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 salespeople and veterans alike, and although you think you can handle any type of customer, there are some myths that need to be rectified when dealing with […]
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 restate your key point, emphasize a deadline, and/or pique the customer’s curiosity enough to read the entire letter.
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 product or service, your prospect will miss out on something great. Here are a few ideas. 1. Tell a story that creates a sense of urgency. Uncover […]
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, develop a checklist. Every time you make a sales call on that customer, review the list together. See how many things you have accomplished, discuss […]
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 words still apply today: 1. The first time people look at your ad, they don’t even see it. 2. The second time, they don’t notice it. 3. The […]
