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Selling Services - Selling the Invisible Value by tying it back to Financial, Psychological and Physical. For more sales training videos, go to http://www.VictorAntonio.com
I love you Videos and hope you can find the time to answer my question. What if you are selling a product as service? For instance Video Surveillance? There are no physical benefits, I can see phycology and maybe financially. I also cannot see using IR, RD, EM either? I need this answered BECAUSE I am putting a new program together.
If I were you I would jump on the train and use simple icon graphics to communicate your product and use past statistics to have something to justify the medicine.
1) pic of persons head with a frown and label "headache"
2) pic of product bottle and label "use Advil"
3) show pic of person with happy face
"After taking Advil"
You can communicate the effects and purpose like that in a somewhat trendy and professional way. Can also add a statistic on the promo material as well. 90% of people who take Advil feel better than before they took it.
+Jerome Bressert In both cases I would focus on the psychological (feel good about yourself and helping others) and financial benefits (achieve financial stability by helping others). Then, I would tie both to physical; when you feel good about what you're doing and you're not stressing over money, you physically feel better (i.e., as opposed to stress related issues). VA
Hi Victor! I'm a student studying in grade 10 and I have a business competition where I have to set up a hypothetical business plan. I've gone through many of your videos and they have given me amazing ideas. But I have a question (and I hope that you answer it in time) how do you pitch a service to investors? :)
Hi Victor, I teach Commercial English in Spain, and I ve found all your videos as a great tool to suppor my lessons! Congrats for them they are excellent! By the way I believe that your example of martial arts and how to provide benefits for services is valid for any kind of service a company may offer..
Hi victor I'm a huge fan of your videos.
I was just wondering, does this apply to all kinds of services?
I run an online mastering service, and can't Think of a way it would benefit my musician clients physically.
Great question. I would focus on "Missed Opportunity" in your case. Something along these lines:
Financial: What did it cost you to produce it? How much money have you invested getting this done? Equipment, talent, facility?
Physical: How much of YOUR time, blood sweat and tears have you invested in this song/cd?
Psychological: What is the REAL cost of presenting a poorly mastered song/cd to the right contact? How would that make you feel?
Closing line: Given all the above, would you agree that spending a little more to get what you want is better than spending a little less and getting less than what you need?
Hello victor . I'm doing sales as well . But not a big bussiness . We have a Elite Partnership with Samsung so thats makes our store special than other store . Our problem is pricing . We usually sell according to the price given by Samsung . But the other store tend to give a giant discount which dropped our sales . We offer full package services and many free item as well . But customer always comes for us to ask for info about specific phone and end up buying on the other store . Please help .
How do you know you have them on the right phone? Not saying you shouldn't present numbers on what they requested, but ask them questions about what they are looking to accomplish and make another recommendation or two that will fulfill their needs. Get their mind off price and what they came in for and focus on what they actually NEED.
Thanks alot victor . I do love long reply from you . I hope one day you could make videos for us, the sales person on store. On how to sell our product wisely . How to approach customer in a friendly manner . How to convince them to pay more for the same thing that they can buy outside with a cheaper price . Thanks again . May God bless you always .
Ezra, you have to find a way to highlight why paying a little more will benefit them. So my question to you would be, what do you do differently in terms of service that the other companies can't offer. ALSO, when the client approaches your for a specific phone, here's an opportunity to take control of the conversation. For example, "Yes, we carry that phone. Can I ask you a question? (client: yes) Why are you looking at this phone? What do you do? (job) Do you have to access email? How about downloading videos? and so on. Asking these questions allows you to get close to the client and establish a relationship. This, if done well, will position you as an expert. Ezra, how many times have you paid a little more for something because you felt comfortable with that salesperson? That's what you want to do with each client exchange; build credibility and your expertise by asking questions to get to know the client. (Sorry for the long answer :-)
Community pharmacists are the health professionals most accessible to the public. They supply medicines in accordance with a prescription or, when legally permitted, sell them without a prescription. In addition to ensuring an accurate supply of appropriate products, their professional activities also cover counselling of patients at the time of dispensing of prescription and non-prescription drugs, drug information to health professionals, patients and the general public, and participation in health-promotion programmes. They maintain links with other health professionals in primary health care.