Close More Sales Without Gimmicks, Games, or Gimmes
MoneyMoz.com presents you “Close More Sales Without Gimmicks, Games, or Gimmes”, an article written by David Newman. We hope you’ll find a lot useful information in here.
MoneyMoz.com will present you every article we find interesting and educating, and which has no copyright protection. If available we’ll link the source.
Closing effectively is all about answering this question: “What can you do to minimize the risk to the prospect of buying your product or service?” Look at all the products out on the market that offer risk-free, money back guarantees. Do you offer guarantees, warrantees, refunds, free trials or make-ups? Here are some ideas, questions, and tactics to consider.
In today’s ‘do more with less’ business environment, many economic decision-makers have a new top priority – and it’s not ‘making the very best choice.’ It’s ‘not making a mistake that will cost me my job.’
| MoneyMoz recommended article: Forming an S-Corporation An S corporation is a corporation that has obtained an additional status at the IRS. There are restrictions as to who may file as an S Corporation. It must be a domestic company S corporations cannot have more than 100 shareholders None of the shareholders can be nonresident aliens Only one class of stock can be issued by the business The business cannot be any of the following: a bank or thrift institution, insurance company, a domestic international sales corporation, or a possessions corporation The tax year for the business has a natural business year, and a ownership tax year. All shareholders must agree to the S Corporation structure formation. Profits and losses must be allocated to shareholders proportionately to each one's interest in the business. No Dollar, No Client? You are now a business owner, congratulations! You have everything you need right down to the business plan but one thing is missing. Customers. As you sit in the darkness of your living room at night, you wonder how you can afford to advertise and where. The next morning you drag out the Yellow Pages looking for a company that specializes in marketing or advertising, make the call and to your dismay the person that you speak to informs you of the prices for their services. They tell you that it will cost from several hundred dollars to as much as 15% of your total business. You have a little bit of money left from the loan that you obtained to get the business up and running, so you agree and set an appointment to meet later in the week. |
If you can reassure someone with this mindset that buying from you is smart and safe and risk-free, you will automatically close more sales.
Ask yourself the following questions:
- How can I provide a free version of my product or service?
- What can I learn from the auto industry’s new trend of “the 24-hour test drive”?
- What does the buyer have to lose if they buy from me?
- What do they have to gain?
- How can I ensure the buyer’s success – not just their satisfaction?
- How can I employ the concept of risk-reversal – meaning that the risk is all on my side if they don’t achieve success?
When most sales training programs talk about overcoming objections, they usually don’t discuss the real objections that are in most buyers’ minds. These are things like:
- I don’t trust you
- I don’t believe this will get the results you say it will
- This sounds too good to be true
- If this works, I would have heard of this solution already
- Who says so besides you?
You should understand (and expect) that people probably will not trust you in the beginning of the sales process. They have been sold stuff all their lives against their will. They bought the steak knives, the insurance, the Girl Scout cookies, the raffle ticket, or the car and regretted it later. (OK maybe not the cookies.) Trust has to be earned over time.
To address these aspects of buyer resistance, you can use a battery of smart sales tools. You may be using some of these already, but the more you pile on, the more effective they will be.
Start to collect, use, and document:
- Customer testimonials (letters are good; audio and video are even better)
- Awards and industry recognition of your product/service
- Press clippings and articles mentioning you or your clients using your product/service
- Objective, fact-based side-by-side comparisons with competing products/services
- Cost analyses and comparisons between using your product/service, using the competition, doing it themselves, and doing nothing
All of these items will help reduce risk, build credibility, and pave the way for closing more sales - even to your toughest customers!
David Newman is an internet marketer, copywriter, and professional speaker helping business owners leverage the power of the web to grow their sales, revenues, and profits - both offline and on! He is the author of the upcoming book, “Web Profit Blueprint: Everything Business Owners Need to Know to Explode Sales, Profits, and Growth” (Pub. Spring 2007) Tons of resources are available from David’s free membership website, http://www.small-business-marketing-center.com
| MoneyMoz recommended article: Your Magnificant Obsession Wow! You've just signed up for the greatest prgram on earth. This baby's going to give you "Unlimited Wealth" to satify your: |
Keywords assigned to this article by MoneyMoz: sales, sales management, closing the sale, closing techniques, selling, guarantees, gimmicks
| MoneyMoz recommended article: Network Marketing Training Pros and Cons Any network marketing training program has pro's and cons to know and look out for. My first point is a con about many network marketing training programs. While you can apply what most trainers well, they often know or share little about the internet and how to generate leads using the internet. The pro is, many trainers students have become very internet savvy in Internet lead generation. This information may be available through the organization. Let's Consider Leads I got up this morning and for some reason I began thinking about the biggest difference between my success and my failures as a network marketer and immediately the question of lead quality came to my mind. When I was less than a success in network marketing I bought leads and spent hour's everyday following up with them. Now that I have a team that grows by about 10 people a day the one thing that I have never done is bought leads and yet still had success. |