It's been said that an average American has about 9 to 10 credit cards. Having that much credit cards simply means that you have high purchasing powers. You can actually just splurge on anything that catches your fancy; you don't actually give out cash at that instant.Credit cards are so popular these days. Everyone seems to be using one everyday. It's also very easy to apply for a credit card. In fact, credit card companies are aggressively...more
Did you ever end up buying something that you did not know you wanted, and yet it felt the most natural thing in the world? Can you remember what the sales person said to you? Did it feel like they really understood you? Would you like to be able to get that same reaction from your customers? Read this article to learn how to woo your future customers the same way.My regular readers, by now will have realised that the art of all successful...more
What is the most important reason that sales fail to close on time or even close at all? When you get a mismatch by sellers selling forward and buyers buying backwards! Sounds like double Dutch? Well this article discusses how to position your proposition in line with the prospect to make them an eager buyer. Do you remember the last time you bought something that you were really looking forward to owning? What did it feel like when you finally got it, were you excited? Good sales people arouse that level of excitement in ownership, with their customers. Was it a house or car, I bet you couldn't wait to get hold of the keys! For this example, I am going to assume that the purchase was for a house. But a lot of things had to be done first. You had to make sure that you really wanted what you were going to get, you did your due diligence, after you had responded to some form of marketing communication. You made sure that what you were going to purchase met your needs. Can you remember how the sales person helped you along the way? Answered all of your questions and concerns. Helped you come to the conclusion that you had made the right choice. Helped you realise what was superior...more
As we embrace the information age, there are more gadgets available to the average sales person, than there were weapons for old age warriors. So does this add a credible advantage to the guy or gal on the road? Early sales reps had their wares and their wits, with which to earn a living, however as technology advances, does all of the constant...more
The two greatest problems facing all small business are; How do I get more qualified leads? How do I convert more of those leads into customers? Focusing on the second issue, if you have got that vital first meeting, you should really be in with a very strong chance of closing it. You will need to have 3 to 5 power questions prepared in advance,So...more
Every time you interact with your customers or prospects, is a chance to enhance the image of your company, and thus be more profitable. In a world, where technology seems to be driving business process, it is vital that you start with the basics. This article describes the 5 core principles behind customer interaction. Make it easy for customers and prospects to contact you, using whatever method suits THEM. Whether you are a one person band, or a company with 5,000 employees, it is vital that everyone sings off the same hymn sheet. By this I mean that customers should experience the same positive proactive experience, regardless of whom or where within your company the interaction comes from. People may not buy everything on the internet, but recent statistics indicate that 70% of purchases are researched on the internet today. A large proportion of these are then made in person at shops. Imagine the scenario; you have looked on a lighting company's website, and seen a lamp that you like, but you really want to see and feel it in the flesh as they say. You go into the shop, and ask for it. "Oh, but we don't have that in stock" they say! You explain where you saw it, starting to...more
The secret of selling is the art of value visualization. A natural sales person will lead the buyer through a series of structured questions, whereby the buyer will actually "see" what the product will enable them to do. The Sales person then will...more
Yes that's right money for free, no this is not a mistake or a misprint, and this is how you can get money for free.It is the latest idea on the internet, all you have to do to get your money is what you already do and that is surf the internet, you...more
By knowing the answer to that question, you will discover how to multiply your profits. Let me ask you another question, if you knew who they were would spend most time with them? Now be honest, have you ever thought to really look at who your most...more
Good sales people are naturals. They just get on with the job, their customers love them and they keep bringing home the bacon. But what is it that they are doing right? Do you know? Can you pass on those lessons to other members in the team? If you...more
No matter how great your product or service is, if you don't have people using and buying what you produce, you go out of business. So how do you set up an efficient sales and marketing machine, on a limited budget? Do you have experience in sales...more
We all know that Eskimos primarily use snow to build houses. How then could you sell them more of something, which is abundant and free? But what if you had a type of snow that did not melt in the summer, yet still had the insulation properties of...more