Business, Money, and Trading Blog

Let’s say that your business involves you selling home-made soaps. Because your product is unique and all of your scented, bubbly delights are lovingly created, they’re considerably more expensive than traditional off-the-shelf soaps.

Limiting yourself to one price range can lead to problems and you could find, as many gift shops do, that your shop is full of `Sunday browsers’ oohing and cooing over everything, but buying nothing. The problem here is often that the prices are just out of reach of the average impulse purchaser. Read the rest of this entry »

Another powerful closing technique is to use is what’s often referred to as the alternative closing method’.

The idea here is that rather than offer your customer the choice between buying and not buying, you include an alternative. So the decision is now what to buy, as opposed to will I buy? Read the rest of this entry »

You can use the assumptive closing technique for any business. All you have to do is work out some appropriate questions and introduce them into your discussions at appropriate intervals.

Try and avoid using sentences like: `If we’re lucky enough to get your order, or, If we can agree a price, and so on. Sentences like these create doubt. They are based on its and also give the impression that your price is in some way negotiable. Read the rest of this entry »

My second favorite method is to simply assume your customer is going to buy from you. The secret to using this method is to start planting the seeds of success right from the beginning.

When I meet a prospective client for my landscape gardening business, I always include lines like this somewhere during the meeting:

`When we come and do your garden would it be all right if we parked on your driveway?’ Read the rest of this entry »

The technique of turning a buyer’s interest into a sale is known as closing a sale.

Depending on which book you read you will find a bewildering choice of techniques to choose from. However, I believe you only need to concentrate on three. We’ve already covered the most important one. Read the rest of this entry »

It’s also something that takes a bit of getting used to because most of us find silences uncomfortable. Therefore rather than wait until you’re at that crucial moment where everything depends on your staying quiet long enough to win the sale, start practicing now.

A good way to do this is to start using the silent technique next time you’re buying something. You’ll be amazed at how quickly prices come down when you simply say nothing. Read the rest of this entry »