Three Basic Reasons Why Prospects Buy In this article I will not be addressing why people buy essentials, such as food and medicine. People buy food because they need to eat. People buy medicine because they are ill. This article is more about the three basic reasons why people buy non-essentials, such as furniture or jewelry. The three basic reasons why prospects buy are: fear, recognition and self-actualization. Let’s begin with the definition of each of these three motivators as applied in the case of buying motives. Fear is the primary motivator in a purchase when the prospect is trying to ...
Have you ever noticed the “pitch men” on the television commercials? The next time you see one, do not dismiss the commercial. Pay close attention! If you listen carefully, you will likely hear some “great sales techniques.” For example, have you ever heard one of these “pitch men” saying something like this? “If you order two boxes of our “Super Suds” dishwasher detergent today we will give you a third box free.” Or perhaps you have heard something like this. “Call within the next 10 minutes and we will include ABSOLUTELY FREE our handy dandy, super absorbent, long lasting, specially imported, ...
I need some find fact finding questions? This is my first car salesmen job.
A member sent in this question. "If the product is right and the sales presentation is right, then there is no need to close the sale, right?" Please discuss.
What is a Good art of Handover, Customer walks in and explains to me and I have to handover to one of my sales guys.
Do you have any advice on how to craft a really dynamic "elevator speech"? I'm in a Business Networking International (BNI) group, and we have our 60-second "manager minute" that we do each week. How can I make it most impactful, keeping in mind I'm selling THROUGH, not TO the group?
Calling on utilities to sponsor training for first responders in their area. They like the training but will not commit to getting started.
Sometimes I get what I think is an objection in the middle of my presentation. Should I try to answer the objection then or is there a better way to handle that?
I have heard of feature/benefit selling. How exactly does that work?
Many years ago a business colleague, we shall call him John, was attending a training seminar featuring the greatest sales trainer of all time, Doug Edwards. During his training Doug Edwards taught what is known as “The Benjamin Franklin Close.” John was young, had some sales experience and had great potential. However, another characteristic of John at the time was his cockiness. At this point in the seminar, John raised his hand as if to ask Doug a question. When Doug recognized him, John said that the “Ben Franklin Close” did not work. Doug asked why he thought so. John ...
