Improve Client Relationships in a Wired World
Since electronic communication has permanently changed business, it’s necessary to take special steps to protect customer relationships. Here are some tips to help you stay i
Don’t Forget the Powerful Sales Letter
In spite of the multitude of communication options available today, the sales letter remains a viable vehicle for reaching your prospects. Here are a few tips to help you revive th
Kids Know How to Innovate
The world is one big school, and sometimes our lessons come from unlikely places. For instance, if salespeople were more like kids, they might be more successful. Consider these ex
Seven Tips for Qualifying
Your goal in professional selling is straightforward: determine the customer’s needs, offer solutions, and successfully conclude the transaction as soon as possible. This nec
How to Get Customers to Value What You’re Giving Away
Do you routinely offer your customers little extras that give you the edge in customer retention? If you do, don’t be afraid to call attention to the fact. Promote your value
Accentuate the Positive
Consultant Joyce Weiss advises unmotivated salespeople to get out of their comfort zones and reevaluate the way they do business. “When things aren’t going well, it
Ten Commandments for Better Sales
When he was named Xerox’s district manager for Cleveland, Frank Pacetta vowed to turn his district into number one in the region even though it had finished last the year bef
Punch Up Your Presentation
Add persuasive punch to your next presentation by imagining you have got only five minutes to sell the organization’s president on your idea.
Selling the Quick Payback
One of the tricks of closing the sale, especially when selling to CFOs and other financial executives, is demonstrating return on investment. Prospects want to know that if they sp
Ten Commandments of Prospecting
Without prospects, you are unable to succeed at your job. To keep your prospect list fresh, follow these 10 commandments of prospecting: I. Make an appointment with yourself