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Will You Add? - Two Mistakes That Will Cost You Money
Do you know of someone who’s unemployed? Do you find it difficult to support them? When a friend or relative is unemployed, we often don’t know the best way to support them or know the right thing to say. We try to be encouraging, and supportive, and sometimes end up saying the wrong thing and come across as being hurtful. Following are some tips on how you can help.If they had a job, they’d tell you – please don’t ask every time you see them. Be sensitive. Offer to have them over for dinner or for a movie, card playing or other inexpensive, yet fun entertainment. Could you barter for services with them? The unempl
In the last few months I have had at least three situations where I’ve been ready to buy a product or service but the salesperson failed to ask me. One of these involved mem
Outsourcing web services! But what is it and why should I do it? Well let me explain...suppose you are Rowling, I mean Charles Rowling. No, not related to the Rowling of Harry Potter fame but a proud owner of a small pub which sells the best beer in town. Whenever someone’s thirsty in the downtown county he will only think of Charlie’s beer. Your business is growing but you want to spread it across to other counties, so that the whole of America would talk of Charlie’s beer. But how would you do it...and the main issue is how would you get in touch with people outside your county? Well the easiest solution is to set up a website
1. They don’t ask for the sale.
2. They talk the customer out of the sale.
You may scoff and think these don’t happen. After all, how can salesperson or business owner NOT ask for the sale or talk the customer out it? Let’s first address the issue of asking for the sale.
My experience has taught me that the majority of salespeople fail to ask for the sale. Instead, they wait for the customer to say, “I’ll take it.” However, in many cases, the customer doesn’t say this. She may be thinking that the machine will enhance her operation and, hopefully, drive more revenue to the bottom line. She may see that you offer something your competitors do not. She may also want to act quickly and have the equipment delivered and installed in the next few days. But she may not tell you that.
This is your responsibility! If you’ve worked through the sales process and done everything properly up to that point then you’ve earned the right to ask for the sale. Remember, the prospect expects you to ask for the sale. You ask you get. The more you ask, the more you get. If you leave the prospect’s business without asking for the sale you run the risk that a more assertive competitor will present their equipment and service, ask for, and get the sale! Then your work, effort and energy have been for nothing. I’m not suggesting you will close every sale by asking but I will guarantee that you will generate more business by consistently asking people for their business.
In the last few months I have had at least three situations where I’ve been ready to buy a product or service but the salesperson failed to ask me. One of these involved memb
Like most businesspeople, I attend a number of trade shows, expos, seminars, open houses, service club and Chamber of Commerce events every year. These events are an opportunity to learn, to socialize, and to meet new people while balancing a plate of cheese cubes, carrot sticks, and meatballs. While I have become coordinated enough to shake hands without having my snacks slide off my plate, I have yet to overcome my amazement of the lame introductory comments of most people I meet. Most of them sound as if they (and the services or products they sell) are commodities and therefore no reason why a prospect should select one ov
You may scoff and think these don’t happen. After all, how can salesperson or business owner NOT ask for the sale or talk the customer out it? Let’s first address the issue of asking for the sale.
My experience has taught me that the majority of salespeople fail to ask for the sale. Instead, they wait for the customer to say, “I’ll take it.” However, in many cases, the customer doesn’t say this. She may be thinking that the machine will enhance her operation and, hopefully, drive more revenue to the bottom line. She may see that you offer something your competitors do not. She may also want to act quickly and have the equipment delivered and installed in the next few days. But she may not tell you that.
This is your responsibility! If you’ve worked through the sales process and done everything properly up to that point then you’ve earned the right to ask for the sale. Remember, the prospect expects you to ask for the sale. You ask you get. The more you ask, the more you get. If you leave the prospect’s business without asking for the sale you run the risk that a more assertive competitor will present their equipment and service, ask for, and get the sale! Then your work, effort and energy have been for nothing. I’m not suggesting you will close every sale by asking but I will guarantee that you will generate more business by consistently asking people for their business.
In the last few months I have had at least three situations where I’ve been ready to buy a product or service but the salesperson failed to ask me. One of these involved mem
Most people who have been involved with sales & marketing for any length of time have heard the axiom, “Sell them what they want. Then sell them what they need”. But what does it mean? It sounds a little odd doesn’t it?Does it mean that people are frivolous & go around making irrational purchases that don’t meet their needs, before more serious ones that sustain them? Should you try to sell trivial goods first, & then follow up with those that are more substantial? Should you put games & entertainment on your home page, and flour & salt in your follow up messages?No, that’s not it.What it is trying to say is
This is your responsibility! If you’ve worked through the sales process and done everything properly up to that point then you’ve earned the right to ask for the sale. Remember, the prospect expects you to ask for the sale. You ask you get. The more you ask, the more you get. If you leave the prospect’s business without asking for the sale you run the risk that a more assertive competitor will present their equipment and service, ask for, and get the sale! Then your work, effort and energy have been for nothing. I’m not suggesting you will close every sale by asking but I will guarantee that you will generate more business by consistently asking people for their business.
In the last few months I have had at least three situations where I’ve been ready to buy a product or service but the salesperson failed to ask me. One of these involved mem
Going to a networking event without the proper preparation is like starting a business without a business plan. Its important to set yourself up for success – and some of the best ways to do that should happen even before you get in your car.Have Plenty of Business CardsBe sure to replenish your supply prior to leaving for every event. Its always good to have an abundance of what you need when you need it, including business cards!Tip: Put your cards in your right pants or jacket pocket, the cards you receive from others in your left pants or jacket pocket. This will eliminate the possibility of giving away a
In the last few months I have had at least three situations where I’ve been ready to buy a product or service but the salesperson failed to ask me. One of these involved mem
Millions of people make the switch to CEO of their own home based business. Believe me if I can do it, anyone can!By starting your own home business you have made the first step of taking control of your financial and emotional future. I say emotional because I know that when I worked a 9-5 job my stress levels were astronomical!Most new home business entrepreneurs start off by keeping their 9-5 by day and by night they are getting their business to take off. You may be walking around your 9-5 with a smile on your face – knowing that soon enough you are going to walk right up to your boss and say I quit because you
In the last few months I have had at least three situations where I’ve been ready to buy a product or service but the salesperson failed to ask me. One of these involved membership in a networking group and during the meeting I announced I was ready to join if someone wanted to take my money. To my surprise, no one approached and signed me up. It’s little wonder this group is not experiencing growth in its membership.
Unfortunately, many salespeople are afraid of the rejection that comes with selling. By not asking for the sale, they avoid the possibility of the customer saying no. Other salespeople are concerned they will appear pushy and risk offending the prospect. Here are a few simple statements and questions you can use to move the sale forward:
“What are the next steps?”
“What do you think about what we’ve discussed so far?”
“What would be the best day to arrange delivery and set-up?”
“Is there any reason we shouldn’t get started on the paperwork?”
The next biggest mistake salespeople make once they do ask for the sale is to talk the customer out if making the decision. A few years ago, I was considering an activity for one of my training sessions. After listening to the salesman’s presentation and seeing the product I told him I wanted one. He proceeded to say, “If you want some time to think about it, that’s okay, there’s no rush.” I again told him I wanted to purchase the activity and he responded by saying that many of his customers like to consider the purchase before making a final decision. Finally, I reached across the desk and took the activity out of his hands and said, “I’ll take this one. Here’s my card, send me a bill.” I couldn’t help but wonder how many sales opportunities this business owner
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