Greetings!
Happy Tuesday!
Thanksgiving and Black Friday and Cyber Monday - Oh My!! What a week it has been! Did you survive it? Are you awake yet from your tryptophan coma!? Are you ready to finish the year strong and prosperous?
I know that you are, so this week's article is a culmination of a few recent articles and reveals the importance, benefits and profitability of selling based on VALUE rather than PRICE. Read it, apply it and reap the rewards!
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3 Tips for Value-Based Selling
Selling Value Rather Than Price
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This week we are going to pull together a
few articles from previous weeks to provide some valuable tips on increasing your sales
without compromising your profits by selling your value rather than your price -
especially a discounted price.
When it comes to sales, one of the biggest
challenges business owners and sales reps deal with is selling to
price-oriented customers. These customers look at purchasing products and
services through green colored glasses and are always looking for the discount.
If handled correctly, this isn't necessarily a bad thing!
As price conscious as these customers are,
they typically also have a sense of value for the dollar they spend, or
the dime that they actually want to spend. This gives you a great opportunity
to earn their business - their long-term, loyal business - with a profit,
rather than turn a quick sale with a slim margin and move on to the next one.
Let's take a look at a few tips that will get you there:
Click here for 3 tips (plus a bonus) to increasing sales based on value...
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All Aboard the Toys For Tots Train!!
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The mission of the U.S. Marine Corps Reserve Toys for Tots Program is
to collect new, unwrapped toys during October, November and December
each year, and distribute those toys as Christmas gifts to needy
children in the community in which the campaign is conducted.
Selling U applauds and supports this mission and invites you to as well. Whether it is a donation of cash, time or a toy, your generosity is appreciated and very much needed.
For more information about Toys For Tots and how you can help, please visit www.toysfortots.org or if you are in the central Michigan area, visit www.cmatft.org.
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$100 OFF Group Sales Training Event
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DECEMBER SPECIAL
Do you have a company or organization that you need to provide sales training for? Book Selling U for your event and receive $100 off the standard training fee.
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Offer Expires: December 31, 2009 ~ No Cash Value ~ Coupon Code: TRAIN100
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Reader's Response
Feedback on a past Featured Article
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A couple weeks ago the Feature Article covered the topic of transparency in sales. One of our readers, Angela Issac from WCZY/WMMI in Mt. Pleasant, MI, who helps businesses expand their presence through radio advertising, wrote in with her perspective and says that you are rarely ever going to "sell anyone on the first call." Here is how she uses transparency to earn her customer's confidence, trust and business.
"When I begin calling on a client, I always ask for the
person in charge of marketing and tell them I would like to schedule about 20
minutes of their time to talk about how I might help them market their
business. When I get that first
appointment, I present the stations, and during that time I begin to start
building rapport. As you outlined,
building rapport is SO important.
If you are confident in your product and can speak
fluently about it, any air of arrogance melts away, and with the rapport
building it just makes for a good sales call.
I look for clues in things they might say, or even what might be on the
pen they are writing with, items around their shop or office, etc. to ask
questions or share a little about myself or tie in the stations. Its so much easier to buy from someone you
feel comfortable with and trust. It
breaks the ice.
At the end of the
appointment I ask when I can stop back - then get down into the meat and bones of
what their needs are and really start analyzing their marketing and maybe come
back with a spec spot, or at least ideas to show them that I am interested in
helping them grow their business. Thanks!"
Great use of transparency, Angela! Your customer knows that you are there for a sales reason, but also knows that you aren't just there for the sale; that you have their needs, interests and success as your primary concern. Thank you for sharing and Way to "Go Get 'Em!!"
Do you have a comment or some added insight on this week's Featured Article that you 'd like to share? If so, drop it to us in an email to workinghard@helpingusellu.com (If you'd like to remain anonymous, please indicate that in your response)
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Wrapping Up
Well, I hope you picked up a few good ideas today and I look forward to being with you again next week. In the meantime, if you have a burning question, shoot me an e-mail and I'll shoot you a reply. Also, why not forward this newsletter to a few friends that may also like what you've read.
Helping You Sell You,
Scott Gillespie
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Copyright (C) 2009 Selling U, LLC - All rights reserved.
Would you like to reproduce this document?
Please call us at 989.546.7355 for written permission by Scott Gillespie before doing so.
However, go ahead and forward this to as many people as you want!
Selling U, LLC ~ 9825 E. Broomfield Rd. ~ Mt. Pleasant, MI 48858
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Mt. Pleasant Monthly Magazine
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events of the central Michigan area"
Click the magazine cover above to visit the
Mt. Pleasant Monthly website
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