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Answer You - Two Mistakes That Will Cost You Money
One of the common mistakes salespeople make is they fail to recognize at what level they should be selling their products or services. There are 5 possible sales levels where you can direct your energy, time and talent in the sales process. They are selling at:The product/service level. This is where the salesperson focuses primarily on the price or features of the product or service and define their product as a commodity. The typical reaction in this phase is to lower price due to a prospect’s price resistance or competitive pressure.The transaction level. This is where the salesperson sees the sales process i
Tough. Extra strong. Built to last. Every day, these words are flung at us by radios, televisions, and the Internet. Such descriptions tell us that particular products on the market will not break or break down the day after we buy them. Of course, this idea makes sense. Who would want to buy eggshell shoes, aluminum foil cars, or straw houses? Consumers work hard for their money, so they want and deserve products made of the most durable materials on the face of the Earth. One example involves chairs. Why settle for wooden chairs when you can have chrome bar stools?Welcome to the Chrome Dome Chrome plating is
1. They don’t ask for the sale.
2. They talk the customer out of the sale.
You may scoff and think these don’t happen. After all, how can salesperson or business owner NOT ask for the sale or talk the customer out it? Let’s first address the issue of asking for the sale.
My experience has taught me that the majority of salespeople fail to ask for the sale. Instead, they wait for the customer to say, “I’ll take it.” However, in many cases, the customer doesn’t say this. She may be thinking that the machine will enhance her operation and, hopefully, drive more revenue to the bottom line. She may see that you offer something your competitors do not. She may also want to act quickly and have the equipment delivered and installed in
You're young, keen and 21. You may have just left training college or university. You feel you could rule the world and you have the answers to all the unasked questions. On top of that, you have an interview coming up soon, a permanent job on the horizon offering good pay, good perks and pretty good prospects. All that money and security, what more could anyone want as a starter?It is 15, maybe 20 years later and, yes, you did get that wonderful job which you had to accept, along with everything else that you found went with it: the perks, the pitfalls and the pension. You may be one of the lucky few who made it to the to
1. They don’t ask for the sale.
2. They talk the customer out of the sale.
You may scoff and think these don’t happen. After all, how can salesperson or business owner NOT ask for the sale or talk the customer out it? Let’s first address the issue of asking for the sale.
My experience has taught me that the majority of salespeople fail to ask for the sale. Instead, they wait for the customer to say, “I’ll take it.” However, in many cases, the customer doesn’t say this. She may be thinking that the machine will enhance her operation and, hopefully, drive more revenue to the bottom line. She may see that you offer something your competitors do not. She may also want to act quickly and have the equipment delivered and installed in
Chances are this article’s title gives you a strong opinion about whether or not to continue reading. You are either in sales and want to understand your work better and therefore very interested, or you are being kind and giving me until the end of this paragraph to convince you to continue, because you aren’t in sales, you don’t want to be in sales, and you don’t see a connection between your work and sales.If you are in the second group, please give me just one more paragraph before you decide, ok?If you think of the stereotypical high pressure used car salesperson when you think about sales, rest assured that i
My experience has taught me that the majority of salespeople fail to ask for the sale. Instead, they wait for the customer to say, “I’ll take it.” However, in many cases, the customer doesn’t say this. She may be thinking that the machine will enhance her operation and, hopefully, drive more revenue to the bottom line. She may see that you offer something your competitors do not. She may also want to act quickly and have the equipment delivered and installed in
There was never such demand for making a strong M&A deal. However, recently, we have witnessed a sharp rise in the number of mergers and acquisitions, both domestic as well as international. This resurgence has created a great pressure on the people involved in development of business, accountants, investment bankers and attorneys to find the innovative ways of making a strong M&A deal as early as possible.Resurgence in Improving Economy; A study performed in this regard indicated that according to most of the people, growing economy is the key element behind this resurgence of M&A deals. Most top executives believe that
Discount office chairs often refer to office chairs that are available for purchase at a substantial cost savings for the buyer. It is important to be an informed consumer when purchasing a discount office chair. An office chair should be made of durable material that will withstand intensive use. It is equally important to ensure that discount office chairs offer a good ergonomic design that will allow the user to remain comfortably seated for long period of time.Discount office chairs are often available through wholesalers. It is possible to avoid a hefty mark-up if you are able to buy direct. When purchasing a dis
This is your responsibility! If you’ve worked through the sales process and done everything properly up to that point then you’ve earned the right to ask for the sale. Remember, the prospect expects you to ask for the sale. You ask you get. The more you ask, the more you get. If you leave the prospect’s business without asking for the sale you run the risk that a more assertive competitor will present their equipment and service, ask for, and get the sale! Then your work, effort and energy have been for nothing. I’m not suggesting you will close every sale by asking but I will guarantee that you will generate more business by consistently asking people for their business.
In the last few months I have had at least three situations where I’ve been ready to buy a product or service but the salesperso
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