 |
Selling - Always Go for Top Money
If you've ever flown economy class on an international
flight then you've probably noticed that the airline makes
you walk through Business or First Class to get to your
economy seat. You become very much aware of the wider isles,
the more spacious, comfortable seats and the greater leg
room. As you squeeze into your "cattle class" seat you wish you
were in front of that curtain enjoying the better food and
the extra service. The airlines do this deliberately; they
want you to wish you were in Business or First Class. Only 20% of the aircraft is reserved for "big comfy seat
class" however, that 20% contributes 80% of the profits. Many sales and business people feel the pressure to be
competitive and initially offer their cheapest product or
service to the customer or client. It then becomes much
harder to offer a better or enhanced product or service. Picture a new car in the showroom, it's always the top of
the range model with all the added extras, they don't show
you the basic economy model. Some years ago when I bought my
first new car I went to the showroom with the intention of
buying the very basic model. A few hours later I'd signed up
for a car with air conditioning, cruise control and metallic
paint. The salesman didn't pressurise me, he only showed me
how I could afford the better car - and boy was I pleased! Many sales people believe that if they tell the customer
that their price is really excellent compared to the
competition then this will motivate the customer to buy. But
price is seldom the reason for buying anything. According to
research done with customers, almost 95% of purchases are
made on a non price basis. It's only simple psychology however, always show your
prospective customers or clients what they'll get for "top
money" and then show them what they get for "economy." Most
people aspire for "first class" and eventually you'll find
more clients buying your top products and services. Discover how you can generate more business without having
to cold call!
Alan Fairweather is the author of "How to get More Sales
without Selling" This book is packed with practical things
that you can do to ? get customers to come to you.
Click here now
http://www.howtogetmoresales.com and
http://www.alanfairweather.com
|
|
|
|
RELATED ARTICLES
The 6 Secrets To Sales Success
There is no magic pill, trick, teqnique, system or secret to success. However there are many beliefs and habits that will bring you the desired results that you wish to have. It is your choice to develop the appropriate beliefs and habits that produce the results that you wish to have. If you honestly are not happy with the results that you are having then you must change the actions, which are producing those results. The following are 6 of the habits, which I have found will rapidly accelerate your sales and income to heights, which only you will limit.
Customers - Always be Focused on Them
I was looking at some promotional literature and web sites
the other day and it was interesting to note the number of
times the words - "We" and "Our" was used in this material.
Build Rapport by Mirroring
Traditionally, salespeople look for something in the office that begs a question. For example, "Is that your sailfish on the wall?"
Making Sales is Easy When You Learn How to Make Friends
Friends buy from friends. Why? Because people trust that their friends
will go above and beyond the duties of a typical salesperson. They
know that their friends will give them friendly, honest help and provide
them with the product that is perfect for their needs. In return, these
people develop into loyal customers who are happy to support their
friend's business with continued sales and referrals.
Secrets That Lead To Failure In Sales
Let's be realistic nobody really wants to be labeled a failure when it comes to sales, unfortunately many business minded people are just that when it comes to selling their product or service. I have gathered a few tips I'd like to share that can prevent you from succeeding in sales and ultimately cost you your business.
How Business Coaches Avoid the Yearly Training Feeding Frenzy
What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I didn't have any training needs and now I have a shed-load of them?
3 Steps To Immediately Increase Sales
Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to increase sales, no matter the economic conditions.
How To Go Perpendicular In Your Sales Territory
First and foremost are you thinking Strategically? "Do you have what it takes to do what it takes?"
The Choice between Yes and Yes: A Psychological Revelation
Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain.
11 Secrets to Leadership in Sales
In his classic book, "Think and Grow Rich", Napoleon Hill discussed the eleven secrets of leadership. In reading this work, it appears that the attributes of strong leadership and effective selling have a tremendous amount in common. After all, to be really successful in sales, you need to be a leader, both within your own organization, as well as to your clients and customers.
How To Attract Buyers Using The Right Sales Terminology
It is always important that you use the right terms when marketing your product to potential buyers. The right terminology may mean increased enquiries for your product and possibly more sales.
Curiosity and How It Effects Your Business Proposition
The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest. As people, we are curious by nature. Curiosity wants to be informed. This state of mind is just where you want your prospect to be in at the beginning of your sales talk.
5 Steps to Selling Anything Technical
One of the most difficult things we deal with as tech companies is trying to sell our services or products to prospective clients, would you agree? A major problem we face is conveying why our future clients need our services using terminology they will understand and pay attention to. One of the sales secrets I am going to let you in on, is that you can make sales without the client even knowing the name of your product or service or ever saying a word like: Search Engine Optimization, gigabyte, meta tags or even computer.
Selling Yourself - Its Not About You
I recently found myself suffering from a lousy cold; all the
coughing, snuffling and sneezing symptoms which send other
people running for cover.
Make More Sales By Creating How To Use It Product Updates
Do you have any idea what your customers have experienced from using the products they have purchased from you? Most of the vendors I work with make a sale and move on. They often don't bother investing much time improving the products they sell to their customers, much less develop ways to help them better understand how to use them. A very small minority of vendors have continued to send me unsolicited free bonus 'how to use it' follow-up emails and publications long after I made my purchase from them. And whenever I receive something like this, it almost always compels me to take another look at the product I purchased ? because anything that helps me understand more ways to use what I already own is pretty useful to me.
Sneaky Sales Tactics
The reason why you have a job in sales is because our markets are constantly getting more competitive. Every year, every month, and every day products are coming out better, faster, and closer together. Almost as soon as your company dreams up a great new idea for product or feature, your competition seems to think of it too and get it to market.
Keep Sales Simple
For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly, or quarterly goals. This pressure can sometimes cause us to loose focus on the simple things that made us successful to begin with.
Knowing Your Customers; Closing the Sale
Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in sales, you lack the helpful training which will give you a competitive advantage.
Three Fast, Short, Simple Ways to Escalate Your Sales
1. Sell an inexpensive product to sell an expensive product. If people like your inexpensive product, they will be persuaded to buy your expensive one.
How Pareto?s Principle Impacts Your Sales Success
Pareto's Principle {the 80/20 rule) is vividly illustrated in the sales statistics of most industries, companies and professional service organiizations. Eighty percent of all products or services are sold by just 20 percent of the sales professionals in the United States and Canada. How does this rule effect the overall management of the selling process in your company or firm? Basically, Pareto's principle impacts your selling process in three key areas:
|
