Selling & Sales Information
Home      

Click here to get The Butterfly Marketing Manuscript

- Discover how I made $136,752 last year using a simple website! - Niche ebook marketing - Ebook package


 

We Have 1001 Great Software Products Available For You Here Now

 

Software Online Shopping

Sales Information

Everyones Favorite Topic - 3 Tips for How To


I believe that everyone understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales any other profession, we are all in the PEOPLE BUSINESS.   It?s been said that fully 85% of your success in life is directly related to your ability to effectively work with people.  So I wanted to pass on a little tip that will make all your dealings with clients or co-workers much more effective.

Selling with Purpose


Selling With Purpose

Selling Abilities - Part 1


Selling ?-abilities?:  Reliability

Selling -abilities : Part 2


In the last article I talked about different strategies for selling the ?reliability? aspect of your software or hardware.   I mentioned how most high tech salespeople love to talk about their ?-abilities?: Reliability, Upgradeability, Compatibility and Expandability.  In this article I want to discuss how to sell upgradeability.  When is the right time to sell upgradeability?  When do you mention the possibility of future upgrades?  How do you position future upgrades to software or hardware with a new or existing customer without selling yourself short?  How often should your company release upgrades?  These are all great questions when it comes to the art of selling upgrades.  Selling Upgradeability So how do you sell upgradeability?  Well, lets start with a basic question. What does the word upgradeability bring to mind when a salesperson mentions the word?  If you?re like myself, I think the product has room for improvement and in the future if I choose, I can upgrade to whatever new capabilities the software or hardware may offer.  Microsoft Windows epitomizes the model for selling upgradeability.   There are four ways to sell upgradeability: Strategy 1:  Ernest Dichter a famous advertisement executive made a statement that talked about how we as sales or marketers must use the techniques of motivational thinking to make people constructively discontent.  Dichter knew people would only buy a product when they are discontent with what they currently have.  The job of marketing and sales is to make ?people constructively discontent? with what they?re currently using.  A good example of this is our migration from the audiotape to the compact disc.  Marketers reminded us of that annoying ?hiss? sound with tapes and how time consuming it was to rewind or fast-forward to find our favorite song.  They went on to promise the delivery of full ?fidelity? with the compact disc along with the ease and convenience of finding your favorite song.  Consumers bought the argument and the age of the compact disc was heralded in.   When selling upgrades, are you making your customer ?constructively discontent?? Strategy 2:  When I hear upgrade in any sales pitch I immediately think of options.  The task of the salesman is to give the customer a ?vision? of what could be possible if they chose your product and decide later on to upgrade.  Upgradability indicates there are other features that can be purchased without having to absorb the cost for them all at once.  A customer likes to know that if they are satisfied with the products performance that they could upgrade at any time to something more sophisticated or advanced.  This piece meal approach is especially effective with customers who have limited budgets. Strategy 3: Upgradeability, especially second or third generation indicates to the customer that your company is continually improving on the product (i.e., responding to customer needs and investing in Research & Development).  This is key; many customers want to be reassured that the product has not ?peaked in performance? and that you will be improving the product over time.  Upgrades should be sold on average once a year.  To many upgrades a year can be seen as ?product fixes? or another way of extracting further sales from a customer leading to ?buyer resentment?. Strategy 4: A major mistake made by many salespeople is not taking the time to show or prove to the customer how using your product will increase sales and effectiveness thereby leading to quick return on the buyer?s Return On Investment (ROI).  Customers want to see hard numbers on how the solution you?re offering is going to positively affect the bottom line.  Too often salespeople will say things like, ?This is going to improve you productivity.?,  ?This will make your employees more effective in their jobs.? Or, ?This is going save your company a lot of money adding this upgrade.?  All these statements are qualitative, not quantitative; the latter can be proven, the former is just an assertion.  Customers want quantitative proof of how your upgrade is going to improve their profitability either by increasing sales or reducing their cost.  Highly trained salespeople go into a customer meeting armed with quantitative proof of how upgrading to the next product level will achieve their profitability goals. Upgrades are a great way to add an additional revenue stream to your company?s bottom line.  Again, think Microsoft.  Every year or so, a new version of Windows comes out and many of us technophiles rush out and buy it.  How can you create this type of excitement or anticipation with your company?s product upgrades?  Victor Gonzalez, All Rights Reserved 2004

Ten Quick Etiquette Tips for Business Lunches


Knowing what to do when meeting a prospective client forlunch, or going to lunch with the boss or colleague can beconfusing at times.  Here is a quick list of items toremember:

I Am A Habit


JOHN DI LEMME on "I Am A Habit"

Miracles are Your Responsibility!


John Di Lemme on "Miracles are your responsibility"

5+5 = Your Dream


JOHN DI LEMME ON "5 + 5 = Your Dream" I know your thinking...Okay John, 5+5 does not equal 5 so let me please explain. Let?s start with a question. How many times have you heard that you need to have a ?long term? goal and be focused for the entire length of that ?long term?? In this article, I am going to focus on a 5 year goal and explain how you will know if you are truly on track to achieve your 5 year goal in life. In the equation, the answer 5 is your five-year goal and the 5+5 is the underlying secret to attaining that goal.

Selling Commodities


"How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?"

Stuff We Make Up About Our Prospects


? Go through the ?no?s? to get to ?yes.?

Why People Use Long Sales Copy


Have you ever wondered why some people use long sales letter?

