tag:blogger.com,1999:blog-90549060377556152132024-02-08T10:15:35.848-08:00Selling For SuccessRusshttp://www.blogger.com/profile/13220301546932395035noreply@blogger.comBlogger3125tag:blogger.com,1999:blog-9054906037755615213.post-17411619777309485452012-03-16T14:40:00.003-07:002012-03-16T14:41:10.164-07:00Confidence and Value<br />
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It’s been a little while since I’ve been able to get a post
out to you all, so firstly, thanks for your patience.</div>
<div class="MsoNormal">
I’d like to talk today about confidence, not the confidence
to stand up and talk, or to ask for the sale, but the confidence to charge the
fees that you want, and deserve. In many industries, profit is made from the
mark up of goods over their production costs, with the expectation that enough
will be sold to cover overheads. </div>
<div class="MsoNormal">
What if You are the product? Or your skill? Take photography
for instance. A good wedding photographer can easily charge more than a couple
of grand- A good camera, lenses and accessories easily cost a tidy sum, but over
their lifetime can make each shot cost only pennies to take, and today’s online
printing labs mean that they only cost pennies to print too. But when you hire
a photographer for a wedding, you don’t end up paying pennies for your album.
This is where skill can potentially increase the cost of the final product over
a hundred fold. I say potentially, because the actual cost of printing is
technically very low. This is where confidence comes into play.</div>
<div class="MsoNormal">
Or perhaps it’s as good to say, this is where a lack of
confidence comes into play, reducing the amount you can charge. Not necessarily
because your client thinks that you are ripping them off, or it’s not worth it-
but because you think you are! If you believe that you couldn’t charge more
than a few pounds for every photo because you believe that it’s a fair mark up
on the cost of printing and your time taking them, then you’re losing out! </div>
<div class="MsoNormal">
Products like photo’s, and hundreds, if not thousands of
others, transcend the usual way of costing products. In this example, photographs
are emotional, they are the lasting memory of a special event, looked after
they are that lifetime reminder of the things that important, and the people
that really matter to us. These kinds of products are almost priceless, and it
becomes competition between photographers that brings prices down. </div>
<div class="MsoNormal">
If you have the confidence to move from the cost of the
product, to the value of the product, they you can charge as much as you
believe is right, if you feel you are better than the rest of your competition,
then charge more. If your product is more pleasing, technically better, and
your service is impeccable, then you are fully justified in charging the extra,
studies have shown that people are happy to pay anywhere between 5% and 25% MORE
for a better service, that extra is fully justified in being your extra!</div>
<div class="MsoNormal">
It’s a very similar situation for say a web designer
creating a website for a business. The
value that a business website can create, far outweigh the development time and
costs. Charging for the value created, and the profit and money your client
will make, means its a win win situation for all involved. </div>
<div class="MsoNormal">
Have that confidence to charge, whatever you feel is worth
the value you have created, and success will be yours!</div>
<div class="MsoNormal">
<br /></div>Russhttp://www.blogger.com/profile/13220301546932395035noreply@blogger.com0tag:blogger.com,1999:blog-9054906037755615213.post-49607977056871143682012-02-17T13:43:00.000-08:002012-02-17T13:43:23.801-08:00Conversations- make the most of your opportunities<!--[if gte mso 9]><xml>
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<span style="font-size: 12pt;">How you
speak to your customers, clients, co-workers, or prospective employers- whether
in person, over the phone, or even in an email, is of critical importance.
Whatever you are trying to accomplish, there will be some form of conversation.</span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;">
</span><div class="MsoNormal" style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif; line-height: normal;">
<br /></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;">
</span><div class="MsoNormal" style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif; line-height: normal;">
<span style="font-size: 12pt;">Quite likely,
you will already have had some success in achieving your goals, even more
likely there have been those moments when you have not made your point, or the
sale has fallen through. Of course, you're not alone there, but there are
plenty of steps we can take to make our conversations more
successful. </span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;">
</span><div class="MsoNormal" style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif; line-height: normal;">
<br /></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;">
</span><div class="MsoNormal" style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif; line-height: normal;">
<span style="font-size: 12pt;">I'm going
to go through some of these with you, the more of these you use, the more
successful you will become. Should there be something you disagree with, choose
not to use it, anything that doesn't sit well, will impact your confidence, and
lower your success rate!</span></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;">
</span><div class="MsoNormal" style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif; line-height: normal;">
<br /></div>
<span style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;">
</span><ul style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;" type="disc">
<li class="MsoNormal" style="line-height: normal; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 36.0pt;"><span style="font-size: 12pt;">Take control of the
conversation- this doesn't mean being rude or shouting. With practise it
becomes easier and easier. Don't ask closed questions that could destroy a
pitch before you've even started e.g. - "Can I check this for
you?" rather "Let me check that for you" or "Can I
tell why I'm here?" instead "Let me tell why I'm here".
It's a subtle change that gently removes the option to dismiss your
proposal. It guarantees you're able to talk about almost anything you
like, want or need.</span></li>
<li class="MsoNormal" style="line-height: normal; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 36.0pt;"><span style="font-size: 12pt;">Discover what the problem is
you are trying to provide a solution for. The more you know about the
issues, the more you are in a position to understand the complexities that
might crop up and bring about an objection, the less objections you have
to overcome, the more likely you are to succeed.</span></li>
<li class="MsoNormal" style="line-height: normal; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 36.0pt;"><span style="font-size: 12pt;">Ask open-ended questions -
Giving the option to close down the conversation before you've had any
impact or a chance to make your pitch or point, gives you a good chance of
losing straight away. Think about phrasing questions beginning with Who,
What, Where and How instead of Do, Will and Is. Open questions are all
about discovery, and reveal far more information than closed questions.
For example, "Does your business use the internet?” can be answered
with a simple yes or no. Changing this to "How does your business use
the internet?" could reveal far more information- "We use it to
search out new product lines, and our customers can order from all over
the country". </span></li>
<li class="MsoNormal" style="line-height: normal; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 36.0pt;"><span style="font-size: 12pt;">Ask closed questions- Ask
them at the right time of course. "Do you like that?";
"Does that do what you want?" Closed questions help set the
information you've taken, and the solution you've proposed in stone, if
you've had a real quality conversation, this is almost a formality.</span></li>
</ul>
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<span style="font-size: 12pt;">These are
by no means exhaustive, take time to notice how your conversations go, lead it
where you want it to go! </span></div>
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<br /></div>Russhttp://www.blogger.com/profile/13220301546932395035noreply@blogger.com0tag:blogger.com,1999:blog-9054906037755615213.post-19497625926282081412012-02-16T15:10:00.000-08:002012-02-16T15:10:11.346-08:00Welcome to selling for success!<div style="font-family: "Helvetica Neue",Arial,Helvetica,sans-serif;">
Welcome to my new blog. You should be here if you want to improve your own selling skills, maybe you're just starting out, or maybe you're already a pro just looking for that extra something.</div>
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You may think your career has nothing to do with selling, but of course it does! Sales are all about selling, but selling isn't always about sales! Selling permeates our lives, every single goal we have that involves any person (and sometimes just yourself), will involve selling to some degree or another.</div>
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With over a decade in successful sales, I've learnt the skills to enable success, time and time again. Such an important skill can't be left to chance, but the more we practice, the more time we take to develop our understanding, the more control you can exert over your own life.</div>
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Do you want to make sales? Do you want to start a new career? Get a promotion? Do you want people to see things from your angle? Do you want to take charge of your own life?Then read on! </div>Russhttp://www.blogger.com/profile/13220301546932395035noreply@blogger.com0