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
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.
Ten Steps to Closing Every Sale
Closing sales doesn’t take magic. Just follow this simple 10-step plan: Get your prospect to say “yes” right away. As you talk to a customer, ask questions
Study Reveals Crucial Sales Tips
If you want to sell executives on a proposal, service, or project, your presentation must be organized – and it should also be informal, relaxed, and conversational. That
Boosting Revenues, Not Cutting Costs, Is Way to Succeed in Downturn
Contrary to what cost-cutting beancounters contend, the slashing approach during economic downturns may do more harm than good to profits. Now, new research shows that progra
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
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
Winning Negotiation Tactics
Good negotiators walk out winners, getting the best of the deal. But when you negotiate, make sure your clients feel like winners, too. If not, they may not do business with you ag