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
Recognize the Stages of Customers’ Decision-Making to Sell More Effectively
If your complaint is that it takes customers forever to make up their minds, maybe you don’t fully understand the decision-making process. Recognizing which stage a customer is i
How to CAPTURE Business
C – Customize: Create an individually targeted presentation and solution for each potential customer. A – Analogies: Find a sales situation in previous sale
You Can’t Afford Not to Prospect
The jury is out about whether good salespeople like to prospect or can do it well. But the bottom line is that without new business, salespeople are gambling. Here are some ways to
Tackling High-Priority Projects
Identify your top priorities. All jobs aren’t equally important, no matter how urgent they may appear. Due date alone is not always an indication of priority. Make a li
The Right Way to Write a Thank-You Note
1. Keep it short. Customers won’t read long notes. 2. Make it personal. Print the note yourself. Add your own stamp instead of company postage marks. 3.
Ten Steps to Closing Every Sale
Closing sales doesn’t take magic. Just follow this simple 10-step plan: Get your prospect to say “yes” right away. As you talk to a customer, ask questions
Study Reveals Crucial Sales Tips
If you want to sell executives on a proposal, service, or project, your presentation must be organized – and it should also be informal, relaxed, and conversational. That
Continuous Learning Increases Territory Sales
Do you approach every sales call as a learning opportunity? Do the customers in your territory view you as a resource for new information? The best approach is to use a continuous