Presto Logo

  • About Presto
  • Shop Online
  • Download App

Presto Logo

Why You Should Shop During Sales

buy during sales essay

By   Presto 21 Apr 2022

buy during sales essay

buy during sales essay

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.

' src=

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.

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Save my name, email, and website in this browser for the next time I comment.

  • No categories

Join 70,000 subscribers!

Join 70891 subscribers!

Enter your email to subscribe

buy during sales essay

You Have Successfully Subscribed to the Newsletter

By Subscribing, you agree to our Privacy Policy

UBuy Daily Deal

CHINA STORE

japan store

JAPAN STORE

hong kong store

HONG KONG STORE

korea store

KOREA STORE

kuwait store

KUWAIT STORE

us store

TURKEY STORE

Attire Club by Fraquoh and Franchomme

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

buy during sales essay

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

buy during sales essay

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

buy during sales essay

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

buy during sales essay

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

Further reading:

The best ways and times to shop, fashion and money: how much should you spend on clothes: the cost/wear ratio explained, how to buy clothes online.

P.S. What are your reasons for shopping during sales? What items do you generally buy on sale? Share your thoughts in the comments below! For more articles on style, fashion tips and cultural insights, you can subscribe to Attire Club via e-mail or follow us on  Facebook  or  Twitter !

Share this:

  • Click to share on Facebook (Opens in new window)
  • Click to share on Twitter (Opens in new window)
  • Click to share on Reddit (Opens in new window)
  • Click to share on Pocket (Opens in new window)
  • Click to share on Pinterest (Opens in new window)
  • Click to share on Tumblr (Opens in new window)
  • Click to share on LinkedIn (Opens in new window)
  • Click to share on Telegram (Opens in new window)
  • Click to share on WhatsApp (Opens in new window)
  • Click to email a link to a friend (Opens in new window)
  • Tags Black Friday , clothes , discounts , East Dane , menswear , sales , shopping

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.

Your Comment and Input Cancel reply

This site uses Akismet to reduce spam. Learn how your comment data is processed .

Why Should I Buy from You? Creating A Sales Strategy

By Audrey Henderson 6 Minute Read Time

  • Business Strategy
  • Share to Facebook
  • .st0{fill:#979797;} .st1{fill:#FFFFFF;} Share to Twitter
  • Share to Linkedin
  • Share by email
  • Print this page

As a small business owner, you may be uncertain about how to articulate your value proposition . You may even be unclear on the concept of just what a value proposition is. Simply put, a value proposition is a marketing statement that describes why a prospective customer or client should choose your company over a competitor.

buy during sales essay

A good value proposition represents an excellent foundation for an overall sales or marketing plan. However, building on that, you’ll also require a solid understanding of the basics of sales, your company’s products and customer base, and your capability to deliver. This all leads to the important first step of developing an effective elevator pitch. Then, it’s all about following through on that pitch, closing the deal and managing your customer or client base on an ongoing basis.

This article explores key steps in that process of showing a prospective customer why they should buy from you.

The Basics of Sales

Sales, advertising, and marketing perform different functions, but all three have the same essential goal – increasing your company’s customer or client base. There are two basic concepts to any sales pitch: convincing customers or clients their needs (or desires) can be met by your company, and demonstrating that your company is better equipped to meet those needs or desires better than the competition.

Of course, the specifics vary according to your company, your target client or customer base, market conditions and your competition. Your company’s specific sales pitch should naturally adjust as well, with targeted messages to different segments of your present customer or client base, and another message for prospective customers or clients.

Marketing costs, and the resources to cover those costs also vary depending on whether your company is well established in the market or entering a crowded set of competitors. Social media has leveled the playing field somewhat. A single viral post can put a company on the map for little or no money. Nonetheless, very rarely can social media stand alone as a marketing strategy. Even so, a small company often has limited resources to devote to a marketing or advertising campaign. A  business loan  can provide an important boost to marketing efforts.

Why Would Someone Choose to Buy from You in General?

The key to a successful sales pitch is conveying how your company and its products and services are both distinct from and superior to those of your competitors. For instance, in a highly competitive market you may find it necessary to compete on price, or at least demonstrate exceptional value for money if you can’t (or choose not to) compete strictly on price. In a high-end market, you may emphasize your company’s upscale features, either in luxury-grade materials, exceptional workmanship, outstanding customer service or some combination of the three. A 100 percent satisfaction guarantee also helps to transform prospects into customers.

However, many of today’s consumers, especially those among younger demographics, also demand more than just great products or services. Demonstrating corporate responsibility through transparency in company policies and community outreach enhances your company’s credibility with thoughtful consumers and clients.

Sales Pitch 101: What’s Your Business’ Official Sales Pitch?

Unless you are a natural salesperson, you may hesitate to engage in a full-scale sales pitch. However, cultivating new customers and clients — and maintaining them — is essential to remaining in business.

Once you’ve developed a prospect list, you should create a qualifying script to determine whether a given individual has the authority and budget to purchase your products or contract for your services.

Once a particular target has been qualified as a prospect, the actual sales pitch should be conducted less as a hard sell and more like an open-ended conversation. Having a set of talking points is helpful, but you don’t want to sound like you’re reading from a prepared script. Instead, pay attention to clues such as “we’ve been thinking about this type of product” or “that would really address some challenges we’re having.” These represent ripe prospects.

How to Create an Elevator Pitch?

Of course, the most well-thought-out sales pitch is useless if you never have a chance to use it. That’s where an elevator pitch can help. An elevator pitch can benefit small business owners and entrepreneurs, not just job seekers. An elevator pitch is a succinct description of your company’s products or services, target customers or clients, factors that distinguish your company from the competition and a call to action.

The hook is the key to an effective elevator pitch. The hook is a catchy one or two sentence statement that summarizes your elevator pitch while commanding the attention of your audience and drawing them into the substance of your elevator pitch. While telling an engaging story is important, there’s no need to strain to be humorous or entertaining. Your goal is for your audience to take you seriously and this requires a careful balance.

How to Manage Your Prospects and Customers

Once you’ve done the hard work of developing prospects and customers, proper management and maintenance is essential. Relationship building is the potential “secret sauce” that builds a loyal customer base. Maintain regular contact through promotions and special offers.

However, contacts should not be limited to sales or marketing efforts. If possible, one great strategy for customer relationship maintenance is to establish a blog and send out regular updates. But if maintaining a blog is not feasible, regular email messages containing links to industry-relevant articles is a good substitute. The time required represents one more demand on your probably-limited resources, but the effort will pay dividends in increased sales and revenues.

Making the Sale

Your company’s value proposition represents a valuable foundation for your marketing, advertising and promotional efforts. Your elevator speech, sales pitch and any marketing efforts should focus on why your company’s products or services would be better at filling your customers’ or clients’ needs than your competitors. While social media can help raise your company’s profile, especially with younger demographics, counting on “going viral” isn’t a viable marketing strategy. While conventional marketing and advertising can be prohibitively expensive for a small business or solo entrepreneur, a business loan can help level the marketing playing field. Check out our small business  loan guide  to learn more.

buy during sales essay

Author Audrey Henderson

buy during sales essay

Similar Articles

Woman looks at laptop, seated.

What Is a Good Profit Margin?

buy during sales essay

How to Make Efficient Sales Calls

Small Business Holiday Sales

Your Small Business Holiday Sales Season: How to Prepare

buy during sales essay

A Small Business Owner’s Guide to Choosing and Using CRM Software

master your sales pitch

How to Master Your Sales Pitch

Take your business further with the experts in small business lending, apply in minutes.

— No obligation

Would you rather talk to us?

Give us a call (888) 269-4246

Is your business based in ?

If so, please visit our website.

Alchemy Worx

GET MORE OUT OF YOUR PROGRAM

Halloween Ghost in Shopping Cart

A Halloween Gamification Treat from Air Doctor

This week last year, Air Doctor agreed that while their 2021 Halloween promotion results were solid, they were hoping to see a bump from the

  • OPTIMIZATION

Opportunity

Partnerships.

Pro Compression

PRO Compression

For more than a decade, PRO Compression has been a leading D2C provider of premium compression socks. Designed and made in the USA, PRO Compression

  • OPPORTUNITY
  • SUCCESS STORIES

In the News

Ericka Phelan

Retail Expert Erika Phelan Joins Alchemy Worx as Strategy Director

Phelan brings incredible retail marketing experience and track record of success using CRM and email as key revenue drivers for top brands to Alchemy Worx.

  • Category: All , Blog

Why Do Consumers Buy? (Part II: The Art of the Sale)

  • March 5, 2020

In Part I, we examined the buying process, giving insight into why consumers buy and the behaviors exhibited before, during, and after purchases are made. Now, let’s talk about the impact of sales.

Everybody loves a good sale. But why? Why is it that consumers feel more inclined to act on a sale item? This is the breakdown. In short, sales event and limited time purchases remove the majority of the cognitive dissonance we feel when we make purchases at original price, mainly because we, as consumers, associate a sales with value.

When consumers buy, there is often a period of wavering that ensues. Did I make the right decision? Were there better options? This is natural, but when we act on a sale, these feelings tend to be more justified. Even though you still spent money, you felt better about the decision, because you didn’t pay as much as other consumers. It seems, we have limited defenses for an an irresistible bargain. Giant reductions and the way they’re marketed and presented in stores and online tap into some primal psychological impulses.

Here are five insights as to why sales are so tempting:

Perceived Value

Most people don’t understand why one jacket is $50 and another $500. So, we rely on the price as a measure of quality, style, and worth. This is perceived value – the worth that a product or service has in the mind of the consumer. For the most part, consumers are unaware of the true cost of production for the products they buy. Instead, they simply have an internal feeling for how much certain products are worth to them. This explains why the $500 jacket that is on sale for $150 seems like a better purchase than the $50 jacket at its original price, not because of the amount being spent but how it’s being spent.

Consumers purchasing the more expensive jacket on sale see value; an opportunity to have a jacket that’s higher quality at a fraction of its original cost, even though they’re spending more money and most likely have limited knowledge of the actual quality of the product. Let’s look at perceived value from a different angle. Think about 2 identical jackets, both currently priced at $99. Jacket #1 carries an everyday price of $99. Jacket #2 is on sale for $99, originally priced at $199. Which would you be more inclined to buy? Jacket #1 has a fixed value. Little is left for the consumer to calculate. The consumer determines the value and decides whether it’s worth the purchase or not, unconsciously estimating that Jacket #1 will always be $99. The consumer has one point of reference. There is no comparison to be made, as seen in the example of Jacket #2. Jacket #2 makes things interesting, leaving more for the consumer to think about in terms of value.

As consumers, there are a number of factors we consider when determining the value of a product. Typically, in the minds of consumers, higher price point equals higher quality. The sale price of Jacket #2 triggers a stronger reaction, because the value is expressed in more deliberate fashion. In this example, there is power in comparison. In a vacuum, we’d be able to look at both jackets and determine, regardless of original prices, we’re getting the same jacket at the same price ($99). However, the presentation of sale pricing and points of comparison for Jacket #2 lead us to believe it carries more value. This is a common pricing strategy and a marketer’s playground. By affecting the perception of value, you create a sense of urgency and in turn, affect the way consumers interact with products and determine value.

