Handling Resistance: The Sale Begins When the Customer Says NoBob Hafer
When a customer raises objections they are providing salespeople with useful although negative information about the purchase. Objections generally fall into two categories: misunderstandings and drawbacks. The misunderstandings and drawbacks salespeople encounter become “stumbling blocks” or “stepping stones” depending on how they are handled.
This fast-paced seminar teaches a six-step process for handling resistance to ensure that drawbacks and misunderstandings become “stepping stones” to the close.
Closing: A Natural Step in the Sales ProcessBob Hafer
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
Handling Resistance: The Sale Begins When the Customer Says NoBob Hafer
When a customer raises objections they are providing salespeople with useful although negative information about the purchase. Objections generally fall into two categories: misunderstandings and drawbacks. The misunderstandings and drawbacks salespeople encounter become “stumbling blocks” or “stepping stones” depending on how they are handled.
This fast-paced seminar teaches a six-step process for handling resistance to ensure that drawbacks and misunderstandings become “stepping stones” to the close.
Closing: A Natural Step in the Sales ProcessBob Hafer
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
Today's competitive market has put to end the traditional quick fix selling techniques to give way to CONSULTATIVE TECHNIQUES ...which often clumsily handled have given rise to a cynical view whether these too are dead or dying
While "consultative" and "selling" are two words that don't seem to belong together, there are just a few simple steps to achieve a consultative approach to selling.
Salesperson Types: Order Takers and Order CreatorsAndriy Popov
Find out how you can distinguish different sales personas and understand their roles in sales
Read full text article: http://www.logision.com/knowledge/sales-rep-order-takers-vs-order-creators
More business related articles: http://www.logision.com/knowledge
Free software for your business: http://www.logision.com/
It's inevitable, customer's will object. How you handle them and how effectively you tie them to the Buying Process Map is key to your success. Learn how here.
A brief insight into the Sales Challenges we solve at 'The Joshua Rozario Company' through the Consultative Selling and Experiential Learning Methodology.
A lot of companies think that they have a team of salesman, but very often, they don't have a salesman! And - they don't need them! Why? Answers in presentation.
How to Close a Sale (Without Being Obnoxious)Jerson James
How does a salesperson ‘ask the customer for the business’ without sounding obnoxious? How does one close the sale without being or feeling like a jerk? How should salespeople conduct themselves at the crucial 'close' stage' of the sale, so that they do not inadvertently end up causing the customer to shut them out?
This post examines the reasons the 'close' often turns into an unpleasant, if not an outright nightmare, situation for both customer and salesperson.
It also suggests how salespeople can effectively close the sale.
Today's competitive market has put to end the traditional quick fix selling techniques to give way to CONSULTATIVE TECHNIQUES ...which often clumsily handled have given rise to a cynical view whether these too are dead or dying
While "consultative" and "selling" are two words that don't seem to belong together, there are just a few simple steps to achieve a consultative approach to selling.
Salesperson Types: Order Takers and Order CreatorsAndriy Popov
Find out how you can distinguish different sales personas and understand their roles in sales
Read full text article: http://www.logision.com/knowledge/sales-rep-order-takers-vs-order-creators
More business related articles: http://www.logision.com/knowledge
Free software for your business: http://www.logision.com/
It's inevitable, customer's will object. How you handle them and how effectively you tie them to the Buying Process Map is key to your success. Learn how here.
A brief insight into the Sales Challenges we solve at 'The Joshua Rozario Company' through the Consultative Selling and Experiential Learning Methodology.
A lot of companies think that they have a team of salesman, but very often, they don't have a salesman! And - they don't need them! Why? Answers in presentation.
How to Close a Sale (Without Being Obnoxious)Jerson James
How does a salesperson ‘ask the customer for the business’ without sounding obnoxious? How does one close the sale without being or feeling like a jerk? How should salespeople conduct themselves at the crucial 'close' stage' of the sale, so that they do not inadvertently end up causing the customer to shut them out?
This post examines the reasons the 'close' often turns into an unpleasant, if not an outright nightmare, situation for both customer and salesperson.
It also suggests how salespeople can effectively close the sale.
