buy during sales essay

8 Reasons to Shop During Sales

Post author By AttireClub
Post date November 25, 2014
10 Comments on 8 Reasons to Shop During Sales

It is always great to go shopping and to find items you like or which have even been on your wishlist for a while at great prices! We all love a sale and to find bargains, regardless of whether you shop online of in a store. But, just in case you need more convincing, we have put together a list of 7 great reasons why it is worth to shop for clothes during sales: from personal benefits and saving time to helping out the economy, shopping is a great activity you should enjoy at least every once in a… sale.

1. Shopping burns calories

If you want to keep yourself toned and in shape, shopping is a great way to achieve that. It might sound like an urban myth, but this is a fact. The amount of calories you burn when shopping is correlated to your body weight, to the time you spend shopping and to the way you shop. Carrying shopping bags is also part of the equation. Even the lightest shopping spree can in fact burn double the calories you would be spending if you were to sit and watch TV. A 100-pounds person will lose around 400 calories in a three-hour shopping spree, while a 200-pounder will lose 750. Walking is a very beneficial activity that most people don’t get enough of. However, when you are shopping, you are doing more than just walking through stores, as you are constantly trying on things, sitting down, standing up, stretching to see how things fit, putting things on and taking others off. These activities put your body into motion and keep it toned. People who shop regularly don’t actually need to exercise: they get all their work-out from shopping.

If shopping in general burns this many calories, think about what speed-shopping does for you! During sales time one will always shop faster, because you want to make sure the items you want to buy won’t go out of stock.

2. You save money

One of the main benefits of shopping during sales is of course, saving money. Everybody knows this, but many people don’t realize what this actually means. Think of the amount of money you would be spending on clothes in year and imagine that everything came at least 10% off. For example, if you spend $2000 on clothes each year and everything was just 10% off, you would be saving $200, which is enough for some new shoes, a new phone or even a week-end break. Considering that during sales, everything comes at bigger discounts than 10%, you will be able to save a lot more money than you would expect. Maybe enough even to open a savings account or a money market account (For ideas on that see: https://www.crediful.com/best-money-market-accounts/ ).

3. Buy more for less

Speaking of budgets, it is very important to lay out a budget for clothes. When you are planning your spendings, it is always crucial to know how much of your income you actually want to spend on clothes. Going too much overboard can leave you in debt, which is a situation no one should ever be in. Sales are a great time for cautious shopaholics, as they allow you to buy more items under the same budget you had before the sale started.

4. Sales are a great time for gift-shopping

If you are planning on buying gifts, sales are a great time to purchase things for your aunt, your colleagues and your buddies alike. Offers such as “3 scarves at the price of 1” or “Buy 1, get 1 free” can get you a lot more gifts covered in a shorter timeframe.

5. You can buy enough clothes to have next season too

During sales, given all the advantages we’ve mentioned this far, you can actually shop for clothes you won’t be needing anytime soon. Bathing suits, socks, underwear, ties, bow ties, pocket squares and other items are all products you can buy more of at once and then use in the flow of time. There is no rule that you need to wear the things you buy within the next six months or else you have to give them back! When you find a good sale, stock up on ties, socks and underwear and you will thank yourself later!

6. Getting out of your comfort zone

At often times when people go shopping, they want to buy certain things but fear that they won’t like it later or that “it’s not them”. Sales are a great time to get out of your comfort zone, as you can purchase things you wouldn’t normally buy and not spend too much money on them. A lot of men want to buy things like white pants or printed t-shirts just to get out of their comfort zone, but feel like the price is not worth the risk. Sales are an amazing time to skip these emotional barriers and go for something you always wanted but were never sure it “was you”.

7. You help the economy

Responsible shopping is always a wonderful way to help the economy. Spending money in a cautious manner is a great way to make sure the economy you live in will get a boost which will translate in a better way of life for your community and for yourself.

8. You can get designer clothes at affordable prices

A lot of time, during sales seasons you can find a lot of designer clothes at affordable prices. This is really something special if you are a guy who is interested in adding some designer items in his wardrobe.

For example, our friends at East Dane , a men’s shopping website that gathers amazing products from various designers and brands are having an amazing sale! The sale begins on Tuesday, November 25th and lasts until December 1st at 11:59 PM Pacific Time Zone. You can buy a wide variety on things on sale, as there are no brand exclusions.

On their website, you can get clothing and accessories from brands such as 3.1 Phillip Lim, Band of Outsiders, Viktor and Rolf, Mark McNairy New Amsterdam, Rag & Bone and Calvin Klein Underwear.

Moreover, the more you buy during the sale, the more you save. If you don’t want to buy a lot of items, you can find a group of friends and make a group purchase because there are great discounts for bigger sums spent.

Here is the deal:

Spending $250 get you 15% off

Spending $500 gets you 20% off

Spending $1000 gets you 25% off

To get a coupon, follow the link below:

http://www.eastdane.com/ci/lp/discount-promo-coupon-code.html

So, with all these great reasons to shop during sales, it makes no sense not to buy something for you or for someone else, regardless of whether you are shopping on or offline!

Happy Shopping!

Fraquoh and Franchomme

10 replies on “8 Reasons to Shop During Sales”

$295.00 for t-shirt? I’m impressed. 🙂

Love the idea of getting out of your comfort zone. There’s been a lot of times I’ve tried something I wouldn’t because it was on sale. Great read. 😀

xo Tiffy CuteLA.com

Thank you for the input, Tiffy, we’re happy to hear you make best use of sales!

Not that we need more reasons to shop on sales 😛

We just wanted to make sure you have enough – a sale is always welcome!

I am a cupon person – love to get a good deal!

That’s great to hear! Make sure you keep them organized and you will get great deals!

Sales are good, but I hate the huge crowds – I’d rather pay more..

Well, in a way we can say the price balances out the crowds.

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5 Benefits of Buying Products During a Sale

It is always a great idea to go shopping and find your favorite product at a discounted price. It makes us excited and we plan to buy it immediately to avoid losing the opportunity to save some money and get great stuff.

Everybody loves a sale and that makes it a global trend when people flock to the stores, whether it is an online shopping sale or offline sale to grab their favorite stuff whenever a sale is announced.

Some people consider it as a celebration time and such sales happen generally during festivals or special occasions. Companies generally put their products for sale to increase their “sales” and hence this gives customers the advantage to grab the best offers and discounts.

It is a win-win situation for both customers and the business since customers can save more and businesses can sell more. The article below highlights five cool benefits of buying products during a sale.

1. Save Money

Saving more money is one great benefit anybody can achieve when they buy any product on sale whether it is online or offline. Different percentages of discounts are offered during a sale ranging from 5% to 60% and hence it is an attractive offer. The money saved is money earned and can be used for other purposes. The points below give an additional idea to save more smartly.

Check for Promotions and Coupons

The promotions and coupon system lets you get better discounts on select products. These days companies offer promo codes that can be redeemed by the customers either online or offline. The shopping apps have made it more easy to utilize these codes and coupons and hence save money.

Compare Prices and Use Price Matches

The sales offer gives you an opportunity to compare prices and find the best price for a particular product, saving time and money.

Buy Discounted Gift Cards

Gift cards can be purchased at a discounted price and given to your dear friends and family to help your family and friends by saving more.

Take Advantage of Cash-Back Opportunities

Some companies offer cashback options which helps customers to save more by getting some amount of their money back after they purchase certain products during a sale.

2. Buy More

There is always a need for the things we want to purchase but we don’t always have the money to do so. So during sales, there is a chance for you to do your shopping at your budgeted price range or even lower enabling you to save money. The money thus saved can be used to purchase more essential products.

Therefore for the price of one product, you may get two or three additional products. In the case of family shopping, you can buy stuff for the whole family with a smaller budget. This is also the best time to get more products at an affordable price.

3. Great time to Buy Gifts

The sale season is the best time to buy gifts for your near and dear ones since the prices are low and affordable. You can find some truly mind-blowing offers if you search all the online sale offers thoroughly.

This is the right season to buy some unique gifts at great prices to surprise your dear ones. Sometimes you can afford to buy more gifts with the money saved and this makes it a good deal! Find any reason to gift people and make it a beautiful experience.

4. More Variety and Choice

The sale season is like a celebration and people eagerly wait for the sales to begin especially during the festive season. Generally, during the sale, companies offer a wide range of products in various categories to fulfill the demand of the people.

Customers can now pick and choose their favorite products and brands to find the most suitable and appropriate stuff that their hearts desire. There is some frantic shopping as people want to grab the best stuff before the sale ends!

Similarly, the online product sale offers customers the opportunity to discover something new and useful to enhance their lifestyle and save money in the process.

5. Entertain yourself by Exploring New Products

During the sale season like Christmas sale , huge ads and banners are put up across the cities and the websites to attract customers and also announce the arrival of sales. The date and time of sale is closely watched by millions of people waiting to grab the best deals and offers.

There is a lot of fun, entertainment, and excitement as people compare products, prices and general discussions revolve around these topics. Therefore the sale season helps us to be entertained and also increases our knowledge about different products available to solve our common issues.

This way our product and brand awareness level increases manifold. This is one of the great benefits of online shopping, since all the product details, pictures, features, ratings, reviews etc can be viewed comfortably on our mobile or computer screens before we take the decision.

Therefore the above points highlight the benefits of online purchasing and advantages of online shopping during the sale season. So don’t miss the opportunity to buy more and save more this festive season to enjoy the multiple benefits it offers to you and your family.

To get instant discounts and offers using promo codes is one of the biggest advantages of buying online. For the benefit of online shopping for customers in ubuy, we provide certain types of special daily discounts on the products that they will be happy to buy from our site.

So what are you waiting for? Just go ahead and find out if your favorite product is on sale. Then you can purchase it immediately and enjoy the benefits it offers.

Ubuy Content Team

Ubuy content team consist of various writers specializing in different niches. They write blogs about different topics ranging from science, human relationships to the latest technology to share their thoughts, ideas and knowledge with the world.

Disclaimer:- We aim to empower and educate our esteemed readers with essential information regarding various products, categories and brands. You can update your knowledge; in order to make the best shopping decisions. We provide authentic information after doing in-depth research for each topic. But, we have no responsibility for the overall impact of the product; since that depends on usage, choices, circumstances and other factors.

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How Sales Overlooks Buyers: Essay and Q&A

September 11, 2017

And yet, after all these years, the problem remains: we’re limiting success and wasting an untold amount of resource seeking those few who are ready, willing, and able to buy: we’re missing a much larger, untapped market of potential (but real) buyers we ignore because our sales outreach doesn’t affect them. By broadening the goal to include facilitating change with those in the process of becoming buyers, by recognizing that a buying decision is a systemic, change management issue before it’s a solution choice problem, it’s feasible to engage earlier (albeit in a different way) and find a much larger population of real buyers.

HOW SALES RESTRICTS SELLING

The sales industry has a singular goal of placing solutions. It’s an industry with solutions looking for a problem . And the paltry results of a 5% close rate have been baked into the system: you accept low closing ratios as the best you can do, hire more sales people than you need, suffer from a sales cycle that is months/years longer than necessary, and lose buyers that will need your solution but don’t yet need or notice the information you provide.

Have you never asked yourself why, with all the capability of finding prospective buyers at your fingertips, you still close only 5% – down from 7% a decade ago (and with much less technology)? And why you continue to waste untold bazillions on staff, technology, and time, chasing folks who will never buy. Have you not recognized that

the people you target aren’t necessarily buying or buyers,

you’re expending too much resource on those who will never buy,

you don’t know the difference between those who will and those who won’t buy?

With the best technology available, the most professional branding and marketing, great content, and a good solid product, you’re losing far more sales than you need to. This much should be obvious: No matter how much new technology, or how many sales methods available to you – regardless of all the ‘new new’ things at your fingertips – you’re still merely closing the low hanging fruit (those 5% who have determined they are ready, willing, able to buy).

A buying decision is a change management problem before it’s a solution choice issue. By adding a few bells and whistles to your sales efforts you can find people who will be buying but aren’t yet buyers and facilitate their strategic Pre-Sales, non-solution-based decision path that concludes with them buying. Then you’ll close far more than you’re closing now with half the staff and half the time. But it needs different thinking.

SELLING VS BUYING

People become buyers only when there are no other options and a purchase is their last hope for problem resolution. They can’t even accurately define a ‘need’ until the full complement of stakeholders are involved and the scope of any resultant change is recognized. Sales ignores this group because their touch points are different and they are definitely not yet buyers. Yet it’s here they’re more open for support and connection: their path to congruently resolving a problem is confounding; they may forget to bring in “Joe from accounting”, or can’t recognize the full scope of issues until they’ve falsely started down one path to resolution and must start all over.

