Many people in business and in sales find discussing price very confronting and very uncomfortable, yet it’s one of the most important aspects of the sales process and can be a significant indicator as to whether you will be successful in winning the business. Whether you prepare a written proposal or a simple one page quotation, whatever you do, don’t try and avoid discussing the number that is on the page or skip over it onto something else. It’s is one of the most significant factors that influences the buying decision and you want to make sure that your prospective client understands what tangible and intangible benefits they are getting for their money. I have compiled a list of tips that will help you win more sales and to win them quicker but also to help reduce any anxiety or discomfort when talking about price. Read the rest…
Contributed by
Karen Andrews.
Karen Andrews is the Director of Shine Sales Solutions, a Sydney based Sales Coach and Sales expert, that works with businesses to increase sales and increase sales confidence through strategy development, sales management, sales coaching and mentoring. Since its inception in 2003 Shine Sales Solutions has been assisting businesses to manage and motivate their sales staff to achieve success and increase profits. P: 02 9437 6500, E: kandrews@shinesales.com.au Twitter: karenandrews.
The most important thing to remember in a media interview is that it is an opportunity for you to get your messages to your audience through the journalist. For print, it is important not to respond to any questions on the initial call. Ask the journalist what information they are looking for and the format of the interview (if it is over the phone, one-on-one, live or taped). All journalists work to a deadline, so find out what their deadline is and set a time to call them back. Make sure you call them at the agreed time. Read the rest…
Contining to grow your Email / SMS Subscriber List by promoting your communications in all your customer touch points is very important as it does two things: 1/ ensures that you keep focused on your communications with your customers. If your emailing / sms list is continuing to grow there will be less chance that you will tire of sending your messages, and 2/ adds new prospects to the start of the sales process. Most people need to feel that they trust you and understand what you can do for them before they will be ready to buy. Read the rest…
Continuing to grow your Email / SMS Subscriber List by promoting your communications in all your customer touch points is very important as it does two things: 1. It ensures that you keep focused on your communications with your customers. If your emailing/sms list is continuing to grow there will be less chance that you will tire of sending your messages, and 2.It adds new prospects to the start of the sales process. Most people need to feel that they trust you and understand what you can do for them before they will be ready to buy. Read the rest…
