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Informative Articles

A Revolutionary "NEW" Dimension in Sales
A Revolutionary 'NEW' Dimension In Sales: Make many more closings in the same amount of time! By Art Nelson and Linda Carlson Phase I Phase I: Learning the Product is the first thing Paul does as he begins his career in sales. This...
Four Ways To Increase Your Sales... Fast... In 2-4 Weeks?
You built a very good web site... You have a great product... You know that people are in NEED of Your service... AND ALSO You want to Increase your sales FAST... There is no wrong with that. As a webmaster you should promote your...
How to Gain Credibility and Sales By Writing Online Articles
Writing is one of the most powerful secrets you will find for bringing in new business and gaining credibility among your peers and potential clients. Writing articles in online publications that cater to your ideal client will put you heads...
Jump Start Your Sales
Joint Ventures are becoming very popular these days. One of the most popular for the last 2 years has been Mark Hendricks "12 Days of Christmas". Each year a lot of folks give away their products just for the exposure, and your email address. But,...
Transform Yourself from a Salesperson into a Businessperson
If I told you that one of the most important characteristics of sales excellence in today’s hypercompetitive business environment was not to be a salesperson, would you think you subscribed to the wrong magazine? Well, I have a good reason for...
 
Overcome These 3 Buying Obstacles And Increase Your Sales

OVERCOME THESE 3 BUYING OBSTACLES
AND INCREASE YOUR SALES
Copyright 2002 Bob Leduc

Do you know how may sales you lose from customers who
almost buy from you? Losing "almost customers" is a major
source of lost income for most businesses. But few are
aware of the problem and even fewer employ a strategy to
prevent this unnecessary loss of income.

Here are the 3 major buying obstacles that cause paying
customers to become "almost customers" ...and how you can
easily overcome each obstacle.

1. PROCRASTINATION

Many prospective customers procrastinate after they decide
to buy from you. The benefit they gain from using your
product or service fades in their memory as time passes.
Other things distract them and they soon forget about you.
Procrastination converts your paying customer into another
"almost customer" ...causing you to lose the sale.

You can avoid losing these sales by rewarding customers for
taking immediate action and penalizing them if they do not.
For example, create the best irresistible offer you can
afford. Include a specific expiration date. Give your
prospects the option of accepting your offer now or
forfeiting it. This will motivate many procrastinators to
buy now so they don't miss your special offer.

2. LOW PRIORITY

Some prospective customers don't buy from you because they
place a higher priority on spending their money for
something else. You can save many of these "almost
customers" by motivating them to make your product or
service their first priority.

One way to boost the priority level of your product or
service in your prospective customer's mind is to dramatize
the good feeling they will enjoy when they use it. For
example, a financial planner can describe what it feels
like to enjoy an affluent lifestyle without debt. Or a
network marketing recruiter can describe what it feels like
to work at home without a boss.

The irresistible offer I described above for overcoming
procrastination also helps overcome the "low priority"
obstacle. It motivates many "almost customers" to move your
product or service ahead of other purchases so they can
take advantage of your special offer before it expires.

3. DISTRUST

Many prospects are "almost customers" because


they are
skeptical of your promises. They bought things in the past
that did not produce the promised results. They don't want
to risk repeating that experience. Some ways you can
overcome the obstacle of distrust include:

** Eliminate their risk of loss. Offer an unconditional
money back guarantee if your customer does not get the
results he or she expects.

** Prove your record of delivering what you promise.
Provide testimonials from satisfied customers as evidence
you lived up to your promises in the past.

** Provide your customers with direct access to you in
person or by phone if they have a problem. Prospective
customers feel secure and are more likely to buy when they
know they can talk with a real person.

TIP: Direct access to a real person is especially effective
for overcoming distrust when marketing on the Internet
where entire transactions can occur without any personal
contact. Many online sales are lost to distrust because a
web site does not provide the name of any real person or a
phone number to reach a real person at the business.

You probably lose more income than you realize from
customers who almost buy from you. The 3 major buying
obstacles of procrastination, low priority and distrust
cause you to lose these sales. Apply the tactics revealed
in this article to overcome these 3 obstacles ...and
convert your "almost customers" into profitable paying
customers.

