Tags |
|
|
Links |
|
|
Casual Articles - Get to the Point: What Do You Sell, and Why Would Anyone Want It?
Cost estimation is always a crucial topic in many industries. For converters, it may be one of the keys to success… or to failure.The estimation comes into play for several reasons: to prepare production budgets, for cost management and to define the prices and to make offers to customers.Here we want to concentrate our attention on the problem of cost estimation in the cutting business.We must make distinct considerations according to the material type to be cut.Materials can be divided into two big categories, man-made and natural. It would be possible t
Different people mean different motives
Keep in mind that what motivates your prospect may also depend on their specific role or position within their company.
Trying to sell a copier to the CEO of a company (who rarely makes their own copies) is very different from selling it to someone who works in the front office (who has to continuously make copies). Chances are the CEO will be less impressed with the copier's easy to use features and incredible speed. They will probably be more interested in its contribution to profitability and productiveness. Those who use the copier will probably app
Cyndi Joiner had been responsible for GMAC's Corporate Real Estate and Facilities Management group for three months when she faced a major challenge: The large support operation appeared to be at a crossroads. The division needed to cut costs, manage suppliers' performance better, and clean up the chaos engendered by a lack of internal controls, standards, and up-to-date technology.Joiner presented top management with three options: continue the present course, reengineer the division, or outsource the entire operation. Management selected "Door No. 3," Joiner says, primarily
• You research.
• You make contact.
• You set up an appointment.
• You give a powerful presentation.
• You set up a trial of your product.
Chances are you will have to go through most, if not all, of these steps with your prospect before they will seriously consider purchasing your product. All of these fundamental things can either be a step towards that wonderful sale, or a devastating roadblock. If you get stuck at one, you may never make it to the sale. You must see the sale as a broad picture and understand exactly where you are in its progress at any given time. You must have a clear objective of where you want to go and understand the motives that will make your prospect want to take the next step with you.
Sell your way from one point to the next
“Selling your way” to the next step doesn't mean pushing your product on your prospect at the initial contact and not stopping for a breath of air until they decide to buy. That kind of pushiness will only make your prospect want to avoid you. You are only selling your way to the next point, not to the actual finish line . If you are only trying to get information from a gatekeeper, then sell them on giving you that information! If you are trying to set up an appointment, then sell the appointment! If you are trying to get your prospect to try your product, then sell the trial! Sell only what you need to sell to get you to your specific objective.
Know what motivates your prospect to take the next step
It's more important to learn why customers buy than how salespeople sell. Knowing an individual's specific motives is the key to creating a personalized approach. This will keep them interested in what you have to say and encourage them to follow your lead, taking them closer and closer to that sale. Get as much information as you can about the company, people and the SPECIFIC application of your product. Knowing your customers well will result in the understanding of why and how they would buy your product.
Different steps mean different motives
Being in tune to your customer's motives means knowing what will motivate them at different points in the sales process.
For example, what motivates a person to listen to your presentation is different than what may motivate them to test your product. Let's say that you are selling copiers, and you are correctly starting at the top of the organization by speaking with the CEO. Perhaps you left them a creative voicemail or an informative fax with ways to increase productivity. These may interest and motivate them to give you ten minutes of their time for a presentation. However, it may not motivate them to go through the time and effort of actually testing your product.
Different people mean different motives
Keep in mind that what motivates your prospect may also depend on their specific role or position within their company.
Trying to sell a copier to the CEO of a company (who rarely makes their own copies) is very different from selling it to someone who works in the front office (who has to continuously make copies). Chances are the CEO will be less impressed with the copier's easy to use features and incredible speed. They will probably be more interested in its contribution to profitability and productiveness. Those who use the copier will probably appr
As in dating, the laws of attraction, permission, trust, and commitment rule when it comes to successful marketing and sales. Obey them, and you’ll find true client love for your business. These laws are sequential, building one on the other in this order. And they apply to everything your marketing and sales teams do – whether it’s online, offline, in person, by phone, in print, or through media.Attraction. Be magnetic! Package your solution, offer, look, feel, price and experience in a way that’s irresistible. Make your buyer feel they’d be missing out if they pass you up.
Sell your way from one point to the next
“Selling your way” to the next step doesn't mean pushing your product on your prospect at the initial contact and not stopping for a breath of air until they decide to buy. That kind of pushiness will only make your prospect want to avoid you. You are only selling your way to the next point, not to the actual finish line . If you are only trying to get information from a gatekeeper, then sell them on giving you that information! If you are trying to set up an appointment, then sell the appointment! If you are trying to get your prospect to try your product, then sell the trial! Sell only what you need to sell to get you to your specific objective.
Know what motivates your prospect to take the next step
It's more important to learn why customers buy than how salespeople sell. Knowing an individual's specific motives is the key to creating a personalized approach. This will keep them interested in what you have to say and encourage them to follow your lead, taking them closer and closer to that sale. Get as much information as you can about the company, people and the SPECIFIC application of your product. Knowing your customers well will result in the understanding of why and how they would buy your product.
Different steps mean different motives
Being in tune to your customer's motives means knowing what will motivate them at different points in the sales process.
For example, what motivates a person to listen to your presentation is different than what may motivate them to test your product. Let's say that you are selling copiers, and you are correctly starting at the top of the organization by speaking with the CEO. Perhaps you left them a creative voicemail or an informative fax with ways to increase productivity. These may interest and motivate them to give you ten minutes of their time for a presentation. However, it may not motivate them to go through the time and effort of actually testing your product.