You’re a subject matter expert in the area of their problem resolution and could really be a support here – so long as you avoid trying to sell and focus on facilitating change first. This is where they will be eager to connect. By only focusing on selling/placing your solution, you ignore 40% of real buyers who haven’t gotten there yet but will.

Ask yourself this: Do you want to sell – or have someone buy ? They are two different activities with different rules, needs, and behaviors. Sales is tactical. Buying is strategic. Your tactical focus on placing solutions with Buyer Personas, Opportunity Management, content differentiation, and yes, even Sandler, SPIN etc. offer biased questions and content focused on those few who have defined, and understand, their need and change issues, overlooking those people in the midst of strategic decision efforts who will develop into buyers once they get their ducks in a row. Sellers actually sit and wait while prospects do this anyway. Why not help them! Here what sales ignores:

A buying decision includes a 13 step change management process, the first 9 steps of which are systemic change (not purchase or need) focused; they aren’t ‘buyers’ until step 10 when all of their systemic/change management stuff is worked out, and there is agreement that a purchase is their only option.

A problem doesn’t equal a need; a ‘need’ doesn’t equal a purchase. It might turn out that maintaining the status quo is a better option for them; as an outsider, you can never understand why.

People aren’t buyers until they’re out of options to fix their problems themselves AND they’ve gotten buy-in to bring in a ‘foreign’ element. The last thing they want to do (precisely, the last thing) is to buy anything. The buyers you seek/find are already at the end of their decision path.

Your terrific content isn’t being noticed by people who haven’t yet determined, defined, agreed upon a ‘need’ even though they may become buyers later, or even really need your solution.

Your content/selling push assumes that with the right content and message, offered to the right demographic, at the right time, focused on the right need -> purchase scenario, you’ll get in/close – but you’re only reaching those few who are ready OR those in the midst of their research (who may never buy but may call you with questions or take an appointment). They won’t even read or heed your outreach.

You’re using a ‘need’ and ‘solution-placement’ filter which restricts your results 95% of the time, causing you (beyond all logic) to push push push push harder or better, against a closed system of people and policies that’s not ready, willing, able to buy.

The problem is not your solution (It’s great. And people can find the content they need on line when they’re ready.); the problem is that the sales model places solutions with people who need them, but does nothing to help facilitate the change elements people traverse en route to becoming buyers and are not buyers yet. Here are the main stages people execute as they seek to resolve a problem (The full set of steps are laid out in my book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell. ):

Assemble the full set of stakeholders (including “Joe in accounting”) who spend time understanding the scope of the problem, how it got initiated, and how it maintains itself;

Once a problem is defined by all stakeholders, the group tries to resolve the issue with familiar resources to minimize fallout. (This is where they might contact you with questions. They’re doing research, not buying.)

Once it’s decided to seek an external solution, they must find a route to resolution that maintains Systems Congruence. So if your users refuse new technology, or your teams function well as they are, you might find a way around a purchase if the disruption is too great. An Outsider can never understand the unique nature of internal dynamics. Can I ever really understand why you don’t stop smoking, or stay in a dysfunctional relationship, or stay in a job/relationship that makes you miserable? Change is always personal.

Notice how these stages are change- and systems-focused, and not accessible to Outsiders with a ‘sales’ hat on. And until they are addressed, there’s no ‘need’ and no ‘buyer’. Btw, I developed these stages decades ago; they apply to anyone making a decision including coaching clients, patients, and employees, and all buying situations regardless of the size of the change/purchase. Whether you merely need to buy a new phone, or go through a merger, the steps of change must be traversed in a way that maintains the status quo (even when it’s unconscious) regardless of need. You wait while people do this anyway; why not find those who CAN become buyers (rather than ‘should’), facilitate their change quickly, and be there with them as they buy – and be with them as they figure out their own unique strategies for change – so long as you avoid trying to sell anything as they’re not buyers yet.

Is it sales? No. It’s a Change Facilitation process I call Buying Facilitation® . By first enabling people to facilitate their buying decision path , you’ll have less competition, close more, stop wasting time selling to those who can never buy, and be true Servant Leaders; you can use your technology, your content marketing, your sales efforts as you are now, but with an additional focus.

WHY AREN’T THEY BUYING? SDM ANSWERS YOUR QUESTIONS

Using the above thinking, here’s a ‘Q&A’ to help you better understand why you’re getting the results you’re getting.

What’s wrong with seeking buyers to place our solutions? Isn’t that what sales is?

Why do they keep talking to me if they’re not going to buy?

Until the entire scope of change is understood and integrated, people don’t understand the perimeters of their need (and when you ask biased questions, the flawed answers you receive often cause you to chase those who will never buy). Before becoming buyers, people must recognize that the cost of change (buying) is less than maintaining the status quo: their ‘system’ is sacrosanct. Would you buy a new car if your spouse would divorce you? Would you bring in a new CRM system if half of your user team would quit, or refuse to use it, or until the tech folks have the time to implement? You know you have to go to the gym more, and eat/drink less. You’ve got a need. Have you signed up for the gym? Stopped drinking beer?

Why are we still getting such a low close rate when we’ve got so many terrific tools at our disposal to introduce our features AND find the right demographic?

Because only a small percent of people you focus on are buyers. Until they’re out of other options AND determined they must bring in something from outside AND have all of their internal ducks in a row, AND have buy-in ( Buyer Readiness ), your tools aren’t recognized.

During their change process, people research all possibilities. Your solution may be one of them; they’re actually using you for reference to report back to their team, or to figure out their own workarounds, or mention to their current vendor. It’s possible to know on the first call who will be a buyer and who is merely seeking data that will never lead to a purchase – but not with a solution-placement focus.

Why don’t buyers realize they need our solution when it seems so obvious?

It’s only ‘obvious’ to you. The best content, the most relevant solution, will be ignored until they reach step 10 when they become buyers.

Why is the sales cycle so long when there is a solid need/solution match?

The time people take to figure out how to manage change congruently is the length of the sales cycle. As Outsiders, we can never understand the depth of the change management issues: Who is fighting with who? What is the tech schedule? Who will need to be let go? How do internal politics show up? How does their history/future factor in?

The system that holds the problem in place is much more powerful than any solution you can offer. They need buy-in from EVERYONE and EVERYTHING that created the status quo and will touch the new solution. You’ll never recognize “Joe from accounting” who is an unsung influencer, or the fight going on between the sales and marketing folks who need to share budget. It’s not about their need – until it is. And they can’t tell you because they don’t know, or they won’t have found the nut of the problem yet, or you’re asking the wrong questions biased by your need to sell.

Why do buyers make promises they don’t keep? Are all buyers liars?

Buyers don’t lie. The one person you’re speaking with is responding to your biased questions, getting out of the thrust of your sales push, and is giving you the best data they’re willing to give you, or as much data as they have at that point in their 13 step change path. Whatever data they offer is limited by their access to the full Buying Decision Team, and the stage they’re at in their change management. You are, after all, strangers approaching them with a solution placement hat on, asking the wrong questions to the wrong people at the wrong time. As an Outsider you can never, ever have a clue as per the political, personal, strategic decision issues they face. But you can understand they system they decide in, a per your expertise in your field.

Why isn’t our great content being read or acted upon by the larger audience who really needs it?

Needs it according to who? Your research? Your biased questions? Your focus on placing solutions limits your audience and keeps you from getting into the decision path earlier. Are they at the point of seeking workarounds? Is there a team buy-in problem? Have they forgotten to assemble some of the appropriate stakeholders? Are they finding a glitch (political, personal, management-based, etc.)? Your sales, marketing, content, and technology restricts your target market to the low hanging fruit who have clearly defined their need, know they cannot fix their own problem, and have a route to congruent change.

When I gather info about a need, and it seems obvious there is one, what am I missing?

You’re merely asking biased questions to elicit the data YOU want to elicit from one person or a few research visits to your site, to find people who SEEM like they have a ‘need’ and spend a lot of resource chasing after them whether they are real buyers or not. Plus, because someone has a need doesn’t mean they are ready, willing, or able to buy; because the one person on the team you’re speaking with does NOT seem to have a need, doesn’t mean they don’t have one. You’re a solution looking for a problem. Enter first with a Facilitator hat on, help those that CAN/WILL become buyers traverse the route to change, and THEN sell.

It’s not as hard as you think. I developed a new form of unbiased question ( Facilitative Question ) to facilitate change (part of the Buying Facilitation® process) and pose these down the Pre-Sales steps to help the ‘right’ people become buyers. Here are two examples of responses to a Facilitative Question used on a first call. I bet you can tell which one CAN buy:

SDM: How are you currently adding more tools and capability to your sales team for those times you seek to reach an expanded market?

SALES DIRECTOR #1: I read a couple of sales books annually. If I like them, I’ll pass them on to my sales managers and tell them to get the sellers to read them, and run meetings to discuss their takeaways [Note: this was a real response.]

SALES DIRECTOR #2: I’ve had a helluva time trying to find new tools to use. I’ve tried several, and keep getting the same results. I’d be glad to use something new if I could be assured it was really new, and it would work.

My opening FQ, different for each situaltion, begins by shining a light on the system the person is operating in, and provides an invaluable insight into the state of possible change. It also begins making the person a Coach/Witness to her own status quo by asking for an overview of the system. This particular FQ helps #2 take an unbiased view of how she’s managed change until now. Buying Facilitation® then proceeds down her change steps so she can address each step efficiently, with me by her side. Director #1 had a need, but wasn’t a buyer.

When I form a wonderful relationship with a potential buyer with a need, where does he go? He seems to take calls and stay in touch, and then disappears. Where does he go?

He was never a buyer. He either couldn’t get the buy-in from the Buying Decision Team (BDT), or came up with an alternative solution, or decided not to move forward because the cost of disruption was too high. He stays in touch as long as there is a possibility he needs to buy something (he hasn’t yet gotten team agreement or become a buyer), or so long as the data you’re offering is useful to their ultimate decisions. 80% of our prospective buyers will buy a solution similar to ours within 2 years of our connection. That means they had a need but couldn’t figure out how to congruently manage the change.

When I’m months into a sale, and everything that was going well suddenly stops, where did it go?

See above. The person wasn’t really a buyer yet or the team wasn’t bought-in to change.

Are buyers spending a lot of time trialing and speaking to other providers before they choose us?

Possibly. People research the best alternatives to managing change with the least disruption.

Why aren’t we more successful when we check that they’ve brought in all stakeholders and help them achieve buy in? That’s managing Buyer Readiness, no?

You’re an Outsider. You’ll never understand what’s going on; the questions you pose and the direction you offer are solution placement based; you listen with a biased ear, etc. (Seriously: Read Dirty Little Secrets then call me and I’ll teach you how to do it.) Did they bring in “Joe from accounting”? How are they managing the fight between sales and marketing? Oh – one other big reason: you’re merely speaking with one, at most two, people; you have no reach through the sales model to facilitate change. I can’t say this enough: you’re an Outsider.

If you start as a Neutral Navigator, listen for systems and facilitate them through their OWN decisions with NO BIAS to selling, you can quickly find and serve those who WILL become buyers and help them efficiently manage change. Using Buying Facilitation® KPMG went from a 3 year sales cycle to a 4 month sales cycle with a $50,000,000 solution; Wachovia small business bankers went from a 2% close over 11 months to a 29% close over 3 months; Kaiser went from 110 visits and 18 closed sales to 27 visits and 25 closed sales. By adding BF to their dummy terminals, Barclay’s helped customers define, and buy, the exact solutions they needed. Help them traverse their change path and sell to those who will buy.

Why don’t more people show up at appointments? Why are so many buyers reluctant to take appointments?

All of the stakeholders aren’t involved yet so they don’t even have a clear, complete description of ‘need’. Those who take appointments are doing research (and do WHAT? with your content) and haven’t gotten team buy-in, or the full decision team isn’t on board yet;

They know from the first moment of a call that you’ll be pushing YOUR solution and not facilitating them in discovering THEIR own solution. It’s only if you can be an asset to them that they’ll be willing to see you.

What’s wrong with trying to place a solution by ‘understanding need’, or creating a need, or selling?

You can do that, for those who are already buyers understand their need.

I’ve paid a fortune for technology, research into demographics, opportunity management software, scripts, and experienced sales folks – but I’m still not closing all I deserve to close. Why?

Because your efforts are focused on ‘buyer’ ‘need’, and neither of those necessarily correlate with buying anything for those who aren’t yet buyers.

