Digg it UP - Business

Resume Writing for Men: Resume Writing Techniques to Crush the Competition
I have been a professional resume writer for several years now. In my experience, men have the most problems articulating ideas on paper.So, if you need to write your resume, read this article before you try to get your wife or sister to do it for you. It’s not hard, and I have broken it down into simple steps for you to follow.Define your job target.This is the most important step. If you just want “any job,” this is not a

ncluded spring back frames. She could have mentioned the cost included anti-glare coating and that it also includes a 30-day guarantee. She could have mentioned anything that gave me reason to see the value of the investment I was making in quality eyewear.

Getting Your Prospects' Attention: Create A Character!
When you are marketing and selling a product or service, it's key that you understand who you are talking to.Who is your ideal customer?Who has a problem that you, your product or service can solve?Who would be most interested in your product or service?Who is most likely to buy your product or service?Once you identify who the best customer or ideal client is for your product or service, write a description of that per

This article isn't about what you think! When I refer to the blinking salesperson, I am referring to a salesperson that blinks at the first perceived inquiry on price. It happened to me the other day while I was buying some new eyeglasses. I had lost my prescription glasses and needed a replacement. In my situation, a replacement was needed because things were a little blurry using an old pair of eyeglasses. After picking out a pair of frames and the eye exam, it was now time to visit with the salesperson.

We were seated across from each other. The salesperson then began going over the cost and told me what the investment was. I casually mentioned how expensive I thought they were. I took some time at the desk and just waited for a pregnant minute as I thought about lunch. Yes, lunch. I also made a long humming sound, raised my eyebrows and took some deep breaths. I was really thinking about was where to go for lunch after picking out glasses.

The salesperson apparently couldn't stand the situation and blinked by lowering my price an additional 20 percent. I then took a few more deep breaths and added some more uncomfortable time by just sitting there. I leaned back in my chair and looked up at the ceiling for a few moments. When I looked back at the salesperson, she blinked again and took another 20 percent off the charge for the eye exam.

The interesting thing is that all this happened while I was thinking about what I was going to have for lunch. I was perfectly content with the initial price given me. I just took some time at the counter thinking about whether it would be a sub sandwich or a hamburger. In this case, a few moans and looking at the ceiling provided savings enough for a free lunch. Maybe, if I had moaned more, I could have saved enough for dinner.

Value Added Selling The eyeglass salesperson could have taken me down a different path but elected to reduce my price. Remember, I had only mentioned that I thought the price was high. It was almost two years since I bought my last pair and I didn't have any idea what I paid last time. The salesperson would have been better off to explain the value of the investment, which included spring back frames. She could have mentioned the cost included anti-glare coating and that it also includes a 30-day guarantee. She could have mentioned anything that gave me reason to see the value of the investment I was making in quality eyewear.

Selling Skills: Listening Enough To Sell
Sales people will occasionally make the mistake of assuming that the responsibility for the conversation with the prospect or customer rests solely with them and so they therefore become very uncomfortable with silences or pauses in the discussion. Still other sales people are fearful to stop talking because they worry that in the absence of their continuous chatter, the prospect will do one of three things:1. Ask a question they are unprepared to answer

ther. The salesperson then began going over the cost and told me what the investment was. I casually mentioned how expensive I thought they were. I took some time at the desk and just waited for a pregnant minute as I thought about lunch. Yes, lunch. I also made a long humming sound, raised my eyebrows and took some deep breaths. I was really thinking about was where to go for lunch after picking out glasses.

Vonage Commercials; Case Study
Perhaps you have seen the Vonage commercials on TV, as they are very entertaining and fun to watch. They are similar to Americas Funniest Home Videos. The tagline is always the same; Stupid Things People Do.And of course they are making a correlation to the price people pay on their phone bill instead of switching to Vonage, which is only $39.95 per month. The Vonage commercials make an excellent case study and have won many advertising awards in the adv

more deep breaths and added some more uncomfortable time by just sitting there. I leaned back in my chair and looked up at the ceiling for a few moments. When I looked back at the salesperson, she blinked again and took another 20 percent off the charge for the eye exam.

Why It's Easier To Win New Clients Today
When I opened the door of my first business 25 years ago it was much harder to win new clients than it is today.One reason was that people were much less inclined to change in those days. Loyalty was a factor, but it wasn’t that strong.I think that people are generally resistant to change because they don’t want the hassle of having to learn new systems or getting to know new people and their ways.Today the pace of change is much greater in

this case, a few moans and looking at the ceiling provided savings enough for a free lunch. Maybe, if I had moaned more, I could have saved enough for dinner.

Reasons Why People Usually Don't Buy Again
There are many psychological reasons why people will buy from the first time and why they do not buy from you again. There are books on many of these reasons. Many of these reasons are totally out of your control.But what about the ones that you are in control of?What about the legit reasons that you or your staff cause?Here are the ten top reasons why people do not buy a second time around.1. Follow up after the sale was poor per

Questioning Price Usually, when someone is questioning price it is just a question. Nothing more and nothing less, it is just a question. The important thing is not to blink in a quick response. You may need to remind the person about the values of doing business with you. It might be an opportunity to add value by suggesting additional benefits. It is a good idea to reinforce the quality of the service or product you will provide. It might be an opportunity to mention the time frame of delivery.

An example might be - As I recall, you need this product in the hands of your customers by the 20th. By authorizing this now, we can ensure your order piece will be delivered on time. Professional salespeople use these price questions to reinforce the quality and service of their organization. It is not a time to wiggle and choke. We must listen to the question and then treat it as a question that simply states, "I'm not sure I fully understand the value of your product or service. Can you explain to me what you're doing to command this price?" As a rule, once you explain the value of your service and product, the question is satisfied. The moral of the story is - it’s fine to moan and groan, it might just earn you a free lunch.

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggitup.net/article/37325/diggitup-The-Blinking-Salesperson.html">The Blinking Salesperson</a>

BB link (for phorums):
[url=http://www.diggitup.net/article/37325/diggitup-The-Blinking-Salesperson.html]The Blinking Salesperson[/url]

Why is Trader Joes such a successful alternative super market? If you look at their marketing plan, you might say it blows chunks and is not very good at all? In fact if you read all the marketing books by so-called marketing experts

During times of disaster it's important to recognize that there are just as many heroes behind the scenes as there are in the media spotlight. Consider how all the relief efforts would be progressing without a simple common element: packaging. Whether it's bottled water or MRE's (meals ready to eat), it is the packaging that make rescue/relief efforts this achievable.

You as a professional sales person can and must do what's necessary to avoid becoming redundant.

Tags

Links

Digg it UP - The Blinking Salesperson

Related Articles: