Resale rights products – ebooks and software you can resell – are ideal products for starting a home based business quickly, easily, and at little cost. Here’s a look at some of the many advantages to this business model.

Ready Made Products

There is plenty of information available on how to create your own home business products, such as ebooks. It isn’t that hard to do, go to www.newbies-guide-to-making-software.combut it does take time and patience. Many people, maybe you, just don’t have the extra hours needed to compile a high-quality home business product.

Resale rights products bypass the hours and effort needed to create your own home business product.

New Niches Become Available

To earn a substantial income it’s important to cast a wide net and delve into more than one niche.

By taking advantage of the very wide-range of resale rights products available to your home business, you can dig into niches outside your own area of expertise.

Order-Pulling Sales Copy

Another advantage for home business owners is that many resale rights products come with pre-written sales pages. They aren’t all top quality but lots of them are professionally written and very effective. These sales letters can save you a great deal of time if you are not an experienced sales letter writer, and even if you are.

Writing sales letters for products can be a frustrating and very time consuming element of home business. This is especially true if after all your effort your masterpiece doesn’t do the job you intended it to. Writing great sales letters is an art and not everyone is good at this type of writing.

If you are good at producing great sales copy the letters that come with many resale rights and private label rights products are still good to have because they give you a base to work from when writing your own letters.

Professional Graphics

Even the best sales letter can be spoiled by poor graphics that make your site look like an unprofessional do-it-yourself job.

While the design and creation of professional looking graphics by the uninitiated is not impossible – there are lots of tutorials available on the Internet – it will likely be a slow time-consuming process.

Graphic creation for home-made home business products can be an expensive process as well. This work is typically

done using pricey programs like PhotoShop or FireWorks although there are cheaper alternatives such as PaintShop Pro available. Out-sourcing your graphic work on sites like eLance is a also an alternative but again this can become pricey if you need to have several graphics created.

Like sales copy however, many resale rights products come with custom made, professionally designed page headers and ebook or software covers. Some products even have multiple versions of these graphics in a range of colors. If your home business plan calls for multiple products in a variety of niches this can save you a great deal of time and money.

Step Away from Coding

If the resale rights product you purchase for your home business has a sales letter and graphics it will almost certainly have a pre-built html page. Go help visit to www.private-label-contents-riches.com while these pages are usually simple one-column with header and footer layouts they can save you a lot of time if you are unfamiliar with html and css. In many cases the entire site, including a thank you page, is ready to be loaded onto your server after making just a few simple changes.

The Profits Are Yours

Unlike affiliate program sales, the profit on the sale of resale rights products are 100% yours. This doesn’t mean all the profit generated by the product belongs to you though. Resale rights products often contain affiliate links or links to other products that belong to the author or distributor and you won’t usually gain any income from sales generated by those links.

It’s a fair trade though. Your home business gains from the sale of the product, the author gains from the links. In some cases, usually for a fee, you can re-brand the product with your own affiliate links.

Save Precious Time

Perhaps chief among all the advantages of selling resale rights products in your home business is that they allow you to save that most precious of commodities, your time. Instead of spending long hours writing or working through graphic program tutorials you can spend your time actually getting resale rights products onto your site where they can be purchased. Then you can spend the time you save brainstorming new ideas, and coming up with the next YouTube!

www.resale-right-profits.com

www.resale-rights-explained.com

Fifty-one years ago I began to study selling — not just because I’m a curious, analytical type, but because I’ve always had a burning desire to succeed. When I was young I learned that big money can be made in sales and I wanted “my share.” Later, I realized that only a tiny percentage of the people who entered the sales profession make it big.

Disappointment

Getting my first college degree, majoring in Industrial Sales, I aced all my sales courses. In my first sales job, I came to realize that what I learned in college didn’t work for me. After taking many other sales courses, I learned most corporate and commercial sales trainers couldn’t teach selling, either.

So, I set out to find the best salespeople, regardless of industry, to see what they did that other salespeople didn’t do. Over the years, I’ve gone out on sales calls with hundreds of the best salespeople and learned that the top 1% of all salespeople don’t sell the way the other 99% sell.