How does Buying Facilitation® find, and close, more real buyers? Buying Facilitation® is a Change Facilitation model that works with sales (and coaching, etc.) and includes Facilitative Questions, Listening for Systems, Presumptive Summaries – wholly different skill sets than sales, and includes no bias. It traverses the first 9 steps of change management, in the ares your solution operates in, beginning with immediately ascertaining who is set up to be able to buy, or has a possibility of systemic change and then teaches them precisely how to discover their path to change. By adding BF you not only find the right buyers, but teach those who may not have been able to buy how to facilitate change.

With Director #1 above, it would take so long to convince him that his plan was flawed, and then get the other managers who have complied with his plan to acceded to change, that it’s not worth the effort. BF progresses down the change steps and teaches them how to bring in the right people, discover if workarounds are worthwhile, and why they haven’t worked until now. Then it helps them determine how change would need to be addressed – and with BF you can do this on the first call. It will ignore the ones who will never buy, and help the real buyers be ready to buy. So much easier than finding those relative few who have already done this. And it’s much easier than it sounds: you’re just not used to it yet.

IN CONCLUSION

Here is a rule: as long as the sales model tries to ‘find buyers’ and ‘place solutions’, you’ll never sell to anyone other than those who have determined they’re buyers, leaving you continuing to push your solution into their closed system. You can

discover who is, or will be, starting down the journey that will lead to a decision to purchase something,

figure out, with a change management hat on, what the journey in your industry, and among your buying market, looks like (or call me and I’ll help),

then enter with those few on their change journey as they quickly (with your help) figure out how to manage stakeholders, buy-in, workarounds, etc. and become buyers.

By adding outreach, vocabulary, content, that first focuses on facilitating the buying decision path earlier you’ll enlarge your range of buyers by 5x. After all, people must do this anyway before becoming buyers; we might as well join them where they are and facilitate the right ones.

Call me. Together, we can create content, software, scripts to find the right ones – those who WILL become buyers – and facilitate them down their decision path toward effective change and buying.

____________

For more reading on the subject, here are some ideas: Practical Decision Making , Questioning Questions , Buyer’s Journey , Do You Want to Sell? Or Have Someone Buy? , Influencers vs Facilitators . Or contact me to discuss. Am happy to share what I know. [email protected]

Sharon-Drew Morgen is a thought leader and original thinker, as well as the author of 9 books, including the NYTimes Business Bestseller Selling with Integrity , and the Amazon bestsellers Dirty Little Secrets and What? Did you really say what I think I heard? She has designed a Change Facilitation process for sales (Buying Facilitation®), coaching, health care, leadership, change management, and influencing, training it to such companies as DuPont (8,000 people), KPMG (6,000 people), Wachovia, Kaiser, Cancer Treatment Centers of America, IBM, P&G, Sandler Sales, ATT, Bethlehem Steel, Sandia Labs. Her blog www.sharondrewmorgen.com is recognized as one of the top business blogs, with articles on decision making, listening, questions, sales, coaching, etc. She is a trainer, speaker, consultant, and coach. Sharon-Drew can be reached at [email protected]

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Preparing a sales dialogue to convince customers: the golden rules

The art of sales isn’t something you’re born knowing. But rest assured, anyone can become a good salesperson. All it takes is knowing how to talk to customers, and that, dear readers, is exactly what we’re offering you today.

In the following article, our custom trade show booth team will give you some tips on how to craft a compelling sales dialogue.

Talk about benefits rather than features

Your product or service has many features. For example, the horsepower of a car – say 600 horsepower – is a feature. A feature is something a product or service is or does .

In a sales dialogue, the product feature is never really what convinces customers to buy. The benefit associated with the feature is the true selling point.

What is a benefit?

A benefit is what the product or service means for the customer. It’s what customers get out of the product or service when they use it. For example, the benefit associated with a powerful sports car might be prestige, or safety when passing cars on the highway or a country road.

In your dialogue to convince the customer, talk about the benefits of your product or service rather than its features.

Sales dialogue example:

Don’t: “This camera takes high-resolution photos.”
Do: “You’ll be able to capture unforgettable family memories with this camera!”

Focus on the customer and their needs

Think of customers as being a little self-centred. When they come to you, it’s to fulfill a need they have. Their needs are what will motivate them to purchase your product or service, so keep the sales dialogue focused on them, not you.

Even if your company is the best in the industry, avoid praising it unnecessarily. In your sales dialogue, find out why the customer came to see you today, and then show them how your product or service meets their needs.

Don’t: “Our veterinary clinic has been in business for over 100 years!”
Do: “Here, your pet will receive the best care in the city.”

Approach the client first

Customers like to be taken care of. That’s why there are often digital kiosks at trade shows and in stores nowadays—to help welcome customers when the staff is busy.

When a customer enters your store, don’t wait for them to come to you. Approach them first, otherwise they may walk away when they could have become a customer of your company.

When first approaching a customer, start with a greeting. No need for anything complicated—a simple, friendly “hello!” is a great start.

Once you have greeted the customer, ask them an open-ended question. “What brings you to our store today?” and “How can I help you?” are two examples of open-ended questions that work very well to start a dialogue.

Open-ended questions work better than yes or no questions to get your customer talking about their needs. The important thing is to be natural and sincere—be genuinely interested in your customer.

If you are given a sales script, don’t recite it word for word. The best strategy is to practice delivering your script until it becomes second nature. The best salespeople agree that this is the key to a more natural and confident delivery.

If you get the chance and the customer gives you permission, use their first name when addressing them. Using a customer’s first name helps create a closer relationship between the two of you. This advice also applies when writing an invitation email for a trade show or event.

Control your reaction to customer concerns

As the sales pitch progresses, the customer may express concerns.

Concerns are a normal occurrence.

When a customer disagrees with you, don’t get defensive, even if they are wrong. Ask them to tell you more and listen to what they have to say. They may tell you something you haven’t considered.

Concerns are not always well-founded. Sometimes they are simply due to a misunderstanding, lack of information or context, and this is your chance to clarify the situation.

Don’t: “I disagree, sir. You’re wrong about that.”
Do: “I understand, sir. Can you tell me more?”

Let the customer decide

If you want to convince someone to buy your product or service, give your customer the chance to make their own decisions.

Near the end of the sales pitch, when getting ready to close, you can ask the customer “What would you like to do?” or “What are the next steps we can take?”

Of course, you can guide their decision and suggest they choose one of a few options.

For example: “Would you like to go with the red model or the blue one?” Or: “Would you like us to deliver product X this week or next Monday?”

By asking these kinds of questions and letting the customer decide for themselves, you are letting them know that their opinion matters. So, how do you convince a customer to buy your product? It’s simple—show them that they have a choice and that their opinion is important.

Convincing customers with an adapted sales pitch

There you are. Now you know more about how to craft a dialogue to convince customers. We hope these tips will be useful to you and that they help you create a sincere and profitable relationship with your customers.

For more tips on the world of events, check out the blog section of our website or contact us . Our team is always here for you!

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Sales Process Explained: 7 Stages of the Selling Cycle

One of the main reasons a lot of people enjoy working in sales is for the freedom that the profession allows. Being charismatic, passionate, and enthusiastic is a considerable part of the job description.

With that being said, working as a salesperson also involves technical skills, as well as understanding a handful of selling methods and techniques.

One of the most fundamental processes that every business person needs to follow, in order to see a consistent success rate in sales, is the sales process.

A sales process is the sequence of actions that helps salespeople find their customer base, make their product presentation, and ultimately, close deals.

This guide will introduce you to the seven stages of the sales process and how you can effectively put it to motion for your own business.

Read along, to learn:

What Is the Sales Process?

Why is the sales process important, the 7 steps of the sales process, how to use a crm for sales process automation.

The sales process refers to the step-by-step, logical actions a salesperson takes, to eventually lead potential customers towards buying a product or service.

The sales process is generally made up of 7 steps.

At each of these steps, the salesperson tries to push leads and potential customers further down the sales funnel.

Some of the tools that salespeople use to convince potential customers to make a purchase are advertising, promotional offers, cold calling/ emailing , content marketing , and more.

Now, it’s important to understand that what makes a sales process a process is documentation.

If your salespeople all have different ways of closing deals and nurturing leads, then it will be hard to document each employee’s knowledge. And once those employees leave the firm, their knowledge and expertise leaves with them.

Additionally, not having a documented sales process makes training new employees harder, and therefore scaling your sales efforts even harder.

Documenting your sales process isn’t hard. You can use three methods: pen & paper (the traditional way), flowcharts, or dedicated sales software (CRM).

Ability to Scale Sales

Businesses with a predefined sales process see 18% more revenue growth than those without one. That’s because, without a process in place, deals are simply marked as a win or loss, and there’s hardly any measurable data to show which specific actions are working or failing.

Whereas continuously keeping track of your sales on a customer management system (CRM), provides you with a lot of valuable insights, that can be analyzed to identify improvement possibilities.

For instance, you can easily understand at which point in time your deals are getting stuck or slipping away, just by looking at the data reports of your sales process.

These reports can then be further analyzed and reviewed, to identify the root problem, brainstorm solutions, and adjust the necessary improvements.

If you want more tips on how to increase your business’ sales, check out our full guide on small business sales .

Predict Future Sales

A repeatable sales process makes it simpler to predict your future results.

You can get insights on your average win rate, focus on prospects and leads proven to deliver more business, forecast how long each stage of the process will take, and overall go through the process faster and more efficiently.

Faster Employee Training

Having a standardized sales process makes the training of sales representatives a fast and simple process, as you can show them almost exactly what actions to take in various sales situations.

As a small business owner, this can take a lot of weight off your shoulders, and give you extra time to focus on other business operations.

When talking about the sales process, keep in mind that there are countless variations of the process in terms of the number of steps and nomenclature of these steps.

The strategy behind it, however, remains the same, and businesses adapt to it according to their specific products and services.

In this guide, we will be breaking down the process into 7 steps, which include planning and preparing for a sales presentation, the presentation itself, closing the sale, and following up to ensure customer satisfaction.

1. Prospecting For Leads

Prospecting is the process of identifying potential customers and buyers. It’s the very first step in the sales process because, in order to market something, you must first have a fitting audience for it.

An important part of prospecting is creating an ideal customer profile (ICP) that you’ll be selling to. An ICP basically contains descriptive information about your target audience, such as their demographics, interests, behavioral traits, personal background, how you’ll reach out to them, and more.

Once you’ve got your ICP figured out, you can look for potential prospects and leads.

Now, it’s important to note the differences between a prospect and a lead, as the terms shouldn’t be confused.

Leads are the names and identities of the individuals, businesses, and other potential buyers who have expressed interest in one of your goods and services. This interest can be seen as them visiting your company website, subscribing to your blog, signing up for a free trial, commenting on social media, and so on.

Once a lead has been qualified and aligns with your target audience and buyer persona, they can then be considered a prospect. We will talk more about how this qualification is done as we go along, as it is a crucial part of the third step in the sales process.

2. Contacting Prospects

After you’ve found your group of leads, it’s time to make the first contact. The goal of this contact is to hopefully set up a more formal meeting, in the near future.

The communication channel you decide to contact them through depends largely on what stage of their buyer journey they’re in.

So, say for instance your lead is navigating through your website for help, and looking at the related FAQ section. At this point, your potential customer might not be looking to make a purchase just yet. That’s why in this scenario, it would be best for you to reach out to them via email, rather than trying to set up a face-to-face meeting.

But if your lead has submitted a query, or is requesting a product demonstration, that’s a clear indicator that it’s time to step it up and maybe give them a phone call.

After choosing a communication channel, pay close attention to the way you present yourself and the product in this interaction.

Tailor the key benefits of your good or service for each prospect, and try to express a sincere desire to solve their problem, and satisfy their needs. If you’re sending a message or email of any kind, use clear, descriptive language, proper punctuation, be concise, and end it with a friendly closing note.

3. Qualifying Leads

After you’ve had your handful of sales calls, and some of your leads are interested in learning more, it’s time to dig into research and decide which of these buyers qualify as prospects.

Now, there are multiple ways you can go about this, but as a start, try to focus your analysis around answering these three main questions:

Does the prospect have enough money to buy?
Does the prospect have the authority to buy?
Does the prospect have the desire to buy?

A simple way to remember these qualifying questions is to think of the word MAD, which stands for Money, Authority, and Desire. So, when in doubt, remember to focus on people that are MAD.

Want to learn more about how to effectively qualify leads and easily sift through the unqualified ones? Then, head over to our guide on understanding the sales funnel .

4. Presentation

Now, it’s finally time for your presentation, also known as your sales pitch . The presentation is a continuation of the initial contact, and its main goal is to provide the prospect with as much valuable information as possible and persuade them into buying.

