Selling the Quick Payback
One of the tricks of closing the sale, especially when selling to CFOs and other financial executives, is demonstrating return on investment. Prospects want to know that if they spend $1, they will get back $2. Copywriter Mike Pavlish puts it this way: “You must convince the prospect that the price you ask is a […]
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 […]
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 […]
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 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 […]
