Sell More: How to Get Motivated Buyers To Call You First
How many sales opportunities have you lost to competitors who seemed to have the insidetrack? It's likely your prospect purchased from their emotional favorite.
Selling goes beyond communicating the value of your products and services. Selling isabout communicating the value of doing business with you. It is about connecting withyour customer and becoming their 'Emotional Favorite'. Success in sales requires threethings:
1) A viable product that addresses a need
Some in sales claim in sales timing is everything;...
Looong and Boooring Sales Letters
You have all seen them, the sales letters that never ends. They go on and on about how this product can do this and that. The product can often be very good and have all the featuresyou are looking for. But I think that many of the sales lettersthat have the task of selling products, are too long and boring.
* First, it's a long list of problems that you might have, which this product can help you with.
* Then there are all the testimonials. I've seen products with20 testimonials on the sales letter....
Buying Wholesale Mannequins
Many mannequin manufacturers sell their mannequins in wholesale. This means that they sell large quantities at a discount. There are many advantages to buying a wholesale mannequin. Buying mannequins wholesale can save stores that need a large supply of them money. Wholesale mannequins made by the same manufacturer are usually of consistent quality. A wholesale mannequin is as good as a mannequin made by a smaller manufacturer, there are just more of the wholesale mannequins.
Large stores that need a lot of mannequins can save money by buying them wholesale....
How To Bully Your Prospects Into Buying Your Product or Service
Selling is a tough job, and sometimes you may need to appear tough in order to get the sale.
As a salesperson (whether in person or in print) you don't have to appear to the customer as being needy of the sale. Many times, the opposite can work quite effectively, that is, to make the customer think of purchasing your product or service as a special privilege.
Here are a number of ways that you can "bully" the customer into buying from you.
1. State that only a LIMITED number is available....
First, Fast, And Foremost . . .
First - being before all others. Fast - moving or able to move quickly. Foremost - first in rank, order, or place. Wouldn't you like to be first, fast, and considered foremost in your business. Obviously, the correct answer is yes. Here are nine tips, hints, and practical ideas to get you on your way. These sales tips work. 1. First - All potential customers have needs. All potential customers have problems. All potential customers are never 100% completely satisfied with their current supplier. A professional salesperson recognizes these simple facts and uses prepared questions to uncover the hidden needs, problems, and dissatisfactions that every potential customer has....
Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain
There are 3 ways to grow any business:
- Get more customers
- Get more from each sale
- Sell to each customer more frequently.
That's it - everything else boils down to some variation of these 3 activities.
Most owners and most managers want to grow their business. Most of them concentrate exclusively on getting more new customers.
There is lots of marketing research that is pretty consistent in pointing out that it costs somewhere between six and twelve times as much to get a new customer as it does to sell to an existing customer....
Selling - abilities : Part 2
In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. In this article I want to discuss how to sell upgradeability. When is the right time to sell upgradeability? When do you mention the possibility of future upgrades? How do you position future upgrades to software or hardware with a new or existing customer without selling yourself short?...
Seminars for Prospecting
The purpose of a 1- or 2-hour seminar is to attract potential customers for your product or service. The topic must be provocative enough to attract attendees, without sounding too much like a sales pitch with breakfast thrown in. Topics can be about the latest advances and/or technology in your industry; the impact of the latest political, legislative, or economic changes; increasing profits, reducing costs, avoiding unnecessary expenses, and so on.
In an educational/public seminar, the goals of the seminar are to present yourself as an expert in your field-someone who understands and is knowledgeable about the problems and challenges attendees face-and someone who has solutions to those problems and challenges....
Its Better When They Tell Them
You know that word of mouth can grow your business. You hear your customers say nice things about your company all the time. So why don't they tell people? And, why don't they write it down?
Because you don't ask.
Your customers are busy people. They don't think about your business day in and day out like you do.
Testimonials don't have to be written in a formal letter. You'll often get more usable comments when they aren't. Sound bites that pack a punch can go much further in building credibility for your company....
Business Lessons Learned At The Mall
Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am.
Q: Dear Me, I recently took my teenage daughter shopping at the mall. The experience raised two questions. (1) What business lessons might be learned from such a foray into teen commerce; and (2) What the heck was I thinking?...
Voice Mail That Sells
As a business owner, I receive my share of sales calls in a given month. More often than not, I'm away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. Here are a few of the common mistakes I notice and how you can correct them.
Mistake #1 - The message lacks focus or clarity. You are more likely to receive voice mail today than actually connect with the person you are trying to contact. That means you must be prepared to leave a clear, concise message....
Reviving Dead Clients
Most consultants I've talked to don't spend any time trying to recover inactive clients and it's a big mistake. We tend to magnify the problem we had or just want to move on, but sometimes a simple apology and offering to make things right will bring you back a client worth thousands of dollars in billing.
Clients can quit contacting you for a number of reasons:
They had a bad experience.
They no longer need your product or service.
As their needs evolved, they believed your company no longer could offer what they need....
Customer Service Revival
Value is in the Eye of the Beholder
Sales today is filled with stereotypes. The "sleazy car salesman", the "annoying telemarketer", and the ever-present "pushy commission salesman". And in the sales profession, we may not realize it - but we do think of other people in our profession this way sometimes. Now, this may not be because of our vision of them - it may, in fact, be because of their vision of us as customers, and their knowledge of the sales process.
We all know that the profession of sales has a stigma attached to it....
Winning Sales Proposals
Your proposal is selling for you when you're not there, so it must reflect your standards of professionalism.
Like it or not, sales proposals are a tool of the trade, and writing a well-crafted proposal can mean the difference between winning and losing a client's business, especially if you are selling to major accounts. Decisions can take months. Multitudes of people at different levels in the customer's organization have input and influence. Even in less complex selling situations, the buyer may request a proposal....
Your Voice is Your Instrument
On an introductory call, your voice is your instrument. During a face-to-face meeting, you have visual cues and body language available to add layers of meaning. On the telephone, you have only your voice and the words that you use. The way that you use your voice can make or break your conversation. Imagine that you are telling a bedtime story to a child. You would not drone on in a bored tone about the "Big, Bad Wolf." No! You would put fear and passion into your voice to have that story come alive for that child....
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