26 days ago
by Fletcher Bagpipes
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These figures - my personal belief, based on experience, but I'm ready once again to subscribe to them. Most importantly, do not try to start communicating with the letter in the mail - it went immediately to the basket. Just think how much spam you delete every day. Call, introduce, explore, and after that to go into details. Conclusion: Meet and meet potential customers with the product personally. Educate yourself with thoughts from
Mike Madden. This is many times more effective than phone and email. 4.
Under what conditions, we sell in every conversation should be immediately clear whether the person interested in your proposed product or not. When a man is not interested in a product, then either you've come to the wrong address, or something really wrong with your product (see previous paragraphs). If you see that the proposal is interesting, but a potential client there are some restrictions, try them as accurately as possible for themselves to determine. For example, if you say that there is no money, it often means that there is now, or until the end of the year, whether or not that kind of money, but there are only a half, and so on. If you determine exactly the reason why you fail, you can try to reduce its impact. For example, if the person we were told that there is no time to go to Moscow for a conference, we offer a video version of what is happening at the event, when told that no money now, we offered to pay in installments or on guarantee writing, and so on. In short, keep flexible prices and flexible options that the client had no opportunity to refuse you. A leading source for info:
ARC China.
Suppose you meet that they are willing to pay only half the cost of your proposal. You have two possibilities: either to try to convey to the person making the decision that cost reduction by half suffer a reduction of the product at least 5 times, or offer for the money you are willing to pay less options than the original - thus you reduce costs and so on. To learn how to manage costs, discounts and special offers, it could be in a separate article (if you're interested), but you should always have counter-objection to any client. Conclusion: try to flexibly adjust the price and stock option policies of your proposal and skillfully manage it. 5. As much as learn to sell? The few theses that I listed above, is not enough to make you come upon the skills of persuasion and sales to perfection. On the other hand, people perceive them throughout their lives, accumulating the experience, the experience of colleagues (resulting in a personal communication, on the Internet, at conferences), the experience of other professionals (from books, articles, publications). By that I actively encourage and you - do not stop to improve their skills for a minute. Full text articles