Get to Know Your Nasty Customers
There are tough customers, and then there are nasty customers – the ones who are rude, sarcastic, intimidating, mean, and vulgar. Nasty customers are the curse of new salespe
Add Power to Your Sales Letters
What’s the most powerful section of your sales letter? Research shows that the postscript is one of the first (sometimes only) items a prospect looks at. Use the P.S. to rest
Don’t Chase Your Prospects. Let Them Chase You!
Tired of the constant follow-up with your prospects that seems to be going nowhere? You’ve made a presentation, but how do you close the sale? Suggest that without your produ
Create a ‘Wish List’ to Bolster Your Customer Relationship
When you start a new customer relationship, sit down and make a “wish list” – all the concerns and needs the customer is facing that you might solve. From this, d
Winning Negotiation Tactics
Good negotiators walk out winners, getting the best of the deal. But when you negotiate, make sure your clients feel like winners, too. If not, they may not do business with you ag
Talk with Team Members Before New Hires Arrive
Experts say that the first 90 days determine how long a new person will stay with an organization. Discuss the new worker’s role with the team. Explore the ways in which some
How Often Should You Advertise?
What are people actually thinking about when they see your ad? Thomas Smith, a nineteenth-century London businessman, offered the following advice to advertisers in 1885. And his w
Top Nine Telephone Basics
Phone skills are an important part of the job. The way you handle your phone is as important as a face-to-face meeting. So take the time to go over some of these basics. Here is a
Brain Power
Nothing beats a good idea’s potential return on investment. Make brainstorming sessions more productive with these steps to create the right environment, initiate the flow of
Keep Loyal Customers Satisfied with Personalized Service
While it is important for you to be personable with every customer, your repeat customers deserve service that goes beyond simple courtesies. You should make a serious effort not o
