How to Sell a Price Increase
No customer ever likes to hear about price increases. But, if you handle the situation correctly, you can keep your biggest customers happy and still increase your profits. Here ar
Get Employees to Contribute
Tired of meetings where no one contributes? Schedule a mandatory meeting and tell team members their “admission ticket” will be an index card with an original idea writ
Add Props to Your Presentation
According to Andrea Nierenberg, president of The Nierenberg Group, you can add power and pizzazz to your presentations by using props. She shares the following ideas, which cost li
The 5 R’s of Sales Success
Here’s how the five R’s – Relevance, Receptivity, Recognition, Responsiveness, and Relationship – can help you differentiate your compan
Improve Client Relationships in a Wired World
Since electronic communication has permanently changed business, it’s necessary to take special steps to protect customer relationships. Here are some tips to help you stay i
Don’t Forget the Powerful Sales Letter
In spite of the multitude of communication options available today, the sales letter remains a viable vehicle for reaching your prospects. Here are a few tips to help you revive th
Kids Know How to Innovate
The world is one big school, and sometimes our lessons come from unlikely places. For instance, if salespeople were more like kids, they might be more successful. Consider these ex
Seven Tips for Qualifying
Your goal in professional selling is straightforward: determine the customer’s needs, offer solutions, and successfully conclude the transaction as soon as possible. This nec
How to Get Customers to Value What You’re Giving Away
Do you routinely offer your customers little extras that give you the edge in customer retention? If you do, don’t be afraid to call attention to the fact. Promote your value
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&#
