Communicate Your Way to a Successful Close
You may be saying one thing, but your prospect is hearing something completely different. This could cause problems during the close. To communicate more effectively, consider the
Everyone Can Use Cross – Promotion
Believe it or not, some other business has already spent the time, effort, and advertising dollars to attract a ton of customers for you – customers who can be yours for litt
Increase the Effectiveness of Your Emails with These Tactics
The rise of virtual teams and long-distance workplaces has brought a growing dependence on email. Like every form of communication, email is a tool that requires a certain amount o
The Dos and Don’ts of Price
The presentation has gone well. The prospect has asked many good questions, seems satisfied with your responses, and agrees there is a need for your product or service. Now it’s
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
Instead of “Shooting from the Lip”
Helping difficult customers often means overcoming your first impulse. Turn “shoot from the lip” responses into tactful, helpful ones. 1. “I can’t hel
Polish Your Negotiation Skills
Your sales force can speed through negotiations painlessly by keeping these pointers in mind. FOCUS ON THE OUTCOME. Let your customer know that your goal is to help him at a fair
Those Little Extras Make A Big Difference
Highly successful salespeople take a few extra steps to ensure their travel pays dividends: Meet a new person every time you call on an important customer. Network with all the
How to CAPTURE Business
C – Customize: Create an individually targeted presentation and solution for each potential customer. A – Analogies: Find a sales situation in previous sale
Tackling High-Priority Projects
Identify your top priorities. All jobs aren’t equally important, no matter how urgent they may appear. Due date alone is not always an indication of priority. Make a li
