Accentuate the Positive
Consultant Joyce Weiss advises unmotivated salespeople to get out of their comfort zones and reevaluate the way they do business. “When things aren’t going well, it’s easy to blame the marketplace or the economy,” she says, “But you have to stop whining, look in the mirror, and force yourself to address the problem squarely and […]
Ten Commandments for Better Sales
When he was named Xerox’s district manager for Cleveland, Frank Pacetta vowed to turn his district into number one in the region even though it had finished last the year before. He did it. Here is his Top Ten List on customer service: 1. Prepare customer proposals on weekends and evenings. 2. Never say no […]
Punch Up Your Presentation
Add persuasive punch to your next presentation by imagining you have got only five minutes to sell the organization’s president on your idea.
Selling the Quick Payback
One of the tricks of closing the sale, especially when selling to CFOs and other financial executives, is demonstrating return on investment. Prospects want to know that if they spend $1, they will get back $2. Copywriter Mike Pavlish puts it this way: “You must convince the prospect that the price you ask is a […]
