Successful selling starts BEFORE you ever enter into a selling conversation with your prospect.
Your first step is crafting the structure of your selling conversation.
That means thinking through how you plan to diagnose your prospect’s problem early in the sales process so you can offer a solution that addresses their needs.
Many salespeople get caught off guard by price concerns and other things that prospects bring up simply because they have no strategy in place to prevent that from happening.
Today’s post offers 7 tips for taking control over sales conversations so that you can increase your closing rate.
In today’s world of marketing, it’s hard to focus on fundamentals when you’re constantly being bombarded by all the new “bright shiny thing” ideas and strategies.
Try this. Try that. Have you seen this? What about…and on and on it goes. Blah blah blah.
Amid all the smoke and mirrors is a prospecting strategy that hasn’t lost its appeal since it appeared on the scene many, many years ago.
It goes by the rather unsexy label of… cold calling.
The pros – the ones who keep their pipelines consistently teeming with qualified leads – know that picking up a telephone is a great way to create new selling opportunities.
Today’s post examines this “stone age” strategy that continues to produce results for those who include it in their customer and client attraction efforts.
Find out why it’s more effective than ever!
Do you find yourself frequently defending the price you charge for your product or service?
If so, it could be you aren’t giving your prospect anything else to focus on.
Usually, when price becomes the focal point, it’s because prospects aren’t seeing the value your offering provides.
Once you start providing prospects with a clear understanding of how they will be better off because of you, those pricing bun fights will melt away.
Today’s post provides 5 ways you can sell value and get your prospects focused on what matters most – why whatever you offer is a bargain – regardless of the price you charge.
OK. You’ve done everything right.
Your prospect is a great fit for your product or service. You have a meeting with the decision maker. You show your prospect how you can change his life.
And then…your prospect decides to do nothing.
What could possibly have resulted in this outcome where nobody wins?
What caused your prospect to rein in?
Usually the reason can be traced to one of three factors.
To learn what can cause your selling opportunity to come to a complete stop, read today’s post.
Is your bottom line stuck in the marketing mud?
Maybe your marketing efforts aren’t delivering the results you want but you’re not quite sure what to do?
Well, the key is to do SOMETHING about it. But not the SAME thing.
Time to try something different and chances are, if it’s going to make a difference, it could take you out of your comfort zone.
Today’s post delivers 8 ways to profitably break out of your marketing comfort zone now.
Many business owners and salespeople fail to use one of the most powerful sales strategies available to them.
They simply don’t leverage the selling power of asking questions.
Asking questions delivers two key benefits: First, it allows you to find out more about what your prospect wants. And second, it gives you something you must have if you’re going to lead your prospect through your selling process – CONTROL.
And when I say control, I don’t mean it in a manipulative way. Selling is all about arriving at an outcome where both you and your prospect benefit.
To learn more about how you can learn to question your way to selling success, read today’s post.
I hear this all the time: ‘I’m not great at writing copy.’
Well, here’s the good news: You don’t have to be great. You just have to be GOOD.
To create web copy, sales letters and emails that persuade prospects to take the next step your selling process, you simply have to understand that selling is selling.
Whether you’re in a face-to-face situation or online.
Just employ the same classic selling principles you use when you’re talk-ing to prospects one-on-one.
Today’s post explains how.
If there’s one consistent selling situation where business owners struggle it is when they get a telephone sales inquiry.
This GOLDEN opportunity is often mishandled resulting more often than not in a missed sale.
Here’s the problem:
Many business owners simply aren’t prepared mentally when this unique selling opportunity presents itself.
Today’s article gives you 3 tips you can immediately use to increase your sales inquiry close rate.
Think about this: Only 1-3% of people coming to your website or reading your sales email are “now” buyers. They know what they want. They have the money to pay. And they are ready to buy.
I know. I reached for the crying towel too when I learned that.
But here’s the good news: a high percentage of the remaining 97% will eventually buy from someone – as long as they are still in the game.
Sadly, many business owners won’t be there with a compelling message when that joyous moment arrives.
Why? Because they don’t have a follow up process in place.
If you aren’t sure what dramatic impact following up can have on your bottom line, read on!
Betcha never heard a prospect say this before: “Ok sounds great, I just need to think about it.” (LOL)
If you’re like many business owners and salespeople, when a prospect says this, it could signal the end of a selling opportunity.
UNLESS you know how to handle it.
The first thing to understand is that 90% of the time, your prospect doesn’t REALLY have to “think about it.”
Often, it’s simply a smokescreen.
Today’s article identifies why prospects do this and lays out 5 proven ways you can effectively address the ‘I’d like think it over’ objection.
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