Let us create a 3d Digital eBook for you! DigyCat.com
|
||
|
||
|
Sales Information | Let us create a 3d Digital eBook for you! DigyCat.com |
|
|
|
Too Much Empathy Will Cost You Money
Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call. Right now is an excellent time to examine some of your beliefs about selling. Do you believe that this is a reasonable question for the prospect to ask? Would this be one of your first questions of a seller if you were the prospect? Do you agree with saying's like "The customer is always right."? If you agree iwht most or all of these beliefs, would you then answer his question directly with a price? Just because the prospect asks a reasonable question does not mean that the smart thing to do is to answer it. Doing this at the very least could cost you money that you did not know the prospect had. And, doing this could cost you the entire sale, if the prospect prematurely rules you out because you are "too expensive". People make buy, no-buy decisions for emotional reasons. Imagine that your buyer looks at a scale on which she weighs the emotional consequences of her decisions. If the sales call begins with your answer to "how much does this cost?", which way do you think her scale tips? Gee, you don't know because you haven't had the chance yet to ask about this buyer's budget or financial resources. Unless you are lucky enough to be priced right within her budget, chances are this scale is going to tip very negatively against you. And you are rapidly on your way to losing this sale. In fact, you may not even get a chance to finish this sales call now. How do you tip the scale towards the positive, towards you? Ask questions to help the buyer discover his emotional reasons why he wants and needs your product now. Ask questions that uncover the consequences of not buying from you. Take control by turning the prospect's question to you into a question back to him. This question could be as simple as "Do you mind if I ask you some questions first to see if you even need any of my products/services?" Take control of the sales call up-front, and tip the scales in your favor. © 1999-2004 Shamus Brown, All Rights Reserved. Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/
MORE RESOURCES: Sales - Google News Treasury to Sell Floaters in Second Half of Year, Dealers Say - BusinessWeek
Apotex pays Bristol, Sanofi damages over Plavix - Wall Street Journal
Beer sales could be boon for Arizona's universities - AZ Central.com
Fed Sells $6.2 Billion of Bonds From AIG Rescue to Goldman - San Francisco Chronicle
iPhone on Sprint: Great for sales, terrible for profits - Christian Science Monitor
Wells Fargo's Carroll eyes cross-selling by brokers - Reuters
Las Vegas Still Selling More Homes in January, Yet Prices Still Declining - World Property Channel
Newsstand Report: Sales Down Across the Board, Elle Plumets 18%, and ... - Fashionista
Average Salespeople “Fly By The Seat Of Their Pants” - Utah Pulse
|
 |
|
|
RELATED ARTICLES
Future Business Key Element In Sales A challenge facing many businesses is how to maintain a constant stream of customers in order to provide a regular cash flow.One method is to choose a location that ensures a steady flow of traffic past the door, creating a constant awareness of the business. Selling Your Business - Step by Step Process So it's finally come time to sell the business. After investing years of your time and uncounted thousands of dollars, it has become successful, providing for your needs and wants, and it's time to enjoy the fruits of your labor. Top 10 Ways to Sell your Product or Service While you Sleep - Part 2 Part one of this article is available at www.bookcoaching. Caring - The Secret Sales Strategy Sales information resource Just Sell, calls caring "sales love". Here's the meaning:Sales love ('sAlz - luv): noun: 1: unselfish and loyal care for the good of a customer, prospect, reseller, and/or team member. Peak Performance - What You See Is What You Get! Would you like an easy way to track the performance of your sales SuperStars? Will a large sales activity board really make a difference? You bet! This article will give you three easy ways to improve the performance of your sales team because what you see is what you get!Setting up your sales activity board: Start by ordering a large erasable board from your local office supply store, the bigger the better (hint, a big board = assumed big results!) and mount this board on a wall easily seen by your sales team but not visible to your current or prospective clients. Use this sales activity board to track the performance of your company, highlighting the "critical" factors for your sales success. How to Leverage Your Influence Why do we get into sales? Typically it is two reasons for most people. One is to make money, and the other is often that we like working with other people. Top Seven Ways to Write An Order-Pulling Sales Letter Ready to put your Web pages up? Ready to sell a lot more products and services? If you're not getting the sales, you want you may want to think "makeover." Whether you're just starting or doing a web makeover, you need to Power Write your sales letters. How Can a White Paper Support Sales and Marketing? A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed by brochures, but they are impressed by well-written white papers. Selling with Purpose Selling With Purpose What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it the fear of rejection that scares you? Is it the fear of not being able to communicate effectively? Define Your Fear. What is it about selling that makes you afraid? Next question, how did you develop this fear? What is it based on? a) Many people fear sales because they're afraid of being rejected as I mention. Increasing Short and Long Term Profits "I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like this one sent by Vicki from Tucson, Arizona. People Buy People So Sell On Relationships (Objection handling tips excerpted from Objections! Objections! Objections!)People buy people. If everything else were equal wouldn't you buy from the person that you liked the best? Of course you would and so do your clients. Six Simple Steps for Getting More Applications When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn't seem to have the skills, nor did I have a plan. Breaking Through The Comfort Zone Barrier After completing a workshop on personal productivity or time management, we usually find participants react to the instruction on goal-setting in one of three ways:1. Some workshop attendees really don't want their lives to change nor does a greater level of achievement appeal that much to them. The Top 10 Myths About the Sales Profession Myth 1: Sales People are all Shady!In the Broadway play "Death of a Salesman" Willy Loman was a down and out emotionally spent Salesman trying to understand his life after 34 years of traveling up and down the roads selling his products. The negative stereotype of a Salesman is rooted deep into the subconscious of society. Another Warm Lead Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat. Great Telephone Skills Having good telephone skills is crucial as the call may be the catalyst for a prospective sale or provide vital counseling for a member of public. However, since both parties may not see each other face-to-face, a telephone conversation may not lead to favourable results; on the flip side, it may lead to unintended misunderstanding. Give Up the Need to Sell Most business people will tell you that selling is not their favorite activity. Let's explore a way to look at the process of sales a bit more favorably. Why Write a Sales Letter for Each Product? Authors/publishers are great at getting their books written. Entrepreneurs know their products. Dead Silence From Your Prospect: The Worst Sound Of All Could this be the worst moment in your selling cycle?You've done all the right things with your prospect:? You've identified a real need and developed a reasonably solid relationship.? You've determined that your prospect is interested in your solution. 60 Ways to Increase Your Mail Order Catalog Sales This article is meant to inform. Please don't construe this as legal advice.
|
|
Looking For Royalty Free Photos for your Website, Business or Advertising?
List4Sale Domain Is For Sale - $10,000 For Enquiries eMail Us © www.List4Sale.biz 2011 |
|
