A Strategy I Learned From A Commercial You Can Use To Increase Sales

How can an engagement ring commercial help you increase sales?  You’ve all seen those commercials where the man breaks out the beautiful engagement ring.  He always seems to pick just the right moment to surprise her when she least expects it.  He asks the question; “Will you marry me?’ and she says “yes” and everyone lives happily ever after.  I will share with you what I learned from an engagement ring commercial that will help you increase your sales.

Is it Too Soon to “Pop The Question?”

The engagement ring commercials don’t go into details of the relationship between the two people because it is just a commercial.  Do you think that the two people in the commercial are on their first date?  Of course not!  That would be crazy!  Why?  It would be crazy because they would barely know each other.  There would not be a enough time to know if they would be a good match as husband and wife.  It would be rushing into things.  We assume that the couple in the commercial have been dating for a while.  It would be reasonable to “pop the question” after dating for a while, not on the first date.

Did you know people selling their products and services ask their prospect to marry them (buy their product) on the first date (contact) all the time?  They go into all the generic reasons they prospect should buy their product without even finding out what the prospect really wants.  One way to stop your chance to increase sales is to try to sell your prospect too quickly.  There is a process to increasing your sales.  That process begins with generating a lead.

The purpose of your first contact with a prospect is to find out if they are interested in learning more about solving a problem they have.  That is all.  It is not the time to try to get them to buy your product or service if you want to increase sales.  All you are trying to do with the first contact is to generate a lead.  A lead is someone that sees they have a problem and is interested in finding out more about how to solve that problem.

Increase Sales by NOT Trying to Close The Sale Too Soon

Just like the engagement ring commercial only shows you “the close” portion of a relationship where a “buying” decision is made, there are a lot more steps that we don’t see that lead up to a sale.  The next step after you generate a lead is to set an appointment with the lead.  If you want to increase sales you must take the time to go through each step of the process.  Don’t be the crazy sales person that tries to close the sale too fast and scares your lead away.

 BONUS – Watch your FREE increase sales video HERE the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Increase Sales: Does Your Client Want Best Quality or Best Price?

Your focus is to increase sales in your business.  Should you improve the quality of your product or service to make it the best?  Should you be more competitive and give your prospects the lowest possible price?  You can try to do both but at some point you have to choose.  Which would you choose?  If you need to increase sales now it may seem to make sense to lower your price to close the sale today.

Your prospect may talk about price a lot.  They might even ask you “how much is it?” in the beginning of your presentation or before you even set an appointment with them.  You hear a lot more about price on advertising and marketing than you will ever hear about quality products or services.  They don’t talk about quality but what your prospects REALLY want is the best quality products to solve the problem they have.

Is A “Great Deal” Always Great?

One of my mentors used to tell a personal story to answer this….

My mentor and his wife at one time were looking for a phone system for his business.  His wife found a used phone system and it was only 300 dollars which was a great deal for a 12 line phone system. My mentor asked his wife to make sure that the phone system had digital voicemail and other features.  His wife called him and said that the phone system was in great shape and asked him if he wanted to buy it.  He asked her if it had digital voicemail and the other features he wanted.  His wife ignored him and said “It’s 300 dollars, if we don’t buy it somebody else will.  Do you want me to buy it or not?” They bought it and it didn’t have digital voicemail or any of the other features he wanted so it was useless to them. In fact, last I heard the phone system is still sitting in his garage years later.

It was a “great deal” at 300 dollars but it’s always better to pay a little bit more to get a quality product that solves the problem than it is to get a “great deal” that doesn’t solve your problem.  You just have to spend more money to solve the problem another way.  The truth is that your prospect wants their problem solved.  Nothing wastes more time and money than low-quality products that don’t solve your prospects problem.

It’s Only Possible to Increase Sales With Quality Products & Services

If you want to increase sales you must sell a quality product or service.  If you are not selling a quality product then you must find a quality product to sell as soon as possible.  Increasing your sales long term is not going to be possible with a poor quality product or service.  Once you have found a quality product or service to sell, you can increase sales by selling both best quality AND the best price.  The price of a quality product is ALWAYS lower in the long run.

BONUS – Click HERE to watch a FREE Video on the “The Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Sales Presentation Tips: How to Use Stories to Close the Sale

In the last article on sales presentation tips HERE I talked about how to write success stories that sell.  I hope you have saved your sales presentation stories in your computer.  Now we will consider how to use success stories in your sales conversation to make your presentation more likely to close the sale.

Use Success Stories That Are Similar to Your Prospect

Use at least 2 or 3 success stories in every sales presentation you do.  There are no exceptions to this.  Use a success story similar to your prospect.  If they are a 60 year old man, try to have a story about a 60 year old man.  If they are a 24 year old woman, try to have a story of a similar person. This increases your chances of your prospect seeing themselves as successful as the person in the story. When your prospect sees themselves enjoying the benefits of your product or service, that leads to the prospect wanting to buy.    It is not always possible to have a success story similar to your prospect.  If you don’t have a story of someone similar, just use what stories you have.  Any success story is better than no success story in your presentation.

Where Should You Use Success Stories in Your Sales Presentation?

This is a great question.    Tell your prospect your success stories right before you start your close.  We will cover the sales process I’m talking about in another article.

What if You Don’t Have Any Success Stories?

What if you just started and don’t have any success stories?  That is fine.   You can borrow success stories.  Start with success stories your company has or your success story if you have had success.  Have you worked with people in the past to get results in the same area?  If so, go and ask them how you have helped them and you can turn those into stories.  If you go to my testimonial page on this blog you will see examples of this.

Sales is a profession you can make the same income that a doctor or an attorney can make.  You can even make that income without the student loans.  In order to make that income for your family you will have to treat your sales career with the same level of care that a doctor or an attorney would.  The only way you will accomplish this is if you take your career seriously.  Invest the time today to put these ideas into action.  If you do, you will help more people solve their problems and live the lifestyle you really want.

SPECIAL BONUS – Claim your FREE “Instant Sales Master Blueprint” video by clicking HERE

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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