By Marc Miller
To shut extra revenues, cease promoting Bestselling writer Marc Miller gives you a brand new, severe device for connecting with selection makers to make extra and larger revenues.
He deals a revenues process designed that can assist you earn a "seat on the table"-the position reserved for these choose those that set the course and the finances of an firm.
Miller explains easy methods to hook up with choice makers from the first actual aspect of contact-psychologically, strategically, and financially-enabling you to create call for in your services and products, guard your center enterprise, and shut extra revenues.
He deals all the instruments you must cease being a salesman and develop into a businessperson who sells:
• A uncomplicated, analytical matrix for illuminating purchaser ideas
• A first-call method that would have each touch supplying up the knowledge you'll want to make the sale
• An adaptable template for producing options which are completely aligned with patron strategic wishes With those instruments, you'll be ultimate extra and larger deals-and assisting your buyers prevail, too.
Read or Download A Seat at the Table PDF
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Extra resources for A Seat at the Table
Com. The Three Best Ways to Target-Market The ﬁrst and most commonly used is geographic targeting, which is what my friend in the carpet-cleaning business did. Most businesses that need their customers to come to their store or oﬃce or that need to schedule appointments and send salespeople out obviously need to restrict the geography of their marketing. They advertise only in the local newspaper or shopper, use coupon decks mailed to their own or adjacent Zip Codes, and direct-mail to those same Zips.
So, How Do We Prove Our Case? I sat, as an uninvolved observer, in the giant, lavishly decorated law ﬁrm conference room and watched and listened as one of this country’s most famous trial attorneys conducted his pretrial conference with his associates, investigators, researchers, and paralegals. Each person summarized his or her work and each gave an opinion on the probable outcome. ” The boss came unglued. He slammed his hands down on the table and rocked the room. ” He paused, dropped the shocked attorney back into his chair, walked to the end of the room, and wrote these words on the blackboard: 46 … Proving Your Case … PREPONDERANCE OF PROOF Webster deﬁnes “preponderance” as a superiority in weight, power, importance, strength, or quantity.
People don’t believe it. 45 … The Ultimate Marketing Plan … Today, if you make any kind of a free or big-discount oﬀer, the consumer says to himself or herself, “Who’s he kidding? Nothing’s free. ” Or: “Fifty percent oﬀ, my eye! All they’ve done is jacked up the price so they can mark it back down. ” My research indicates that people don’t even believe guarantees. They say: “Yeah, just try to get your money back. ” I believe you should use guarantees, and even lean heavily on them. But you have to go to extremes to make people believe them.