Those Little Extras Make A Big Difference
Highly successful salespeople take a few extra steps to ensure their travel pays dividends: Meet a new person every time you call on an important customer. Network with all the
10 Sales Mistakes You Don’t Ever Want To Make
1. Not preparing for the call. You must know your customers, the marketplace, and the customers’ competition, and you must read one or two business periodicals per week. 2. Usi
Recognize the Stages of Customers’ Decision-Making to Sell More Effectively
If your complaint is that it takes customers forever to make up their minds, maybe you don’t fully understand the decision-making process. Recognizing which stage a customer is i
How to CAPTURE Business
C – Customize: Create an individually targeted presentation and solution for each potential customer. A – Analogies: Find a sales situation in previous sale
You Can’t Afford Not to Prospect
The jury is out about whether good salespeople like to prospect or can do it well. But the bottom line is that without new business, salespeople are gambling. Here are some ways to