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Innovative Way To Overcome «We Have To Think It Over»

Here is a final, last ditch, Hail Mary close you can try when you get customers who want to think it over and you have tried other ways to get past the objection that didn’t work. This close uses what many perceive as a weakness (the right of rescission) and turn it into a fulcrum that is used to get the sale.

Most managers and salespeople don’t like to talk about the right of rescission but when you are leaving anyway, it may be time to use this close. What is it? Most states have laws that give consumers 3 business days to cancel any contract made in a place that is not the normal place of business for the company. This applies to the customers? home. They have, by law, the right to cancel with a full refund.

For this article, I am going to assume you have some first night special that the customer only gets if they make a purchase on the first night. This package might be $300.00 installation, a full half ton of salt (a $100.00 value) and an extended warranty on the equipment worth $300.00 for a total savings of $700.00 If they make the purchase on the first visit.

Now, let’s assume the customers have told you they want to think it over and that you have tried several other ways to overcome this objection that have not worked. You might say something like, «I don’t blame you for wanting to think about it. In fact, I am glad you want to be sure this is for you. How long do you think it will take to think it over? Would two or three days be enough time? OK. Here’s what I suggest. As I explained, if you go ahead tonight, you get free installation, a full half ton of salt for free and a $300.00 extended warranty. Those items together add up to a whopping $700.00 in savings. I hate to see you miss this opportunity to save so much. I have great news. The state has passed laws that give you three business days to think it over. If you decide to cancel, we are forced by law to cancel and give you a full refund.»

«But here’s the thing. You have two choices. You can send me away tonight and take three business days to think it over. BUT that means you won’t be eligible for our savings package, which as I explained is only available the first time we come out to your home. OR, we can get the paperwork done with the $700.00 savings. Then, you take three business days to think it over. If you have any doubts, just cancel and receive a full refund by law. Either way, you get to think it over. It just doesn’t make sense to think for three days and lose $700.00 when you can think for three days and save $700.00? I’ll get the paperwork started.» Then, put your head down and start writing the order.

Notice I am not suggesting that you end by asking them if they agree or if they want to proceed. You will sell far more if you end with a statement and not a questions like, «I’ll get the paperwork started».

If they say they still want to think, it means they didn’t believe you or that they have another objection. I would suggest that if this happens, you say, «I know you would be taking advantage of this if thinking about it was your only concern. Can I ask, what else is keeping you from making the right decision tonight?» When they answer, you have uncovered the true objection.

Does this close work every time? Absolutely not but it works a lot better than leaving without trying it.

How Different Personalities Deal With Change

The book «Who Moved My Cheese» by Spencer Johnson and Kenneth Blanchard is a 98-page look at the various ways that we react to change. In the book, there are two mice and two mice-size humans and we see how each reacts when their cheese has been moved — not just moved, but no longer in sight.

We all react differently to change:

— Some readily adapt
— Some ignore it and hope that life will return to the status quo
— Others actively seek it out

As a person, your success, or failure, depends in part on how well you adapt to change. Do you run screaming like a banshee towards it, ready to conquer? Or do you go sit in a closet, close your eyes and wait for it to go away, hoping that everything will return to «normal»?

The most successful entrepreneurs not only embrace change, they actively seek it out knowing that greater fulfillment, greater success and greater profits come with constant adaptation to the market.

My personal experience has led me to reengineer my business three times so far (and I’m in the process of doing it again) with fabulous results; as I start down one path, things have happened that open my eyes to another path — one I may not have been ready or able to see previously.

My business is ever-evolving and I wouldn’t have it any other way. Stagnant 9-to-5, do the same thing every day work, stay in the same company for 20 years work is not for me…I’d rather have a root canal without Novocain.

How about you? Are you a:

Dynamic Dan

Dan actively searches for things to change in order to engineer his perfect life. He runs about shaking trees to see what will fall out and how he can use that information to his advantage.

Opportunistic Oliver

Oliver doesn’t particularly love change, but knows to look for the opportunities that abound whenever it occurs. In the corporate world, Oliver is the guy who rises to manager almost overnight and no one knows how or why this happened (he saw an opportunity and JUMPED on it). In the entrepreneurial world, Oliver sells dry wood and hot meals from a cart he pulls through the campground on an unexpected rainy day. He looks at any change and finds the opportunity that lies within.

Scared Susie

Every time change roars its head, Susie can be found hiding and wishing that everything would stay as it was and that she doesn’t need to learn new skills or improve old ones. Susie is usually blaming someone, anyone, else for the change in order to justify her hiding. In her world, change is something to be feared. Susie can often be found working in the same job, in the same company until she is forced out.

Most of us tend to fall into either the «Oliver» or «Susie» personality mode with the occasional «Dynamic Dan» appearance. Change is not going away — if anything, the rate at which it happens is exponentially increasing — especially with the internet. In order to succeed, you must be able to anticipate, deal with and adapt to change.

One of the most important things is to look at the situation objectively and understand that you have control over your thoughts and how you react to the change. How you think about the change will determine whether you are an «Opportunistic Oliver» or a «Scared Susie». It’s your life — take control!

How to Manage Online Business Directory With Liquidators

The word liquidation just describes the action of companies exchanging goods they have on hand in to ready money. That is why one will hear of stores having «liquidation sales» or «all out liquidations «frequently. Firms from time to time will mark a going out of business sales, this is another form of liquidation, and on the other hand it’s more of a final liquidation. This may be done for a number of causes and often times are to free-up returns moreover to pay bills or to free up a company’s currency stream.

Liquidators are appointed to manage Discontinued stock and Online business directory for a company or a particular party that is liquidating their assets for one motive or another. Liquidators will just liquidate products that are overstocked by lowering prices along with using their distribution channels to sell items at the appointed time. A number of companies concentrate in offering goods which were purchased in bulk from liquidation sales. These kinds of companies are some times referred to as liquidators or some times traders.

