Home Advertise Contact Blog Advertiser Login RSS
Newsletter Signup

Buy A Business Opportunity of Franchise
Home-Based Businesses
Choosing a Business Opportunity Growth and Profit Marketing and Sales
Plans and Goals Running Your Own Business Start-Up
Working From Home Entrepreneur Exchange Feature Articles
Opportunity Community Opportunity Focus In The News

Looking to start a business? Why not market to baby boomers? Take advantage of the fastest growing consumer demographic with these 25 start-up ideas for baby boomers.

25 Start-Up Ideas for Baby Boomers - Whether you’re a baby boomer who is looking to start a business...

Want more sales? Need to grow your business? Use the Top 7 methods to generate more leads!

If you read Friday’s blog, you know that one of the best ways to increase sales is to generate...

Are sales down? Do you need to boost sales? Check out our latest tips and tricks to increase sales fast!

Let’s be honest, if sales are low, business and moral are low. Low sales over a period of time can lead to a business shutting down. With online retail giants, like Amazon,...

Sponsors

STARSCAPES®
Imagine making up to $500 to $1,800 a day! Call or click now see how you can get your business for FREE! (602) 679-0257
Promotional Products Home Business
Run Your Own Business. Be Your Own Boss. Earn Great Profit Potential. Start At A Low Cost. Try It For Free! Learn More.
Residual Income Business Opportunities
Residual Income is the way that you work once and get paid multiple times—sounds great!... Read On
Top 7 Reasons to Consider a CMS
The internet loves obscure abbreviations. You can skip over most of them, but not CMS. What is CMS? read on...
Low Cost Business Opportunities to Own
Are your right for a Low Cost Business Opportunities to Own? The desire to own your own business... Read On
The Top 10 Reasons to Buy a Business Opportunity or Franchise
Starting your own small business is part of the American Dream, right up there with owning your own home. Read On
7 Keys to Leading Highly Effective Sales Conversations
Most people's sales conversations could be better. Not a little better, significantly better. Read On
How Many Leads Does It Take To Close A Sale?
This Featured Article is live on our blog and I know could be very insightful for connectivity and ROI.
I Want To Buy a Business Opportunity or Franchise
Who are the types of people who buy a business opportunity or small franchise? According to people in... Read on
 
Resource Center > Article
Sales Tip of the Week: Stop Offering Free Advice and Products or Services To Close The Deal
29 Dec 14 Posted by: Kevin James Culp
in Marketing & Sales
Share this Article:

As many readers of this Business Opportunity Blog know, I also work as a consultant and a media sales person for print, digital and electronic media.
This includes having BusinessOpportunity.com as a client. That means I sell on both sides of the aisle daily.  This gives me a unique insight into buying trends for 2015,  and into the insight of the buyers themselves - how they shop and in the end, often times how they buy.  Plus, as time goes on I also get to see in many cases who actually makes money in the opportunity they invested in.  Not all who buy an opportunity are successful and it is a fact that almost 70% of folks who buy into an opportunity never make a penny.  It is my job to give you tips so you survive and thrive rather than stall, crash and burn.

Stop Offering Free Advice and Products or Services To Close The Deal

At the top of my list is hearing folks go through the sales process without properly qualifying the prospect and then simply to start giving things away.  Heck, most of the time the prospect didn't even have to ask.  Although they have a great product to sell, free advice, bonuses and other free offers often get blurted from the lips of hungry sales people.  The key is to properly train the sales people on how to properly sell the product without giving away anything for free.

Listen, it is a fact that your customers will not appreciate you, your company or your "free advice” unless they pay for it.  Over the years I’ve given away so many hours on the phone and emails trying my best to help any customer any way I knew how.  The one important lesson learned:  The people I gave free “anything” to were usually the ones who ended up walking all over my time schedules, and developed patters of skipping or missing deadlines and worse – asking for more free stuff or advice!

Here is a quick list of ways to not give up the farm before closing the deal:

1. Make sure you know the client and have a clear-cut reason to have contacted them.  Even if they signed up to have you contact them, don't skip the research step, because knowledge is power.

2. Convey with your stellar sales pitch or fab presentation that your prospect knows what you can accomplish - or what they can accomplish by working with you. Present proof of your results obtained from clients or even at a previous job.

3. Ask lost of questions and even have a Qualifying Question sheet right in front of you.  This way by asking questions you can find what your prospect needs and possibly make a match with what it is you're selling.

4. LISTEN to the prospect and let them talk as long as they want and look for ways to find common ground. For example, maybe you both love the Cubs or grew up in the same area. Also, make sure to let them ask as many questions as they wish.  Open a friendly dialogue and get them talking about what their goals are with said project and really peel back the layers of the onion to get to the core of what is needed to make this prospect a happy customer.

5. After you have shown the prospect proof of prior performance, delivered a flawless presentation and have asked questions denoting that you actually care about what it is that they are looking for - Stun them with silence and let them talk and you listen.

The rest will take care of itself.  Ask the right questions, show proof of work and listen a lot more than you talk and you will be the Sales Person of the Month in no time flat!

Carpe Diem My Friends

Related Blog Posts
13 Oct 17 Posted by: Margaret Mallonée
in Marketing & Sales

Are sales down? Do you need to boost sales? Check out our latest tips and tricks to increase sales fast!

Let’s be honest, if sales are low, business and moral are low. Low sales over a period of time can lead to a business shutting down. With online retail giants, like Amazon,...
21 Sep 17 Posted by: Anuj Mishra
in Marketing & Sales

Customer Service - In today’s competitive business world, the availability of customer service is a top priority. This is especially true for online businesses that strive on customer conversions and subscription purchases.

Customer Service - When someone lands on a page searching for a product,...
23 Aug 17 Posted by: Kevin James Culp
in Marketing & Sales

Marketing can pump buyers into your business quickly. There are multiple types of marketing methods, from paid advertising to social media. One of the most efficient is called drip marketing.

Here is a quick guide to drip marketing, an effective way to nurture leads using the power of automation. What...
6 May 17 Posted by: Kevin James Culp
in Marketing & Sales

Getting Started CRM - Customer Relationship Management software, usually called CRM, can keep your customers happy and boost your sales. The right one makes it easy to track who is buying from you and where they are in the sales cycle.

Getting Started
26 Mar 17 Posted by: Anuj Mishra
in Marketing & Sales

6 Principal Rules of Project Management - If you are about to become a project manager and take on this responsibility for the first time, then it is perfectly understandable if you are a bit anxious.

6 Principal Rules - Even though there is a lot of pressure on you, there is still a way to...
 
   

I had the pleasure of chatting with Shawn Pigg, CEO of Hotels Etc. for BusinessOpportunity.com's Podcast series that will be released very soon on our new Digital Platform.  Here is the transcript from that call for our regular RSS feed subscribers who get all of our posts first.

If you would...
Read More

Video Spotlight

Click Now To Request Information

Click Now To Request Information


Click To Listen To Our Latest Entrepreneur Exchange w/ Shawn Pigg, CEO Hotel Etc.

Click Now To Request Information


Premium Sponsor