{"product_id":"2940013997189","title":"The Road To Profit Funnel Wealth","description":"Nothing warms the cockles of a salesperson more than getting a new client.\u003cbr\u003eOften you are able to secure that new client because you have a quality core\u003cbr\u003egood or service that is provided at a competitive price.\u003cbr\u003eWhile you may not make a great deal off that initial offering, there will no doubt\u003cbr\u003ebe the chance to build on your initial rapport with your new client and engage in\u003cbr\u003ethe task many sales people know as “up-selling.”\u003cbr\u003e6\u003cbr\u003e7\u003cbr\u003eThat is where the concept of the Profit Tunnel comes into play.\u003cbr\u003eThe Profit Tunnel is your pathway to building a relationship with your customer\u003cbr\u003ethat begins with the purchase of initial goods or services. Once that initial\u003cbr\u003erelationship is established, you build on that relationship by evaluating the needs\u003cbr\u003eof your client and identify other goods or services that will also benefit your\u003cbr\u003ecustomer.\u003cbr\u003eAs you are able to acquaint, interest, and finally sell additional and often higher\u003cbr\u003epriced items to your customer, your profit margin will increase. The Profit Tunnel\u003cbr\u003emodel works very well whether you are working with a brick and mortar business\u003cbr\u003eor going strictly with an online presence.\u003cbr\u003eIn both instances, the task involves winning the confidence of the prospect,\u003cbr\u003eidentifying entry level products or services that will be of interest to the prospect,\u003cbr\u003eselling the prospect on the goods or services, and then continuing to offer\u003cbr\u003eadditional products or enhancements that will make life even easier for that\u003cbr\u003eformer prospect that is now your customer.\u003cbr\u003eLow Ticket\u003cbr\u003eWhen it comes to winning the confidence of a prospect, nothing speaks louder\u003cbr\u003ethan a good deal. Persons who are responsible for securing goods and services\u003cbr\u003efor their employer love to save the company money.\u003cbr\u003eIt enhances his or her reputation with the officers and owners. At the same time,\u003cbr\u003eno one wants to end up with a low cost service that ends up being a dud. This\u003cbr\u003emeans the good or service needs to perform well along with being cost efficient.\u003cbr\u003eYour job is to match low cost quality goods or services with the business type of\u003cbr\u003eyour prospect. Once you demonstrate how one of your low cost offerings will\u003cbr\u003econsistently outperform the competition and save money for the prospect’s\u003cbr\u003e8\u003cbr\u003eemployer, you will be poised to help roll out your low cost offering throughout the\u003cbr\u003eorganization, making your profit in volume distribution initially.\u003cbr\u003eOnce your offering is functioning throughout the organization, you may find that\u003cbr\u003enot only do you have the ear of your initial contact, but now you have the ability\u003cbr\u003eto interact with persons throughout the organization that may be interested in\u003cbr\u003eother offerings that you can supply.\u003cbr\u003eProviding additional goods or services that are in a similar price range will be\u003cbr\u003eanother way you will increase the profit margin. This is sometimes referred to as\u003cbr\u003elateral selling.\u003cbr\u003eSimply put, you are not really pushing items with a higher price tag, or even\u003cbr\u003eenhancements to services you have already sold which would increase the\u003cbr\u003eprofits. You are simply broadening your current situation to include more of the\u003cbr\u003esame, from a charge perspective.\u003cbr\u003eThere is nothing wrong with lateral selling. In fact, it can be quite profitable.\u003cbr\u003eHowever, in time it reaches a point where there is no more room for more of the\u003cbr\u003esame and you need to move on to the next level.\u003cbr\u003eMid Ticket\u003cbr\u003eNow safely ensconced with several low cost offerings, you can begin to look at\u003cbr\u003eother needs of your customer. Chances are you have goods or services that may\u003cbr\u003ebe used on a less frequent basis, but carry a higher price tag.\u003cbr\u003eWith your low cost items working just fine for your client, you will easily be able to\u003cbr\u003egain attention for these mid priced offerings.\u003cbr\u003eAs part of your presentation, it is important to demonstrate not only what you\u003cbr\u003ehave to offer today, but also be prepared to present the attributes of the offering\u003cbr\u003e9\u003cbr\u003ein such a way that your client can begin to brainstorm possibly uses within the\u003cbr\u003eorganization.\u003cbr\u003eYou may want to have one or two ideas ready, just to prime the thinking process,\u003cbr\u003eif necessary. But the more your client can come up with possible uses, the\u003cbr\u003egreater his ownership of using the mid ticket item will become, and the closer you\u003cbr\u003ewill be to another sale.\u003cbr\u003eBe prepared to have to wait until the timing is right to spring your mid ticket item\u003cbr\u003eon your client. If the item is only going to be used a few times a year, the interest\u003cbr\u003elevel may not be there until the time is growing near for the next relevant event.\u003cbr\u003eBy all means introduce the item but if your client wants to put off the discussion\u003cbr\u003euntil closer to time, lock in a date and time to renew the discussions.\u003cbr\u003eHigh Ticket – Extremely High Ticket\u003cbr\u003eThe dream of selling high ticket good or services is often the goal of the\u003cbr\u003esalesperson. After all...","brand":"Altantic eBooks","offers":[{"title":"Default Title","offer_id":47083402166512,"sku":"2940013997189","price":0.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/2940013997189_p0.jpg?v=1763598772","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/2940013997189","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}