Discovery – Honesty is the “Magic Bullet”

The most surprising thing I discovered is that most of the top salespeople are totally honest in their work. They’re honest with their prospects and customers, and they’re honest with themselves.

Numbers Don’t Lie

You’ve often heard that “sales is a numbers game.” One of the big differences between the top salespeople and the other 99% is they know their numbers. Top salespeople keep records of their sales activities every day, and they analyze their statistics every day.

Don’t Lie to Yourself!

The biggest barrier to success for most salespeople is that they don’t know their numbers, and they don’t want to know. That makes it easy to lie to themselves.

In every company we work with, almost all of the salespeople think and really believe that their closing rates are at least twice as high as they actually are, except for the few top salespeople.

Get Real – With Yourself

Most salespeople don’t know how to sell very well,

but they think they do. If they knew their numbers, they would have to face the truth about their skills. They would have to change what they’re doing.

Change can be very uncomfortable. It’s more comfortable to lie to yourself than to change what they you every day. That’s why most salespeople fail, and those that survive continue to struggle to make a good living.

False Prospects

Most salespeople spend most of their time with prospects that “have great potential,” but seldom buy from them. The average salesperson goes through all of the motions that look like selling, but fails to bring in much business.

Average salespeople seldom truly qualify their prospects. They rarely dis-qualify their prospects, either. If they did, they would need to find new prospects — but they don’t know how prospect effectively, efficiently and enjoyably.

Real Relationships. Real Selling.

We know what top salespeople do when they’re selling. We know what works and what doesn’t work. We know what top salespeople do to eliminate the rejection most salespeople have to live with and suffer with every day. We know how they eliminate objections so they don’t have to “overcome objections.” We know how they close dozens of times during each sales visit without any pressure on their prospects or themselves. Top salespeople develop relationships of mutual trust and respect with most of their prospects — without any phony “rapport building.”

The essence of our book, “High Probability Selling,” is how the top salespeople actually sell. It’s about learning a selling process that makes it highly probable that you’ll close the majority of your prosepcts. It’s what you can learn how to do in our sales training workshops.

©Jacques Werth, High Probability® Selling – All rights reserved.

Jacques Werth, author of “High Probability Selling,” is an internationally respected Sales Trainer and Sales Consultant. HPS graduates are excelling as Top Producers in over 70 industries. Visit http://www.highprobsell.com to read more articles, preview the book, and learn more about High Probability Selling.

For many consumers and producers, MSP is an acronym for Manufacturer’s Suggested Price. Today, as a business owner or executive, I would like you to consider a different definition for these commonly used letters –Marketing, Sales and Profitability.

In an earlier article, “Do You Know and Plan for the 3-R’s for Your Business,” the focus was on Relationships, Referrals and Revenue. One of the most consistent challenges for any small business owner or executive is the actual implementation of the strategic business plan that builds the 3-R’s (Relationships, Referrals and Revenue). The MSP of Marketing, Sales and Profitability helps to overcome that issue.

Since relationships are the first R, the necessary action is to construct a Marketing Plan to increase relationships. This plan should be specific to your company and not the “shadow” of a company that you admire. Many business owners and executives attempt to “copy” someone else’s brand identity and fail to establish their own identify. Marketing plans require research and evolve from a solid vision, values and mission statements.

The second R of referrals generates the greatest amount of Sales. Sales plans and marketing plans are closely related and need to be aligned to ensure that potential

opportunities are realized. Within the Sales’ plan, specific goals are necessary to ensure that the marketing plan is effective. For example, how many “mailers” are necessary to secure an appointment? How many appointments result in a second appointment? How many second appointments turn into a sale? Knowing your numbers is critical to the sales process and more importantly your own internal motivation.

Revenue is the third R and is a partner of profitability or what some may call productivity. This P is the direct result from M and S. Some companies work on the philosophy of high sales and low profitability while others use an opposite approach. Profitability is an absolute necessity and should be examined on a regular basis.

Today’s business world is complex, but still retains the simplicity of earlier marketplaces. If you know your MSP, you will be able to build the 3-R’s.

Leanne Hoagland-Smith helps individuals and organizations to double results usually within 2 to 12 weeks. She secures lifelong change through proven processes. If at least doubling your revenue, improving your organizational culture or finding balance interests you, visit http://www.processspecialist.com or ask to subscribe to complimentary copy of Power Choices a monthly newsletter at info@processspecialist.com.