Bob Leduc is a Sales Consultant with 30 years experience in
building successful businesses. He just released a revised
and completely updated New Edition of his manual, "How To
Build Your Small Business Fast With Simple Postcards", and
several other publications to help small businesses grow
and prosper. Email: BobLeduc@aol.com Subject: "Postcards"
Phone: 702-658-1707 after 10 AM Pacific Time/Las Vegas, NV

About the Author

Bob Leduc is a Sales Consultant with 30 years experience in
building successful businesses. He just released a revised
and completely updated New Edition of his manual, "How To
Build Your Small Business Fast With Simple Postcards", and
several other publications to help small businesses grow
and prosper. Email: BobLeduc@aol.com Subject: "Postcards"
Phone: 702-658-1707 after 10 AM Pacific Time/Las Vegas, NV

 

Sales - Wikipedia, the free encyclopedia
Dubious selling practices may occasionally result in a sale if the ... These can be slightly influenced by the salesperson, however, the sales person knows ...
en.wikipedia.org
 
Sales Jobs .com Worlds Largest Sales Employment Site
Sales Jobs features thousands of sales jobs for sales professionals.
www.salesjobs.com
 
Manage Smarter - Performance Gateway
Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine.
www.salesandmarketing.com
 
Oracle Customer Relationship Management Solutions
Oracle's products cover the breadth of CRM functionality—from sales, ... With Siebel CRM On Demand, you can accelerate sales, improve marketing and deliver ...
www.oracle.com
 
Sales and related occupations
Sales and related occupations. Advertising sales agents · Cashiers · Counter and rental clerks · Demonstrators, product promoters, and models ...
www.bls.gov
 
Sales Jobs - Search Sales & Marketing Jobs at Monster.com
Sales Career Paths: This field offers many different options. ... Manage Your Sales Career: Get expert tips for developing your sales career and handling ...
sales.monster.com
 
Government Sales and Auctions: FirstGov.gov
Official site for information on all sales and auctions of government surplus property and assets.
www.firstgov.gov
 
Sales and Marketing Executives International
Worldwide association of sales and marketing management.
www.smei.org
 
GPO U.S. Government Bookstore: Main Page
Purchase Federal information products for sale through the United States Government Printing Office (GPO). Browse by topic, keyword, or special collections.
bookstore.gpo.gov
 
Sales
Sales is a major aspect of product management. Therefore, after reviewing information in this topic, you might also benefit from scanning the topic ...
www.managementhelp.org
 
Sales Resource Center - Business Sales Web Site - Small Business ...
Sales resource center at Inc.com, small business sales and marketing information.
www.inc.com
 
Sales - Wex
Transactions for the sale (and leasing) of goods is governed mainly by sales ... Federal law has a limited impact on transactions for the sale of goods. ...
www.law.cornell.edu
 
Sales Jobs, Marketing Jobs, Advertising Jobs on CareerBuilder.com
Looking for sales & marketing jobs? Start your job search at CareerBuilder, the leader in job search sites, and access hundreds of thousands of jobs today.
sales-marketing.careerbuilder.com
 
Compare prices for retail store sales at SalesCircular
SalesCircular shows what's on sale at local retail stores every week by collecting data from Sunday newspapers and other ads.
www.salescircular.com
 
Sales Jobs in Canada - workopolis.com
Sales Jobs - Find sales Jobs online with workopolis.com. ... CSR (84), Office Equipment Sales (5). Call Centre Opportunities (109), Real Estate Sales (12) ...
www.workopolis.com
 
free online sales training articles, sales & selling processes ...
Sales and selling terms explained. (Scroll down a little bit to find this set of terms.)
www.businessballs.com
 
Music Sales Group
Music Sales Group - Eight Offices and three distribution centres worldwide bring you the world's best music. The Music Sales Group is Europe's largest ...
www.musicsales.com
 
Sales Autopsy
A collection of the best of the worst of negative selling experiences. Sales horror stories to use for learning, training and managing salespeople.
www.salesautopsy.com
 
REALTOR.com: Real estate listings & homes for sale
REALTOR.com is the world's largest real estate database of homes for sale and the official site of the National Association of REALTORS.
www.realtor.com
 
Marketing Jobs / Sales Jobs - NationJob.com Careers, Work ...
Marketing Jobs / Sales Jobs - detailed job listings and company profiles - Updated daily.
www.nationjob.com
 
 

 
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  • index

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