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Add You - How Questions Help us Focus on the Reasons Buyers Purchase
A home-based business is subject to many of the same laws and regulations affecting other businesses and you will be responsible for complying with them.There are some general areas to watch out for, but be sure to consult an attorney and your state department of labor to find out which laws and regulations will affect your business.Zoning.
How a Little Product Knowledge Can be Dangerous
If we sold nails to customers, we should learn everything there is to know about nails. Perhaps we would review product specifications and test our knowledge so we know all the inside information on nails. We mig
Cash register? Check. Employees? Check. Zip ties? Wait a second. Zip ties were not on the small business checklist. Until now. Many small business owners are already using zip ties to bundle cords and cables in their stores or home offices. But zip ties have a myriad of uses, offering convenience and affordability in the pursuit of the American dream.Dry Clea
One reason people fail in sales is a strong belief they must sell their product or service to everyone. I met someone who held this strong belief this weekend when he said “everyone is a potential customer”. This wasn’t the first time I’ve heard this. I worked in an industry where this belief was part of its culture. The sales strategy was to focus on presenting features and benefits.
During this era I spent countless hours learning how to demonstrate copier and fax systems, including memorizing sales scripts for each product. We held contests to test our presentation skills and our knowledge of the products and services we sold. This worked well and we sold plenty of equipment. The difference then, was that it was an emerging product line when everyone was a potential customer. This sales strategy doesn’t work well in mature markets.
How a Little Product Knowledge Can be Dangerous
If we sold nails to customers, we should learn everything there is to know about nails. Perhaps we would review product specifications and test our knowledge so we know all the inside information on nails. We migh
When buying something, you can buy in one of two markets. The first is buying on terms in the retail market and the second is buying in the wholesale cash market. This can be illustrated by referring to the biggest purchase we all make in our lifetime - Real Estate.In recent years, when you are buying a house it is easy to get financing of the first mortgage, so
During this era I spent countless hours learning how to demonstrate copier and fax systems, including memorizing sales scripts for each product. We held contests to test our presentation skills and our knowledge of the products and services we sold. This worked well and we sold plenty of equipment. The difference then, was that it was an emerging product line when everyone was a potential customer. This sales strategy doesn’t work well in mature markets.
How a Little Product Knowledge Can be Dangerous
If we sold nails to customers, we should learn everything there is to know about nails. Perhaps we would review product specifications and test our knowledge so we know all the inside information on nails. We mig
Every customer contact is a Moment of Truth that creates a Moment of Misery, a Moment of Mediocrity, or a Moment of WOW. In the Moment of Truth you can create customers for LIFE or you can initiate a slow and painful demise of your company one customer at a time.A Moment of Mediocrity is what most often occurs in business to customer interactions and this is where
During this era I spent countless hours learning how to demonstrate copier and fax systems, including memorizing sales scripts for each product. We held contests to test our presentation skills and our knowledge of the products and services we sold. This worked well and we sold plenty of equipment. The difference then, was that it was an emerging product line when everyone was a potential customer. This sales strategy doesn’t work well in mature markets.
How a Little Product Knowledge Can be Dangerous
If we sold nails to customers, we should learn everything there is to know about nails. Perhaps we would review product specifications and test our knowledge so we know all the inside information on nails. We mig
Whether you are cutting through cement, brick, or tile, you will need a high quality diamond saw blade to get the job done quickly. There are many different diamond saw blades and components to choose from. Each diamond saw blade and their components are made specifically to cut through certain harsh materials. Some are made to cut through stone and brick. Others are
How a Little Product Knowledge Can be Dangerous
If we sold nails to customers, we should learn everything there is to know about nails. Perhaps we would review product specifications and test our knowledge so we know all the inside information on nails. We mig
Neon signs have come a long way since their inception. Since neon was first used in signs, it has captured everyone’s imagination, and signs are ordered for business and personal use, custom made to meet one’s specific requirements.Many retail outlets invest in custom-made neon signs to let potential customers know what they do. These signs provide cost-effective
How a Little Product Knowledge Can be Dangerous
If we sold nails to customers, we should learn everything there is to know about nails. Perhaps we would review product specifications and test our knowledge so we know all the inside information on nails. We might have sales demonstration contests that teach us how to present the superior benefits and features of our nails and why they are better than the competition. These sales exercises and the focus on our product might be a hazard for some salespeople. This is particularly true if sales training focused only on the product and not the questions to ask.
Focus on the Reason and Application
Having strong product knowledge is important. However, product knowledge is not as important as learning the questions to ask. A sales person should learn the reasons for using the product too. A good sales person will learn the benefits and problems the product will resolve so they can use this information in questioning prospects about the application.
Remember the story about selling me a nail? If you asked why I needed a nail, you might learn that I want to hang a very special, heavy picture that weighs about twenty pounds. You might learn that the picture is a valuable family keepsake worth more to me than any object in my home. With that in mind, you would realize that a nail won’t do the job. Your q
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