Sales letter articles
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- 2007-11-13 22:16:19 - Selling skills - how to handle the dreaded question whats 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.This focus on price is often a clue to indicate the prospective client may lack knowledge about what you really do. After all, if you were to...
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- 2007-11-13 22:16:19 - 10 tips to overcome your fear of selling
- Ahh. Selling. Sometimes, this is a word that is dreaded and feared by all but the most intrepid business owners. It seems that, even though we all know we need to "sell" our products and services, many of us feel fearful or anxious about actually doing so.These 10 tips are designed to help you shift out of your fear, and into excitement, about sharing your product or service.1) Know ...
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- 2007-11-13 22:16:19 - How to profit from initial consultations
- "I'd love to work with you, but?"How many times have you heard these words? As a professional service provider looking to grow your business, isn't it sometimes frustrating to hold an initial session with someone who you'd love to work with but the potential client has a whole list of reasons why s/he would love to work with you, but??As in, "I'd love to, but.."-"I can't afford it." ...
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- 2007-11-13 22:16:19 - Wholesale secrets revealed: the holy grail of wholesale!
- Like the legendary search for the Holy Grail, the cup that Jesus drank from at the Last Supper, the same "holy crusade" goes on today by veteran and newly anointed business owners for the perfect wholesale, surplus, and drop-shipping resource. They believe that divine intervention will lead them to suppliers that can defeat the economic laws of "supply and demand."There are more than a few ...
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- 2007-11-13 22:16:19 - Web promotion: 10 amazing web promotion ways to jump start your sales
- Hello, do you have a website and sell something on the internet?If yes, may I offer you 10 amazing web promotion secrets to jump start your sales at your website!1. Find a strategic business partner. Look for ones that have the same objective. You can trade leads, share marketing info, sell package deals, etc.2. Brand your name and business. You can easily do this by just writ...
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- 2007-11-13 22:16:19 - How to ask for business -- without appearing pushy --
- GIVING Vs "SELLING"Never lose sight of the importance of providing a "reason" to buy BEFORE you attempt to SELL anything to a client/prospect.In the current business climate you have to GIVE first. The very first question from a buyer is.... what is the BENEFIT to ME? Why should I change from my present supplier?GIVE in advance of asking a prospective clien...
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- 2007-11-13 22:16:19 - How to lose the sale quickly & easily
- Here are five sure-fire ways to guarantee you will not get the sale;Focus on yourself. I recall meeting several salespeople from a variety of vendors regarding an initiative I was working on for a client. EVERY single person began their presentation by telling me about their company rather than learning about my needs and wants. I ended up being subjected to information that had little or n...
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- 2007-11-13 22:16:19 - Why should i buy from you?
- Virtually every business you contact has this question in their mind. To truly maximize your revenues you need give people a reason to buy from you versus a competitor. Here are a few strategies that will help you differentiate yourself from your competition.First, it's important to understand that people make their buying decision on two levels ? logical and emotional. The logical aspect r...
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- 2007-11-13 22:16:19 - The power of thank-you
- When was the last time you thanked your customers?This often neglected gesture is a very powerful sales tool. As a small business owner, I want to know that the companies I chose to work with appreciate my business. Here are some of the opportunities you have to thank the people around you.1. When they place an order or make a purchase of any type. This may sound pretty obvious but m...
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- 2007-11-13 22:16:19 - Voice mail that sells
- As a business owner, I receive my share of sales calls in a given month. More often than not, I'm away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. Here are a few of the common mistakes I notice and how you can correct them.Mistake #1 ? The message lacks focus or clarity. You are more likely to receive v...
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- 2007-11-13 22:16:19 - Its better when they tell them
- You know that word of mouth can grow your business. You hear your customers say nice things about your company all the time. So why don't they tell people? And, why don't they write it down?Because you don't ask.Your customers are busy people. They don't think about your business day in and day out like you do.Testimonials don't have to be written in a formal letter. You'll of...
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- 2007-11-13 22:16:19 - 10 amazing product selling formulas
- 1. Sell your products at a wholesale price to retail web sites. You could sell them individually or in bulk.2. Set up joint ventures with other businesses to sell your product to new customers. They can introduce it to their customers for a set price.3. Allow other web sites to sell your product for a set commission. They can take a percentage of the sale and send you the rest of the...
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- 2007-11-13 22:16:19 - ?the power of consumer opinion, & how to profit from it!?
- Selling is just a whole lot easier when you know what people really want.But unless you're psychic, or know how to do the Vulcan mind meld, "getting into their brains" is HUGE!I can't tell you how many times I've racked my brain trying to make sense of consumer opinion, & up until this point, I have to confess. Ain't got no voodoo.But here's what I know.Having...
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- 2007-11-13 22:16:19 - Spin, relevant to both salesmanship & advertising!
- Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling.Situation, Problem, Implication, Need Pay-off.It should come as no surprise that one of the things that he discovered was that successful salesma...
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- 2007-11-13 22:16:19 - Consumer effort and the purchase decision
- It is a basic tenet of behavioral psychology that people engage in behavior that takes the least effort and provide the highest payoff. If someone see's a product as being very valuable but the effort to purchase that product is large it will decrease the value of the product and they will probably not engage in the behavior required to acquire the product.In Keynote's recent publication co...
