Price vs. Value Strategy

Dropping price is that bad habit all sales people fall into from time to time as a way to sell their products and close a deal. Dropping price is a shortcut to building value and in no ways enhances the value of your proposition. Ask yourself, when you drop your price 10%, does it make your product more valuable or just less expensive? When you drop price does it better resolve whatever problems your product or service solves for your customer? A client recently asked me to drop the price of my product $300 and while I am in a position to do so I asked myself these questions and rather than unnecessarily discounting my price I took the time to offer more value and solve the real issues.

5 Sales Tips to Recharge During the Lazy Days of Summer

BY GRANT CARDONE 

Many people accept that a slowdown in sales  is a fact of business life during the lazy days of summer. Well, nothing could be further from the truth, and as a business owner you need to get out of that frame of mind.

A summer slowdown may be something many people want because they expect this to be a season for vacations when the living is easy. But you don't have to accept that. When others go to sleep, you need to wake up. If you follow these tips, you can create opportunity for your small business while others are off to the beach.

1. Make a firm decision not to participate in a slowdown. Don't allow your employees to buy into this thinking because I assure you that they will make a summer slowdown one of the first excuses if there are any issues with their job performance. Hold a daily meeting to discuss what you are going to do to prosper--not contract—this summer. Set clearly defined goals and list the activities that need to be undertaken to achieve them. Give yourself deadlines for your goals and create a no excuses, no negativity environment. You'll be surprised by what you can achieve. 

How to Sell Books AND Get them Read in the 21st Century

Writing a Great Book is NOT enough these days.

A Great Attitude is Worth More Than a Great Product

Personal Story

..........The Real Jen Harris

A positive attitude is a thousand times more important than the product itself. Just observe how people on this planet spend their money. A person will spend a small amount of his income on the necessities of life and blow his entire paycheck on entertainment. Why? Because he wants to feel good! Why does Jay Leno make more money than all of the schools teachers in Los Angeles combined? Because he makes people laugh and feel good.

People will pay more for an agreeable, positive and enjoyable experience than they will for a great product. Who doesn’t want to feel good? Who doesn’t want to be acknowledged for being right? Who doesn’t want to be smiled at and agreed with? Show me a person that doesn’t want to feel good and I’ll show you someone that you don’t want to bother selling! Man wants to feel good. Man are moved by positive and confident people, more than he is moved by great products. There will always be a market for products that make him feel good, but a person who can make someone feel good can sell almost anything! The individual that combines a great attitude with a great product becomes unstoppable!

It’s easy for a buyer to say no to a product or a company, but it’s extremely difficult to say no to a positive experience with another human being. When something makes you feel good you want more of it whether it makes sense or not. This is why people do things that aren’t good for them because for a moment or two, it made them feel good. People will spend money on things that make them feel good before they’ll spend money on things they need. This explains the poverty and debt levels we see today!

One time I saw a beautiful jacket on display in a shop window and was so intrigued by it that I went inside to have a closer look. I asked the clerk the price, which she told me as she helped me slip on the jacket. Admiring my reflection in the mirror, I protested that the price was insane and added that I didn’t even need the thing! With a warm, understanding and beautiful smile she said, “No one buys a jacket like this because they need it. They buy it because it’s beautiful and it make them feel good.” Melting in the truth of her statement, I asked her, “Do you take AMEX?”

With all the chaos and bad news that the media disseminates daily, it’s refreshing to meet a solution-oriented, positive person.

You know the kind of person I’m talking about. The kind of person who’s always smiling as they say, “Yes sir, I’ll get it done for you, I’d be happy to do that!” I want to be taken care of by positive people. I don’t want to just be sold. I want people around me who are positive, helpful, smiling and motivated. That’s what all people want.

You Sell. I Sell. The World Sells.

How Selling is like Breathing

Think about the last time you were hesitant about going to an event. It can be a birthday party, a dinner, or even just a movie. You might’ve been really tired from working a 10-hour shift or even just having one of those days where you didn’t want to do anything. However, a friend begs, pleads, and somehow convinces you to go. Somehow he or she sold you on the idea that if you go to that event, it’ll give you some sense of fulfillment. As human beings, that’s what we all aim for in life.

