A good example of this is a business that made and sold drapes and curtains for houses. They were at the upper end of the market and instead of giving a discount they used the off-cuts to make matching cushions which they gave to their customers. Each cushion only cost the filling and a little bit of labour. The effect on the customers was dramatic. At the time of receiving the free cushions the happy customers were asked for referrals and a large proportion of them complied. This made the cost of marketing very reasonable and they avoided giving a discount to compete. Work out what would happen if you put your prices up by 10%. Look at your mark-up now. Consider your current turnover, as well as gross profit and apply the increase. What percentage of customers can you lose and still retain the same gross profit? Rather than discounting your product, it is far better business to add value. The secret is to add a product or service that has a high perceived value in the mind of the customer. Along with this high perceived value, the product or service should have a low dollar cost to you and your business. The dumbest practice in business is "discounting." I personally believe that the word "discount" should be erased from the English-language. It should be the number one principle, "Don't Discount!" Every time you discount you are taking your profit and giving it away. What is the point of having a retail price, if you don't use it? There is nothing to be ashamed of about your retail price and people should expect to pay it. If you are worried that you may lose too many customers, improve your level of customer service so that their perceived value is lifted. When you discount you give away your profit. · A reduction in profit of 33% · Buy at 7,Cheap Paul Krause Jersey, add 40% mark up, discount 10% Profit is 2 This is what happens to your profit when you discount. · Buy at 7,Cheap Bengals Jerseys, add 40% mark up. Profit is 3 If you increase prices and cease discounting you may lose a few customers. Those few customers may be the ones that you don't want. They may be complainers, want something for nothing, and then never pay on time. When you consider it in this light, you are probably better off without them. When you discount products or services you are creating a perception that you are cheap. Furthermore, you are giving a signal to potential customers that the price you have on your product or service is over priced because you offer a discount. How can people trust you, if you discount your prices? How can they be sure that you have not overpriced your products? Your business position is vulnerable if you discount. Every time you discount you are encouraging people to shop on price. This practice erodes your base of loyal customers. Generally speaking,cheap Super Bowl Jerseys, when people who discount are told that it is a bad business practice, they immediately look to the competition and say, "To complete I have to drop my prices." Quite honestly, that sort of thinking is bad business philosophy. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

2.Consider how you prefer to be sold to: **Queue the red flag** you probably don't prefer to be sold to at all! Rather, you want to feel a connection to companies before you purchase from them. A salesy pitch is the last thing that's going to connect you to a company-you can see right through those,Cheap Maurkice Pouncey Jersey, and so can everyone else. Being "sold to" doesn't influence you to purchase-if anything, it probably deters you from purchasing. But, if you are influenced by the actions, reactions, and conversations you're having with a company (in other words, the emotional connection you build with that company), you are being influenced to purchase in a way that doesn't turn you off. But before you can do so, it's important to educate yourself on the shift in purchasing behavior and understand the dynamics of engaging prospects. 1. Understand that social media marketing isn't black and white:Many of our clients come to us asking how to properly post to Twitter or Facebook. Although there is a certain etiquette that should be respected, it's also important to embrace your unique brand message and think outside of the box. There is no right or wrong way to Tweet or post to Facebook; just use your best judgment, and always remember that your prospects' purchasing behavior has shifted to a more personalized approach. As long as you're not being overly salesy, you'll do just fine. Remember to be engaging, conversational, and approachable by injecting yourself into all that you do. For prospective clients, you can offer these cards as a downloadable free gift on your website. This shows prospects that you are an expert in the spa industry and you care about your clients and are compassionate toward their needs. You're also showing them that they don't need to purchase from you to have a relationship with you and to benefit from your services. Before I delve deeper into the subject,Cheap Shannon Sharpe Jersey, some of you may be wondering, what shifted purchasing and decision making behavior? Well, take a look at your sales for the past year and a half. If they're not quite up to par, you can probably thank the shift for the low numbers. But, this shift in purchasing behavior isn't the deciding factor in the fate of your company. Rather, it's the beginning of a new era. Embrace the change by integrating one of the most influential and engaging elements you have into your online marketing and social media efforts-yourself. 3. Don't try to sell, and you'll make the sale: You're probably scratching your head in bewilderment, but I assure you, this tip can be justified. For example, let's say you own a luxurious day spa and you want to leave your clients with more than a rejuvenating experience at your spa, but something that they will also remember you by. You could give them an eight-by-eight-inch card outlining "At Home Spa Treatments," "DIY Spa Treatments," "Bubble Bath Guide,Cheap Laveranues Coles Jersey," or "Tips to Making Your Pedicure Last Longer." This way, if your clients want to give the cards to friends or hang it on their refrigerators, you'll remain in front of your clients and reach others. The key to getting customers to purchase from you is to influence them in some way, shape, or form-right? But how can you influence your customers and prospects if you aren't conforming to their shifted purchasing and decision-making behavior? Quite simply, you can't. Below are three ways to begin to understand the whole picture of social marketing: The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

