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Thursday, December 18, 2014

Why People Buy?

 The number one question in sales, asked by every customer is, “What’s in it for me?”  We say that every customer is tuned into his or her own favourite radio station “WII-FM,”  What’s in it for me?
People buy for their reasons, not your reasons. In sales, this simply means that you must sell unto others in terms of what they want and need, before you start talking about what you want and need.  The failure to understand this simple point is the reason why most sales people either underachieve or fail in the field of selling.  They are so caught up in what they are selling that they forget to take the necessary time to find out what it is that the person they are talking to might be buying.
The two major motivators of human action have always been the desire for gain and the fear of loss.  People buy a product, service or an idea based on their anticipation that they will be better off by following your recommendation than they would be if they did nothing at all.  People may also fear that they will lose substantially more than what you are selling will cost them to preserve their current situation.
In every case, you are selling an opportunity to achieve, avoid or preserve something,  If you are selling an investment account or idea, you are selling the customers hope that he or she will be better off and even financially independent in the future.  If you are selling life insurance you are appealing to the fear that his family or business will be left destitute or ruined should an accident occur.  In either case, you are appealing to the desire for gain or the fear of loss.
The bottom line of successful selling, which I have studied and practiced for 10 years, is that customers want to know what your ideas will do for them rather than what it is.  Experienced sales people, of all kinds, talk in terms of how their idea will benefit the customer in his or her current situation.  Inexperienced sales people talk about the features and the characteristics of their product or service, as if these had some kind of motive power.
It’s important to understand that people buy for their reasons, not ours. Every buying decision is an attempt to be better off as a result of having made that decision. The individual who’s making a buying decision has three choices: He can buy from you, from someone else, or from no one.
All professional selling begins with need analysis. And you’re not in a position to sell until you understand what need of the prospect your product or service can satisfy that need. Your job is to get the person to the point where he is completely focused in how he will gain by using your product, rather than how much he might lose by committing himself to it.
All buying decisions are emotional. If we say we are going to do something for a logical reason, that means we gave more emotion invested in that reason than any other. Whenever a person says he would like to think about it, he is saying that you have not aroused his desire to own or enjoy the benefits of your product.

Tuesday, April 15, 2014

Top Strategies for an Effective Sales Meeting

Top Strategies for an Effective Sales Meeting

I have been involved in sales meeting for nearly a decade now and i know that too often sales meetings become boring lectures, repetitive messages and even thirty or forty minutes of pointing out failures and problems and about 90% of the time there is no appreciation, even if the team perform well the managers used to say that market growth is better than ours and we still are not performing unto the mark. Not a good way to start the day! I assure that unplanned sales meeting becomes punishment for those that have to attend.

For effective sales meeting, it is very important to deliver them on daily basis, its a constant reminder to the managers and the sales staff to keep with the momentum, monthly, weekly and bi-weekly meeting do not have great results. For sales meetings to be effective, they should be delivered daily at the same time so that the organisation can come to depend on a standard way of opening the day. 95% of all sales managers agree they should do daily sales meetings but then don’t because they lack fresh and compelling content and soon find the meetings to be a waste of time. Here are the Top strategies to help you have an effective sales meeting.

Top Strategies for an Effective Sales Meeting:

(1) Held on daily basis for 20 minutes (Not very long - Not very short).
(2) Discuss the purpose of the day.
(3) To motivate and inspired and remind of the successes and possibilities.
(4) Tell the team actual techniques to handle situations better (not general lectures)

Avoid overloading the team with information that’s just information. Discuss the techniques of the successful ones in the sales team and appreciate them, do not entirely focus on the new sales people. The meeting should be short, inspiring, positive and focused on SOLUTIONS!  (Short means under twenty minutes.). All the number one organisations (in their market) in the world train their troops on daily basis.

Wanted to have proven result oriented sales training solutions for your organisation. Call us at +92 42 35031717 or write to us

Friday, April 4, 2014

Is being broke your new normal?

Are you settling for less money in your account and less freedom? Be honest with yourself, earning less and having less than you deserve is a form of being broke.

The reality is too many people are making sense of not having enough. Most people are better at getting rid of money than getting money. I don’t want this to happen to you.
Living paycheck-to-paycheck has become even more common in this economy because most people are operating with bad information. Too many people earn too little and spend too much.
It is no wonder to me that people are having such a hard time. The media twists the public so hard that most people don’t know what to do, so they do nothing. Check this recent data out from The Wall Street Journal.
Consumer confidence jumped this March as people become more upbeat about future job prospects. The Conference Board Consumer Confidence Index rose to 82.3, up from 78.3 in February. More recently the index had dropped moderately in February after increases in January and December. This is the highest reading since January 2008.
The world was about to come to an end in 2008! This is supposed to suggest certainty but it’s a weak comparison, giving you a false sense of security and a green light to spend.
Kit Yarrow, a professor of marketing at Golden Gate University in San Francisco and author of a new book, Decoding the New Consumer Mind interviewed thousands of consumers about their retail habits and says, “Consumers are indicating that uncertainty is the new normal, and they’re demonstrating resilience.” She goes on to suggest that despite uncertainty people are willing to spend money.
This is a good sign for sellers, entrepreneurs and hustlers but very bad news for consumers. This will prove to be a terrible time for those that lack discipline with spending money and come up short on producing it.

Thursday, November 24, 2011

closing the sale

Selling a customer and closing the deal are two different arts. When you move into the closing phase, you're no longer building up the value proposition. One major problem when closing, is that salespeople wait until the very end to mention the price.
"Start by presenting price, in the first few minutes," 
"Tell them the price and spend the rest of the time explaining why it's priced that way." 
Then follow up to make sure your explanation justifies that price.

Sunday, May 29, 2011

Work Your Power Base

Everyone has a base of power in their life where things are familiar and known. Typically, it starts with one’s family and friends. Most everyone has a place where there’s some element of understanding, comprehension, safety, security and strength. The easiest sale you’ll ever make in your life is to those people that already know you, trust you and want to help you. Everyone has a power base or a fan club. Don’t ignore it, work it, use it and mine it like gold.

Wednesday, February 9, 2011

Focus on the Solution Instead of the Problems

The problems are the opportunities. Instead of shying away from problems, you should take the time to identify them, solve them, and learn from them for any similar future issues that may arise.The problems are the opportunities. Instead of shying away from problems, you should take the time to identify them, solve them, and learn from them for any similar future issues that may arise.

Wednesday, February 2, 2011


Here is a Key to Success! Just remember the word "FOLLOW"... You should know who to follow, what to follow and when to follow and the Success will be on its way...

The word "succeed" comes from the Latin succedere -- to go up or follow after.