Five Steps to Fostering Goodwill
A seasoned professional salesman once said to some new recruits, “No customer will leave you as long as it is to his or her advantage to stay. Your job is to make sure that t
Need Better Leads? Hold a Website Contest
Your website should be a bountiful source of leads for your sales staff. With the right kind of planning, an online contest can produce a steady stream of qualified prospects. Here
SMART Ways to Build Loyalty
Success in wooing – and keeping – customers means being SMART: Specify. Spell out to what extremes you’ll go to win the customers’ loyalty –
It’s What You Say and How You Say It
An ancient king once dreamed that all his teeth had fallen out. He was naturally concerned about his dream, so the next morning sent for a soothsayer to interpret his dream. The so
Too Busy to Say Thank You?
Your intentions are good, and you know it’s important, but somehow you never have time to send that all-important thank-you note after closing a sale. Get a roll of stamps
The 5 D’s of Success
To be a super salesperson and live up to your full potential, remember these five D’s: Decision.You must make a conscious decision to take charge of your own life and future
Do You Have “ROOF”?
“ROOF” stands for rapport, outcomes, outside, and flexibility. Next time you’re having a problem selling or communicating, ask yourself if you: Are building and k
Go Beyond Price When Talking to Prospects
Your salespeople should never let price become the dominant factor in any customer’s decision. Even if your prices are competitive, you’ll do better in the long run by
Don’t Oust Trade Shows
At many companies, people are looking for financial corners to cut. Whether it’s supplies or salaries, many managers have to protect their departments from the budget knife.Â
The Game: Last-Minute Negotiations at Closing
You’re feeling great. The buyer says he will accept your offer, and the deal appears to be all but closed. At this point, you want to finish the sale, reap the glory, and collec
