I get a ton of e-mails asking to solve sales dilemmas. Here are a few that may relate to your job:
In the current economic downturn, how should I attempt to sell to municipalities that have no funding through the budget? – Chad
Rhode Island's Market Has Changed. Developers, Builders, Investors and Sellers Must Change With It.
By Emilio DiSpirito IV License Partner | Engel & Völkers Oceanside Leader | The DiSpirito…
Learn More
The answer is: You cannot sell where there is no budget – unless you are willing to take future payments against future budgets. My recommendation for you would be find another resource because municipalities will be hurting for the next five years.
I have been unable to find a happy solution to something that has been bugging the heck out of me for years and I would truly appreciate your opinion on this. I am in direct sales and have been for 12 years. I have been running my own company for six years. We sell custom-made clothing to private clients. We have never discounted, as I believe it to be the weakest sales tool in the box – if it is even a sales tool. I also believe (probably wrongly) that there are a section of people who are absolutely focused on price and price alone. Experience, product and service come secondary to the idea that they have managed to get a deal – however trivial. Do you think it is ever okay to offer a discount or is it (as I believe) the last refuge of the damned? Is offering a discount for large, bulk orders sound practice, or are you just devaluing your enterprise? Many thanks in advance. – Ian
Have a one-time special on something like custom shirts for existing customers – maybe for the month of May – but, in order for them to get the “deal” they must bring a friend to experience your quality, and their friend can get a few shirts as well – this will honor your existing customers and get you new customers – consider the discount as a marketing expense. This will work.
How do you recommend I sell to a company that is weathering the tough economy? I’m a young company and I’m trying to close that crucial first sale. My product is an advertising/marketing solution, especially advertising for credit card companies. As you know, advertising is one of the first places that companies scale back their spending. My selling proposition is NOT for companies to increase advertising spending. In fact my proposition is that my product will decrease advertising spending and augment the effectiveness of their other advertising effort. – Jeromy
Stop using the word “advertising.” Nobody wants to advertise, but everybody wants what advertising does. Focus on words like “increased sales,” “increased traffic,” “increased exposure” and “increased profit.” The key to your sale lies in the customer’s ability to see what is in it for them and act accordingly. What is your inspiration for writing? How do you think of your ideas? – Morgan I pay attention. I think. I read. I wonder. I create. And I observe everything and everyone around me. Those elements form the basis of idea generation. The secret is the more positive your attitude is, the more likely it is you will have a great idea. The BIG secret is to capture your idea immediately. On your laptop, on your cell phone, on a piece of paper – anywhere you can – because it’s likely you will forget it. I learned this lesson the hard way – thinking of a great idea, and telling myself not to forget it, and not writing it down. Gone. What advice do you have for those of us who have been laid off and are now forced to re-enter the interview world? – Steven Don’t… Do… Jeffrey Gitomer is the author of “The Sales Bible” and “The Little Red Book of Selling.” President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer loyalty atwww.trainone.com. He can be reached at (704) 333-1112 or e-mail to
• Ask about salary.
• Ask about benefits.
• Ask about vacation.
• Ask about sick days.
• Ask about holidays.
• Ask about raises.
Be prepared. Look polished. Have a list of questions. Act confident. Be confident. Tell the truth. Be polite. Try to involve the interviewer (take the tour, take the coffee, you ask questions). Answer intelligently. Ask intelligently. Act and react positively or in a positive manner. Be enthusiastic. Ask closing questions. Follow up on the day of decision. •
salesman@gitomer.com
