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[2004-03-31] How to Eliminate Price Objections
Virtually every person in sales experiences price objections. Unfortunately, the majority of sales people take the wrong approach and try to box customers into a corner by asking questions such as:
[2004-03-18] Short Copy: Understanding Its Purpose Can Increase Sales
I believe it was Mark Twain that once said, "If I would have had time, I would have written a shorter letter." His point being… it takes much more thought and time to write a short, concise piece than a long one. It's true, too!
[2004-03-12] Differentiate and Grow Rich: The Importance of a Strong USP
"With 50 other companies selling the same products and services, why should I do business with you rather than one of your competitors?"
[2004-03-10] Losing the Big-One: Salvaging Lost Accounts
After careful consideration, we have chosen our vendor, and it's not you."
[2004-03-01] Getting Past The Price
I've written previously about how to attract customers and how to manage the sales process. But one thorny issue keeps popping up for my clients… what should they do when a potential customer asks "How much will it cost?" as one of their opening lines.
[2004-03-01] Selling B2B Services - Converting Warm Leads Into Eager Clients.
One of the difficulties in selling a service is that potential clients (we'll call them "prospects" here) often don't know whether they should be using what you provide.
[2004-03-01] Sales Partners - Agents, Distributors, Licensing and Franchises
When I'm speaking with clients who are looking for ways to expand their business the conversation often comes around to the possibilities of using agents, distributors, licensing arrangements or a franchise.
[2004-03-01] The Art of Selling (and Some Tips to Help You Manage Your Sales Team)
Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection. There's a lot to know about the business of selling. No wonder many people are a bit overwhelmed when they are asked to do it.
[2004-03-01] Don’t Just ‘Make a Sale’
No business can survive without the lifeblood of profitable sales pulsing through it.
[2004-03-01] 9 Ways to Keep Clients Coming Back for More
A lot of effort is put into getting new clients. We all know our client base will change. Previous clients can move to a new area, sell their business, close down, or change their priorities. So finding new business is always important - but so is keeping your previous clients. Here are nine ways to keep previous clients coming back for more!
[2004-03-01] Get Your Share of 'Old' Business.
Lets face it...winning new business is fun. Particularly in service firms where there is substantial personal involvement required to gain clients. But the jubilation of landing new accounts often leads to problems.
[2004-03-01] Who's Driving Your Product?
A colleague of mine is in a difficult situation - or so he thinks! He and a partner have developed a CD-based learning aid to be used in tertiary education institutions. They both have inside knowledge of what students require, they are well qualified in their field, and they know how to produce the product. So what's the problem?
[2004-03-01] Companies Must Redefine Their Sales Force
Consumers' buying habits are changing. Technology and the ability to gather information in a nanosecond have created a level playing-field. Today's consumer is a much more informed consumer and a much more demanding one. He and she are tired of feeling like they have been "ripped off". They're less likely to be fooled by slick advertising campaigns that make unsubstantiated claims about the prowess of a product. Consumers are demanding that their needs be meet. To be responsive, sales people need to adopt a more consultive sales approach.
[2004-03-01] What's a Customer Worth Now-a-days?
Call me naive. Tell me I just don't understand. Ask me what planet I'm from but I just don't get it. From what I've been reading lately there are companies out there who are actually firing customers. Yes, imagine that. Firing customers! I just don't get it.It's tough enough finding and keeping them never mind firing them.
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