Sales Edge: Limited Time Offers – Do They Really Work?

A big part of getting someone to buy into your offer is playing up the value vs. cost factor, which is heavily influenced by presentation. A great way to get people to instinctively buy is to make an offer that would seemingly be a mistake if turned down. Also, make sure that it is followed by a strict deadline in order to create a sense of urgency.

For example, I’m sure you’ve all seen those late night infomercials that claim “If you order within the next 30 minutes, we will double your supply of XYZ Cleaning Solution!” Would you believe that this simple solicitation can increase the amount of interest as much as 83%?

Keep this type of initiative in mind when deploying your next sales campaign, it will benefit you just as much as your customer perceives its value!

Combating the “NO” factor

Creating an effective and compelling sales presentation is an art that not everyone can master effortlessly. Some people are great at delivering gripping presentations that capture their audience and others are better with the follow-up/persistence necessary to obtain a new client. Even with those two vital skills in hand, we often overlook some of the deeper underlying aspects that go beyond just the initial sales pitch.

Learning to deal with objections quickly and tactfully can take you from an average sales person to a great one! If you really consider the overall aspects of selling, you find that a big part of your message is geared towards convincing a client to see and believe in your product or service the way that you do. If you can’t make that connection with them in a matter of seconds, then you need a well thought out action plan for dealing with objections. Never put a prospect in a position where they feel they are forced into making a decision but you have to be ready for them to come back with objections such as “I am not interested”,” I already have one” or “I don’t have time for that”.

Take a quick assessment beforehand and find out exactly what it is that you are trying to convey. Write down every possible objection you can come up with. This short but important exercise can tip the scales in your favor and dramatically improve your closing ratio!