{"id":1858,"date":"2019-12-10T09:31:11","date_gmt":"2019-12-10T09:31:11","guid":{"rendered":"http:\/\/getswitchedonblog.com\/?p=1858"},"modified":"2019-12-10T20:27:54","modified_gmt":"2019-12-10T20:27:54","slug":"quick-tip-to-help-you-increase-your-sales","status":"publish","type":"post","link":"https:\/\/blog.getswitchedon.com\/index.php\/2019\/12\/10\/quick-tip-to-help-you-increase-your-sales\/","title":{"rendered":"1 Quick Tip to Help You Increase Your Sales"},"content":{"rendered":"<div class=\"toc-box\">\n<h2>How to increase sales<\/h2>\n<ul>\n<li>Don\u2019t let price be the first number you talk about.<\/li>\n<li>Frame the conversation with the right questions.<\/li>\n<\/ul>\n<\/div>\n<p><i><span style=\"font-weight: 400;\">\u201cEveryone likes to buy, but no one wants to be sold.\u201d<\/span><\/i><span style=\"font-weight: 400;\">\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Have you heard this saying?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The gist of it is that you have to make it easier for people to buy by justifying their purchase.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If people feel like they\u2019re being pushed they\u2019ll head for the hills.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But you\u2019re in luck because there\u2019s a simple concept to help you show people why making a purchase is in their best interest and will help them solve a problem.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s what you need to know to <\/span><a href=\"https:\/\/getswitchedonblog.com\/the-tool-improve-sales-customer-service\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">increase sales<\/span><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p class=\"MsoNormal\"><!--more--><\/p>\n<h2><span style=\"font-weight: 400;\">Strategy to increase sales<\/span><\/h2>\n<h3><span style=\"font-weight: 400;\">1. Try to never let the price\/investment be the first number that comes up in the conversation.<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">In my business, for example, it\u2019s common to get a request to see if I am available for a specific date and to inquire about my fee. I will reply if I am available but I never give a number.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I want to set up a call so I can ask questions and get information to properly frame the way they look at investing in me speaking at their event. I want to be a true partner and not just a \u201crental speaker.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">My goal is to provide value that extends far beyond my time on stage.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I\u2019m not a low-cost provider in my industry. I need to set up the proper FRAME to look at and judge my speaking fee that makes it seem like an easily affordable investment.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">2. Frame the conversation by using the Law of Contrast to <\/span><a href=\"https:\/\/www.quicksprout.com\/7-common-sales-mistakes-and-how-to-avoid-them\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">increase sales<\/span><\/a><span style=\"font-weight: 400;\">.<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">And it\u2019s done by asking the right questions to identify their key numbers. Here is the data that I look for when I talk to a company about opening or closing their sales event:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The company\u2019s total sales\/revenue from the last year.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Their goal for % increase in sales for this year.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The number of people attending the event, how many days it lasts, and the event location.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why is this event so important? What are the key issues facing the company?\u00a0<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">If the company did $330 million in sales last year, expect a 10% \u2013 or $33 million \u2013 increase in sales. They\u2019re facing increased competition and tighter margins.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It\u2019s a once-a-year event and their top tier salespeople and customer service team \u2013\u00a0 who generate 74% of their overall sales \u2013 are attending. <\/span><b>My fee is MINISCULE compared to that.<\/b><\/p>\n<h4><span style=\"font-weight: 400;\">A real-life example<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">I am a big <\/span><a href=\"https:\/\/www.bose.com\/en_us\/index.html\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">BOSE<\/span><\/a><span style=\"font-weight: 400;\"> fan. I own the QuietComfort noise-cancellation earbuds and the Revolve Speaker for when I play golf.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I fly more than most each year, usually about 150,000 miles or over 3 million in total.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In many of the airports, BOSE had a kiosk selling their products. If you stop by and ask the price and they say $249 for the QuietComfort noise-cancellation earbuds, you might say, \u201cYikes!