Fear of Missing Out

By nature, we want to feel a part of, as opposed to apart from. As it relates to sales, we understand this to mean that when something is sold, our opportunity to buy is gone for good, whether this is true or not. The concept inspires a fear of missing out that consumers often fail to consciously notice, which only enhances the power of their emotional reaction. You may not understand why you’re compelled to jump on that sweater discounted by 50%. You may not even realize that you actually didn’t like it before the price was reduced, yet the feeling of missing out on what seems like a terrific deal is overwhelming. The urge to snatch up a bargain before it’s gone is especially potent with online shopping, when you can see merchandise selling out before your eyes and can’t see who else might be considering making the move. In stores, you can at least physically hold the item while considering its true value.

Technology just makes things even more irresistible, especially for online consumers. Remarketing is the devil in sheep’s clothing to an online shopper. Once you view something online, the product will follow you around, wherever you browse. See something you like on Amazon? It’s nearly guaranteed to pop up on your Facebook and Instagram feed or in a banner on a YouTube video you’re viewing. Marketers have gone digital, and there’s no turning back. So, if you suffer from FOMO, and you’re an online shopper and avid social media user, you’ll have plenty of opportunities to close the deal.

Competition Shopping is often described as a competitive sport. And with items that are discounted and in short supply, the fear of “missing out” is heightened by the knowledge that you’re competing with others. For some consumers, “winning” by way of beating others to get that last item on sale is the goal, regardless of what the item is.  A crowd of consumers heightens emotions and amps up our competitive instincts. The chaotic atmosphere reduces our ability to think carefully about the true value of what we’re buying.

Saving or Spending?

Sales and store receipts are constantly pointing out how much consumers are saving. This is no coincidence. This is tactical. Quite obviously, when consumers buy products, they’re spending—and that’s the opposite of saving. And the irony of it all is that several studies show “bargain” shoppers spend more money than consumers purchasing products at original prices. Sales draw consumers into the stores, they spend more time, and usually spend more money buying more than what they came to purchase. More – that’s driving force behind these sales tactics. Consumer feels they’re getting more. They end up spending more. Retailers make more.

Time Investment Monitoring sales is a time-consuming process. It’s often an emotional investment too. Many consumers feel pressure to make good on that investment by not leaving a store empty-handed when a sale pops up. Finding something—anything—to buy can feel like winning a scavenger hunt.

The Conclusion

The allure of the sale is founded in consumer psychology. Consumer behaviors are directly affected by sales and limited time purchase events in a variety of ways. The art of the sale is constructed with the aforementioned conditions in mind. In order to appeal to the emotions of the consumer, retailers must create an experience, not just a sale. Bold messaging helps marketers shape an exclusive offer that seems personal, and thus, irresistible. If, as consumers, we feel we’re getting more value, logic and reason tend to take a backseat. We want what we want when we want it.

Add greater value, and we’re quicker to pull the trigger to purchase. Including calls to action in your email marketing is a necessity. If you fail to present value to your customers, you’re giving your competitors business. Consumers inboxes are bombarded with offers on a daily basis. With so many options and increasing accessibility, it’s dangerous to rest on the laurels of loyalty. Instead, assume value trumps loyalty. Implement a call to action with purpose, and keep your customers engaged by showing them the value they seek.

Next: Exclusivity in the Luxury Market In the luxury space, savings are not as appealing. Exclusivity, however, is. We’ll examine why it’s important for luxury consumers to have products and services others don’t, and how marketers frame these exclusive offers.

YOU MIGHT ALSO LIKE...

buy during sales essay

A Better Way to Employ Email Segmentation

Most marketers approach segmentation backwards, says Alexandre Yale, head of analytics for Alchemy Worx. Usually, what happens is someone will want to send a campaign pitching a certain product or

buy during sales essay

When Emailing During the Big Game, Timing Is Everything

As the saying goes, “Timing is everything.” That is especially true when sending marketing emails during pro football’s championship game on Sunday, February 12. With so many fans engaged simultaneously,

Get expert advice delivered straight to your inbox.

Impulse Buying: Why We Do It and How to Stop

13 Min Read | Oct 13, 2023

Rachel Cruze

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.

impulse buying statistics

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.  

Money

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!

Rachel Cruze

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

Has the constant cycle of overspending led you to wonder how to stop spending money? You’re not the only one. Spending money doesn’t have to lead to debt and make you feel stuck with your finances. Here’s how:

Rachel Cruze

How to Change Your Money Mindset

What beliefs, attitude and mindset do you have around money? What you believe will directly affect the way you handle money.

10 Sales Role Play Exercises & Scenarios To Prep for Negotiations

Michael Pici

Published: August 23, 2021

Like most skills, your ability to negotiate improves with practice. However, getting opportunities to practice isn’t easy.

role-play-exercises-1

There’s a lot on the line during a negotiation with the buyer. You need to focus on your objectives, your prospect’s goals, potential landmines, and more.

In addition, this isn’t an optimal time to try a new technique -- if it doesn’t work and things go south, you could lose the deal.

Enter negotiation role play exercises. Working through a hypothetical scenario with a team member or coach gives you a low-stakes opportunity to identify your strengths, weaknesses, and stumbling blocks.

These activities are also a fantastic way to practice responding to difficult events, such as unreasonable discount requests or unexpected demands.

Free Download: Sales Plan Template

Sales Role Play Exercises and Scenarios

  • Extreme sales negotiation Scenario: practice dealing with extreme situations.
  • Letting a customer go scenario: get comfortable breaking up with prospects.
  • Stalled deal scenario: challenge prospects on why they're stuck.
  • Common objections scenario: get comfortable answering everyday questions.
  • Savvy customer scenario: working with a customer that has done their research.

buy during sales essay

Free Sales Plan Template

Outline your company's sales strategy in one simple, coherent sales plan.

  • Target Market
  • Prospecting Strategy

You're all set!

Click this link to access this resource at any time.

1. Extreme sales negotiation scenario: practice dealing with extreme situations.

Many sports coaches “overtrain” their athletes. "If you can run six miles in high altitudes," they reason, "you’ll be in great shape to run a race that’s three miles at sea level."

The same concept can apply in sales. Once you’ve successfully negotiated in an extreme situation, you’ll be mentally and emotionally prepared for a straightforward one.

  • The salesperson
  • The prospect

(This role play is designed for two participants -- one salesperson and one prospect. If you want a challenge, have the salesperson negotiate with two-plus prospects.)

Guidelines:

  • Write down the most extreme negotiating situations you’ve ever experienced (tight deadline, massive deal, legal complications, and so forth) on pieces of paper. Shuffle the papers and randomly pick one.
  • Choose who will play the salesperson and who will play the prospect(s).
  • Run through the scenario. After an agreement is reached — or you reach a standstill — debrief. Which responses worked well? Which were unsuccessful? How will you apply these takeaways to future negotiations?
  • You may choose to redo the negotiation with the same circumstances or pick another scenario from the options. Complete the entire exercise as many times as you’d like.

Sales Role Play Script:

In this scenario, the extreme scenario is that a prospect has just recently lost a supplier and is on a tight deadline to find a solution. You can adapt it to meet your individual needs.

The Prospect: “Hi! My business just recently had a contract end with our supplier for [insert something your business provides] and we’re hoping to begin a new one within the next few days.”

The Salesperson: “It’s good to meet you! I can definitely help you out here. Can I ask what your specific needs are so I can answer any questions?”

The Prospect: “Yes! We have a fairly large list of clients, around 300, so we need enough [insert specific need here] to provide them with what they need on a weekly basis. Our last supplier was great with their [insert info here], but we always wished that we had [insert something your specific business offers]. I know that this is a bit of a tight time frame, but we’re really hoping we can make something work!”

The Salesperson: “I understand the time constraints! While it is a bit of a quick turnaround, I think we can make it happen. We specifically [insert business’ value proposition], which sounds like what you’re looking for. Our rates are [insert business specific costs], and we bill on a monthly basis. As far as getting started, we usually need about a 3-week turnaround, but we may be able to get started sooner with an additional [insert extra cost] for the first month since we’ll be getting the ball rolling faster than normal. How does that sound?”

2. Letting a client go scenario: get comfortable breaking up with a prospect.

Breaking up is hard to do — and even harder when you must tell a customer (and their commission) goodbye.

It’s important to practice these scenarios because they can be nerve-wracking for new reps, and they can get tense. Role playing prospect breakups is a crucial part of sales training — and one that, if handled correctly, can win you more business in the future.

  • Write down a variety of situations in which you would need to break up with a prospect. Perhaps your product/service isn’t the right fit for their business, they don’t have the budget, or they’re just not ready for your offering (but might be in a year or two).
  • On separate slips of paper, write down possible prospect responses, including anger, dismay, and thankfulness.
  • Choose who will play the salesperson and who will play the prospect(s), and cycle through these slips of paper, so your reps can get used to a variety of breakup scenarios and prospect responses.
  • At the end of each exercise (when a resolution has been reached), write down what worked and what didn’t. Then, have the reps discuss what they would do differently next time.

The Prospect: “We’ve been having trouble with [insert problem here] and want to use your tool to help us resolve that issue.”

The Salesperson: “I understand that that is a tough scenario to deal with. Unfortunately our service isn’t meant for [insert prospect need here], we tend to focus more on [insert actual usage for tool]. I don’t think our product is the best fit for that specific situation, but maybe you have other pain points that relate more to what we have to offer?”

The Prospect: “No, that’s our only need — you don’t have any other options?”

The Salesperson: “Unfortunately not, I’m sorry that we won’t be able to help you overcome that challenge. Please know that if you ever get to a point where we can help you, I would be happy to have another conversation and discuss a potential partnership.”

3. Stalled deal scenario: challenge prospects on why they’re stuck.

Every salesperson will experience stalled deals. The prospect might repeatedly reschedule the demo, ghost for weeks at a time, or drag their feet in returning a signed contract.

Whatever the situation, it costs reps time and money. It’s important they be able to identify these situations and discover the root cause to successfully discern whether to cut ties or move the deal forward.

  • The stalled prospect
  • The person playing the prospect should choose which stalled behavior they’ve been exhibiting. Are they calling to push back the demo again? Are they resurfacing after six weeks of unresponsiveness? Are they asking for more minor tweaks to the contract in the eleventh hour?
  • On several pieces of paper, write down and distribute the real reason a prospect is stalling (i.e., their budget was slashed, their boss wants a different vendor, or they just don’t know how to say “ no ”). Stalled prospects have many different emotions when a salesperson pushes them to be honest. Anger, frustration, and relief should all be emotional responses each prospect is encouraged to exhibit.
  • Have each salesperson ask their prospect questions to understand why they’re being evasive. Questions like, “ Usually, when someone pushes back the demo several times, it’s just not a business priority for them at the moment. Is that the case here? ” can help your prospects confront whether they do or do not want to move forward.
  • Once the salesperson understands why the prospect is stalling, and have successfully either moved the deal forward or cut ties with the prospect, have reps discuss what went well, what made the prospects feel uncomfortable, and what they could do better next time.