Presentation approaches vary and are usually customized to the unique interests of each prospect.

With that being said, regardless of the method of presentation, it’s important you always touch upon the following topics:

Your product. Fully discuss its features, advantages, and benefits.
Your marketing plan. If you’re presenting for a wholesaler or retail company, suggest ways on how they can resell your product. For end consumers, talk about how they can use it.
Your business proposition. This is the value of your product to its cost. Try thinking of the answer to the question “What’s in it for the customer?”

Another key part of the presentation you need to pay attention to is body language. Just as you’re studying your prospect for any buying signals, they are carefully watching your movements and mannerism and looking for sincerity. And yes, this applies to online presentations via Zoom or Hangouts too.

Smile, make eye contact, keep a confident posture, and try to radiate only green signals to show the customer that you’re prepared and that you care.

5. Address Objections

The road to success is always under construction. That’s why you shouldn’t be discouraged if your prospect has some resistance or objections regarding the product or the terms of your offer.

Here are some helpful tips you can use, to handle objections properly:

Plan beforehand, by considering any reasons the prospect wouldn’t be interested or benefit from your product. Figure out ways to overcome these disadvantages, and structure your presentation in a way that minimizes the possibility of them arising in the conversation.
Listen all the way through , and show sincere interest when they’re speaking. One big mistake salespeople make is leaping on an objection before the prospect even has the chance to finish their thought.
Keep it friendly, and don’t take the objection to heart. Attempt to respond in a way that’s respectful to avoid appearing hostile.
Be realistic. No product is without a fault or drawback. Acknowledge hopeless disadvantages when they’re brought up, and move forward with the conversation by putting the focus on the major benefits of your product.

6. Closing the Sale

A big part of closing a sale is knowing how to read buying signals.

A buying signal can be anything that hints prospects are being convinced to purchase your product. If they relax and become friendlier, ask questions about your return policies or payment terms , or pull out an order form, it may be time to move towards the close.

A second, really important part of the closing process is the closing technique you use to ask the buyer for the order.

One of the most effective closings is called the alternative-choice close. With this approach, you don’t give prospects the option of buying or not buying, but rather you just ask how many, or which item they would prefer. Take, for example, a salesperson who asks: “Which would you like - the red or the blue necktie to go with your suit?”.

Another closing technique is the assumptive close, which assumes the prospect will buy. It can be made with statements such as “I’ll have this shipped to you in a week”.

For more effective sales techniques that lead to a fast close, head over to our guide on sales strategies .

7. Follow-Up

As a business owner, you work hours, days, weeks, and sometimes even months to convince prospects into becoming customers. To prevent the sales process from ending with just one sale, it’s important that you follow-up and make sure your customers are satisfied.

Here are some practical actions you can take that go a long way in maintaining great customer relationships:

Keep your word. If, for example, during the closing process you promised to offer an early payment discount, make sure to include that discount when sending the invoice . Failing to do so can destroy the relationship in an instant.
Respond to complaints. Nothing shows that you value customers like being responsive, and listening to their needs. If a customer is dissatisfied with your service for an honest reason, such as being delivered the wrong size, color, or quantity, always compensate them.
Be appreciative. Send personalized holiday or special occasion cards, annual birthday emails, mail clippings that may interest them, so that they are aware of your appreciation.

A very big part of the sales process can be automated with the help of CRM (customer relationship management) software, like Deskera.

Deskera CRM equips your business with an intuitive platform that gives you full visibility across all stages of your sales process.

Through the Deals dashboard, you can split up your leads by status, and be aware of which stage any given prospect is, in real-time. You can also add notes, documents, and email conversations to these stages, and mark them as won or lost once the process is over.

Deskera CRM - Deals Dashboard (Sales Process)

The software then uses the data stored to automatically generate reports and provide you with valuable insights into how your sales process is going. View loss and won statistics, monitor your sales team’s progress, keep track of upcoming activities, and more, in one dashboard.

The best part?

Deskera CRM is integrated with both payroll and accounting software so that you can get a complete 3-in-1 enterprise tool, and take full control of your small business management, through one platform.

Take control of your workday, and start automating with Deskera, for just $149 a year.

Give the software a try right away, by signing up for our free trial . No credit card details necessary.

Wrapping Up

Understanding how the sales process works is one of the most important steps to becoming a successful business owner. Not only does the process help you generate more revenue and locate improvement possibilities, but it also paves the way for healthy, long-term relationships with customers.

Here are some of the key takeaways of our guide, you should always keep in mind when putting your business’ sales process into motion:

The very first step of the sales process is prospecting, and it includes searching for potential leads to reach out to.
The second step involves making the first contact with these leads, to hopefully set up a more formal meeting, in the near future.
After some contact, you have to qualify leads into prospects by looking for customers that have MAD (money, authority, desire).
Once you’ve qualified the right prospects, it’s time to make your sales pitch, where you describe your product, marketing plan, and business proposition. Some objections may arise during or at the end of the presentation, so remember to listen to these all the way through, and always respond respectfully.
If everything else is done right, closing the sale comes naturally. Try to look for buying signals, and then, ask the buyer for their order.
The sales process doesn’t end with the sale. You have to follow-up and make sure your customers are satisfied, so that the customers continue to purchase from your business.
Almost every step of the sales process can be automated by using CRM software like Deskera.

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Building Rapport: 10 Best Ways to Instantly Build Trust in Sales

Jenny Keohane

What Is Rapport Building?

Why is building rapport important, how to build rapport in sales, verbal rapport building: open-ended questions, nonverbal rapport building: body language, practice building rapport.

Building rapport is the foundation of a strong relationship — both personally and professionally.

In sales, your ability to build rapport with prospects is one of the most important skills (if not THE most important skill) to have in your career.

The old saying “people buy from people they like” still holds true, but in 2023, what holds the most truth is that people buy from people they TRUST .

There’s nothing more rewarding than getting on the phone with a prospect, engaging in dialogue, building a connection, and closing a deal that’s mutually beneficial to both parties.

In this article, we look at the best strategies to build rapport, icebreaker questions, and rapport-building nonverbal cues to watch out for.

Here’s what we’ll cover:

Building rapport is the process of establishing a relationship between two people. The rapport is developed through mutual trust and understanding.

This rapport can stem from shared experiences, interests, and viewpoints.

Building rapport is crucial in sales because people are way more likely to do business with those they know, like, or trust.

Your goal as a salesperson is to build this connection naturally with prospects. Because nothing is better than that feeling of “we just hit it off.”

Building rapport is important in both your personal and professional lives.

Being good at building rapport means you’re good at establishing connections, which will get you far in many aspects of your life.

When it comes to sales, building rapport is absolutely essential. Why? Because when you have a strong relationship with a customer, you have more influence on them. And ultimately, they’re more likely to trust and value your opinion.

When a relationship is built with a prospect, there is a much greater chance they become a long-term customer.

Here are eight of the best ways to build rapport and how you can implement these techniques today.

1. Identify and Use Personal Connections

A sales conversation shouldn’t only pertain to conversations about the product/service getting sold. Although the sale is the main focus, try taking a more personal approach and see how the conversation takes a turn for the better.

Building rapport relies on a connection. And the most effective way to connect with others is on a personal level.

Remember, the person on the other end of the call has a life outside of work. Start with their LinkedIn and try to find commonalities. Then, ask them about it to spark conversation.

If you’re having trouble thinking of ways to do so, here are some questions you can try on for size:

I see you live in [city/state], I’m thinking about planning a trip there soon with my friends, what are your top recommendations? I noticed you went to [college/university], I actually have a friend who went there, they said it was really [x]. How did you like it? I noticed on LinkedIn you participated in [sport/hobby], I used to play as well, what position were you?

You get the gist. Get them talking about something outside of work to start off the conversation. You’ll help them feel more comfortable and the conversation should flow more effortlessly after this.

Also, you not only show you’re interested in the prospect, but you initiate a conversation where connections can then be built.

Call Template to Build Rapport

A great way to start off your conversation on a positive note is to enter your sales call with a custom sentence that acknowledges something positive about the prospect, such as a recent accomplishment.

Here’s an example of doing this with our spreadsheet created for discovery calls :

This will help to spark a connection right from the get-go and show you’ve done your research.

They’re likely to have a more positive impression of you when you start the conversation on a high note (because who doesn’t enjoy some flattery?).

2. Inflect Your Tone

Tonality in sales is all-important. Your tone conveys more about your emotions, point of view, and attitude toward the listener than your words do.

According to an analysis of 120 executive speeches by Quantified Impressions, they found that the sound of a speaker’s voice matters twice as much as the message itself.

building rapport with tone: 7-38-55 rule of communication

Stay within your normal pitch. Both men and women will lower the pitch of their voices as a way to project authority. But listeners can always tell. You’ll come across as much more authentic and credible by using expressive speech (i.e. shifting from loud tones to soft tones) within your normal range.

Tip: Even when you’re on the phone and the person on the other line can’t see you, watch your posture. Your body language and posture affect the tone of your voice.

3. Be Consistent

Consistency is one of the most important traits to have for any customer-facing role when it comes to building rapport.

Be consistent and follow through with your promises. Studies show that when a customer can predict your behavior, they are much more likely to trust you.

Consistent activities deliver consistent results. Follow a process and stick to it; it’s as easy as that.

Little things like showing up to a meeting on time, sending an agenda, and sticking to the agenda will make more of an impact than you think. If you say at the beginning of the call that it will only be 15 minutes, stick to that time frame.

One way to maintain consistency is to always make clear when scheduling your meeting what the meeting type is, the duration, the meeting agenda, etc.

Here’s a generic example of how to do this with Yesware’s Meeting Scheduler .

building rapport: consistency with Meeting Scheduler

What you put here should remain true throughout the meeting – stick to the duration and the agenda you attached.

Also, make sure to follow through with your client and keep your promises. You have to not only gain their trust but maintain it.

4. Use the Law of Reciprocity

You need to give in order to get. This is the power of reciprocity.

The Law of Reciprocity is one of Robert Cialandi’s principles of persuasion – people are obliged to give back to others in the form of a behavior, gift, or service that they have received first.

In psychology, reciprocity is a universally accepted social rule. This social norm is instinctively engraved in us. And this can actually play a huge role in your sales outreach.

Look at their company website, their blogs, company social accounts, articles on current events, company updates, etc. There’s boundless information online to learn all about your prospect and their business.

Identify some key ideas that could help and provide value to the prospect and their company, such as:

Invite them to a conference or event
Make suggestions that could help their business
Provide them with relevant articles
Introduce a business connection
Introduce a possible candidate for an open position
Give them tips about top blogs for the industry
Recommendations on free business tools

The list goes on and on.

Even if it’s much smaller than these, show them you’re genuinely interested in helping them rather than only focusing on selling your product or service.

If your role is to focus on helping them, the return will come naturally. AND it’ll undoubtedly help build rapport.

Email Template to Build Rapport

Here’s an email template for building rapport in cold outreach:

Hi {!FirstName}, {Introduction}. I’ve done some research into your company and I thought you would appreciate these articles. I thought they did a great job at addressing {!pain point}: 1. {!Link to content 1} – {!description of content 1} 2. {!Link to content 2} – {!description of content 2} 3. {!Link to content 3} – {!description of content 3} If these resonate with you, let’s grab 15 minutes to see if {!Your Company} can help by {!proposed solution for solving pain point}. Is there a day or time that generally works best for you? {!Name}

Tip: Save the template above as an email template that lives in your inbox so you can personalize and send it in seconds.

5. Listen More Than Talk

Your meetings should be a conversation, not a sales pitch .

There’s clear evidence that top sales reps listen more than talk in the discovery call.

Saleshacker found that the “highest yielding” B2B sales conversations hovered around a 43:57 talk-to-listen ratio. So, on average, top sales professionals speak 43% of the time, and prospects speak 57% of the time.

building rapport: listen more than you talk

To build rapport, you need to make the sales call as conversational as possible.

People generally like talking about themselves. And by allowing your prospect to do so, they’ll look back on the conversation in a more positive light.

Also, when the conversation is 2-way, they’ll feel more comfortable, like they’re chatting with a friend on the phone.

6. Find Common Ground & Uncover Shared Interests

Finding common ground can significantly help to establish rapport. People like people who are similar to themselves. In psychology, this is known as the similarity-attraction effect .

If you can uncover a similarity with your prospects, you’ll have no problem building rapport.

With all of the information we have at our fingertips to help us understand buyers, there’s no excuse not to research your prospect before the meeting. Social media and the internet have made this easy, giving you the leverage to spark conversation.

