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.
Build Trust By Making Your Marketing Relevant and Transparent
When you begin to use your website and measurement tools for ROI, you have yet another bridge to cross. You need to build trust within the people who use your site and/or respond to your various marketing efforts. The first step in building trust is to be accessible. If your site is easily navigable, even […]
Don’t “Sell” People. Let Them Buy.
It’s very interesting to study what motivates people. For example, nobody wants to be “sold” anything, yet everybody likes to “buy,” Buying is an invigorating activity. Buying is acting on a decision and taking control of a situation. Buying provides a sense of power. A salesperson can take advantage of this motivation by doing more […]
Put a Spin on Your Questions
The next time you’re trying to identify a customer’s needs, remember the acronym SPIN. S. Situation. What is the customer’s general background? This is important to know, as long as you don’t spend so much time exploring it that your prospect grows bored or impatient. P. Problem. What problem does the customer face? How does this […]
How to Make the Most of the ‘Send Me Some Material’ Request
Too often, a customer who says, “Send me some information on your product,” really means “Go away and stop bothering me.” To get the most value from the literature you send, follow these suggestions: Qualify the prospect. Find out how serious the person is by promising to send the brochure, then asking something like, “Are you […]
