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Make More Sales By Airing Your Dirty Laundry
There's an old saying, "Don't air your dirty laundry". If you are selling any product or service either online or offline this is horrible advice. You see sooner or later, your customers are going to find out the negative aspects of your product. Call it kama if you like, but they will. And when they discover it, at the very least you'll lose credibility, generate higher refunds and lose customers for life. At the worst your business reputation will get entirely trashed. This doesn't even take into account your prospects. If your product raises objections with actual customers you can be sure your prospects will pick up on them too. This is not voodoo. Every point of sale has a vibe. People pick up things unconsciously. If they get an adverse feeling then they back out and you lose another sale. So what's the answer? Air your dirty laundry. In fact be proud of it! If you point out any problems upfront then you are in control. Let me give you an example... A friend of mine recently tried to sell his treasured classic car. Unfortunately after test driving it nobody would offer him anything near what he thought it was worth. He came to me for advice. I asked him what were the things he loved about the car and if it had any quirks or problems. So he poured out his feelings about the car. Afterwards I wrote down an advertisment for him to sell his car. The first sentence began,"The only thing wrong with this Classic Car is its Classic Brakes." I then went on to describe the many virtues of owning a piece of automotive history. He sold the car for the full price within 24 hours of running the new advertisment. He was amazed. If your product is defective in any way a customer may take issue with, then bring it up in your sales copy early. You can even do this in your headline, like I did. This method kills likely objections dead. And it's these objections which will lose you customers and sales. You'll sell far more product if you then reframe any possible problems as actual benefits instead. Take a one page unattractive website for instance. Imagine it has no graphics, bare minimum sales copy and sells an ebook for $19. How can this be easily reframed? You simply point out this non-flashy website allows you to pass on large cost savings to the customer because you don't need to hire a copywriter or web designer. That's why the customer can get the ebook now at $19 rather than the $39 it would normally be. You're now providing your prospects with greater value overall and they will thank you for it with sales. You could also point out your competitions more flashy more expensive product. Just ask the customer what's more important, having more benefits for less money or less benefits for more money? They'll quickly agree your product must be better. This then gets them to agree they should buy your product. You'll make many more sales airing your dirty laundry intelligently. Copyright 2004 Clifford Mee About The Author Clifford Mee is an author, internet marketer, hypnotist and success life coach. If you want to discover little known 'battle tested' strategies to persuade more customers to spend more money more frequently, then please visit his main website at http://www.marketingpersuasion.com
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Coaching How To Become A Sales Superstar And Have Fun Winning More Business - Start Here! One of the interesting things about being a coach and speaker is that I have the good fortune to work with lots of different people from all sorts of different types of companies, markets and backgrounds. Whilst I do work (on the motivation and public speaking side) with non-sales people probably 95%+ of the work I do is with sales teams of some sort or other! As such, I get a real insight into the challenges and issues that many top sales performers face and also into who they are and what they believe. The Five Most Common Mistakes Salespeople Make Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing. Here are my top five. See to what degree you (or your sales force) may be guilty of them. Four Ways To Increase Your Sales Fast... In 2-4 Weeks? You built a very good web site... Customers - Always be Focused on Them I was looking at some promotional literature and web sites the other day and it was interesting to note the number of times the words - "We" and "Our" was used in this material. Increase Sales By Flying Under Your Prospects Radar Defenses How do you persuade someone to do what you want them to do? How Pareto?s Principle Impacts Your Sales Success Pareto's Principle {the 80/20 rule) is vividly illustrated in the sales statistics of most industries, companies and professional service organiizations. Eighty percent of all products or services are sold by just 20 percent of the sales professionals in the United States and Canada. How does this rule effect the overall management of the selling process in your company or firm? Basically, Pareto's principle impacts your selling process in three key areas: Reaching Goals in Direct Sales From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them. Knowledge is Power in Auto Detailing Sales The most important thing for an auto detailer to do is to gain expert industry knowledge. Since auto detailing sales have a lot to do with educating the consumer, it pays to understand the industry. So let's start with the types of waxes used on cars, boats, aircraft and recreational vehicles. There are many types of waxes and all have different properties, come from different places and must be used slightly differently to get the expected results. Sales Marketing: 10 Explosive Strategies To Amplify Your Sales Marketing is a skill. Once you master it, you can succeed in promoting any product or services online. 3 Hot Ways To Crank Up Your Sales 1) QUICK FOLLOW-UPS What Does It Take To WIN A Sale? What to do when you win or lose. Grrr! Why Arent I Making SALES?! Selling online can be very difficult, more difficult than in the 3D world because you do not get any personal contact with your customer. People cannot just browse like they do in a store, they cannot offer feedback, and it is hard to build and maintain trust throughout the entire online sales process. What compounds this difficulty is the fact that most online marketers have absolutely no experience in the field of advertising and sales. Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales Suggestive selling is a powerful tool that can increase your revenues-and your bottom line-significantly. We are all used to the order taker at a fast food place asking if we want fries with our burgers, or if we would like to "Jumbo-Size" our orders, but suggestive selling can work in any business. Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that much more than just hearing the words coming out of their mouth. Here are some tips that you can use to see how well you actually listen. Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words! Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. You make sure to build pain into your motivation strategy. Our basic survival instincts mean that given a choice between finding pleasure or avoiding pain - we'll usually opt to avoid pain. Sales Performance and Motivation: How to Get Your Edge Back Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day... The Top 10 Powerful Tools for Growing Sales Through Creating Connection Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer?NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. Secrets That Lead To Failure In Sales Let's be realistic nobody really wants to be labeled a failure when it comes to sales, unfortunately many business minded people are just that when it comes to selling their product or service. I have gathered a few tips I'd like to share that can prevent you from succeeding in sales and ultimately cost you your business. How To Write A Solution - Savvy Sales Letter to To Get Clients Too many sales letters are shaped into paper airplanes and flown into trash cans because freelancers write sales letters that sell their services. These freelancers have never listened to the quietly- whispered secret that says their sales letters should sell solutions, not services, to yield the best results. Separating Yourself from the Crowd (Part One of Two) Warren Buffet says that insurance is a commodity and price is the main factor in the market place. It seems that nowadays, lowest price wins, regardless of the other factors. More and more people are turning to direct writers because they believe that 15 minutes and a catchy commercial with a dancing lizard can save them some money. Forget the relationship, forget being able to actually see your insurance agent and forget you if you are $0.01 higher than the "other" guy.
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