Sales Role Play Script

The Salesperson: “Hi [customer name], I’m calling because we’ve scheduled a product demo for today. Is this still a good time?”

The Stalled Prospect: “Oh, hi, sorry I was in the middle of something. Can we push this demo until next week? My boss is out of town and I want to make sure they can participate as well.”

The Salesperson: “That makes sense! I hear that you want to push the demo off, but we’ve rescheduled twice before. Can I ask if there are any hesitations on your end that I can help clear up to ensure we’re on the same page?”

The Stalled Prospect: “We don’t have any hesitations, I just want everyone to know what’s going on.”

The Salesperson: “Okay, we’ll I’m here to answer any questions if you have them, even if there are hesitations.”

The Stalled Prospect: “I actually do have a question. [insert question]”

The Salesperson: “I’m glad you asked! [insert solution].”

4. Common objections scenario: get comfortable answering everyday questions.

Every sales team encounters a few of the same objections regularly. It's important to easily overcome those objections to move deals along. This exercise is great for new hires unfamiliar with these objections, and it's helpful for veteran salespeople to keep their responses sharp.

  • The Salesperson
  • One person is "it" as the rep.
  • The rest of the group acts as the prospects and take turns hurling common objections at the rep. The rep has a set amount of time — it could be 30 seconds or it could be two minutes — to respond to that common objection in a way that satisfies the group and moves the deal forward.
  • Once one objection has been overcome, immediately throw out another until the rep's five- or 10-minute time in the hot seat is complete.

The Salesperson: “Are there any questions you have for me today?”

The Prospect: “Yeah, I’ve read online that sometimes other people who use your tool have found that [insert common pain point].”

The Salesperson: “We’ve heard of people experiencing that. If a customer has that problem, we usually [insert solution].”

The Prospect: “That makes sense. But what if that doesn’t work?”

The Salesperson: “We haven’t had much documentation of that solution not working, but if it occurs we would [insert solution.]”

The Prospect: “Well my specific problem is [insert pain point]. What if I solve that but I still want to keep doing [insert other common objection].”

The Salesperson: “You’re actually not the first to have that question! We go on a case-by-case basis, but in other scenarios we have [insert solution].”

5. Savvy customer scenario: working with a customer that has done their research.

Sometimes customers do a significant amount of research before they approach a sales rep, so they have knowledge about your business and the products and services you offer.

This exercise is great for learning how to communicate with customers who may have higher-level questions than the average customer, reminding reps of the importance of brushing up on their product knowledge to ensure they can answer questions at all levels of understanding.

  • The Prospect
  • One person is “it” as the rep, and someone else is a prospect.
  • The prospect should do a bit of research and come up with a higher-level question that is not commonly asked.
  • The prospect should approach the rep with the question and begin the conversation. They already have done a lot of research so the salesperson will ask questions that are specific to the specifications of certain products because the prospect already knows what they want.
  • Once the prospect feels satisfied with the response, the group can debrief and discuss how well they think the question was answered based on the prospect's level of knowledge.

In this example scenario a prospect is searching for a specific type of computer hard drive, while most customers just say that they want a hard drive with no specific expectations. You can fill in the script with examples more closely related to your business.

The Salesperson: “Hi there! How can I help you today?”

The Prospect: “Hi! Thank you. So, I work in video editing and I’m looking for an external harddrive that can handle large multimedia file transfers, sometimes multiple times per day, with little downtime. I edit on a desktop. It needs to have a USB 3 connection and I’m hoping for one that’s portable since I spend a lot of time traveling.”

The Salesperson: “Thank you for giving me your specific needs! I’m happy to help you find what you’re looking for. Just for further information, how much storage are you looking for? Enough for one or two large-sized video files?”

The Prospect: “Oh more than that, I’m looking for about 5TB minimum, hopefully closer to 8. It’s less about the number of files and more how much it can hold at a time, sometimes I need to switch between computers.”

The Salesperson: “That’s helpful! Let me take you to our options. These two that we have here will be your best bet, they have 8TB of storage, USB 3 and thunderbolt ports, 5400 rpm, and will run you around $300. Most people who come in here and buy these do a lot of photo editing and work with large scale multimedia files, which it seems like you need.”

Sales Negotiation Role Play Exercises

  • Build on your skills scenario: identify and overcome personal negotiation weaknesses.
  • Difficult prospect scenario: practice negotiating with demanding prospects.
  • Win-lose bargaining scenario: learn the value of mutually beneficial negotiations.
  • Varied tactics scenario: practice using different negotiating models.
  • Competitor aware scenario: practice negotiating with customers deciding between you and competitor.

6. Build on your skills scenario: identify and overcome personal negotiation weaknesses.

It’s crucial to be aware of and prepared for your personal negotiation shortcomings. For example, maybe you tend to get nervous and offer discounts prematurely -- or conversely, your unwillingness to compromise leads many potential buyers to walk away.

  • Write down one personal area for improvement related to negotiating.
  • Choose who will play the salesperson and who will play the prospect. (You can play multiple times so each team member has a turn as the salesperson.)
  • Go through a standard negotiation. The person playing the salesperson focuses on overcoming, avoiding, or dealing with their specific weakness.
  • After you come to an agreement or decide your needs are incompatible, debrief. The person playing the salesperson reviews their performance for their specific area of improvement. The person playing the prospect then gives their feedback.
  • Switch roles. The salesperson becomes the prospect, and the prospect becomes the salesperson. Complete the exercise again with the new salesperson focusing on their personal weakness.

In this situation, the salesperson is working on having trouble compromising, even when the client's value is clear.

The Salesperson: “Our standard pricing for [insert product, service] is [insert pricing]. That includes all of the features you’ll need to address [insert client pain points].”

The Prospect: “Given that we’re such a small company, that is a bit out of our budget range. Our budget is more in line with the pricing model for the lower tier, but we need the specific functions offered by the other. Is there anything we can do to make it work?”

The Salesperson: “Our price points aren’t able to change much; which specific tool do you need?”

The Prospect: “We will make the most use out of [insert commonly used tool]. We’ve found significant success doing this in the past and have doubled our revenue in less than a year. We will definitely make use of your tool, and we are willing to pay yearly instead of a month-to-month basis to show our commitment.”

The Salesperson: “I understand. Thank you for the additional insight into your situation. We don’t often make exceptions like this, so I will need to discuss with my team members to decide the best course of action.”

The Prospect: “Is there any more information I can provide to demonstrate our level of interest? We’d really like to do business with you.”

7. Difficult prospect scenario: practice negotiating with demanding prospects.

Normal negotiations are challenging enough. Negotiations with irrational or demanding buyers may be one of the most challenging situations you’ll face as a salesperson. The more practice you have, the better your chances of crafting a mutually beneficial deal.

This exercise will give you experience staying calm and dealing with difficult personalities.

  • The “difficult” prospect
  • The person playing the difficult customer chooses two to four behaviors to use during the role play. Ideas include frequently interrupting, making threats, delivering “all or nothing” ultimatums, abruptly changing your mind, bringing up irrelevant details, using critical language, becoming excessively loud, shutting down topics you don’t like, refusing to commit, and/or letting your attention wander.
  • Run a standard negotiation for 10 minutes.
  • Spend five minutes writing down which responses and techniques worked and which did not.
  • Switch roles and go through the exercise again.
  • Compare your notes. What worked? What didn't? Identify the most productive ways to respond to a hostile prospect.

This is an example of a scenario in which the prospect is dismissive and unwilling to negotiate different solutions. You can adapt this to meet your needs.

The Prospect: “I ordered this blender in the mail the other day, and it doesn’t work. I need a refund.”

The Salesperson: “Wow, I’m really sorry to hear that. That’s not up to the standard we hold ourselves to, so I’m happy to help you with that. Can I ask why it isn’t wo —”

The Prospect: “I just need a refund.”

The Salesperson: “I understand that this is frustrating; I wouldn’t want something to arrive faulty. I’m hoping to understand what the exact issue is so I can provide you with the best solution, which may end up being a refund.”

The Prospect: “The product is clearly bad if it arrived and didn’t work. I just want you to do your job and give me a refund — do I need to speak to your manager instead?”

The Salesperson: “I’m sorry I’m not providing the solutions you need, let me —”

The Prospect: “Please transfer me to your manager.”

8. Win-lose bargaining scenario: learn the value of mutually beneficial negotiations.

The three basic negotiation practices are win-lose bargaining (one person gains at the cost of the other), win-win bargaining (both people benefit), and mixed-motive bargaining (both people benefit by “expanding the pie.”) This exercise from MIT, known as the Two Dollar Game , illustrates all three -- and shows mixed-motive bargaining usually leads to the most desirable outcomes.

The Two Dollar Game requires a moderator and at least six players, so ask your sales manager or another member of your team to lead it. (And don’t read the guidelines below, or you won’t be able to play.)

  • Three (or more) groups of two
  • Tell everyone they’ll be negotiating three times with three different partners.
  • Put everyone in random pairs. Each pair is told they have $2. They must divide the $2 between themselves.

secret instructions: learning the value of mutually beneficial negotiations

  • Give the pairs 10 minutes to negotiate.

secret instructions round two: learning the value of mutually beneficial negotiations

  • The participants will be expecting to switch partners again. To demonstrate the importance of mutually beneficial agreements and preserving healthy business relationships, ask them to run through the exercise for the third time with their current partner.
  • There are no secret instructions for this round: Participants can use any strategies and styles they’d like. Some negotiators will reward their partner’s kindness in the last round with kindness in this round, while others will use this round to take revenge on a hostile or difficult partner.
  • Ask each person to share their secret instructions with the partner they had in the second and third rounds. Ask them to review their individual performance (either in a group or on paper), along with the approaches they found effective versus ineffective.

9. Varied tactics scenario: practice using different negotiation models.

From the considered response to always making the first offer , there are hundreds of negotiation strategies out there. Identify the top negotiation tactics your company uses, and run through each until reps are comfortable.

  • The prospect(s)
  • Write the negotiation tactics your company uses on several slips of paper, and hand them to reps playing “salesperson.”
  • Pair each salesperson with a “prospect.” Write your company’s price on one slip of paper and the prospect’s corresponding budget on another. Try to use real numbers your reps have encountered, to give this exercise a realistic feel. Then, give the salesperson and prospect their price/budget.
  • Have each salesperson use their designated tactic to negotiate the price. Encourage some prospects to ask for discounts, and have your reps role play how they would respond in real time.
  • Once negotiations are complete, review what worked and what didn’t. Did the salesperson cave to the prospect’s request for a discount too quickly? Did the prospect feel the salesperson was too pushy? Discuss concrete improvements each rep can make next time, and run through these exercises as many times as you wish.

This negotiation role play scenario is using the negotiation tactic of letting the prospect initiate the negotiation. You can adapt the script to meet your business needs.

The Salesperson: “So, those are the terms of our deal. Our price point is [insert relevant numbers].”

