While Fishing for Sales, Do you fish where the fish are or do you cast your selling net everywhere?
YOUR Selling range is the area where your target customer is located. It is how far away from your business base of operation you will travel to deliver your product or your service. Or, it is how far away your customer will travel to your place of business.
Why is it a good idea to give up something to get something else?
Because it works; that’s why. In most business interactions, one party is trying to get something from another. Maybe it’s just agreement on a viewpoint, but there is usually an agenda of some sort.
Why do so many logical solutions fail to get traction and the inferior product usually wins market share?
Because most of us are so poor at arithmetic! (Yes, there are many other reasons also, but let’s focus on this one right now)
In about one minute – how’s your first impression?
If used properly, your elevator pitch may be the most important sales tool in your marketing arsenal. Your introductory sales pitch is usually your first marketing attempt with any new engagement.
Selling Is Simple, But Can It Be Subtle?
Is there any way we can escape that pushy “used-car salesman” image while providing honest business enhancement services to our clients?
You can learn the process and go through the mechanics of practicing sales techniques, but the odds are you will end up coming off just like all those bad examples of pushy sales reps because you have become just like a robot.
All Products Really Provide a Service (read benefit)!
YOUR Challenge is to create a visual in your customer’s mind so they can see your product as a solution despite the fact that it is intangible and invisible. You create that solution (customer perception) through the creative use of stories, analogies, and testimonials.
It is NOT that YOU have something wonderful to sell!
In fact, it’s not about YOU or YOUR service.
Have YOU been approached lately?
You know the deal. It usually goes like this: