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 […]
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, […]
Make ‘Em Laugh
If, during a cold call, you get an “I’m not interested” from a prospect as soon as you state your name, simply smile and respond, “Well, I’d be very surprised if you were at this point!” Your humor may catch the prospect off guard and buy enough time for you to launch your presentation.
Send a Travel Postcard to Increase Your business
Here’s a simple way to use postcards to attract new customers. The next time you’re at an industry convention, buy 25 postcards that represent the place you’re visiting. Think of a clever headline that ties in with the picture on the card. For example, a real estate agent sent a Nashville postcard that showed horses […]
