What you say can make or break your sale. Communication is still the key to succeeding in the sales world. No, you don’t have to use flashy verbiage. You just have to converse like you would with a friend or relative but in a professional tone and manner. This keeps them from being on the defense or the feeling that you’re just out to get their money. Having the right approach for...
Selling in person is a lot easier than selling in print, because you can use your personality, body language, and tone of voice to convince someone to buy from you. When you’re trying to sell goods and services in print, you lose all of these advantages. Your marketing materials must be very clear, because you only get one chance to make a good impression. If your ad is confusing...
When multi-national energy and petrochemicals company Shell launched their “What Drives You?” Campaign three years ago, the company re-launched its image to the public with a two-level campaign touching on human “passion” and the secret behind “smooth driving” for an automobile. The campaign was such a success that it increased not only sales for the company...
I’ve often heard people complain about their situation in life and remarking that they don’t really have a choice about it because of this and that. I totally disagree! Everyone has a choice. People are in their situation because they choose to be. It’s a decision based on their set of values, standards, and desires, mired in the reality of what they are really capable of at the...
Every sales professional’s goal is to get the customer to agree to purchase what they are offering. It doesn’t matter if it’s face to face, on the phone, or with ad copy. But to make sure that you are on the same page, you have to do one simple step before you can even close the deal: summarize the motivation of the client. You also may know this as defining the problem. This is the point...
Ever heard the old saying, “No one cares how much you know, until they know how much you care”? Rarely have more truer words been spoken! 🙂 So how do you go about showing people you care and still promote your business or product at the same time? One of the best ways to show someone that you care about their well-being is to teach them about what you do. Instead of billing yourself...
If you think providing people with what they want guarantees your success, you better make room to reconsider that thought as it’s only half the truth. In the book The Secret of Selling Harry Browne preaches: “The mistake most individuals make is in using their own values to determine what other people want. The individual who succeeds will be the one who provides people with what they want...
Not all sales prospects are created equal. There are actually several types of prospects, so it’s important to know how to market to each of them. The first type of prospect is the one who needs to be convinced that your products or services are needed. The second type is the kind who has already decided not to hire you and needs to be talked out of the decision. There is also a third...
Despite the thousands of books published on truly successful sales practices, there are still a lot of companies who employ a culture of aggressiveness for their sales people. By aggressive, I mean highly talkative, manipulative, emotion-free salesmen out to get your money no matter what. YUCK! I don’t know about you, but I HATE pushy sales folk. I tried telemarketing once. Cold calling. Once...
The number one obstacle I often face when selling something is the need a person has for that which I’m selling at the moment. I have found out, over time, that even though a person has a need for it, the probability of a sale isn’t guaranteed. I’ve realized that no matter how beneficial a product is for that person, how convenient my payment schemes are, and how much a value it...
Cori (that's me!) is a wildly hire-able freelance writer as well as the creative brains and dubious brawn behind this blog you're reading right now, My Name is Cori, & Salt, Light, and Faith. Oh and you might also call her an author. Visit C.B. Stone Books for more.