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-state t

What is the main reason for business problems? If you were to analyse the reasons, you will come up with one common reason - lack of sales. What then causes the lack of sales? Is it the economy? Product? Pricing? I say that at the end of the day, it can boil down to one cause: the salesperson did not close the sale. How important is closing the sale? Well, if you are not closing sales for your own company, you are closing sales for your competitor . For the prospect will simply go to whoever that closes on him, even though he may not be close to him. Sales Closing is defined as Moving the Sale forward . Throughout the different steps in the sales process, the salesperson has to close the sale and move the sales process forward, not backward. Many salespeople know that selling is just about 4 steps: you first have to find the prospect, you need to present to the prospect, you have to answer the prospect’s questions and you follow-up with the prospect until close. At every ste

We know it is the job of the salesperson to close sales, but many salespeople are actually closing files instead of closing sales .  Worse still, they are unaware of this because they think they're just 'doing my job to respond to customer's request'.  The 7 instances where salespeople close files are: Being Impatient with No Answer from the Client .  Usually salespeople will, after a few no answers from the client, get impatient and just want a quick answer.  They say things like, "I need your answer now as I must book my schedule which is getting full now".  The client will, 99% of the time, simply reply, "Since you're so busy, why not you go ahead with your schedule and leave me out for now?"  The next time you have such a situation, do not press for an answer, for you know that the client has no answer for you , otherwise, he would have replied you long ago.  Instead offer help to the client , and you'll leave the door open instead of

Yes, your eyes are your most important organ in your body.  Smart salespeople use their eyes to get customers to say yes to their proposal instantly.  This is what you do: You ask your customer a question, like, "Which product fits in best with what you had in mind?" Then you lower your head slightly and get a few degrees below the eye level of the customer As the customer considers your question, you slowly bring your head up, almost unnoticeably, so that your eyes are on the same level as the customer's eyes At the exact moment when the customer starts to make a sound, you move your eye level up a few degrees above the customer's eye level At this point, something magic happens. The customer will automatically raise his head and eyes to meet your eyes Before you realize it, your customer gives you a positive response.   Scientists said that the above action produces a psychological encouragement to the customer to agree with whatever you said, because

What's the secret to salespeople success?  I believe it is to BE a salesperson. Salespeople are not quotes-people because there is no money to be made in quotes.  Yet I see many salespeople happily giving out quotes, tenders and proposals with NO INTENTION OF CLOSING them.  Many people think that sales is a number game, when in fact it is a quality numbers game .   If you do submit a quote, you have to do follow-up until you close the sale.  You cannot just submit a quote and expect to close it.  Some salespeople think that by submitting a quote, they are putting one foot into the door.  This is far from true.  Companies receive lots of quotes everyday, those that don't stand out won't get any chance of being getting close to the door. So my friend, the next time you are asked to give a quote, ask yourself this question: are you going to do all the follow-up to close the deal?  Do you have a winning quote or your quote is just me-too?  Do you understand what the cli

Today we look at a very useful concept that experts use to handle sales objections, it is called QUIET : Q: Begin with a Question U: Understand the objection (with more clarifying questions) I : Identify the reason behind the objection E: Empathize with the prospect's objection T: Test the objection. Q: Questions Our 1-day sales training SALES POWER , is taught 7 times a year. Often participants are given a test at the end of the course on how they can handle the top 10 most common objections. One of the most effective is to turn the prospect's statement into a question.  When the prospect says, "Your price is too high", you simply pause, lower your voice, and respond, "You mean the price (pause) is too high for you ?"  You are now asking further questions to clarify the prospect's objection so as to UNDERSTAND and IDENTIFY the reason behind the reason.  Usually the reason is not they cannot afford it, but they cannot see the value in what