There is a way to avoid these, have your company develop a strong thought leadership point of view. Below I touch on some of the more popular sales pitfalls and identify how thought leadership can overcome these: 1. Not understanding your prospect - is the death knell of the sale, however,Cheap Charles Woodson Jersey, used properly, thought leadership can take you well beyond a superficial understanding of the challenges and issues your prospects face and provide you with deep, evidence-based insights into these and other aspects of their business/sector they will find very useful. 6. Not building a relationship before trying to 'sell them' - you can easily kill the sale by rushing the 'sell' before you have built trust. Fortunately, if you have developed great thought leadership content and you shared it readily,Cheap Devin Hester Jersey, you would have established yourself as an expert in your field. This investment in establishing trust through thought leadership will help underpin all sales into the future. Many experienced sales people do this as a matter of course but there aren't many that do it as part of a larger company-led thought leadership campaign. 7. Not maintaining the relationship - how many times are customers left to their own devices post the sale? The great thing about good thought leadership content is it is regularly updated therefore enabling you to keep in touch with your current and past customers with stuff they find useful. When they are ready to buy again you are their first port of call and they are psychologically vested in your brand already. While I know there are many more deadly sins for sales people, I wanted to focus on what I believe are some of the key ones. Ones where a strong, customer-centric thought leadership campaign can make a massive difference to a company's sales approach and the relationship it has with its customers and its prospects. 2. Not offering real value - A thought leadership campaign, one that really does aim to provide your customers and prospects with valuable information, overcomes this very easily. In the process it positions you as the 'go to' expert in your field. Ultimately prospects seek you out for your knowledge into their issues. There's no better way to fill your pipeline with qualified leads. Type 'sales mistakes' into Google and it will spit out close to seven million links. Everyone,Cheap Josh Beekman Jersey, it seems, has advice on how to avoid the many and various sales traps that await the unwary sales person. 4. Talking too much about your product or service - we all know that feeling, the more you push your company, your product or your service the more you see your prospect's eyes glaze over. Why? Because it's not about them it's all about you. 5. Not asking the right questions - we all know good selling is about getting them talking. Here's the great thing about good thought leadership material - if it has been properly researched and if it touches the lives of your prospects you will have wealth of discussion points and areas around which to ask questions. Not only will this display your deep knowledge of their sector but you will learn a whole lot more about the company which will help further for relationship building as well as identifying potential weak spots to assist you closing the sale. Good thought leadership content, on the other hand, will arm you with insights about their sector or an issue/challenge in their business that can become a game changer for them and for you. The conversation is all about them and how you can help solve their issues. 3. Not providing them with enough information - if your sales team is only relying on product or service information they're going to face an uphill battle. On the other hand your thought leadership strategy should generate focused, customer-centric content to help you avoid introducing product or service talk too early in your client conversations. Providing them with insights into an area of their business or sector positions you as a trusted advisor in that area. Only once you have chatted about these issues do you need to provide the solutions-based product and sales material. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Below you will find some top tips to develop your selling skills for those all important sales representatives in your company. Keep the following in mind when you are making a direct sale. Don't come across as being aggressive, this is a common mistake with many sales representatives. Build up a rapport with the potential client, you need to introduce your service or product, but before this listen to your customer, find out about your potential client and distinguish whether they require your product or services. Be honest and truthful to the client and display that the product or service is a necessity to them, if you believe in this product or service, and how they will benefit from it will come across in your approach. Remember that when you close a deal with a client, these are the people who will secure future sales, in way of telling relatives and friends about the product or service they have purchased from you, do you think they will do this if they were pushed into a sale and weren't happy about the sale?? Going back to the topic of not being aggressive. How many times have you been in the position of having a pushy sales person trying to get you to close a deal with you? How did you feel at that point? Did you tell any of your relatives or friends that you had a good experience with this sales person, or recommend that sales person? Or recommend the product or service that you are selling? Probably not! Who would you rather buy from? A sales person that came across friendly and helpful. Asking what your needs are, how you currently manage your business day to day activities,Cheap Joey Porter Jersey, that seemed really interested in you and your needs,Chicago Bears Jerseys, or a sales person who would not let you go until you have the closed the deal and making you feel intimidated? I know who I would choose. The number one top tip of all time with direct selling from a sales person perspective is... Talk less and listen more! Find out about this potential client. Don't bombard them with information about the product/service, which you find maybe useful to the client,Cheap Jonathan Vilma Jersey, when actually it isn't! Remember this from the start! The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Sometimes, no matter how hard you tried, you seem to be unable to close a sales deal successfully. What's the fundamental reason for your failure? Secret Closing Technique 3: Sense Of Urgency If you're not good at this,Cheap Chuck Howley Jerseys, then of course there won't be any commissions for you. That's why in this article, I'm going to share with you a few closely guarded secrets to guide you in closing the sale that you always wanted. I can assure you that these secrets really work and therefore you'll be more confident in overcoming sales objections in future. Now sit back and watch your profits soar as you're going to tap into a world of magic. At retailer, a customer can see, touch and feel a particular product that he wants. However, in direct marketing or selling,Cheap Roy L. Williams Jersey, he can't. This is a perfect opportunity for salespeople like you to take advantage of. Build curiosity around a product that you're selling. Make it so powerful that the customers would crave, yearn or beg to try out what you're offering. Always make a statement that'll make them to ask "How would I do that?" and lead them to your offers. Stories tend to work almost like magic. You can give people information and motivate using stories without having the barriers that come up normally. Stories tend to unconsciously break a person's defense mechanism,Cheap Shawne Merriman Jersey, deliver your message clearly and affect his mind to act in favor of you. If you can do this effectively, then you can easily overcome any sales objections faster. Secret Closing Technique 2: Curiosity Secret Closing Technique 1: Stories Guess what? It's closing sales techniques. How many times in your life have you postponed your idea to purchase a product instantly? Instead of buying today, you'd say "Well, let me think about it". I bet that you've experienced it before. It's natural for buyers like us to do that. Maybe it's good for you but certainly not for salesperson. So in order to reverse this situation, as a seller you should create a sense of urgency. Make your customers realize that if they didn't accept the opportunity given to them now, they'll never get it in future.This is one of the most rarely used closing sales techniques that will work wonders. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

