How to sell when limited by ethics

Limited by ethics or not, whichever tactic the seller deploys requires that he insert himself in the buyer’s business.  To begin with, looking at marketing purely as giveaways or advertising is limiting, even idle. Usually, sellers compete on one or a combination of what are called marketing P’s. That is, product quantity or quality, price…

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Firmly tie discounts to payment duration

You cannot pay school fees or buy food with a signed contract. In any case, a sale is considered closed when cash is received. Before agreeing to that discount, find out how long the payment will take. Duration as a bargaining chip is elusive to most sellers, and the consequences can be frustrating; some even…

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To win lay buyers, start by pitching value of product

To the lay person, the trick is to reverse the pitch starting with value then benefit, and unless the feature is easily understood, ignoring it completely. The eyes you are reading this through have an ancillary body and muscle, anterior chamber filled with aqueous humour, cornea, vitreous body, macula, iris and retina. Unless you are…

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Negotiating across the 7Ps helps buyer see value

Sellers who focus negotiating to price only, limit themselves and lose the opportunity to show value-especially with new business. “Give us a discount. We are giving you 500 salespeople to train.” Contrary to popular belief, this is not an open and shut case of obvious discount from bulk business. Instead, it’s an opportunity to negotiate….

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Plan to convert complaints from client into sales

Don’t just cower and hope for the best-see this as an opportunity to make a sale Covert a bad customer experience into a sale by going beyond accepting responsibility and offering potential sales alternatives. This is especially relevant to office based customer facing staff. A fire-breathing customer, incensed by how he has been mishandled, is…

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Effectively Handling Objections Moves You From Average To Stellar Seller

Instead of telling your buyer that he’s wrong, help him come to a different conclusion of his own accord. What separates a stellar seller from an average one is the number and quality of responses they have to the objections commonly raised by buyers. Objections are statements made by buyers as a way to say,…

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Product And Price Are Only Two Of Seven P’s You Can Use To Close The Sale Faster

You were lied to. The 7Ps of marketing, aren’t. They are also the 7Ps of finance, of administration of human resources, of ICT, of operations, and even, of sales. They are the 7Ps of business. As a reminder they are product, price, place (distribution), promotion (marketing), physical evidence, process (how the business operates) and people…

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How To Overcome ‘Opposing’ Company Procedures And Still Close

Company processes and procedure are intended to protect, not suffocate, the company. In their stead an acceptable form of assurance will see the sale through When the client request goes against the company’s processes and policies, the average salesperson, sadly, acquiesces to fate. He loses the sale, reasoning, “It’s against procedure.” Processes and policy are…

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How to handle the price objection without compromising the sale

“Price is objective; value is subjective. Success in selling lays in marrying the two” How much? Crunch time in selling and sheer agony for many sellers. Is there a perfect way to deal with this objection? Unless you’re the sole vendor of the must have product (electricity, for instance), no there isn’t. Price can manifest…

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Think like a business owner for success in sales, and excel

One of the challenges many salespeople face is the ability to think like a businessman. This happens because their buyers are businessmen and they are employees. One of the challenges many salespeople face is the ability to think like a businessman. In most instances they get by without having to but in some they struggle when…

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