Captive Insurance Group - A Risk Management Strategycaptiveinsurance
We provide our clients with unique risk management tools & support designed to help them control their costs with private insurance companies.
With extensive experience, our team of dedicated professionals can help deliver the stability and predictability you need in order to lower costs and drive profits.
With creative concepts and an intuitive grasp on our clients’ goals, we design policies that help you strengthen your position in the present and protect you as you head into the future.
This following presentation defines Pricing Strategy; A Cost-Based Price Strategy, price set up by calculate production cost, promotion cost, and overhead cost, then adding the desired profit to those calculation. A Demand-Based Price Strategy, price set up after analyzing consumer desires and determines the range of prices acceptable to the target market. A Competition-Based Price Strategy, the marketer sets prices in accordance with competitors.
What is Pricing Strategy and what are the objectives and factors affecting the Pricing Strategy.
There are Certain types of Pricing Strategies as well. Each and every strategy has its own affect on the product and services offered by an organization.
Emotion Sells & Magnifies Lead ConversionsStatusbrew
The 45-minute webinar, where we’ll walk and talk through the topic - "How marketing that has emotions embedded magnifies sales and why?"
The real reason for consumers to buy products will amaze you.
What you'll learn:
- How Emotions play an important role in decision making?
- How can we magnify our lead conversions by using Emotional Intelligence?
Watch the complete webinar here - https://youtu.be/LZUnr7oQYPI
Design Thinking is human centered and collaborative approach to problem solving, using a design mindset to solve complex problem.
This presentation will give insights of following -
1) How to succeed in ecommerce industry?
2) Why design thinking is important?
3) What are component of design thinking?
4) Why ecommerce and retail industry need design thinking?
5) What are out of box thinking for solving human centered problems?.
PowerPoint presentation on sales process training session, where topics like buying and selling process, sales funnel, sales in different industries, SPANCO model, and buying motives have been covered
Software as a service pricing strategy - Perceived value, SaaS pricing, Value...Artur Trzop
A few ideas about pricing and how to charge for your product.
Would you like to learn more, check how I help people run tests faster and save time at https://knapsackpro.com
Startup Grind Cyprus - No B.S. Advertising - Up Your Skills in Advertising - ...Hessan Adnani
In today's world, everyone has an opinion when it comes to advertising a product/service. There is so much budget being wasted on the wrong advertising campaigns & usually, the reason is overcomplication. It's surprising how many marketers miss the fundamentals of advertising.
In this workshop, we will review these fundamentals and how you can directly apply them to your advertising campaigns. These fundamentals will save you a lot of $$$ and boost your ROI to the roof!
This workshop is free and will change the way you think as a marketer. Join us on the 20th of May 2021, at 7:00 PM to explore these systems.
Presented to the 2013 cohort of Velocity startup incubator, this presentation goes through the basics of branding and marketing for early-stage businesses looking to bootstrap their customer acquisition.
7 Tips For Getting Advertisers To Throw Money At YouAffiliate Summit
This presentation is from Affiliate Summit West 2018 (January 7 - January 9, 2018 in Las Vegas).
Session description: How do you become your advertiser’s one true love? How can you become so vital to their marketing mix that they will pay you whatever you want? This session will cover give you everything you need.
Un ghid despre cum stabilesti si fructifici relatiile cu clientul prin apeluri telefonice, stiinta din spatele sloganurilor si a marketingului netraditional
Find out the most interesting and curious facts about Brazil and its wonderful culture in this presentation. Dangerous animals, forbidden places, best places to visit, are just some of the topics covered. In the last part of the presentation you will also learn how make the authentic Brazilian caipirinha in a few simple steps.
A brief presentation about French Culture. You'll be able to discover fun facts, touristic destinations a lot more interresting stuff. You will also be able to play with a quiz.
Learn how to master social networks, especially Twitter, how to post efficiently to reach more and more potential customers by some advices and photos.
This presentation explains, demonstrates the importance of phoning and describes different ways of contacting customers. Learn how to perfectly call your consummers by this work made for Hieroglifs Translations.