Inevitably – and surely rightly – business men and women take their eye offthe ball while they take their holiday break. The business community can at last be human again, spending time with family and friends. The turn of the year marks a universal celebration where we look back at what went before and look forward to the future. Just as inevitable, though, the whole cycle starts again and business cranks back into gear a few days into January.

In early January many business people have one great big cloud over theirheads. This cloud represents budgets. The cloud may be darker for some than forothers. Many companies roll up their financial year at the calendar year end.Many others have April as their new financial year. If you are in the firstcategory you may be in the process of spending your new budget, careful toensure it is spent wisely and not all at once! If you are in the second categoryyou will be in the final throws of planning for next year’s budget, probablynegotiating for this or that project that you just know will bring greatbenefits to your company.

For those in the business of selling products the budgeting process can beakin to the January sales where you should be making a strong pitch forbusiness.Why? Because many have a brand new budget, coffers full and others are planningnext years budget. You will either be selling your product to budget holdersthat are flush with money or you will be attempting to insert provision for yourproduct

in next year’s budget. Whichever way, January is a good time to act.

Businesses selling lower cost items for which little authorisation will berequired will particularly benefit by selling to those companies who have a newestablished budget. If you are selling higher cost items you would be besttargeting those companies that are in the process of planning next year’sbudget. That said, there is an argument for all companies to target largecompany’s individual budget holders towards the end of their financial year.Some budget holders will wish to use up their allocation for fear of setting aprecedent and having the following year’s budget slashed. Of course, targeting acompany that doesn’t really need your product seems to me to be a waste of time,but it amazes me how many marketing drives are so broad that these wastedcontacts are made. This is the case even when a budget holder is trying to usetheir allocation. There surely must be a genuine need for your product.

I am the marketing man for Arkay Hygiene from the UK. The pest controlproducts sold by Arkay are increasingly required by both the private and thepublic sector. The variety of products for sale start at a few pounds and rangeto four figures. The kind of strategic marketing described above is essential toArkay in order to achieve effective year-round sales volumes.

Vernon Stent is marketing consultant to Arkay Hygiene. An example of a lowcost product are BirdControl Spikes. Examples in the higher range include Industrial Glueboard IND35Fly Killers

Are you dog tired because of the way you manage your sales team? Many managers tell me that they cannot see a way out of traditional sales management methods that keep them working like dogs, including focusing strictly on revenue goals, staying late, traveling up to three weeks a month, tightly controlling teams, and constantly reacting to emergencies. There has to be a better way.

Are you satisfied with the way your life as a sales manager is turning out? Is it giving you all that you wanted? If not, perhaps it’s time to make a revolution. Here are some revolutionary ideas you might consider:

1. THINK THREE TO SIX MONTHS INTO THE FUTURE

What you want to accomplish right now was set in motion a few months ago. The results of your decisions three to six months ago are coming to fruition today. Think and talk strategically about three and six months down the line as if it were “today.” Describe and write down what you see about:

· The culture of your sales team

· The size of your sales team

· Your ideal customers

· Revenue you are generating

· Your competition

· Your target markets

· How your team has changed in the last three to six months

· How hard you are working

While crystal-ball gazing is never an exact science, it can be enormously helpful to “live” in the possibilities.

2. GO BACKWARD

From the vantage point of three to six months in the future, identify what you did over the past three to six months. Ask yourself the following questions:

· What did I accomplish?

· What did my team accomplish?

· What tasks did we complete

· What actions made us successful?

· What were some of the obstacles?

· How did we overcome the obstacles?

3. CREATE A PLAN WITH MEASURABLE GOALS

If you want better clients, the #1 sales team, more money, more time for yourself, and more enjoyable work, you need an effective business plan.

Use your insights from No. 1 “Think three to six months into the future” and No. 2 “Go Backward” to create a plan.

· Don’t know how to build one? Make this the year you learn.

· Already know how but haven’t built it? Get support from a colleague, mentor, coach, or group to make it happen.

· Have a system but aren’t using it? Pull your plan out of the drawer and re-commit to doing what it takes to have your dream career.