Whether it’s trying to get a friend to go to dinner or selling someone a car or even something on a larger scale like selling the idea of peace to a country whose history has known none, it’s all about being able to successfully sell you idea to someone. What’s the idea? It can be whatever you want it to be, but if you can master that ability to sell, you can master the way the world works.

This country, nay, this world is built upon a foundation of people who are born with an innate sense to sell. We just don’t always look at the selling we do as “selling.” “Selling” has gotten somewhat of a negative connotation, but it isn’t negative. To sell is to be human.

In school, they were selling you the concept that memorizing a bunch of facts and figures and utilizing that information will get you that great-paying job. The idea they were “selling” was that in getting that great-paying job, you would find happiness through that job. When I graduated, I wasn’t one of those lucky individuals who knew exactly what I wanted to do in life, so I got into sales as something “temporary” until I found a “real” job. What’s a real job? It’s one that has a title like manager, doctor, or lawyer. But through that, I came to realize that learning how to “sell” gave me a much wider view on the society in which we live; a global perspective.

With this global perspective, I came to understand that a “real” job comes with a title that is supposed to connotate a certain class level in our society. But let’s take a moment to consider whom is selling us the idea that a title will be able to offer that higher distinction and in turn, personal fulfillment. It doesn’t work. On a more fact-based scale, it’s easy to see that without selling, our economic societies would not exist, as people cannot buy what is not being sold. Ultimately, with no service or good being sold, nothing is being spent. Without any monetary transaction, an economy could not exist. It’s all interconnected.

Although there is “prominence” in having a “real” job, most never seem to truly offer the benefits deserved from the work that would be put into it. I didn’t want to spend my life being zapped of my passion, my focus, and my dreams. I realized that if I could just master one concept, a concept so natural that everyone (doctors, lawyers, parents, and even children) partakes in everyday, in one from or another, then I would be able to transform my dreams into reality. That one concept is simply to sell.

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.GrantCardone.com | www.CardoneOnDemand.com

5 Simple Rules to Win the Sale

Sales Tips You Need To Know About

In this economy every opportunity has to count. You could easily blow a deal just because you are slow to answer a question or stammer through a response to your customer. Your ability to communicate is vital and will ultimately get you more money!

Here are five rules that simplify the sales process, help you communicate effectively and allow you to win the sale. Follow these rules and watch out--- you will now have new problems of too much traffic and not being able to handle all the action!

1. Always agree with your customer.

“No problem,” “Yes ma’am I can help you with that,” “Most people are just looking at first.” Always, always agree with your customer. This is the single most important and the most commonly violated rule in all of selling! People are attracted to products, ideas and people that represent the things they’re in agreement with. This is a fact of the universe. For more information on this, or to get some practice drills to make you better at agreeing, check out my website: salestrainingvt.com.

2. Know the price myth.

You can’t put a price tag on something you really love, so when asked about price, give the information immediately and then spend all your time building value. Show him the value and reconnecting the customer to his emotional needs. This is much more important than price. Value is what your customer will pay to feel emotionally satisfied—it’s the smell of the new leather, the feel of the softest tee shirt, the look of those perfect shoes, the taste of the best vintage. If he really loves it and it will really solve his problems, he will come up with the money to buy your product.

3. Move up, don’t move down.

Many salespeople make the mistake of offering something for a lower price when faced with price objections. When you move the customer down in price he’s less likely to want this next product if he didn’t want the first one. By moving him up rather than down in inventory you’ll get him thinking in terms of value and you will find out if his original objection is valid or not.

4. Give, give, give!

Selling is the act of giving not getting, serving not selling. Instead of being interested in your own commission, focus on what your product really offers the customer and how your client is going to benefit, to win from this experience. If your customer wants one option, give him three or six or even twelve options. Those professionals that care the most are the ones who go the extra mile to find ways to improve the customer’s life.

