Send a Travel Postcard to Increase Your business
Here’s a simple way to use postcards to attract new customers. The next time you’re at an industry convention, buy 25 postcards that represent the place you’re visiting. Think of a clever headline that ties in with the picture on the card. For example, a real estate agent sent a Nashville postcard that showed horses […]
People Buy on Emotion, Not Logic
It’s vital for sales reps to be able to recognize self-preservation as a basic human need. If salespeople can’t address customers’ personal interests in why they should buy, sales will stall. It’s a salesperson’s job to uncover customers’ hidden motives. Here are four motives to identify if you want your customer to take action in […]
Close Without Being Pushy
A common theme among salespeople is the fear of coming off as pushy. Some salespeople won’t even ask for the sale because of this fear. They want to build a solid relationship with the prospect, so they’re concerned they’ll appear intrusive if they ask for the sale. This fear of appearing too pushy is nonsense. […]
Get Your Price
For those times you work hard finding the product that will suit your customer’s needs only to face getting beat up on the price, here are a few helpful ideas to preserve your margins: Establish a consistent position. Consider the automobile industry. During ’60s, ’70s, and ’80s, negotiating prices was so common that nobody would […]
Step by Step: The Selling Cycle
Establish or uncover a need, problem, or desire. Intensify the problem and the prospect’s desire to solve it. Offer solutions to the problem. Get the prospect to take action.
