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 […]
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 […]
How to Work a Customer in One Minute
You’re at a networking event or riding the elevator. Standing next to you is the ideal prospect, but this is no time to launch into a sales presentation. You’ve got one minute, at most, to explain who you are and what you sell in a way that will spark the prospect’s interest. Here’s what to […]
Words That Kill the Sale
Despite the popular saying to the contrary, words can sometimes be stronger than actions. An example is when you’re presenting to a prospect, and you’ve covered all the bases, but the prospect still won’t say “yes.” Sometimes an adage applies: “It isn’t what you say; it’s the way that you say it.” In that case, your […]
Good Marketing Isn’t Cheap. Cheap Marketing Isn’t good.
Anything worth doing is never easy. Investing in good marketing may feel expensive, but the investment is valuable for every business.
