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Boost Buyer Confidence By Assuming The Sale
I saw something in town the other day that just really struck me as funny. Not only that, however, it really nailed home a strong lesson for me about how to make more money. I was driving down main street past this old building. I don't know exactly what the building had been used for, possibly a warehouse or something along that line. The thing that was funny about it, however, was the sign it had mounted on the front. It was a sign that had been there for some time, but I'd never really noticed what it said before. Turned out, it was a "for sale" sign. Now think about that. This was a permanently mounted, bolted to the wall, unchangeable "for sale" sign. Yes, the salesman entrusted to sell this particular building is SO confident in his sales ability that he felt the need to spend $150- $200 on a PERMANENT "for sale" sign! Doesn't that strike you as funny? I mean, where is the logic in this move? Who would put up a permanent "for sale" sign on something? Someone planning on taking years to get the job done, that's who. Someone assuming no one really wants what he has to offer. Huh-uh. Wrong. Totally backwards and self defeating attitude. Don't assume there will be problems when you are marketing your product. Don't assume you'll have to talk people into making a purchase. Don't assume a long hard road. Assume the sale! Even a simple little thing like a permanent "for sale" sign can create a negative image in your potential customer's mind. It makes them wonder what is wrong. Why hasn't this place sold already? What are they hiding? People feed on the self confidence of others. No one wants to buy from someone who seems unsure about what they are selling. Speak, show, and exude confidence in your sales approach. Whether in your sales copy or just an email message to a potential client, assume they are interested in and WILL buy what it is you are offering them. Now, this is not to say that you need to be overbearing, pushy, or rude. Those are all negative factors as well. Simply approach a potential sales situation as if there is no doubt in your mind that whoever you are presenting your product to is completely interested in it and preparing to make a purchase. Undoubtedly, they are at least considering it or they wouldn't be there in the first place. Your confidence, attitude, and demeanor all play an important role in convincing them to advance to the next step and commit to buying your product. It's no trick, no devious tactic. It's just plain common sense. What you bring into the situation rubs off on those who are listening and influences their decision. Now, one last important point. Going back to the permanent "for sale" sign. Like I said already, I know that sign had been there for some time, but I'd never really noticed what it said before. This means that not only can the wrong attitude not help you make more sales, it can actually keep you from being considered in the first place! Scary thought, huh? =============== About The Author Phillip Fuller publishes both Biz4Profits and Quick Pick Ads. He gives you a wealth of resources, opportunities, tools and fresh ideas that will help you start or grow your business. Learn what you need to succeed ~ Subscribe today!
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Coaching Training for Trade Shows - 5 FAQs Trade shows are so obvious. You go. You hand out brochures. You come back to the office. It's just a glitch in your work week. Well, it's much more than that. Your bottom line can float on when you make - or lose - a sale at a trade show. Small Business Computer Consulting Freeloaders? and How to Avoid Them If you've been in the small business computer consulting industry for more than 10 minutes, you've probably already encountered a fair amount of freeloaders. Boost Buyer Confidence By Assuming The Sale I saw something in town the other day that just really struck me as funny. Not only that, however, it really nailed home a strong lesson for me about how to make more money. Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience, has proved to be a better selling strategy. Ideal Clients - Who are They and Where Do You Find Them? Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment. Increase Sales - Overcoming Barriers Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan." Sales 101: Asking for the Order "Ask, and you shall receive", a biblical principal that offers some of the best sales advice for beginning salespeople and experienced sales professionals alike. The best sales presentation imaginable generally will not yield the desired results unless the salesperson asks for the business. How To Master the Art of Super Salesmanship Mastering the "art of selling" is simply knowing how to present whatever it is that you are selling, to the buyer in such a manner that he feels buying it from you will solve his problems or fulfill his dreams. Selling online is really no different than selling in person, face to face with your prospect. Really, it's just a way of making sales calls more efficiently and economically. You've got to get his attention - you've got to appeal to his interests -you've got to make him understand how his purchase of your product will benefit him and finally, you've got to close the sale by causing him to reach into his wallet for money or to write out a check for whatever it is you are selling. Remember, in essence, even though the method of selling is the Internet, it's the same as if you were knocking on his