Top Salespeople Sell in Every Economy
Some salespeople view themselves as victims of the economy. They listen to all the pessimistic economic forecasts and blame declining sales on terrorists’ acts and other issues.
Everyone Can Use Cross – Promotion
Believe it or not, some other business has already spent the time, effort, and advertising dollars to attract a ton of customers for you – customers who can be yours for litt
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 o
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
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 t
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 clos
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 hel
Polish Your Negotiation Skills
Your sales force can speed through negotiations painlessly by keeping these pointers in mind. FOCUS ON THE OUTCOME. Let your customer know that your goal is to help him at a fair
Those Little Extras Make A Big Difference
Highly successful salespeople take a few extra steps to ensure their travel pays dividends: Meet a new person every time you call on an important customer. Network with all the
10 Sales Mistakes You Don’t Ever Want To Make
1. Not preparing for the call. You must know your customers, the marketplace, and the customers’ competition, and you must read one or two business periodicals per week. 2. Usi