SalesDog Quick Tip: "How much does it cost?"

How many times have you gone into a meeting with a complete presentation only to have your customer ask right off the bat "How much does it cost?" This question can throw you off guard when asked early on, especially when you sell complex goods or services. Sales trainer Al Uszynski has the quick tip you need to navigate this tricky situation:

Like many complex products it's hard to answer that question early in the sales dialogue. It's also not advantageous to discuss cost until you've had a chance to create more value in the customer's mind.

When faced with a premature cost question, try to defer it to later by saying something like, "I know that the amount you invest is very important to you. So that I may suggest the product variation that best suits your needs, may I ask you a few more questions?"

Al Uszynski is a results-focused sales trainer and professional speaker. His proven, quick-start sales training program, "15 Ways to Grow Your Sales Tomorrow" helps sales professionals ignite immediate sales growth. Learn more by visiting www.Uszynski.com

Negotiate a Testimonial

Are you about to give your customer a price break?

"If so, it doesn't hurt to ask for something in return," says sales trainer Al Uszynski. "When lowering your price, propose to your customer that you would consider it a personal favor if they were to provide you with a testimonial quote about their experience with you, your product or your company. Of course, you'll explain that they would deliver the quote only after they've received the goods and are completely satisfied."

"Customers are more apt to type a quick email with a testimonial quote than to print and mail a formal business letter," says Uszynski. "Take the quotes and make a testimonial sheet that summarizes the experiences of the customers that you've personally served."

Al Uszynski is a sales trainer and professional speaker. He delivers speaking programs that deliver smart and insightful sales strategies – designed to help your people and your organization sell more, earn more and profit more. Visit his website at www.uszynski.com for more information.

Grow Your Sales by Watching the Home Shopping Network

The strike by the Writer's Guild of America has made watching my favorite TV shows a thing of the past...actually, it has made watching any decent show a thing of the past. So what to watch besides reruns or reality shows? Sales trainer Al Uszynski suggests you turn to QVC or the Home Shopping Network - not for the entertainment value, but for the sales lessons that can be learned.

"While you might not sell products to consumers, through observation you might learn a thing or two about what works (and what doesn't work) when it comes to selling," says Uszynski.

Uszynski suggests you ask yourself the following questions:

• How would you describe the enthusiasm of the salesperson?
• How are testimonials woven into the sales presentation?
• How do they use pricing terms to make the purchase seem minimal?
• Do you trust the salesperson? Why or why not?
• How do they use the limited quantity or time to their advantage?

Apply what you learn to your own sales presentation. Hurry now! Quantities are going fast!

Al Uszynski is a results-focused sales trainer and professional speaker. His proven, quick-start sales training program, "15 Ways to Grow Your Sales Tomorrow" helps sales professionals ignite immediate sales growth. Learn more by visiting www.Uszynski.com.

Money Talk

In a polite society, it's considered rude to talk about money. But, in sales, you need to discuss budgets, pricing, and fees to qualify prospects and make the sale. How do you get comfortable discussing these taboo topics? "When you clearly understand the value of your product and can communicate it with ease, the fear of presenting your fees disappears," says sales expert Rochelle Togo-Figa.

Here are some of Togo-Figa's tips to help you more easily discuss money with prospects.

Ask money qualifying questions before or early on in the meeting. Serious prospects don't mind hearing money questions. They expect to be asked these questions. Unqualified prospects run when they hear these questions because they're not serious about buying. Try saying, "So I know we're in the same ball park, approximately how much were you looking to spend?"

Make a list of the benefits. Create a list of all the ways the product will benefit the client AND a list of benefits your clients get from working with you. Here's an example: "All clients I work with receive personalized service from the start of the job, to the end of the job."

Share the results clients have received from working with you. Think in terms of measurable results clients have achieved. This will instill more confidence as you become clear on the value you bring to your clients. Here's an example: "My client had no idea where to start with decorating her home. After working with me, she selected a window treatment that suits her living style, and a fabric within her budget."

Create several pricing packages your clients can choose from. Start to think of different price ranges and programs you can offer. Creating different pricing options gives the prospect a choice and helps make the selection affordable. They're more apt to buy if you offer low, medium, and high-end products.

Give these tips a try and watch your fears abate and your sales rise!

Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com.