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Otherwise, it seems, you're just another company delivering another commodity product or service. The secret to establishing value for your product or service and building credibility with your prospects and customers is simple: Tell the truth. * If your product or service costs more than your competitors, tell them why. Tell them the reasons why, and you become not only the leader in your field of expertise, but you become the resource that your customers want to follow and respect. How many businesses you do you know that actually tell you the 'whole truth' about a product or service or special they're offering? Article: If you're in a sales position of any sort, or you're a customer or subservient of someone 'selling' you, you know that the most subject response to an objection or concern from a salesperson is to cut price. I know. I've been 'in sales' since the age of eleven. And, when it got tough to sell what I had to offer, the very first thing I did was cut the price on the very thing of value I was offering. It wasn't that I didn't think what I was offering was valuable. It was that I just never thought to give the 'reasons why' they would advance from what I was offering. Well, I'm here to tell you that if people percieve you as being like everyone else, all they have to go on is relation price. The job then, is to educate your prospects on the enormous value you deliver. Otherwise, it seems, you're just added company delivering ancillary ware product or service. The secret to establishing value for your product or service and superstructure credibility with your prospects and customers is simple: Tell the truth. * If your product or service costs more than your competitors, tell them why. It will create value that they didn't see before. * If your product is made with a stronger material than your competitor's, tell them why. It will let them know that your product is more durable than your competitions. * If your guarantee is longer than the competition, tell them why. It will show that you truly rely on in your product and are willing to stand by it no matter what. * If you're having a private sale for existing customers, tell them why. It will show them how special they are and how much you care just about them. * If you do slapstick differently than anyone else in your industry, tell them why. It'll show that you're not just not the same special and copy-cat business. * If you're selective close upon who you'll do retail with, tell them why. It'll revere them as special and increase their confidence in doing calling with you over and over again. You see, it's very simple. Educate them. Tell them the reasons why, and you adorn not only the leader in your field of expertise, but you be changed the resource that your customers want to follow and respect. How many businesses you do you know that literally tell you the 'whole truth' only a step a product or service or special they're offering? Not many. And the one's that DO explain the 'method to their madness,' are the one's that are very successful. Honesty and education breeds credibility and trust. hold aloof from being vague when you rain an offer. The truth and nothing but the truth will help you turn the office leader you know you can be.
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More Articles:1. Using Emotion for Persuasion By Robert F. Abbott Summary: So when the last issue came with a special promotional wrapper on the cover, I wasn't surprised.But, what made this one interesting was a clever piece of copy that hit an emotional chord: inside the back cover of the special wrapper were the words, "You're about to be dropped from our list of active subscribers. In other words, we, as buyers, think we're being rational in making a decision to purchase, or in choosing among different offe… 2. "The Art of Hiring Smart: Finding the Right Person for the Job" Summary:Benchmarking is a process which establishes behavioral standards most appropriate for a given position - that is, what behaviors are most effective most of the time in this job. If you based your sales position's benchmark on Joe because his statistics look good and hired people with this benchmark as your guide, you may have hired ineffective people with Joe's traits.Still another common error is profiling only your top performers. If, f… 3. Sex Sells! By Virden Thornton Summary: It is clear to me as a sales trainer, coaching sales representatives and service industry professionals in the field, that male decision-makers often use a different part of their anatomy than their head to make their buying decisions.The female advantage in obtaining sales opportunities is tempered, however, by most sales women experiencing a greater difficulty in closing sales. Article: An adorable woman has a decided further as sales… 4. Throw Out Your "Selling" Language - Unlock Your Natural Voice Summary: But we go into sales situations with agendas and assumptions.And because we've been conditioned that a sale can happen only if we control the process, we never even consider the possibility that there can be total flexibility in how we communicate and build trust.Quick self-assessment: When you pick up the phone to make a sales call, what are you hoping will be the outcome?Let me guess:* Get information * Find the decision maker * Schedu… |