5. Standing is for losing, sitting is for closing.

You’ll almost never close a deal if you’re standing up. Sit your client down and show him what you can do for him and substantiate it with facts. Do not pitch. Sell on emotion but close on facts and figures, writing it all up for him to see for himself. Your buyer believes what he sees not what he hears so sit him down and show him!

Attitude, Approach, Action our critical to your survival and success.

Closing ACTUAL Live Sales Calls

Closing ACTUAL Live Sales Calls with sales training expert and reality tv show producer Grant Cardone

If you're not first, you're last

In this video Grant Cardone does a special walk through the sales office - on the fly he shows by example how to close actual live sales calls - Sales managers video tips for managing sales room and taking charge to close actual sales opportunities. 


Learn from the business expert as he handles some clients that are deciding on whether they should pull the trigger on buy a product. Learn sales training from the master as he literally walks you through the process and taking charge of a client and closing a sale.

In this video Grant Cardone handles two different sales calls from clients that were reluctant to close a sale and he works his sales magic by breaking down the facts and making the clients understand the massive value that his products offer.

Stop Selling Start Closing

How many people do you know that think that there's a shortage of money? If a client complains about the price of your product and you consider lowering your prices then you mine as well close your doors. You can't grow your business if you don't sell and close. What happens when you lower your price and you still don't sell your products?

How To Make Your Presentations Result In More Sales

Joe Yazbeck from Prestige Leadership giving a webinar on the subject of dynamic speaking

Are you looking for better ways to increase your prospect and client base, to create more revenue and to expand your business? This webinar will show you how to make your presentations do just that.

JP Strategic Solutions is proud to present Public Speaking and Leadership Development Coach Joe Yazbeck as he shares “How To Make Your Presentations Result In More Sales.”

In this FREE webinar, Joe will teach you:

- 6 steps to motivating any audience to reach for your product or service
- 7 major mistakes to avoid in presenting
- How to use emotion to increase audience impact
- How to handle a difficult or resistive audience or prospect

How to make more money

A lot of people worry about how to spend their money. However, they would be better served if they focused on improving their skills in order to earn more money and take advantage of every opportunity. The most successful people I've encountered concentrate on making the most of every opportunity they have to produce money. Advance and conquer; don't retreat and save. You will waste more money in your lifetime on missed opportunities than you will ever spend. Investing in your education, learning how to communicate, and negotiating and closing transactions are the best ways to move forward.

Remember the rule of no.  Whenever you say "no" to something in life, there is usually a lack of "know." If you have no money, there is something you don't know about money. If you have no prospects, there is something you don't know about prospecting. if you find yourself with no closes, there is something you don't know about closing. 

One Sentence Persuasion?

Posted on March 30th, 2012 by Patrick Clouden

Is it possible to capture and communicate anything of value about persuasion in a single sentence?  It is and I’m about to prove it.  But before, let me explain why it’s important.

All marketing efforts hinge on effective persuasion.  No subject is more fascinating, empowering and profitable, and unfortunately, confusing.  Much of the confusion is unnecessary, though. Persuasion doesn’t require good looks, a silver tongue or infallible logic.  It doesn’t require charisma or a magnetic personality.  It’s actually a pretty simple matter when you cut through all the smoke.  That, of course, is the hard part.

I read the 27 words I’m about to share a long time ago and found them so true and useful that I’ve grounded any and all marketing efforts in some part of them.

THE SENTENCE

Do You Have an Irresistible Offer?

Posted on April 27th, 2012 by Patrick Clouden

Tick.

Tick.

Tick.

That’s about all you get to capture the mind of your prospects.

They are bombarded by messages day in and day out and thus are forced to make quick evaluations.

But in those three seconds sales are made, deals are closed and empires are built. Do you know what to do in those three seconds?

Most people don’t and that’s the topic of this article.

Your Prospects’ Big Four Questions

During any sales process, an inner dialogue takes place in your prospects’ minds. The process of making a buying decision requires that four questions are satisfactorily answered:

1. What are you trying to sell me?

2. What’s in it for me?

3. How much?

4. Why should I believe you?

Your offer must address these four questions and must do it quickly. In order to do it most effectively, you don’t want just any offer…you want an Irresistible Offer.

