Business and Money Tips

We know it is your benefits, not your product features or advantages, that sell.  But how to sell benefits without being seen as pushy? Follow this simple but highly effective 'Back-Tracking Benefits' method. Step 1: Your state your best feature among all your features. Step 2: You state how this best feature will benefit the customer THE MOST Step 3: You re-state how this best feature and its benefits will solve the need or problem of the customer Step 4: You ask questions to get your customer to agree to this need and the solution that your feature provides Step 5: To close the deal, you leverage to make this need bigger. This means you let the customer know what he can do when this need is solved, like he can reach his aspirations. Imagine I am selling Apple iPhone 6 + to a Samsung user.  I select the best feature of Apple: fully integrated software with hardware and how this will prevent the phone from getting hanged and prolong battery life.  I re-s...

As I learnt from Duane Sparks, author of the best-selling book 'Action Selling'.    Research shows that it's more important to customers that the salesperson understand their needs than that they understand the salesperson's products and services.  Customers have a strong need to feel understood.  The mistake made by many salespeople is to assume that they know what the customer wants. Often the customer misleads the salesperson by stating what he is looking for.  The salesperson would jump the gun and go straight to propose his products and services.   This is a mistake. Even if the customer tells you what he wants, those may not be his needs.  A want is a preference whereas a need is a necessity.  We know that people don't just buy what they want, they must also buy what they need .  A good salesperson will convert all wants into needs , for needs are stronger reasons to buy.   Like you now want to upgrade your phone to iP...

Read 'How to Add Value When Your Price is Higher' at here As we know, the world cannot live without selling. Yes, we can live without the internet and smartphones but ultimately someone must sell something for the ball to start rolling.  Selling is defined as the offering to exchange an item of value  for a different item.  The original item of value being offered may be either tangible or intangible.  The second item being exchanged must be seen by the seller as being of equal or greater value than that being offered for sale, otherwise there is no exchange.  Of course the second item are mostly money but it can also be another item, tangible or intangible.  If you sell something in exchange for something other than money, it is called barter trade. The 7 most common types of selling that we teach in our sales courses include Attraction Selling, Team Selling, Consultative Selling, Relationship Selling, Action Selling, Hard or Push Selling and Heart...