How Harley-Davidson got started, what led to their success, and what you can learn from them to help you grow!
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Another way to view the benefit of the product is to see how the product solves a problem the customer may have, and the customer will make a gain or avoid a loss.
The need is the perceived value in the prospects eyes so you need to present the benefits of your products that will match the perceived values of your customers, how can you find the perceived value, by asking questions, features support the benefits.
On the sales call we build value on the benefits of the product. On the appointment making call we build benefits on your company.
What benefits are to be gained by doing business with you?
People buy what a product or service will do for them , what they will gain, the benefits, not products. So we need to answer to the all-important question:
“What’s in it for me?
How to come up with a Unique Selling Point (USP) and use it to promote your online business. Your USP defines and emphasizes your competitive advantage.
Why do people buy? The answer may seem like common sense, but it is not. Most sales people have no idea why their customers buy. They assume that customers buy for their reasons, when in fact the opposite is true, a...
Many find the idea of running a small business appealing, but lose their motivation after dealing with business plans, investors, and legal issues associated with new startups. For those disheartened by such risky u...
By asking the right questions, you can learn how to elicit the outcomes or results the customers are seeking. The previous exercise told us how they bought in the past; this exercise will help us discover how they w...
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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Colly Graham
(Visit Colly's Website)
Colly Graham CEO of salesxcellence After
graduating from college, Colly entered the
field of accountancy however after five
years decided to change his career
direction in sales. First working for a
Fortune 500 company in fast moving
consumer goods, his career progressed from
selling capital equipment, financial
services to internet services, with a wide
management experience in both telephone
and field sales, concentrating on the
recruitment, training and development of
sales people, in this role he gained
experience in designing and building a
number of successful sales teams. Colly
brings thirty years of practical
experience of selling and his ability to
empathize with sales people and establish
immediate rapport and credibility as a
trainer, (the accolade Colly receives from
most sales people is “that he has carried
the bag”). A licensed practitioner of NLP
Colly trained with Richard Bandler in
1998. When I entered the field of sales,
back in 1969, with local franchise holder
for Pepsi Cola because of my lack of
knowledge of any selling skills I set a
goal, to one day, start my own training
company. As my career in sales progressed
becoming a sales manager, group
Colly Graham Video - Colly Graham discusses Creating Customers on the Telephone -The importance of the telephone in selling is now well documented. This training DVD focuses on getting in front of more prospects by teaching the skill of telephone appointment setting. The workshop demonstrates the connection between daily activities, the sales cycle, and the number of sales necessary for a consistent flow of qualified appointments. Based on practical skills that get results fill your diary with qualified appointments.
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