Did You Ask For That?

Why You’ll grow:

This nugget displays Laws of Selling that can’t be broken.  Whether you are selling online or in person, there are fundamental rules involved in asking someone for their money. Sadly, these principles are seldom taught and understood. Powerful nugget.

A large part of one of the leading marketing strategies for small businesses to large businesses.

Did you know that it is often easier to sell a product at a higher price? Are you also aware that a buyer has a value point, that once achieved, will often trigger them to buy?  This nugget explores how products used to be priced, displayed, and marketing and how they should be today. The backdrop of this nugget is close to 1,000 case studies of products and services.

(0:00 – 0:43)
How you ask for something quite often dictates everything. I’ll give you an example. In the old days, and I mean, let’s go back to the Thomas Watson, the founder of IBM. Put on the suit coat, the crisp shirt and tie, go out into the world, knock on doors, a call from the phone book, get an appointment, but at all costs, do a presentation to a potential client and you build value in that presentation until the value equals two times the price.

(0:44 – 2:22)
Once you can read that potential customer and read their body language and, and just read their questions where you feel you’ve got the value twice as high as the asking price, you were trained as a sales rep. You can then institute AFO, which is ask for the order. Let me say it again.

In the old days, in the days of the Zig Ziglar’s, the Tom Hopkins era of selling Brian Tracy, if you will, a lot of the books and techniques were all about building value in your marketing materials, in your sales presentations, in your TV commercials until the value to the potential customer’s minds was twice the price. Then when it was twice the price marketing, one on one would tell you once the value to the potential customers, twice the price, they’ll probably stroke a check, pull out their credit card, get out some cash and you can do a sale. Well, that’s the old days in the old days.

People could not instantly verify every claim. People didn’t have instant access to your competitors through this fundamental business game changer called the internet. Today it is no longer about building value equals two to three times the price and then asks for the order.

(2:22 – 2:42)
It’s not a yes yet. Let me build more value until you buy those days now and forevermore are just physically gone today. Companies have to prove value over time and earn relationship over time.