To help you get started, here is a simple tool I use. You can also ask each salesperson on your team to create a plan using the same template.

Top 5 Goals – 3 months

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2.

3.

4.

5.

Top 5 Goals – 6 months

1.

2.

3.

4.

5.

Top 5 Goals – 12 months

1.

2.

3.

4.

5.

HOT TIPS:

· Do not put your goals in a drawer! Post your goals where you will see them every day (computer, fridge, bathroom mirror, wall next to the phone). When you see your written goals, you increase your chances of accomplishing them.

· Communicate your goals. Let others know what you are thinking. Take regular opportunities to talk to your staff and superiors about your plans.

It usually takes a village to accomplish great things. You’ll need buy-in and help reaching your goals from many levels within the organization.

4. CHOOSE THE BEST

Serve only those clients you, your organization, and your sales team care about and enjoy. Everything becomes a struggle when you work with people you don’t enjoy. You wouldn’t hire someone you couldn’t amicably work with, so why let them hire you?

Begin today to let go of clients you and your sales team find difficult, and start seeking out those you want. Have the courage to refuse new clients who don’t fit your picture of who you most want your business to serve.

5. CREATE ACCOUNTABILITIY FOR YOURSELF AND OTHERS

How many times have you said that you were going to do something and then not done it because nobody else would know the difference? Try spreading the word. Just the simple act of telling your plan to another person raises the stakes. Most of us place a high value on doing what we say we’ll do. There is something profound about taking our commitments seriously when we profess them to another person or when we join in a pact to reach a common goal.

To hold employees accountable, have them declare their intentions to you. Use these three simple questions to help you:

What will you do?When will you do it?How will I know you’ve done it?

Then, schedule a follow up time to talk about their accountabilities.

Enjoy reaping the rewards of your revolution.

‘Revolutionary’ Challenge: BE THE FUTURE

NOW is a good time to plan. Conduct a visioning exercise with your team where you go into the future.

Ask your team to close their eyes and focus on the future, one month at a time. First, ask them to see themselves today. Then proceed one month at a time. When you all open your eyes, it is six months from where you started.

Discuss what you see, using the points in the “Think Three to Six Months into the Future” section at the beginning of this newsletter. Make sure you capture the ideas on a flip chart.

Please let me know how this worked for you, and any suggestions you have to improve the process. Have fun with it!

—

This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section “About the Author”.

About the Author

Nicki Weiss is an internationally recognized Certified Professional Sales Management Coach, Master Trainer, and workshop leader. Since 1992, Nicki has trained, certified, and/or coached more than 6,000 business executives, sales managers and salespeople.

Nicki guarantees increased sales performance when sales managers become better sales coaches. Sign up for her FREE monthly e-zine, Something for NothingTM, which has powerful tips and techniques for sales managers who are ready to make this transformation. Sign up at http://www.saleswise.ca You can email her at nicki@saleswise.ca or call 416-778-4145.

These 4 marketing myths can cause you to lose sales if you base your marketing decisions on them. But the related marketing tips I included with each myth will boost your sales if you act on them instead.

Myth 1:

People Always Buy Where They Get the Cheapest Price

If this was true, only businesses that charge cheap prices would exist. Some people buy where they get the cheapest price. But most people are more interested in getting value for their money than in getting a bargain.

Tip: Look for some low-cost ways you can enhance the perceived value of your product or service. Then test raising your price. Don’t be surprised if both your sales and your profit margin go up.

Myth 2: vOffering Your Customers Many Options Will Boost Your Sales

Presenting your customers with options usually reduces your sales. Here’s why…

When confronted with several options, most customers have difficulty making a clear decision. They often react by procrastinating – and never making a decision. When this happens, you lose a sale you already had.

Tip: Try to limit your customer’s decision making to either “Yes. I’ll buy.” or “No. I won’t buy”. Don’t risk losing them by including “which one” decisions.

Myth 3:

Everybody Needs My Product/Service

That’s what YOU think. Most of them don’t think they need it …and most aren’t ready to spend their money for it.

The hazard of this myth is that it causes many marketers to believe they can succeed without doing much marketing or selling. They think their product or service is so special that it should automatically generate hordes of paying customers. Unfortunately, it doesn’t happen that way.