Check your prospect’s LinkedIn, Twitter, Google, and public Facebook profiles for shared backgrounds, hobbies, likes, dislikes, etc.

building rapport: find common ground and uncover shared interests

You can find similarities in career backgrounds, educational backgrounds, mutual connections, any connection with the city they’re living in now (build off that – sports teams, favorite restaurants, experiences in that area, etc.), hobbies, interests, the list goes on and on.

Always go into sales calls with a common similarity in mind and/or notes jotted down about the prospect’s experiences.

Your goal is to lead these connections into further conversation. The more you get talking and building connections, the more the relationship progresses and trust can be built.

7. Articulate Their Pain Before They Tell You

There’s no better way to solve your customer’s pain points than showing that you truly understand them first.

And the best way to fully understand their pain points is to ask open-ended qualitative questions that require an in-depth explanation. This will give you a broader view of the problem and allow you to grasp as much information as possible.

Here are some questions you can ask to uncover your prospect’s pain points:

What takes up the most time in your day? Why isn’t your current solution and/or process working for you? What is the biggest challenge you’re currently facing? You mentioned frustration around X. Can you elaborate? What is preventing you from hitting your goals? What’s the main thing you would say is holding your business back from growth?

In the questions above, your role is to carefully listen and pinpoint the issues that your solution specifically can solve. And when you present your solution, your response should be tailored around what the prospect said.

building rapport: active listening skills

8. Watch Your Body Language + Match & Mirror Behavior

Mirroring in sales is a powerful psychological technique that helps with building rapport.

building rapport: match and mirror behavior

Don’t change your personality, but make slight adjustments to match the prospect’s behavior.

Here are some examples:

Mirror their body posture to show you’re on the same page.
Adjust your tone and pace to be more similar to your prospects so they feel more comfortable.
Match their emotions and energy level to portray a mutual understanding.

Tip: This ebook is filled with psychology-backed tips that’ll help you build rapport and influence buyer decisions through nonverbal and verbal cues.

Psychology Principles + 13 Power Words for Winning Sales

Avoid that awkward small talk and focus on asking open-ended questions that will spark conversations and build connections.

Open-ended questions get the recipient talking, which 1) allows you to identify connection builders, 2) allows them to feel more comfortable, and 3) creates a dialogue that flows more smoothly and naturally between the two of you.

building rapport: open-ended vs. closed-ended questions

I see you live in [city/state], how do you like it? I see you live in [city/state], have you ever tried [restaurant/local attraction]? Is it true what they say about living in [city/state]? I noticed you went to [college/university], I actually have a friend who went there, they said it was really [x]. How did you like it? I’m thinking about visiting [city/state] soon, what are your top recommendations? I noticed on LinkedIn you participated in [sport/hobby], I used to play as well, what position were you? In your LinkedIn summary, you mentioned you love [x]. How long have you been doing that? Congrats on [recent company news]! How long has that been in the works? I was looking at your site easier and came across [recent company news]. That’s awesome. What has that new process been like? I see you used to work for [company] as [position], I know someone who used to work there as well. Do you know [name]? I see you changed positions from [old position] to [new position]. I switched career paths as well and it was one of the best decisions I’ve made, although a tough one. What motivated you to go for it?

Data indicates that over 90% of all communication is nonverbal . When building rapport, it’s important to watch your nonverbal communication.

Here are some of the most important nonverbal cues to pay attention to when talking to prospects.

Make eye contact
Directly face the person
Nod along while listening
Make encouraging sounds and gestures
Avoid fidgeting excessively
Watch your posture
Use facial expressions to demonstrate interest

These tips will undoubtedly help build great relationships with prospects and customers, but it’s important to practice. Practice these techniques with a manager or colleague to help you understand what’s working and what’s not working.

Pick a handful of prospects – do your research, learn about them, and find similarities. Then, role-play the conversation. Get feedback from your manager or colleague – does it sound natural?

The best thing you can do is make it sound and feel genuine and natural. You’re not just putting on an act to get them to like you.

Get critical feedback, keep practicing, and keep trying new techniques to see what works best for you and your prospects.

Once you’ve nailed down your approach, take it to the next level by creating a customized sales call script to keep you on track on each and every call.

This guide was updated on August 1st, 2023.

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Impulse Buying: Why We Do It and How to Stop

13 Min Read | Oct 13, 2023

Let’s be honest here: Impulse buying is kind of fun—at least in the moment. You walk into Target for diapers, and before you know it . . . boom. Your cart is full of Chip and Joanna’s amazing throw pillows.

This is actually really normal. Americans impulsively spend an average of $314 every month. 1 That adds up to an extra $3,768 spent every year and about $226,080 in a lifetime! Ouch!

I couldn’t help myself. I had to plug those numbers into our retirement calculator . And listen—if you invested that $314 every month for 10 years at an 11% average annual rate of return, you’d have over $68,000! Nothing like the magic of compound growth to put things into perspective.

What Is an Impulse Buy?

An impulse buy is any purchase you make when you weren’t planning to. If it’s not planned for in your budget ahead of time, it’s an impulse buy.

It can be as small as grabbing a candy bar in the checkout line (that wasn’t on your grocery list) or as big as walking into a car dealership “just to browse” and driving off in a brand-new SUV.

Examples of impulse buying:

Candy, gum and energy drinks in the checkout line
Clothing and shoes
Video games
Candles (Bath & Body Works is basically an entire store of impulse buys, am I right?)
Home improvement purchases
Toys (to keep the kids under control at the store)
Extra cleaning supplies (just in case)
Cars (yes, even cars!)
“Treat yourself” buys
Coffee and takeout

Almost all of us have fallen for the temporary excitement of impulse buying. In fact, a recent survey shows average impulse spending is up nearly 72% since 2020! 2 And our own State of Personal Finance study reveals 45% of Americans say they struggle to avoid impulse buys.

Now, for any men reading this, I can see you nodding along, thinking, My wife does this all the time! But hold your horses. The top impulse purchases are clothing, household goods, and food and groceries. 3 The last I checked, men buy those items too.

Why Do We Keep Impulse Buying?

Do you ever wonder how impulse buying gets you? There are four main reasons I see for why people impulse buy. They are:

Our emotions
Our past experiences
A good deal
The pure love of shopping

We impulse buy because of emotions.

Emotions play a huge part in what we buy. Our personal finances are just that— personal . So it makes sense that when something’s going on with us personally, it shows up in our money habits too.

When you’re having a rough day, does a little retail therapy sound like the cure? Maybe it’s nothing extreme. Maybe it’s just grabbing a new baseball cap or a new pair of earrings. You tell yourself it’s not a big deal—you just want to get something nice to make yourself feel better.

Making decisions based on pure emotion is a surefire way to let impulse buying take control. And sneaky marketers know this. They’ll play on your emotions with their ads, hoping it’ll hit a nerve that causes you to buy.

We impulse buy because of our past.

If impulse buying and overspending are problems for you, it could be that you were never taught how to handle money well.

Thinking about how money was handled in the household you grew up in will help you understand the foundation for your beliefs about money—aka your money mindset . If you’re married, this can also help you get to the root of money arguments you and your spouse may have. Their experience was probably totally different than yours, which means you guys are coming at this from two different perspectives.

Start budgeting with EveryDollar today!

If you want to do some more digging on how your past affects your spending today, check out my newest book, Know Yourself, Know Your Money .

We impulse buy when we believe it’s a deal.

I totally get this one because I love a good sale. I mean, who wants to pay full price? Or worse . . . for shipping and handling? Thank you, Amazon Prime, for making anything other than free two-day shipping feel like a crime.

But, you guys, this is a total marketing tactic. According to a survey, 64% of shoppers impulse buy because of a sale. 4 When you think you’re getting a deal or “free shipping,” you’re way more likely to pull the trigger on the purchase—and that’s exactly what the marketers want you to do. I’m sorry, but it’s the truth. I’d bet Jeff Bezos’ fortune on it.

We impulse buy because we enjoy shopping.

Shopping really does make you feel better in the moment. When we shop, the body releases dopamine—that’s right, the brain’s happiness drug.

This love of shopping, in and of itself, isn’t a bad thing. What’s dangerous is when all that impulse buying adds up and your love of shopping turns into a shopping addiction . Your body starts relying on that dopamine hit, so you continue to feed it with more and more spending. But the point here is that it’s easy to like shopping on impulse—science says so.

How to Stop Impulse Buying

Okay, so how the heck do you keep impulse buying at bay? This is where I really want to help you, so get comfortable. Whether you’re on Baby Step 1 or Baby Step 7 , I’ve come up with 14 tips to help you dodge the temptation to overspend.

1. Make a budget and stick to it.

First things first: You need a budget. If you don’t already have one, then stop right now and get started with our free budgeting app, EveryDollar .

And the kicker is, you have to actually stick to it ! A budget isn’t a magic wand that will suddenly make all of your money behave. It’s on you to tell your money where to go each month and then follow through with that plan. If it’s not already budgeted for, don’t spend the money. Yep, it’s as simple and as hard as that. You can do this!

Save more. Spend better. Budget confidently.

Get EveryDollar: the free app that makes creating—and keeping—a budget simple . (Yes, please.)

2. Give yourself permission to spend.

Yep, I just told you to stick to your budget—and you always should. But it’s also important to throw a little fun money in there too! Give yourself (and your spouse, if you’re married) a line item in the budget with your name on it for your fun spending.

Depending on your situation, this might be $10 a month or $100 a month. Just make sure the amount is reasonable and affordable for your budget .

The next time you’re walking through the mall and something catches your eye, you just have to check your fun money fund. Now you can shop guilt-free! You’ve already budgeted a small portion of spending money for it, so that reward or treat isn’t an impulse buy anymore.

3. Wait a day (or longer!) before you make a purchase.

Listen: Two-thirds of impulse shopping happens in our beds on our smartphones. 5 It’s so easy to see something we want and click, click, click it into a purchase.

One way to help here is to give yourself a day or so to calm down when an impulse buy gets you jazzed. Once you have a cool head and a fresh perspective, ask yourself if you’ll actually use this thing and if you can pay cash for it now. That’s a no-nonsense way to look at the purchase and save yourself from tons of financial stress in the future.

And watch out for deals that are only good for 24 hours. Don’t let a countdown rush you into buying anything! Remember the offer, save some money, and be ready for it next time if you can’t afford it right now. Because a sale will come back around. Trust me.

4. Shop with a plan in mind.

Figuring out what items you want to buy and how much you’ll spend before you ever start shopping is one of my favorite ways to overcome impulse buying. With a plan in place, you’ll be less likely to give in to overspending. Your shopping list can range from grocery items to the Christmas gifts you plan to purchase for your extended family—just know what it is you want to buy before you go.

P.S. The best way to curb those grocery and takeout impulse buys is with a meal plan—and I’ve got a free meal planning and grocery guide that can save you from stress and overspending!

5. Beware of joining too many email lists.

Has anyone else’s inbox been absolutely flooded with sales lately? I mean, I’ve been doing great sticking to my budget , with everything planned and accounted for. But then, I check my inbox and find 15 different emails announcing one deal after another!

Now, I wasn’t even thinking about shopping—but then these marketers catch my attention, and I just have to see what’s on sale, right? Guys, we all could use a little “unsubscribe” in our lives.

6. Don’t shop when you’re emotional.

We just talked about this, but it’s worth mentioning again—don’t let your emotions control your spending habits! You might have a great day and make an impulse buy in the thrill of the moment. Or maybe you’re having a bad day, and you tell yourself you deserve something nice or that this item will make you feel better.

We’ve all been there before. It can happen pretty easily. So how can you fix it? Whether you’re celebrating or trying to cheer yourself up, don’t buy anything when your emotions are riding a roller coaster.

7. Bring someone with you when you shop.

Accountability goes a long way here. Do you have a sibling or friend who’s willing to get in your face and tell you not to buy something? Bring them on your shopping trip. Tell them what you plan to buy, and ask them to talk some sense into you if you start straying from the strategy.

8. Take only the amount of cash you’ll need.

Figure out how much money you need for the items you want to buy, and only take that amount in cash . You could even go a step further and leave your debit card at home so you don’t tempt yourself to buy more with plastic (even the debit card kind).

If you stick to your shopping plan and don’t bring any extra money along on the trip, you can’t make an impulse buy. It’s pretty much impossible. Now that’s the power of cash !

9. Stop the comparisons.

This is a game changer when it comes to impulse buying. If you always compare what you have (or don’t have) to others, you’ll never be satisfied. When we start comparing ourselves to other people , we’re playing a game we’ll never win.