What is that and how do you create one?

Read on.

The war between marketing and sales

The war between marketing and sales

Consultant and trainer, Patrick Valtin, explains the real key to selling on this audio seminar for the Central Valley Business Times of Southern California. [Pre-recorded.]

Έξοχη διαφοροποίηση μεταξύ Marketing και πωλήσεων. Ο Patrick αποκαλύπτει ποιός είναι ο κύριος λόγος που οι άνθρωποι θα αγοράσουν από ΕΣΕΝΑ.

Πηγή:

"Pull Selling" - What is It?

By Patrick Valtin

Part I

In the first part of this in-depth article, I will presents vital principles of selling in over-competitive, saturated markets. I have trained over 45,000 sales professionals and executives on the subject of salesmanship, so I can tell you from first-hand what customers today consider as most important in their relationship with you, the sales Pro, and how you can pull them into wanting your product...without pushing!

You think your first mission is to sell your product or to lead your potential customer to make a buying decision, based on your logical arguments? Think again. The customer who decides to listen to you is hoping to believe one thing: you should be able to handle his problem or challenge better than anybody else! You might not realize it fully, but your role and responsibility are vital - no matter the customer's attitude or manners toward you. In periods of crisis and uncertainty, the customer is craving for a relationship of care, trust and dedication.

Do you know what people instantly respond to, especially in our uncertain times? Your willingness to help, your desire to understand! Rest assured: you don't need to transform yourself into a psycho-analyst; you just need to put more attention on what he is telling you and much less on what you want to say.

Grant Cardone - Financial Leader of Our Time

Grant Cardone - Financial Leader of Our Time

An Exclusive Interview By Bruce Edwin

The Hollywood Sentinel - Bruce Edwin: You created a program I read about called E-pencil.

Grant Cardone: Right.

The Hollywood Sentinel: And you were working prior to this in the automotive industry, is that the main work you were doing before you became an entrepreneur and inventor?

Grant Cardone: No actually what I did was I got out of college, and I didn't want to be an accountant, which is what my degree was in, I was in an environment that had 25 percent unemployment, two and a half times worse than it is today, interest rates for credit cards, or an automobile purchase, or a home was 15 to 18 percent, the economy was ridiculous, terrible. And this was in the late 70's, caused by the oil embargo, and so really the only job I could get at that time was sales. And when I got in to the sales business, at that time out of college, I didn't know any thing about selling, the people around me obviously didn't know any thing about selling. It’s what makes selling such a bad experience for people. People say God, I hate salespeople, and I say, 'Well, you've never met one, how would you know?" And they say, "What do you mean?,' and I tell them, "You hate meeting people that don't know how to sell, because a professional salesperson that knows what they're doing, is never offensive, they never pressure people, they are just polished professionals, and its a great experience."

Sales Strategies interview with Grant Cardone

Grant Cardone is the man when it comes to giving Sales Strategies tips and advice to small and medium sized business owners.

Most don't understand how to increase sales using online marketing and social media and Grant covers all of this, plus goal setting, how to "hustle" in your market, and much more in this sales strategy interview.

You’ll want to watch this video interview below because you’ll be fired up to take more action and sell more right after.  Here are some of the things Grant covers:

• The real definition of “Sales” and why you need to understand it
• What type of people to hire in sales roles (it’s not who you think at all!)
• The biggest mistake all sales professionals make and how to overcome it
• The easiest way to increase sales using social media
• The art of hustling in sales (in a positive way)
• and much more…

Want to read the entire interview?  Check out the transcript of this interview below: 

Winners Dominate

Be Competitive or Dominate? Winners Dominate, Champions Dominate & Wannabe's Compete... I say don't be competitive, don't compete, dominate. Dominate your competition, crush it. It's not about winning the race. It's about staying in the forefront of his mind. If You're Not First, You're Last 

Sales Training & 3 Types of Sales People

Justifying Price

Sales Training -Justifying Price

Closing the Deal and Increase Sales!