To begin with, we sit side posts and starts up the benefits of Scales Factory AB with having an ent

This post will be about sales, it is also quite far. Expect that it will take you 10 minutes to read, but it will also be worth it if you recognize yourself in the challenges of motivating certain conditions for your clients, such as the way your business works at, or the prices you have. What I write below may change the way you argue with your customer in perpetuity.
I'm sitting on the train to Uppsala. In a moment we'll be there at the Clarion Hotel Gillet to keep in Arndt's weekly meeting cabin fever in our latest addition to Arndt's family, the first group in Uppsala. When I sit on the train, I have lots of time to think, and today I came to think of one of the challenges that many of my business clients cabin fever face. As a provider, there are lots of risks to consider, and often we end up in the situation that we need to shore up our liquidity by either taking advance payment from our customers, or tie them up in a contract may seem annoying and hard to sign . All these actions (if they have not argued correctly) makes it difficult for the customer to buy what we offer. I'll share with you how I work for my clients will get the benefit of these actions in their försäljningspitchar, instead they should work against them.
Let me give an example using a fictitious company, but similar to one of my client companies that I have worked with in the spring. Company Name: Mountain Factory AB Main activity: Rental of exclusive mountain cabin fever huts (timeshare) Audience: Individuals with much equity company that organizes cabin fever kickoffs and invite their customers and employees on trips.
Scales Factory AB has a business model that is based on a club with one year membership. Upon entry into the club pay an entrance fee of 25,000: -. This gives lifetime membership in the club, beyond that you need as a client, to activate their membership, solving an annual subscription that provides access to the cabins during a 10 weeks to dispose freely during the year. This year subscription costs an additional 75,000: -, ie 7.500, - per week.
The benefits of solving a membership is therefore entitled obvious, the cost per week is low relative to what it would cost to rent a cabin for one week from any other supplier. But Scales Factory AB has encountered a problem. They do not know how to motivate the membership fee of 25,000: - all new customers have to pay to be able to solve annual subscription. At first glance, it might have been easier to cake cost of an annual subscription of 100,000 - and skip the membership fee, but the Scales factory would have a clear entry threshold because cabin fever they can "lock in customers' one more time by creating a feeling that the customer has invested Money in membership and thus would not have thrown money away. The effect it is expected that customers will be more likely to solve a new annual series several years in a row. Scales Factory also see that the entry fee can give them the liquidity to develop the business by renovating and buy more mountain huts.
For customers, the benefits are not particularly obvious, more than that, of course, has calculated that the membership fee is there to just give the feeling that the customer is locked up. It feels like they are paying for air and it is not a desirable situation. The prospectus man pitched purchase simply can not.
Scales Company contact me and tell what their situation looks and I get to sit with their sales manager to take a closer look at their business model. I work on a principle based on all benefits to you has a corresponding benefit to your customer, and as long as you are transparent to the client regarding what benefits you are, so feel customer safer in the sales situation, the customers are very afraid of hidden costs and hidden agendas. If you also shows that the benefit to you also get the benefits to your customer, there are very few arguments as to why your customer should not buy.
To begin with, we sit side posts and starts up the benefits of Scales Factory AB with having an entrance fee. Benefits for Scales Factory AB increases the liquidity of the company. Weeds out customers with poor solvency. Cover start-up costs. cabin fever Makes the customer more inclined to return year after year. Future cabin fever investments made.
Benefits for Scales Factory AB increases cabin fever the liquidity of the company. Means for the customer: Reliable delivery even if the economy turns or other customers do not pay. Weeds out customers with poor solvency. Means for the customer: Higher quality at the club, reputable members.
Cover start-up costs. Means for the customer: Lower sum of the current annual subscription cabin fever because you do not have to bake the starting cost of regular fees. It gives a more equitable cost for the members who utilize their membership long.
Makes the customer more inclined at