In any business there is one type of sale that brings the most profit. There is one single sales activity that can make the most difference in the profitability of your company. Not taking advantage of this all-important sales opportunity will cost you thousands of dollars. The most profitable sale ever made is called the “up-sell” or “add-on” sale. Why…
Creating a Sense of Urgency
In the marketing chapter, I briefly covered that you need to create a sense of urgency in your message. In marketing, you create a sense of urgency to respond. In sales, you also need to create a sense of urgency to close. The reason is that the level of desire can wane after the presentation is over. The emotion dissipates.…
Five Ways to Overcome Price Objections
If you have come all the way to this step, the only objection you should have is “price.” Here are my five favorite ways to overcome price objections: 1. Review the value. The reason you went through the Seven Step Sales System is so you can go back to the agreement points in step five. If you assessed the market…
My Seven Step Sales (6 & 7)
Step 6. Share the Investment Did you notice this section isn’t titled Quote the Price? Rather it is Sharethe Investment. What’s the difference between a price and an investment?A price is something you’ve got to paaaay. An investment gets a return. Thebest investments get huge returns! The more you invest, the bigger returnyou get. A fatal mistake that order takers…
My Seven Step Sales System (Step 4 – 5)
Step 4. Perceived Problems The purpose of this step is to: • Identify the prospect’s needs • Truly understand the person’s fears and desires • Define the “perceived” problem Every prospect has a “problem.” As my new friend Steve McKnight, the number one real estate investing author in Australia, pounded on in the workshops we did together in Australia: “What…