Different people mean different motives
Keep in mind that what motivates your prospect may also depend on their specific role or position within their company.
Trying to sell a copier to the CEO of a company (who rarely makes their own copies) is very different from selling it to someone who works in the front office (who has to continuously make copies). Chances are the CEO will be less impressed with the copier's easy to use features and incredible speed. They will probably be more interested in its contribution to profitability and productiveness. Those who use the copier will probably app
So you have started your job search, and now you have a few interviews setup. Remember after you get past the initial stage of getting the interview set up the next biggest thing will be to make a wonderful first impression. In this article we'll take a look at dressing professionally and making a great first impression.There are certain tips you should follow when preparing for an interview and the type of wardrobe and jewelry you may wear. In different parts of the world and even in some sections of your country fashion will be different based on where you live. One way you
Know what motivates your prospect to take the next step
It's more important to learn why customers buy than how salespeople sell. Knowing an individual's specific motives is the key to creating a personalized approach. This will keep them interested in what you have to say and encourage them to follow your lead, taking them closer and closer to that sale. Get as much information as you can about the company, people and the SPECIFIC application of your product. Knowing your customers well will result in the understanding of why and how they would buy your product.
Different steps mean different motives
Being in tune to your customer's motives means knowing what will motivate them at different points in the sales process.
For example, what motivates a person to listen to your presentation is different than what may motivate them to test your product. Let's say that you are selling copiers, and you are correctly starting at the top of the organization by speaking with the CEO. Perhaps you left them a creative voicemail or an informative fax with ways to increase productivity. These may interest and motivate them to give you ten minutes of their time for a presentation. However, it may not motivate them to go through the time and effort of actually testing your product.
Different people mean different motives
Keep in mind that what motivates your prospect may also depend on their specific role or position within their company.
Trying to sell a copier to the CEO of a company (who rarely makes their own copies) is very different from selling it to someone who works in the front office (who has to continuously make copies). Chances are the CEO will be less impressed with the copier's easy to use features and incredible speed. They will probably be more interested in its contribution to profitability and productiveness. Those who use the copier will probably app
The Businessman's Best Bet - Singapore's economic prowess is aptly embodied in its name: the lion city. With an economic infrastructure fit to rival even the best of Europe, Singapore is frequented by a healthy number of business travelers and global investors year-round. Its strategic location, amazing connectivity, great convention venues and superior hotels make Singapore one of the world's leading business hubs.Strategic Location – Its central location in the growing business region of Asia places Singapore at an advantage over other countries. Surrounding th
Different steps mean different motives
Being in tune to your customer's motives means knowing what will motivate them at different points in the sales process.
For example, what motivates a person to listen to your presentation is different than what may motivate them to test your product. Let's say that you are selling copiers, and you are correctly starting at the top of the organization by speaking with the CEO. Perhaps you left them a creative voicemail or an informative fax with ways to increase productivity. These may interest and motivate them to give you ten minutes of their time for a presentation. However, it may not motivate them to go through the time and effort of actually testing your product.
Different people mean different motives
Keep in mind that what motivates your prospect may also depend on their specific role or position within their company.
Trying to sell a copier to the CEO of a company (who rarely makes their own copies) is very different from selling it to someone who works in the front office (who has to continuously make copies). Chances are the CEO will be less impressed with the copier's easy to use features and incredible speed. They will probably be more interested in its contribution to profitability and productiveness. Those who use the copier will probably app
In business, good design isn’t a luxury. It’s an absolute necessity whatever business your in, the right company image is vital if your business is to develop, grow and reach its full potential.At good graphic design companies aim is to help businesses of all sizes get their message across with professional, high-quality, cost-effective, creative graphic design and advertising.We believe that design is not mere decoration, but a means of achieving a predetermined purpose. It can influence the way people behave, it can act as a visual stimulus in the case of branding, i
Different people mean different motives
Keep in mind that what motivates your prospect may also depend on their specific role or position within their company.
Trying to sell a copier to the CEO of a company (who rarely makes their own copies) is very different from selling it to someone who works in the front office (who has to continuously make copies). Chances are the CEO will be less impressed with the copier's easy to use features and incredible speed. They will probably be more interested in its contribution to profitability and productiveness. Those who use the copier will probably appreciate the specific features more and will have the emotional desire to buy it. If the CEO is the decision maker, it is very wise for you to start there, because that person has the authority to actually purchase your product. However, that doesn't mean that you should neglect the others in the company. The best way to use their motives to your advantage is to combine them! Suggest an appointment with the CEO and those who would frequently use your product. Addressing all of their needs and motives will stir up the excitement and emotion you're looking for and combine the desire for the purchase with the authority to buy it! The only way to get closer to the sale is to know where you currently are in the sales process. Knowing where you stand helps you define a clear objective to get to the next step and helps you discover what will motivate your prospect to follow. By motivating them to take that next step, you will be leading them closer and closer to the sale!
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.casualarticles.com/article/37666/casualarticles-Get-to-the-Point-What-Do-You-Sell-and-Why-Would-Anyone-Want-It.html">Get to the Point: What Do You Sell, and Why Would Anyone Want It?</a>
BB link (for phorums):
[url=http://www.casualarticles.com/article/37666/casualarticles-Get-to-the-Point-What-Do-You-Sell-and-Why-Would-Anyone-Want-It.html]Get to the Point: What Do You Sell, and Why Would Anyone Want It?[/url]
Related Articles:
Behavioral and Situational Job Interviews
Training / Presenting: Stronger Managers and Competent Trainers
How Far Will You Go to Sell Something?
Bookmark it:
|