Increase the Effectiveness of Your Emails with These Tactics
The rise of virtual teams and long-distance workplaces has brought a growing dependence on email. Like every form of communication, email is a tool that requires a certain amount of finesse. Here are some tips for you on getting the message across.1. One email, one topic. Don’t try to cover too much territory in a single […]
The Dos and Don’ts of Price
The presentation has gone well. The prospect has asked many good questions, seems satisfied with your responses, and agrees there is a need for your product or service. Now it’s time to talk price. What do you do? If the buyer mentions price first and you’re not yet ready to talk about it, you can […]
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 […]
