The Answer to Every Objection
When I was a Tri-Star distributor & sales trainer, the subject that came up the most , next to closing, was how to handle Objections. I don't mean questions like " is this bagless" or " How does this compare to a Dyson?" I mean objections that always start with" I CAN'T buy it now because....." I decided after about 10 years of selling in-home that I was sick of hearing these same old objections. Some people never hear objections.. If you do, read on.
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The Single Most Important Question To Ask An Interviewee
When prospective employees are being interviewed, they are asked about their past employment. But they are usually asked about what they did. These answers may be shaded to reflect a well..... favorable impression. Sometimes the answers won't be truthful. Don't you really want to know how well they are going to get along with you and your group after they've been hired?
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World's Greatest Salesperson
I just bought a new home. A nice one. So of course, we needed all new furniture......That's how I met the World's Greatest Salesman.
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Multiple Streams of Income; Diversify your offers and build wealth faster
How many customers do you have? I mean the ones who bought something that requires a warranty? How many do you have the name and address
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Gift Certificates
If you received a Gift Certificate good for $100, you know that these are valued almost as much as the dollar amount they represent. Would you feel the same way if you get a discount coupon for the same amount?
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How To Turn Your Home Show Booth Into A Cash Generating Machine
There have been several subscribers (of my paid Newsletter) tell me that they are doing home shows, mall kiosks, or working county fairs.
Most people sit & wait for something to happen at these events. It rarely does. Nothing happens if you wait for someone to disturb you, and ask if they can buy. Here are common mistakes at home shows and mall shows;
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Lessons. Yellow pages.
I visited an office (in home sales) of a friend and he asked me how to improve his business. I asked some questions & found out almost all his sales were financed (very common with in-home sales). He told me that he paid a FEE of 7% plus an 8% reserve, that he likely would never see again.
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Classified Ads- How Generate a Guaranteed Return....
I'm talking about the Newspaper classified. Do you use them? I can almost guarantee the answer is "No".
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What is your Store Personality?
When people talk about your store, what do they say? When one person says to another “Oh, the Vac Shack? Yeah, that’s the guy that……” or “They’re the guys that…..” . How are people going to finish that sentence?
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Your Single Best Emerging Market To Sell To…besides your current customer list.
What group of consumers is least price resistant? What group makes their buying decisions the quickest? What group of Americans spends the most money, on the best quality (and most profitable) stuff? Who are these people?
Salivating yet?
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How To Use A Guarantee In Your Headline To Force Increased Profits.
“Try the new ___ Risk Free for 30 days! Keep the ____even if you return the _____ for a full refund” That’s the template for the ad. Fill in the blanks. How about ; “Try our new 8 pound upright vacuum cleaner Risk Free for 30 days! Keep the $69 Air Purifier even if you return the vacuum cleaner for a full refund” “Try the new Salad Mixer Risk Free for 30 days! Keep the bottle opener even if you return the Salad Mixer for a full refund”
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Your Unique Buying Advantage; and how to use it to skyrocket your store’s sales.
If you read marketing books; almost any marketing book, it will talk about your USP or Unique Selling Proposition. This is the one thing that the customer sees that sets you apart from your competition. Usually this is a Huge Promise of some sort. The most well known example is this; “Fresh hot pizza delivered in 30 minutes or it’s free”. That promise propelled Domino Pizza to world pizza dominance. Notice it didn’t say “World’s Greatest Pizza”.
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The Real Reasons Customers Buy, And How To Use That Information To Send Your Sales Straight Up!
There was recently a survey done with retail customers. They were asked what they considered important when deciding who to purchase from. Most retailers would jump on Price as the most important. Nope. Price came in number five. There were many considerations listed after number five, but here are the top five, with number one being most important;
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Who Is Your Market And Why Are They Different?
“My customers are different. My market is different. That won’t work in my market!” Listen closely while I show why this is absolutely wrong. I have a friend who tells me constantly “That idea will work fine in your area. But my market is different. My customers won’t go for that.”
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Using Exclusivity In Your Ads To Skyrocket Response.
