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::Welcome to the
December 2005 Issue::
::HomePartyPlanNetwork.com
Monthly Newsletter::
 In
This Issue
Advertising Special
:: State Directory Ads
Featured Home Party Plan ::
Sensaria
Featured Article ::
A Simple Sales Strategy: What
To Say When Asked For A Discount
Home Party Plan Tips ::
Dessert Cheesecake Ball Recipe
Visit Our Site Sponsors
Home Party Plan Business Opportunities
Must See Consultant Marketing Supplies
Sites
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Special
Purchase a One Year Home Party Directory ad
for $40 and
receive a FREE One Year State Directory Ad
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**Offer Valid through 12-31-05**
One Year State Directory Ads are also on
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**Offer Valid through 12-31-05**
Be sure to visit our
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Featured
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Home
Party Tips
Dessert Cheesecake Ball
(makes 2 cups)
1 8oz pkg cream cheese, softened
½ c. softened butter (no substitutes)
¼ tsp vanilla extract
¾ c. confectioner's sugar
2 T. brown sugar
¾ c. mini chocolate chips (must be mini)
¾ c. finely chopped pecans (optional)
Graham crackers or Graham Cracker Stix
In a mixing bowl, beat the cream cheese,
butter & vanilla until fluffy. Gradually add sugars, beat until just
combined. Stir in chocolate chips. Cover and refrigerate two hours. Place
cream cheese mixture on a large piece of plastic wrap and shape into a
ball. Refrigerate for at least an hour. If you choose, just before
serving, roll cheese ball in pecans. Serve with graham crackers. (You may
add other flavors such as toffee chips, peanut butter chips, etc. along
with the chocolate chips...but chop them into smaller pieces)
---------------------------------
This recipe submitted by:
Nanci Hatcher
Independent Consultant for Close To My
Heart (CTMH)
rowdygirl@charter.net
Thank you to everyone that submitted
their recipes! We added 9 NEW RECIPES to the site this week!
Click on this link to view all of our
Appetizer Recipes:
http://www.homepartyplannetwork.com/recipes/index.htm
Featured
Article
A Simple Sales Strategy: What To Say When
Asked For A Discount
Has anyone ever said to you, "Your price is too high and I'd
like a discount." In this article I outline two approaches for
responding to this comment. One of the approaches even has the
potential for you to make a bigger sale than you originally
anticipated. Curious? First, giving discounts in the right
way may well be the most appropriate thing to do. Conversely,
giving a discount in the wrong way can not only lose you a sale
but could lose you all possible future sales from a potential
client. Read on to see what I mean.
Just suppose you say "yes" and immediately give a discount. What
do you think this potential client now thinks?:
*
You seem desperate for the sale. * I wonder how far you will
lower your price. Mmmm, maybe I should ask for an
even bigger discount than I originally planned. * The price you
originally offered was not the real price. Are you
trying to trick me? Can I really trust you? * You don't set a
very high value on your own services if you are prepared
to
discount so quickly. * You agree your price is too high. This is
a problem. * Next time I come to buy anything from
you, I will ask for a discount again.
The problem with just giving a discount by itself is that you
have given something away and have asked for absolutely
nothing in return. You've just created a win/lose situation. The
potential client has "won" a discount amount
and you have "lost" it. Also, just because you've agreed to a
discount doesn't mean you'll get the sale, in fact, quite
the opposite. You may have damaged your credibility to the
extent this person no longer trusts you or wants to do
business with you.
Just suppose now that instead of giving the discount you ask
them, "Why do you want a discount?" The response will
help you understand what is behind the request. Then, depending
on how they respond, you could use one of two
approaches.
Approach One
This approach is useful if money really is an issue. Instead of
giving a discount, you lower the price by taking
out something of value. This is a win/win choice. They get the
lower price and you still maintain your price for a
certain value bundle. You could say, for example, "If price is
more of an issue for you, then I suggest that we take
out X product/service." (Suggest taking something out of
high-perceived value). The person needs to see that in
order to get the discount they have to give up some of the value
from your offer. Alternatively you could ask them for
suggestions for what they'd like to take out. Or maybe offer a
couple of suggestions. Your potential clients need
to
understand that there is a price for reducing the price!
Approach Two
You agree to give a discount provided they give you something in
return. In exchange for a discount you ask
them to give you something which is important or of value to
you. That's another win/win choice. For example, suppose
you offer consulting at $200 an hour, and someone asks for a
discount. You could say, "I am prepared to reduce my rate
from $200 to $180 an hour if you agree to an initial 100 hours
of consulting." The client will receive the discount
and you have received a commitment for 100 hours. Another
example is giving a discount based on the client buying
from you by a certain date, which is an important date for you
(e.g. tax year end). The important thing is to ensure
that whatever you do, it is a win/win situation and that the
person is perfectly clear as to why you are prepared to
give the discount.
I
was once involved in a very large sale worth several million
dollars. As usual, I was asked for a sizeable
discount. I agreed to the discount provided the client made a
commitment to purchase some other services at the same
time (which they needed). As a result of being asked for a
discount and the way I packaged my response, I ended up
with a much bigger sale, double in fact!
I
hope you're starting to see that when people ask for a discount,
it creates a great opportunity for you.
(c) Tessa Stowe, Sales Conversation, 2005 You are welcome to
"reprint" this article online as long as it remains
complete and unaltered (including the "about the author" (info
at the end).
Tessa Stowe helps Coaches and Consultants stop struggling to
sell, and instead attract clients like magic! Her FREE
e-course tells you how: "Attract More Clients Naturally: 10
Simple Strategies That Work ... Even If You Hate Selling!"
Sign up now at
http://www.attractmoreclientsnaturally.com
Home
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Must
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Glitz
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MLMEasyMoney.com
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Fully integrated contact, downline and financial management software
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Promote your business with a Photo "Brag
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Business Enhancements, Inc.
Providing Direct Sales Consultants the tools
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products, jewelry products, and scrapbooking products.
DreamTracker Solutions PartyTracker
2.0 is geared toward the individual who sells for an at home party plan
company. Designed to help the party plan representative organize their
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Express Yourself!
Promote your business and
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Serving Consultants and Leaders in the direct sales industries since 1998,
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Marking Solutions
Marking Solutions is a Member of the Direct
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Gene Letterio Company
Our company was founded in 1967. We are proud
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Party Manager Software
Valuable software for any type of sales
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We offer custom/personalized
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T.R.I.M. Designs, Inc.
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