I was privileged to watch a little presentation put together by a group of individuals sometime ago.,Cheap Donnie Avery Jersey Selling Low quality product: To be successful as a sales person, make sure your products are of quality standard. The greatest mistake you can make is to market inferior products. when you are tagged by people as a marketer of low quality product, you will never succeed in your sales effort. 'Perception is very key''. When your products are known to be of quality standards, your patronage will increase.Your customers will naturally market your products or services for you. A friend of mine designs male suits at very good' price. He had a lot of patronage in that area when people discovered that his products were of good quality. He did not need to go from place to place looking for prospects. His existing customers helped to spread the news around. I got to know about him and his products through this medium. We have been friends ever since. Talking too much: This bore the prospect. Most importantly,Cheap Tennessee Titans Jerseys, when you talk too much, your intended customers tend to forget the vital information you passed on earlier. You do not want this to happen because their patronage would depend on how vital they consider your product or services to be. Be very straight to point when marketing. Avoid beating around the bush. I was really impressed at the concept of the work. It was very enlightening. It involved a salesman who worked very hard to get a certain business deal. He was very confident that the effort would pay off. The very last minute, he was turned down, very disappointed, he got worked up and started sweating, panting and complaining. He remembered all the time and resources he invested trying to get this sales deal. He just could not understand why he failed to get that business deal. Inadequate follow up: To succeed in your sales campaign efforts,you have to properly follow up on your prospects. This singular factor has resulted in people's failure in their sales endeavor. When proper follow up is not done on prospects,Cheap Camouflage Realtree Jerseys, chances are that the competition would win them before you realize it. Always keep it in mind that your competition is always close by. I remember interacting with a former colleague's prospect, his first comment was " so and so (he mentions the colleagues name) is not serious. He made this comment because the person trying to get his business failed to follow up properly. Such prospects tend to take their business to the competition. This type of situation happens all the time. A lot of sales people make this same mistake assuming that they have the deal(s) they are working on under control. They discover at the last minute that they just missed out on the big sales. Many ask themselves "where did I go wrong?" if you ask me, I will say that some of the little things that sales people take for granted actually determines the success or failure of the particular sales effort they are working on. Making sales become very easy when you learn to avoid certain basics mistakes in your sales calls. The following mistakes have been identified and should be avoided: The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Salesmanship is not easy,Cheap Joe Thomas Jersey, and certainly not for the timid. Yet you will find sales departments in every business spending more and more time on the internet farming for business, and less time out pounding the pavement. That is because the timid salesperson has a safety net under their office chair. Being rejected in an email is easy, you hit "delete" you make up some excuse pertaining to how "crazy' the potential customer is for not considering you and you move on to your next email, well after taking a little break to check the baseball scores from last night or the latest fashion trends. Is the Internet the Death of the Salesman? In many cases yes, but technology is not to blame. Those in sales that dedicate a large portion of their time farming for internet clients and do not pay attention to the importance of a phone call and face to face will not enjoy the success that a talented salesperson who understands how important building relationships is. Yes, there certainly are many success stories on using the internet to build business just the same as you will find people that meet on the internet and eventually get married. But remember, even those that met on the internet and got married eventually met face to face to "close the deal". New doors for reaching out to clients are opening every day on the web. Networking sites like Facebook, Linkedin, MySpace (to name a few) are creating opportunities for salespeople to reach out to new clients to "pitch" their product or service. Though these technological advancements may be the new frontier for business marketing, salesmanship is quickly becoming extinct. I have dealt with salespeople for over 20 years and every time I see one struggling it does not take long to find out why. Most of us that are involved in sales understand the very basic premise of getting in front of your clients. An old saying that I like is an email is better than doing nothing,Cheap Cowboys Jerseys, a phone call is better than an email, but a handshake is the best way to secure business. Take a close look at your organization, specifically your sales departments. Are your salespeople sitting in front of a client or their monitor most of the time? My best salespeople have been the ones that I often cannot get hold of,Cheap James Hardy Jersey, or take a long time to respond to an email I sent. That is because they are busy! The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

