My life as a buyer is easy. I push on price and printers give in. Most people are scared that they are going to lose work to the competition unless they agree to a buyer’s price demands. However, there is one important thing that you should remember.
It’s important to show prospects how you get results. There are two good ways to do this: testimonials and case studies.
Do your customers truly feel loved by you? You have a lot of competitors who would be only too pleased to win the business of your clients. So it’s vital that your clients feel that they are valued.
Recently, I was running my masterclass on "How To Stop Buyers Choosing On Price." As part of the day, delegates create a new sales message and deliver it. It is common for me to hear some very powerful sales messages by the end of the day. However, although I have heard many, many sales messages over the years, I had never heard one delivered in rap form.
If you want to achieve more sales, you need to set some goals. First decide what it is that you want to achieve. Be specific. Make your goal measurable. Make sure you know how you will have achieved it.
Good content takes time to create. It is important to make the most of it. Here’s a checklist of 14 places to share your content.
Many people make a social media connection and assume that they can immediately start doing business with their connection. This has about the same success factor as assuming that the person who answers a cold call will become an instant client. People who take care in growing their social media connections are more likely to create worthwhile relationships.
All the sales strategies that are being talked about at the moment revolve around value-added selling, creating trust and being in the customer's world. In order to achieve these goals, a good salesperson will constantly be educating their prospects and customers. So why don't we do this on social media?
I recently read an interesting article by Michael Hyatt who explains his theory of the abundance thinker. The abundance thinker is happy to spend money where they can see a useful result. Here’s what he has to say about it.
Have you ever tried to buy a laptop from the likes of HP or Dell? It’s a scary process! On the Dell website, there are currently nine different lines of laptops to choose from. Some of those have a further six sub-options to choose from. And that’s before you start customizing your laptop. Do you see some parallels with purchasing print here?
When did you last interview a customer? I try and interview a customer every month. The information I get from spending 30 minutes with one of my existing clients is invaluable. Remember, this conversation is not about sales. It is all about finding out about your customer.
We are so used to not getting through to a prospect that we can end up being totally unprepared when someone actually does answer the phone! If someone does answer the phone, you have to grab their attention immediately. Here's how...
What did you do the last time a customer asked for a cheaper price? I’m sure that many salespeople will have offered a lower quote. Let’s face it, it often feels necessary to match a competitor’s pricing.
I remember when I started selling. I was always keen to make the conversation stay positive. I avoided difficult questions. I always tried to talk to prospects and customers about positive things. That led to a big problem.
Here's a good five-minute exercise to carry out. Present your sales message to a colleague. Then ask them to present it back to you. You’d think this would be a fairly simple thing to do. But you may be surprised at the results.