The Prospect: “Thank you for that rundown! I have a good understanding of how your service will meet my goals. However, my budget is around [insert relevant numbers].”

The Salesperson: “That’s good to know. Is your target number set in stone?”

The Prospect: “Yes, our budget is very strict.”

The Salesperson: “Do you have a range, or is [insert prospects numbers] your set number?”

The Prospect: “It’s our set number. After your presentation, I’m really feeling that you have the best option to meet my needs and I’d prefer not to go elsewhere. Would you be willing to negotiate?”

10. Competitor aware scenario: practice negotiating with customers deciding between you and competitor.

Sometimes customers are close to making a decision, but they get stuck between two options. They may approach a rep at one business looking to get more information to make a final decision. Some of the questions they have may be directly related to how your product measures up to a competitor, so it’s important to be aware of your value proposition.

  • The prospect approaches the salesperson and lets them know they’re in between choosing you or your competitor. Then, they ask questions that are meant to have you convince them you’re the right decision.
  • Salespeople should ensure they’re aware of the business’ value proposition and understand what sets you apart from competitors in the same market.
  • The salesperson should note their tone to ensure they aren’t combative or throw the competitor under the bus as this can drive the customer away.

Please note that you can adapt the scenario to more closely fit the products and services offered by your business.

The Prospect: “Hi! I’m going to buy a [insert product your business has], and I’m close to a decision, but I’m also considering [insert competitors product]. So I’m hoping you can help me come to a decision?”

The Salesperson: “Sure! What are the specific factors you’re hesitant about?”

The Prospect: “Well, what I really need is a tool that [insert product-related features here], and I know yours has that, but I’m a bit hesitant about the price point compared to [insert competitor name].”

The Salesperson: “Understandable! So, what we offer is [insert product specifications]. The goal of doing that is to be able to [insert product specifications]. I know there are similar products on the market, but what sets ours apart is that [insert value proposition]. Does that help at all?

While all the scenarios listed above are good for practice among your team members, it’s also possible that you’ll be asked to participate in various role play scenarios during an interview.

How To Approach Sales Role Play During an Interview

When interviewing for a sales job, you may be asked to participate in role-playing exercises that involve various scenarios you may be involved in as a sales rep.

It may seem intimidating, but there’s nothing to fear. Employers use this model because they want to see your skills in action, not to back you into a corner. It’s much easier for them to see how you operate as a sales rep if they put you in a sample scenario than it is to hear you tell them what your skills are. Here are some tips for how to approach sales role-play during an interview.

Do your research.

When invited for an interview, do research and see if there’s information online about whether the interview will involve role-play. While it’s good to prepare for everything, this can confirm whether it’s sure to occur or not.

Review the job description

Whether or not you’re able to get confirmation of whether the interview involves role-play, the best way to prepare is to review the job description. You’ll get a sense of the skills required for the role and what the role-play scenario may entail. For example, suppose you’re expected to be a sound negotiator. In that case, you may be asked to participate in a scenario where your negotiation skills are put to the test with a difficult customer.

Review and practice common role-play scenarios.

Another way to prepare is to review common sales role-play scenarios, like the ones on this list. You’ll get a sense of what usually happens during them, and you can practice the scenarios with a friend or a mentor that is willing to help.

Be confident.

You were invited back for an interview because you impressed the hiring manager, and they want to learn more about you. Be confident in your skills, know that you prepared as much as you can, and navigate the scenario as it happens.

Practice makes perfect — or at the least, makes you a stronger negotiator. Use these exercises to prepare yourself for every technique and scenario imaginable.

Editor's note: This post was originally published in   August 2019  and has been updated for comprehensiveness.

sales plan

Don't forget to share this post!

Related articles.

How Close Rates are Shifting in 2023 [New Data]

How Close Rates are Shifting in 2023 [New Data]

A 4-Step Roadmap for Implementing a Transparent Closing Strategy, According to protocol 80's CRO

A 4-Step Roadmap for Implementing a Transparent Closing Strategy, According to protocol 80's CRO

8 Strategies for Getting More Out of Every Negotiation

8 Strategies for Getting More Out of Every Negotiation

Does The Ben Franklin Close Still Work in 2021?

Does The Ben Franklin Close Still Work in 2021?

What Is the Puppy Dog Close?

What Is the Puppy Dog Close?

All the Bases Your Kickoff Meeting Needs to Cover [Template Included]

All the Bases Your Kickoff Meeting Needs to Cover [Template Included]

How to Identify and Fix A Sales Bottleneck

How to Identify and Fix A Sales Bottleneck

10 Sales Proposal Templates to Automate the Closing Process

10 Sales Proposal Templates to Automate the Closing Process

6 Tactics Smart Reps Use to Get Stalling Deals Over the Finish Line

6 Tactics Smart Reps Use to Get Stalling Deals Over the Finish Line

How to Close: The Complete List of Sales Closing Techniques

How to Close: The Complete List of Sales Closing Techniques

Outline your company's sales strategy in one simple, coherent plan.

Powerful and easy-to-use sales software that drives productivity, enables customer connection, and supports growing sales orgs

  • Product overview
  • Sales Content Management
  • Content Personalization
  • Sales Presentations
  • Content Sharing & Tracking
  • Sales Content Analytics
  • Smart Sales Tools
  • Integrations
  • Digital Sales Room
  • For Marketers
  • For Sales Teams & Dealers
  • For Business Leaders
  • Customer Success Stories
  • Modern B2B Sales Blog
  • Sales Enablement
  • Help Center
  • Sign in to Showell App
  • Sign in to Showell Admin

sunset

Asking for the Sale: 7 Key Questions and Phrases for Successful Non-Pushy B2B Selling

The art of asking for the sale isn't merely about throwing out a well-timed sales pitch. It's about understanding your client's needs, finding the solution within your product or service, and guiding the conversation towards that realization.

When done right, using the correct questions and phrases can significantly boost your sales conversion rate, all while strengthening a positive and respectful relationship with your clients.

This blog post will provide you with the strategies and techniques to master this subtle art, from the underlying psychology to practical examples you can apply in your next sales discussion.

Why Understanding Your Customer's Needs is Crucial Before Asking for the Sale

The cornerstone of any successful sales strategy lies in understanding your customer's needs and expectations. Before asking for the sale you need to understand your prospect in order to provide a solution to their problem.

Understanding your clients' needs in depth enables you to customize your pitch to clearly show how your offering meets or even exceeds their requirements.

Customer Needs Analysis: An Investigative Process

Understanding your customer's needs is not an intuitive process, but an investigative one. The key is to ask the right questions. These questions should delve deep into your customer's business operations, challenges, and objectives.

By asking open-ended questions, you allow your client to articulate their needs in their own words, giving you critical insights into the problems that your product or service can solve.

Posting these questions encourage your prospect to share their needs, expectations, and aspirations, which in turn gives you the opportunity to position your product or service as the ideal solution. Make it a two-way, win-win conversation where you and your prospect can both benefit from the outcome.

Remember, the goal is to engage your customer in a conversation that revolves around their needs, rather than a one-sided sales pitch. This approach not only builds trust but also presents you as a problem solver rather than just a salesperson, significantly enhancing your chances of securing the sale.

How To Balance Assertiveness and Subtlety In Conversations

In B2B sales, it's crucial to balance assertiveness with subtlety to avoid sounding pushy and risking a sale. Being too forceful can create discomfort and resistance from prospects.

Instead, a strategically subtle yet assertive approach respects the client's autonomy while guiding them towards a purchase. This involves leading the prospect on a logical path to commitment, using subtle assertions that align your solution with their needs.

You're not pushing your prospect into a corner but rather leading them down a path where the most logical next step is to commit to your product or service.

At the heart of this balance between assertiveness and subtlety lies empathy and active listening .

Empathy allows you to truly understand and acknowledge your client's concerns, needs, and hesitations, fostering a sense of trust and rapport.

Active listening , on the other hand, is the key to ensuring your client feels heard and validated.

3 Techniques for Asking for the Sale Effectively

The groundwork for a successful close is laid throughout the entire sales conversation. From the moment you engage with a potential customer, each interaction, question, and proposal should be directed towards that goal.

Setting the Stage for the Close

Every sales conversation you have should be structured in a way that each point you make, and each question you ask, subtly leads to and implies the ultimate question: "Would you like to go ahead with our product/service?".

For example, after having discussed your client's needs and how your product or service can meet them, you might naturally segue into the close with a statement like, "Given that our solution aligns with your requirements and goals, shall we discuss the next steps for implementation?"

Timing Your Ask

Knowing when to ask for the sale can sometimes feel like guessing the perfect moment to catch a falling leaf. Too early, and you may come across as pushy; too late, and you risk losing the prospect's interest. However, modern sales tactics are no longer just about intuition but also about leveraging data from your prospect's interactions with your sales content.

Too early, and you may come across as pushy; too late, and you risk losing the prospect's interest.

Also, leverage your content analytics! Your sales content, such as presentations, brochures, or demo videos, can provide invaluable insights into a prospect's interest and readiness to buy. Sophisticated sales enablement platforms like Showell can track metrics like open rates, time spent on each page, repeat views, and shares, painting a picture of your prospect's engagement.

For instance, if your analytics show that a prospect has opened your proposal multiple times, spent significant time reviewing the pricing page, or shared the content internally, these are strong buying signals indicating a high level of interest. This data-driven approach can help you time your ask more accurately, striking while the iron is hot.

In a scenario where a prospect repeatedly reviews a product demo video, this could be your cue to ask: "I noticed you've looked at our demo a few times. Does it align with what you're looking for, and can we discuss the next steps?"

In essence, by combining instinct with interaction data, you can significantly improve your timing in asking for the sale.

Remember, the key is to use these insights to create a more personalized and effective sales process, increasing your chances of successfully closing the deal.

Another useful technique with this is to look for buying signals from your prospect - these could be verbal cues, such as positive feedback about your product, or nonverbal cues, such as nodding in agreement or leaning in during the conversation.

Tailoring Your Approach to Your Prospect

Every prospect is different, and so your approach should be tailored accordingly. Some clients may prefer a more direct approach, while others may appreciate a more consultative style.

By actively listening and gauging your prospect's responses throughout the sales conversation, you can adjust your style to match their preferences. For example, a client who values data and hard facts might appreciate a direct approach like, "Our solution has been shown to increase efficiency by 30%. Given your current challenges, this could save your company significant time and resources. Can we move forward with this?"

demo-request-banner

7 Key Questions and Phrases to Asking for The Sale

Carefully crafted questions and phrases can guide your prospect toward recognizing the value of your offering, subtly nudging them towards a sale. Who knew that the words you use during a sales conversation can strongly influence its outcome?

Here, we provide 7 key questions and 7 persuasive phrases you can utilize to effectively navigate the sales process.

7 Questions to Guide Your Prospect Towards a Sale

These questions are designed to guide your prospects through their decision-making process, helping them see the value your solution can provide to their business.

7 Phrases to Subtly Push Towards Closing

These phrases subtly steer the conversation towards a close, without being overly aggressive or pushy.

