Developing 20/20 Hearing: A Skill That Can Boost Sales
Successful salespeople are better listeners than talkers. Instead of talking about how valuable they are, they carefully listen for how they can be of value. Here are three steps to help salespeople develop “20/20” hearing: 1. Tune in totally. Before meeting, decide to listen 80% of the time and talk only 20% of the time. […]
The Secret to Winning Back Customers
There’s a difference between lost customers and dead customers. When looking for new business, we ignore lost business. A New Jersey-based consulting firm estimates that the closing ratio for new prospects is 5% to 20%, but the potential to regain lost customers is 20% to 40%. Here are five ways to create your own customer […]
Instead of “Shooting from the Lip”
Helping difficult customers often means overcoming your first impulse. Turn “shoot from the lip” responses into tactful, helpful ones. 1. “I can’t help you with that.” Instead try: “I need more information to determine the best way to help you.” Don’t jump to the conclusion that you can’t help your customer just because their question isn’t […]
Polish Your Negotiation Skills
Your sales force can speed through negotiations painlessly by keeping these pointers in mind. FOCUS ON THE OUTCOME. Let your customer know that your goal is to help him at a fair price for both of you. Keep the atmosphere friendly and calm. DO YOUR HOMEWORK. Gather as much information as you can ahead of time. Study […]
