The Struggle to Decide: The Paths Customers Take to Solve Problems

 
Usually my essays discuss the issues that the 'sales' method initiates, methods such as over-long buying cycles, product and brand differentiation problems, price competition, and objections. This article focuses on the buyer: what, precisely, is the real problem they face; and how you lose differentiation/competitive edge/time through your faulty assumption that a sale can be achieved through a clear-cut equation: problem + appropriate product + professional sales effort = sale. Let's look at the fact pattern here: when you first contact a prospect, you somehow have already decided they would most likely need your product: you've done some sort of homework that leads you to recognize a demographic fit, or you identify a trigger that makes you believe they have a need you can resolve, or they are just within your customary prospect range (i....
 

6 Steps on How to Install Confidence Into Your Clients

 
What methods can we use to install confidence into yourclients ? 1. Give abundant value in everything you sell. If you want to build up a reputation that will lead toa successful internet business you can't afford tooutsmart your client by giving him less value then he'spaying for. Whether you are selling goods or services, give excellent value. 2. Know your business. If those with whom you deal sense that you know yourbusiness they will have faith in your businessjudgement. 3. Tell the truth....
 

Solution-Sell is a Myth!

 
Who among us is not already up to here with the omni-smarts who wax poetic the benefits of "Solution Selling." Now it may seem strange for me, the author of the book "Up Your Income! Solution Selling for Profitability" to cast aspersions on the merits of this approach. Nevertheless like so many things in the real world, theory is one thing, application thereof is quite another. The question then becomes; what are the differences between theory and reality for the Solution Sell, and, is there credibility in either?...
 

Program Your Biocomputer For Sales Success

 
Selling isn't something you do to people, it's something you do for them. If you feel as though you're being pushy or twisting arms when you are interacting with prospective customers or clients, you might be doing just that. To be successful in sales, you do need to be in control of the sales process and you do need to ask important questions, but you don't have to be obnoxious, overbearing or demanding. Look at selling as an opportunity to create value for prospects. A good salesperson uncovers needs that his customers or clients have-needs they might not be aware of on a conscious level--and helps them meet those needs or find solutions to problems or potential problems....
 

More Cleaning and Janitorial Customers Using Yahoo

 
Start the letter out by saying: I have seen your Real Estate Agency on Yahoo, We clean alot of residential houses in the area and would be offering a referral fee of 10% to any house that you assign us to clean. I would like to sit down and discuss this further with you when time permits. Please respond to me by email if interested or contact me personally at (list your phone number) Sincerely, (List your Business) and Name Now this email can be sent to anyone by changing a few of the parameters, for real estate agents looking at the link below some do not have websites, you will have to call them and get their email or fax number....
 

Make Your Trade Show Booth Popular

 
So, you are taking your products and heading to a trade show, but this year you want to make your trade show booth popular in order to garner more business and have no idea how to do it. Actually, it really is quite simple to make a popular trade show booth as long as you put forth the effort. One idea to attract people to your trade show is to offer a raffle. By doing this people will come to sign up for the raffle, especially if it is a product worthwhile. The better the raffle item the more likely people will visit your booth simply to register....
 

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....
 
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