Consider a scenario where a client has for example concerns about the initial investment in robotic automation systems for their automotive parts manufacturing. By using a blend of the questions and phrases above, the conversation could flow like this:

In this manner, by combining these strategic questions and phrases, the salesperson addresses the prospect's concerns and guides them to see the long-term value and potential growth that robotic automation systems can provide. This creates an environment conducive to closing the sale while also building a relationship based on understanding and trust.

listening-and-following-up

The Role of Follow-ups in Asking for the Sale

No matter how persuasive your sales pitch or how well-timed your ask, sometimes the deal doesn't close on the first attempt. That's where the art of the follow-up comes into play. Follow-ups are a critical component of the sales process, acting as gentle reminders nudging your prospect towards making a decision.

Understanding the Significance of Follow-ups

Follow-ups serve as opportunities to reiterate the value of your product or service, address any remaining concerns, and keep the dialogue going. In a B2B sales environment, where decisions often involve substantial financial commitments and multiple stakeholders, the need for follow-ups is even more crucial.

It's important to understand that a delay in decision-making doesn't necessarily reflect a lack of interest , but could be due to the complexity of the decision-making process.

Strategies for Non-Invasive Follow-ups

Effective follow-ups are all about balance - striking the right tone, delivering valuable information, and ensuring you're maintaining respectful persistence. Here are a few strategies for non-invasive follow-ups, including concrete examples:

1. Schedule your follow-ups Before concluding your initial meeting or call, try to set a specific date and time for your next conversation. This keeps the ball rolling and demonstrates respect for your prospect's time. It also alleviates the 'surprise factor' of an unscheduled follow-up.

Example: "I appreciate your time today and understand you need to discuss our proposal with your team. Can we schedule a follow-up call for next Tuesday to address any questions that may arise?"

2. Provide additional value with each follow-up Every interaction should bring value to your prospect. Instead of simply checking in, offer new insights, resources, or information that align with their needs and reinforce the value of your product or service.

Example: "I came across this recent industry report on improving operational efficiency and thought it might be valuable for your ongoing discussions. Let's touch base next week to discuss any thoughts or questions you might have after reviewing it." 3. Respect their communication preferences Ask your prospects about their preferred mode of communication. Some might prefer emails, while others may appreciate a quick phone call or a text message.

Example: "I want to ensure our communication is as convenient for you as possible. How do you prefer I follow up: via email, phone, or another method?"

4. Utilize a soft-touch approach Instead of hard-pressing for a decision, adopt a soft-touch approach. Show that you're there to help, not just to close the deal. This can involve offering assistance, answering questions, or providing clarifications.

Example: "I hope the proposal provided you with the information needed to make a decision. If you have any further questions or require additional data, I'm here to help. Let's schedule a chat early next week to discuss any queries."

5. Keep it concise and focused Nobody likes reading or listening to unnecessarily long messages. Keep your follow-ups concise, clear, and focused on the primary goal - moving the prospect one step closer to a decision.

Example: "Just touching base to see if you've had a chance to review our proposal. I'm available this Thursday for a call to address any questions or concerns you might have."

Using Follow-ups to Reinforce Your Sales Pitch

Follow-ups can also be strategically used to reinforce the value of your offering. You can share additional resources like case studies, testimonials, or data that bolster your sales pitch, always aligning with the specific needs and interests of your prospect.

For example, you might share a case study that shows how a similar business benefited from your product or service, illustrating potential ROI and success.

Consider a scenario where a prospect is still indecisive about the cost versus benefit. A well-timed follow-up email could read:

By employing these strategies, you can ensure your follow-ups serve as valuable touchpoints that gently guide your prospects towards a positive sales decision, without being intrusive or aggressive.

In conclusion

Asking for the sale is a delicate art, blending the science of psychology with the subtlety of persuasive communication. The key to interpreting and overcoming sales resistance takes empathy, active listening, and going the extra mile to meet your prospect's needs.

By understanding your customer's needs, maintaining a balance between assertiveness and subtlety, employing effective techniques, and mastering the role of follow-ups, you can enhance your sales process, leading to increased conversions and stronger customer relationships. Happy selling!

Learn next: 

Blog banner_ Book demo 4

Related content

Cart

  • SUGGESTED TOPICS
  • The Magazine
  • Newsletters
  • Managing Yourself
  • Managing Teams
  • Work-life Balance
  • The Big Idea
  • Data & Visuals
  • Reading Lists
  • Case Selections
  • HBR Learning
  • Topic Feeds
  • Account Settings
  • Email Preferences

Persuasion Tactics of Effective Salespeople

  • Steve W. Martin

Without language, you wouldn’t be able to share your ideas, display your personality, or express yourself to the world. You couldn’t communicate your needs and desires to others, and the never-ending dialogue within your mind would grind to a halt. The words we speak truly define who we are. However, since we are continually talking […]

Without language, you wouldn’t be able to share your ideas, display your personality, or express yourself to the world. You couldn’t communicate your needs and desires to others, and the never-ending dialogue within your mind would grind to a halt. The words we speak truly define who we are. However, since we are continually talking all the time, we often take it for granted.

buy during sales essay

  • SM Steve W. Martin teaches sales strategy at the University of Southern California Marshall School of Business. His new book is titled Heavy Hitter I.T. Sales Strategy: Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers .

Partner Center

buy during sales essay

How Sales Overlooks Buyers: Essay and Q&A

  • September 11, 2017

Buyers 2

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]

4 thoughts on “How Sales Overlooks Buyers: Essay and Q&A”

Pingback: Steps Along the Buying Decision Path | What? Did You Really Say What I Think I Heard?

Pingback: Steps Along the Buying Decision Path | Sharon-Drew Morgen

Pingback: Sharon-Drew Morgen » What You Need to Know about Systems and How they Affect Change

Pingback: Steps Along the Buying Decision Path - Sharon-Drew

Leave a Comment Cancel Reply

Your email address will not be published. Required fields are marked *

Save my name, email, and website in this browser for the next time I comment.

buy during sales essay

Sharon-Drew Morgen

  • 512 771 1117

Effective Sales Techniques: How to be Persuasive in Sales

By lucas ricolleau, posted in sales tips, negotiation.

Of all the sales tactics necessary to be a successful salesperson, persuasion tactics are probably one of the most important. Convincing others is part of a salesperson's day-to-day life and is essential when looking to boost sales figures. 

The art of persuasion is a mindset of its own and to master this skill requires preparation, practice, and persistence .

In this guide, we'll cover the importance of persuasion sales techniques and how salespeople can cultivate a persuasive mindset to ensure sales success when pitching to their prospects.

Let’s jump right in!

sales persuasion

The Importance of Persuasion Techniques in Sales

Steps to improve your persuasion techniques.

  • Know Your Product!
  • Persuasive Writing Techniques
  • Mastering the Art of Persuasion
  • Perfecting Your Delivery

Work on your tone

Practice relentlessly, anticipate objections, be confident.

To ensure success in sales, it’s important to master the art of persuasion . Why? Because it can help you to build trust with clients, differentiate yourself from competitors, and close deals more effectively.

To establish trust with clients, use persuasive techniques such as social proof and customer testimonials . This can emphasize your expertise and ensure your prospects see you in a positive light. By demonstrating credibility, you can create a solid foundation for future deals.

To stand out from competitors, make sure to highlight your unique selling proposition .This might include your expertise, track record, or exceptional customer service. By persuading clients that you offer something valuable and unique, you can increase your chances of winning new businesses.

By becoming a master in persuasion techniques, you can become a more effective salesperson and achieve greater success in your field.

Listen to Shari Levitin’s Outside Sales Talk podcast episode, where she explains how salespeople can sell with authenticity and build trust with anyone .

1. Know Your Product!

As a field sales rep, you need to know exactly what you’re selling before you dive into your sales pitch . This will help you deliver a persuasive message and address any questions or concerns your clients may have.

To become an expert on your product, start by studying everything there is to know about it . Get to know how your product works, study product information, and analyze reports. This will help you understand the features, benefits, limitations, and drawbacks of your product, enabling you to anticipate objections during your sales pitch .

But don't just stop at reading about it - get hands-on! Use the product yourself to really understand the customer experience and identify any areas where improvements could be made. Then, share your personal anecdotes with potential customers, building rapport and trust with ease.

And don't forget to stay ahead of the game. Keep up to date on industry trends and developments by attending trade shows, reading industry publications, and networking with other professionals. This knowledge will help you tailor your sales pitch to address current industry needs and challenges and position your product as the solution that everyone needs.

Back to Top ↑

2. Persuasive Writing Techniques

Salespeople can also make a lasting impression on their customers using nonverbal methods such as presentations or brochures. 

One way of making these presentations compelling and convincing is through storytelling.

You can transform presentations into engaging narratives by writing like a true storyteller. This can help create more meaningful relationships with customers who will be drawn in by the story you tell them, allowing you great opportunities to close more deals. 

Human beings are hard-wired to take meaning from stories. By pitching your product in a captivating and alluring manner , you’ll genuinely connect with your prospects.

Listen to Park Howell’s Outside Sales Talk podcast episode to discover all about the art of storytelling in sales!

3. Mastering the Art of Persuasion

Aristotle's famous rhetorical triangle from his work, Rhetoric, can help you enhance your persuasive tactics in sales. 

Let’s take a look at its three components and how to apply them to your role as a field salesperson:

sales techniques

Establishing your authority and expertise is essential in gaining your customers' trust and confidence. 

For instance, you can mention affiliations with leading organizations or showcase endorsements from industry experts. 

By establishing your ethos, you position yourself as a reliable salesperson who knows exactly what they’re talking about .

Example: “The National Health Agency, which consists of hundreds of experts and doctors across the US, recommends using our product for better and healthier dental hygiene.”

Connecting with customers on an emotional level can greatly impact their decision-making process. 

Use metaphors, similes, and passionate language to humanize yourself and create a sense of empathy . By appealing to customers' emotions, you can forge a stronger connection with them and make your sales pitch more relatable.

Example: "Imagine the roof of your house is damaged by a storm. The rain is leaking inside your house and all of your belongings are getting destroyed. Think of all the memories those walls hold, and all the hard work you’ve spent making your house a home for you and your family. We at USA house insurance don’t want this to become your reality. With our house insurance, we cover you in the event of a natural disaster...”

If you're eager to learn more about the significance of emotional intelligence in sales, tune in to the insightful podcast episode  Winning in Sales: Why Emotional Intelligence Matters , featuring Brian Burns.

However, as your relationship evolves, using emotional language won’t be enough to convince your prospects. You’ll need to connect with them on an individual level, showing that you understand their needs and care about them. 

Keeping track of all your interactions with prospects and noting down important details will allow you to connect with them in a meaningful and emotional way. Using an app to record your notes, such as Badger Maps , simplifies the process of logging customer interactions, ensuring valuable information is easily tracked. With seamless availability across all devices and automatic CRM synchronization, you’ll be able to easily access your data while in the field.

buy during sales essay

Appealing to customers' logic and rationale is important for providing factual evidence and justifying the value of your product or service. 

