Articles
'Leave it with me, I want to think it over!'
Sales & Marketing
Well firstly I have to point out that this is NOT an objection. This is actually an "excuse" for not making a decision. It is not the real objection. Prospects hide behind this excuse to avoid making a decision. If the sales person does not get to this real objection, then the sale will probably be lost. Here's what to do...
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Five Soft-Selling Strategies for Those Who Hate Selling
Sales & Marketing
If you hate HYPE and hard-sell, use these soft-selling ideas for a more subtle and friendly approach to promote and sell your products.
Sales Presentations: The 16 Persuasive Words
Sales & Marketing
Advertisers have known for years that certain words have great psychological impact on us. These words evoke deep feelings, bring back memories and often motivate us to look at things in totally new ways. Often the result is that we decide to try something we have never tried before.
Some of the most successful sales people I know use these same words to add power to their presentations.
Sales Presentations: The Power of the Printed Word
Sales & Marketing
When you are talking with a prospect and you want to boost your credibility, where ever possible back up what you say by showing them something in writing. Research clearly shows that people are far more likely to believe what they see in writing, more than what they simply hear. It boosts your credibility and is incredibly powerful. So how can you use this?
Sales Presentations: Use 'Social Profile' to Build Trust and Credibility
Sales & Marketing
It is understandable that most prospects have been conditioned to be somewhat sceptical about the claims made by most sales people today. Fact is, some sales people do make exaggerated, unsubstantiated claims about their product, their company, their service etc.
So when you make a claim about what you're offering, they may not believe you. So what can you do about this?
Selling B2B Services - Converting Warm Leads into Eager Clients
Sales & Marketing
Selling services can require a much more sensitive approach than selling tangible products. Lets have a look at some of the things we can do to create a successful sales process when selling B2B services.
Ten Simple Strategies to Add Value to Your Product
Sales & Marketing
Value is a matter of perception. It is complex as there are many criteria on which people assess it. These could be: convenience, visual or auditory appeal, risk management, price versus benefits, peer recognition, etc. As a starter, try these simple strategies to add value to your product...
Who's Driving Your Product
Sales & Marketing
So where do you start? There are many opportunities to enhance business results through insightful, targeted marketing programs. Work from your strengths and look for relationships and marketing opportunities that will have an ongoing benefit for you. Here's a model that can scale up as their business grows.