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 Geplaatst: 05-12-2019 11:36:00 Onderwerp: Antonio Brown Hat |
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Turn Up The Heat
If he had a long enough lever and a place to put the fulcrum Foster Moreau Hat , the Greek mathematician Archimedes said, he could move the world. "Leverage questions" offer that kind of power to salespeople. These are open-ended questions designed to uncover the hot-button emotional issues that actually drive a customer's buying decision. What key benefits do buyers want to gain by making the purchase, either for their companies or, more critically, for themselves?
In other words Isaiah Johnson Hat , leverage questions are queries that allow the salesperson to find out, from the buyer's perspective, "What's really in it for me?" This tells the salesperson which needs are most critical to address when presenting product features and benefits. What's more, by clarifying the actual stakes of the decision in the customer's mind, leverage questions serve to "turn up the emotional heat Maxx Crosby Hat ," making the expected gains even more desirable to the buyer.
Leverage questions turn up the heat by clarifying what's at stake for the buyer, not just the seller.
As you ask open-ended questions to investigate a customer's needs, you will come upon some needs that seem to have a particular urgency. Whenever you suspect this is the case, ask a leverage question to confirm your hunch and clarify the situation. Examples of leverage questions: "How has this problem affected your company?" "How has it affected you, personally?" "What are the consequences if the problem continues?" "How are your customers affected?" "What opportunities does this situation represent for the company and for you?" Good leverage questions identify what's at stake for the buyer's company Trayvon Mullen Hat , but the very best ones aim at discovering the customer's personal hot buttons. Unless the buyer owns the company, boosting productivity or decreasing waste are not gut issues. Here's a gut issue: "How will I be better off if I bring this solution to my employer? Will I look like a genius? Will I get a promotion? A bonus? Some recognition I crave?"
By clarifying what's really at stake with a business problem or opportunity, leverage questions increase the customer's desire for a solution. And they let the salesperson know how to present a product as the right solution to the right issues.
In The Field:
Leverage questions offer the highest payoff when they are used in the context of a full-scale sales strategy - a strategy that tells you how to build up to asking such questions and what to do with the information after you've uncovered it. That's what Action Selling Sales Training Workshops teach.
The national sales director of retail-photocopy giant Kinko's puts it this way: "By learning to sell via the Action Selling sales skills process, our salespeople now know where they stand at every stage during a call and can proceed strategically. They are better able to manage a sales call from start to finish.
Marketing is essentially project management. A marketing plan consists of several projects designed to promote your small business using various methods. There are five basic steps to follow when putting together your marketing plan that will ensure you get the most marketing bang for your buck.
Step One: Marketing Goals
The first step is to write down the marketing goals you have for your small business. Whether it be increasing sales by 10%, releasing a new product Johnathan Abram Hat , or improving online sales, you should write down all of your goals.
Once you've got everything written downs, go over each goal and make sure it is realistic (do you have the staff to service 10 new clients?), if not, revise.
Step Two: Set Your Marketing Budget
Before you can plan how to achieve your goals Josh Jacobs Hat , you've got to know who much you can invest in the methods you'll use. Be realistic about your budget and don't spend more than you'll make back; there are plenty of low cost ways to market. But, DO invest in marketing, it will pay-off. If you're not willing to spend money on your small business' success, you devalue your products or services. Plus, if customers forget about you Clelin Ferrell Hat , they don't buy from you.
Step Three: Evaluate Marketing Methods
There are many ways to market your small business. In his book, The Marketing Toolkit for Growing Business, Jay Lipe shares a list of what he calls marketing "vehicles." His list includes (Taken from The Marketing Toolkit for Growing Businesses, by Jay Lipe, 2002):
Newspaper Ads
Magazine Ads
Yellow Pages
Television Ads
Cable TV Ads
Radio Advertising
Direct Mail
Billboards
Telemarketing
Internet
Publicity
Trade Shows
Event Marketing
Direct Sales
I'd also like to add a few more methods or "vehicles:"
networking events
public speaking
article marketing
press releases
e-mail
event sponsorship
donating
Another great resource for inexpensive marketing methods is Making Dollars Out of Cents: 101 Tips for the Frugal Marketer Antonio Brown Hat ," by Heather Jacobson. This ebook offers just what it says, 101 great tips that are inexpensive yet, effective.
Based on your goals and budget, choose the methods that will work best to help your small business achieve the desired outcome. Some of the methods will support multiple goals, others will revolve around one goal. Just choose the methods that best suit your small business.
Step Four: Time-line Out Each Project
Once you've chosen the marketing methods you'll use to achieve your goals. It's time to put them in the calendar. Each goal should have a deadline for achievement and each method should have a target completion date. Work backward from these dates Nick Nelson Hoodie , planning out when each part of the goalmarketing method needs to be done to move to the next step of the process, (For example, if the method is a postcard mailing, the post ca. Cheap Jerseys From China Wholesale Replica Jerseys Wholesale NFL Jerseys From China Wholesale NBA Jerseys Cheap Wholesale MLB Jerseys From China Wholesale Authentic NHL Jerseys Wholesale Football Jerseys Wholesale College Jerseys Cheap Jerseys China Cheap Jerseys China |
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