Sales Information

Everyones Favorite Topic - 3 Tips for How To


I believe that everyone understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales any other profession, we are all in the PEOPLE BUSINESS.   It?s been said that fully 85% of your success in life is directly related to your ability to effectively work with people.  So I wanted to pass on a little tip that will make all your dealings with clients or co-workers much more effective.

Selling with Purpose


Selling With Purpose

Selling Abilities - Part 1


Selling ?-abilities?:  Reliability

Selling -abilities : Part 2


In the last article I talked about different strategies for selling the ?reliability? aspect of your software or hardware.   I mentioned how most high tech salespeople love to talk about their ?-abilities?: Reliability, Upgradeability, Compatibility and Expandability.  In this article I want to discuss how to sell upgradeability.  When is the right time to sell upgradeability?  When do you mention the possibility of future upgrades?  How do you position future upgrades to software or hardware with a new or existing customer without selling yourself short?  How often should your company release upgrades?  These are all great questions when it comes to the art of selling upgrades.  Selling Upgradeability So how do you sell upgradeability?  Well, lets start with a basic question. What does the word upgradeability bring to mind when a salesperson mentions the word?  If you?re like myself, I think the product has room for improvement and in the future if I choose, I can upgrade to whatever new capabilities the software or hardware may offer.  Microsoft Windows epitomizes the model for selling upgradeability.   There are four ways to sell upgradeability: Strategy 1:  Ernest Dichter a famous advertisement executive made a statement that talked about how we as sales or marketers must use the techniques of motivational thinking to make people constructively discontent.  Dichter knew people would only buy a product when they are discontent with what they currently have.  The job of marketing and sales is to make ?people constructively discontent? with what they?re currently using.  A good example of this is our migration from the audiotape to the compact disc.  Marketers reminded us of that annoying ?hiss? sound with tapes and how time consuming it was to rewind or fast-forward to find our favorite song.  They went on to promise the delivery of full ?fidelity? with the compact disc along with the ease and convenience of finding your favorite song.  Consumers bought the argument and the age of the compact disc was heralded in.   When selling upgrades, are you making your customer ?constructively discontent?? Strategy 2:  When I hear upgrade in any sales pitch I immediately think of options.  The task of the salesman is to give the customer a ?vision? of what could be possible if they chose your product and decide later on to upgrade.  Upgradability indicates there are other features that can be purchased without having to absorb the cost for them all at once.  A customer likes to know that if they are satisfied with the products performance that they could upgrade at any time to something more sophisticated or advanced.  This piece meal approach is especially effective with customers who have limited budgets. Strategy 3: Upgradeability, especially second or third generation indicates to the customer that your company is continually improving on the product (i.e., responding to customer needs and investing in Research & Development).  This is key; many customers want to be reassured that the product has not ?peaked in performance? and that you will be improving the product over time.  Upgrades should be sold on average once a year.  To many upgrades a year can be seen as ?product fixes? or another way of extracting further sales from a customer leading to ?buyer resentment?. Strategy 4: A major mistake made by many salespeople is not taking the time to show or prove to the customer how using your product will increase sales and effectiveness thereby leading to quick return on the buyer?s Return On Investment (ROI).  Customers want to see hard numbers on how the solution you?re offering is going to positively affect the bottom line.  Too often salespeople will say things like, ?This is going to improve you productivity.?,  ?This will make your employees more effective in their jobs.? Or, ?This is going save your company a lot of money adding this upgrade.?  All these statements are qualitative, not quantitative; the latter can be proven, the former is just an assertion.  Customers want quantitative proof of how your upgrade is going to improve their profitability either by increasing sales or reducing their cost.  Highly trained salespeople go into a customer meeting armed with quantitative proof of how upgrading to the next product level will achieve their profitability goals. Upgrades are a great way to add an additional revenue stream to your company?s bottom line.  Again, think Microsoft.  Every year or so, a new version of Windows comes out and many of us technophiles rush out and buy it.  How can you create this type of excitement or anticipation with your company?s product upgrades?  Victor Gonzalez, All Rights Reserved 2004

Ten Quick Etiquette Tips for Business Lunches


Knowing what to do when meeting a prospective client forlunch, or going to lunch with the boss or colleague can beconfusing at times.  Here is a quick list of items toremember:

I Am A Habit


JOHN DI LEMME on "I Am A Habit"

Miracles are Your Responsibility!


