The Answer to Every Objection
When I was a Tri-Star distributor & sales trainer, the subject that came up the most , next to closing, was how to handle Objections. I don't mean questions like " is this bagless" or " How does this compare to a Dyson?" I mean objections that always start with" I CAN'T buy it now because....." I decided after about 10 years of selling in-home that I was sick of hearing these same old objections. Some people never hear objections.. If you do, read on.
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The Most Important Word To Use When Advertising
You’re going to hear a new word about advertising ...Self-Funding. What I mean by "self-funding" is that the ad generates enough profits to pay for the ad, thus making the ad "Free". You are now free to repeat the ad as often as you can without ever having to pay more than for the initial ad. Your money would just keep rolling over to the next ad.
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Advertising Budgets, Money Off Coupons, And Creative Ads.
I was listening to a speech about advertising from the Marketing Director of a major theme park in Ohio. If I mentioned the name, you would know it. He said how his advertising budget was a half a million dollars a year. He gave us a few pointers. He said that they didn’t advertise in the Summer months because they didn’t need to. Summer is the theme park season. He told us about how he modified those old ads to make the new ads look more aesthetic. I listened for an hour.
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30 new customers a month
Whether you call them customer, clients, or patients, you need a constant stream of them to stay in business.
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Best Qualifying Questions To Ask Your Customers
Are there questions you can ask your customers that will force the customer to literally sell themselves?
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Real Customer Service
Most people think of "Customer Service" as the actual job of servicing the product sold, or handling complaints. These are important things, but not the most profitable way of seeing your role as being at your Customer's Service.
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The Single Most Important Question To Ask An Interviewee
When prospective employees are being interviewed, they are asked about their past employment. But they are usually asked about what they did. These answers may be shaded to reflect a well..... favorable impression. Sometimes the answers won't be truthful. Don't you really want to know how well they are going to get along with you and your group after they've been hired?
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World's Greatest Salesperson
I just bought a new home. A nice one. So of course, we needed all new furniture......That's how I met the World's Greatest Salesman.
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Multiple Streams of Income; Diversify your offers and build wealth faster
How many customers do you have? I mean the ones who bought something that requires a warranty? How many do you have the name and address
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Gift Certificates
If you received a Gift Certificate good for $100, you know that these are valued almost as much as the dollar amount they represent. Would you feel the same way if you get a discount coupon for the same amount?
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How To Turn Your Home Show Booth Into A Cash Generating Machine
There have been several subscribers (of my paid Newsletter) tell me that they are doing home shows, mall kiosks, or working county fairs. Most people sit & wait for something to happen at these events. It rarely does. Nothing happens if you wait for someone to disturb you, and ask if they can buy. Here are common mistakes at home shows and mall shows;
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Lessons. Yellow pages.
I visited an office (in home sales) of a friend and he asked me how to improve his business. I asked some questions & found out almost all his sales were financed (very common with in-home sales). He told me that he paid a FEE of 7% plus an 8% reserve, that he likely would never see again.
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Possibly the most profitable ad you can run
Classified ads are underrated. They seldom generate staggering profits. But considering the low cost they can be very profitable. Here’s why;
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How To Know If Your Headline Will Work
Let’s imagine that you sell vacuum cleaners. You have read an article that tell about the dust mite and all te evils it brings to the home. You get all excited and think "If I can just get the message out about this little critter, I’ll get people to come into my store to solve the dreaded dust mite infestation plaguing them." So you write an ad, and put it in your local paper
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How to guarantee your ad will connect with everyone you want.
I’ve heard this so often, my ears are bleeding. "My customers are different". We all have differences. We like slightly different kinds of humor, cars, mates, pets, and food. There are cultural differences. There are educational differences. Differences in social status. I’m not saying these differences don’t exist. I’m saying they don’t matter when you’re advertising. Here’s why;
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The Greatest Closing Secret.
As a Tri-Star distributor & trainer for 12 years (until 5 yrs ago) The subject brought up at sales training the most was CLOSING. You know, that magic thing you say at the end of your demo that MAKES people buy.
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How to Make Money By Giving Away Free Vaccum Cleaner Belts
As a few of you know, because I have been beating the subject to death, we give belts away. We install them for free. The only ones we charge for are Eureka R belts & geared belts. I was curious exactly how much this changed our business. After a few hours of research I found out. The results were suprising.
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Which is better- Salary or Commission?
Years ago, I had a conversation with a friend who was thinking of getting a job in sales. He asked me which I thought was better, Salary or Commission. This was my answer.
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Can You REALLY Make Money With A Store Website?
The short answer is "Yes". I'm not talking about the ones that sell Vacuums on the internet. I'm talking about the site that has your store information on it. Like a brochure.
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TOMA (Top Of Mind Awareness)
Larry Moritz was kind enough to tell me about a TOMA meeting he went to, sponsored by the local Newspaper. He also gave me the website www.tomaresearch.com. Thanks, Larry. But I wrote this
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The Secret to Real Wealth in the Vacuum Cleaner Business
Can you get WEALTHY in your Vacuum Cleaner Retail business? I define Wealth as being totally independent. Living off your investments. Having at least a Million dollars in liquid assets. Possible?
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When they call you for a Price...
A lady just left here with a like-new Rainbow E-Series machine for $1,199. I'm the third Vac store she called today. All of us are in the same town. All of us have at least one Rainbow on our floor. Both of my competitores have Substantially lower
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How To Absolutely Guarantee That Your Ads Make A Profit
Years ago, when I worked in my friend's ( Julius Toth ) store, I was complaining about the ads he ran. I asked, " Why don't you run ads that tell the whole story. List all the features, everything in the ad?" In other words, Why didn't he run ads that did all the work so that all I had to do was write the receipt & get the commission. With a patient smile, he showed me a thick scrap book...
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How I Got My Customers To Pay For My Vacation
We were going to Vegas! Wednesday, Thursday, & Friday the store would be closed. We had 2 choices: worry about how much money we were losing by not being in the store, or using our trip as a way to get a boost in business. About half an hour before we left for the airport, almost on a whim, I took a piece of typing paper & put a sign on the store's front door. Here's what it said;
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Waiters Story
Years ago, I went into an expensive restaurant with a group. The waiter asked us for our order. I don’t remember what the order was for, but I do remember this; The waiter gave a funny look & said "The Cod isn’t very fresh today, may I recommend the Scrod?" or words to that effect. As he went around the table
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Spend a dollar to make $500?
We ordered a course on marketing from Melvin Powers. The course cost me $500 plus shipping. After I ordered it, I had second thoughts about the purchase. It came just a few days later.
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Classified Ads- How Generate a Guaranteed Return....
I'm talking about the Newspaper classified. Do you use them? I can almost guarantee the answer is "No".
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