Posts Tagged communication
Selling techniques – Cost Justification
Posted by John Arington in closing, presentation on April 17th, 2009
Selling anything becomes much easier when you know how to justify the price of your product or service. Cost justification is the art of making your transaction appear financially feasible to whoever you’re selling two.
For example, if you’re selling a car you might mention that the car will save the money on gas. If the payment on the new car will be lower than the payment they are currently paying, you can also add this in the equation. Perhaps the insurance for this vehicle is cheaper..
Make a list of all of the ways that your product can save your prospect money. Does your product or service reduce expenses? Tally up all of the numbers and keep adding ways that it saves a prospect money until it is equal to or greater than the total cost. When done properly, this technique will allow you to make your product appear to be free. As a tip, you have to make sure that your prospect agrees with you and get them to commit to the money saving figures you are presenting.
Once you justify the cost of the product, the sale will close itself.
Tips For Selling To Consumers
Posted by Steve Holland in presentation, selling consumers on April 17th, 2009
Selling to the general public as one of the more fun areas of sales. It can also be exhausting, as many consumers tend to be rude and belligerent. When you’re working with the consumer base audience, remember to smile.
Also, with most inbound sales scenarios like selling cars, it’s important to remember that most people are there for a reason. They are already interested in buying what you sell. This is often forgotten by salespeople with a bad attitude.
With these things in mind, here’s a list of good things to do when selling to consumers.
Remember names
It’s important to not only remember your prospect’s names, but to use their first names often. Maintaining rapport is critical to building trust.
Be assertive
Keep your prospects in line by reminding them that the reason there there is to purchase. Consumer audiences tend to feel threatened in a sales scenario, so if they express any hesitation or fear, you should justify your position by saying something like, “I understand that, but I also know that you wanna put all of the shopping behind you. That’s why I want to make sure to understand your needs so that I can help you make the best decision possible. This is an important decision.”
Focus on communicating value
This sounds basic, but everything in sales is “basic”. Many salespeople simply talk about what a product IS rather than what it will provide for the consumer. It is far more important that the buyer understands what the product will mean to him or her than understanding how it works.
By remembering to focus on these few simple things, you should easily be able to improve your numbers this week.