Instead of looking at what someone else has and thinking, Oh, I need that too , take a step back and look at your life. Learn to be grateful for what you do have. If you change your perspective, you’ll find you already have a lot to be grateful for.

10. Get off social media.

It’s true—if you’re having trouble with comparisons, social media isn’t going to make it any better. If you know you have trouble being content when you scroll past everyone’s highlight reel, then remove the source of the problem. I’m not saying you have to kick social media to the curb forever, but try deleting Instagram and Facebook for a week (or more) and see if you notice a difference.

Even if you don’t find yourself falling into that comparison trap, the reality is that social media is one big billboard for impulse buying. Everywhere you scroll, someone is trying to get you to spend your money. But if you’re not on the app, you won’t see all the businesses with flashy sales and new products for you to spend your hard-earned dollars on.

11. Do a no-spend challenge.

Desperate times call for desperate measures, and sometimes a no-spend challenge is just what the doctor ordered. If you haven’t heard of this before, it’s pretty much just like it sounds—you don’t spend any money (on nonessential items).

You still pay for things like your rent or mortgage, regular bills, utilities, groceries, etc. But you don’t spend money on things like restaurants, the hair salon, new shoes or a new kitchen accessory. Basically, don’t even set foot in a store unless it’s to buy groceries (that are on your list!).

12. Forget your card number.

Okay, I admit it. I’ve memorized my debit card number. Real shocking for a spender, I know. I’ve done so much online shopping with this debit card that I actually have the number memorized.

If this is you, this seems perfectly efficient and you get me. If this sounds crazy to you, the rest of us are a little jealous that impulse buying is that much harder for you to do online. But does your card number autofill from your phone or web browser? Is your PayPal just one click away when you check out? If the answer is yes, you might want to consider erasing those numbers from your digital memory.

13. Ditch the credit card(s).

If you put those impulse buys on a credit card—and don’t pay off the balance—you end up paying even more than the average $314 a month I mentioned earlier. Why? Because you’ll have that average credit card interest rate too. Yup, you’ll have to pay 20.68% more on those things you didn’t plan to buy or probably even need. 6

You guys, don’t let the temptation for rewards lure you in to using credit cards (that includes store cards too). They make it way too easy to turn today’s purchase into tomorrow’s problem—because you don’t see the cash leave your wallet or your checking account balance go down. It’s too simple when you don’t technically have to pay for it then and there, which is exactly how credit cards work.

Ditch the credit cards and the impulse buys.

14. Keep your goals in mind.

Here’s a real shocker: Giving in to an impulse buy won’t help you achieve your financial goals —whether that’s getting out of debt , paying off your mortgage, or investing for your future. Buying on impulse and overspending will eat up any extra money you were saving to put toward those awesome goals. So don’t shoot yourself in the foot here. Help yourself out by remembering the important goals you’re working toward!

Control Starts With Clarity

Spending money can be super fun, especially if you’re a spender, like me. But that excitement never lasts. If you want to learn more about your spending tendencies and take control of your money for good, I want you to do two things today.

First, get on that budget! Remember, EveryDollar is free , and it’s how you’ll stop wondering where your money went—and start telling it where to go.

Second, check out my newest book, Know Yourself, Know Your Money . You’ll see the way your past and personality affect how you handle your money—and learn how to start moving forward with your finances.

Listen, I want you to get the clarity you need to get unstuck with your finances. And you can! Take these two steps, and start being intentional—not impulsive—with your money.

Did you find this article helpful? Share it!

About the author

Rachel Cruze

Rachel Cruze is a #1 New York Times bestselling author, financial expert, and host of The Rachel Cruze Show. Rachel writes and speaks on personal finances, budgeting, investing and money trends. As a co-host of The Ramsey Show, America’s second-largest talk radio show, Rachel reaches millions of weekly listeners with her personal finance advice. She has appeared on Good Morning America and Fox News and has been featured in publications such as Time, Real Simple and Women’s Health magazines. Through her shows, books, syndicated columns and speaking events, Rachel shares fun, practical ways to take control of your money and create a life you love. Learn More.

How to Stop Spending Money

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The psychological reason you get sucked into Black Friday sales

Trying to avoid shopping on Black Friday is a bit like trying to resist eating a slice of pumpkin pie on Thanksgiving: both treats come once a year, are designed to entice you and taste absolutely delicious.

The average Black Friday shopper spends $313.29 on sale items, and 69% of that money typically goes toward gifts, according to 2018 statistics from the National Retail Federation . More than half of Black Friday shoppers will buy things online and in brick-and-mortar stores.

Beyond the holiday giving spirit, there are a few deeper psychological reasons why Black Friday is a perfect storm for spending, according to Scott Rick , associate professor at the Michigan Ross School of Business, whose research focuses on the emotional causes and consequences of consumer financial decision-making.

Everyone loves a 'deal'

Consumer research has shown that buying something at a price that's lower than what you're willing to pay, or lower than the standard price, is satisfying, Rick says. "[E]ven if it's something you don't really need, the value of the deal itself is very pleasing," he says.

And people see Black Friday deals as better than they really are because of marketing tactics, Rick says. In reality, sales happen all year round and prices fluctuate over time, he adds. (Not to mention, "Black Friday" sales typically span from Thanksgiving through Cyber Monday, so you have more time than it might seem.)

Then there's the fact that many Black Friday deals are marketed as "limited-time offers," which makes the sales even more thrilling.

Limited-time offers increase " anticipatory regret " — aka "fear of missing out" or FOMO — which drives people to purchase things they otherwise wouldn't, according to research. Consumers tend to give into a limited-time offer because it feels like less of a gamble than trying to find a better deal somewhere else.

Shopping momentum

There's a phenomenon called " shopping momentum ," which occurs when a purchase provides a psychological impulse that encourages you to purchase a second, unrelated product. Shopping leads to more shopping.

It's how stores get you with so called door-buster deals on Black Friday — "a lot of it is just loss leader to bait you inside and get you to buy high-margin stuff," Rick says. Loss leader refers to products that are sold at a discount, or a "loss" to the retailer, to attract new customers. You might shop at a store that you rarely go to to get a great deal on a smart TV, for example, and once you're there, you'll be compelled to buy other items that aren't discounted, like new air buds or a new iPhone.

It's an escape

After spending Thanksgiving with loved ones, many people shop simply because they're looking for a way to get away from the stress of their families, Rick says.

Then "part of it is kind of boredom and sensation-seeking," he says. The lore and horror stories surrounding Black Friday make the shopping day a real FOMO-inducing experience. "The desire to collect unique experiences and people-watch could be part of it, too," Rick says.

There are however, some shopping strategies that Rick says can help you stay strong in the face of an irresistible sale.

1. Bring a thrifty shopping buddy

When you shop alone, you're more likely to make "silly, super marginal purchases," Rick says. "There are things we do privately that we wouldn't be proud to do in front of someone else," he adds. Shopping with a partner, particularly one who's more of a tightwad than you, adds a layer of reckoning that could help you pump the breaks when considering an impulse purchase.

2. Avoid 'shopping momentum'

Beware of trinkets and small purchases, which seem harmless, but "are meant to ignite your spending," Rick says.

3. Don't take a basket

It makes you buy more things. "Now you're holding a basket, and you wouldn't carry five items on your own, but you'd happily place 10 in a basket," he says.

4. Write a list

Chances are, you're going to stumble upon something that you want to buy. But creating a list of the things you really need to update will help you stay focused in the face of tempting, but frivolous, purchases, Rick says.

5. Make other plans

One of the best ways to overcome impulse shopping is to not shop. Make plans on Black Friday — like visiting friends who are also home for the holidays — to take the option off the table. "Left to your own devices, you're going to be tempted [to shop], so just rule it out somehow," Rick says.

Like this story? Like CNBC Make It on Facebook .

Don't miss:

I've shopped on Black Friday for 10 years—here's my No. 1 tip for getting good deals without the stress
Award-winning chef shares 5 tips on throwing a budget-friendly Thanksgiving
Your gift cards are a top target for scammers this holiday season

Home — Essay Samples — Business — Sales — The steps of the sales process

The Steps of The Sales Process

Categories: Sales Structure

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10 Sales Pitch Ideas and Examples to Boost Your Close Rate

Lead With a Question
Create a Dichotomy
Tell a Good Story
Use Flattery (If It’s Genuine)
Follow the Rule of Three
Create a Sense of Urgency
Let the Product Speak
Acknowledge the Prospect’s Emotions
Show Supporting Data
Remember the Customer

A sales pitch is a concise, persuasive speech that explains what your product is, communicates its value, and encourages the customer to make a purchase.

It’s your chance to turn a prospect’s interest into action. But it can also make or break a deal. If your buyer isn’t hooked by what you have to say, they likely won’t purchase your product.

In this post, we’ll look at 10 sales pitch ideas that will help you create your own. We’ll also outline some good and bad examples for each.

1. Lead With a Question

Preferably, a question that compels them to see their problem from a different perspective. If the question promises valuable information, they’ll want to know the answer and will stay engaged through the next part of the pitch.

Good Example: A digital marketing sales rep might start a pitch with, “Did you know Instagram is currently working against you?” This question hints at important information that they’re missing and makes them reconsider their current social media strategy. The sales rep can then provide an answer that aligns with the value of buying their social media services.

Bad Example : If your question isn’t compelling enough, your customer might not stick around for more of your pitch. “Are you looking for a way to _____?” is a commonly used (but very ineffective) question that PhoneBurner warns against , since it’s worded in a way that’s likely to elicit a “no” response. Your opening question should have your target dying to know more.

2. Create a Dichotomy

This pitch follows a three-step process. Start by stating a truth. Then, introduce another truth that contradicts the first truth. Finally, bring in your product and show how it can resolve the problem.

Good Example : In an episode of Shark Tank, the creators of DARTdrones used the dichotomy technique effectively in their pitch . They started by explaining that drones are a beneficial piece of technology. Then, they contradicted this truth by stating that drones are prone to crashing. Their solution was their training course for drone pilots.

Bad Example : If your product doesn’t offer a realistic solution for the problem, the dichotomy won’t be effective . Make sure you draw a clear line between your product and the problem introduced in your pitch.

3. Tell a Good Story

As Ryan Dohrn says , “People remember stories 75% of the time. People remember facts and stats less than 1% of the time.”

Stories are engaging. Once a buyer is emotionally invested in your story, they will be more likely to care about your product. But avoid introducing your product at the beginning of the story. It’s best to weave in your product during the middle or end, once the listener is fully engaged in what you have to say.

Good Example: During his pitches, Backroads CEO Tom Hale likes to tell the origin story of founding his travel company. Hale always disliked mass tourism, and one night while he was working in Las Vegas he woke up in a cold sweat with a brilliant idea. He got to work and by 8am had a completed plan for Backroads, a slow-tourism outdoor-focused travel company. This story works with his prospects because it shows that there is authentic passion behind the product .

Bad Example : If your story is confusing or boring , your customers won’t be interested. If that happens, they likely won’t feel the emotional attachment you were counting on. Remember, your company’s story doesn’t need to be a verbatim account of everything that happened; keep the good parts, skip over the filler.

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4. Use Flattery (If It’s Genuine)

Like they say, flattery will get you everywhere. People like being complimented, so use this to your advantage during your sales pitch. Sure, the customer might realize what you are doing, but deep down, they’ll be pleased and will have a positive impression of your pitch.

“They only made this specific model of laptop in a limited run to test the market.”

Good Example : This suggestion from Investopedia is a perfect example of a sales pitch with the right amount of flattery . As you can see, it doesn’t explicitly complement the prospective client. Instead, the sales rep subtly compliments the client. By mentioning this was a “limited run” product, the sales rep shows that the client is important or special enough for this exclusive product.

Bad Example : If a sales rep over-compliments the potential customer, particularly on personal attributes (“gee, that’s the sharpest tie I’ve ever seen!”) it can feel inauthentic or creepy . Make sure to present your flattery so that it comes across as genuine and helps build a positive rapport with the customer.

5. Follow the Rule of Three

Instead of overwhelming your prospects with endless facts, choose three key elements that you want them to retain in their minds. This will help your buyer remember your product while helping you keep the pitch concise.

Good Example: Of course your product has more than three exciting aspects, but you need to narrow down the key points to make this pitch effective. If you are pitching a food delivery app, the three points could be: 1) ease of using the app 2) how quickly the food is delivered 3) customer satisfaction reviews. If you’re pitching a complex SaaS product with tons of bells and whistles, do as much research as you can upfront so you can present the prospect with the three benefits that would be most relevant to their specific business.