Utilize data, statistics, and personal experiences as testimonies to support your claims. Presenting logical arguments helps customers understand the benefits and advantages of the product you have to offer.

Example : “Our electric car will save you a lot of money over time, in as little as a year. With the average price of $2.35/gallon the annual cost of gasoline for the average car is $1,400 per year. In contrast electricity is priced at 12 cents per kWh which drops down the cost of recharging our electric car to an average of only $540 per year to charge. Which means you would save $840 per year!”

4. Perfecting Your Delivery

Once you've crafted your presentation using Aristotle's rhetorical triangle, it's time to focus on your delivery . Your personality and charisma can be just as important as the content itself . To ensure your effective sales techniques shine, follow these tips:

Pay attention to your tone of voice and adjust as needed. Vary your speed and volume to maintain interest and engage your audience. Additionally, use intonations and pauses strategically to emphasize key points and add impact to your message.

Dedicate ample time to practice your presentation, either on your own or with the help of family members or colleagues. Seek feedback from them and use it to refine your delivery skills. Repeated practice will help you become more comfortable and confident in conveying your message effectively.

Take the time to anticipate potential objections or challenges that your audience may raise. Engage in debates with yourself or others to refine your arguments and prepare persuasive responses. By addressing objections proactively , you can strengthen your sales tactics and increase your chances of overcoming resistance.

Your confidence is key. When you exude confidence, people are more likely to believe and be persuaded by you. Maintain good posture, make eye contact, and speak with conviction. Cultivating self-assurance will help you establish credibility and establish a positive connection with your audience.

By dedicating time to practicing and perfecting your delivery, you'll find the perfect rhythm to ensure your prospects are wowed by what you’re telling them and move you in the right direction as you look to close the deal.

buy during sales essay

By implementing these actionable steps, you can enhance your effectiveness as a field sales representative and make a lasting impact on your audience.

Refining your delivery and honing your persuasive abilities can have a transformative effect on your sales performance.  

Remember, persuasion is not about manipulation, but rather about understanding your customers' needs and presenting your offerings in a compelling and meaningful way.

By continuously improving your persuasion techniques, you can navigate the challenges of the sales process more effectively and achieve unparalleled success in your sales career. 

The Best App for Field Sales People

Learn how you can maximize your sales routes & sell more with Badger Maps

Try Badger Maps for Free

Drive 20% Less, Sell 20% More

See what Badger Maps can do for your sales

Starting a Career in Sales

In "Sales Tips", "Negotiation"

Top 3 Sales Objections and How to Overcome Them like a Pro

Mastering Sales Automation: 5 Techniques for Success

Integrations

Support & legal.

Looking for our logo?

Grab a Zip packed with our logo in PNG and EPS formats.

Get Started now with a free trial of Badger Maps, no credit card required!

Home / Essay Samples / Business / Marketing / Sales

Sales and Marketing: Driving Business Success

Essay details

Strategy , Marketing

Business Success , Sales

  • Words: 428 (1 page)

Please note! This essay has been submitted by a student.

Table of Contents

The symbiotic relationship, creating brand awareness, driving lead generation, crafting compelling messages, personalized sales approach, customer relationship management, measuring and adapting.

Get quality help now

buy during sales essay

Prof. Carstensen

Verified writer

Proficient in: Strategy , Marketing

buy during sales essay

+ 75 relevant experts are online

More Sales Related Essays

Tesco is the leading food retail store in Great Britain according to with 27. 4% grocery market share (Kantarworldpanel. com, 2018). It operates internationally with 6,800 stores worldwide having store presence in India, ...

Sales and marketing managers are required to have self-confidence in order to sell products with confidence. Being able to confidently deliver your speeches in meeting and answer the prospect's objections is important. A sales ...

A salesperson’s prosperity is connected to his or her capacity to impart plainly, briefly, and transparently, while keeping up constructive customer connections. This includes solid introduction aptitudes, the capacity to ...

The main problem depicted in case study 3.1, Moss and McAdams, is organizational structure. The case study illuminates the effects of lacking a strong project management structure that balances, and supervises, the functional ...

Burger King is an American fast food chain founded in 1953. As of today, it is considered as one of the largest companies in the world with more than 17,000 restaurants. During the National Bullying Prevention Month of 2017, ...

As an international student, as soon as I graduate from Wilmington University, I must find a job in a company which will be helping me for temporary worker visa. This would be the first step to achieve my goal to become an ...

Supervisor support exists when employees perceive their immediate supervisor as leading by example, giving them the support needed to do the job well, is perceived to be personally effective, and is good at developing and ...

The sandwich and sub store franchises industry entails the franchise industry that is involved in the preparation and serving of the custom subs and sandwiches. Accordingly, the main products and the services that are offered ...

Do you know that your hobbies could actually give you money? We hand-picked some of the creative activities and workshops, that can lead you to great business opportunities. Join us for the fun workshops, absorb the knowledge ...

apologies

This feature is still in progress, but don't worry – you can place an order for an essay with our expert writers

We use cookies to offer you the best experience. By continuing, we’ll assume you agree with our Cookies policy .

Choose your writer among 300 professionals!

You cannot copy content from our website. If you need this sample, insert an email and we'll deliver it to you.

Please, provide real email address.

This email is exists.

totm exposition

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!

totm exposition inc.

Design agency, construction and installation of exhibitions stands

Linkedin

GET IN TOUCH WITH US

1138, Berlier St. Laval (Québec) H7L 3R9 CANADA T + 1 450 933 6330 [email protected]

Privacy Policy

WE ARE HERE

comment-creer-un-stand-pour-un-salon-professionnel

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

test_template

The Steps of The Sales Process

  • Categories: Sales Structure

About this sample

close

Words: 408 |

Published: Dec 18, 2018

Words: 408 | Page: 1 | 3 min read

Image of Prof. Linda Burke

Cite this Essay

Let us write you an essay from scratch

  • 450+ experts on 30 subjects ready to help
  • Custom essay delivered in as few as 3 hours

Get high-quality help

author

Verified writer

  • Expert in: Business

writer

+ 120 experts online

By clicking “Check Writers’ Offers”, you agree to our terms of service and privacy policy . We’ll occasionally send you promo and account related email

No need to pay just yet!

Related Essays

6 pages / 2659 words

1 pages / 567 words

2 pages / 2456 words

4 pages / 1733 words

Remember! This is just a sample.

You can get your custom paper by one of our expert writers.

121 writers online

The Steps of The Sales Process  Essay

Still can’t find what you need?

Browse our vast selection of original essay samples, each expertly formatted and styled

Related Essays on Sales

The growth of business and the increase of customers is the goal that every company has on the horizon and aligned with it there are endless marketing tactics, campaigns, and messages that can be used to achieve this fundamental [...]

The following topic report will focus on Josiah Wedgwood and his sales and marketing techniques. Consumerism was highly important to Wedgwood, without it he would have never been as successful as he was. Having only recently [...]

Life can be so much simpler when we uncover a significant tip or learn a hidden trick. Whether we are scanning through Instagram, Reddit, Facebook, or Pinterest, shortcuts can be used in order to spend less and save more. Here [...]

In this paper, the process of forecasting the sale opportunities using data mining technique is shown. It is very important for any organization based on Customer Relationship Management (CRM) to analyze the customer behavior [...]

This paper is a critique of the book The 800 Pound Gorilla of Sales: How to Dominate Your Market by Bill Guertin. Included is a summary about the book in order to help the reader of the critique understand the nature of the work [...]

According to Andy Jankowski, Managing Director at Enterprise Strategies, who spoke at a recent Future of Work conference, companies will be looking to employ “disruptors”- those who respectfully challenge the status quo and find [...]

Related Topics

By clicking “Send”, you agree to our Terms of service and Privacy statement . We will occasionally send you account related emails.

Where do you want us to send this sample?

By clicking “Continue”, you agree to our terms of service and privacy policy.

Be careful. This essay is not unique

This essay was donated by a student and is likely to have been used and submitted before

Download this Sample

Free samples may contain mistakes and not unique parts

Sorry, we could not paraphrase this essay. Our professional writers can rewrite it and get you a unique paper.

Please check your inbox.

We can write you a custom essay that will follow your exact instructions and meet the deadlines. Let's fix your grades together!

Get Your Personalized Essay in 3 Hours or Less!

We use cookies to personalyze your web-site experience. By continuing we’ll assume you board with our cookie policy .

  • Instructions Followed To The Letter
  • Deadlines Met At Every Stage
  • Unique And Plagiarism Free

buy during sales essay

'ZDNET Recommends': What exactly does it mean?

ZDNET's recommendations are based on many hours of testing, research, and comparison shopping. We gather data from the best available sources, including vendor and retailer listings as well as other relevant and independent reviews sites. And we pore over customer reviews to find out what matters to real people who already own and use the products and services we’re assessing.

When you click through from our site to a retailer and buy a product or service, we may earn affiliate commissions. This helps support our work, but does not affect what we cover or how, and it does not affect the price you pay. Neither ZDNET nor the author are compensated for these independent reviews. Indeed, we follow strict guidelines that ensure our editorial content is never influenced by advertisers.

ZDNET's editorial team writes on behalf of you, our reader. Our goal is to deliver the most accurate information and the most knowledgeable advice possible in order to help you make smarter buying decisions on tech gear and a wide array of products and services. Our editors thoroughly review and fact-check every article to ensure that our content meets the highest standards. If we have made an error or published misleading information, we will correct or clarify the article. If you see inaccuracies in our content, please report the mistake via this form .

The Apple Watch SE is on sale for $189 now

img-2794

The Apple Watch SE (2nd Gen) is $189 at some retailers. 

Apple's popular watch wearables made headlines  several times over the last few months, following a dispute between medical technology company Massimo and the Cupertino-based tech giant. Lucky for us, the brand's iconic watches remain on the market -- with some tweaks -- including the base model Watch SE. 

More: Judge bans Apple Watches with blood oxygen sensor

Apple's  Watch Series 9 saw several price drops during the holiday shopping season, as did other models like the Ultra, Ultra 2, and Series 8. And right now, you can grab Apple's most up-to-date base model, the  Apple Watch SE (2nd Gen) , for $50 or $60 off its regular price, depending on where you shop. With Valentine's Day in the rear view, now's a great time to upgrade your -- or a loved one's -- watch setup. 

 width=

Apple Watch SE (2nd Gen) 40mm for $189 (save $60 at Amazon)

The Apple Watch SE dropped to $189 at several major retailers, including Amazon and Walmart -- offering shoppers a savings of $60 off the wearable's regular price of $249, and for only $10 more than the discounted price we saw offered during Black Friday and Cyber Monday. You can grab a similar deal for the Watch SE for $199 at Best Buy , too. 

 width=

Apple Watch SE (2nd Gen) 40mm for $189 (save $60 at Walmart)

If you're not looking for advanced features offered in the newer Series 8, 9, or Ultra and Ultra 2 models, the watch SE is a great buy with all the essentials, and you'd be surprised how well this model stacks up to Apple's other contenders.

The SE offers users up to 18 hours of battery life and 32GB of internal storage. 