Building a successful business is hard work – most of it devoted to finding customers. Even if most people can use your product or service, you still need a marketing strategy to reach them and a persuasive sales message to close sales.

Tip: Look for narrowly defined niche markets where your product or service solves a unique need of the customers. Focus your marketing

on them instead of trying to reach a broadly defined general market. You’ll generate more sales and enjoy a better return on your advertising expense.

Myth 4:

Keep Changing Your Advertising or Your Sales Will Decline

This sounds logical but it’s not true. Never abandon advertising that’s working. I know many businesses that have been using the same advertising for years and they’re still growing. Here’s why…

The goal of most advertising is to attract new customers. Once someone becomes a customer, they won’t respond to that advertising again. But you can use different (and cheaper) advertising to generate additional sales from them.

But there’s still a large population of non-customers who didn’t respond to your regular advertising. Most have not seen it yet …and those who have usually need to see it numerous times before they will respond.

Don’t abandon advertising that’s working – but keep trying to improve it. And regularly test new things to see how they work for you. If you never make any changes in your advertising, your sales will eventually decline.

Tip: You can automatically keep your advertising up to date by allocating 80 percent of your budget to proven promotions and 20 percent to testing new things. When something new works better than your proven promotions, move it to the 80 percent group and start testing something else in the 20 percent category.

Don’t believe these 4 marketing myths. They’re not true. Marketing based on them will cause you to lose sales. Instead, apply the related marketing tips I included after each myth to boost your sales.

Copyright 2004 Bob Leduc http://BobLeduc.com

Bob Leduc spent 20 years helping businesses like yours find new customers and increase sales. He just released a New Edition of his manual, How To Build Your Small Business Fast With Simple Postcards… and launched *BizTips from Bob*, a newsletter to help small businesses grow and prosper. You’ll find his low-cost marketing methods at: http://BobLeduc.com or call: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV

Having a USP helps make you look like you are on the customer’s side and not just out to prey on unsuspecting passer bys. Instead of raving how you’re number 1 (like everyone else), you can appeal to their benefits.

Prospective customers really don’t care how great your company is (especially if it’s coming from you) or how long you’ve been in business. They want to know what’s in it for them. What benefits will they get if they buy from you instead of your competition? That’s your USP. What sets you apart from your competition?

Here are the basics to a profit pulling USP:

• Your USP should set you apart favorably.

• Your aim is to try to fill an obvious void in the marketplace.

• Your positioning should set you apart from your competition.

In the process, it should get prospective customers excited about your product or service.

When people think of what you sell or have to offer, you want them

to think of you.

You want to cement an important benefit or promise to your product or service. And you want this benefit to be important enough to get consumers clamoring to buy from you.

Over the years, USP’s have been shown to be a highly effective means for advertising. This has held true for giant corporations and even small businesses and service professionals.

Some of the more popular USP’s have been used for decades! I’m sure you’ll recognize these two…

“Wonder Bread helps build strong bodies in eight ways.”

“Certs breath mints with a magic drop of retsyn.”

USP’s are everywhere, if you take the time to notice. Keep learning about this positioning tactic and you’ll never look at advertising the same!

Copyright © 2005 by L A Parmley. All rights reserved.

Would you like to create a profit pulling unique selling proposition for your small business or professional service? Discover how by visiting Positioning Tactics and sign up for our free ecourse.

Better than offline promotion such as press releases, talks, or networking? Better than search engine placement, banner ads, ezines and news groups?

Yes! The number one way to promote your service and your products is through informational how-to articles that you send to top Web sites and dozens of no spam opt-in ezines.

Content is still King on the Internet. People want your free information. That is why they go Online. When they see your useful, unique information, they will be more inclined to click the link in your signature file that leads them to your Web site where your coaching practice or products are sold.

Where to Start?

1. Find an existing article, excerpt from your book, coaching sessions stories, or how-to information from your talks.

You already have a wealth of information to choose from, so this step is the easiest one. Once you get going, you can write an article in less than one hour.

2. Target your article to your Web site buyer or ezine subscriber to attract more interest to your service. Think of each article as a mini sales letter.