Bad Example: While simplicity is usually the best policy, it can also get you in trouble here. Speaking from experience , we know that almost every CRM tool on the market claims to be easy to use, powerful, and affordable. In a crowded market, you need to get specific. So what are three selling points you can make that your competitors can’t?

6. Create a Sense of Urgency

Have you ever thought you were about to close a deal only to have the customer drag their feet? It’s frustrating to put in the work, only for a customer to delay the deal. During your pitch, it helps to create a sense of urgency so the customer will feel compelled to close the deal before they float away.

Good Example : Play off of FOMO (fear of missing out) during your sales pitch. Imagine a sales rep for an advertising agency pitching their services to a potential client. During the pitch, the sales rep should mention that they only have the bandwidth to accept a “few additional clients” at the moment. This shows the potential client that they need to decide right away in order to avoid missing out on the opportunity to work with the agency.

Bad Example : Telling the client to “take their time” or to “reach out when they are ready” doesn’t create a sense of urgency. Instead, this lets the client off the hook and encourages them to drag their feet.

7. Let the Product Speak

Words can only go so far. Instead of overexplaining the product, let the customers try it out for themselves. When a customer has the chance to see the product in action, they’ll understand how it works and why they need it.

‍ Good Examples: In this video, you’ll see the salesman Joe Ades demonstrating his product in New York City’s Union Square. Yes, he’s still talking about the product. But as he talks, he peels the carrots. With a product like a vegetable peeler, it’s more effective to show how it works instead of just talking about it. United Building Maintenance uses an effective tactic to differentiate their commercial cleaning company. When their sales reps arrive at a prospective client’s building, they spend time walking the halls and speaking with the cleaning staff. They point out the inefficient cleaning tools they are using and explain how UBM’s commercial products will make the cleaning job easier. This pitch works because UBM explains how their products are more efficient than the competition’s.

Even if you’re selling a complicated product, a simple demonstration of the tool can be very persuasive in showing a prospect that what you’re selling is easy to use and genuinely helpful.

Bad Example: The biggest mistake when using a demo in your sales pitch is not making sure your product works smoothly ahead of time . Run the demo a few times before doing it in front of your customers. Nothing ends a sale faster than a demonstration showing your product doesn’t work.

8. Acknowledge the Prospect’s Emotions

Emotions are a powerful tool. Play on these during your pitch. Of course, you should avoid coming across as manipulative , as this will turn off your customer.

Good Example: Your prospective customer might feel stressed about “ breaking up ” with their current supplier. During your pitch, play off this emotion by coaching the client through the “break-up” process. Your potential customer will feel relieved that they have a strategy for ending their current business relationship.

Bad Example : Playing off emotions just to get a reaction isn’t going to be effective. Customers can easily tell when they are being emotionally manipulated and that won’t make them interested in your product. As a salesperson, your presence should relieve the prospect’s tension—because you’re a helpful, trusted advisor—not add to their tension.

9. Show Supporting Data

While you don’t want your pitch to seem dry, feel free to toss in a few hard facts to back up your pitch. You need your customers to trust you, and for some people, objective data sets their mind at ease. As long as you can provide legitimate sources for any numbers you throw out, a couple of well-placed stats will make you seem more credible.

Good Example : Use easy to interpret charts and graphs to explain your supporting data. Introduce the statistics in digestible chunks instead of throwing them all out at once.

Bad Example : The phrase, “what if I said …” does not instill confidence in your sales pitch. Avoid this or similar sentiments when you are discussing facts. This phrase makes it seem like you can’t prove what you’re claiming .

10. Remember the Customer

At the end of the day, your pitch is all about convincing the customer to buy your product. Tailor your pitch to each customer instead of using a one-size-fits-all pitch every time.

Good Example : Imagine you are tasked with selling Chromebooks. When you pitch the product to a school, you would highlight how the Chromebook can boost test scores and help students learn 21st century skills. But if you pitch the Chromebooks to a hospital, you would explain how this product can help streamline the patient check-in process and make it easier to store valuable patient information. The same pitch won’t be effective for both groups. Remember to adjust your pitch so it relates to each customer .

Bad Example : Using the exact same pitch every time makes it obvious that you didn’t consider the customer . All you have to do is tweak a few phrases or swap out some data points to keep your pitch relevant for each prospect.

As you work on your own sales pitch, remember to keep it concise. Regardless of which techniques you use, it should be a short speech that immediately hooks your customer. An effective sales pitch is short, convincing, and leaves the customer wanting more.

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1. Make the Store Your Last Choice
2. Negotiate When Possible
3. Time Your Purchase
4. Find a Substitute
5. Expand Your Shopping Universe
Shopping Tips FAQs

The Bottom Line

Budgeting & Savings

5 Money-Saving Shopping Tips

Amy Fontinelle has more than 15 years of experience covering personal finance, corporate finance and investing.

Have you already squeezed every last penny out of your budget ? Maybe not. Thanks to free-market capitalism , consumers can choose from a wide variety of products at a wide range of prices pretty much any time they want to buy something. Unlike investing , saving money on purchases doesn't require any specialized training and is an easy way for anyone to stretch their budget a little further.

No matter your income level, you can give yourself more breathing room by becoming a savvy shopper. Here are five tips to help you get started.

Key Takeaways

End-of-season sales and special sale dates, like Black Friday, offer big savings to consumers.
It may be worth buying in bulk to save money, but don't overlook the risks of owning too many of one item, especially perishables, that can expire.
Bartering for goods and services may be unusual for many consumers, but it doesn't hurt to ask.
Buying used items and fixing them up on your own is often significantly cheaper than buying brand-new products.
Saving money on consumer goods takes time and effort, but it's possible to save hundreds of dollars per year with planning and research.

Tip 1: Make the Store Your Last Choice

Most people's default response is to go to a store anytime they need something, but that's not the only way to obtain a needed item. Ask yourself the questions below about the desired item.

Can I Find the Item for Free?

If you don't need something right away, and you usually don't, it's worth searching on community ad sites like Craigslist or Kijiji . Another idea? Sign up some local Freecycle groups, and ask around to see if anyone you know is getting rid of whatever you want.

Can I Borrow It?

Many home improvement stores even have tools you can rent. Likewise, instead of spending money on the latest bestseller novel that you will probably only read once, head down to your local library and see if you can borrow the book.

This tactic can be a great money-saver for any item that you use infrequently or will only need to use once. For example, if you only need to use a drill once a year when you change apartments and have to reinstall your curtain rods, you can simply borrow a drill from someone else.

Tip 2: Negotiate Price When Possible

Ask about discounts.

Some prices are set in stone, and it's a waste of time trying to negotiate with someone who won't budge. However, when you think there's some wiggle room, consider the strategies below.

While you probably can't negotiate the price on many items, there are plenty of situations where you can negotiate, even in a retail store. For example, if an item is cosmetically damaged, a store may be willing to offer a small discount because that blemished item tends to be more challenging to sell.

If a salesperson wants you to buy a bunch of extras with a new computer or phone plan, ask for a discount.

If you're buying an item from a private party that is used, you can always negotiate. This is because negotiation is standard practice on these types of purchases, and the sticker price is generally higher than the amount the seller will accept.

Barter for It

Bartering can be complicated because many people are not accustomed to doing it, and it may be hard to find someone who wants the service or goods you have to offer in exchange for what another person is selling.

If you have some valuable products or services to offer, however, and you're purchasing from a private party, it's worth asking. Even if the other party isn't willing to barter for the entire item, they may be agreeable to at least reducing the price in exchange for an hour of your expertise.

Tip 3: Time Your Purchase

If you wait to purchase something until you need it, you're likely to pay the sticker price, but with a little advanced planning, you can save big bucks. For example, ask yourself the questions below.

Will This Item Go on Sale?

If you want a new electronic device, like an iPhone, you may have to wait for a lower price. Usually, once a newer model comes out, the regular price will usually drop as supply increases and demand drops.

As new items become more popular, even if they don't officially go on sale, you may be able to get a good deal on Amazon or eBay. Black Friday sales are usually a good time to score expensive or popular items, as well.

Certain everyday items, like groceries, toiletries, and cosmetics, will always go on sale sooner or later, providing an opportunity for you to stock up when your favorite brands are priced at a discount.

For anyone who doesn't carefully follow the latest fashion trends, clothes are best purchased during end-of-season sales, even if it means you don't get much use out of them until the following year.

Is There a Coupon?

Combine sales with coupons, and you'll save even more. eBay can be a great source of coupons, such as ten buy-one-get-one-free coupons of your favorite deodorant. The coupons might cost you $2.50 total, including postage, but if you use all 10 of them, your net savings on a $3 stick of deodorant will be at least $27.50 plus tax.

If you have time to look through a few pages of content, then sites that offer free printable coupons, like Coupons.com , could be a good option for you too.

When shopping online, search for the store's name plus "coupon code" before making a purchase. Many sites will advertise coupon codes to help give consumers a break.

Sometimes you'll enter coupon codes to no avail, but sometimes you'll get lucky and get some savings like $5 off shipping fees or 20% off your entire purchase. It's always worth taking a few minutes to look.

Finally, apps like Rakuten and Ibotta offer cashback on items ranging from groceries to clothing to hotels and much more.

Can I Find It Cheaper Somewhere Else?

It's usually a bad idea to buy an item in the first place you see it because it's very likely it is cheaper somewhere else. For expensive purchases where you have a lot to gain by comparing prices, and for situations, like online shopping, where it's straightforward to compare prices, the savings you'll achieve are worth the extra time and effort.

However, don't bother if you won't save much or are likely to waste a lot of time, gas, and money by shopping around. If you're pressed for time, you can avoid shopping around altogether by making a habit of doing all of your shopping at stores that regularly offer bargain prices, and you'll be confident that you're already getting a good deal.

Tip 4: Find a Substitute

If the item you want to buy doesn't quite fit into your budget, think about similar but less expensive alternatives. Figuring out the real reason behind a pending purchase can help you brainstorm ways to achieve the same result more affordably.

Similar But Less Expensive

For example, if you're worried about being bored during a long flight, you may want to buy a spare battery for your laptop so you can get some work done. In this case, your primary concern isn't getting more work done but rather finding a way to occupy your time.

Instead of buying that extra battery, you could use your laptop in the most energy-efficient setting until the battery runs out and then spend the rest of the flight reading a library book.

Make a Wish List

Wish lists can go a long way toward preventing impulse buying. By keeping a never-ending wish list, a person is less likely to buy items that have not been contemplated for at least a month, which provides sufficient time to decide whether the item is a necessity or just a want.

It's not worth signing up for store credit cards just to get the discount that is offered. Store credit cards usually come with high APRs and misleading terms that can cost you a lot down the road unless you are vigilant about paying your bill on time.

If the mere prospect of saving money isn't enough incentive, consider the opportunity cost of buying an item. Maybe that new suit or purse isn't worth it when you could use the money toward going on a vacation.

Tip 5: Expand Your Shopping Universe

If you usually head straight to your favorite website, specialty store, or the mall when you need to buy something, consider these other shopping options that can save you a great deal of money.

Alternative Venues

Garage sales, moving sales, and estate sales tend to offer all types of merchandise at much lower prices than retail stores. You are most likely to benefit from this type of shopping experience for items that are not necessarily needed right away, such as goods like canning jars, dishes, or a jewelry organizer.

This can also apply to more practical products as well. Don't expect to find everything at these sales, but do check them out from time to time to add value to your shopping budget.

Buying in Bulk

Consider big-box discounters as a source for the same products you usually buy at more expensive, specialized stores.

You may not have ever thought of the drugstore as a specialty store, but when you start comparing their regular prices to those of discount stores like Costco, Sam's Club, and BJ's Wholesale, you might change your mind. Even on inexpensive items like shampoo and toothpaste, drugstore prices can be significantly higher.

As a bonus, you can knock out several visits to smaller stores with one visit to a big box store, saving you time. But keep in mind that it doesn't always make sense to buy in bulk .

Costco, Sam's Club, and BJ's all charge annual membership fees that can easily offset your annual savings, and many people can't use up an extra-large container of pretzels before they get stale.

How Can I Save Money on Shopping Each Month?

Some ways to save on shopping each money include buying items on sale, shopping at outlet stores, using online software that helps you search for coupon codes and discount offers, purchasing non-perishable items in bulk, shop once a month, signing up for loyalty programs, and rewards card, and buying generic products instead of brand name products.

How Can I Save Money on Groceries?

Some ways to save money on groceries include using the store's reward card , clipping coupons, subscribing to the loyalty program, buying on sale, buying generic products rather than brand names, comparison shopping, sticking to your shopping list, becoming a member at a wholesale club, and buying non-perishables in bulk.

