Tag Archives: Sale
Overcoming Price Objections:
#1 most common objection in the universe: PRICE The price objection transcends industry, class, culture, race and language. No matter what you sell, big or small, cheap or luxury, they all seem to want a discount. Truth be told, American culture has conditioned us to be discount minded even over being value minded. So how […]
Immediate Customer Connection:
How many ways can you think of to welcome a customer into your store? Hello? How can I help you? What can we do for you today? What brings you in today? You could make a list a mile long of these lame ways to welcome a customer. How do you think this affects your […]
FAMILY BUSINESS AND OTHER OXYMORONS:
There’s nothing more important than family and there is nothing more intriguing than realizing the American dream by starting or going into a family business. But that dream can easily become a nightmare and it does for many well-meaning families. Trust me, Thanksgiving dinner tastes different when there is a dispute over business. Some families […]
You, yes YOU! Are a Salesperson!
When people think of a salesperson there are many things that could come to mind. Often times it’s an image of a greasy, greedy & otherwise grimy overweight man with slicked back hair manipulating people to buy a used car. In some cases, this may be true but guess what? That guy is not a […]
YOU AFFORD WHAT YOU WANT TO AFFORD:
I was driving by a mobile home park the other day and I saw a brand new $50k Cadillac Escalade sitting in front of a 30K mobile home. Now don’t get me wrong, there is nothing wrong with living in a mobile home and there is nothing wrong with spending $50K on a new Escalade. […]
Sometimes when you win, you still lose:
I just finished re-reading one of my all time favorite books, Dale Carnegie’s How to Win Friends & Influence People. Every time I read it I am reminded how important relationships really are. There was a particular poem that stood out to me this time through. Here lies the body of William Jay Who died […]
Whitewater Selling:
Imagine you were going on a whitewater rafting trip with some friends. Due to the amount of people, two buses had to be utilized and you had to choose which bus to get on. Both buses are leaving at the same time but here’s the catch. Bus #1 will be driving to the top of the river everyone will be riding […]
That Wise Old Bird Poem
A wise old owl sat in an oak. The more he saw, the less he spoke. The less he spoke the more he heard. Why can’t we be like that wise old bird? -Author Unknown
Did You Just Accuse Me Of Helping You?
If you make it a habit to start your customers at the top of your price offering you will from time to time get the following objection: “Your just trying to sell me the most expensive thing you have!” I love it when I have a customer gives me this objection. It gives me an […]
Are you Saving your Customer Money Or Costing Them Money?
You can run, you can hide, but you can’t get away from the tormentor of every salesperson on the planet. Of course I’m talking about the dreaded price objection. So many salespeople try to dodge the price objection by showing their lower end product first. Of course this can only make matters worse. When you […]
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