Overcoming Your Biggest Competitor

Written by Mark Dembo

Continued from page 1

Even though he knows intellectually that you may have a better solution, he will do everything he can to justify his earlier decision; to do otherwise would cause great internal dissonance and discomfort.

So, then, how do you deal with this situation?

1.Recognize that your job in selling is to understand what people do – and to work with them to help them do things better.

2.Don't try to sell by showing that your product or service is better thanrepparttar competitors' (or whatever else they might be doing).

Wait – that sounds inconsistent, you say. First you say that I should help him do things better, but I shouldn't show them why my product is better?

The seeming inconsistency resolves itself when you remove yourself from trying to “sell your product” and shift your focus to understanding what people do, why they do things that way, and what they're hoping to accomplish inrepparttar 142985 future. Your questions should be squarely focused onrepparttar 142986 prospect – not on you.

The best way to bring these seeming contradictory goals into alignment is to show your prospect how you can ENHANCE what they are already doing. By showing how you can enhance, in essence what you are saying is “Hey, you've got something that's working here, and I'm not going to upset your apple cart. My goal is to help you take what you've already got, and help you make it even better.”

By takingrepparttar 142987 approach to enhance you accomplish two important things. First, you are helpingrepparttar 142988 prospect maintain their sense of consistency which will make you an ally. Second, by starting with this approach, you may make a small sale initially but you now haverepparttar 142989 door open to larger sales andrepparttar 142990 beginning of a long-term relationship.

As Cialdini sums up “Forrepparttar 142991 salesperson,repparttar 142992 strategy is to obtain a large purchase by starting with a small one. Almost any small sale will do, becauserepparttar 142993 purpose of that small transaction is not profit. It is commitment. Further purchases, even much larger ones, are expected to flow fromrepparttar 142994 commitment. "

Mark Dembo; President, Lexien Management Consultants (http://www.lexien.com) Lexien Management Consultants provides sales training, consulting, and coaching services to organizations and individuals who are motivated to grow their businesses. Each month, Lexien publishes the Sales Success Newsletter .

Do You Fold Like A Taco?

Written by Kim Duke

Continued from page 1

He looked at me and there was a long silence. He said " Kim - I never thought of it that way. I will go ahead with your proposal."


2. Don't start your conversation with price. Give your customerrepparttar investment only after they understandrepparttar 142904 major benefits of your product or service. If you start with price - I guarantee you are heading downrepparttar 142905 rocky road of objections.

3. Allowrepparttar 142906 customer time to think. Just because there is silence doesn't mean you need to start "folding your price." Let them think it over.

4. Look atrepparttar 142907 word COMPROMISE in a new way. You know whatrepparttar 142908 dictionary has to say onrepparttar 142909 word COMPROMISE? " A settlement of differences in which each side makes concessions." Look atrepparttar 142910 word this way: CO-M-PROMISE. Basically it is a promise made by 2 or more people to meet inrepparttar 142911 middle. It isn't called ONEPROMISE!

If your customer is genuinely concerned withrepparttar 142912 investment - then you have some choices. You can either fold like a taco and droprepparttar 142913 price considerably. (Not a Diva recommendation!) Or you can provide added value/decrease in pricing based upon a commitment from them in a volume buy, or repeat business over a duration of time. You can also decrease your price but also delete some of your services as well. Say "I can definitely work within your budget, however, we will have to reduce "this" fromrepparttar 142914 package.

Remember - Desperation Isn't Pretty!

Once you have established a relationship with a customer that is based upon you folding like a taco - you will find it very difficult to increase your rates inrepparttar 142915 future.

So stick with your guns, believe in yourself and what your business brings torepparttar 142916 table!

Copyright© 2005

Sales Diva, Kim Duke of The Sales Divas helps women biz owners and entrepreneurs attract amazing clients and customers, effortlessly! To learn more about increasing YOUR sales - and to read her FREE how-to-articles, visit her website http://www.salesdivas.com

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