Sales Gold: Converting Want Into Demand, Part II

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It’s not what they say, it’s how they feel. A common sales error which leaves fails to escalate from want to demand is misinterpreting the reason given for the real reason for your product or service.

Prospect:  “The equipment keeps breaking down; I need something dependable.  Salesperson: “Oh, our product is very high quality and never needs repair.” This is “sales noise” and omits probing. What equipment does he have? (vital to know not only in the sales process but for competition intelligence also). Hmmmm…good brand…should not be breaking down. More probing needed. (I never take the first thing the prospect offers as the buying signal or real reason of the need until I dig in and get an emotional reaction: a smile, a realization, a comment that is not in the level of boredom).

Rule: Don’t mistake a comment for the real reason. It is something you DISCOVER. New to you, and ideally new to the prospect.

Arte Maren, International Speaker, Writer and Business Consultant

 

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Arte Maren, Author, Speaker and Business Consultant

Do You Have Your Admin Scale?

 

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Author, Arte Maren

 

 

 

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Sales Gold: Converting Want Into Demand, Part I

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If you discover a need (and surely you must), you have improved your chances for a sale. But the real gold is having discovered a need that the client did not previously know he had—and that creates demand.

How is that done? By not falling short on probing. Biggest error: find a need, try to sell it. But is that really the greatest need? Often not.

Rule: Find the REAL need and turn the want into Demand!

Arte Maren, International Speaker, Writer and Business Consultant.

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Excerpt is from his published book, The Natural Laws of Management: The Admin Scale. Available in hardback and ebook.

Do You Have Your Admin Scale?

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Author, Arte Maren

 

 

 

What is The Basic Test of All Administrative Solutions?

“There are right ways to handle a group. This is the single fact which most often escapes people attempting to handle groups.

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“Also, for every correct solution there can be infinity of wrong solutions. The right way is a narrow trail but strong. The wrong ways are broad but all lead into a bog. This is the basic test of all administrative solutions. DID THEY WORK?”1

Arte Maren, International Speaker, Writer and Business Consultant

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Arte Maren, Author, Speaker and Business Consultant

Do You Have Your Admin Scale?

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Author, Arte Maren
1 Hubbard, Organization Executive Course

Providing Superlative Service

A positive attitude on sales is important too.

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Selling has a bad reputation. It’s come to mean, in some cases, “forcing something on someone that they don’t want and can’t afford.” That’s not selling. Selling has been a major force in the creation of American society. It’s been a vital link between the producer and the consumer. And the derivation of the word “sell” comes from an old English word sellen, which means “to get, deliver.” It’s the ability to place your product into the hands of the consumer on a rapid basis.

The whole cycle of a product and exchange can be viewed in relation to communication.

Excerpt from The Natural Laws of Management: The Admin Scale, Chapter 7 Superlative Service, Page 32.

Arte Maren, International Speaker, Writer and Business Consultant

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Arte Maren, Author, Speaker and Business Consultant

Do You Have Your Admin Scale?

Author, Arte Maren

The Administrative Scale of Importance, Chapter 1

The Admin Scale is used by executives in small businesses, CEOs of Fortune 500 companies, by artists, homemakers and athletes. In fact, a U.S. government study utilized this tool to plan the water sanitation system of a developing country.

“The Admin Scale is vital technology for greater productivity, better coordination and achieving group agreement.”

Arte Maren, International Speaker, Writer and Business Consultant

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Arte Maren, Author, Speaker and Business Consultant

Do You Have Your Admin Scale?

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Author, Arte Maren

A Message From Patrick Valtin, International Speaker and Trainer

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The Natural Laws of Management: The Admin Scale by Arte Maren is an invaluable concentration of his experience and his expertise in the Hubbard management technology. It is also a great attestation of his unique ability to convey information in a way that you can immediately apply—and see the results faster than you can breathe! I have known Arte for over 15 years and I will attest that his great communication skills and his technical expertise make him one of my favorite speakers.
“Thank you Arte for this unique piece of art in the field of practical management. -Patrick Valtin”

Arte Maren, International Speaker, Writer and Business Consultant

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Arte Maren, Author, Speaker and Business Consultant

*Patrick V. Valtin, International speaker, trainer, entrepreneur and author of New Era Selling: How to Win Bigger Sales in Saturated, Overly Competitive Markets

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Success and Valuable Final Products

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“Successful people do have very pro-survival goals and purposes.  You can see the products of such people around you.  But if good intentions actually exist, then they should manifest as valuable final products.”

Arte Maren, International Speaker, Writer and Business Consultant

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Arte Maren, Author, Speaker and Business Consultant

Excerpt from The Natural Laws of Management: The Admin Scale, Chapter 4: VALUABLE FINAL PRODUCTS

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Do You Have Your Admin Scale?