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Casual Articles - Sales Success Is Not About Increasing Sales
Working in Corporate America is a good way to make a living and get a paycheck and yet perhaps you have been considering starting a company of your own? Have you been considering starting a business of your own and you just hate waiting in line at the car wash? Do you think you could do better? Perhaps you could and maybe there is some additional opportunity in the market where you live to start a car wash?Lets look at a case study; Starting a Car Wash Business in Richmond, Virginia. Richmond, VA is a decent car wash market, although some areas of the city are over saturated with other car washes already in place. First you will need to determine a location if you are thinking of starting a car wash business; Have you picked out a location or side of town you are thinking of there?
The formula for success is simple:
FIND THE CUSTOMERS PAIN --------------- TAKE THE PAIN AWAY
SET YOUR PRICE
Customers will pay
Do you resent getting spam email and junk faxes as much as you used to resent telemarketing solicitations during your dinnertime? If you feel that strongly about it, it’s a safe bet that the majority of your clients and prospects fell the same way. Your challenge is to create informative “touches” that will help open the door to your new customers and not fuel this resentment.If frequent, informative messages are effective in building more business, how do you actually get your customers and prospects to read them? There are 5 basic steps to achieve success.1. Find out who the correct person is in the organization for your specific services or products. Do not ever send anything to “Whom it may concern” or “Manager” or “Business owner” or any other generic title. For email, this
You must become----THE SUPPLIER OF CHOICE---- which means you always get-----THE FIRST CALL----and THE LAST LOOK!
Don’t make the rookie mistake of thinking that your customers don’t give last looks. If your customer doesn’t give you last look. That means somebody else is getting it. It’s time to evaluate the relationship equity you have built in that account.
Sales representatives that achieve success today are successful because they gain the majority of their targeted customers business. They manage the relationship and continuously build relationship equity. That doesn’t mean they operate with the old lone wolf mentality chasing every order and doing everything under the sun for the customer. They are successful because they take full advantage of all the resources their company has to offer. Transactions and promos flow through a managed relationship that involves their entire team. They also dedicate a specific amount of their time to new account development and penetration of those accounts with high potential rather than over providing service functions to existing maintenance accounts. Personal Buddy Calls are limited and they focus on providing solutions regardless of the relationship to the products they carry. They have become “Total Solution Providers”.
The formula for success is simple:
FIND THE CUSTOMERS PAIN --------------- TAKE THE PAIN AWAY
SET YOUR PRICE
Customers will pay
Who doesn't have a collection of coffee mugs -- you know, the free one from the mechanic who fixed your car; the one your uncle received as a gift for volunteering; maybe one or two you picked up from vendors at college or even at a trade show.Many businesses create campaigns with free give-aways without really thinking too much about the long-term uses of their products. But customized coffee mugs, pens and other items can linger for years. Some may even end up on eBay, like "The Brown Pen" by UPS which was recently up for auction for $4.95, or an antique Haines Food Service stein selling for $8.50. Even eBay has memorabilia on its site: the "First feedback star" mousepad was recently up for bid for $6.50.Customers often save things that are useful for all kinds of reasons. I'v
Don’t make the rookie mistake of thinking that your customers don’t give last looks. If your customer doesn’t give you last look. That means somebody else is getting it. It’s time to evaluate the relationship equity you have built in that account.
Sales representatives that achieve success today are successful because they gain the majority of their targeted customers business. They manage the relationship and continuously build relationship equity. That doesn’t mean they operate with the old lone wolf mentality chasing every order and doing everything under the sun for the customer. They are successful because they take full advantage of all the resources their company has to offer. Transactions and promos flow through a managed relationship that involves their entire team. They also dedicate a specific amount of their time to new account development and penetration of those accounts with high potential rather than over providing service functions to existing maintenance accounts. Personal Buddy Calls are limited and they focus on providing solutions regardless of the relationship to the products they carry. They have become “Total Solution Providers”.
The formula for success is simple:
FIND THE CUSTOMERS PAIN --------------- TAKE THE PAIN AWAY
SET YOUR PRICE
Customers will pay
Directives guiding the sale of medical and consumer devices already govern localization in the 25 countries of the European Union.The European Union’s (EU) Medical Device Directive (93/42/EEC) (MDD) forced a great many medical device manufactures to recognize the fact that there are other languages besides English.What are the implications from the translation point of view?For starters, the Directive requires companies to adopt a specific multilingual documentation process. This requirement compels companies to make provisions for translating documents pertaining to their product packaging, end-user instructions, labels and other essential product documentation. These are particularly important when it comes to user instructions since the device’s safety and purported pe
Sales representatives that achieve success today are successful because they gain the majority of their targeted customers business. They manage the relationship and continuously build relationship equity. That doesn’t mean they operate with the old lone wolf mentality chasing every order and doing everything under the sun for the customer. They are successful because they take full advantage of all the resources their company has to offer. Transactions and promos flow through a managed relationship that involves their entire team. They also dedicate a specific amount of their time to new account development and penetration of those accounts with high potential rather than over providing service functions to existing maintenance accounts. Personal Buddy Calls are limited and they focus on providing solutions regardless of the relationship to the products they carry. They have become “Total Solution Providers”.
The formula for success is simple:
FIND THE CUSTOMERS PAIN --------------- TAKE THE PAIN AWAY
SET YOUR PRICE
Customers will pay
Is your Company or Corporation really serious about customer service? If you are and just kidding yourself do not expect the customer to develop schizophrenia like you and simply not notice the reality of the situation. As a customer I know and you should know I know, you know? How I can tell when you are not serious about Customer Service?Believe it or not it is not very difficult to spot fake customer service. You can tell by the body language of the employees at the counter. You can tell by the voice of those on the telephone from the company. You can tell by the faces of customers leaving the business after purchasing. And eventually you can hear it on the street, because poor customer service spreads like wildfire, 10 times faster than positive word-of-mouth advertising. A little
The formula for success is simple:
FIND THE CUSTOMERS PAIN --------------- TAKE THE PAIN AWAY
SET YOUR PRICE
Customers will pay
New Age Media Concepts issues its first article of many that will focus on the advertising and marketing industry. "If a young man tells his date she's intelligent, looks lovely, and is a great conversationalist, he's saying the right thing
The formula for success is simple:
FIND THE CUSTOMERS PAIN --------------- TAKE THE PAIN AWAY
SET YOUR PRICE
Customers will pay plenty, if you can reduce their “PAIN” This is the evolving role of 21st century field sales professionals. Find out what the customer’s problems are and where they are in pain. Look at it from their point of view, not yours.
Customers no longer spout off about quality products and reliable deliveries. That’s a given. Although all customers are trained to say “Your Price is to High”, if you find their pain and resolve it, price is not an issue.
Some Pain Examples
• Recruiting & retention of employees
• Training of employees
• Getting and keeping customers
• Emergency crises
• Business management skills
• Constant stream of new competitors
• Profitability
• Inventory management
It’s about Value
Today it’s not about the features and benefits of your product. It’s about value and how your customers are going to make a profit. You no longer just sell yourself and everything falls into place. Today, relationships are still very important but they are the ante to play. Customers are smarter and more educated. You must bring every resource your company has into play and leverage those resources to create competitive advantage. Learn to really listen to your customers. Let them talk and when there seems to be a pause in the conversation resist the temptation to start talking again. Chances are good that the customer has more to say. The quieter you are the more they w
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