Believe it or not, some other business has already spent the time, effort, and advertising dollars to attract a ton of customers for you – customers who can be yours for little more than the asking. We’re not talking about stealing anyone’s customers away but about gaining access to new customers or clients with the […]
The presentation has gone well. The prospect has asked many good questions, seems satisfied with your responses, and agrees there is a need for your product or service. Now it’s time to talk price. What do you do? If the buyer mentions price first and you’re not yet ready to talk about it, you can […]
C – Customize: Create an individually targeted presentation and solution for each potential customer. A – Analogies: Find a sales situation in previous sales in which the buyer made a decision similar to the one you need from this buyer. Remember that adults act on precedent. P – Perceived value: Your buyer’s perception of your solution must […]
If you want to sell executives on a proposal, service, or project, your presentation must be organized – and it should also be informal, relaxed, and conversational. That’s a major finding from a study of 162 executives conducted by Genesis Training Solutions. Here are other suggestions to consider: Avoid a hard-sell approach. Stay away from hype and […]
Tired of the constant follow-up with your prospects that seems to be going nowhere? You’ve made a presentation, but how do you close the sale? Suggest that without your product or service, your prospect will miss out on something great. Here are a few ideas. 1. Tell a story that creates a sense of urgency. Uncover […]
