Business and Money Tips

Imagine your company has just launched the newest product that has killer features. You were so excited and went out all the way to inform everyone about this. Yet one by one, your customers started to give you objections and rejections. It seems that your customers are only interested in price and nothing else! Should you give up or go back to improve your product further?  Or do you improve the way you sell? If the above scenario describes you and your company, you are doing what my mentor Andy Ferrari Norman said, hard selling.  As much as 80% of salespeople do hard selling. We all know that hard selling only produces hard rejection or hard objection from your customers. What you need to do is Heart Selling. How to sell from your heart?  Do you have to go out and cry to get sympathy buys?  Truth be told, the best way to do heart selling is to simply consult the customer, that is, do consultative selling. Consultative Selling is defined as heart selling ...

As a salesperson, you must behave like a consultant so that your prospect will see value in you.  Otherwise, you are seen as a conman who just want to make the sale.  We all know about sales conversions: how to convert a prospect in to a client and convert a client into a life-long customer. However, there are 3 other Conversions a salesperson must make: 1.  They Must Convert Their Selling Price into an Investment  Price is a cost.  As such, it has a negative value that people will try to pay as little as possible to obtain.  On the other hand, an investment connotes a return.   People are willing to put in money into investment as they know there is a 'Return on Investment' or ROI. How to Convert your price into an Investment?  You must always show what they can get from using your product or service.  As long as that return over the investment gives a  double digit return , it is considered a good investment. 2. They Must Conver...

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...

As a salesperson, you must behave like a consultant so that your prospect will see value in you.  Otherwise, you are seen as a peddler who just want to make the sale.  We all know about sales conversions: how to convert a prospect in to a client and convert a client into a life-long customer. However, there are 3 other Conversions a salesperson must make: 1.  They Must Convert Their Selling Price into an Investment  Price is a cost.  As such, it has a negative value that people will try to pay as little as possible to obtain.  On the other hand, an investment connotes a return.   People are willing to put in money into investment as they know there is a 'Return on Investment' or ROI. How to Convert your price into an Investment?  You must always show what they can get from using your product or service.  As long as that return over the investment gives a double digit return , it is considered a good investment. 2. They Must Conver...