Some salespeople have a tendency to think that giving a discount is the easiest, quickest way to make a sale. Of course, they may be right, but what about the profit they’re giving away? If a product has a profit margin of 30% and salespeople give a 10% discount to...
So often we don’t utilise one of the most persuasive selling components in our marketing materials – the words of our own clients. Many creative people have wonderful testimonials from clients, but never use them for fear that they are “bragging” or that it is “too...
It is no secret that “Word of Mouth”, or referral business, is one of the most effective ways to bring in new clients while simultaneously strengthening relationships with your existing customer base. But even though it is extremely powerful and virtually free (or at...
In a recent conference call, one of the delegates on the call described a scenario where a prospective client kept on asking the question: “ If I buy your product, what am I buying?” Often times, our response to this type of question is that the customer is just being...
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