One of the great areas that I work on with corporations all over the world is called value selling, or the customer value offering.
Value selling says that customers buy your value or service because they anticipate enjoying a value that they would not have in the absence of your product or service. People don’t buy products, they buy the results the product will give them.
… Read more
As a salesperson, you are in the business of gap analysis. You are a “problem detective.”
Your job, somewhat like a police inspector searching for suspects, is to find problems for which your product or service is the ideal solution. In a way, your product or service is a key…. Read more
Have you ever wished that you had a crystal ball that told you what your customers were thinking?
As salespeople, we can all benefit by understanding the customer’s exact needs in order to make more sales.
If you’re an effective salesperson, there’s a good chance that it’s thanks to an aptitude for understanding a client’s frame of mind. … Read more
If you asked your customers to rate their satisfaction with your service, would they give you wonderful reviews?
A direct sale to a customer today can cost more than $400 in terms of time, travel, advertising, lead generation, and other expenses. Acquiring a customer at this cost can put a company out of business unless that customer buys again and again…. Read more
The world of sales is competitive and sometimes you have to fight for that gold medal…
One of the most important goals of any business is to develop a sales strategy that actually helps to get more sales. However, success in this area doesn’t come easily. Instead, many businesses find themselves struggling to close the deal and remain on top of their industry…. Read more
Is cold-calling a thing of the past? And if it is, how else do you find new customers?
Prospecting is often considered the top challenge when it comes to growing a business.
If you’re relying on cold-calling, it can be awkward and unproductive…. Read more
Finding new people to buy your product or service is an important part of the entire sales process. Do you have a great product but aren’t gaining the right customers to buy it?
Are you not sure how to approach your customers or have a confusing sales message?
Use these 14 sales tips to gain more of the right customers who WILL buy your products…. Read more
Have you ever felt the need to help someone who has helped you in the past? This is known as the law of reciprocity. It is one of the many different persuasion techniques that you can use to influence others.
Keep reading to take a look at how it works and how to use it correctly.
Law of Reciprocity
Persuasion by reciprocation is based on the law of reciprocity. It’s considered by many to be the most powerful law of human nature. Basically, it states that,
“If you do something nice for me I’ll do something nice for you. I feel obligated to reciprocate.”
For example, if we go out to lunch and I pick up the bill, you almost always offer to pay for it next time. Next time we go out to lunch, you insist on paying for the bill.
There are different types of reciprocation which I will explain below…. Read more
Cold calling potential prospects can be frustrating and hard. Whether you are doing it in person or on the phone, it is your job to warm up a potential customer.
This process can be exceedingly difficult, especially if you’re not used to it.
I’ve called many prospects and I’m going to show you how to make this process much easier…. Read more
The highest paid and most successful sales professionals are involved in consultative selling. People involved in consultative sales position themselves as friends and consultants to their customers. … Read more