http://www.hawaiipages.com/blog/category/business/ Blog categories... http://www.hawaiipages.com/hunter/blog/what-did-you-learn-from-the-last-sale-you-lost/ My mom always used to tell me how we learn more in life from our failures than we do from our successes, yet for too many of us in sales this concept ...
I've lost plenty of sales in my life. If I wanted to get really down on myself, all I'd have to do is take a piece of paper and start writing down as many as I could remember. If I wanted to go into a complete state of despair, all I'd have to do is to write down next to each sale I lost the amount of commission I failed to receive because of the lost sale.

For this simple reason too many of us in sales choose not to dwell on what didn't happen. Instead, we merely move on.

It's much easier to move on than dwell on the past, and I'm a firm believer that dwelling on the past doesn't do anyone any good. If you want to damage your sales motivation, go right ahead and dwell all you want.

As much as we can't dwell on the past, we do need to spend a few minutes doing an autopsy on the lost sale and learning from it. If we don't learn from each sale we fail to close, then we're committing ourselves to a pattern of losing more sales.

The key I've found to the process is to do the autopsy on the failed sales call right away. The sooner you can do it, the sooner you can apply what you've learned to the next sales call.

The only downside to doing it quickly is you have to make sure you're in a stable frame of mind. I'm not meaning to be rude with this comment, but you can't think clearly if you're so hot emotionally over losing the sale. If you are worked up over the lost sale – wait till you calm down. Then do your autopsy.

Ask yourself the following questions:

* Was I able to get the customer to state their key needs and desired benefits?
* Why specifically did the customer choose not to buy from me? How do I know that?
* What were two things I know the customer appreciated about me?
* What did the customer ask and how did I answer? What can I learn from the questions?
* What were all of the customer's objections and how did I respond to them?
* Did the customer clearly understand my value proposition? How do I know that?
* What closing technique did I try? How specifically did the customer respond to it?
* What did the customer agree with me on? How can I leverage this for future sales?
* What is my next step with this prospect / customer?

Take the time to answer these questions. Doing so will provide you with key information you need. Also, never hesitate to go back to the customer after they've turned you down and ask them why they didn't select you. Be sincere in how you speak to the customer and be appreciative for what they tell you.

This is not the time to be defensive or attempt to convince the customer they've made a dumb decision by selecting someone else. Your ability to be professional and appreciative in listening to what the customer shares with you will do more than anything else to help ensure you have a good relationship going forward with that person.

It's been my experience both personally and professionally that by doing this process right, you can position yourself to become the salesperson these individuals turn to in the future.

The beautiful thing about this entire process is you come away with two major outcomes.

First, you find out things you can do differently to help you with other customers. Second, you deepen your relationship with the customer you weren't able to close, setting yourself up to potentially close with them next time around.

Mark Hunter, "The Sales Hunter," is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit http://www.TheSalesHunter.com. You can also follow him on http://www.Facebook.com/TheSalesHunter, http://www.Twitter.com/TheSalesHunter and http://www.LinkedIn.com/in/MarkHunter.

Reprinting of this article is welcomed as long as the following is included:
Mark Hunter, "The Sales Hunter," www.TheSalesHunter.com, © 2011]]> http://www.hawaiipages.com/hunter/blog/what-did-you-learn-from-the-last-sale-you-lost/ Tue, 21 Jun 2011 13:02:17 +0000 Mark Hunter http://www.hawaiipages.com/hunter/blog/what-is-your-customer-s-price-tolerance-ratio/ Every customer has a price range where they are willing to make a decision without any further thinking. I refer to this as the Price Tolerance Ratio...
Knowing your customer's PTR is critical. I believe it is one of the major obstacles salespeople fail to comprehend. As a salesperson, when you don't understand a customer's PTR, at least one of the following results is inevitable:

* You offer a price that does not maximize the profit potential.

* You get the order but encounter resistance from the customer that hinders the relationship.

* You encounter resistance that leads to spending too much time on the selling process and ultimately no order.

Let's look at each of these individually, starting with the first one where the price offering does not maximize the profit potential.

I start with this one because it is the most common. The salesperson rarely finds out the price is lower than necessary until long after the sales is completed – or worse yet, they never find out.

The only way around this is by asking the customer early in the relationship, before they've expressed any intention to buy, how they determine value and what their critical needs are. Many times, trying to ask these questions during the sales transaction itself is too late, unless the customer is experiencing a significant issue as to why the order must occur.

