How to Build Sales With Extended Benefits

 
An area that can become profitable for many businesses in building the offer within sales copy is selling (or "upselling" customers with) extended services, products or packages, also often called the "extended warranty." Extended warranties are subtle forms of insurance policies that guarantee a product or service's performance, especially after an initial period of time. While the guarantee promises benefits, the warranty promises that the enjoyment of those benefits will continue. In other words, an extended warranty is like a "guarantee's guarantee," if you will....
 

Handshake Intimidation

 
In some situations, attempting to intimidate the other person will actually increase the amount of rapport you gain with them. CEO introductions, meeting other salespeople (and competitors), and sales job interviews come to mind. Other times its just plain fun to assert a little power in a situation. Here's the technique for giving a "power handshake" that communicates that you are confident, in control, and not afraid to use it. Reach to shake first, with you right palm open, tilted slightly to the right....
 

Selling the Difficult: How to Sell What People Dont Understand How to Buy

 
I'll play a seller, using conventional selling methods, selling something difficult to understand; you be the prospective buyer. As we go through the process together, note your reactions, how your beliefs are being challenged, what 'objections' and emotions come up for you as I try to 'sell' you. Once we're done with that component, I'll review how it would be different using Buying Facilitation; hopefully you'll be able to take that to the bank. Here we go (and please excuse me for being a bit playful and provocative....
 

Picture Yourself a Winner

 
In the work place, the amount of good things that happen to a person during the day far out number the amount of bad things that happen, so why do we spend so much time stressing over the bad things when we should be smiling about the good things. One reason being, when something bad happens, such as being berated by a customer, it shakes us up a little bit, maybe our pride has been touched up a little. It plays on our mind like a disease, and you can't help but think about it, and what you could have done differently to avoid the situation....
 

Your Clients Buying What Youre Selling

 
Linda felt like she had reached a plateau in her cleaning business. For the past 3 years, she'd run the same ads in the same publications with the same results. She would generate enough new clients to make up for the ones she lost due to normal attrition, but she was never quite able to get beyond her mediocre success. "I feel a little stuck," she shared in our last call. "Every time I try running another ad or sending another mailer, I only generate enough new work to make up for the additional cost I've expended....
 

Needs Based Selling

 
I am sure you are familiar with the phrase, "I could sell ice cubes to an Eskimo." First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accomplish. You would have to be one heck of a sales person to accomplish this, but why would anyone waste their time selling somebody something they didn't need? First of all, imagine how long it must have taken to pull off a sale like that, I doubt the Eskimo jumped at the chance, it must have taken a lot of persuasion on the part of the sales person....
 

Diverting the Flow of Customers to Your Business

 
I was a lucky kid when I grew up. Lucky, because I had a big back yard for playing. It was about 28 acres big. My siblings, friends and I spent many days exploring, building, digging and hiding in the vast outback. Geographically disadvantaged as a flatlander, there were no rushing mountain streams or flowing rivers in the valley for exploration and water play. There were only a few ditches that the rain and snow runoff would eventually pool in to create a kid's river. Kids' rivers are navigable by toy boats and are only inches deep at flood stage....
 

Selling To Your Difficult Person

 
We all have people whom we find difficult. We don't understand them, connect with them, or even talk comfortably with them. But, when we own a one person business, seeing someone as difficult gets in the way of our selling effectively and their buying wisely. It is easy to blame the other person. They're the difficult ones. But, the truth is, if you find someone difficult, for sure they will find you just as difficult. And, if you're difficult they won't want to work with you. They'll take their business elsewhere....
 

Ten Tips for Choosing the Right Direct Sales Company

 
Direct sales can be your ticket to a profitable home-based business. There's low risk and low overhead - and you'll find lots of conversation, creativity, and cooperation among the company's representatives. But how do you know which company is right for you? Here are ten things to look for as you research your options. 1. Products. Successful direct sales consultants exude a genuine enthusiasm for their products. Before joining a company, you'll need to have the inner conviction that your company brings products and an opportunity that no other company can....
 

Keep the Referrals Coming

 
A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction. When we receive a referral from someone, it seems like an easy way to get a sale, but keep in mind, referrals don't come without first building relationships with your current customers, and within your business community. There are several ways to get referrals, but perhaps the easiest way to get them is from the people closest to you, the people right in front of you....
 

The History of Sales: Dale Carnegie is Still with Us

 
I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative Selling. After becoming familiar with their concepts and methods, I've come to believe they are correct: they are definitely on to the next iteration. But of what? The next iteration of How to Win Friends and Influence People. Interestingly, Dale Carnegie's beliefs and sales models continue to capture the mainstream audience for sales professionals, complete with the beliefs and behaviors he put into place in 1937....
 

How Leaky is Your Sales Pipeline?

 
Does your Sales Pipeline leak? If you answered no, you don't even understand the question. Every business' Sales Pipeline leaks to some extent. The question is: Have you done everything you can to ensure that it does not leak excessively? Do you even know what your Sales Pipeline looks like? Very simply, a Sales Pipeline starts with an initial enquiry and ends with a sale. While the Sales Pipeline looks different in each business, there are still some similarities between them. In all businesses, there is a need to generate enquiries....
 
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