No matter what happens with the economy you have the power to choose who you sell to and the message you send to those people. You have the power to get people to talk to you about what you can do for them. You have the power to adapt your services to fit the current business climate. The number of unemployed Americans is heading toward Depression-era levels and personal and corporate bankruptcies are setting new all-time record highs with each passing month. These cold hard facts may have you wanting to curl up in a ball sucking your thumb thinking you and your business are doomed. Yet for every dark cloud there is also silver lining. Yes,Cheap Chris Wells Jersey, it's true. When money is tight and jobs are hanging by a thread,Buccaneers Jerseys, people search for solace in simple products and services that offer a sense of normalcy. They seek out things that help them reconnect with those emotional feelings of "the good old days" when things were somehow safer. It's really a matter of understanding exactly what your potential clients are going through and seeing things through their eyes. You need to walk a mile in their shoes and understand how much they need a respite from their daily trials and worries. Simple pleasures brought about by basic services boost our self-esteem and give us hope. Enjoying these services give us pleasure and provide a few moments of respite from both worry and want. Another thing to consider is who you want as clients. The rich will always be rich and glad to invest their dollars on what they perceive as the best of the best. Did you know the entire global make-up industry was founded during The Great Depression? You see,Cheap Camouflage Realtree Jerseys, even in The Great Depression when unemployment soared to 25% the majority of the population still had jobs and incomes. Things weren't a whole lot worse for 75% of the population than they were before the depression because they still had a regular income they could count on. Those people still spent money. How they spent their money changed. Rather than making what they would now perceive as extravagant investments they invested in guilty pleasures and simply luxuries. And we are seeing the same thing today for those service providers savvy enough to position their services that way. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

3. "Take a HINT,Cheap Devin Hester Jersey! Get a MINT! I'm so sorry, Ms. Practitioner. I really don't want to hurt your feelings; however, your breath speaks so loudly that I don't want to hear a single thing you have to say." Customers are much more impressed when you engage them with organized, thoughtful conversation. The days of 10 to 15 minutes of pleasantries to warm prospects up are long gone. You only have 90 seconds to get your motor running because everyone is busy and time is precious. You don't need to hurry up; you just need to say more using fewer words. 1. "Hold up, hold up, slow down. You're talking too fast, and your enthusiasm is kind of scaring me. Other fast talkers I know don't let me get a word in, and it really makes me feel like it's a one-way conversation." 2. "Get to the point. When you called me, you explained that you were going tell me about your company, what you do and how it can benefit me. So, if it's not asking too much, when you show up, can you cover what you want to tell me, exactly in that order?" 4. "You're talking too long and not saying anything. Now remember, on the phone, you asked me for 22 minutes of my time, right? Well, why was I the one who needed to stand up after you burned through your 22 minutes?" If you're sitting there reading this and saying, "That's not me" - chances are it is you. 100% of us have bad breath, and you are no exception. Bad breath is easy to prevent, as long as you are aware of it. When I pass a bakery and smell fresh homemade bread coming out of the oven, I immediately want some, even if I am not hungry! The smell has created a positive sensation in my brain. Bad breath is a negative sensation, and a client's brain will tell him or her that you might be inconsiderate and lack the attention to detail required of a professional. Even if your products and presentation are great, customers often can't get past the bad breath. Take time and think about this question. I promise: you will become more irresistible to your clients. Until next time - be marvelous! My fellow professionals, I will share with you a question that I tape to my rear-view mirror, my bathroom mirror and my computer screen (and you should, too): "How can I make marvelous happen with every customer interaction?" Most clients probably feel this way because the conversation is one-way. If you really want someone to buy, just ask value-oriented,Detroit Lions Jerseys, interest-bearing questions that allow clients to do most of the talking. Be courteous to clients by saying "Our time is up," and then let them decide whether to continue. You should be able to communicate to them about your company,Cheap Lance Briggs Jersey, what you do and how it can benefit them within the time you requested. Chances are, if you weren't interesting enough in the first 22 minutes, you won't get a client interested for the next 22 hours. If you want customers to respond better, you need to get better. Ever wonder what's going through the head of a client or prospect when you meet? Here are four possibilities that could help you improve your sales techniques. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

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Start pitching or presenting your case for your product right away. Be as convincing as possible by telling them all about the absolutely TERRIFIC, AMAZING things your product or service can do for them. Don't ask any questions about their interests, what they've already tried, how they feel about things related to what you sell. When they have a concern, do everything you can to let them know their concern is a mistaken viewpoint. Argue with them. Prove to them they're wrong. Make a case that counters their concern. Take a lot of time to explore your prospect's situation. If your prospect realizes they might be able to use what you're selling, they'll ask you to tell them about it. Find out about their situation...whether they have any issues related to your product, and how they see those issues. What have they already done to find a solution,Cheap Jamaal Charles Jersey, and what would a good solution look like to them? Raise and discuss their concerns from their perspective. Use the Socratic method to help them find answers to their concerns,Cheap Roy Williams Jersey, or at least to help them decide what they want to do with each concern. If there's one thing we can all count on, it's that poor sales skills will be consistent. No matter the industry, age, or even experience level of the salesperson, poor selling usually follows the same patterns. The most three common elements of poor selling include: Alternatively, the right way to sell can feel somewhat alien at first, because it requires doing the opposite of what comes naturally...allowing someone else to speak without interruption, even when they're mistaken. Helping them question their own viewpoints without contradiction and come to conclusions that may not fit our own. Sales as UNusual However,Cheap Mike Alstott Jersey, if you don't want to be pushy, you could try these approaches instead: Sales as Usual The reason that poor selling skills are so consistent across all types of salespeople is that they follow a natural behavior pattern. It's natural to want to be convincing, to be right, to promote our viewpoint. How else do you get someone to buy into what you're selling? The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Customers' Changing