In my previous post (Mind-control in Selling) I was talking about how selling is fundamentally a question of the influence of mind over mind, and how the formula for developing a mind control is very simple. It is a study of the five senses and the manner in which they influence the mind, and a constant effort to apply in practice what you have learned.
You have learned, in the early grades at school, that the five senses are sight, hearing, touch, smell, and taste. These five senses may be called the avenues to the mind. It is impossible for any sensation to reach the objective mind except through one of the five senses.
Having carried a bag and managed sales organizations before, we understand that there will be times when it may be necessary to attempt to close an opportunity before it’s really ready. The manager needs the sale in order to ‘keep the lights on’ or worse yet, the sales person needs the close to remain employed. In this case, the sales manager needs to discuss the situation with the sales person and explain to him/her why it is necessary to attempt to ‘accelerate’ the sales process.
How often do you lower the price of your product or service to close a deal?
Many times objections come up during the sales process and we are too quick to appease with a price reduction. Price can be a smoke screen and if we rush too quickly to solve for that we may not find out the real objection. Price is only one type of objection. Prospects will have objections about timing, features, service, shipping and a myriad of other things.
Everyone wants to attract affluent clients for their business – why not sell to those who have the money to spend? But not everyone knows how to gain these clients successfully. Moving from a general clientele to a wealthier client base requires a shift in your mindset, but it's a shift that can pay off tremendously for you and your business.
To that end, here are four basic techniques to appeal to affluent customers:
Look the Part and Be Confident
Before you approach affluent clients, you'll want to review all your marketing materials and website to ensure that they portray you and your business as a high-caliber enterprise. No business cards on cheap, flimsy paper. No cheesy clip art. Put your best foot forward so you'll look and feel confident.
That also means how you...Read more at http://www.soldlab.com/news/2011/6/21/4-techniques-to-attract-affluent-clients-to-read-more.html
Because, in the competitive sale, the prospective account has initiated an inquiry, your Influencer has a built-in reason to cooperate with your need for information. While they rarely volunteer details, they are almost always cooperative when asked for them. In fact, the opening situation – that they, by contacting you, have demonstrated interest in a discussion – provides you a gilded invitation to collect information for your initial meeting. This is a huge opportunity if it is handled properly. The key here, given that we have limited time on the phone, is to ask the right questions – in the right order – to learn as much as possible about the current state of the buyer.
Most formal RFPs provide a contact person for questions. Whether responding to an RFP or handling an incoming phone call, the request should be as follows: “to make the best use of your time, do you have a moment to answer a few questions for me?” Because of the pre-established interest of the account, the response you will get is, “sure, what would you like to know?” Once you get this response, follow this seven-question sequence to lay the foundation for your strategy.