In football (or soccer, depending where you live) one of the former favorite game tactics used to be “kick & rush”. You can describe it with getting the ball as quickly as possible in front in the opponent’s end zone, using long kicks, quickly passing the midfield, to strike a goal within minutes or rather…
Tag Archive: presentation
Need More Needs? Finding People Who Are Willing To Buy.
I am solid believer that I can sell anything to anybody, if this someone only has a need of what I am selling. The hardest part of the sale is to find someone who has the need I can satisfy. Businesses are run by humans and their instincts. Profit and status like shareholder value or market share, are the key ingredients of almost all buying decisions.
Master the core needs, and you master the sale.
Successful Selling To Small Business Owners & SME [u]
Small businesses differ from larger corporations. Not just the size of their business differs, also the way they make purchasing decisions.
Small businesses really have only two levels of management within their organization: The owner and their trusted advisers: Members of the family and friends. To sell to entrepreneurs you must consider their circumstances, their thinking, and mostly their values in doing business. Become part of their ecosystem to participate in getting business from them in return.
Cold Calling Charisma – be superior, sound superior!
just knowing the words you say on the telephone when prospecting new clients may not be enough to succeed. Tone & voice are more important than anything in your pitch. The portrayed vision of yourself is not compelling enough, to get your message across.
The Biggest Challenge In Modern Prospecting: Selling Against The Status Quo
The status quo describes the situation when the prospect is happy with what he has. The prospect is happy with the current supplier; the company is happy with what they have got. They see no reason to change a running system.
In this situation you don‘t compete against a competitor, but against the status quo. Where prospects see no need to have a „need“ in the first place, it is difficult to argue the benefit.
So how do you deal with that?
Sales Prevention And Purchasing Objection – YOU!
What is the true reason for prospects who object to the purchase in the very end? Price is the very most objection – and also the most false objection ever in sales. It‘s just too easy to say „there is no budget left“ or „the price is too high“.
In reality this is the sign of the following:
* The perceived value of the offered product or service doesn‘t match your price.
* The risk of purchase is too high; unsure if needs will be satisfied with purchase.
Perceived value of your offering is in direct connection to the perceived risk of the purchase. Price is not an issue. Perceived value and perceived risk are. Price is a symptom.
Dare To Be Different – Personal & Memorable Service
The difficulty in today’s sales world is that so many products are too similar to have an outstanding and unmatched USP, to have an unrivaled market position. The truth is, we buy many products according to brand name. Big corporates, with their appearance of corporate identity, are uniform. They have also established rules and policies, which makes the person performing the service replaceable and exchangeable.
What is the prospect really buying? YOU!
In favor of all odds, your powerpoint doesn’t sell!
In favor of all odds, you decide to show your impressive powerpoint presentation at your next sales meeting. Yawn…. Wake me up when it is over.
Let’s get one thing straight up front, if your company orders you to show a powerpoint presentation, than why not just showing the last thank you slide, and skipping the rest? You are doing your audience a favor. Or maybe you are not secure enough doing without it?
eh? Let me explain with an example:
Remember when you were buying a new car, what had been the winning argument? Did you take it for a spin, showing off to your friends and family? Did you think how great you would look driving it? How it would boost your image? Did you think that you can spend the money you are now investing to service your old car in something more fun, like extra vacation?
Impress me, don’t bore me! Be Original!
The objective of every sales professional is to sell. In today’s economy finding people willing to buy is harder then ever. If you rely on pre-arranged appointments, you often stumble into sales meetings with your usual sales kit. But can you really impress? It’s not just the message you bring across, are you memorable?