Needs However,Cheap Paul Oliver Jersey, due to the profound changes in customers' buying behavior in recent years, sales people will have to adapt to such changes, IF they want to meet their targets. In fact,Cheap Brett Favre Jersey, they will have to adapt to increasing customer demands, IF they want to remain in business. All these feedback only points at one thing: the way we sell today may not be relevant to even today's customers' needs. Yet, the most common used response to meet increasing customer demands is to simply try harder, i.e. to call MORE prospects, be MORE aggressive in closing and get them to sign up for the BIGGEST possible deals. If you were to ask any sales person what will be her biggest concern about his job, in most cases he will say "meeting my sales targets". If you are like most sales people, you would be complaining that given the large amount of work you are doing, there's hardly any more time to understand customers' business issues and create value to customers. After all, that "is NOT my job", as you may say. Or that is "Management's business". Or even "my manager will NOT allow me to change the way I work". "But I have No Time" Is this easy to achieve? Of course not. Such a sales process may take months before the you see the final result, but what you get is a very loyal customer, simply because you created value and provided a solution that works. One of our clients, TNT Direct Mail, provides direct mailing solutions for their customers. In one case, they found one of their customers providing a lot of sample products in shopping malls to generate consumer interest. With this in mind, their sales person approached the client and ask if they would like to send the samples to prospective consumers through their direct mailing solutions. While this will cost more to the customer, TNT actually helps the customer to track their responses and provide follow up services upon request. That means TNT's customer will actually get to know a lot more about their consumers, which will generate a lot more insights on how this customer sell, modify their products and provide back-end services. The sad fact is that sales people are usually not to be blamed for putting their own interests first before the customers'. After all, if they don't do so, they may not be employed as a sales person for very long to add value to the customer in the long term. The pressure for achieving targets is so huge that it has become the top priority for most, if not all, sales people. The sad thing is that many sales people were trying to make lame excuses to see the customer, only to have the customer either asking the sales person just leave the brochures at the front desk, or making another excuse to get the sales person out of the door. The following are just some of the excerpts from some of the sales people we interviewed: * 5 years ago, customers just buy whatever we sell; * 5 years ago, customers typically identify with the bigger brands, and will buy from the bigger brands; * Now, customers know a lot about our products and take initiative to configure the right products to give them a better price and value; * Now, customers tend to just go for cost-reduction, and will just buy from the cheapest seller for the same product; * 5 years from now, I expect customers to be even more demanding, AND they will compare the service levels of sales people, on top of product quality and price; * 5 years from now, I think I will be out of a job, because customers can do the buying on their own WITHOUT the involvement of us sales people; etc. Here's an insight from the original management guru, the guy who created "management" as a field of study, the late Dr. Peter Drucker, "Quality in a product or service is not what the supplier puts in. It is what the customer gets out and is willing to pay for." And if you were to ask that sales person how about making sure that we provide solutions that solve customers' problems, the answer is likely to be "Yes, we do that too, but only after we reach our targets!". Now, we all know from Einstein that the definition of insanity is to "do the same things over and over again, and expect a different result." Clearly, simply trying harder is not the answer to you achieving your sales targets. In fact, it may even backfire and make you lose a lot more deals. If you have been in sales for quite some time now, ask yourself these simple questions: * What are some of the changes in customers' profiles and needs 5 years ago compared to now? * What will be some of the changes in customers' profiles and needs 5 years from now? In a similar vein, Warren Buffet said, "Price is what you pay, value is what you get." The former is purely transactional, and sooner than later the customer is going to re-order NOT from you, but from a computerized re-ordering system. The latter is about managing the customers' experience. What make customers willing to see you, and refer others to you, depends on how you create value and deliver results for them. The sales professor, Neil Rackham, goes further by stating that "sales people MUST be value creators", and not mere "talking brochures". Customers expect sales people NOT to be persuaders, but solution providers. Ultimately, here are 2 criteria if you really want to measure the quality of your selling. After each sale, * Are your customers looking forward to buy from you again? * Are your customers looking forward to you visiting them again? * Are your customers willing to refer others to buy from you? So what does the customer want? What do customers expect from the sales people who serve them? Customer research from HR Chally provides insights on what some of these expectations are: * Sales people need to be personally accountable for customers' results; * Sales people MUST understand customers' business; * Sales people MUST proactively provide advice for customers; * Sales people have to suggest the right solutions that solve customers' problems; * Sales people must be easily accessible; * Sales people have to be creative in responding to customers' needs; etc. A high quality of making initial contact with customers will also give you better results. If your job is to make endless phone calls trying to fix an appointment with complete strangers, you may actually get better responses if you spend 10-15 minutes of research to find out what are some of the concerns that this customer segment has, and structure a Valid Business Reason to make the prospect willing to see you. Clearly, a better way of selling is needed to boost sales. So how do you define the quality of selling? There's the quality of the product, even the quality of sales management, but the quality of selling? Definition of the Quality of Selling According international sales trainer, Ari Galper, aggressive calling and then closing will make you lose customers' trust, which will in turn make you lose your sales in no time at all. It will also make your prospecting and sales effort a lot more stressful and painful, while making you further away from your targets. While a lot has been said about "locking in a customer" so that if they switch to other products, the switching costs will be so high and hence they will have no choice but to buy from you again, making your customers looking forward to buy from you, or to see you again is a totally different concept. If you are ever in doubt if creating value or improving the quality of selling is relevant to you, simply as yourself the first 2 questions: How are customers different now vs. 5 years ago, and how will they be different 5 years from now. Better still, think about how your customers will be different 1-3 years from now,Cheap Denver Broncos Jerseys, because the future is happening faster than you think. If your sales process do not reflect your customers' buying process and meet customers' expectations, you are screwed. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