Chiến lược lead generation B - B, chiến lược tìm kiếm nguồn nhân mối, cách xây dựng và duy trì hệ thống các công cụ tìm kiếm, những thủ thuật nên ứng dụng trong nghệ thuật tiếp thị nhằm thu hút khách hàng tiềm năng
Wozu dient eine Marke und was macht einen Markennamen erfolgreich? Eine kurze Einführung in die Wichtigkeit des Markennamens und wie man den richtigen für sein Unternehmen wählt!
Customer Success Management is all about pro-actively making sure your customers get value from their relationship with you. You need to do this to reduce your risk of churn and maximize your profits.
But how will you do it? How do you make sure your CSM efforts are successful? And how do you do it in a way that is cost effective?
In questa presentazione viene esposto il valore del brand, come determinare il suo successo e come controllarlo. E' inoltre presentato un'esempio pratico sul potere che il "nome" ha nella scelta di un consumatore.
Building team's social selling skills thanks to the use of LinkedIn.
This presentation highlights the fact that companies need to change the way they communicate with potential customers. Since the development of the internet, new ways of buying are increasing, therefore new buyers appear. So, the need to be active on the internet is indispensable.
As you know, customer is the key of every business. So that when we really understand what the customers need, what they really want, what they desire for behind what they tell us, we will find out the way how to treat them the best. Therefore, we would meet the customer's demand easier and the customer satisfaction would be increased, our reputation could be increased as well. In this presentation, we will mention about one of the most interesting topic of marketing nowadays: Unleash the voice of the customers. By this, we will point out a solution to understand the customer's data.
B2B today is very important if one business wants to make a commercial transaction with another. To do that is important to follow various steps that are here easily listed and explained. Search engine marketing and promotion, Web 2.0 promotion, how to create the right content, picking the best order for a particular media buy and others aspects are touched here.
Nowadays it is very important to maintain your SDRs motivated and happy, because, firstly, their role is very important for the success of a company, but, at the same time, their position is considered so repetitive. In this presentation we want to show you some strategies to help them to be delighted with their position for a longer period of time.
Let's enhance their satisfaction!
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
Best practices for project execution and deliveryCLIVE MINCHIN
A select set of project management best practices to keep your project on-track, on-cost and aligned to scope. Many firms have don't have the necessary skills, diligence, methods and oversight of their projects; this leads to slippage, higher costs and longer timeframes. Often firms have a history of projects that simply failed to move the needle. These best practices will help your firm avoid these pitfalls but they require fortitude to apply.
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdfthesiliconleaders
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
2. People make decisions emotionally
● Feeling
● Need
● Emotion
● Not on logical thought process
What is the emotional hot button here?
3. Emotions linked to the buying decision
● Greed. "If I make a decision now, I will be rewarded."
● Fear. "If I don't make a decision now, I'm toast."
● Altruism. "If I make a decision now, I will help others."
● Envy. "If I don't make a decision now, my competition will win."
● Pride. "If I make a decision now, I will look smart."
● Shame. "If I don't make a decision now, I will look stupid."
4. People justify decisions with facts
1. Product reaches the customer
2. He falls in love with it
3. The customer can’t bring himself to buy the product based on
emotions
4. So.. he reads the technical details to rationalize the purchase
6. People think in terms of people
In selling people should be featured through:
● Names
● Personal pronouns
● Quotes
● Testimonials
● Stories
● Photos of satisfied customers
7. People love to buy
● To discover new products and experiences
● People hate to be tricked
● Instead of selling - help them
8. People like to see it, hear it, touch it
● Some never buy online because of this
● Unless they have had a satisfactory buying experience
Is there some sensory experience that is missing from our sales
message?
10. Competitive pricing
● Assess how others charge
● What are their values and features
Setting prices near to competitor’s
● Customers won’t rule out for being too expensive
● Avoid the risk of starting a price war
11. Premium pricing
● Setting a slightly higher price
● Higher price suggests better quality
● Effective in a market with barriers or for small businesses
With higher unit costs, the company can focus on adding value to
product
12. Discount pricing strategy
● Lowering the price
● Efficient if offering a new service or product
● Sacrificing short-term profits
● As volumes grow - unit costs fall
● Discourages others from entering this market
Works particularly well with commodity products