Don’t Sink As Low As Your Competition
• My 40-plus years of experience in face-to-face selling and marketing. Most of my competition just reads someone else’s books and repeats the anecdotes.
• Total audience-involved presentation
• Fun and entertaining programs
• Customized for the clients needs
• Thorough follow-up
People buy higher-priced products and services when you sell higher-priced products and services. Don’t just offer those products and services, but aggressively sell them. If your customers only buy the lowest-priced products, there would only be a few exiting businesses, mainly the big-box discounters. But look around, there are lots of businesses that don’t cut price and don’t give their products and services away. The big difference is that these businesses have sales professionals, not clerks. Remember from past columns that clerks are people who show products and wait for the customer to say, “I’ll take it.” The clerk then takes the money and bags the products.
Sales professionals, on the other hand, sell the value of the benefits of the products, their business and themselves. They establish and build relationships. Sales professionals ask for the sale and get the customer involved in the sales. They give the customer the feeling of control by giving them choices of products and services.