03292017Wed
Last updateWed, 29 Mar 2017 1pm

Other News

Relocation allows for a rare look inside De Beers’s London HQ

Relocation allows for a rare look inside De Beers’s London HQ

The potential sale of De Beers's London HQ offers a rare glimpse inside the mining giant, from subterranean vaults to a rooftop helipad.

Number 17 Charterhouse Street, a fortress in the heart of London, has been De Beers’s headquarters since 1979, but...

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Industry Events

MJSA Expo delivers “inspiring” experience for jewelry manufacturers and designers

MJSA Expo delivers “inspiring” experience for jewelry manufacturers and designers

The 2017 MJSA Expo may have been cut short by one day, thanks to a looming blizzard, but that didn’t stop the show’s attendees from getting the full “Expo experience.” The industry’s longest-running show dedicated to professional jewelry making and d...

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On The Move

Lafonn named 2017 JCK Jewelers’ Choice Award winner & finalist

Lafonn named 2017 JCK Jewelers’ Choice Award winner & finalist

(CYPRESS, Calif.) - Lafonn, the brand known for luxury within reach, has grabbed two honors in the 2017 JCK Jeweler’s Choice Awards. Now in its tenth year, the awards are given in multiple categories. Both of Lafonn’s wins are in the “Lab Grown Gemsto...

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What's New

ASHI launches 2017 Lovebright Collection Book

ASHI launches 2017 Lovebright Collection Book

ASHI is excited to launch the 2017 Lovebright Collection Book for all of their retail partners to share with their customers. ASHI reports the positive feedback they have received from their retailers, and the overwhelming desire to ignite and promot...

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Featured Articles

Diamond shipping scam impacts 20-plus diamond wholesalers

Diamond shipping scam impacts 20-plus diamond wholesalers

Since November, an estimated 20 or more diamond vendors from across the country have been contacted by phone - in many cases with repeated calls - by what a number of industry members and authorities suspect is an organized group of individuals submi...

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Latest News

Relocation allows for a rare look inside De Beers’s London HQ

18 HOURS AGO
Relocation allows for a rare look inside De Beers’s London HQ

The potential sale of De Beers's London HQ offers a rare glimpse inside the mining giant, from subterranean vaults to a rooftop helipad.

Number 17 Charterhouse Street, a fortress in the heart of London, has been De Beers’s headquarters since 1979, but the street has been its home since the 1930s. At ...

Readmore

An emerald with a history goes to auction

18 HOURS AGO
An emerald with a history goes to auction

In the auction world, there are few things more fascinating than the journey of a gem through the hands of the rich and famous. The Stotesbury Emerald, which will be included in the Sotheby’s Magnificent Jewels sale in New York on April 25, is one such stone.

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MJSA Expo delivers “inspiring” experience for jewelry manufacturers and designers

18 HOURS AGO
MJSA Expo delivers “inspiring” experience for jewelry manufacturers and designers

The 2017 MJSA Expo may have been cut short by one day, thanks to a looming blizzard, but that didn’t stop the show’s attendees from getting the full “Expo experience.” The industry’s longest-running show dedicated to professional jewelry making and design, MJSA Expo had been scheduled to run for thr...

Readmore

Stuller hosts mini conference for jewelry group

6 DAYS AGO
Stuller hosts mini conference for jewelry group

Leading Jewelers Guild visits global headquarters

(LAFAYETTE, La.) - Stuller recently partnered with the Leading Jewelers Guild (LJG) to host a one-day conference at its global headquarters in Lafayette, Louisiana, giving members of the guild an entire day of education and networking.

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Lafonn named 2017 JCK Jewelers’ Choice Award winner & finalist

18 HOURS AGO
Lafonn named 2017 JCK Jewelers’ Choice Award winner & finalist

(CYPRESS, Calif.) - Lafonn, the brand known for luxury within reach, has grabbed two honors in the 2017 JCK Jeweler’s Choice Awards. Now in its tenth year, the awards are given in multiple categories. Both of Lafonn’s wins are in the “Lab Grown Gemstone” category, further anchoring the brand’s positi...

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Jane Kirk appointed Executive Director of NC Jewelers Association

28 DAYS AGO
Jane Kirk appointed Executive Director of NC Jewelers Association

(RALEIGH, N.C.) - The North Carolina Jewelers Association (NCJA) is pleased to announce the appointment of Jane Kirk as Executive Director, effective immediately. The Board’s action comes with the fullest confidence that Kirk will be an excellent steward of NCJA’s goals and an advocate for North Caro...

