RISMedia published four helpful tips from John Boe on how to overcome objections and close a sale.
“Objections are a good sign and you should actually look forward to them,” says Boe. “After all, if your prospect was not interested in your product or service, they wouldn’t be asking questions.”
Here’s how to close the sale.
From Seth Godin
(What you’re hoping for) – (What you get)
This might be the simplest possible explanation of customer satisfaction.
Dissatisfaction occurs when salespeople and marketers tend to try to amplify the first part (what you’re promised) while neglecting the second.
The ability to delight and surprise is at the core of every beloved brand (product, politician, teenager…). Overhype and shady promises will undercut that before it even has a chance to get started. Yes, of course you have to make promises to earn attention and trial. The mistake is when you put more effort into the promises and less into what you deliver. Promise a lot but deliver even more.
[One really important amplification: Research shows us that what people remember is far more important than what they experience. What’s remembered:
–the peak of the experience (bad or good) and,
–the last part of the experience.
The easiest way to amplify customer satisfaction, then, is to underpromise, then increase the positive peak and make sure it happens near the end of the experience you provide. Easy to say, but rarely done.]
by Adrian Amos
According to Google, “mobile went mainstream in 2011” with increased smartphone and tablet usage – which means your listings not only have to be online to reach consumers, they have to be mobile-accessible too.
Nielsen reports that 44% of US mobile customers are using smartphones – up from 18% in 2010. With thousands more consumers having instant access to the Internet, it’s no wonder mobile browsing has increased 45% in the past year – not to mention the huge influx of Internet traffic from tablets (up 440% according to Google).
In fact, Google states “It’s not just that more people are using smartphones and tablets (though the numbers are skyrocketing at an accelerating pace)—it’s that a huge, and fast-growing base of smartphone users, now expect to engage with businesses on mobile.”
This is true for home shoppers too. HomesAndLand.com has seen an 186% increase in mobile traffic in the past year. That’s why mobile-enabled websites are included in our marketing package. Advertisers receive personal websites that are automatically formatted for smartphones and tablets at no additional charge. Which means no additional work for you to put your listings online – or on-mobile.