\u201d\u00a0<\/span><\/p>\n<p><b>Here\u2019s how they sold me on the product.\u00a0<\/b><\/p>\n<p><span style=\"font-weight: 400;\">The sales professional asked me some critical questions:<\/span><\/p>\n<p><i><span style=\"font-weight: 400;\">\u201cHow often do you fly? Wow, that\u2019s a lot. Every week! How many hours do you think you are in the air each month? Amazing! Over 30 hours a month or well over 300 hours a year! That\u2019s 1500 hours in the next five years on a plane, in that loud, often-disturbing cabin. These noise-cancellation earbuds will make every hour quieter, every song and movie sound much better. It\u2019s also much better for your hearing long-term. How much do you spend on airfare in a year? Wow, over $20,000!<\/span><\/i><\/p>\n<p><i><span style=\"font-weight: 400;\">I have good news! The BOSE QuietComfort earbuds are the best in the industry and they are only $249. Would you like them in white or black?\u201d<\/span><\/i><\/p>\n<p><b>Once properly framed, investing in yourself to buy NOW is easily justified and exciting.<\/b><\/p>\n<p><span style=\"font-weight: 400;\">It\u2019s one simple way to help you increase sales.\u00a0<\/span><\/p>\n<p><!-- [if gte mso 9]><xml>\n<o:DocumentProperties>\n<o:Revision>0<\/o:Revision>\n<o:TotalTime>0<\/o:TotalTime>\n<o:Pages>1<\/o:Pages>\n<o:Words>471<\/o:Words>\n<o:Characters>2687<\/o:Characters>\n<o:Company>GETSWITCHEDON.COM<\/o:Company>\n<o:Lines>22<\/o:Lines>\n<o:Paragraphs>6<\/o:Paragraphs>\n<o:CharactersWithSpaces>3152<\/o:CharactersWithSpaces>\n<o:Version>14.0<\/o:Version>\n<\/o:DocumentProperties>\n<o:OfficeDocumentSettings>\n<o:AllowPNG\/>\n<\/o:OfficeDocumentSettings>\n<\/xml><![endif]--> <!-- [if gte mso 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<!--EndFragment--><\/p>\n<h2><span style=\"font-weight: 400;\">Taking action<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Asking some key questions before the <\/span><a href=\"https:\/\/blog.close.com\/never-talk-pricing-before-value\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">price\/investment<\/span><\/a><span style=\"font-weight: 400;\"> comes up can make the rest of the conversation much easier to create a buying atmosphere.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Adopt this strategy for your business model and help your customers justify their investment and buy from you with increased desire and confidence.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Brainstorm with your sales team. What are the best questions people are already asking right now?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Explain this simple strategy to them. They may do it once in a while, but it was by accident and not on purpose.\u00a0<\/span><\/p>\n<p><a href=\"https:\/\/getswitchedonblog.com\/the-trick-you-need-improve-your-sales-skills-video\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">Increase sales<\/span><\/a><span style=\"font-weight: 400;\"> by being intentional about using this method of properly framing your \u201cfee.\u201d\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I would enjoy hearing how you apply it. If you thought this was valuable, please recommend me to the leaders at your company to speak at your next convention.<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-2252\" src=\"http:\/\/3.232.143.211\/wp-content\/uploads\/2019\/09\/Chip_Event_CTA_Blog.jpg\" alt=\"\" width=\"680\" height=\"250\" \/><\/p>\n<p><i><span style=\"font-weight: 400;\">Editor\u2019s note: This post was originally published on 7\/11\/18 and has been updated for accuracy and comprehension.<\/span><\/i><\/p>\n","protected":false},"excerpt":{"rendered":"<p>How to increase sales Don\u2019t let price be the first number you talk about. Frame the conversation with the right&hellip;<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[3],"tags":[20,25,38,58,60,61,72,111,123],"class_list":["post-1858","post","type-post","status-publish","format-standard","hentry","category-blog","tag-bose","tag-buy","tag-desire","tag-flying","tag-framing","tag-framing-the-conversation","tag-investment","tag-price","tag-sales"],"_links":{"self":[{"href":"https:\/\/blog.getswitchedon.com\/index.php\/wp-json\/wp\/v2\/posts\/1858","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blog.getswitchedon.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.getswitchedon.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.getswitchedon.com\/index.php\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.getswitchedon.com\/index.php\/wp-json\/wp\/v2\/comments?post=1858"}],"version-history":[{"count":3,"href":"https:\/\/blog.getswitchedon.com\/index.php\/wp-json\/wp\/v2\/posts\/1858\/revisions"}],"predecessor-version":[{"id":2393,"href":"https:\/\/blog.getswitchedon.com\/index.php\/wp-json\/wp\/v2\/posts\/1858\/revisions\/2393"}],"wp:attachment":[{"href":"https:\/\/blog.getswitchedon.com\/index.php\/wp-json\/wp\/v2\/media?parent=1858"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.getswitchedon.com\/index.php\/wp-json\/wp\/v2\/categories?post=1858"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.getswitchedon.com\/index.php\/wp-json\/wp\/v2\/tags?post=1858"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}