Envisage that you can pay money for items that usually are priced at 1/2 or even 1/4th off the normal dealer pricing than which would be enormous precise? That is why many times the case if you get involved with the exact liquidator. Each and every one of companies and Online business directory loves to make a sale. On the other hand they like the sale even more if it is cost-effective. Initially, if you are running a business that sells goods, dealing directly with liquidators or getting involved in industry of liquidations can be well-paid in assisting you with offer great items to your customers at discounted stock prices.

Subsequently, now you have a foundation as well as understanding of these terms, let’s now discover out how getting involved with a company which is going through a liquidation can give profit to you. Otherwise how dealing with companies acting as liquidators we can assist you!

Carry out your research with search hard — and find a great resource to buy your comprehensive merchandise from. This is going to assist your business raise, prosper and shine above your antagonism.

How to Turn One-off Customers Into Long-term Clients

Business relationships are not that different from personal relationships because in both situations, people prefer to deal with someone they like.

However, you can’t move from being a stranger straight to being a best friend or customer.

So it’s important to put at least as much effort into your plans for keeping in touch with existing customers as you do for attracting new ones.

One of the main advantages of developing long-term relationships is that it’s typically six times more costly to sell to someone new than to an existing customer.

But, of course, it’s one thing to know the value of building long-term relationships and another to follow the steps required in order to do so.

Here are seven steps to turning one-off customers into valuable client relationships.

1. Concentrate on getting the second sale

Ultimately, people are only customers if they buy from you regularly. And many people will buy from you once and never again. So, to turn someone into a genuine client, the most important thing is getting the second sale from a new customer — and getting it as soon as possible. Following the second sale, you are more likely to keep them as a long-term customer.

2. Always act in their best interests

According to Kevin Hogan’s book ‘Psychology of Persuasion’, people are more likely to do what you ask if they believe you have their best interests in mind. This is the ‘Law of Friends’. So, to build a business relationship, you need to show clients that you are looking after their interests. You can normally only do that over a few weeks or years, in the same way as in a personal relationship. One step is to stop worrying about getting clients to like you and focus on looking after them. As ‘Built to Last’ author Jim Collins says: «Don’t be interesting. Be interested.» That helps you think of them as individuals.

3. Keep in touch regularly

You can build trust through a regular newsletter which gives valuable information — rather than simply promoting your services. You can also build regular contact through articles, podcasts and teleseminars.

4. Make your contact personal

To make your contact with customers personal, you need to learn about them. You can start by just listening to them — for example by posting a survey on your website or sending out a customer questionnaire. The more you know about their likes and dislikes, the more personal you can make your services — for example sending them clippings you know will interest them or recognizing their personal achievements and family events.

5. Recognize that satisfaction is not enough

People will not stay with you and build a long-term relationship because they are satisfied. They expect that. You need to deliver exceptional service — some describe it as ‘customer bliss’. You need to go beyond what they expect — give them even more; care about them more than they are used to being cared about.

6. Ask your customers to help you

Once you have built a good relationship, you’ll often get help from your customers. For example, they’ll give you feedback on what needs improved or they’ll provide referrals and testimonials to use promoting your services. And, not only that, the laws of psychology mean they are more likely to buy from you again after they have helped you in some way.

7. Focus on your most profitable customers

Typically you will find that 80% of your profits come from 20% of your customers. So you need to understand which 20% are most profitable by looking at the Lifetime Customer Value, which is the total amount somebody would spend with you over their time with you as a customer.

Building long-term relationships is no easier in business than in your personal life. But it can be extremely rewarding.

Innovation Makes Custom Computers A Wise Choice

The most attractive part about custom computers comes in the fact that when you use them, you are operating a machine which has been designed at the height of function.  The innovative qualities of some of these units means that you will be able to do much more with them than you could with a normal computer and that alone is enough to warrant the purchase of one of these machines.  When you are trying to find the custom PCs which may prove to be the right investment for you, it will be important to consider all of the areas in which you expect these computers to perform.

It should go without saying that custom computers use the top of the line processors, hard drives, and disc readers available.  If your computer will not be able to perform faster at the most basic levels, it is not worth the investment.  You want to use custom PCs in a manner which will keep you up-to-date and ahead of the times.  If you are using your computer to simply perform at a level which other pre-built models are working at, it was not worth building this model on your own, using unique parts.

Any examples of custom PCs should also give you the ability to update the technology you are using long into the future.  When you use the best computer components which are on the market today, you will find that these pieces are incredibly adaptable to advances in computers which are being released on a regular basis.  A pre-built machine will quickly become outdated because it is not using only the most innovative and cutting-edge components.  Custom computers, on the other hand, using only these computer parts will be able to stay current for a longer span of time.

The cooling system that you can find in many custom PCs is another feature which helps them to stand apart from any other type of computer.  A typical computer uses a fan which, while performing a basic cooling function, is not the most efficient way to stop the computer from overheating.  The pieces in the computer will still grow hot and will only stop from melting and shutting down when a fan is used to cool them.  Some custom computers, on the other hand, recognize the cooling properties of liquid and use this method to help stop their computers from growing hot.

This liquid based system is one of the most important components of innovation in custom computers.  When you use this liquid to cool down the unit, you will experience cooling over 25 times faster than when you use air.  This helps you to use your computer in one sitting for a much longer period of time than you would with a fan cooled computer.  Keeping these pieces cool also means that custom PCs will last longer into the future as their components will not be overworked.  These innovative approaches to building a computer are exactly the reason why custom computers are the smartest choice you can make for a future machine in your home or workspace.