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 product or service, your prospect will miss out on something great. Here are a few ideas. 1. Tell a story that creates a sense of urgency. Uncover […]
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, develop a checklist. Every time you make a sales call on that customer, review the list together. See how many things you have accomplished, discuss […]
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 again. Follow these four tactics for successful negotiations.
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 team members’ roles may change when the new person arrives, and make sure people understand that they shouldn’t simply dump their grunt work […]
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 words still apply today: 1. The first time people look at your ad, they don’t even see it. 2. The second time, they don’t notice it. 3. The […]