The Apple Watch SE (2nd gen) does offer some of the same health and safety features as the Series 8 and the Ultra, though it doesn't track blood oxygen, do ECG heart checks, or check your temperature.

Also:  Apple Watch SE (2023) vs. Apple Watch SE (2020)

I upgraded from the Series 3 Apple Watch to the 40mm SE model during Black Friday sales, and I've never been happier with a tech purchase. The SE has all the necessary features without the complicated bells and whistles I didn't want (or need) -- yet still offers a crisp display, fast response rate, and seamless use. 

Grab the Apple Watch SE (2nd Gen)  now before it returns to its regular price. 

ZDNET Recommends

 width=

The best Apple Watch deals you can buy right now

 width=

The best Apple Watches: Expert tested

 width=

The Apple products you shouldn't buy this month: February 2024 edition

  • Mattress Toppers
  • Sheets & Bedding
  • Sleep Products
  • Cleaning & Laundry
  • Heating & Cooling
  • Home Office
  • Kitchen & Dining
  • Storage & Organization
  • Wine & Bar
  • Accessories
  • Handbags & Purses
  • Lingerie & Sleepwear
  • Outdoor & Fitness Apparel
  • Kids Clothes & Accessories
  • Pregnancy & Postpartum
  • Toys & Books
  • Apparel & Accessories
  • Camping & Hiking
  • Fishing & Hunting
  • Tennis & Racket Sports
  • Tools & Tech
  • Training & Recovery
  • Water Sports
  • Winter Sports
  • Personal Products
  • Wellness & Self Care
  • Computers, Tablets & Accessories
  • Online Tools
  • Smart Home Devices
  • Smartphones, Smartwatches & Accessories
  • Hotels & Lodging
  • Travel Products
  • Father's Day
  • Mother's Day
  • Valentine's Day
  • Amazon Prime Day
  • Beauty & Grooming
  • Black Friday
  • Cyber Monday
  • Tech & Electronics
  • Travel Deals
  • Mattress & Sleep

80+ Best Presidents’ Day Sales To Shop Over The Holiday Weekend

  • Share to Facebook
  • Share to Twitter
  • Share to Linkedin

The holiday weekend is finally here, and this year’s best Presidents’ Day sales have hit the ground running. Whether you want to refresh your linens with new sheets from Brooklinen , revamp your fitness routine with a pair of Hokas and a WalkingPad , or restock on your Paula’s Choice skincare essentials, this weekend is your chance to do it all for less. (By the way, we’ll be updating this story throughout the weekend, so keep checking back for more opportunities to save.)

These are the best Presidents' Day sales you can start shopping now.

Some of the other best Presidents’ Day deals we’ve seen so far include 50% off DreamCloud’s best-selling mattresses and up to $1,000 off Samsung TVs (including our pick for the best TV overall ). Ahead, browse the best sales in home, tech, wellness, fashion and beauty.

The 9 Best Resistance Bands To Elevate Your Strength Training

Wake up comfortably with the 11 best pillows for neck pain, according to experts, best presidents’ day sales at a glance.

  • Best Mattress Sale : Save up to 40% on a Nectar mattress during its sale .
  • Best Bedding Sale : Brooklinen is offering 20% off sitewide (including discounted bedding bundles for as much as 45% off).
  • Best TV Sale : Take up to $1,000 off a new TV with Samsung’s Super Bowl Sunday Deals .
  • Best Appliance Sale : Major appliances are up to 40% off at Best Buy.
  • Best Furniture Sale : Anthropologie is offering up to 40% off its eclectic home furniture and décor for Presidents’ Day.
  • Best Treadmill Sale : Take up to $350 off a WalkingPad under-desk treadmill.
  • Best Wellness Sale : Shop LELO’s bestsellers to save up to 50% on adult toys and accessories (and get a free toy with your order).
  • Best Fashion Sale : Code PRESIDENT40 gets you 40% off sitewide at GlassesUSA or use code ICON30 for 30% off designer brands.
  • Best Beauty Sale : Use code GLOWY to take 25% off a selection of Goop Beauty products.

Best Presidents’ Day Sales: Mattresses

Nectar premier copper mattress (queen).

  • Nectar : Shop its current sale to save up to 40% on your first Nectar mattress—including our pick for the best mattress overall.
  • DreamCloud : During its Presidents’ Day Sale, new customers can take 50% off DreamCloud’s mattresses.
  • Helix : Use code PDS25 to take 25% off a new bed (plus get two Dream pillows).
  • Casper : Save up to 30% on a Casper bed during its Final Snooze Sale and use code EXTRA10 for an extra 10% off the Casper original mattress.
  • Nolah : Check out its Early Access Presidents’ Day Sale to take 35% off select models.
  • Amerisleep : Get $450 off any mattress with code AS450 .
  • Cocoon By Sealy : Save 35% on all of Cocoon By Sealy’s cooling mattresses.
  • Leesa : Shop its Presidents’ Day sale to take 30% off its already-affordable mattresses (like the Leesa Studio ) and get two free pillows.
  • Saatva : You can save up to $600 on a Saatva mattress right now, including one of our top Vetted picks, the Saatva Classic .
  • Awara : All of Awara’s eco-conscious latex mattresses are on sale for up to 50% off this week.
  • Bear : Take 35% off its side-sleeper-friendly mattresses and get a free bedding bundle with its current Presidents’ Day offer.
  • Tuft & Needle : Save 20% on one of T&F’s already budget-friendly mattress this weekend. You can also save 20% on its bedding and accessories.
  • Big Fig : Use code PRES to take $500 off your Big Fig mattress, a popular bed designed for heavier sleepers.

Best Presidents’ Day Sales: Home

Brooklinen luxe sateen hardcore sheet bundle (queen).

  • Brooklinen : Take 20% off its cult-favorite sheets, bath towels, robes and more. (That includes already discounted bundles for up to 45% off.)
  • Cozy Earth : Use code FORBESVETTED for 35% off sitewide from the super soft linen brand.
  • Anthropologie : Save up to 40% on its eclectic selection home furniture and décor for Presidents’ Day.
  • West Elm : West Elm is hosting a Presidents’ Day sale where you can save up to 60% on it beautiful mid-century modern furniture and décor.
  • Wayfair : Score furniture pieces for up to 70% off by shopping Wayfair’s Prsidents’ Day Clearance section.
  • Samsung : Get up to $1,600 off major appliances for your home.
  • Pottery Barn : Take up to 50% off bedding, furniture and more during its Presidents’ Day sale.
  • Best Buy : Save up to 40% on major appliances at Best Buy for its current sale.
  • Macy’s : Shop its Big Home Sale to save up to 75% on furniture, kitchenware, bed and bath.
  • Lowe’s : Now through Feb. 28, you can save up to 40% on major appliances.
  • Coyuchi : Use code PRESDAY to save an extra 20% on markdowns like luxe sheet sets and bath towels.
  • Burrow : Score Burrow’s premium modular designs for up to 75% off.
  • Floyd : Take up to 30% off for its Presidents’ Day sale (and up to 60% off its Warehouse Closeout).
  • AllModern : Save up to 60% on its modern designs—plus an extra 20% with code GET20 .
  • Design Within Reach : Shop its Work Smarter Sale to save 20% on work space essentials from Herman Miller, like the popular Sayl Chair .
  • CB2 : Save up to 60% on CB2’s trendy selection of furniture and home décor throughout Presidents’ Day weekend.

Best Presidents’ Day Sales: Tech

Xbox series s starter bundle.

  • Target : Take up to $100 off Apple products (plus an additional 5% if you’re a Target RedCard member) and shop deals on other favorites, like the Xbox bundle above.
  • Samsung : Shop its Big Game Deals to save up to $1,000 on top OLED TVs, like our pick for the best TV overall .
  • Amazon : The e-retailer has countless deals on tech items, like 22% off this 10th Generation iPad or 17% off the Philips Sunrise Alarm Clock .
  • Best Buy : Save up to $1,000 on Samsung, Sony and LG TVs. Plus, find deals on Apple gear, headphones and more.
  • Walmart : Walmart’s Rollbacks section is full of tech deals on everything from laptops to smartwatches and gaming consoles.
  • Lenovo : Lenovo’s Doorbuster section is full of deals on laptops (and other peripherals) for up to 66% off.
  • LG Electronics : Take up to $1,300 off top-rated LG TVs for the next week.
  • Costco : More than just a bulk grocer, Costco members can shop impressive tech deals on TVs, high-end speakers, headphones and more.
  • Nixplay : Save up to $160 on one of these beloved digital picture frames.
  • Dell : Save up to 45% on Dell laptops, desktops and other peripherals for Presidents’ Day.
  • SVS : Upgrade your home theater system with these best-selling speakers and subwoofers for up to 40% off during its Presidents’ Day sale.
  • eBay : Use code PRESIDENT20 to take 20% off tech deals all week long from brands like Dell, Apple, LG and more.
  • Newegg : Check out its Presidents’ Day sale to save up to 60% on gaming laptops, computer peripherals and more.
  • Woot : The Amazon subsidiary is celebrating its 20th birthday. You can shop tech deals on Apple products, the Frame TV and more.

Best Presidents’ Day Sales: Health & Wellness

Hoka bondi 8 sneakers.

  • Hoka : Snag a pair of these cult-favorite running shoes for up to 40% off.
  • WalkingPad : Score a WalkingPad for up to $350 off right now.
  • Dick’s Sporting Goods : Save hundreds on top-rated treadmills, weights and other fitness gear.
  • Lola : Use code LOVE20 to take 20% off Lola’s beloved sexual wellness products.
  • NordicTrack : Save up to $700 on treadmills, bikes, rowers and more during its Presidents’ Day sale.
  • Art Of Shaving : Save 20% on shaving creams or use code STRAIGHT25 to pick up any straight razor for $25 when you spend $120.
  • Therabody : Shop its Valentine’s Day sale to save up to $100 on its best-selling massagers.
  • Amazon : If you’re looking for a specific product, Amazon likely has it for less. Shop thousands of wellness deals from c ompression boots to light therapy lamps to under desk treadmills .
  • Cake : Take 30% off adult toys and lube during Cake’s Valentine’s Day sale.
  • Moon : Shop the oral beauty brand’s sale to save 25% on its teeth whitening devices.
  • Headspace : Get a year subscription to the beloved meditation app for 40% off right now. (Go through the sale banner at the top of the page to get the discounted price.)
  • LELO : Shop its best-selling sex toys and accessories for up to 50% off and get a free toy with your purchase.
  • Lovehoney : The sex wellness retailer is offering up to 50% off toys, lingerie and other accessories, including cult-favorites like the classic Magic Wand .

Best Presidents’ Day Sales: Fashion

The renew fleece oversized half-zip.