How Can You Save Money When Shopping on Amazon?

To save money when shopping on Amazon, you can sign up for the "Subscribe and Save" feature, sign up and cancel for Amazon Prime's free trial period, if you are a member, utilize Amazon's Family Program, shop the items that have associated coupons with them, and use software and sites that track deals or provide coupon codes.

The ideas presented in this article might seem excessively frugal to some, but when you cut costs in lots of little ways, you can achieve significant savings without making big sacrifices.

Even thinking about how to save money on relatively minor purchases, like cans of soda or packs of gum, can result in significant savings when you buy these items habitually. It doesn't take much time or energy to get into the habit of considering your purchases more carefully.

You may not always make the choice that will save you the most money and instead opt for convenience, but at least you will have made a conscious and well-informed decision.

Ibotta. " All Offers ."

Rakuten. " Stores With Cash Back, Coupons, & Promo Codes ."

Costco. " Join Costco ."

Sam's Club. " Join the Sam's Club Family ."

BJ's Wholesale Club. " A Membership for Everyone ."

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There are a number of tips you should follow to ensure that you write an effective and convincing persuasive essay. The following four tips are particularly important.

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Take a Staunch Position

A persuasive essay must persuade the reader of something. Therefore, you have to clearly convey what you’re going to convince the reader of. If possible, put your position in the topic of your persuasive essay. Afterwards, ensure that your position is identified in both the introduction and conclusion of the persuasive essay. Leave no doubt as to what you’re trying to persuade your reader of.

Align Your Persuasive Essay Arguments and Positions

Once you’ve identified what you’re trying to persuade your reader of, ensure that the arguments you present align with this position. The evidence you present should be in favor of the thrust of persuasive argument. The evidence should be compelling, based in data (when possible), and should combine a logical as well as emotional appeal to the reader. Good persuasion draws on many kinds of arguments. Try and use the common forms of logic: logos, pathos and ethos.

Persuasive essay - convincing readers through logos, pathos, and ethos

Organize, Organize, Organize!

This is the hard part – understanding how your evidence should be categorized and presented. Amateurs and professionals alike often utilize the formatting services at Ultius to make sure there’s a logical progression in their arguments, and that similar arguments (for example, data-driven arguments) are grouped with each other. Maintain the use of transitional sentences so that readers understand the relationships between different themes in your persuasive evidence. Read over the persuasive essay several times to test its flow and cohesion.

Entertain and Refute a Counterargument

The very best persuasive papers go beyond persuading a reader by presenting evidence for a specific contention; in fact, the best papers also consider, and reject, counterarguments to the position that’s being defended. Remember that conclusively identifying your audience is key when considering counterarguments.

Entertaining and refuting counterargument demonstrates depth of persuasion, as you’re disarming possible objections to your position and also demonstrating how much research you’ve carried out for your persuasive essay, which will impress graders with your conscientiousness.

How to Produce an Exceptional Persuasive Essay

No generic tips here—the information below contains the high-impact guidance you need to create a great persuasive essay, whether you purchase a sample essay from Ultius or not. These tips have been gathered by the writers who wrote hundreds and thousands of persuasive essay samples that customers bought. There are four steps:

Remember, most students already have the tools to write a good persuasive essay, but end up ordering sample writing services from Ultius when they fall short because they don’t understand how best to marshal their organizational and emotional resources. The tips below show you how to apply planning, strategic thinking, and even emotions to creating an excellent persuasive essay.

Additional Persuasive Essay Writing Sources

There are plenty of additional references you should consider when writing a persuasive essay. Check out Copyscape or WriteCheck (a branch of Turnitin) for ensuring that your persuasive essay meets originality standards. Try Grammarly for checking your persuasive essay’s grammar and a citation program, such as EasyBib or EndNote, for automating your citations. The use of these tools can make an important difference in how your persuasive essay is graded. For example, if your class uses Turnitin, using WriteCheck before your submission can be the difference between an A and a paper failed for plagiarism.

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Being Successful in a Sales Career Free Essay Example
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The Experience as a Sales Representative Essay Example
Market Research: Method of Selling a Product Free Essay Example
Professional Sales Essay

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Different Mistakes people make in/during Sales

COMMENTS

8 Reasons to Shop During Sales
During sales time one will always shop faster, because you want to make sure the items you want to buy won't go out of stock. 2. You save money. This Marc Jacobs sport coat was $1.290, but on sale it is only $387, meaning it's 70% off. One of the main benefits of shopping during sales is of course, saving money.
The Buying Experience: The Most Important Thing in Sales and ...
The buying experience includes the entire process the buyer engages in as they move from status quo (before they embark on the buying experience) to purchase (the final step that moves someone from buyer to customer). A number of steps sit in between status quo and purchase. Some buying experiences are simple enough to consist of just a few steps.
5 Benefits of Buying Products During a Sale
1. Save Money. Saving more money is one great benefit anybody can achieve when they buy any product on sale whether it is online or offline. Different percentages of discounts are offered during a sale ranging from 5% to 60% and hence it is an attractive offer. The money saved is money earned and can be used for other purposes.
How Sales Overlooks Buyers: Essay and Q&A
Sales is perfect for finding and educating buyers with a need, but not for facilitating the buying decision path. There's a 13 step decision path between recognition of a problem and a purchase. Sales only handles the limited portion (steps 10-13) that occurs once people reach the point where a purchase is their only option AND they have buy in from the full complement of stakeholders for ...
Preparing a sales dialogue to convince customers: the golden rules
Control your reaction to customer concerns. As the sales pitch progresses, the customer may express concerns. Concerns are a normal occurrence. When a customer disagrees with you, don't get defensive, even if they are wrong. Ask them to tell you more and listen to what they have to say. They may tell you something you haven't considered.
(PDF) Influence of Sales Promotion on Impulse Buying: A ...
Abstract. This study investigates how sales promotions influence the psychological processing that precedes impulse buying. Applying a dual process theory, we distinguish between Reflective and ...
Sales Process Explained: 7 Stages of the Selling Cycle
The sales process is generally made up of 7 steps. At each of these steps, the salesperson tries to push leads and potential customers further down the sales funnel. Some of the tools that salespeople use to convince potential customers to make a purchase are advertising, promotional offers, cold calling/ emailing, content marketing, and more ...
11 Strategies for Overcoming Objections in Sales
3. Understand the objection. Active listening can aid you in understanding the sales objection, which is the most important step to successfully overcoming it. Understanding the objection can help you respond sincerely and make the potential buyer feel like you heard their concerns.
Building Rapport: 10 Best Ways to Instantly Build Trust in Sales
1. Identify and Use Personal Connections. A sales conversation shouldn't only pertain to conversations about the product/service getting sold. Although the sale is the main focus, try taking a more personal approach and see how the conversation takes a turn for the better. Building rapport relies on a connection.
PDF Essays on Sales Management
tional sales, customer behavior is often habitual (i.e., state-dependent) by which past sales history persists and affects current sales. Hence, organizations concentrate on making sales efforts that create long-lasting customer goodwill. Such inertia of cus-tomers, together with above moral hazard, also influences sales agents' behavior. For
Impulse Buying: Why We Do It and How to Stop
3. Wait a day (or longer!) before you make a purchase. Listen: Two-thirds of impulse shopping happens in our beds on our smartphones. 5 It's so easy to see something we want and click, click, click it into a purchase. One way to help here is to give yourself a day or so to calm down when an impulse buy gets you jazzed.
The psychological reason you get sucked into Black Friday sales
Black Friday sales are designed to entice you and lead you to spend money — even if you're not looking to buy anything in particular. ... People shop at a Macy's store during the Black Friday ...
The steps of the sales process: [Essay Example], 408 words
Get original essay. The first step of sales process is prospecting. At this stage you need to find potential customers and identify whether they have a need for your product or service and to see if they can afford your product or service. Second stage of sales process is preparation for initial contact with a potential customer.
Sales Pitch Ideas & Examples to Boost Close Rate
4. Use Flattery (If It's Genuine) Like they say, flattery will get you everywhere. People like being complimented, so use this to your advantage during your sales pitch. Sure, the customer might realize what you are doing, but deep down, they'll be pleased and will have a positive impression of your pitch.
5 Money-Saving Shopping Tips
Tip 4: Find a Substitute. If the item you want to buy doesn't quite fit into your budget, think about similar but less expensive alternatives. Figuring out the real reason behind a pending ...
Shopping
Shopping refers to the process of selecting and purchasing goods or services from one or more retail outlets. Whether in-person or online, shopping is a common activity for people to obtain essential items, gifts, or leisurely purchases. It can involve browsing through various products, comparing prices, reading reviews, and making informed ...
Describe A Product You Bought During The Sale Period
A reduced price for an item that is on sale. Example: I bought the shoes at a discounted price during the sale period. 2. Eyeing. To look at something with interest or desire. Example: I had been eyeing these shoes for a while before I finally bought them. 3.
13 Approaches to Sales Objection Handling (And How To Use Them)
While questioning, try to be inquisitive and calm. Once you understand the cause of the objection, try to handle it to your prospect's satisfaction. 6. Start with the end. Start your conversation with the end of the customers' objections, addressing their concerns or questions to ensure you give the desired solution.
Sales Essay Examples
Get your free examples of research papers and essays on Sales here. Only the A-papers by top-of-the-class students. Learn from the best! ... Buy college essays today! ... Let us calculate how much sales in dollars made each of the salespersons during 6 weeks. Total A = week1 + week2+week3+week4+week5+week6 = 1774+1808+1890+1932+1855+1726=10985
Sales Management Essay Examples
Sample Presentation On Effective Sales Planning And Operations. 3.1: Explain how sales strategies are developed in line with corporate objectives. For any business to succeed, the design of its sales plan must include the corporate objectives intended for the organization's success.
Best Buy Essays: Examples, Topics, & Outlines
Best Buy is a retailer of consumer electronics, operating with a multichannel platform in North America and China (Best Buy, 2013). In the fiscal year 2013, Best Buy lose $441 million on revenues of $45.1 billion. In the previous year, the company lost $1.4 billion on revenues of $46 billion and suffered a loss in FY2011 as well (2013 Best Buy ...
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Our skilled academic authors are fully equipped to deliver an A-class essay, putting your thoughts in a compelling form. Persuasive essay for sale. Whatever arguments you want to outline in your paper, our pros will help you out. The profound knowledge of your subject and expertise allows them to produce a powerful academic piece on your topic.

8 Reasons to Shop During Sales

1. Shopping burns calories

2. You save money

3. Buy more for less

4. Sales are a great time for gift-shopping

5. You can buy enough clothes to have next season too

6. Getting out of your comfort zone

7. You help the economy

8. You can get designer clothes at affordable prices

Further reading:

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10 replies on “8 Reasons to Shop During Sales”

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5 Benefits of Buying Products During a Sale

1. Save Money

Check for Promotions and Coupons

Compare Prices and Use Price Matches

Buy Discounted Gift Cards

Take Advantage of Cash-Back Opportunities

2. Buy More

3. Great time to Buy Gifts

4. More Variety and Choice

5. Entertain yourself by Exploring New Products

Ubuy Content Team

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How Sales Overlooks Buyers: Essay and Q&A

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Sharon-Drew Morgen

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Preparing a sales dialogue to convince customers: the golden rules

Talk about benefits rather than features

Focus on the customer and their needs

Approach the client first

Control your reaction to customer concerns

Let the customer decide

Convincing customers with an adapted sales pitch

GET IN TOUCH WITH US

WE ARE HERE

Sales Process Explained: 7 Stages of the Selling Cycle

What Is the Sales Process?

Ability to Scale Sales

Predict Future Sales

Faster Employee Training

1. Prospecting For Leads

2. Contacting Prospects

3. Qualifying Leads

4. Presentation

5. Address Objections

6. Closing the Sale

7. Follow-Up

Wrapping Up

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Building Rapport: 10 Best Ways to Instantly Build Trust in Sales

What Is Rapport Building?

1. Identify and Use Personal Connections

Call Template to Build Rapport

2. Inflect Your Tone

3. Be Consistent

4. Use the Law of Reciprocity

Email Template to Build Rapport

5. Listen More Than Talk

6. Find Common Ground & Uncover Shared Interests

7. Articulate Their Pain Before They Tell You

8. Watch Your Body Language + Match & Mirror Behavior

Related Articles

Impulse Buying: Why We Do It and How to Stop

What Is an Impulse Buy?

Examples of impulse buying:

Why Do We Keep Impulse Buying?

We impulse buy because of emotions.

We impulse buy because of our past.

We impulse buy when we believe it’s a deal.