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Are You A Logical Problem Solver?Views: 433
Mar 08, 2006 11:13 pmAre You A Logical Problem Solver?#

Steven Boaze

Your hottest prospect is someone that has just bought
from you. This is your best opportunity for another
immediate sell. The key to successfully doing this is
having products that offer solutions to problems that
your prospects have. Related problems and solutions to
those problems mean increased opportunity for sales.

How simple it would be for the cashiers at the local
discount store to suggest another product that may
help solve the customer's problem. All they have to do
is notice how the products that the customer is
currently buying are related, and be knowledgeable
enough about what the store has to offer to be able to
suggest another product that could help solve the
customer's problem.

The buyer that just bought from you offers a prime
opportunity to sell again. Your products must be good,
however, and you must prove to him that your
"back-end" product will also help solve their problem.

Again, I am talking about knowing your prospects'
wants and desires. Your job isn't over once you've
sold your customer his/her first product. You and your
employees should constantly be striving to find out
what problems your prospects have and then proposing
the appropriate solutions to those problems.

If you are focusing on what your customer wants and
are offering them a solution to a related problem,
they will not be resistant to you as you try to
"up-sell" them. They will be grateful for your desire
to help solve their problems.

Just remember - your customers are never hotter than
when they first buy. Immediately acknowledge their
first purchase and tell them how appreciative you are.
Then, offer them something else so they'll have the
chance to solve more of their problems and to spend
even more money with you!

You should look for logical product or service
extensions to offer your customers. Using the backend
will turn one-shot sales into repeat customers.
Ironically, most businesses rarely try to sell their
current or previous customers anything again. You
should do it constantly.

Most businesses almost make it difficult for a
prospect or customer to buy from them. Most businesses
do business from 9 to 5.

This is a mistake...

You must be prepared to do business when the prospect
is ready to do business. With the technologies that
are now available, especially with the Internet,
there's no excuse for a business not to have a 24-hour
phone service center. Even a simple answering machine
can work wonders if utilized as a marketing tool.

You must be fanatical about servicing your customers
and having a positive impact on your prospects. You
must focus on their needs consistently. Think of how
you want to be treated when you do business with

Steven Boaze

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