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
How to Handle Disrupters
You’ve just been appointed facilitator for the next meeting, but you know that if it’s to be successful, you’ll have to rein in a few troublemakers. Here are desc
Uncover Opportunities
When working with customers, don’t get so caught up in the selling process that you forget to look for other opportunities. Here are four basic components to discovering sale
Keeping Customers Happy
A customer’s family was nearing the end of a mountain of presents last Christmas when the phone rang. The caller? Not a relative spreading holiday cheer, but a Federal Expres
Use Time Wisely
Stop wasting time reading unwanted email messages. Follow the example of one busy team leader. He decided to respond to every email for a week with a note on its appropriateness. H
Make ‘Em Laugh
If, during a cold call, you get an “I’m not interested” from a prospect as soon as you state your name, simply smile and respond, “Well, I’d be very s
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
Close Without Being Pushy
A common theme among salespeople is the fear of coming off as pushy. Some salespeople won’t even ask for the sale because of this fear. They want to build a solid relationshi
Get Your Price
For those times you work hard finding the product that will suit your customer’s needs only to face getting beat up on the price, here are a few helpful ideas to preserve you
Step by Step: The Selling Cycle
Establish or uncover a need, problem, or desire. Intensify the problem and the prospect’s desire to solve it. Offer solutions to the problem. Get the prospect to take act