Without a specific audience such as entrepreneurs, personal growth seekers, or small business people, your article may lose cohesiveness and continuity. People lose interest if your article is too general. Your best audience is your online business audience because they want and need many kinds of information and services. The best part? No competition because the Net is still underused as a promotional tool.

3. Write a new introduction for each article.

An introduction leads to what you are selling–the valuable information you want to share. Your first line must hook your audience. Ask a question about its concerns or problems. Think what questions need answers. Lead your audience into the how-to’s by writing a headline following the introduction, something like: Use These Five Ways to Boost your Ezine Subscribers.

4. Write what the opt-in ezines and top web sites want.

Most opt-in ezines and Web sites publish articles from 500-1000 words because they need new, fresh content almost daily. They need you to submit your articles in 65 characters per line. A good program for this is www.text.pad.com, which automatically formats your articles to these specs. Make your articles useful, original, and written in a conversational way with how-to steps.

Don’t worry about giving away too much. These articles put you in an advanced category of dedicated professionals that attracts new clients regularly.

5. Write for your audience.

Your online audience will be primarily other business people. They want and need your information. They will post it on their ezines and on their sites. Some people like conversational articles. Others want short and sweet, so they can get what they want fast! They like headings so they get the main points fast. They like tips, how to’s, interviews, and question and answer formats.

After you write with one focus, change it slightly. Reinvent a new angle. Write for a different audience. I submit the same information about writing and publishing eBooks to authors, speakers, coaches, and entrepreneurs who subscribe to the multitude of ezines available.

6. Give the background of the problem.

You need to reach your audience where they are. Point out their challenge.

Perhaps it is procrastination. What are its consequences? Include those. Write how many suffer from this malady too. Include your audience so that they will read on. Next meet them where they want to be–their problems solved. That’s where you give your list or how to’s. This is the formula put forth in the book, “How to Market your Business Online.”

7. Write the benefits of your information.

If you don’t give your reader a “reason to buy” in your article’s title, headlines, or how to’s, they won’t go to your signature box and link back to where your products or services are offered.

For instance, the one main benefit to writing online articles is to quadruple sales within four months. Other benefits include raising your credibility, gaining subscriber and audience trust, and becoming a household name, so your unique, useful message can reach many more people.

8. Maximize the promotion power of each article you write. In less than an hour, your can revise one article to meet the needs of different audiences. Angle one topic like procrastination to business people, at home women, students, or personal growth.

Include specific benefits for each audience. Put the benefit into a picture or feeling.

Like giving your book a specific angle these ideas can attract many new potential clients to your site. You’ll only need to write a new introduction and conclusion to fulfill your endless creativity.

9. Give each article an introduction and conclusion.

Of course, create these in just a few sentences, because Online readers want shorter sentences, say under 15 words; shorter paragraphs, say under five sentences, and shorter length than articles for print media, say under 1000 words.

The best introduction can be a shocking, or benefit-driven sentence such as, “Stop Throwing Promotion Time and Money Down the Drain.”

Your introduction hooks; your conclusion can sum up main points, or add another reason why your information will benefit your audience. You may want to include a consequence of not acting on your suggestions, too.

10. Finish your article with a signature box at the end that pulls people to your site for more information.

A weak signature file kills sales and contacts. Make sure your email address reflects your business name. Forget selling here. Instead offer free ezines, free reports and a link to where you want your visitor to go. Perhaps it would be to coaching information or ebook links.

Did I say include benefits? Yes! Use a concept phrase like 20-year coach helps manifest your online promotion dream. Include a local and toll-free phone number, email, and Web address.

Yes, it takes a little of your time, but these articles do make a difference in attracting your target audience to know and want you. They made your coach number one-three in Google with the sales to follow–and in a short time of eight months.

Judy Cullins, 20-year book and Internet Marketing Coach, Author of 10 eBooks including “Write your eBook Fast,” and “How to Market your Business on the Internet,” she offers free help through her 2 monthly ezines, The Book Coach Says…and Business Tip of the Month at http://www.bookcoaching.com/opt-in.shtml and over 140 free articles. Email her at mailto:Judy@bookcoaching.com

www.drugrepcareer.com

Are you thinking you might be interested in pursuing a career in selling drugs? No, not the illegal kind, silly. I’m talking about the LEGAL stuff, a real job: selling pharmaceuticals. The pharmaceutical business is a fun, although demanding, job. It is also an extremely competitive career path (for those who love competition).