The reason I say this is because once the customer has determined they need to buy, they many times become focused on seeing what it will take to get a lower price. If you, the salesperson, ask them a question about value at this point in the sales process, the customer may very well use the question against you.

Take the time to ask the customer why the order is important and what risks they feel they would encounter should they not receive it on time. Ask them how their order fits into the overall scheme of what they do and what their customers do (if you're in a B2B environment).

As a salesperson, if you can identify value or risk in other parts of the supply-chain, you can leverage this information during the sales process and increase the amount the customer is willing to pay (essentially widening their PTR).

The key is to find out as much information about the customer as you possibly can early in the sales process. Also, you need to understand how critical time is to their process. Obviously, the more critical time is to the customer, the wider the customer's PTR will be. The impact of time could be reflected in how quickly they want to order.

By thoroughly understanding the customer's PTR, you will be able to effectively price your product and/or service. Pricing too low means you leave profit on the table; pricing too high means you don't get the order. There is no magic formula. It comes down to your level of knowledge and your confidence.

The second scenario a salesperson may encounter with regard to PTR is that they get the order, but with resistance that ultimately hinders the relationship. Resistance is not always a bad thing. I believe strongly that if you don't encounter some customer resistance from time to time, then you have not truly pushed the process to the point of being able to maximize profit.

When you encounter resistance, you first have to determine if the resistance is real or superficial. Many times the customer is merely venting as a way to assert their control.

The best way to measure if the resistance is real or superficial is to see if they continue to express their concerns about price on multiple occasions. If price comes up only once or twice, then you can reasonably assume it is merely the customer venting. You can overlook it and continue with your sales process, knowing your level of service and support is going to overcome any pricing perception.

If the customer does carry on regarding pricing, then the resistance is real and it will slow the sales process. You then can adjust accordingly.

The final reason knowing the PTR is essential is it prevents you from spending too much time with someone who is nothing more than a customer from whom you can't make any money.

Early in the prospecting and sales process, you must begin determining the customer's PTR. The easiest way is by simply asking them what they've been paying for services in the past and what their expectations have been for the companies they've been using. If you are not direct with questions like these, you will waste time chasing customers you ultimately do not want.

Price Tolerance Ratio (PTR) is a new concept. I am pleased to be one of the first to educate people on this. Since explaining this concept, we've seen salespeople and companies significantly improve their profitability.

If you want to improve your bottom line, begin now to identify the Price Tolerance Ratio (PTR) for each of your customers. Waiting until you close the sale is too late.

Mark Hunter, "The Sales Hunter," is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit http://www.TheSalesHunter.com. You can also follow him on http://www.Facebook.com/TheSalesHunter, http://www.Twitter.com/TheSalesHunter and http://www.LinkedIn.com/in/MarkHunter.

Reprinting of this article is welcomed as long as the following is included:
Mark Hunter, "The Sales Hunter," www.TheSalesHunter.com, © 2011]]> http://www.hawaiipages.com/hunter/blog/what-is-your-customer-s-price-tolerance-ratio/ Tue, 21 Jun 2011 13:01:16 +0000 Mark Hunter http://www.hawaiipages.com/TANKS-A-LOT/blog/father-s-day-sale/ Wednesday= Students receive 20% off all regular priced items
Thursday= Seniors receive 20% off all regul...]]> Wednesday= Students receive 20% off all regular priced items
Thursday= Seniors receive 20% off all regular priced items
Friday= Military receive 20% off all regular priced items
*Kama'aina receive 10% off all regular priced items every day of the week!


FATHER'S DAY SALE- Prices are valid 06/04-06/18
**In honor of Father's Day, all purchases made during 06/10-06/12 will receive a free beer! (Minimum purchase required. IDs will be checked. See store for details.)

