Selling - Blending E-Commerce and Store Front Sales
There seems to be the misguided suggestion that e-commerce, buying orselling on the Internet, will very soon surpass regular means of retailsuch as department stores. Nothing could be further from the truth. Thee-commerce industry should check out the number of people that wanderthrough shopping malls on weekends. Is a company like J.C. Penny,Zellers or Wal-Mart closing their doors and meekly walking off into thesunset? No- they are expanding, rebuilding, renovating and opening newoutlets in an attempt to maintain and expand their customer base.Internet marketers must do the same thing.
Even though the electronicmedium is gaining increasing importance, and there are some veryimpressive numbers being put up, there is still a major concern aboutsuch things as transferring credit information and dealing with animpersonal operator attached to some keyboard across the world. Notevery business can have a retail outlet, because some businesses areonly amenable to on-line sales, but those that do have a retail outlet,should not only be involved in directly marketing their products throughtheir web sites, but the sites should be constructed so that buyers whowant to see the product will go their outlets first. Many people want tosee the products in front of them. They want to see them, compare themto other products, perhaps see how look beside other items, especiallyif they are outfitting an office. They may even want to do a littlehaggling which is difficult to do on-line.For example, if you have an Internet site where you sell computers andalso a retail outlet, you must be prepared to deal, not only with thecustomer who is willing to buy on-line, but also the customer who wantsto go and kick the tires-so to speak.
Provided that the techno-babblehas been kept to a minimum, an individual, after checking the web-site,will come to you with his initial request. Now that number that has beenrecorded as a hit on your web site is someone standing in front of you.He wouldn't be there unless the web-site had done an initial sellingjob. He is there to buy. This is where the true selling begins. As Idiscussed in previous articles- this is the opportunity to learnsomething about the customer.
Some of the best sales individuals I knowhave a tremendous capacity to ask questions and then shut up and listen.They know who they are talking to; know what they what, and they havelearned this by listening after asking some questions.You now have that same opportunity While you are finding out what hewants, you must also discover his hot buttons. You must assess hisneeds, but more importantly, listen to what he wants. It has been thecase that quite often a sale will occur, not based on what needs aremet. but on the extras that come with the package. The only way that youcan find out the bells and whistles that will sell your system is bylistening.
Someone can have features similar to IBM, Compaq orPanasonic, but they can sell their own system by emphasizing featuresthat fill a need that the customer never knew he had- his hot buttons.These needs are discovered by asking questions and then listening. Hereare a few cardinal rules: don't be patronizing or condescending- don'tassume that you always know what is best for the customer, or that yoursuperior product knowledge entitles you to decide what is best for him.More importantly, don't try to sell the most expensive item on themarket. This is very short-sighted. It has been shown that an unhappycustomer can affect up to two hundred potential future customers.For example, a store owner was looking for a new cash register. He cameinto our showroom looking at some very sophisticated Point-of- Salesystems.
He was impressed with the flash, bells and whistles. I listenedto his needs. I could have sold him the $4,000.00 piece of equipment,because he wanted it, even though he didn't need it. His requirementswere assessed and he was told that all he needed was a three hundreddollar cash register. It was essentially a cash box that would give hima total sales printout at the end of the day.
When it was explained tohim that his needs were for a simple cash recording system, heappreciated the fact that we had looked beyond his enthusiasm and soldhim an appropriate item. Eight months later, when his business hadexpanded dramatically and he needed an expensive system- where did hego? He came back to us and ended up buying $14,000.00 worth of POSequipment. An initial small commission turned into a very sizeable ordera short time later because the customer had been listened to. Peopleresent being patronized or treated as if they are not aware of their ownneeds. They appreciate your advice but that advice should never bestated as an imperative.
You may get the initial sale because ofpressure tactics but the long term ill-will can result in missing out onsubstantial commissions. There is also another interesting fact: oncesomeone has come to you after checking out your web site, and they havebought from your retail outlet, their next purchase will probably befrom your web-site. This is providing that you have sold them what theyneeded, and not what you wanted them to buy..
Tough and Durable Auto Parts To Increase Your Safety Available at Auto Parts Corner
Safety is among the most important things you must keep in mind while driving. It is not enough that you are able to go to your destination as soon as possible; it is more important that you are able to go there with peace of mind and literally, with your car and your body in tact.
An accident can be the most devastating thing to happen to us. It's not only financially burdensome but it can also ruin lives of many, so as much as possible we avoid it. Although we can never really tell when it will come, preparing our vehicle is the best that we can do to reduce its damaging effects.
Auto Parts Corner values your safety by providing you tough and durable replacements for parts such as the Chevy bumpers, Ford...
Atv tires > Tough and Durable Auto Parts To Increase Your Safety Available at Auto Parts Corner
New Auto Loan Service Offers Fast Online Car Financing
Torrance, CA (ContentDesk via ContentDesk Direct) May 23, 2006 -- Car Loan Genie (http://www.carloangenie.com), a new one-minute auto loan service, has turned car financing from a paperwork nightmare into an online snap.
Consumers can simply fill out a Web-based application that takes seconds and receive quotes from lenders in less time than it takes to kick the tires on a new car.
There is nothing to buy and no obligation to accept any financing offered through the site.Consumers with good to excellent credit will find that rate quotes obtained through Car Loan Genie are very competitive.
Those with less-than-perfect credit or even bankruptcies may be able to obtain car financing unavailable through...
Atv tires > New Auto Loan Service Offers Fast Online Car Financing
Discount Truck Tires
Truck Tires have to operate amongst the most strenuous of all environments, when one looks at the automobile sector. Since purchase of regular tires can be a costly affair, truck owners often opt for a cheaper alternative.