I am sure that you have read online or heard from a relative about how someone who is six degrees separated from you started their career and has made a fortune in this industry. I hear about it all the time. Stories like that are rampant in this business and at your parent’s dinner table. All you hear is BLAH, BLAH, BLAH about a distant cousin is now making great money in the pharmaceutical industry.

Unfortunately some people who think they might be interested find it nearly impossible to learn about the business. They don’t know exactly how to find out what a pharmaceutical sales rep does all day. They don’t know where to look for more information, they don’t know how to look for such a job, and they don’t have any connections in the industry to help them out.

One of the reasons why many recent college graduates are faced with a situation like this is because academia has not taught you anything about job searches.

The problem with college education is that they teach you absolutely nothing about the real world. A professor spoon feeds college students with theories and formulas that someone developed 150 years ago that are used in the classroom and left in the classroom. Yet, the basics like interviewing, networking, accepting the right job, understanding a 401 (K), or a health benefits package no one have even dared to talk about. What the college/university setting has neglected in teaching you, I have made up for it in this pharmaceutical career e-book. So let’s go to school!

I write this e-book for the newly minted recent college graduates like you who want to break into the pharmaceutical industry. I am eager to share with you:

• What to expect

• What to do

• What not to do

• Where to look

on your pursuit towards landing a job in this industry. Don’t worry; I will make it fun! If you want to take your first step towards a career in the pharmaceutical industry:

Please visit: http://www.drugrepcareer.com/

If you want to insult your friends, just ask, “Who sold you that jacket?”

Want to complement them? You can, with a slight change of emphasis: “Where did you buy that jacket?

The implication is clear. If you ended up with something ugly or inappropriate, you couldn’t have been in charge of your faculties; you were under the influence of a salesperson.

As a general rule, customers love to feel they’re buying, but they hate the pressures and connotations associated with being sold. Therefore, as a seller, if you can position yourself as being a resource, a helper, a guide, a consultant, an information sharer, then people will feel they’re voluntarily choosing your wares, and their degree of ownership of the process will be heightened, along with their overall satisfaction.

In practical terms, if they choose it, they’re less likely to return it. If it is foisted on them, it never fully becomes theirs, and you can have it back.

Also, they can take credit for having made a good decision, boast about how well they did to their friends, which will bring them back, and steer referrals your way.

How do we pull off this feat?

We do it by peppering our conversation with questions. There are four, basic types of questions every salesperson should have in his arsenal: open, narrow, closed, and leading.

An open question can be as simple as how are you? It opens the conversation, and while many folks will give a short, perfunctory answer, they can say anything and go anywhere with it.

“How are you holding up in this weather?” narrows the conversation, right away. Again, it can elicit a short answer

or an elaborate one.

“Are you looking for a jacket?” is a closed question, and of course, it’s designed to ferret out a yes or no.

“That jacket looks great on you, don’t you think?” is a leading question. It is aimed at achieving a conditioned, knee-jerk reply such as “Yup.”

Each question type has its place in a sales conversation. The first two, open and narrow, tend to give the customer greater freedom, and they feel less constraining, inducing more of a “buying” feeling. The last two, closed and leading, are directive questions, and they feel more like we’re being sold, when we hear them.

Therefore, we want to avoid using them too early in the chat; otherwise, we can scare away the prospect. When it’s time to close the deal, however, we’ve earned the right to use more direct probes, having already gently guided the person along to that point.

In future articles I’ll explore related devices, such as “perfect questions™”. These are so well thought out that they give a listener a wide berth, yet induce him to close himself!

Dr. Gary S. Goodman © 2005

Dr. Gary S. Goodman, President of http://www.Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service. A frequent guest on radio and television, worldwide, Gary’s programs are offered by UCLA Extension and by numerous universities, trade associations, and other organizations in the United States and abroad. Gary is headquartered in Glendale, California. He can be reached at (818) 243-7338 or at: gary@customersatisfaction.com.

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