At one of our training programs I was asked “How can I sell my services, when people can just get them for free online?” This is a current problem with today’s changing technologies and access to information. But is it really? Can you sell something that people can get for free elsewhere? This is the story of the “Bottled Water” which took place in the 1970s and its effects are still rippling through today, influencing daily decision making and purchasing behaviours around the globe: … More FREE for SALE: The Bottled Water Story
“Let me tell you a story. Once upon a time… ” is the best way to hook anyone’s attention. It has been proven throughout multiple case studies that your ability to engage an audience or customer in whatever it is you are trying to say or sell, is directly proportional on your ability to share compelling stories. … More FACTS Tell , STORIES Sell
From a young age, we learn that we need to do our homework. Whether that is the night before, or two days before, the important thing is not to show up in class without having done your homework. It is vital for young kids to learn early the importance of homework, as it is one of the most fundamental principles that later on manifests in their real life as adults. … More CHILDREN: THE IMPORTANCE OF HOMEWORK
The past few months, countries and economies have been swept over by the COVID-19 virus. Whole countries on lockdown, curfew times, isolation, it is all there. Everyone looking at the news, business owners stranded waiting for the measures to ease so they can get back to work, so they can see their customers, so they can open the doors. Everybody for their own reasons, looking at the news asking “When are we going to get back to normal?” … More COVID-19: The Way Forward
Here is the scenario: You are talking with the prospect, everything going well, getting down to the final details and they hit you with the “Can I get a better price?”, or “Can I have some discount?”. If you have real life experience with sales, whether that would be B2B or B2C, this is the one question that is guaranteed to come up to the discussion. In a B2B scenario, it would look something like this “I love the service/product, but please give me your best price so I can present it further up”. So in essence, both cases are looking for discounts. The question now is “Should you?” “Should you not” and “If yes, how?” … More DISCOUNT or NOT?
“Selling” refers to one’s ability to accurately describe a product’s or service’s features and benefits in such a way in order to persuade (convince) a potential customer on why they should proceed to buy. The reason “selling” no longer works, is because customers are wary of sales people, sales tactics, and once they suspect you are trying to sell them, their automatic response is to flee. Remember that “Everybody loves to buy, but nobody likes to be sold”. … More Stop Selling, Start Closing!
The classic scenario was as follows: Start off with a high opening offer, customer counter offers with a very low one, and then meet somewhere in the middle. In this article, we will examine one of the new methods of handling the sales/negotiation discussion… … More Sales and Negotiations: Hold Your Ground!