Hi Gregory Burrus here with a note about this weeks expert conversation.

Are you interested in doubling the value of all the sales you are differin order working on right now?

Well as you roam the internet, there are certain folks you come across who have great advice and if you follow them over time, you learn they have awesome business models. So inline with Gregory Burrus’ mantra of making sure all solutions are holistic, automated and repurposed.  Today’s solution for my blog posting is to repurpose the advice of Tesa Stowe. I believe she is a great example of Attraction Marketing and for those who hate to sell, selling without selling. The advice is always great sharp and to the point. It always has strong profit making objectives and I encourage you to read and enjoy.

Three Steps to Double a Sale
©Tessa Stowe, Sales Conversation,

Click To Listen

Just imagine if you could double the value of all the sales you are working on right now. What would that be worth to you?

Amazingly, it can be done! It’s really not that difficult if you follow these three important steps (and assuming that you are already working on well qualified opportunities).

Step One: Be completely trustworthy

You need to be a completely trustworthy person when selling. In part, that means you need to be an active listener, be your word, be open, be honest, be authentic, be non sales-y, be appreciative, be caring, be a giver, be passionate and persistent about helping them. If your solution has a weakness, they should know about it, so tell them. If your solution really is not the best one for them, tell them and recommend a different one. If you are trustworthy, prospects will start selling themselves to you!

Step Two: Use a sales process which conveys trust.

It’s all very well if you are being completely trustworthy, but (and it’s a very big but) if you use a sales process that does not create trust, it will negate that personal trust.

You need a sales process that is focused on helping people get what they want vs. what you want. If you are using a sales process that is focused on persuading and manipulating and being clever with objection handling and closing techniques, it is obvious whose interests you really care about. Such an obvious sales process will destroy trust. You may get a “one-off” sale, but they’ll pressure you on price and probably won’t come back for more.

Take a critical look at your sales process and ask yourself if it does convey trust. Ask yourself if you were on the receiving end, would you trust you? If not, then find and implement a sales process that conveys trust. You’ll know it when you come across it, as it will align with the trustworthy person you are being and it will feel good. You’ll actually be excited about selling when you use such a sales process. Sales resistance from both the seller and the buyer side often comes down to the type of sales process.

Step Three: Make a longer term offer

Since you have created trust, they will want to be your client for the long term. This will be the first of many sales. Since they are going to be with you for the long term, make it worth their while to make a long term decision NOW.
When you present the pricing, give your clients both immediate and longer term options.

Option one is for their immediate requirements. This is what all your competition will be giving pricing for as well. It is also what the client expected to receive from you and your competitors.

Option two is for what they will need for a longer term and asks for a much bigger commitment. With option two, you are simply asking them to make a future buying decision now rather than later. In exchange for making that decision now, you will give them some additional value in return. This could be a reduced price on one of the items or you could add extra items. Perhaps it is a creative pricing and invoicing strategy that solve a client’s short term cash flow problem.

Your clients are probably not expecting a second option, and your competitors have probably not offered one. Since they will be spending a greater amount over time anyway, it will be logical for them to buy more now. This is your chance to be creative and come up with an offer that is in their best interests and compels them to commit now. It leverages the personal trust you have worked so hard to build with another offer that confirms your intent to provide your clients more value over time.

When you win the larger sale with the second option, your competitors (who were probably focused on lowering their price to win) will be flabbergasted when they find out about the size of your sale! But even if the clients turn down the second option this, they will remember that you offered an attractive alternative, and that in turn helps to build more trust in you for the future.

As you can see, Tessa Stowe teaches small business owners and recovering salespeople simple steps to turn conversations into clients without being sales-y or pushy. Her FREE monthly Sales Conversation newsletter is full of tips on how to sell your services by just being yourself. Sign up now at www.salesconversation.com.

As you can see Tesa gives great advice and over time I will continue to spotlight her advice, so stay tuned.

Here is an update.

Another Sales Conversation

Appreciation Marketing Interview

Listen to the Replay of the interview with Tommy Wyatt — author of Appreciation Marketing.

Click to Listen

Or Go Here to Download -> Tisa Stowe and Tommy Wyatt

Listen and start your appreciation marketing strategy today.

So what do you think? leave a comment below

[ad code=1 align=left]
Got an expert we should feature in this section?

Just leave a comment and let me know.

Gregory Burrus,.

Your Automated Business Solutions Coach.

Make this Year - Your most prosperous Year ever - because Your Success Is Mandatory Today -Learn more by joining us at Click to Grow Your Business .

(c) Copyright All Rights Reserved.

*************************
Gregory Burrus, Automated Business Solutions Coach, Trainer, Internet Marketer, Small Business Consultant and Owner TechOSS.com Website Development Solutions combining online and offline techniques to help you grow your business. So please don't hesitate to visit my recommended business solution.

Then request a free 30 minute consultation - contact me, Gregory Burrus by phone at 888-431-IOVC or email at HELPDESK [AT] TECHOSS [DOT] COM
*************************

Note:
Product recommendations are made as a result of my customers or my personal experience with the product or service. As an Affiliate Marketer,it should be assumed that links provided within the content of this blog may be affiliate links from which I may be compensated.

You are welcome to reprint this article on your blog/newsletter. You have permission to do so as long as the copyright information and the resource box above remains with the article.