,Cheap Chris Williams Jersey If your business offers either services of information a system of direct debit can be a great advantage to yourself. For example if you are the owner of a company which offers consultancy in legal matters online. Your client may well decide that he wishes to have this service full time he could very well instruct his bank (using direct debit) to make regular payments into the companies account in order to secure these services for as long as he is paying. DD is therefore very helpful in removing the fuss around making regular payments, putting it to the back of both your mind and that of the client. Fact: Poorly trained members of staff can destroy the transaction and turn the customer away from direct debit permanently. Yes, all those are very true. As you're probably more than aware DD is a system of payment in which the customer instructs their bank to pay out a certain amount of money into another account at set dates, nearly every bank in the UK and across the entire of Europe offers this service free of charge and there are similar services available in the USA. Also important though is making sure that the training given to your employees is that of only the highest standard,Cheap Brent Celek Jersey, if a debit is poorly handled in the very first stages it can try the nerves of your customer and give you an incredibly poor image. Always shop around when looking for training,Cheap Jon Beason Jersey, finding qualified teachers is of the utmost important in securing knowledge across your company. Fact: Direct debit can be of huge importance to an information or service based industry. Fact: It can remove 90% of the hassle associated with collecting payments The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

1. Internet only subscription $59 ,Cheap Ndamukong Suh Jersey 2. Print only subscription $125 3. Print and Internet subscription $125 Using Behavioural economics To Increase Sales 4. Internet only subscription $59 5. Print and Internet subscription $125 This time 68 people chose the internet only option and only 32 chose the print and internet subscription. Down from 84 in the previous test. If you do the maths that's about a 30% drop in revenue from every 100 subscrbers - simply by taking away 1 option. Intrigued,Cheap Buffalo Bills Jerseys, Dan replicated the experiment but this time with only two choices- as follows: It was 16, 0 and 84. Therefore 84 people went for the no brainer $125 subscription because it was perceived to be such good value when compared to the other choices. Dan has opened my mind to so many ways of making small changes in the ways my clients promote their business. Although the changes are small the results are massive. Here are some golden nuggets for you: How many do you think took up each offer? In the course of my reading around the subject of sales, I always look to find new and innovative ideas to make a difference to my clients. One of the most fascinating areas that has emerged in the last few years is that of behavioural economics. One of the leading lights of this new science is Dan Ariely and his fascinating book,Cheap Chris Wells Jersey, predictably irrational. The Economist offered a subscription that caught dan's eye so he decided to replicate it in an experiment to find out how powerful the technique was. A hundred people were offered the following choice: Your action point is to see how you promote the offers in your business. Are they all no brainers? If so find out what you have to do it and make it happen. His scientific tests have shown that humans rarely choose things in absolute terms. We don't have an internal value meter to tell us what something is worth. What we tend to do it focus on the advantage of one thing over another, and use that to estimate value. If we are forced to think between options there is a risk we will just give up. Therefore options that are perceived to be no brainers will increase response rates dramatically. Examples: High Priced entrees on a restaurant menu will boost revenue, even if no one buys them. Because people will tend to order the second most expensive meal and this gives them something to compare it to. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

This society that we are now in can see the typical used car salesman a mile away. Its funny that I mentioned this because one of the family friends we have has been selling cars for about 20 years now. How has he been keeping it up and being the top 3 salesman in the state? He uses a personalization type sales process. If he doesn't think you need the car, he will tell you and give the reasons why. If he thinks that you can get a better deal with a bank or even another dealership,Cheap Touraj Houshmandzadeh Jersey, he will tell you. Take care and don't forget to tell your wife you love her and tell your kids to kick butt in school. You are only as successful as the people you surround yourself with. Have a productive 2010 and take care!!! Bryan What this does is creates a trust between the salesman and client. More than likely, you will go back and buy something from him. How many of you can look back and say, "I know a salesman or business owner like that!"? Not many of us can. Don't be afraid to talk TO somebody instead of talking AT somebody. Consumers than pick this up in a heartbeat!!! Feel free, when you get free time of course, to check out my site. Can anyone tell me what I just did up there? It might not be exactly what you would say to one of your buddies but I am sure it is pretty close. This is the personalization that so many people have forgotten about. Most of these forum articles,Cheap New York Giants Jerseys, social site postings,Cheap Dan Hampton Jersey, about me profiles, they are all just people yelling at each other. "Hi, How are you? Everything going OK? Did you see that game this weekend? Yeah, I lost about 20 bucks over bets because of that receiver. This might be a bad practice week for him!" The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