The Anatomy of a Sales Letter


When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought he had brought wonderful new life to the world. What he really did was create a monster. He took a bit from here and another piece from there and sewed it altogether. Then he was distressed to see how things turned out. Many marketers create their own monsters in the form of sales letters. They throw everything into them and then are distressed at the response.

7 Ways to Stop Selling & Start Building Relationships


Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.

7 Pitfalls of Using Email to Sell


* Are you sending e-mails to prospects instead of calling them?

Ten Top Tips for Terminating Telephone Terror


1. Make telephone callsFew things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold calling. Once you start making telephone calls and continue making telephone calls, it gets easier. You overcome fear by doing.

More Articles from Sales Information:
2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29



RTE.ie

Euro-Zone Retail Sales Slip in May
Wall Street Journal
LONDON -- Retail sales in the 16 countries that use the euro resumed their long decline in May, having risen in April. ...
Euro zone retail sales down 0.4 percent in May as consumers remain ...Los Angeles Times
Eurozone retail sales post fallBBC News
Euro zone May retail sales fall more than expectedguardian.co.uk
RTT News -RTE.ie -RTT News
all 348 news articles »


MiamiHerald.com

GM Bankruptcy Judge Ends Hearing, Will Weigh Automaker's Sale
Bloomberg
US Bankruptcy Judge Robert Gerber in New York ended a hearing on the proposed sale without indicating when he would make a ruling. ...
GM Bondholders Try To Block Firm's SaleWashington Post
Weekend Decision Is Possible in GM SaleNew York Times
BANKRUPTCY WEEK AHEAD:Judge Faces Deadline To Approve GM SaleWall Street Journal
Reuters -The Detroit News -Washington Post
all 1,408 news articles »


ABC News

Strong Sales Continue for Jackson Albums
New York Times
Billboard reported that more than 110000 copies of his albums were sold on Monday and Tuesday, the first two days of the sales week for music retailers. ...
Michael Jackson sales surge expected to last monthsReuters
Michael Jackson's record sales now exceed thoseFinanzas.com
Wanna boost your record sales? DieAsbury Park Press
Retail Week
all 6,518 news articles »


New Zealand Herald

Ford sales jump, rest of Canada auto sector slumps
Reuters
Overall auto sales in Canada fell by 13.2 percent in June to 138500 units, according to data from desrosiers Automotive Consultants Inc. It was the eighth ...
Ford Canada sales jump 25 percent in JuneThe Associated Press
Car Makers See End to Sales SlideWall Street Journal
Weak auto sales continue into JuneCNNMoney.com
Los Angeles Times -Reuters -CNNMoney.com
all 1,066 news articles »


PhysOrg.com

Volkswagen June Vehicle Sales Up 6% On Year - CEO
Wall Street Journal
XE) Chief Executive Martin Winterkorn said Friday that vehicle sales were up around 6% on the year in June, adding that the German automaker will launch its ...
Volkswagen June Sales Rise 6%, Second Monthly Gain, Chief SaysBloomberg
VW says June unit sales up 6 pctReuters

all 37 news articles »


Providence Business News

The Internet isn't tax-free
Los Angeles Times
California should require online sellers to collect sales taxes, not leave that job to the buyer. What if California had $1 billion sitting around, unused, ...
States Attempt to Cash In From Online SalesRedOrbit
States fire shots in Internet sales tax warCNN
Web retailers, states tussle over tax rulesThe Associated Press
InformationWeek -Wall Street Journal -VentureBeat
all 315 news articles »


France Hopes to Jump-Start Its Arms Sales With New Iraqi Government
Washington Post
PARIS, July 3 -- France, which was an important weapons supplier to Saddam Hussein, has set out to revive its once-flourishing arms sales and ...

and more »


TopNews United States

Slow Sales, Lower Prices: Manhattan Real Estate's Reality
Wall Street Journal
The latest round of market reports released Thursday show that Manhattan's residential sales remain depressed in the second quarter. ...
Manhattan apartment sales cut by 50% in past 3 monthsNew York Daily News
NY City apartment sales down over 50 percentReuters
Sharp Price Drops in Manhattan ApartmentsNew York Times
Bloomberg -Crain's New York Business -The Associated Press
all 185 news articles »


RTT News

Pharmacy sales hold up Walgreen, Rite-Aid in June
MarketWatch
At Walgreen Co. , June same-store sales -- those at outlets open at least a year -- rose 3.4%. But nonpharmacy sales fell 0.9% on a comparable basis, ...
Walgreen June Same-Store Sales Rise 3.4% On Extra WeekdayWall Street Journal
June sales rise at Walgreen, fall at Rite AidReuters
Rite Aid June sales drops 0.6 percentForbes
Bizjournals.com -MarketNewsVideo.com -Dividend.com
all 61 news articles »


Chicago Tribune

Not Everyone Agrees Internet Sales Should Be Tax Free
Wall Street Journal
It is very unfair that brick-and-mortar stores, like ours in Tennessee, have to charge sales tax to customers who shop in our store, but multibillion dollar ...
Amazon.com cuts off Rhode Island affiliates over sales tax issueBizjournals.com
REFILE-Amazon shuts Web associates as sales taxes loomReuters
State sales tax debate goes onlineWRAL.com
TheStreet.com -Wall Street Journal -Wall Street Journal
all 329 news articles »

Google News



Home Business Plan

Peel Away Ads Marketing And Advertising without Pop-Ups, Fly-Ins or Pop-Unders
home | article site map | custom google search | website articles menu | Privacy policy
Copyright © 2008 www.dovada.net.au