Make more sales

Why Not Doing "Quotes" Wins You MORE business...

When you give a sales QUOTE, you are inviting them to "shop around" and use your figures against YOU!

A vastly better approach is to have a winning mindset, and assume that they are not going to go elsewhere, because you ARE delivering the best package

The person who does not commit controls the dealing process.

So present a 'Proposal', 'Action Plan' or 'Work Schedule' full of benefits (to them), reinforcing throughout why you are the best solution for them and never metion the words price quote or estimate.

This does NOT mean you should be thick and think that just because you believe you'll get the business, you will.

What I'm saying here is that you need to get out of the giving a price or quote mentality and do everything you can to build a case around WHY the prospect should deal with you.

And that means knowing as much as possible about what they want out of the transaction through overt qualification and a consultative approach.

The more you probe to find out what THEY want, the more they'll be psychologically involved in helping you get the solution and you can demonstrate your understanding through a long-comprehensive demonstration of your products or services

The secret to success in selling is obligation, this you can create with in-depth qualifaction and a long comprehensive presentation (deliver this off the back of asking questions).

Importantly too, when you submit your proposal, you should put your price UP FRONT so that the prospect doesn't spend the rest of the document wondering "what's all this going to cost me?".

Rather, they'll see it spelt out proudly up front, which means the rest of your plan can build more and more VALUE into that price.

Then simply ask the prospect 'do you like it'? 'Is the price affordable to you'? and 'Shall we get the paperwork out of the way'?

You can the set your goals and go get them

Good luck with your journey...ENJOY

Survive & Prosper During The Current Recession with a Green UK

Mercantile Investors is an outsourced sales business formed to help fair-trade, green, renewable energy or sustainable building product into the market place

Green, climate change, fair trade, ethical, eco-chic and sustainable.

All words for the biggest and most exciting thing happening right now. Unless you've been living on Mars you can't avoid the conversations that are currently taking place.

Whether it's the biggest challenge of our lives, climate change, or the massive opportunities presented by the new 'ethical consumer'.

With Copenhagen soon being known as Brokenhagen world leaders turned the issue into a global cooling farce and if the scientists forget to fudge the figures no worries as Al Gore will soon turn up with some fabricated extinction regarding the future of polar bears

The British public never will pay more than lip-service to a problem that will not trouble them for another couple of decades and might have been sorry (as long as it will not cost them any money) to lose a polar bear

We might have global warming and we might not.... the only way forward is to get the politicans and scientists out of the way and put the sales person into complete the task

Any credible sales person would say dump all that scientific data in the bin and sell the advantages of a future with cleaner, cheaper, more available fuel.

As awful as this might seem the man in the street is not as worried about drought based famine in Africa as he would be about one person in Russia turning off the gas (or making so expensive that we cannot afford it) so he and his family would not have enough gas for cooking, heating the home or even the hot water for a shower

The above creates a real need and the solution might be in selling the real advantage of heat or light from sun, wind or tide and making this seem to fit the pocket of the buyers

Mercantile Investors is led by Richard Williams who works with industry leaders who understand how to take this to market and can provide those looking to market themselves within the UK or other EU countries with outlets to sell the renewable or green sizzle

Those who produce the technology having to open in several countries at one time Mercantile Investors have established a business to select the potential winners and absorb the expensive launch costs associated with the EU countries of the UK and Ireland being often too expensive.

2010 is the year to allow the sales force to beat climate change
Mercantile Investors is the trading name of Mercantile a company formed in 2001, this was until recently known as MERCANTILE PLC until business owner Richard Williams took control of all the shares and took back into private formation as a private company with limited liability . The new name Mercantile Investors is to demonstrate that outsourcing a companies sales makes sense as the risk is shared with the company as an alternative to own sales team and marketin companies who all cost money regardless of performance


Mercantile Investors, managing director, Richard Williams says

"Local experience and expertise will make your business grow faster. We launch your fair-trade, green, renewable energy or sustainable building product into the market place and absorb your UK or Ireland start-up costs by putting outsourced 'feet on the street' to represent your brand, for sales & marketing purposes." "With a growth market in urgent need of simultaneous countries companies and a shortage of qualified staff we work in your name as your trade agent getting high recognition for your brand ; making it easy for someone to buy your product"





Contact:
2440 The Quadrant
Aztec West,
Almodsbury
BRISTOL
United Kingdom
B32 4AU
richard@mercantileinvestors.com
www.mercantileinvestors.com