One of the most important parts of marketing is deciding who you want to attract to your business. Please don’t say everyone. Do you want shoplifters? People who regularly return everything they buy? The people who only buy the very cheapest thing & then complain when they break it because “We paid GOOD money for that!” ? Think about your most profitable customers…..
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“Is This Headline So Compelling That It Forces You To Read The Rest Of The Article?”
OK, I admit it, that was my attempt to be cute.Do you want to create ads that really sell? The one glaring mistake that I see over and over again is that the headlines don’t make the reader want to read the rest of the ad. Here is the main reason your ad fails.
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“The Most Incredible Marketing Lesson I Learned…I Got From NASA”
I was reading the other day about the space probes sent to Mars. The article told about the distance to Mars, the timing of the launch, and how accurate the math had to be. Mars is about 35 MILLION miles from Earth at it’s closest. (I’m doing this from memory. I may be off a little).
To hit Mars at all, the probe has to be this accurate. Imaging shooting a basketball from New York to California…and you have to make the basket without touching the rim.
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“How To Sell When They Are Not Ready To Buy”
Most ads appeal to the person who is ready to buy now. But did you know that there are stages of buying? Yup. Roughly, they are;
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Real Customer Service
Most people think of "Customer Service" as the actual job of servicing the product sold, or handling complaints. These are important things, but not the most profitable way of seeing your role as being at your Customer's Service.
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Best Qualifying Questions To Ask Your Customers
Are there questions you can ask your customers that will force the customer to literally sell themselves?
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The Greatest Closing Secret.
As a Tri-Star distributor & trainer for 12 years (until 5 yrs ago) The subject brought up at sales training the most was CLOSING. You know, that magic thing you say at the end of your demo that MAKES people buy.
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How to Make Money By Giving Away Free Vaccum Cleaner Belts
As a few of you know, because I have been beating the subject to death, we give belts away. We install them for free. The only ones we charge for are Eureka R belts & geared belts. I was curious exactly how much this changed our business. After a few hours of research I found out. The results were suprising.
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Which is better- Salary or Commission?
Years ago, I had a conversation with a friend who was thinking of getting a job in sales. He asked me which I thought was better, Salary or Commission. This was my answer.
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Can You REALLY Make Money With A Store Website?
The short answer is "Yes". I'm not talking about the ones that sell Vacuums on the internet. I'm talking about the site that has your store information on it. Like a brochure.
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TOMA (Top Of Mind Awareness)
Larry Moritz was kind enough to tell me about a TOMA meeting he went to, sponsored by the local Newspaper. He also gave me the website www.tomaresearch.com. Thanks, Larry. But I wrote this
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The Secret to Real Wealth in the Vacuum Cleaner Business
Can you get WEALTHY in your Vacuum Cleaner Retail business?
I define Wealth as being totally independent. Living off your investments. Having at least a Million dollars in liquid assets. Possible?
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When they call you for a Price...
A lady just left here with a like-new Rainbow E-Series machine for $1,199.
I'm the third Vac store she called today. All of us are in the same town. All of us have at least one Rainbow on our floor. Both of my competitores have Substantially lower
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How To Absolutely Guarantee That Your Ads Make A Profit
Years ago, when I worked in my friend's ( Julius Toth ) store, I was complaining about the ads he ran. I asked, " Why don't you run ads that tell the whole story. List all the features, everything in the ad?" In other words, Why didn't he run ads that did all the work so that all I had to do was write the receipt & get the commission. With a patient smile, he showed me a thick scrap book...
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How I Got My Customers To Pay For My Vacation
We were going to Vegas! Wednesday, Thursday, & Friday the store would be closed. We had 2 choices: worry about how much money we were losing by not being in the store, or using our trip as a way to get a boost in business. About half an hour before we left for the airport, almost on a whim, I took a piece of typing paper & put a sign on the store's front door. Here's what it said;
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Waiters Story
Years ago, I went into an expensive restaurant with a group. The waiter asked us for our order. I don’t remember what the order was for, but I do remember this; The waiter gave a funny look & said "The Cod isn’t very fresh today, may I recommend the Scrod?" or words to that effect. As he went around the table
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