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Stress-Free Selling® - How to Talk About Increasing Prices
Stress-Free Selling® - How to Talk About Increasing Prices
Are your rates increasing? Are you concerned about how your customers are going to take it? Are you having a hard time passing along the increase? Follow three simple steps and you will make telling your customers easy:
1) Be comfortable and positive
2) Address their hot buttons, and
3) Include values when you give price.
Confidence Rules
If you are scared about how your customers and prospects will react, they'll sense your fear and react exactly the way you don't want them to. The solution is easy! Be comfortable with your prices. If you're not, talk to whomever you need to talk to in your company to get comfortable. You will be at best marginally successful when you don't completely believe that what you selling is fantastic and worth every penny.
Stay Focused on Them!
If your prices were 20% lower, you would still only do business with those who see your value. It's not your price that determines if people will do business with you. Price is only an issue when customers see nothing else to compare. Stay focused on how you can help them achieve their goals and overcome their challenges.
The Secret Weapon
When you do announce the price, say these words immediately following the number, "and that includes. . .." Now remind them. . .
1) What benefits you have that your competitors don't,
2) What value added they are getting, or
3) What major hot button you help them with
Follow this simple formula, and this will be a great year.
Here's to successful, stress-free salesTM,
Jenae Rubin
Are your rates increasing? Are you concerned about how your customers are going to take it? Are you having a hard time passing along the increase? Follow three simple steps and you will make telling your customer...
Setting prices can be quite a challenge for any business person. Whether you are a new business or you've been in business for a long time, it can be difficult to know where to set your prices. After all, prices tha...
Ah, the power of conviction. If we believe our prices are too high, we create price resistance. If we believe our prices are justified, appropriate, a good value, worth what we're asking, watch price objections dwi...
Unscrupulous Competitors can disrupt key customer relationships. Learn how to deal with competitors who promise lowball pricing just to get the business.
There are only three ways to get more business or more revenue: you can get more clients, you can sell to your clients more often with more products or services and you can increase your fees or prices.
Now it ma...
Dave Kurlan
Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development.
Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.
He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine.
He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.
He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website
Leanne Hoagland-Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website
George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance.
Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson.
His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more.
George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website
Staging Diva
Debra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website
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Jenaé Rubin
(Visit Jenaé's Website)
Overcome Overcoming Objections!
Meet Jenae
• Hands-on sales and marketing expert
since 1980.
• Consistent record of increasing sales,
revitalizing ailing products, creating new
products and adding profit centers to
existing products.
• Proven history of rocketing products to
#1.
• "Increase Sales" is my mantra.
• Reversed 3-year revenue fall in 3
months.
• Took product from 17th to 3rd in one
year.
• Increased revenue 300+% in 3 years.
• Improved revenue per customer 22% in one
month.
• Raised fragrance line from slowest
seller to middle in highly competitive
fragrance industry at major department
store in six months.
• Increased revenue 41% with nominal
increase in customer base.
• Designed strategies to eliminate rate
cutting, increase profitability.
Jenae is the creator of the Stress-Free
Selling® approach. Learn more about this
program at
Sales Powerhouse - Overcome Overcoming
Objections
Jenaé Rubin Video - Jenaé Rubin finds that salespeople create most of their own obstacles. They call them objections. There are easy things you can do to overcome objections and make most of them disappear. We call this strategy Stress-Free Selling (TM).
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