All too often this seems to be the case, so if your campaigning in one way or another how do you get your clients motivated? Well in a word APPRECIATION, more than just knowledge of facts you have to help them appreciate the importance of what your campaigning for, what those facts really mean. Facts not scam

Enigin PLC and our distributors aren’t merely salesmen we are passionate educators and motivators. Its no accident that our distributors enjoy days and days of training before they are unleashed onto their perspective market places. Its no accident that Enigin Distributors enjoy a proverbial flood of information at their disposal from the Knowledge Base. And its no accident that they have continued support from Enigin PLC ’s team of experts, who have more than 30 years experience in the energy saving industry.

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Now its true you can’t force people to motivate themselves just as you can’t raise them out of bed on a grey monday morning. But when you educate you can inspire, you can explain the facts and how they relate to your campaign. They need to understand the need so that they can fill it. For example clearly explaining that we don’t have enough energy to support the current global demand and that we are living off our previous fat will help your client see the real opportunity we have, right here, right now, to profit from energy saving products.

Engin Scam Busters are campaigning for real transparency. When it comes to investing in a business that is what you deserve, and it builds trust. So don’t forget that like Enigin Scam Busters you can build APPRECIATION for the real need for effective, efficient, energy saving products by being more than just sales men but by being passionate educators and motivators.

You may love you occupation and slave hard away at it, spending far more time than you need to fulfill your responsibilities or tasks.

It maybe practically a vocation, a hobby for which you are fortunate enough to be paid - but at some stage you will bemoan that you ‘have’ to do it, and then work is work!

Nothing can take that away but if it is a vocation, a hobby or in the best scenario something worthwhile it provides that extra edge to your working life, reducing the hopelessness felt by many an employee.

Working at and with Enigin is certainly an occupation that brings satisfaction due to its worthwhile nature.

Although Enigin are a business and need to make sales to be able to succeed and survive it is pleasing to be involved in a business whose moto is ‘profit through integrity’ and whose goal is to help business protect their profits by retaining them instead of sending ever larger amount to utility companies, through saving energy.

Plus the environmental aspect is satisfying - with the world seemingly suffering from environmental upset, whether climate change of such things as the Gulf of Mexico oil spill, energy efficiency ill help our environment and future,

When I interview someone who is delighted because they are saving $1400 a month after making one small investment in Enigin products it is delightful and fulfilling - yes its work but so much more than that!

We try to implement the better ideas at Enigin in training our Enigin Distributors to improve their sales.

Here is a way to create a path to “Yes!” - here are the final five of nine tactics to use:

1. If the answer is “no” skip to Step 6. If the answer is “yes,” start a brief discussion about how, why, reason, problems solved, impact, etc. This creates a link between you and the person that you have called for the sales process to begin that, if pursued properly, you have the basis of selling value/ROI and not cost and you know it has possibilities to yield a sale based on those criterion. Skip to step 7.
2. If no, or you get a weak maybe, stop selling, say thanks and move on to the next prospect. Don’t waste sales time on this one. Say: “Thanks for your time and your honesty. I can see that our solution isn’t applicable to you.” Then ask “Do you know of a colleague that could use my solution.” You might get a great prospect to call or even an introduction. If so, go back to Step 1 and start over.
3. Ask about the process for moving forward. Find out who else needs to be involved. Ask: “If we do have a worthwhile solution for you, who along with you would need to be involved in evaluating, adopting and purchasing.” Since your idea or solution has already been acknowledged as worthwhile by the prospect. using this question also lets you ask them for help in moving forward. IMPORTANT: Don’t ask: “Who is the decision maker?” That’s an insulting question because it says to your suspect that you consider him or her a peon.
4. After you have found out that they may want to buy your offering, state a rough cost right then to your suspect for the solution and ask if there is a budget for implementing the concept if it’s a worthwhile idea. Don’t even think of continuing the sales process without knowing the answer to this question. It tells you if you can proceed with your idea and also lets you ask and understand the company’s usual process for evaluating and ultimately purchasing your idea is.
5. Up the next step, which will probably involve meeting (in person or on the phone) with other individuals involved in the decision or purchasing process.

We try to implement the better ideas at Enigin in training our Enigin Distributors to improve their sales.

Here is a way to create a path to “Yes!” - here are the first four, with five more to follow in the next post:

1. Do some research and understand the target company, especially how and why your product or solution can help.
2. Next, make a short 30 second commercial based on your findings that can quickly and succinctly say what you do, create a reason for listening, relate pertinent issues, benefits and problems solved and let you ask if its something that the prospect needs or would adopt.
3. Next find and define who would be right to hear that commercial at the highest level of responsibility and authority, relate to it and give you a true assessment of need/value on the spot. Note: that’s usually not the CEO because the CEO is not focused on running their divisions or departments. Other folks are and can relate to what you have because of that fact.
4. Make the phone call to that person and use the 30 second commercial. After the commercial, ask for and qualify the possibility of need or value for what you have explained from the person you are speaking with. Ask it this way “Is this an idea that can benefit you and your company.” (While this is a “yes or no” question, its what you must know at this stage.)

I am at present looking out at a wintery Cornwall safe from within the warm confines of Enigin HQ and I for one am dreading the prospect of snow.

The forecasters have predicted that there is only a 30 percent chance of snow this Christmas!  But where others get all romantic about the fluffy stuff, I get real and start worrying about getting stuck nearly 40 mile from home, with nothin more than a patheic car heater to warm my cockles!

As much as I love working at Enigin, I sure as hell do not relish the prospect of getting stuck here with three little daughters and a wife to get home to (no disrespect to my colleagues!!!)

You see, I have been here before, I have been duped by the unrealistic fantasy dwellers who convince themselves and others that snow is a good thing.  Although what in the world is remotely good about something that is as destructive as snow I can’t quite think!!

I have been stuck in the middle of a weather condition that the UK can’t deal with and ultimatley, it took me seven hours to drive (for drive, read skid and slide) 14 miles, watching other motorists collide with hedges and each other.  It’s OK if you are totally self sufficient and live in ‘la-la land’ but I don’t live in the clouds, have to get in my car to do almost anything of convenience and value my property and life to much to get excited about a weather condition that is designed purely to break you to your knees.

Rant over, I’ll get back to work.  Enigin do not pay me to moan about snow!

Sharing principles with one of the ‘Silverscreens’ greatest ever winners is more than a little impressive.  Who’d of thought I could find a link between Rocky Balboa and Enigin!!!

Enjoy!!

These are funny but carry important messages - here is number 7: Mr. Bean’s Yard Sale

Focus, focus focus…

These are funny but carry important messages - here is number 6: How to Sell Anything to Anyone

Appearance (and first impressions) count…

These are funny but carry important messages - here is number five: Build Momentum for the close.

Don’t try this in real life because this kind of tired sales approach hasn’t worked for decades. If it ever did…

These are funny but carry important messages - here is number 4 - Selling Brake Pads:

Competitive differentiation requires a little more finesse than this…