If I could show you a way to increase your lifetime income by over $1 million dollars, would you be interested? How about if I could show you a way to live 9 years longer and be healthier at the same time? Would that capture your attention?
I know those are old-time sales questions – and I’m not trying to set you up. There really is a simple way to make all that a reality.
Answering the question "What do you do?" seems like it would be easy, but it's more difficult than you think - especially if you haven't put much thought into how you would respond. Here's one common sales pitch example that will send prospects running for the hills.
Today's post from the Chamber of Commerce features business-growth advice for small companies.
If the adage “time is money” is true, then productivity is a valuable asset in sales. From initial sales contact to follow up calls, making even one sale is an investment in time and sales staff resources. So how can you boost your own efficiency, and encourage your employees to do the same?
Take a look at these five tips for heightened productivity in sales:
Would you believe that a person's behavior at a party could accurately predict their sales success? It's true. Recently, two researchers were able to determine the winners of a business competition with 87% accuracy simply by observing their social cues at a pre-event gathering.
They watched for things like their energy level, gestures, expressions, tone and more. In short, here’s what they discovered about achieving sales success:
When asked the question “What do you do?” most people minimize their value. Minimizers position themselves by either their title or by their products/services. Their elevator speeches are brief and factual. They really dislike “puffery” and bragging and give the most concise response possible.
Here are some common examples of The Minimizer elevator speech:
Now that’s a million dollar question! If you answer it correctly, the thick walls protecting the inner sanctums of big companies come tumbling down and the red carpet is rolled out for you.
Answer it incorrectly, and you get stuck on the outside, envious of those who managed to get in and wondering why no one wants to meet with you.
Today's post from the Chamber of Commerce features business-growth advice for small companies.
Susan Cain compares the societal status of introverts in the workplace to that of women in the early 1960s. Introverts, she says, have a lot of work to do to be fully utilized and appreciated.
The moment Karen walked into my office, I knew something was wrong. "I might as well be selling wastebaskets," she said. "No matter how much I try, customers just don't care about the differences between our system and the others. It's just pure price competition.”
Sound familiar? It’s happening everywhere. And, to make matters even more challenging, today’s customers have done tons of research online and think they know what’s going on.
How can two sellers from the same company calling on the same types of customers sell their services at totally different profit margins?
Here's a story of how two sellers, Kim and Jack, priced their consulting services projects at opposite ends of the spectrum. One had highly profitable sales, the other did not. Their typical project ranged from $60,000 to $80,000.