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- 2007-11-13 22:16:19 - Handling objections
- HANDLING OBJECTIONSSales presentation is not always going to be plain sailing. You must expect objections. The important thing is to know this and be prepared to deal with them. Welcome them as sign of interest which can be turned to your advantage.Most of the objections we come across will arise from1. The Customer having insufficient information. 2. The Customer's parti...
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- 2007-11-13 22:16:19 - Telephone techniques
- TELEPHONE TECHNIQUESSelling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some the objective is to make appointment and in others it is to make appointments for the direct sales force.There are key personal qualities that are essential for phone work1. Self...
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- 2007-11-13 22:16:19 - How to improve your voice
- VOICEThe Image the customer has of the Salesperson is vital. In telesales the image is created through voice alone. There is no smartly dressed representative to see, no glittering product to touch and tantalize-just a voice on the other end of the phone. However good the present telephone system may be, the fact remains that the quality of the sound of the human voice is partially lost thr...
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- 2007-11-13 22:16:19 - Plan for your next trade show appearance to be a success
- Most people who consider trade show planning think of it in terms of logistics planning. In other words planning for details like finding an exhibit, producing graphics, shipping the exhibit to the show, ordering services, etc.But seeing the full potential of a trade show program for your company requires a different type of planning. It requires setting objectives for show participation fo...
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- 2007-11-13 22:16:19 - Instead of discounting, back some value out of your proposal
- Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself. I don't wa...
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- 2007-11-13 22:16:19 - How to build sales with extended benefits
- An area that can become profitable for many businesses in building the offer within sales copy is selling (or "upselling" customers with) extended services, products or packages, also often called the "extended warranty."Extended warranties are subtle forms of insurance policies that guarantee a product or service's performance, especially after an initial period of time.While the gu...
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- 2007-11-13 22:16:19 - The top 10 ways to add extra value
- Everyone wants the best possible value in every transaction, but each of us defines "value" in different ways. Some customers want the lowest price, while others will place a higher value on reliability, convenience or things like color, popularity (think Pokeman cards!) or durability. The challenge for business is to provide extra value for every customer, at the lowest possible cost of doing bus...
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- 2007-11-13 22:16:19 - Getting referrals
- ReferralsA substantial part of your business can come from referrals. The key is to provide extraordinary customer service and educate your clients and influencers to this fact. You must actively cultivate referrals; otherwise you're just leaving it to chance.Referrals Start with Great ServiceThe foundation of great referrals is great customer service. A large part of your bus...
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- 2007-11-13 22:16:19 - Reviving dead clients
- Most consultants I've talked to don't spend any time trying to recover inactive clients and it's a big mistake. We tend to magnify the problem we had or just want to move on, but sometimes a simple apology and offering to make things right will bring you back a client worth thousands of dollars in billing.Clients can quit contacting you for a number of reasons:They had a bad experien...
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- 2007-11-13 22:16:19 - Im a second-story man
- Can you say who you are and what you do in two sentences or less?If someone should ask (in an elevator, get it?) what do you do? You should be able to recite the answer as fast as Robin Williams comes up with a quick one liner.Robin Williams can do it because he has rehearsed every line. He is just waiting for the opportunity to bring up another fully rehearsed blurb. There is no "ad...
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- 2007-11-13 22:16:19 - No regrets
- Here's a chilling thought. If you were to die tomorrow, would you have the same two regrets that many business people share?According to a study, just before people die, if they express any regrets at all, those regrets tend to fall into two categories. The bigger, by far, is regret they didn't do better by other people. Such as, they didn't spend enough quality time with their children. Or...
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- 2007-11-13 22:16:19 - To sell successfully, you have to be willing to be different
- We are complex. We confidently assert that we are independent thinkers but then we can feel uncomfortable -- even embarrassed ? if we break out of "the norm." However, in business the biggest rewards often go to people who are willing to be different.One night, I was in a mall at suppertime. There were a dozen places to eat at the food court and the crowd was thin. Behind one coun...
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- 2007-11-13 22:16:19 - Clear up blurry communication
- One of the top brewing companies in America is a consulting client of mine. However, during a seminar for a brewery management team, we were jolted by a "communication wake-up call." We discovered that even though co-workers speak the same words, they don't attach the same meanings. Here's what happened. I asked people to write a list of simple words, such as often, sometimes, never, and...
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- 2007-11-13 22:16:19 - Dress as though you mean business
- Could casual Friday be undermining your leadership ability?One of the cool things about working in a home office is that you can do business in torn jeans and a T-shirt because no one sees you but the dog. And Sparky believes in you no matter what you wear. Some people in traditional workplaces, though, are getting so casual in how they dress for work it can have a negative impact on their ...
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- 2007-11-13 22:16:19 - Are you a winner or whiner?
- I've found that winners say "I choose to." Whiners, on the other hand, say "I have to."Let me explain. On a plane, I mentioned to the executive next to me that I'm a professional development consultant and speaker. She smiled, gave me a knowing nod, and before the wheels were up revealed her "pain." She launched into telling me about her demanding and exhaustin...
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