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
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
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.
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
Be a Better Seller
Even experienced sellers need a refresher course every now and then. Here are five things for salespeople to remember to improve their persuasiveness during sales calls. Selling
Get to Know Your Nasty Customers
There are tough customers, and then there are nasty customers – the ones who are rude, sarcastic, intimidating, mean, and vulgar. Nasty customers are the curse of new salespe
Add Power to Your Sales Letters
What’s the most powerful section of your sales letter? Research shows that the postscript is one of the first (sometimes only) items a prospect looks at. Use the P.S. to rest
Don’t Chase Your Prospects. Let Them Chase You!
Tired of the constant follow-up with your prospects that seems to be going nowhere? You’ve made a presentation, but how do you close the sale? Suggest that without your produ
Create a ‘Wish List’ to Bolster Your Customer Relationship
When you start a new customer relationship, sit down and make a “wish list” – all the concerns and needs the customer is facing that you might solve. From this, d
How Often Should You Advertise?
What are people actually thinking about when they see your ad? Thomas Smith, a nineteenth-century London businessman, offered the following advice to advertisers in 1885. And his w
