Business, Money, and Trading Blog

As we’ve seen, objections are really buying signals because the buyer is really asking questions that, if answered favorably, will mean they can buy whatever is being sold.

Certain types of objections, if handled the right way, can be turned into immediate sales. In a few moments we’ll look at different ways of closing a sale. Often objections offer the easiest way of closing a sale so that everyone is happy; what’s often referred to as win-win situation. Read the rest of this entry »

If you’re to successfully overcome customer objections you must understand that they’re actually not objections at all. They are buying questions, or buying signals.

Imagine for a moment someone is planning a holiday to some far-flung exotic destination. Somewhere they have never been before. They know roughly the area where they want to go to because friends went there some time ago and said they really enjoyed it. Read the rest of this entry »

The most notable difference between giving something away and selling it, is objections.

If you’ve already set up your business and you find you’re not at least on occasions getting objections from potential customers then it probably means you’re giving it away! Because customer objections are a natural part of the buying process, not the selling process. Read the rest of this entry »

Quality

What makes your goods and services better than anyone else’s?

It’s not enough to simply say the word `quality’. Your USP needs to paint a picture. Bed manufacturers are a good example of this. We all know that the difference between a good and bad night’s sleep can be the quality of the bed, so a cheap bed may mean a bad night’s sleep. Buyers will therefore spend more on a bed that  promises restful sleep.

Again it’s not enough simply to promise a restful night’s sleep, as most of the beds in the shop will be claiming the same thing. The unique selling point will often be to highlight how many springs or layers this bed has over its competitors. Read the rest of this entry »

Ideally you should give your customers as many reasons as you possibly can for buying from you, although often this isn’t possible. But the bottom line still remains – if you don’t give a good enough reason, people will buy elsewhere.

I want you to think about something you need to buy. This could be anything    an essential item, luxury treat or something you buy everyday like a newspaper or carton of milk.

Now on a blank piece of paper write down the item you’ve just thought of and draw a big circle around it.

Immediately underneath your circled item write down where you intend to buy this item and draw a circle around it. Don’t give this too much thought; just write down where you’d first go to buy it.

Done? Read the rest of this entry »