initial level includes a free subscription
to my email newsletter, "Selling for Fun, Fulfillment and Mutual
Rewards."

Additionally, as a thank you, I will send you my eBook and eCourse,
“9 Steps to Finding Prospects Who Want What You Provide”
(this course is a $47.00 US value):
 
Discover...

•    How the Ideal Customer Profile enables soft sell salespeople
     and marketers to accomplish more with less effort.
•    4 Areas to cover when describing your ideal customer
•    9 Key Steps to fit your message to your prospect's
      interests

The following provides an overview of each of the nine lessons on
how to attract prospects who want what you provide. These chapters
provide tips, steps and insights into how to find and build communities
of people who match your ideal customer profile. Because these
prospects will have a need for what you provide it means you will
make more connections with people who want to buy. You help
customers buy. Your heart-centered customer focus produces
relationships which mean selling becomes fun, fulfilling and
mutually rewarding.

Lesson 1 – How to Find Those Your Solutions Appeal To

• First, consider what you gain from making this effort
• Next, how do you determine who your solutions appeal to?
• Develop a profile or description of your ideal customer
• Indicators of Prospects for Long Lasting Hand Tools
• Use the 80/20 Rule
• Use this Information from Your Ideal Customer Profile
• Apply Your Knowledge of Your Ideal Customer Profile
• Talk to Your Customers
• New Business without Established Customer Base (to talk to)

Lesson 2 – Avoid the trap of thinking that everyone is a customer

• Find the Niche Market to Which You Appeal Most Strongly
• Why You Really Want to Make Sales Calls on Prospects Who Want What You Provide

• Myth: Marketing on the Internet Will Bring Me All the Leads I Need
• No One Sells Everyone so Find the Prospects Who Care

Lesson 3 – Use Your Media and Marketing Efforts to Speak to Their Hottest Concerns

• Apply Your Knowledge of Your Ideal Customer Profile to Recognize Where the Best Places Are to Reach Your Prospects
• You Can Appeal to People Looking for What You Provide
• How to Get Better at Baiting Your Hooks
• Review Questions

Lesson 4 – Use Your Competitors to Improve Your Game

• Aesop Warned about Taking Your Competitive Advantage for Granted
• Innovative Facebook Passes MySpace as “The” Social Networking Site
• Competition Helps Create Overall Awareness of the Need for Our Products and Services
• Competitors Help Us Identify the Niche that Isn’t Being Served Right Now.
• Review Questions – SWOTT
• Now apply what you have learned in this lesson.

Lesson 5 – Paint Your Prospects a Mental Picture of the Benefits

• To Get People to Care, Answer the Unspoken Question
• Features and Functions Fall Flat as Motivators
• The Most Common Mistake Beginning People in Sales & Marketing Make
• Is It a Feature, a Function or a Benefit?
• To Understand Benefits Think About Why People Buy Drills
• Simple Test to See If It’s a Benefit
• How Do You Discover What Your Benefits Are?
• Tips about Using Benefit Statements
• Customer Buy-In Makes the Difference in Satisfaction
• Resources
• Review Questions – Creating and Using Benefits

How to Stand Out in a Cast of Thousands
Lesson 6 – Identify Your Unique Selling Proposition

• A Saturated Marketplace Buries Those Who Aren’t Unique
• New Business Opens in Deep Recession Yet Thrives
• The Key to Rising above the Crowd Is To Be Different
• USPs Can Emphasize Simple Differences,
• What Do Unique Selling Propositions Look Like?

     -    How to Develop Your Unique Selling Proposition
     -    Apply Imaginative Techniques to Discover What You Already Know
     -    Use Your SWOTT Analysis to Gain Insights into Where to Focus Your Efforts    
More than a Mailing List, It’s Your Community
Lesson 7 – Create a Community of People Who Want What You Provide

• The Preparation Steps
• Identify your ideal community
• Decide what they most want
• Your unique selling proposition
• Benefits
• Incentive to sign up for your community (your email list)
• Opt-in area on your website and on your blog

Lesson 8 – Earn the Right to Be Their Trusted Advisor
Lesson 9 – Find the Heart of the Problem or Desire with Open-Ended Questions


The 9 lessons will follow every three days. Each one will
expand on one of the tips.

May your sales be fun, fulfilling and mutually rewarding,

                   John

John R. Aberle
Aberle Consulting
Http://www.HelpCustomersBuy.com

P.S. Please confirm this subscription by clicking on the
link we will email you. This is to make sure that you
want to join our heart centered community rather than
somebody else giving us your name and email.

Short Privacy Note: We do not rent, sell, giveaway or otherwise
share your email information.(See our Privacy Statement on each of our
sites for more detail, e.g. http://aberleenterprises.com/privacy-policy/)