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Making Your Customers Happy to Buy from You |
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By: Vadim Kotelnikov
Founder, Ten3 Business e-Coach – Your 360 Achievement Catalyst, 1000ventures.com, 1000advices.com, and Success360.com
"People can have it in any color – so long as it's black." – Henry Ford
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Modern System Approach: Synergistic Marketing and Selling Source: Agenda, Michael Hammer Selling, in the old days, was largely and act of personal heroism. The key to successful selling was knowing the products and the customers. The effective sales rep would present his or her product or service in the best possible light, forge a bond with the buyer, and triumph over the competition. This approach has little to do with the way sales are made in today's real world. Today's customers don't want products; they demand solutions, and solutions don't come in a box. They must be designed, fashioned to meet the customer's specific needs. Making such sales takes a lot more than personal charisma. Today's selling is system selling, solution selling, consultative selling; it entails analyzing customer needs, designing alternative solutions, scrutinizing costs, developing and implementing systems, and more. This is not the work of a heroic individual sales rep. Modern selling is a team sport, and a complex one at that. Winning at it takes discipline and structure. Making it up as you go along is a recipe for disaster.
The 10 Key Project Leader Skills
Selling By Coaching Treat your prospective customer as a player who wants to achieve extraordinary results. You are to help the player win. Listen to words, body language and emotions to understand the player's both conscious and unconscious needs.... More Customers for Life By: Brian Tracy
The purpose of a business is to
create and
keep a customer. If a business successfully creates and keeps customers
in a cost-effective way, it will make a profit while continuing to survive
and thrive. If, for any reason, a business fails to attract or sustain a
sufficient number of customers, it will experience losses. Too many losses
will lead to the demise of the enterprise.
According to Dun and Bradstreet, the single, most important
reason for the failure of businesses in America is lack of
sales. And, of course, this refers to resales as well as
initial sales. So your company’s job is to create and keep a
customer, and your job is exactly the same. Remember, no matter
what your official title is, you are a salesperson for yourself
and your company... Become an Irresistible Sales Communicator
Despite what most books and
seminars teach,
successful selling is not a set of strategies,
techniques or tactics to get the prospect to buy.
Rather it is a state of
mind How To Present with Passion
Selling is a
transfer of emotions.
When you speak, do your listeners
sense how strongly you believe in what
you're saying? If you want
people to give you their undivided
attention and feel compelled to heed
your advice, they must hear and see in
you an unwavering commitment to your
message...
More
Five Bargaining Tips
Be persistent. Don't expect to "win"
the first time. Your first job is just to start the other person thinking. How To Create Amazingly Seductive Offers An irresistible offer is an "invitation" that is so clearly compelling, so powerful, and so obviously attractive that no one in his/her mind could refuse. The million-dollar question is: how can you make your offers amazingly seductive? Here’re some "Whip Up An Immediate Buying Frenzy" tips... More 10 Strategic Tips On How To Achieve High Visibility In Your Target Market By: Glenn Ebersole Strategic Tip #8: DON’T expect prospects to come to you without you reaching out to them. Don’t expect anything to happen if you don’t initiate contact... More Apply 80/20 Rule 80/20 Principle helps you direct your attention where the real threat of competition exists. 80% of your revenue comes from 20% of your customers. Know who your top revenue-producing customers are and make sure you meet their needs to win their loyalty. "Focusing on 20% of your customers is a great deal easier than focusing on 100% of them." Being customer centered on all your customers is impossible. "But cherishing the core 20% is both feasible and highly rewarding."3
A storekeeper had for some time displayed in his window a card inscribed 'Fishing Tickle.' A customer drew the proprietor's attention to the spelling. 'Hasn't anyone told you of it before?' asked the patron. 'Oh, yes,' the dealer said placidly, 'many have mentioned it. But whenever they drop in to tell me, they always buy something.'
Discover much more in the
FULL VERSION of e-Coach Question Based Selling (QBS)... Using Testimonials Effectively... Selling By Serving... The Endgame to Selling... The Four Principles of Natural Selling... The Power of Optimism... Understanding What Motivates People... Right Timing... Offer a Bonus and Give a Deadline... Spotting Trends versus Traditional Market Research... The Tao of Distribution Management... 22 Laws of Marketing: The Law of Heart (Emotion)... Sustaining Market Demand for Your Product... The Best Technique to Win the Customer Over... Marketing & Selling Strategy at Different Company Growth Stages... Understanding Risks Perceived by Customers... Define Your Internal Core Marketing Message (CMM)... Three R's of Marketing... "When" Is a New "What" Three Stages of the Marketing Process... Five Components of Marketing... Get the Most Out Of Available Information Technology Tools... Learning from Successes and Failures... Two Main Ways to Grow Revenue... Credibility Marketing... Customer Intimacy... Listening to Your Customer... Experiential Marketing... Emotional Marketing... Endgame To Selling... Power of Personal Charisma... Sales Forecast Worksheet... 10 Commandments of Power Positioning...
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