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:
2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29



This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news


Reuters

Weaker retail sales loom over China's economy despite some bright spots
Reuters
BEIJING (Reuters) - China delivered a mixed economic report card for October on Wednesday as softening retail sales pointed to a consumption slowdown, even as a pick-up in industrial output and investment suggested support measures may be starting to ...
China: an economic snapshot - Thomson ReutersThomson Reuters

all 153 news articles »


Associated Press (press release) (blog)

Juul halts store sales of some flavored e-cigarettes
Associated Press (press release) (blog)
The move by Juul Labs Inc. comes ahead of an expected U.S. government crackdown on underage sales of flavored e-cigarettes. Juul said it stopped filling store orders Tuesday for mango, fruit, creme and cucumber pods and will resume sales only to ...
JUUL suspends flavoured e-cigarette sales to curb teen useBBC News
Juul halts flavored e-cigarette sales to retailers — for nowCNBC
Juul to eliminate social media accounts, stop retail sales of flavorsCNN
CBS News -The Hill -FDA.gov -Associated Press
all 835 news articles »


CNBC

Ford China sales fall by more than 40 percent, again
CNBC
One major factor hurting sales is a government crackdown on certain forms of lending that made credit available to a wide swath of buyers in China's middle class, especially in its growing second-tier cities, said Michael Dunne, CEO of ZoZoGo, a firm ...

and more »


Motley Fool

Tilray revenue doubled but losses widened ahead of legal pot sales in Canada
MarketWatch
Tilray's sales and marketing expenses more than doubled compared with last year's third quarter, and general and administrative expenses also more than doubled as the company ramped up for Canadian legalization. The four analysts polled by FactSet ...
Falling Cannabis Prices Weigh on Tilray's Sales GrowthMotley Fool
Cannabis producer Tilray misses on both sales and earnings (TLRY)Markets Insider

all 206 news articles »


Forbes

Alibaba's 'Singles Day' Sales Record A Symbol Of An Unstoppable China
Forbes
Alibaba's Singles Day, the annual shopping spree/telethon-like event led by China billionaire and BABA founder Jack Ma racked up another record-breaker on Sunday with $30.8 billion in sales. That's one day. That's more than Black Friday and Cyber ...
Southeast Asia's e-commerce growth is still accelerating, says Alibaba-backed LazadaCNBC
Alibaba's straining to continue its era of record-breaking Singles' Day sales — here's how executives plan to keep ...Business Insider
How Alibaba is shaping the Chinese entertainment industry - Tech in AsiaTech in Asia

all 63 news articles »


CNN

Don't panic about iPhone sales just yet
CNN
The stock fell after iPhone parts suppliers Japan Display and Lumentum Holdings cut their sales outlooks. On Tuesday, another Apple supplier, Qorvo, followed suit in cutting its forecast, citing "recent demand changes for flagship smartphones ...
Apple iPhone Sales Estimates Cut On Negative Supplier ReportsInvestor's Business Daily
Apple Investors Might Face a Bumpier Road Ahead Without iPhone Unit SalesTheStreet.com
Apple iPhone sales fears rock Wall StreetBBC News
Barron's -The Mercury News -Financial Times
all 342 news articles »


Forbes

Expect Strong GPU Sales To Drive Nvidia's Q3 Earnings Growth
Forbes
The company has seen massive decline in cryptocurrency GPU sales in the recent past, and this trend will likely continue. Also, the impact from tariffs could weigh on the company's overall earnings. Effective September, the U.S. has put 10% tariffs on ...
Report: Nvidia to See Q3 Strong Earnings, Crypto-Related GPU Sales Remain in DowntrendCointelegraph
NVIDIA | LinkedInLinkedIn
NVIDIA - Home | FacebookFacebook
YouTube -Flickr -Instagram
all 60 news articles »


CNBC

Blu e-cigarette maker plans to restrict online sales amid FDA crackdown on teen use
CNBC
The maker of blu e-cigarettes plans to tighten its sales practices in an effort to restrict underage access and appease federal health officials amid an industry-wide crackdown on "epidemic" teen use. Fontem Ventures, a unit of tobacco company Imperial ...



Merck KGaA profit falls, but lifts sales view
MarketWatch
(Adds CEO quote, details on currency effects and outlook, context for net profit decline.) Merck KGaA (MRK.XE) said Wednesday that third-quarter net profit fell, but it raised its full-year organic sales growth expectations on the performance of its ...

and more »


CNN

Home Depot posts strong sales despite real estate trends
CNN
To that end, executive vice president of merchandising Ted Decker said during a call with analysts that sales of big ticket items that cost more than $1,000, such as vinyl flooring, appliances, and windows, were up more than 9% in the quarter. Big ...
Home Depot beats earnings estimates and raises sales outlook as consumers keep spending on homesCNBC
SEC FORM 4 - SEC.govSEC.gov

all 513 news articles »

Google News




home | site map
© 2005