  • Everlane : Take up to 70% off wardrobe staples in Everlane’s newly updated sale section.
  • Net-A-Porter : Use code EXTRA25 to take an extra 25% off sale items from the chic designer.
  • Backcounty : Shop its Semi-Annual Sale to save up to 60% on gear from Patagonia, Cotopaxi and more.
  • Shopbop : Shop pieces from brands like Tory Burch, Agolde and Ganni for up to 60% off in Shopbop’s sale section.
  • Nike : Save up to 40% on new markdowns during Nike’s current sale.
  • Cotopaxi : Save up to 50% on bestsellers during its Semi-Annual Sale.
  • Mango : Take up to 70% off sale fashion and accessories from this trendy Spanish brand and use code 15OFF to take a flat 15% off orders of $200 or more.
  • GlassesUSA : Starting Feb. 15, code PRESIDENT40 gets you 40% off sitewide. Psst, you can also use code ICON30 for 30% off designer brands.
  • Hanna Andersson : Save up to 30% on kids’ clothing and pajamas from the sustainable designer.
  • Faherty : Peruse its newly updated sale section to save up to 70% on Faherty’s relaxed, beachy styles.
  • Universal Standard : Use code TWENTYFIVE to save 25% sitewide or up to 85% on its February Style Boxes.
  • Verloop : Use code COZY to save 30% on fun, colorful knits from Verloop.
  • L.L.Bean : Save up to 30% on outerwear and footwear at L.L.Bean this weekend.
  • BaubleBar : Check out its Presidents’ Day sale to save up to 80% from this trendy jeweler.

Best Presidents’ Day Sales: Beauty

Paula's Choice

Paula's Choice Skin Perfecting 2% BHA Liquid Exfoliant

  • Paula’s Choice : Shop its sitewide sale this weekend to save 20% from this beloved skincare brand.
  • Amazon : Find tons of beauty deals on everything from skincare products to popular haircare tools at Amazon.
  • RosesSkinCo . : Take up to 25% off its skincare and hair tools for its Valentine’s Day sale
  • NARS : Take 30% off select sets for Valentine’s Day, like this Afterglow lipstick and balm .
  • Revolve : Find deals on everything from Charlotte Tilbury to Anastasia Beverly Hills in its beauty sale section.
  • Sephora : When in doubt, Sephora’s sale section is always full of discounts on favorites from Bobbi Brown, Fenty and more.
  • Korres : To celebrate its anniversary, you can save 28% on Korres Apothecary Wild Rose collection this week.
  • Laneige : You can save 20% on a lip care bundle this week as well as score a free two-piece lip kit and headband on orders over $75 with code VDAYTREAT .
  • Colleen Rothschild : During its customer appreciation sale, you can save up to $75 off your purchase (depending on how much you spend) with the corresponding code.
  • Banila Co. : Take 25% off sitewide from this popular K-beauty brand (like this Clean It Zero Cleansing Balm Trio for $20).
  • COSRX : Take 30% off sets with code BETTER30 from this beauty skincare brand.
  • Estée Lauder : Save 20% on Estée Lauder fragrances this week.
  • Goop Beauty : Use code GLOWY to take 25% off a variety of Goop’s bestsellers now through the holiday weekend.
  • Lancer : This weekend, save up to 30% on skincare products, depending on how much you spend.

When Is Presidents’ Day 2024?

Presidents’ Day 2024 falls on Monday, Feb. 19—but you don’t have to wait for the official holiday to start shopping the sales. Many retailers kicked off their sales earlier this week and will likely keep those offers live through Monday. We expect to see that list of sales continue grow throughout the weekend.

When Do Presidents’ Day Sales Start?

As mentioned above, quite a few Presidents’ Day sales have already started. Most sales will likely last all weekend long—not just on the holiday itself.

What Usually Goes On Sale For Presidents’ Day?

Presidents’ Day sales are a great time to invest in big-ticket items like mattresses , furniture , major appliances and TVs . You can also expect to find decent discounts on smaller appliances for your home and kitchen, clothes, beauty products and tech gadgets.

Jordan Thomas

  • Editorial Standards
  • Reprints & Permissions

IMAGES

  1. Being Successful in a Sales Career Free Essay Example

    buy during sales essay

  2. The best way to buy custom essay by Buy Online Custom Essay

    buy during sales essay

  3. Buy Critical Essay Online From Professionals

    buy during sales essay

  4. Buy essay

    buy during sales essay

  5. Buy Good Essay. How to choose the best essay writing service?

    buy during sales essay

  6. Buy Essay Uk Review Service! Buy essay uk services uk review. UK Essay

    buy during sales essay

VIDEO

  1. Here’s what Underwriting Deals mean #realestate #investing

  2. How Effective Is Your Sales Process #shorts #business #foryou

  3. You SHOULDN’T Start A Business #sales #business #copywriting #success #motivation

  4. What #Stocks To Buy During a Recession? #personalfinance #investing

COMMENTS

  1. Why You Should Shop During Sales

    21 Apr 2022 It's always a great idea to do your shopping when there's a sale going on. Some people consider such events as a time for celebration since they often occur during festivals or special occasions. There are many reasons why you should shop during sales, and we've listed them down here for you. You get to save money (Image via GIPHY)

  2. The Buying Experience: The Most Important Thing in Sales and ...

    The Buying Experience: The Most Important Thing in Sales and Marketing August 21, 2019 During the buying journey, companies that deliver a great buying experience grow twice as fast as those that deliver average experiences. The original version of this article, authored by Scott Albro, was published by TOPO, now Gartner.

  3. 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.

  4. 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.

  5. 9 Sales Pitch Examples (Plus Tips on How to Write Your Own)

    A sales pitch is a condensed sales presentation where a salesperson explains the nature and benefits of their business, ideally in less than one or two minutes. Sales pitches are often referred to as 'elevator pitches' because they should be able to be delivered within the time constraints of a single elevator ride.

  6. Why Should I Buy from You? Creating A Sales Strategy

    A good value proposition represents an excellent foundation for an overall sales or marketing plan. However, building on that, you'll also require a solid understanding of the basics of sales, your company's products and customer base, and your capability to deliver. This all leads to the important first step of developing an effective ...

  7. 10 sales pitch presentation examples and templates

    Personalized social media pitch. Sales presentation. Follow-up sales pitch. Unconventional investor pitch. Personal pain-point pitch. One-minute pitch. You can also use the templates and sales pitch scripts included for each type to help you create your own. 1. Adam Goldstein's two-sentence pitch.

  8. Why Do Consumers Buy? (Part II: The Art of the Sale)

    Finding something—anything—to buy can feel like winning a scavenger hunt. The Conclusion . The allure of the sale is founded in consumer psychology. Consumer behaviors are directly affected by sales and limited time purchase events in a variety of ways. The art of the sale is constructed with the aforementioned conditions in mind.

  9. 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.

  10. 10 Sales Role Play Exercises & Scenarios To Prep for Negotiations

    Sales Role Play Script. This negotiation role play scenario is using the negotiation tactic of letting the prospect initiate the negotiation. You can adapt the script to meet your business needs. The Salesperson: "So, those are the terms of our deal. Our price point is [insert relevant numbers].".

  11. Asking for the Sale: 7 Key Questions and Phrases for Successful Non

    1. Schedule your follow-ups. Before concluding your initial meeting or call, try to set a specific date and time for your next conversation. This keeps the ball rolling and demonstrates respect for your prospect's time. It also alleviates the 'surprise factor' of an unscheduled follow-up.

  12. The Art Of Selling Yourself: Six Ways To Maximize Sales With Ease

    Coming from a background in sales, there is one thing that always bothered me: Seeing someone with an excellent product or service who is struggling to sell, while someone with an inferior...

  13. IELTS Essay: Sales

    1. Most companies choose to target increased sales through advertising campaigns and new products. 2. Marketing and advertising are self-evidently important. 3. Nearly every major company reserves a substantial portion of the budget for television advertisements, online marketing, billboards, and so on. 4.

  14. Persuasion Tactics of Effective Salespeople

    Steve W. Martin. October 13, 2010. Without language, you wouldn't be able to share your ideas, display your personality, or express yourself to the world. You couldn't communicate your needs ...

  15. Sales Management Essays: Examples, Topics, & Outlines

    Sales Management and E-Marketing B2B. PAGES 3 WORDS 1175. The B2B sales professional needs to understand gaps in the competitive offerings of competitors to be able to. successfully position their own products with customers as well. Often B2B selling professionals also spend an inordinate amount of time.

  16. 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

  17. How Sales Overlooks Buyers: Essay and Q&A

    In 1993, when my first book cam out and before he died, David Sandler called to buy out my...

  18. Guide to Sales Conversations (With Examples and Tips)

    Sales conversations are discussions conducted between a salesperson and a potential customer. These discussions enable a sales professional to educate a potential customer about products, services, programs and pricing. This can help potential customers make informed decisions about purchasing a product or entering an agreement with a company.

  19. Effective Sales Techniques: How to be Persuasive in Sales

    As a field sales rep, you need to know exactly what you're selling before you dive into your sales pitch.This will help you deliver a persuasive message and address any questions or concerns your clients may have. To become an expert on your product, start by studying everything there is to know about it.Get to know how your product works, study product information, and analyze reports.

  20. Sales, Marketing And Promotion

    I will give you an example, we will make it smaller numbers. Let us say, you have to sell $1000 in advertising per month as your goal. But $1000 would be your draw. So let's say you sell $1200 in advertising in a month, you get the $1000 for salary plus maybe five, 10, 15 percent over that final $200 as commission.

  21. Sales and Marketing: Driving Business Success

    Get 3-Essay Package Creating Brand Awareness Marketing plays a pivotal role in creating brand awareness. It utilizes strategies such as advertising, content creation, social media engagement, and public relations to establish a strong brand identity.

  22. 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.

  23. The steps of the sales process: [Essay Example], 408 words

    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. Say no to plagiarism. Get a tailor-made essay on 'Why Violent Video Games Shouldn't Be Banned'? Get original essay

  24. The Apple Watch SE is on sale for $189 now

    The Apple Watch SE dropped to $189 at several major retailers, including Amazon and Walmart-- offering shoppers a savings of $60 off the wearable's regular price of $249, and for only $10 more ...

  25. The 48 Best Presidents Day Sales to Shop Now

    Shop the best Presidents Day sales all weekend long. Find deals from brands including Steelcase, Brooklinen, Bowflex and more. Snag a great deal on these Buy Side-favorites.

  26. Best Presidents' Day Sales 2024: 80+ Best Deals

    Pottery Barn: Take up to 50% off bedding, furniture and more during its Presidents' Day sale. Best Buy: Save up to 40% on major appliances at Best Buy for its current sale.

  27. Trump unveils $400 'Never Surrender' sneakers at Philly's Sneaker Con

    Former President Trump unveiled $400 official "Never Surrender" sneakers at Philly's Sneaker Con event on Saturday. Trump debuted a line of tennis shoes called Trump Sneakers during his ...

  28. Best Buy Presidents Day sale: 25 best deals

    Want more deals? Visit CNN Underscored's Guide to Presidents Day for wall-to-wall coverage of the best discounts to be found during the holiday weekend. Until Feb. 28, take up to 40% off select ...

  29. NatWest may 'tell Sid' to buy shares in June

    "If you see Sid, tell him" was an ad campaign in 1986 for the sale of British Gas shares. Thousands 'told Sid' 25 years ago; NatWest shares could be sold to public, says Hunt