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3 Soft Selling techniques for handling price objections

soft selling and price objections

Soft selling does not mean giving in to price objections - far from it! Handling price objections is an area of sales that many accidental sales people struggle with. What do you say when people question your prices?

Here are 3 soft selling strategies which make it a loss less scary.

Anticipation

Sales Jargon De-Mystified: Pre-selling

If you are someone who does not like selling then pre-selling is definitely something you should be looking at integrating into your sales technique. It is one of my favourite Soft Selling strategies.

Client development: Setting expectations about bonuses

client development set expectations

In the last year I have had three occasions where I have made significant purchases for services and all three had very compelling offers. Unfortunately all three have not delivered on all their promises. They have delivered the core of their offer but some of the extras have either been forgotten or have not lived up to expectations.

Thinking outside the box

Better to be known for something than for nothing. One of the key parts of my Lead Generation Master Class workshops is to get people to focus on their ideal client and why their ideal client REALLY needs to speak to them. So many people struggle with generating leads NOT because they are highly talented but because they are just like everyone else.

Be a radiator

There are two types of people, radiators and drains. Radiators give energy whilst drains sap energy. Radiators love other radiators and drains love radiators even more. Radiators give drains a boost and help to make people feel better about their situation or themselves.

A sincere complement costs nothing and yet is incredibly valuable to the recipient. It will also do wonders for your own self esteem and confidence as you see the pleasure you are spreading.

Stand up and be heard!

Public Speaking is an important lead generation strategy if you are in the business of selling your expertise and there are lots of opportunities these days to raise your profile and awareness through public speaking. Make sure that you are adding value by your speaking rather than doing a sales pitch.

When I started speaking I was very uncomfortable but I found that my comfort zone quickly stretched and now I really enjoy it!

Are you taking the lead?

I was doing a workshop yesterday and I did a 5 minute brainstorming session within the room as to ways of generating leads. Within 5 minutes we had 25 different ways and they were still coming thick and fast. Most did not involve a lot of expense. I asked around the room how many strategies people were using and it ranged for 1 to 4. The same people in the room that said they wanted more sales were saying that they were not adopting strategies that they already knew about!!

5 reasons why people fail to generate more leads from networking

Business networking seems so easy. Yet so may accidental sales people fail to generate as many leads as they could from business networking. In this article I list the top 5 reasons I have found for people not generating more sales leads from business networking.

Reason 1 – Insufficient action

Relationships first, business second

Would you do business with a total stranger? If someone came up to you in the middle of the street and started to promote their business to you, what would your reaction be? Well if it is like most people, they would be on their guard and no matter how compelling the offer was, they would be a bit suspicious.

The more the other person pushes an idea, the more we back away – even though the may the very thing we are looking for. When networking you need to remember it is all about people and that means to get success we need to go with human nature.

5 Strategies for winning more referrals from networking

I spoke at a Speed Networking event last week on 5 Strategies for developing more leads and introductions from networking (face to face that is). These are the strategies we learn to apply on my Lead generation Master Class so that by the end of the day all attendees are starting to generate leads on the workshop! The strategies are simple but the challenge is applying them to your organisation such that they start working immediately.

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