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Casual Articles - Selling More With A Two-Step Approach
Excess capacity in an automobile plant at Ford, Chrysler, Toyota, GM, and Honda is a commodity and those who study finite capacity scheduling modules can readily see the possibilities for increased production and that means profit. Einstein said time is relative, that is true, time is relative, manipulating commodity theoretical models allows companies to see thru time and keep costs and purchases on an even keel without the problems of relative time. Thus the commodity can be simplified to price/cost models. The commodity is still relative to fluctuations in currency, weather, and supply and demand. There is no reason a company like Ford cannot take those plants, which have closed and use them to make something else. Instead, they ran their plants at maximum capacity or close to it, and built
Two-stepping is a sales p
Part 1: Are You Prepared to Face a Journalist? As a former journalist I am aware of how difficult it might be for some people to face the press and send their message right. I’ve heard so often nasty comments against my line of work, I faced negative responses, even had to beg for an interview and hardly get those stubborn “I don’t do interviews” VIPs answer my questions. I knew back then why I had to struggle so much to make people understand I was not the enemy. I know it now as well.How many times were you misquoted? Too many? Often? Always? Never? Depending on how you answer this question you’ll know whether you were able to send your message right or not.As odd this might sound, sometimes it’s not the fault of the journalist. When you have to face th
Before you can actively sell to someone, you first have to drop down or move up to his or her comfort zone. You can’t always get the sale with the first contact you have with the prospect. It’s often more practical to stair-step your way to get sales, much like a canal uses a series of sequentially and progressively raised locks that float a ship through it.
You should use a two-step approach to all your selling. You need to use non-threatening, big-promise, and lead-generating ways to induce your prospects to buy. For example, you could run an ad or a commercial offering a special demonstration or a free trial offer for something just for visiting your store or office. Or a simple, irresistible, introductory price on some extremely desirable product or service.
Two-stepping is a sales p
Most people don’t realize the true impact of having a marketing plan. Whether your organization is profit or nonprofit, if you have a product, message or mission that you’re trying to communicate to the masses, then you definitely need a plan of action. Many businesses have a great product or service, but when asked what their marketing strategy is, they fail to come up with an effective marketing plan to penetrate their targeted audience.A marketing roadmap is similar to preparing for a trip. How? When taking a trip, you look at where you’re headed and map out the best possible route to get to your destination. Let’s examine this checklist of seven things you would review prior to traveling on your trip, compared to their navigational significance in your marketing roadmap:1. TRI
Before you can actively sell to someone, you first have to drop down or move up to his or her comfort zone. You can’t always get the sale with the first contact you have with the prospect. It’s often more practical to stair-step your way to get sales, much like a canal uses a series of sequentially and progressively raised locks that float a ship through it.
You should use a two-step approach to all your selling. You need to use non-threatening, big-promise, and lead-generating ways to induce your prospects to buy. For example, you could run an ad or a commercial offering a special demonstration or a free trial offer for something just for visiting your store or office. Or a simple, irresistible, introductory price on some extremely desirable product or service.
Two-stepping is a sales p
Over 70 years ago, Napoleon Hill realized that success for businesses comes from the people within those organizations. However, many organizations still fail to grasp this realization because soft or people skills still are viewed as secondary to job specific skills.One of the executive coaching activities that I employ when working organizations through a change management process is to ask these three questions and listen to the responses: When a person is promoted here at XYZ Company, it is usually because of her or his job specific skills or people skills? Usually 99% will agree that promotions are because of the job specific mastery.As a person is promoted up the management ladder, what skills will that individual need? Job specific ones from
You should use a two-step approach to all your selling. You need to use non-threatening, big-promise, and lead-generating ways to induce your prospects to buy. For example, you could run an ad or a commercial offering a special demonstration or a free trial offer for something just for visiting your store or office. Or a simple, irresistible, introductory price on some extremely desirable product or service.
Two-stepping is a sales p
You bet a name is important. Many small business owners try to come up with a clever name for their business rather than one that explains what they do. And, nine times out of ten, that is a mistake. Your business name should give your prospects some idea of what your business is about.One of the most useful processes you can use to come up with a good name is to turn it around. Rather than looking at the name from your perspective, approach it from your prospect's perspective.1. Identify your target market. Be specific. What are their wants and needs? Specific gender? How big are they? Do they make a certain amount of revenue? What do they look like? Draw a picture of your prospect.2. Why should they do business with you? What are the benefits? What makes you different fro
You should use a two-step approach to all your selling. You need to use non-threatening, big-promise, and lead-generating ways to induce your prospects to buy. For example, you could run an ad or a commercial offering a special demonstration or a free trial offer for something just for visiting your store or office. Or a simple, irresistible, introductory price on some extremely desirable product or service.
Two-stepping is a sales p
In the first article, “Why Should Your Company Outsource?” I summarized two major types of outsourcing, Business Process Outsourcing (BPO) and IT Outsourcing (ITO). In this article I will describe the unique benefits of outsourcing for small to mid-sized, growth oriented companies with sales ranging from $20 to $250 million.Top 10 Reasons Companies Outsource1. Reduce and control operating costs 2. Improve company focus 3. Gain access to world-class capabilities 4. Free internal resources for other purposes 5. Resources are not available internally 6. Accelerate reengineering benefits 7. Function difficult to manage/out of control 8. Make capital funds available 9. Share risks 10. Cash infusion So
Two-stepping is a sales process that can be utilized in many different ways. In the purest sense, it is the process of generating leads and then converting them into sales. The first thing you do is run an ad, send out a letter, or an e-mail promoting your product or service to qualified prospects, and get them to respond in person, by phone, or by personally coming into your place of business. This process allows you to identify the people who are the most qualified and interested in your product or service.
Once you’ve identified your best prospects, then your selling process begins. They have an acknowledged interest. They’re saying they can use your product or service. They’re interested and want to know more about your product or service.
Now, you’ve got to cultivate and convert them into customers. You can do this in a number of ways. For example, if the prospect has contacted you by mail, telephone, or e-mail you could give them an extensive sales presentation over the phone followed up
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