Quick Tip to Help You Increase Your Sales

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You have heard it said that everyone likes to buy but no one wants to be sold. Make it easier for people to buy and justify their purchase with this simple concept. This strategy will help you quickly increase your sales.

 Try to never let the price/investment be the first number that comes up in the conversation.

In my business for example, it is common to get a request to see if I am available for a specific date and to inquiry about my fee. I never reply yes/no and the #. I want to make sure to set up a call so I can ask questions to get information to properly frame the way they look at investing in me speaking at their event. I want to be a true partner and not just a “rental speaker.”

I am not the low cost provider in my industry. Some meeting planners are inexperienced and will get surprised when they hear how much a seasoned professional speaker can be. Framing the conversation is essential.

By asking questions to identify their key numbers I can do that: total sales of the company last year, what % increase in sales their goal is for this year, how many and who specifically is attending and why this event is so important.

If the company did $330 million in sales last year, expect a 10% or $33 million increase in sales, it is a once a year event and their top tier sales people are attending who generate 74% of their overall sales – my fee is MINISCULE compared to that!

I am a big BOSE fan. I own the QuietComfort noise cancellation ear buds and the Revolve Speaker for when I play golf. I fly more than most each year, usually about 150,000 miles or over 3 million in total. In many of the airports BOSE had a kiosk selling their products. If you stop by and ask the price and they say $249 for the QuietComfort noise cancellation ear buds you might say yikes. If you ran into a professional they would say, “Let me ask you a few questions first.”

“How often do you fly? Wow, that is a lot. Every week! How many hours do you think you are in the air each month? Amazing! Over 30 hours a month or well over 300 hours a year! That is 1500 hours in the next five years on a plane in that loud often disturbing cabin.  These noise cancellation earbuds will make every hour quieter, every song and movie sound much better. It is also much better for your hearing long term. How much do you spend on airfare in a year? Wow, over $20,000!”

The professional says, “I have good news! The BOSE QuietComfort earbuds are the best in the industry and they are only $249. Would you like them in white or black?

Once properly framed, making the investment in yourself to buy now is easily justified and exciting. You will now fly with more comfort, quiet and enjoyment. I have had mine for years and they are the bomb! I like them much better than the over the ear version because of comfort. I have flown a few times to Australia for events and had the earbuds in for 12 hours continuously without a problem.

Asking some key questions before the price/investment comes up can make the rest of the conversation much easier to create a buying atmosphere. Adopt this strategy to your business model and help your customers justify their investment and buy from you with increased desire and confidence. Brainstorm with your sales team. What are the best questions people are already asking right now? Explain this simple strategy to them. It is possible they may do it once in awhile, but it was by accident and not on purpose. I would enjoy hearing how you apply it. If you thought this was valuable, please recommend me to the leaders at your company to speak at your next convention.

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