front door. Thus it's very important that your material look its best. Make your website look professional and successful. The opening encounter with the prospect affects the success of the presentation and whether or not a sale is ultimately closed. Once he's gotten the website opened and is looking at your presentation, you've got to carry over that image of professionalism and success -Make him feel comfortable -Be friendly and believable. -Stimulate his interest in whatever you are selling by appealing to one of his basic wants, needs or problems with a solution. Don't waste his time with a long and/or complicated dissertation. >BR>The most important thing you want to do is to create within your fulfillment he'll have as a result of buying from you. Stimulate his imagination, and explain to him how he can use whatever you are selling to his advantage. Finally, and most importantly, make it as simple and as easy as possible for your prospect to buy from you. Don't force him to read a long, drawn out sales agreement or contract. Just make your presentation, explain how purchasing from you will solve his problems or fulfill his dreams, paint a word picture that allows him to see himself with your product and his problems solved or his dreams fulfilled, and then direct the buyer to your order page on your website. Too many sales presentations begin with some sort of story about the seller Hello there, I'm writing to you from the beautiful beaches of Waikiki; or after a hundred years of research I've found the fountain of youth; even some such tripe as dear friend - you may not know me but I'm now a millionaire... When you put your sales presentation on paper - when you are trying to sell something by mail or online - appeal to the basic wants, needs or problems of your prospect. He or she wants only to satisfy his or her problems - not read about who or where you are or what you've done -just ask them if they'd like to know how to make their tires on their car last 10 years or more (or whatever the benefit of your product is) Above all else, remember that people's wants, needs and problems are changing constantly - and that people are learning all the time meaning that you must constantly be up-to-date with what you are selling, and always be improving your sales presentation. May be reprinted and redistributed freely as long as the resource box remains intact. To show my appreciation to the people that use my article, I run a free solo ad to my ezine list. Once I receive confirmation of the url or a copy of the ezine that the article was used in, I will run your solo ad. Send the url or ezine copy to pnewsletter2004@yahoo.com*************************************************************DeAnna publishes the biweekly ezine Prospecting and Presents. 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. 4 Easy Ways to Boost Your Sales Here are 4 easy ways you can boost your sales for little or no new expense ...and without making major changes in your selling process. Better Listening Skills = More Sales Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness. Get Leverage & Increase Your Sales Results Immediately! Have you ever started something and not completed it? Or maybe there's something that you know that you should do but you just don't seem to get around to it? Or perhaps there's something that you know would benefit from more attention / more focus but you just don't give it the attention that it deserves? How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale! Follow this story... Positioning for Profits! Last Friday, I was spending one last day of freedom with a dear friend who was expecting to have her first baby at any minute. We decided to hang out by the pool. More Sales with Less Selling Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets? Is the Sales Funnel Dead? Think about it. If only it was as easy as "filling a funnel" and having sales fall through the other end. I can make 200 calls a day, but who are they to and what am I doing? Just pounding phone lines and telling the company story isn't selling. Or better yet, when I get the check (the bottom of the funnel) what about implementation or customer service? Peak Performance One of the best books I have ever read is a 1986 classic written by Charles Garfield; Peak Performers: The New Heroes of American Business. Garfield spent nearly twenty years trying to figure out what causes some people to excel to amazing successes, while others bask in the glow of mediocrity. Three Secret Keys to Persuasion Magic Just a few critical distinctions can supercharge your communication skills: The Reason Why They Buy If you are a business person you want to sell your product or service. If it's been a struggle, then you probably aren't giving your potential customers a good "Reason Why" they should buy from you. Say What?!? Sales is a Profession? What exactly is the sales profession? Without a common dialogue and context for the sales profession, sales professionals and corporate executives who choose to engage marketing, sales, and customer service functions through a sales effort are often left scratching their heads when it comes to understanding what sales really is. What do we make of the numerous and powerful "How to" concepts defined and implemented within the sales profession? These "How to" concepts are invaluable, but they only define one-half of what is needed to be considered a profession. Without the other half, we're doomed to non-professional status. Let me explain.
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