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ASHI launches 2017 Lovebright Collection Book

14 DAYS AGO
ASHI launches 2017 Lovebright Collection Book

ASHI is excited to launch the 2017 Lovebright Collection Book for all of their retail partners to share with their customers. ASHI reports the positive feedback they have received from their retailers, and the overwhelming desire to ignite and promote their store’s diamond sales, has been extremely ...

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ASHI launches the I DO Bridal Sweepstakes

20 DAYS AGO
ASHI launches the I DO Bridal Sweepstakes

Announces winner of #LovebrightValentine Sweepstakes

(NEW YORK) - ASHI is excited to launch the I DO Bridal Sweepstakes, to kickoff the wedding season for its retail partners. Retailers will be able to attract bridal shoppers to their stores, through various social media platforms, and let every bride...

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Sales Growth Expert The # 1 most important word in Selling

For decades the most important words in marketing have been:

  1. Free
  2. Sale
  3. Guarantee
Want to get someone's attention in an advertisement? Show them the words Free or Sale. Want to increase your closing rate? Increase the value of your Guarantee.

But selling and marketing, although the successful sales professionals do both well, are different. Marketing is getting the customer/prospect into your store or getting an appointment with them at their chosen location.

Selling is closing the deal, making the sale, convincing the customer/prospect that your products and services are worth more to them than their money. The top sales producers know it is much, much more. They know that selling is ‘solving the customers problems, needs and wants.'

So the # 1 most important word in selling is SOLUTIONS.

The next time you want an appointment with a customer/prospect first find out the problems, needs and wants your products and services will solve for them. For example, if you sell forklifts it is fair to think the solutions the buyer is looking for includes the need to move materials/products around a warehouse setting in a safe, efficient cost effective manner.

The sales professional that shows the buyer how the benefits of the forklift will accomplish this, and the company's benefits will make the sale faster and usually at higher profits than the order taker who wastes the buyer's time telling him about all the features the machine has. When you show the buyer the solutions to their problems, needs and wants by selling your benefits, not features, you will also close the sale faster.

Move one step further and discover the buyer's individual problems, needs and wants and provide the solutions for them. All you have to do is ask them what they are. "Mr. Smith, what material handling problems are you looking to solve with a new forklift?" "Mr. Smith, what unique needs do you need to solve in your material handling process?"

It does not matter what product or service you sell. If you provide the SOLUTION to the customer's problems, needs and wants easier for them than your competition, you will be the one who gets the sale.

OK, now I know someone is thinking, "All my customers have the problem of not wanting to pay a fair price for my products and services." I am the first to agree price is very important, but it's an obstacle that you can overcome.

You overcome the price objection by increasing the benefits you provide the buyer. I know you have heard that time and time again. But now go one step more. Put a dollar value on your benefits. Now you are not only addressing the customer's problem (money), you are doing it with the benefits that will solve their other problems, needs and wants.

Here are 4 ways to turn your intangible benefits into a dollar amount that will show the customer/prospect you offer a better value.
  1. Examples of how others have suffered money loss when not using your benefit (horror stories).
  2. Testimonials showing the dollar value others put on your intangibles.
  3. Ask the customer what he/she feels the dollar value of your benefits are.
  4. Tell the customer the dollar value of your benefits. (You are the Expert)
The steps to selling solutions
  1. Determine the buyer's problems, needs and wants (general and specific).
  2. Determine and create benefits that will solve those problems, needs and wants.
  3. Put a dollar value on your benefits.
All you have to do is combine these steps with the closing technique(s) you like. My favorite of the 23 closing techniques in my book, "How To Take Customers Away From Your Competition" are:
  • Closing Techniques #3 - Pros & Cons Close
  • Closing Techniques #5 - The Choice Close
  • Closing Techniques #7 - Higher Price Agreement Close
Use discount code - PROFITCLUB - for 40% off my book "How To Take Customers Away From Your Competition" and all my other 4 books and audio CD's:
  • "Join The Profit Club"
  • "99 Of The Greatest Sales Tips Of All Time"
  • "Bad Business Assumptions That Cost You Sales And Profits"
  • "You're Not Lost Until You Are Out Of Gas"
Go to www.BobJanet.com, click on products or the books at the top, add books and/or CD's to your cart and use discount code - PROFITCLUB.




Invite Bob Janet to help your sales professionals and sales support staff increase sales and profits. Bob's selling and marketing skills and techniques are based on 40 plus years of "Been there, Done that" front-line experiences. His long and proven track record of success combined with his unique speaking and teaching ability makes him uniquely qualified to present selling and marketing skills and techniques to business owners, sales professionals and sales support staff. For more information contact Bob at 704-882-6100, This email address is being protected from spambots. You need JavaScript enabled to view it. or www.BobJanet.com.

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