Mistake City
If you fear mistakes, you’re bound to make them. Why? Because instead of playing to win, you’re playing not to lose. Taking the safe path can lead you down the wrong path. If you’re trying not to lose or make mistakes, you’ll come up short. This attitude becomes a crutch that will negatively affect your […]
Keep the Pizzazz In Your Presentation
Don’t dilute the impact of your message. Instead, help your audience follow along: minimize words and statistics on slides; use contrasting colors and varied type fonts to increase readability; don’t clutter the screen; provide written handouts. Remember: visuals should be a backdrop, not the main event, when you make a closing presentation.
Rules For Winning
In order for you to win the majority of the time, you need a selling system that is more powerful than your prospects’ objections. Here are some tips from the Sandler Sales Institute to make your sales system more effective. Establish rapport with your prospects. Prospects create a “defensive wall” because they know you want […]
Crash Course On Customer Service
The 10 most important words: “I apologize for our mistake. Let me make it right.” The 9 most important words: “Thank you for your business. Please come back again.” The 8 most important words: “I’m not sure, but I will find out.” The 7 most important words: “What else can I do for you?” The 6 most important words: “What is most convenient for you?” […]
Five Steps to Fostering Goodwill
A seasoned professional salesman once said to some new recruits, “No customer will leave you as long as it is to his or her advantage to stay. Your job is to make sure that there is an advantage in the continued relationship, and that your customer is fully aware of it.” It almost seems too simple a […]