John Di Lemme on "Miracles are your responsibility"

5+5 = Your Dream


JOHN DI LEMME ON "5 + 5 = Your Dream" I know your thinking...Okay John, 5+5 does not equal 5 so let me please explain. Let?s start with a question. How many times have you heard that you need to have a ?long term? goal and be focused for the entire length of that ?long term?? In this article, I am going to focus on a 5 year goal and explain how you will know if you are truly on track to achieve your 5 year goal in life. In the equation, the answer 5 is your five-year goal and the 5+5 is the underlying secret to attaining that goal.

Selling Commodities


"How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?"

Stuff We Make Up About Our Prospects


? Go through the ?no?s? to get to ?yes.?

Why People Use Long Sales Copy


Have you ever wondered why some people use long sales letter?

The Anatomy of a Sales Letter


When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought he had brought wonderful new life to the world. What he really did was create a monster. He took a bit from here and another piece from there and sewed it altogether. Then he was distressed to see how things turned out. Many marketers create their own monsters in the form of sales letters. They throw everything into them and then are distressed at the response.

7 Ways to Stop Selling & Start Building Relationships


Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.

7 Pitfalls of Using Email to Sell


* Are you sending e-mails to prospects instead of calling them?

Ten Top Tips for Terminating Telephone Terror


1. Make telephone callsFew things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold calling. Once you start making telephone calls and continue making telephone calls, it gets easier. You overcome fear by doing.

More Articles from Sales Information:
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CNBC

Apple falls on reports of low iPhone 8 sales
CNBC
Brokers and traders speculated over poor demand and cuts in production of iPhone 8, ahead of the November launch of the 10th anniversary iPhone X. Indications from supply channels, phone operators and analysts who track the sector have fueled talk of ...
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U.S. News & World Report

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UK retail sales in sharp fall in September, ONS saysBBC News
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Telegraph.co.uk
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CNBC

Unilever sales disappoint as competition and natural disasters bite big brands
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Bloomberg

Cenovus Accelerates Asset Sales With $1 Billion Transaction
Bloomberg
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USA TODAY

Black Friday sales timing may be based on trying to pre-empt Amazon
USA TODAY
We're more than a month away from the Black Friday shopping extravaganza and the predictions are rolling in. Except for stores that traditionally stay closed Thanksgiving, major retailers such as Walmart, Target and Macy's are expected to serve up in ...



MarketWatch

FTSE 100 gives up ground; Unilever falls after hurricanes hurt sales
MarketWatch
U.K. stocks finished lower Thursday, stuck in the red after British retail sales data fell short of expectations, while shares of Unilever PLC dropped by the most in nine months following the consumer products heavyweight's earnings report. The FTSE ...
FTSE 100 down at close as Unilever sales slowBBC News
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Nestle struggles to improve growth in sales
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GameSpot

Nintendo Switch Sales Top 2 Million In US, Outsells PS4 And Xbox One During Strong September
GameSpot
Ahead of the NPD Group's latest monthly report, Nintendo has come out in front to share the company's positive news. Switch not only outsold the competition in the United States during the month, but combined with sales of the 3DS and SNES Classic ...
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CBS News

For Amazon sellers, a big tax bill is looming
CBS News
Cram informed the sellers that they could potentially owe tens of thousands of dollars in back sales taxes to states where they had done little business. That news made some people so distraught that they broke down and cried. "People were saying, 'I ...

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TSMC Foresees Double-Digit Sales Growth as iPhone X Hits Shelves
Bloomberg
Credit Suisse trimmed its estimate on TSMC's 2018 sales by about 1.2 percent, citing lower expectations on iPhones. TSMC reported a net income of NT$89.9 billion ($3 billion) in the September quarter, compared with the NT$87.7 billion projected.

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