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3 Ways To Overcome Pricing Challenges
How many times have you had a customer say to you; I've been shopping around and XYZ mortgage company can get me a better rate and won't charge me any points. well . . . The lower rate might hold some truth to it but lets face it . . . Nobody works for free! Here are three things you can do too win your customer over when faced with rate and pricing challenges. 1. Sell Yourself When a customer is shopping around, the information they give you is usually false, because they are bluffing. You can't blame them, they, like all of us, are looking for the best deal possible. With this in mind, tell them what you can offer them based on what limited information they can provide you with. During this process, stick to your guns, and give them all the information you can about as many products as you can, this will let them know just how knowledgeable you are, and you will earn their respect. Don't waste your time asking questions about the programs offered to them by other banks, and telling them the rate they were quoted was probably an ARM, they will find this an insult to their intelligence. Be as courteous and honest as possible, tell them if XYZ bank can get them the rate they quoted you, than they should go with it, they will admire your honesty. Finally . . . Ask them for their name and phone number so you can follow up with them in a weeks time, and assure them that they can call you at any time with any questions or concerns they may have. 2. Availability When confronted with the challenge of having to deal with your competitor's lower rate, make your customer aware that although you might not be able to match the rate, what you can offer them is superior customer service. If you take this route, you must be committed to it. Let them know that they will be able to call you any time, night or day. You can start by giving them your office number, as well as your cell phone number. Let them know that you will be more than happy to meet them one on one at your office, or you can arrange to meet them at their home at a time convenient for them. Clients like to know that they have an advocate they can trust and depend on. Supplying them with this comfort zone means a lot to them, and more often than not will win them over. 3. Buying Time Sometimes you need to buy time in order to prepare yourself. When a prospective customer hits you with the rate obstacle, the challenge can be a tough one! Tell your customer that the rate they have been quoted is a very good one, and that you would like to do some research to see if you can possibly come up with a better one. Take their number and assure them that you will call them in no less than twenty-four hours at the most. When you call them back, you will be prepared with the information you have gathered on the products you are going to introduce to them, along with possible rates. Even if you are unable to come up with a better rate, they will be impressed with your knowledge, and best of all, the effort you were willing to put forth! Jay Conners is the owner of a http://www.jconners.com, a mortgage resource center for all mortgage brokers,lenders, and loan officers. He is also the owner of http://www.callprospect.com, a mortgage lead company.
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Coaching Turning Sales Techniques Into Sales Success! The goal of all sales training is not just to teach solid selling principles and techniques, but to actually help participants increase the number of new accounts (products and/or services) they sell and improve their multiple sales ratios. Unfortunately, many sales and service industry professionals gain an intellectual awareness of the methods of selling from the sales training they receive, yet fail to improve their bottom line sales results by systematically using the concepts in their daily transactions. See my article, The Processionary Caterpillar Syndrome Costs You Sales? Prospecting: Not A Wild Goose Chase... Its A HUNT Prospecting for future customers can be fun if you approach it the right way. It is not a wild goose chase; it is a wild goose HUNT. Sales and Closing Techniques One essential criteria of being a successful salesperson is the ability to be able to close a sale effectively. You don't have to be a salesperson to do this, yet you do need to put at least some of your focus on sales to be successful, whether it is yourself doing the closing or are someone you hire. After you have done the difficult part, which is prospecting, you need to close. This is not really hard but is the singlemost important step. The final close happens when you ask the prospect to make a decision. Selling and marketing, as you may have guessed by now, are actually 2 seperate things completely. Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted If you've driven yourself crazy trying to figure out why so many customers get away, relax. You can't figure it out because... It's not logical. The impulse that makes people buy from one business instead of another is no more logical than the baying of an elk's mating call. In fact, it works exactly the same way, through the limbic system. Make More Sales By Creating How To Use It Product Updates Do you have any idea what your customers have experienced from using the products they have purchased from you? Most of the vendors I work with make a sale and move on. They often don't bother investing much time improving the products they sell to their customers, much less develop ways to help them better understand how to use them. A very small minority of vendors have continued to send me unsolicited free bonus 'how to use it' follow-up emails and publications long after I made my purchase from them. And whenever I receive something like this, it almost always compels me to take another look at the product I purchased because anything that helps me understand more ways to use what I already own is pretty useful to me. 5 Ways to Increase Business Sales by Contacting Your Existing Customers One of the best ways to increase your sales and one that won't cost you a lot or take a huge amount of time is by selling more to your existing customers. This can be a lengthy process and expensive to win over a new customer between advertising, sales calls, and approvals. With existing customers the process can be much quicker, smoother, and less costly. Three Essential Questions You Must Ask To Make More Sales Ignore Them At Your Peril There's loads of material about making money available on the Internet. Most of it is called "How you can make money on the Internet by selling products called How to make money on the Internet". How To Go Perpendicular In Your Sales Territory First and foremost are you thinking Strategically? "Do you have what it takes to do what it takes?" The Most Underused and Powerful Method of Lead Generation Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients? Keep Sales Simple For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly, or quarterly goals. This pressure can sometimes cause us to loose focus on the simple things that made us successful to begin with. Spend More Time Selling On average a sales person spends less than two hours per day selling their products. This statistic never seized to amaze me, even though I had often found myself being an active participant of its findings. 7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice These are the top 7 safety tips that criminals don't want you to know. It makes their job harder. What makes a criminal pounce? Intent and Opportunity. Their intent we have no control over, however we definitely can do something about the opportunity. Start thinking like a criminal. How would someone be able to take advantage of you? What throughout your day can put you at the peak time for a criminal to "come in for the kill"? Increase Your Sales Without Spending Another Cent Many home business owners lament they don't have enough cash to pay for online advertising to propel their business forward. Before slipping down this foolhardy slope, make sure you are being the best you can be and doing the best with what you already have. How to Build a Repeat Client Base in Automobile Sales Here is a question I recently received from a young automobile salesperson: 7 Sales Techniques To Differentiate You From The Competition You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we've been that way since we were kids. As a professional sales representative you should focus on what makes you different because the similarities will take care of themselves. The Truth About Sale Success! Bill Brooks of The Brooks Group wrote an article several years ago about his organization's research into sales performance. Bill's research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, "?were at the very peak of their game." These top sales professional were analyzed in two key areas behavioral style (personality) and core values. Here's what the Brooks Group researchers learned about sales success: 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... Finding the Need is Only Part of the Sale Many of us in sales are taught to believe that the most important job of the salesperson is to 'find the need' of our prospects. If we can uncover 'needs' then our job is easy; we just need to show our prospect how our product or service fills that need. Right? Why ALL Sales Decisions Are Based On Emotion - Heres The Proof! Have you ever gone into a newsagent, picked up a magazine and flicked through the pages for a while, read the index, read some of the pages in the magazine? Leverage Avoidance Values for Irresistible Selling What are values? Values are filters that everyone uses to help make sense of all the information we must process before we make a decision. When you appeal to a person's values you speak directly to their decision-making criteria.
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