Dry Stock Sale:
- Aqueon 14 gal kit= $48.88
- Aqueon 20 gal kit= $78.88
- All in stock books= 30% off
- Amquel (4 oz)= $3.88
- Eclipse filtration & light hood combo= 30% off
- Fish tank backgrounds= 25% off
- Hikari fish food= 20% off all sizes
- Instant Ocean 50g salt mix= $18.88
- Lee's undergravel filters= 20% off
- Nature's Image artificial coral= 30% off
- NovAqua (4 oz)= $3.8
- Ocean Nutrition flake food= 20% off all sizes
- Pond NovAqua (1 gal)= $34.88
- Rio aquarium pumps= 20% off
- Spectrum fish food= 25% off all sizes

Freshwater Plants:
-Anacharis & Pond Hyacinth= $0.88
- Jungle Val (4-6")= $0.48
- Red Ludwigia, Pond Lettuce, Red Hygrophila, H2O Sprite, Mushroom=$1.48

Freshwater Fish:
- Albino Eureka Red Cichlid (1-1.5")= $9.88
- Albino Red Oscar= $18.88
- Albino Tiger Oscar= $14.88
- Assorted Platy (sm.)= $0.88
- Aulonocara Ngara Peacock (sm.)= $8.88
- Convict Cichlid= $2.88
- Flowerhorn (sm.)= $1.88
- Flowerhorn/Convict Hybrid= sm. $0.88, md. $1.88, lg. $2.88
- Gold Mickey Mouse Platy= $1.48
- Green Sword= $0.88
- Maleri Island Peacock Cichlid= $12.88
- Tiger Oscar= $8.88

Saltwater Fish & Inverts:
- Achilles Tang= $58.88 (ALL SIZES!)
- Bright Eye Damsel= $0.88
- Cushion Starfish (xlg.)= $4.88
- Lawnmower Blenny= $3.88
- Naso Tang (lg.)= $19.88
- Neon (Watermelon) Wrasse= $11.88
- Red-banded Hawkfish= $8.88
- Red/White Linkia Starfish= $2.88
- Sheriff's Badge Starfish= $2.88
- Yellow Tang= $10.88
- Yellow-Eye (Kole) Tang= $8.88


We are not 100% set up, but you are more than welcomed to come in! Also, we are able to get you ANYTHING that you may need for your pet. Even if your pet is a CAT, DOG, BIRD, REPTILE, or SMALL ANIMAL! Give us a call for pricing.]]> http://www.hawaiipages.com/TANKS-A-LOT/blog/father-s-day-sale/ Sun, 05 Jun 2011 09:52:26 +0000 TANKS-A-LOT http://www.hawaiipages.com/jessica/blog/8-commitments-to-help-you-achieve-a-positive-lifestyle-today/ 1. Take inventory of your happiness. As you list each item, evaluate what you do every day to ensure that joy remains solidly in your life. Also li...
2. Be accountable to yourself. Every time you say "just a minute while I finish these e-mails" and you end up missing dinner with your spouse, understand you chose to stay "plugged in" to the business. It doesn't control you...you control your choices.

3. Practice, zen moments. Get centered and put down that electronic device.

4. Laugh at the small stuff that gives you stress. A young lady in shorts, sitting next to me at the airport terminal, was the recent victim of a walk-by sneezing. Another passenger inadvertently spit on her leg in his convulsion. He ambled on oblivious. She, however, quietly dug in her purse and pulled out a tissue. She wiped her leg, careful to shield her actions from others... Except I caught her eye and we both howled with laughter. Bless her heart, she showed class in an awkward situation and exemplified the statement "Stuff happens...deal with it!"

5. Learn to tell people that you are business by saying "NO" with love and affection. Only you know what your priorities and life goals are. Evaluate what others ask you to do, and then determine your response in terms of how it interfaces with your plans.

6. Its time for self-reflection. Sometimes a mirror held up before us can tell us more than what our mind eye chooses to rationalize. It may not be pretty, but at least you will have an honest starting point on which to make your lifestyle decisions.

7. Measure twice, cut once and do it right the first time. Quite frequently I consult with clients who feel like the rats in the race are winning. They are overwhelmed by the volume of work they deal with so they do the same tasks over and over again. My advice is simple - slow down and check twice. Not a bad motto to live by.

8. Are you overconnected? Using email exclusively only broadens the distance between us and our clients. Find ways to make your contact personal. A warm voice over the phone or a quick face to face visit can go a long way to cement a relationship. I've learned that it's the eyes, body language, and tone of voice that speaks volumes – imparting information that e-mail could never provide.]]> http://www.hawaiipages.com/jessica/blog/8-commitments-to-help-you-achieve-a-positive-lifestyle-today/ Fri, 22 Apr 2011 10:22:09 +0000 Jessica