All else being equal, B2B leads tend to be more expensive than their B2C counterparts. The reason for this is that business leads can be more costly to acquire for the lead company and also more valuable to the company seeking the lead. In general, businesses have more money to spend than individuals so the contact information from an interested business usually will sell for more money than the contact information of an individual. If you are buying leads, make sure you understand the difference between B2b and B2C records. The more specific you can be when placing your order, the less wasted leads you will end up purchasing. In addition,Cheap Evander Hood Jersey, think about what information is critical for your prospecting methods. Do you really need their address if you plan on calling everyone on the phone? Or if you are doing a direct mail campaign, can you live without their phone number and email address? Asking yourself these questions and knowing the difference between B2B and B2C leads can ending up saving you a lot of money! The terms B2B and B2C can be confusing to some people looking for sales leads. Let's define these terms and explore the differences between them and what that may mean for your business. In other words, if you have a business which sells a product or service to other businesses, you need B2B leads. An example of a company in need of B2B leads would be a business broker. Business brokers earn commissions by listing and selling businesses, much like a real estate agent sells property. Business brokers target only businesses in their marketing campaigns and therefore they would be buyers of B2B sales leads.B2B leads can be purchased through lead brokers, list brokers,Cheap Brodie Croyle Jersey, telemarketing companies, internet marketers and so on. They can also be generated yourself through the implementation of a solid marketing campaign combined with a properly constructed capture page. B2B stands for "business to business" while B2C stands for "business to consumer". On the other hand,Cheap Indianapolis Colts Jerseys, B2C leads are used by businesses which sell products or services to people as opposed to businesses. An example of a business in need of B2C leads would be a life insurance agent. The agent wants the names and phone numbers of individuals who have expressed an interest in Life Insurance. Business leads are of no use to the life insurance agent. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

To get higher ranking in the search engines, and to drive more traffic to your site, social media marketing will help you gain leads without having to spend extra money. If the term social media seems a wee bit unfamiliar to you, then how about blogging,Cheap Reggie Wayne Jersey, Facebook or Twitter? Join the hundreds of community journalists who make their presence felt in their communities through blogging. The only difference is that you will be blogging not only to interact with your community, but also to share with them important information about your business, which will respond to a particular need in the community. To better build your online branding and your Local branding, you will need the help of social networks. Tapping into these networks will not only gain greater access to potential customers in Local, but in other parts of the globe and into a market that may be bigger than your imagination. Social networking can be a successful tool when looking to increase strategic local marketing. It doesn't take much effort or cost to get your business set up with a social networking site. You will be surprised on how quickly you gain "fans" or "followers" of your companies site. You can also target your markets by age,Cheap Jarret Johnson Jersey, sex, interests, geographic and more. A growing part of our online necessities is social media marketing. Many companies have joined the bandwagon and created fan pages in sites like Facebook. The reason why social networking sites are effective is the fact that people who befriend you or follow you actually do so willingly. This is an indication that they are interested in your business,Cheap Percy Harvin Jersey, and that they could be future customers. By using the various social networking sites, it will easier for you to respond to queries about your business, It is also easier to increase brand awareness, build a stronger reputation, and combat any negative issues being hurled against the business. One of the best ways to marketing your products and services online is through social media marketing. Its easy to get lost in all the various personalized methods of marketing, especially in local online marketing. A company should be responding to a customers need, and the best way to determine those needs (whether its products or services) is through social media marketing. This is a great way to build your business brand that is targeting a specific community. It cost almost nothing (other than a bit of time) to promote your business through social networking. You can definitely hire others for relatively low costs to setup and manage your social media sites if your time is spent better elsewhere in your business. To get a feel of the local pulse and how they feel about your products and services, your business should use social media. When doing strategic local marketing, you should make use of social media will give you a chance to keep in touch with members of your community. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

When i was around 10 or 11 I asked if I could help my Dad fix the lawnmower in the front yard. He agreed and the fix it session began. "That's ok," I said. Treat them like a stranger. The idea in this advice is that you will interact with the customer in the best and most respectful way. But have you seen how most people treat their mother? or their children? or their spouse? or any other loved one that they are supposed to care about? I had barely gotten my shoes off when my dad came into the house and sat beside me. He then said something which has stuck with me even to this day. "Which one do you want?" I asked my Dad. A common adage is, "Treat customers as if they were your mother." "The Robertson," he snapped impatiently. He was holding a heavy piece of the lawnmower up and the strain made him shake. It also made him impatient with his son. He quickly reached past me and grabbed one of the square shaped screwdrivers. I believe everyone I come in contact with is a customer. A few minutes later he requested a Philips screwdriver,Cheap Alex Smith Jersey, and a similar moment of confusion occurred. "I'm sorry, Slick." he said to me calmly. "I was impatient and hot. It's not your fault you didn't know what a Robertson or a Philips screwdriver is. No one has ever explained it to you, and that's my fault." And he always did. Even before that he did, but his point was right; most people are more cruel to those they love than they are to strangers. "I work every day with 40 grown men who report to me. If I spoke to any of them like I did to you,Washington Redskins Jerseys, it would be unacceptable. People are nicer to strangers than they are to the people they love, and that's not right. You're my son and I love you. I should treat you with more respect and patience than anyone else in the world." "No, it's not." He replied. It was hot out and my Dad just wanted to get the lawnmower up and running quickly. He wasn't in the best of moods, and so he sent me into the house. I stood there confused. There were about 10 screw drivers in the box, and they didn't look the same at all. The heads of the screwdrivers were shaped differently. Some were star shaped, some were flat,Cheap Wilbert Montgomery Jersey, and others were square. "Hand me the Robertson screw driver," He said, pointing towards the toolbox. So next time you interact with a customer, treat them better than most people treat their loved ones. