Sales secrets you can use

Written by Roy Bartell


Sales secrets you can use

You don’t have to be a salesperson to use techniques of persuasion that work. After all, most of us have to present ideas to committees or Boards of Directors, lobby for a promotion, or even talk someone into trying a new restaurant.

Selling is a science, and you can benefit from its proven methods. You may even be selling without realizing it. Here are some tips to help you deliverrepparttar perfect presentation.

Know who you are selling to. If you’re doing a presentation before a Board of Directors, research how it has reacted to past proposals. Spend some time collecting details that address any issues that could be raised. What arerepparttar 106118 Board’s values and attitudes? Dorepparttar 106119 Directors behave consistently, such as always choosingrepparttar 106120 least expensive option? Do your homework then develop a set of objectives and strategies.

Tailor your behavior. Ifrepparttar 106121 people you are presenting to relate best to verbal information, don’t come in armed with piles of graphs and other information. If you’re speaking to people you don’t know much about, watch their reactions. If they sit up straighter when you start citing statistics, modify your presentation to be less emotional and forthright.

Listen. Most people think “selling” isrepparttar 106122 same as “talking”. Butrepparttar 106123 most effective salespeople know that listening isrepparttar 106124 most important part of their job. Pay attention to what your audience says andrepparttar 106125 questions they ask. If particular words or phrases keep coming up, use variations of them when you respond.

Offers that Turn Lookers into Buyers

Written by Marcia Yudkin


Offers that Turn Lookers into Buyers

If you're getting only a sluggish response for a product or service that people genuinely need, wake buyers up by spicing up your offer. I've seen losing propositions become winners with these kinds of changes, which in most cases cost you nothing:

1. Guarantees. With a strong, simple guarantee, you can overcomerepparttar doubts of people who have not done business with you before, and calm down worriers who don't act when they can think of too many "what ifs." The guarantee does not have to promise a refund. Someone hiring an exterminator service wants those darned critters out, not their money back. "We guarantee you'll be pest-free for a year, or we'll come back and spray again for no extra charge" isrepparttar 106117 thing to promise them. Direct-mail professionals tell us that a one-year guarantee sells better, with fewer refund requests, than a thirty-day guarantee, and a lifetime guarantee does even better.

2. Package deals. If you sell office supplies, you might think that folks going back to school know how to select what they need. Perhaps, but why not make things easy for them -- and more profitable for you -- by shrink-wrapping three spiral notebooks, two packets of pens, a pocket calendar and several semi-necessary items together in a Back to School packet? This often persuades people to spend more than they would on separate items.

The same principle applies to services, where you can mobilize people who shy away from hourly fees with fixed- price bundles: only $350 for a will and a consultation on estate planning. A name makes your bundle more appealing: $150 forrepparttar 106118 "Get Organized Special."

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