Thank you everyone for your great comments about how the tips
worked for you!
I received many emails saying, thank you for sharing these tips
and how you are putting them to good use. This is great.
I also received comments like "why are you giving great tips
away?"
You know what - I want to give these gold nuggets to you because,
I believe one of the greatest things we can do in our own lifetimes
is to pass on the information and success to help others, so that
you, in turn can help others achieve their dreams and goals.
Sounds simple right - it is.
Let me ask you a question: Would you like to wake up everyday
and go to your gym/studio and make a difference in people's
lives?
Inspire them; help them achieve their dreams and goals. If you
help them then you will achieve your dreams and goals.
"If you help enough people get what they want, you in turn will
get what you want."Zig Ziglar (famous business coach)
Impact Training has been turning out exceptional sales
professionals for over 24 years.
Time for you be one of those success stories.
Ok if you are still reading, pick up the phone and call for the
special offer for Impact Express first-timers, offer ends today.
Then go grab the tips from today.
==============================
These tips are from Impact Express Workshop, How to
Present Prices so the Prospects buy
>>This Friday 5 November<<
Hurry, SPECIAL - SAVE 50% OFF your first Impact Express
Workshop! Be Quick, SEATS ARE FILLING FAST! FINAL CALL
==============================
"Presenting your prices with confidence and ease"
TIP1: If you ask most sales professionals, "what's your least
favourite part of selling?" Most would tell you that it's presenting
the prices and asking the prospect to buy. Now there are many
reasons for this but the number one struggle you will have is your
own baggage and beliefs that you bring to the sale.
TIP 2: Your ability to present confidently will be directly related to
how you personally think and feel about the value of your product
and service – because no matter how hard you try to hide it, your
personal belief system relating to your prices, value and service
levels will influence your prospects perception as well. So before
you talk prices make sure you check in and align your personal
values with your services and how they can genuinely help the
prospect.
"DON'T Project Your Own Price-Buying Tendencies onto Your
Customers."
TIP 3: YOU ARE NOT YOUR CUSTOMER.
Projection is the idea that people transfer (or impute) their ideas,
feelings and emotions onto others. For example, a salesperson
who says, "I'm just like anybody else. I buy on price; therefore,
I know my customer buys on price."
That's not true. Just because YOU buy on price doesn't mean that
your CUSTOMER buys on price, any more than just because you
love football means your customer will love football too — it's
totally illogical. Studies show that price-buyers "see" (at least they
think they "see") a lot of price-buyers. But that's because all
buyers look like price-buyers to a price-buying salesperson.
Meaning: we interpret things the way we want to see them.
TIP 4: Remember decision making is a combination of emotion
and logic so "the higher the emotion the more they'll pay". Here is
a check list of things you can do to help keep them stay
emotionally involved in the decision.
Create emotional names for your products; i.e. A 10 pack
personal training could be called "A kick start program"Limit the
number of options you present to the prospect, the more you give
them the more they'll want to take them away and think about it. I
suggest you give them two so they have a choice – three at the
most.Present your prices in a simple format – I highly recommend
a T graph, making sure you place the one that suits them best on
the right hand side, this will give them an either or choice.Once
you've presented the options explaining how they work, simply ask
the prospect an alternative question "so prospect, of the two
programs which one will suit you best option A or option B'? Then
SHUT UP, this will give them time to think and make the decision.
It's at this point many sales professionals run the risk of talking
themselves out of a sale by continuing you talk – Remember
"Silence is Golden" Finally, once they have chosen the option you
will need to ask for the sale. "So prospect, how will you be taking
care of that cash or credit"?
TIP 5: Remember: Most sales aren't made because the sales
professional didn't ask for it.
I understand that this is a lot of info to take in and it's tough to just
go out and be great at it.
That is why we designed this workshop for you in mind so that this
thinking becomes part of the why you are with customers. It feels
natural and the customer or prospects is not put on guard but feels
comfortable with you and more likely to buy.
In the upcoming Impact Express Workshop, you will learn how
to use this strategy and many more for those most common
objections.
The next Impact Express Workshop, How to Present Prices so the
Prospects buy, is on Friday 5 November; Go Here to discover how
to boost your business with Impact Express.
Last chance today
To Your Success,
Steve Jensen | 
What is Impact Training?