There are many necessary details which have to be kept in mind when one goes in for purchasing Discount Tires for Trucks. These tires must ensure smooth operability while catering to different loads across roads, and provide traction irrespective of weather.
Tires for trucks come in a range of sizes and are designed to perform well in a wide range of temperatures.
Different techniques are followed before and after manufacture to ensure longevity of traction. The tire pressure is a very important parameter, and tire pressure should be kept at ideal levels in all the tires within a vehicle. If there is low air pressure in one tire, it puts undue strain on another, and thus the wear-and-tear rate is enhanced.
...
Atv tires > Discount Truck Tires
New Automotive Portal Helps Car Owners Find Auto Reconditioning Services They Did Not Know Existed
You've got a small red ink stain on the seat of your brand new car that won't come out.
Now what, replace the whole seat cover for hundreds of dollars?
The answer is a new auto site, CarCareValues.com, (CCV).
CCV has a search feature that will lead you to answers and local auto companies that have amazing services you didn't even know existed; such as, carpet and seat stain removal, alloy wheel repair, burn, rip, and tear repair, deep scratch removal, paintless dent repair, etc.
CCV also has listings for the more mundane; but necessary tire, exhaust, brake work, etc.
"I have several thrilled customers every week tell me they didn't know a service like mine existed," said Jim Lofton, creator of CarCareValues.com and owner of a paintless dent removal company in Northern Virginia.
"There is a multi-million dollar subculture of specialty auto reconditioning experts that service car dealers on a regular basis that the general public doesn't...
New Automotive Portal Helps Car Owners Find Auto Reconditioning Services They Did Not Know Existed
Atv tires > New Automotive Portal Helps Car Owners Find Auto Reconditioning Services They Did Not Know Existed
New Automotive Portal Helps Car Owners Find Auto Reconditioning Services They Did Not Know Existed
You've got a small red ink stain on the seat of your brand new car that won't come out.
Now what, replace the whole seat cover for hundreds of dollars?
The answer is a new auto site, CarCareValues.com, (CCV).
CCV has a search feature that will lead you to answers and local auto companies that have amazing services you didn't even know existed; such as, carpet and seat stain removal, alloy wheel repair, burn, rip, and tear repair, deep scratch removal, paintless dent repair, etc.
CCV also has listings for the more mundane; but necessary tire, exhaust, brake work, etc.
"I have several thrilled customers every week tell me they didn't know a service like mine existed," said Jim Lofton, creator of CarCareValues.com and owner of a paintless dent removal company in Northern Virginia.
"There is a multi-million dollar subculture of specialty auto reconditioning experts that service car dealers on a regular basis that the general public doesn't...
New Automotive Portal Helps Car Owners Find Auto Reconditioning Services They Did Not Know Existed
Atv tires > New Automotive Portal Helps Car Owners Find Auto Reconditioning Services They Did Not Know Existed
7 Keys in Getting Your Prospects to Act
7 Keys in Getting Your Prospects to Act
Copyright ? Ray L. Edwards Today I would like to look at the matter of persuasion.How do you get your prospects to take action?I remember as a door-to-door salesman, my instructoroften said that you must understand 'why people buy'.It has a certain ring to it doesn't it? If you knowwhy people buy then you must gear your ads towardsthese 'psychological buttons'.Before I go any further, I would just like to mentionthat this is in no way 'manipulation'. It's justcommon sense that you don't approach someone about animportant decision when they're angry. Every wise wifeknows how to place their husband in that 'mood' beforethey spring their special request on him!Even kids wait until their parents are in a good moodbefore they tell them the cost of the special outfitthat they MUST have.Having cleared the air let's look at these importantprinciples.1. Scarcity - People go after those opportunities orproducts that are limited in availability....
Atv tires > 7 Keys in Getting Your Prospects to Act
Latex Allergy
An increasing number of Americans are becoming allergic to latex, a natural substance derived from the milky sap of the rubber tree. Found in Africa, latex is used to make a variety of products, including rubber gloves, balloons, tires, condoms and diaphragms, and elastic bands. They may also be found in healthcare products, such as catheters, intravenous tubing, dressings, stethoscopes, syringes, and bandages. Many of these products cannot be avoided by both the consumer and the healthcare worker, so how can you control latex allergy reaction?
First, you need to know that there are actually two sources of latex allergy, producing two distinct allergic reactions. The first type of latex allergy affects the immune system, resulting in minor skin rash.
This type is often blamed on the chemical additives used in making the gloves.
The second latex allergy is a full-fledged allergic reaction to the latex itself. It results in more serious reactions, causing...
Atv tires > Latex Allergy
New Automotive Portal Helps Car Owners Find Auto Reconditioning Services They Did Not Know Existed
You've got a small red ink stain on the seat of your brand new car that won't come out.
Now what, replace the whole seat cover for hundreds of dollars?
The answer is a new auto site, CarCareValues.com, (CCV).
CCV has a search feature that will lead you to answers and local auto companies that have amazing services you didn't even know existed; such as, carpet and seat stain removal, alloy wheel repair, burn, rip, and tear repair, deep scratch removal, paintless dent repair, etc.
CCV also has listings for the more mundane; but necessary tire, exhaust, brake work, etc.
"I have several thrilled customers every week tell me they didn't know a service like mine existed," said Jim Lofton, creator of CarCareValues.com and owner of a paintless dent removal company in Northern Virginia.
"There is a multi-million dollar subculture of specialty auto reconditioning experts that service car dealers on a regular basis that the general public doesn't...
New Automotive Portal Helps Car Owners Find Auto Reconditioning Services They Did Not Know Existed
Atv tires > New Automotive Portal Helps Car Owners Find Auto Reconditioning Services They Did Not Know Existed