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Member You - 7 Reasons Why Your Sales Results Suck: Part 3 & 4
One of the most stressful moments for most sales people comes at the point when they have to decide whether or not to go around someone they have been dealing with to that point, be they client or prospect.Some call it end run, backdoor, go over someone’s hea
They babble on for seems like an eternity giving the client a FREE Consultin
A series of articles exploring the seven critical areas that can indicate a partnership is in trouble.Conflict Becoming the Norm – Part 2In a previous article, I wrote about how unresolved conflict can create havoc in your business and can often end in
Selling a solution for a problem that the customer has called you for should be the easiest thing to do. After all, the customer wouldn't have called you if they didn't want it done.
You can assume then that the only reason they would change their mind is something the tech said or did. What is it they are saying to screw it up? These techs feel they are 'educating' customers when they explain a problem. What they are really doing is 'boring' them. Describe what the parts do, not what they are.
Sell today - educate tomorrow!
REASON #4 - Creating problems with no solution.
There have been many studies on creating dissonance with buyers to get them to act or purchase. In the contracting world this means finding and bringing problems to the client.
Creating dissonance does work, however when creating or explaining problems the solution must IMMEDIATELY follow the explanation of this trouble. Techs that suck explain the problem to the customer way too early before they have found a solution or a price.
They babble on for seems like an eternity giving the client a FREE Consulting
As an internet marketer, I realized most new people in the business would just give people hundreds of dollars just for a simple tool like domain submission tools when actually you can get these software for free to do the same amount of work needed!So how do
You can assume then that the only reason they would change their mind is something the tech said or did. What is it they are saying to screw it up? These techs feel they are 'educating' customers when they explain a problem. What they are really doing is 'boring' them. Describe what the parts do, not what they are.
Sell today - educate tomorrow!
REASON #4 - Creating problems with no solution.
There have been many studies on creating dissonance with buyers to get them to act or purchase. In the contracting world this means finding and bringing problems to the client.
Creating dissonance does work, however when creating or explaining problems the solution must IMMEDIATELY follow the explanation of this trouble. Techs that suck explain the problem to the customer way too early before they have found a solution or a price.
They babble on for seems like an eternity giving the client a FREE Consultin
How Is Marketing A Physical Therapy Practice Different from any other business?In many respects, marketing a Physical Therapy practice is not that much different from marketing other small businesses.Basic business and marketing principles that apply
Sell today - educate tomorrow!
REASON #4 - Creating problems with no solution.
There have been many studies on creating dissonance with buyers to get them to act or purchase. In the contracting world this means finding and bringing problems to the client.
Creating dissonance does work, however when creating or explaining problems the solution must IMMEDIATELY follow the explanation of this trouble. Techs that suck explain the problem to the customer way too early before they have found a solution or a price.
They babble on for seems like an eternity giving the client a FREE Consultin
It is amazing the amount of fight a community or city might put up to keep a large box store out of their city these days. And yet most of these communities and areas need the sales tax revenue, which will be generated and the 100s of jobs, which go along with them.
Creating dissonance does work, however when creating or explaining problems the solution must IMMEDIATELY follow the explanation of this trouble. Techs that suck explain the problem to the customer way too early before they have found a solution or a price.
They babble on for seems like an eternity giving the client a FREE Consultin
IntroductionAlthough a much coined phrase, MVNO’s have remained in their infancy until only recently. This paper seeks to set out a better understanding of the concept of a virtual operator, the rationale for its creation and the various forms a MVNO might t
They babble on for seems like an eternity giving the client a FREE Consulting session before they have ever found or priced out a solutions for the client. In common terms, the sales person becomes a pain in the a**.
You thought they were done talking? Not a chance! They then go into a diatribe about the lack of maintenance and all the problems with the system and then tell the customer they need to figure a price for all of this.
Usually they go out to the truck to gather all the pricing further creating dissonance without a solution until the client is driven to call another company in the phone book, usually while the tech is in the truck.
What happened to all the supposedly great bonding that the sales person developed? Did you ever notice how the customer is somehow 'different' after you return with the prices in this scenario?
Don't describe the problem until you have priced it first. Dissonance followed by solution immediately is indeed truly a solution that will create action.
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