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Extend Your Book’s Life With a Sales Letter
Extend Your Book’s Life With a Sales Letter Judy Cullins ©2004 All Rights Reserved. Authors, publishers and business owners are great at getting their books written and launched. But after the initial one-year honeymoon, sales slow down. To counter...
Insurance, Financial Services Sales Tactics
If you sell insurance, financial services and the like, consider the following low-cost marketing strategies to help grow your small business. It's important to first acknowledge some of the natural barriers to acquiring new clients within the...
Is Your Ezine A Wealth of Information or A Sales Trap?
by Karon Thackston © 2002 http://www.creatingezines.com Ask successful ezine publishers what draws subscribers to their ezines, and you’ll be told one very important thing. Content, content, content. However, many would-be ezine publishers focus...
Quantify Your Sales Online
The goal of a business is to profit from every endeavor. They do all sorts of advertising and marketing strategies in order to achieve the same. They live by the maxim the more sales the better. However, it is quite a tedious work to jump from one...
The Long Sales Letter: Should You Use it In Your Advertising?
If you're a web marketer and you've done your homework, you've probably come across the Long Sales Letter in your internet travels. Top web marketing experts like Yanik Silver, "The Copy Doctor" Michel Fortin and countless others use it to pitch...
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Tips On Overcoming Sales Resistance
Tips On Overcoming Sales Resistance
When your clients and prospects resist your sales presentation are they really saying NO or are they asking you questions in order to make an informed decision? Resistance can come in a variety of forms: The client may not like you, they may not like your product or service or they simply would prefer the status quo (change is not an option.)
If the prospect doesn’t like you, you may never be able to recover. People buy from people they like and people who they perceive are like them. If you don’t establish a strong relationship with your prospect right from the beginning, no matter how good your product or service may be, you probably will not be able to give it away. In the first meeting with your prospect, focus on the relationship not on selling. Work on developing your relationship and establishing credibility with your prospect. How do you distinguish yourself from the competition? Remember..no one wants to be sold anything, however, most of us love to make an informed decision to buy a product or service.
Give your prospect the respect they deserve. Ask questions: Do you have an agenda for this meeting? How did you get into this line of work? What strategies have you used to create your current success? What are the problems that you see limiting the future growth of your business? Are you always prepared with a list of powerful, impactful questions to ask your clients and prospects? How much time do you spend preparing for each sales call? Do you just show up and hope everything will turn out OK? Adequate preparation and well thought out questions could very well make the difference in establishing your relationship and credibility with your prospect as well as a creating successful outcome.
If your prospect is resistant to your service or product, how do you overcome their objections? Is your product or service an investment to your client to help him/her solve a problem and improve bottom line profits or is it viewed as an
expense? Have you been able to determine the real reasons why you are getting resistance? Picture an onion – your job is to peel back each layer of the onion until you get to the core of the onion and the real problem that the client is facing. Then and only then will you be able to present alternative solutions to help your prospect solve the problem. NO PROBLEM...NO SALE!!! NO PAIN FOR THE PROSPECT…NO GAIN FOR YOU!!! Can you show an ROI for the product or service you are offering?
If your customer would prefer the status quo (resistant to change) vs. what you have to offer…they may not see the value in your product or service. If your client asks you…why should I do business with you? How do you respond? Before you read my recommendation on how to respond to this question…pause for a moment and write down your answer. If your answer is all about better service, better quality, faster time to market, more experience etc. get ready to lose the next sale if the question comes up. A response to consider when asked …why should I do business with you? Might be “Maybe you shouldn’t. Although we’ve worked with many companies similar to yours, our products/services might not make sense for you. Where do we go from here?” Acknowledge the customer’s resistance. It will help to defuse a tense moment.
Take your time, work on the relationship, STOP selling and focus on finding the real problems and concerns of your prospects. Then show them how you can make their problem go away.
The author, Ken Levine, is an executive sales coach who works with business owners and their sales organization to help them be more effective at sales and leads generation. Visit www.impactbussolutions.com or write ken@impactbussolutions.com.
Phone:508-845-8849
Toll Free:866-277-0100
About the Author
Ken Levine is an executive sales coach working with successful business owners helping them to find new opportunities, distinguish themselves form the competition and convert the prospects to new clients.
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| 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 |
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| Sales Jobs .com Worlds Largest Sales Employment Site |
| Sales Jobs features thousands of sales jobs for sales professionals. |
| www.salesjobs.com |
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| Manage Smarter - Performance Gateway |
| Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine. |
| www.salesandmarketing.com |
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| 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 |
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| Sales and related occupations |
| Sales and related occupations. Advertising sales agents · Cashiers · Counter and rental clerks · Demonstrators, product promoters, and models ... |
| www.bls.gov |
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| 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 |
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| Government Sales and Auctions: FirstGov.gov |
| Official site for information on all sales and auctions of government surplus property and assets. |
| www.firstgov.gov |
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| Sales and Marketing Executives International |
| Worldwide association of sales and marketing management. |
| www.smei.org |
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| 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 |
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| 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 |
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| Sales Resource Center - Business Sales Web Site - Small Business ... |
| Sales resource center at Inc.com, small business sales and marketing information. |
| www.inc.com |
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| 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 |
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| 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 |
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| 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 |
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| 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) ... |
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| 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 |
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| 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 ... |
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| 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 |
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| 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 |
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| Marketing Jobs / Sales Jobs - NationJob.com Careers, Work ... |
| Marketing Jobs / Sales Jobs - detailed job listings and company profiles - Updated daily. |
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