What's Next - Selling The Intangibles
What's Next - Selling The Intangibles
It doesn't matter if you are a Democrat or a Republican, change is coming to town.
So what are we in for?
Take a look at these headlines from the Wall Street Journal last week. That's right these headlines were all in last week's papers.
"Bank Clampdown Dogs Economy"
"Lending Standards Keep Tightening, Increasing the Risk of a Prolonged Recession"
"Car Makers Woes Put U.S. In A Bind"
"Economic Worries That Produce a Rout"
"A 486 - Drop Follows Election Day Rally"
"Auto Sales Plunged In October"
As I pen this newsletter the Dow Jones is up 150 points. That's good! However, in a couple of hours it could be down 400 points.
Selling during good times is never easy.
Selling during tough times can be difficult at best.
Okay, so you're a professional sales person, what are your options?
For one thing you can stop selling on price.
If you want to start selling more, start selling the intangibles.
Don't jump in the cesspool of doom and gloom - leave that for your competition.
When buyers are nervous and stressed out, their default reaction is to talk about price. It shouldn't be your reaction - ever.
Remember the intangibles don't have price tags.
The intangibles are what make your company unique.
The intangibles are what make your products/services unique.
The intangibles are what make you unique.
Selling the intangibles is more profitable than selling purely on price.
It's the goodwill you and your company splash on your prospects and customers.
Become a champion of employee morale within your company.
Leverage your know-how and seek to build relationships.
Collaboration is priceless in seller and buyer relationships. For example you can offer to help write the specifications for an upcoming RFQ.
Be gracious in all selling situations.
Always be smiling. It's been said that being happy doesn't make people smile, but smiling makes people happy.
Always have an attitude of gratitude and thank everyone who helps you in anyway.
When people are down you can build them up with your positive expectations about working with you and your company. I suspect that people who work in negative environments are attracted to people who possess positive attitudes and positive expectations.
Always be positive and always expect the best outcomes.
Imagine how a new sales prospect might react if you said something like, "You don't realize this, but I'm about to exceed your expectations."
Don't read the headlines - be the headline!
Be the fountain of new ideas.
Be the torch that sheds light on new ways to solve old problems for your sales prospects and customers.
Forget about playing by the rules - change the rules!
Stop talking about price and start selling the intangibles that you, your company, and your products offer.
The sun is always shining above the dark skies and storms you encounter.
Expect every sales call to be better than your last one.
Expect to exceed every sales quota you are given.
And if you expect to be prosperous you will live a life of abundance, especially if you stay focused on selling the intangibles.
Whats Next Selling The Intangibles - To learn more about this author, visit Jim Meisenheimer's Website.
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It's been one week since we elected a new president.
It doesn't matter if you are a Democrat or a Republican, change is coming to town.
So what are we in for?
Take a look at these headlines from the Wall Street Journal last week. That's right these headlines were all in last week's papers.
"Bank Clampdown Dogs Economy"
"Lending Standards Keep Tightening, Increasing the Risk of a Prolonged Recession"
"Car Makers Woes Put U.S. In A Bind"
"Economic Worries That Produce a Rout"
"A 486 - Drop Follows Election Day Rally"
"Auto Sales Plunged In October"
As I pen this newsletter the Dow Jones is up 150 points. That's good! However, in a couple of hours it could be down 400 points.
Selling during good times is never easy.
Selling during tough times can be difficult at best.
Okay, so you're a professional sales person, what are your options?
For one thing you can stop selling on price.
If you want to start selling more, start selling the intangibles.
Don't jump in the cesspool of doom and gloom - leave that for your competition.
When buyers are nervous and stressed out, their default reaction is to talk about price. It shouldn't be your reaction - ever.
Remember the intangibles don't have price tags.
The intangibles are what make your company unique.
The intangibles are what make your products/services unique.
The intangibles are what make you unique.
Selling the intangibles is more profitable than selling purely on price.
It's the goodwill you and your company splash on your prospects and customers.
Become a champion of employee morale within your company.
Leverage your know-how and seek to build relationships.
Collaboration is priceless in seller and buyer relationships. For example you can offer to help write the specifications for an upcoming RFQ.
Be gracious in all selling situations.
Always be smiling. It's been said that being happy doesn't make people smile, but smiling makes people happy.
Always have an attitude of gratitude and thank everyone who helps you in anyway.
When people are down you can build them up with your positive expectations about working with you and your company. I suspect that people who work in negative environments are attracted to people who possess positive attitudes and positive expectations.
Always be positive and always expect the best outcomes.
Imagine how a new sales prospect might react if you said something like, "You don't realize this, but I'm about to exceed your expectations."
Don't read the headlines - be the headline!
Be the fountain of new ideas.
Be the torch that sheds light on new ways to solve old problems for your sales prospects and customers.
Forget about playing by the rules - change the rules!
Stop talking about price and start selling the intangibles that you, your company, and your products offer.
The sun is always shining above the dark skies and storms you encounter.
Expect every sales call to be better than your last one.
Expect to exceed every sales quota you are given.
And if you expect to be prosperous you will live a life of abundance, especially if you stay focused on selling the intangibles.
Whats Next Selling The Intangibles - To learn more about this author, visit Jim Meisenheimer's Website.
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Dave KurlanDave 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 |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge 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 |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra 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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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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