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| Sales Training Information |
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Increase Your Sales With an Incredible Offer
What are you selling? Coaching? Consulting? Professional services? A product? Information? To start with, you need to sell your product or service in terms of benefits to your clients and not features. Clients want to know what your product or service will do for them, not necessarily all the credentials you have or the process you use. But once you've got a great list of customer-focused benefits to use as copy points in your marketing messages, what else can you do to increase the odds your prospects will buy? You can make an incredible offer. What's an incredible offer? It's a way of packaging your products or services so your prospects simply can't resist. You want their reaction to be, "This is such a great deal, I'd be a fool to NOT buy!" So how do you construct an incredible offer? You start with your primary product or service, and then you add value, in terms of bonuses, to make it more attractive. The idea is to build up the value with products or services that cost you very little, but add great value to your customer. For example, if you are a coach, instead of simply selling a few coaching sessions, sell an entire package that includes educational and support materials, email support, reminder services, recordings of all sessions for future listening and reference, and monthly check-ups for six months once they complete their coaching sessions. These are all products or services you can easily create and provide at very low cost, and they could significantly increase the perceived value of your coaching services. Whatever business you are in, brainstorm a list of products or services you could package with your primary product or service. Consider your clients. What are they looking for? What would be valuable to them? What needs to do they have that you can fill? What service could you add that would set you apart from others in your industry and provide great value to your clients? Here's 10 ideas to get you started: 1) An automatic reminder or follow-up service (email auto-responders are great for this) 2) An unconditional guarantee 3) A checklist to help them stay on track with what you are helping them do 4) Articles 5) Special reports 6) An ebook that answers the frequently asked questions or issues your clients face 7) A complimentary consultation or coaching session 8) Complimentary shipping 9) Training and support 10) Installation or set-up You may even want to consider a joint venture and offer a partner's product or service. For example, new subscribers to The 10stepmarketing Ezine get three bonuses just for subscribing. It increases my subscription rate significantly. Buyers of The 10stepmarketing? System get between five and seven bonuses depending on which system they purchase. These are all products or services that complement the system, help my clients with their marketing more than just a step-by-step guidebook could, and add significant value. These carefully thought-out bonuses create an entire package to increase the success rate for my clients. It's a competitive world out there. If you want people to sign-up for your mailing list or buy from you, make it a no-brainer by offering them incredible bonuses and value. You don't have to lower your prices or give stuff away. Just be creative. Create a killer package that you know will be valuable to your clients. I challenge you to take a look at what you are selling. Is it a lonely product or service? Or, is it a complete package with incredible value? If you are not selling a complete package, take the time to brainstorm a list of added bonuses to make it irresistible and watch your sales and sign-ups rise! (C) Copyright 2005 Debbie LaChusa 20-year marketing veteran Debbie LaChusa created The 10stepmarketing System to help small business owners and solo-preneurs successfully market their business, themselves without spending a fortune on marketing. To learn more about this simple, step-by-step program and to sign up for her FREE audio class and FREE weekly ezine featuring how-to articles, tips and advice, visit http://www.10stepmarketing.com
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Coaching Growing Sales Through Creating Connections 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. Qualifying vs closing The art of effective question asking (qualifying) determines the effectiveness and the success of the "close".EXAMPLE: Let's assume you are a candy sales rep. You sell both chocolate and non-chocolate candy. I'm your potential customer. You know nothing about me but you are trying to sell me chocolate candy. You proceed to tell me how great the candy tastes, how exquisite the texture is, how incredible the quality of the chocolate is, and, by the way, how affordable this candy is because your company is doing a promotion on this outstanding chocolate candy. However, you don't sell me a single piece of chocolate candy. WHY?You assumed I liked chocolate candy and I would buy it based on the information you provided. But the most important thing you forgot to identify or ask me is "do you like chocolate candy?".The answer is "no, I hate chocolate candy?". But since you never took the time to understand me as your potential new customer, you lost today's sale and future sales a well. Better Approach: I'm still the customer, you are still the candy sales rep. You're still promoting chocolate candy. The difference is - upon meeting me and establishing a rapport, your first question might be."Do you like chocolate candy?".My response "no, I never eat chocolate candy".Your response "you never eat chocolate candy, why?".My response "because I'm allergic to it". QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answer should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:"Do you eat any kind of candy?".My response "occasionally".Your response "when you say occasionally, how often is that?".My response "2 to 3 times per month".Your response "when you do eat candy, what type of candy do you eat?"My response "hard-type, mint candies".Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not selling." Once you have identified what's important to me, the customer, you have positioned yourself to sell me what I want - not what you have. 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. One Simple Persuasion Secret That Will Blow The Roof Off Your Sales The next time you are shopping for clothes in a department store, take a closer look at the price tags. You'll probably notice that each price tag starts with one price, but then counters with another. They say, "Was $60, Now $30," or, "Regular Price $69.99, Our Price $49.99." How to Boost Your Sales Letter Conversion Rate Emotion and reason mix very well together to make excellent sales techniques. Expert copywriters, while writing their sales copy in a systematic and methodological way, use emotions and emotional triggers all the time. 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. Top 7 Psychological Triggers For Unlimited Sales Did you know that there are specific psychological triggers you can use to influence the decisions of peoples and persuade them to buy what you are selling? 12 Sure-Fire Steps To Improve Your Retail Sales The purpose of any business is to bring in customers, and it can only be accomplished through marketing. If your cash registers don't ring, something is wrong and you had better find out what is wrong fast. Because in today's competitive retail world... getting results is what counts. Sharpening Your Sales Skills Making a living in sales can be very rewarding, however, it can also be tough at times. That is why it is very important to stay on top of your game at all times. The 7 Deaths of a Salesman In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. Sometimes these are one in the same, but more often they are at odds with one another. However, this article isn't about doing the right things, it's about showing you what things to avoid. If you can figure out how to control each of these 7 things on a daily basis, you'll be well on you way to selling success. Visual Science of Selling Statistics state that 55% of people judgments are made based on what is seen visually, as opposed to 38% based on voice and the message you give. That means what you promote using images is the most important factor in making the right connection. This observation makes the Internet the biggest opportunity to sell. It's been said that information is king, but in the world of the Internet, it's image. Here the visual presentations are the most usual method to promote your product/service. According to web development tools you have at your disposal photos, images, animations, movies to enhance your marketing strategies and create a professional sale system There are thousands of authors out there teaching sales people on how to turn more prospects into customers, how to increase their sales, and convince people to buy. Almost all of their books state that creating an image of your product is the best thing you must do and this is nothing else but to recognize the importance of visual methods in sales process. Here are some 'visual' tips that salespeople may use effectively in selling their products Use images in your website. An image values more than a thousand words. Take care to not overload your web site with high tech gadgets. They can create a slow loading web page and distract people away from your offer. How To Write A Killer Sales Letter I sit down and look at my notebook. Then, I put myself into the 'zone'. Top Ten No Money Promotion Ways That Create New Clients and Fast Sales Better than offline promotion such as press releases, talks, or networking? Better than search engine placement, banner ads, ezines and news groups? 10 Expressions to Avoid in Sales Communication Keeping up with what words are in and out isn't hard. Yet,with all the other more important things on our to-do list,it doesn't get remembered easily. 3 Steps To Immediately Increase Sales Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to increase sales, no matter the economic conditions. Make More Sales By Airing Your Dirty Laundry There's an old saying, "Don't air your dirty laundry". The Unmentioned KEY to Selling PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST. PERIOD! 4 Reasons Why the Sale is Not Made When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. "If you'd only offer better specials," or blame the economy, "If only customers had the money," or they blame their boss, "If only I got a better schedule," or they will blame whatever happens to come to mind that day. Never, do they take stock of their own selling techniques. 10 Power-Packed Ways To Spark Your Sales 1. Spend money on targeted advertising instead of mass media advertising. You don't want to waste your ad dollars on people who aren't interested. How Business Coaches Avoid the Yearly Training Feeding Frenzy What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I did not have any training needs and now I have a shed-load of them?
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