The 5 R’s of Sales Success
Here’s how the five R’s – Relevance, Receptivity, Recognition, Responsiveness, and Relationship – can help you differentiate your compan
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
Four Detrimental Sales Mistakes
There are four detrimental, but easy-to-correct, sales mistakes: 1. Thinking like a salesperson rather than a customer.
People Buy on Emotion, Not Logic
It’s vital for sales reps to be able to recognize self-preservation as a basic human need. If salespeople can’t address customers’ personal interests in why they
Don’t “Sell” People. Let Them Buy.
It’s very interesting to study what motivates people. For example, nobody wants to be “sold” anything, yet everybody likes to “buy,” Buying is an invi
Put a Spin on Your Questions
The next time you’re trying to identify a customer’s needs, remember the acronym SPIN. S. Situation. What is the customer’s general background? This is
They’ll Need to See Your Message 29 Times Before They Buy
This is what some marketing experts call the “Law of 29.” Whether or not you agree with the number of exposures it takes through the sales cycle is not important. What
Words That Kill the Sale
Despite the popular saying to the contrary, words can sometimes be stronger than actions. An example is when you’re presenting to a prospect, and you’ve covered all th
Make Them an Offer They Can’t Refuse
If you make your customer feel comfortable about a potential purchase, you’ll improve your odds of making the sale. Put prospects at ease by giving them a free trial period
Customer Satisfaction Is Up When Wait Is Down
Before you put a great amount of time and money into a plan to improve customer satisfaction, consider this: A recent survey found that the most important factor affecting sa
