Four Detrimental Sales Mistakes
There are four detrimental, but easy-to-correct, sales mistakes: 1. Thinking like a salesperson rather than a customer. Thinking like a salesperson places the focus on what you want […]
Uncover Opportunities
When working with customers, don’t get so caught up in the selling process that you forget to look for other opportunities. Here are four basic components to discovering sales opportunities: 1. Pay attention. The only thing customers care about is what you can do for them. Don’t limit your research to face-to-face meetings. Read the […]
Why Ask Questions? Six Reasons
Do you ask enough questions? Here are six reasons questions are your most important selling tool: Questions get the right person talking. That’s the customer. Questions focus the call on the customer, not the salesperson. Questions show you’re interested in your prospects, which flatters them. Questions help identify customers’ needs and desires so you can […]
Keeping Customers Happy
A customer’s family was nearing the end of a mountain of presents last Christmas when the phone rang. The caller? Not a relative spreading holiday cheer, but a Federal Express customer service representative spending the day playing last-minute Santa. She held in her hand a package she thought could be a gift. Though the package […]
Use Time Wisely
Stop wasting time reading unwanted email messages. Follow the example of one busy team leader. He decided to respond to every email for a week with a note on its appropriateness. He responded with one of three comments: 1. Keep sending this sort of critical information. 2. Send this to a responsible person on my team, […]
