Get Your Price and Use Visuals

"If you want money simply go find someone with a problem and help them solve it."

- Steve Chandler

Here are two great articles by Steven Meyer in Forbes magazine about "sales". Remember we are all sales people persuading and serving all day long.

The first one is about the power of visual communication and how it works for sales people in selling situations and leaders in tracking goals and measuring performance.

The second is about how to present your price and get the most for the value you deliver.

Persuasion: Fascinating Study Shows How To Open A Closed Mind
by Steven Meyer - Forbes

What's the best way to persuade people whose beliefs stand in the way of the facts?

Let's do a role play. I'll be the entrepreneur. You be the jerk investor who hates my idea.

I need to persuade you I've invented a better mousetrap. But you, the expert, know that mousetraps are so over.

The facts say you're wrong. Mousetrap sales are on the rise. You could look it up yourself. But you won't, because you already know you're right.

So how do I convince you, the know-it-all-skeptic, that I'm right and you're wrong? Should I:

• Explain it to you in simple-to-understand words?
• Show you a chart?
• Praise you for your open-mindedness and then explain it to you?

I'll tell you in a moment why one of those options is best...

Read Full Article 

 

The No. 1 Reason Why Salespeople Leave Money On The Table
Steve J Meyer - Forbes

Salespeople talk too much.

In an earlier article, I discussed a study suggesting salespeople would be more persuasive if they relied more on visuals than words. Here we'll talk about what's perhaps the most likely point in the selling process where salespeople say too much - and trigger the price bully that lurks in every buyer's heart.

Courting is a little like sales, right? Imagine you're a guy who's been dating a woman for some time and you decide to propose. You want to close the deal. So you buy her a ring and take her to a nice restaurant. As you hand her the ring, you lay out, like bullet points, the five reasons you're the guy for her.

What she wants is for you to let the ring, and the sincerity expressed in your misty eyes, do the talking. Laying out your value proposition at this point seems like desperation, or doubt. She's thinking, "After all that courting, why does he think he needs to convince me? Or is he not convinced himself?"

How many times have you seen salespeople, just before a close, try to justify their price by revisiting the key benefits of their product or service?

Read Full Article 

Regards,

Rick