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Take this one, for example: B) you're going to do something cool with the money you'll save, and "As you sit here listening to me, you might want to think about what you're going to do with all the money you're going to save by switching to our company." C) you're going to switch to our company. A) you're going to save money 1) "As you sit here listening to me" This is a rapport-building phrase, which "paces" the listener's experience so that on the subconscious level he gets that you and he are on the same wavelength and that you can be trusted. Remember, this is not a rational mind perception. The subconscious is completely literal-minded, and a simple phrase like this can work wonders. 2) "you might want to think about" As opposed to directly saying "Think about X," this phrase takes the edge off, and removes any sense of threat or coercion from the conscious mind. At the same time, the subconscious registers it as a clear instruction and, in fact, must do what you're instructing it to do just to be able to understand your sentence! 3) "what you're going to do with all the money you're going to save by switching to our company." This phrase employs "presuppostion" not just once, but three distinct times, by assuming that If you're in sales, you might want to look at a new branch of Hypnosis called Conversational Hypnosis. Based on the science of linguistics, Conversational Hypnosis uses subtle word combinations to reassure the conscious mind, while speaking directly to the subconscious. These language patterns are amazingly powerful,Cheap Jonathan Vilma Jersey, and can be a huge asset in any sales situation. Let's analyze this sentence, phrase by phrase: Again,Cheap Jamie Silva Jersey, all this may seem trivial when examined rationally, but following after the two "softening" phrases, and assuming that you've already created a friendly, relaxed interaction with your client,Cheap R.White Jersey, these phrases have a powerful motivating effect. He pretty much has to accept that he's going to buy your product or service because, through presupposition, you have linked it powerfully to a very positive experience, i.e. having extra money to spend on whatever he likes. So, as you sit here reading this article, you might want to think about how Conversational Hypnosis could work for you! The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

4. Use your eyes Try the following neat little formula and pop your own words into it. Restate the contact's needs, select the appropriate features of the service or product you have to offer that satisfy those needs, stating the benefits that gives to your customer. The sequence is straightforward Do keep your pitch as short as possible. Although most people can talk about themselves for an eternity, they are usually very poor listeners. They will quickly get bored if you overlook this point. We believe, nay, we are certain that you can talk your way in and out of an assignment. It may be that in the first few minutes of you presenting your solution, the client is sold on what you have to say but you just waffle on for a bit too long and before you know it, he just can't wait to get rid of you! To show you what we mean, let's revisit our opaque glass example...'Mr Jones, is there anything else that concerns you...no, OK...then it seems to me that you have a need for our Mark 2 opaque glass for your office partitions as this will give your staff the privacy they need...so what I propose is that I go back to my office and put everything we have discussed today in writing and I'll ring you tomorrow, check that you are happy with it, and I propose we start installing first thing on Monday...how does that sound to you? Imagine that you are selling opaque glass: Then silence,Cheap Marques Colston Jersey! Don't say any more! Wait for that positive reply and bring the meeting to a close quickly. 'Need (link phrase 1) - Feature (link phrase 2) - Benefit.' 1. Check you have covered all of the objections. 2. Summarise the main points/benefits you have covered. 3. Introduce your proposal, and ask for a commitment 3. Check for understanding Your contact has a need. You can either satisfy that need or not. Full stop. There's no point in trying to palm them off with something that they don't really want. Keep your eyes and your ears open while you are talking. Watch for those body language signals and react accordingly. You'll know by looking at them whether they are interested or bored with what you are saying. If their body language is negative, check...'is there something that I've said that's troubling you, Mr Smith?' To make the presentation flow, you may wish to practise linking the sequence with a series of link phrases so that the sequence looks like this: 2. Keep it short 'Your problem is that your staff are concerned about the lack of privacy that the half-glass partitions give (need). To deal with this (link phrase 1), we have developed a unique opaque glass (feature) that will give you (link phrase 2) the privacy your staff need (benefit).' Lots of people are reticent about this stage. There's just something not quite gentlemanly or ladylike about asking for work...it's just not done in polite society. But you've come to do business; you know that and so does the other person...so why not ask? Need - Feature - Benefit. If you can structure your pitch in sales meetings, you will greatly enhance your chances of leaving with the order you are pitching for. Assuming you have identified your customer's needs,Cheap Rod Woodson Jersey, you are then in a position to pitch for the order. These five 'golden rules' will keep your presentation on track: Look confident. Look at the person you are talking to. How you say what you are saying is an indication of how you feel about what you are saying. Be enthusiastic. 1. Sequence 5. Get A Commitment Be ready for the contact to interrupt. They may want to clarify something. Listen to what they have to say. It's bound to give you clues as to what their real needs are. We have used the word 'commitment' purposely here and not the word 'close'. 'Close' is too final. So we are not concerned with slick salesmen's closing techniques. We don't think we need to go into the mysteries of the 'Balance Sheet' close or the 'My Dear Old Mother' close. We'll leave them to those who sport hairy chests and swinging gold medallions. And you're on duty until you've got into your car and driven out of sight. Then, and only then, can you fling your arms in the air and shout, 'Yes,Cheap Dennis Smith Jersey!' Regularly during your pitch, check that the contact is still with you. These little involvements will keep them interested. We all have our own jargon that is so familiar to us that we don't even notice when we are using it. Regular checks for understanding will make sure that the contact is with you all of the way. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More