Whilst following these four steps will allow you to create a compelling campaign, often there is still a need for more tangible selling techniques. In this article I’m going to talk you through a couple of the best techniques for persuasion and how you can use them to increase your sales. I’m a big believer of not only creating better products than the competition, but also on the critical requirement of being the best at marketing and selling those products too. When a customer first begins interacting with your website, she is probably not going to buy from you straight away. Believe it or not, there is actually psychology behind the old get an email instead of a sale technique. Despite it’s scammy name, the Foot-in-the-door technique is a great way of converting cold potential customers who land on your website into warm prospects who passionately believe in your product.
I really love this technique for building a sales funnel because it is a fantastic way of scaling a personal relationship with potential customers before they ever make a transaction with you.
When you pitch the high-end product, the one that you would normally pitch to much large companies, you are likely going to get knocked back because the medium sized company can’t cut that kind of cheque. Whilst upselling is a totally legitimate sales technique for increasing the transaction value per customer, it often feels scammy.
An interesting alternative to upselling is where you scale the sale the down, instead of up.
People don’t like to lose what they already have got and so they are far more likely to want the optional extras if they feel like they already have them. When you are trying to make a sale, you should try to aim to create an affinity between you and the customer. When you show that you are fighting the same fight, you create a bond and a sense of trust. However, in online sales, the customer is always in the position of control because she can either hit the back button, or she can quickly Google your company name and find every scrap of information about your products or your dodgy dealings. The huge majority of companies are not going to be using this technique because they are scared of losing sales.
For example, if your product is only really suited for a particular type of customer, you should say that on your landing page so non-suitable customers don’t buy your product and end up with a bad experience.
I honestly hate scammy sales, but I do think selling is something that you just have to learn. However the cold hard truth is, you need to be able to sell if you want your product to be a success. It is also important to learn how to sell your product, what materials you will need and what the process will be like so that you can hire sales people in the future and put them straight to work. Doing as much of this as you can will put you in a much better position to create and scale a successful company.


Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. A few years ago, I was contacted by internationally famous author, speaker and business trainer Jeffrey Gitomer to create several new cartoons for a series of books about sales, sales networking, attitude, influence, selling and customer relations. My cartoons about selling, cartoons about salespeople, and cartoons about sales training are available for your newsletter, presentations, blog , books, training materials, textbooks, calendars, business cards, and other special projects. On my website, you’ll find many Sales Cartoons, cartoons about salespeople, cartoons about sales training, cartoons about sales managers, cartoons about sales techniques, sales cartoons about cold calls, cartoons about account executives, sales cartoons about hot prospects, cartoons about sales presentations, sales cartoons about motivation, sales cartoons about incentives, cartoons for sales people, cartoons about sales people, cartoons about salesmen, cartoons about sales contracts, cartoons about saleswomen, marketing cartoons, cartoons about sales meetings, cartoons about closing a sale, cartoons about salespeople, cartoons about salespersons, cartoons about sales trainees, sales cartoons about mentors, sales cartoons about advice, cartoons about clients, sales cartoons about customer relations, sales cartoons about establishing rapport, sales cartoons about customer loyalty, cartoons about sales tips, sales cartoons about selling, sales cartoons about negotiating, sales cartoons about networking, cartoons about sales attitude, cartoons about sales experts, cartoons about salesmanship, cartoons about sales persuasion, sales cartoons about discounts, cartoons about business sales, cartoons about real estate sales, sales meeting cartoons, cartoons about computer sales, cartoons about retail sales, sales cartoons for newsletters, sales cartoons for PowerPoint presentations, sales cartoons for blogs, sales cartoons for training manuals, cartoons for sales training presentations, cartoons for sales meetings, cartoons for sales manuals, and other sales cartoon topics.
This entry was posted in cartoons, comics, funny, humor, News and tagged cartoon clipart about selling, cartoon stock about selling, cartoons about business sales, cartoons about clients, cartoons about closing a sale, cartoons about computer sales, cartoons about real estate sales, cartoons about sales, cartoons about sales attitude, cartoons about sales contracts, cartoons about sales experts, cartoons about sales managers, cartoons about sales meetings, cartoons about sales people, cartoons about sales persuasion, cartoons about sales presentations, cartoons about sales quota, cartoons about sales reports, cartoons about sales techniques, cartoons about sales tips, cartoons about sales topics, cartoons about sales trainees, cartoons about sales training, cartoons about salesmanship, cartoons about salesmen, cartoons about salespeople, cartoons about salespersons, cartoons about saleswomen, cartoons about selling, cartoons for sales manuals, cartoons for sales meetings, cartoons for sales people, cartoons for sales training presentations, cartoons from Gitomer books, cartoons from Jeffrey Gitomer books, cartoons from Little Red Book of Selling, catalog of sales cartoons, clipart cartoons about salespeople, clipart cartoons about selling, comics about salesmen, comics about selling, funny cartoons about sales, funny cartoons about selling, funny sales cartoons, gag cartoons about selling, gitomer cartoons, Gitomer comics, Jeffrey Gitomer cartoonist, Jeffrey Gitomer cartoons, Little Red Book of Selling, magazine cartoons about selling, marketing cartoons, resource for sales cartoons, sales cartoon catalog, sales cartoon topics, sales cartoons, sales cartoons about advice, sales cartoons about cold calls, sales cartoons about customer loyalty, sales cartoons about customer relations, sales cartoons about discounts, sales cartoons about establishing rapport, sales cartoons about hot prospects, sales cartoons about incentives, sales cartoons about mentors, sales cartoons about motivation, sales cartoons about negotiating, sales cartoons about networking, sales cartoons for blogs, sales cartoons for newsletters, sales cartoons for PowerPoint presentations, sales cartoons for training manuals, sales cartoons you can use, sales comics, sales meeting cartoons, sales staff cartoons, sales team cartoons, sales training cartoons, stock cartoons about sales, stock cartoons about selling on August 11, 2010 by RandyG. These four steps are a framework for creating a compelling and persuasive argument for why your idea or product is the right solution to the problem. Unless a customer is already familiar with your company and your product, you are going to have a really tough time trying to close the sale on the first engagement. There are many different ways of doing this, but you can’t really go wrong if you just ask in exchange for something of value. Once someone has complied with a small request, they are more likely to agree to a bigger request. Not only is it pretty much set-and-forget, but engaged and qualified customers will have a much higher lifetime value for your company because their support costs will be lower and they will stick around for longer. For example, you might offer the product out of the box with no customisations or additional support.
I would imagine if you offered a product that was totally out of the price range of the average consumer you wouldn’t even get the chance to pitch the package that you actually think they will buy. When you get the base price set in your head, it’s only natural to be conservative with adding the optional extras that will increase the amount you have to spend. Not only will the average customer spend more, but they also won’t feel like they have been scammed into buying your upsell.
Usually this is going to be pretty easy if you are solving a painful problem because you can just show empathy for the customer’s situation. We naturally want to align ourselves with people who share our world view and so you should make a point of highlighting things that you can both agree on. I think a lot of scammy sales people are able to get away with dishonest tactics in offline sales because the customer is usually not in position of control. When you are completely honest, you don’t have a potential customer looking to see what the catch is with your deal.
Instead, be a contrarian and establish a level of trust with your customer that none of your competition are willing to match. This not only saves you the headache of offering refunds or having a higher than normal churn rate, but it will also put the people who actually are suitable for your product minds at ease.


However, if you make it difficult for the customer to just buy your product, you are likely going to lose a segment who don’t have the patience to navigate your process.
I think a lot of people avoid ever learning how to sell because they have had bad experiences with slimy sales people who are only out to try to get your money. You shouldn’t rely on other people or being able to hire a dedicated sales person at some point in the future. It's not how many hours you spend at work that determines your success, it's how many hours you spend face-to-face with possible prospects. Nevertheless, what impresses me even more than his boxing skills is this mans remarkable mindset. Here is news for you: Take excellent care of the customers you already have, and the selling will take care of itself. His most successful book, The Little Red Book of Selling, has sold millions of copies worldwide and has been ranked as one of the best business books of all time.
An interesting sales technique that I see get used a lot is when you pitch the initial high-end product, when really you have every intention of closing at the mid-range product. This second package is much more likely to be accepted because it will cost significantly less than the first package that was pitched. For example, you could bump them up to a higher package or add additional extras that they might need. If you have already got the price locked at a higher valuation, you are less likely to remove all of the extras to reduce the price. Show that you appreciate the difficulties the customer is facing, but you have a solution that will solve the problem and make the customer’s life easier. If you can’t sell your product to your target customers, it means you should keep refining it until they are banging down your door. Instead offer something of real value that will warm that cold customer around to wanting your product. Just look at these 5 Ali quotes, and learn how you can utilize them in your sales work to become the ultimate sales champion! Gitomer’s sales training books and speaking presentations and have discovered that I really enjoy creating new cartoons on these topics. Again you sit down to close the deal, but instead of the saleswomen starting at the bottom and upselling, she starts at the top and offers to knock some of the extras off to lower the price.



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