Build Trust By Making Your Marketing Relevant and Transparent
When you begin to use your website and measurement tools for ROI, you have yet another bridge to cross. You need to build trust within the people who use your site and/or respond t
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
How to Make the Most of the ‘Send Me Some Material’ Request
Too often, a customer who says, “Send me some information on your product,” really means “Go away and stop bothering me.” To get the most value from the lit
How to Work a Customer in One Minute
You’re at a networking event or riding the elevator. Standing next to you is the ideal prospect, but this is no time to launch into a sales presentation. You’ve got one
Sales Strategies for Superstars
Want to reach the top of your profession? Don’t rely on luck. It takes hard work, dedication, a constant willingness to learn, and more hard work. Don’t just be a pro
Enhancing Customer Loyalty During Change
We are living in an age of incredible change and some instability. Organizations are undergoing massive changes including reorganizations, re-engineering, downsizing, mergers, acqu
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
Benefit From Account Reviews
The selling advantage A regular account review is an excellent way to keep in touch with your regular customers and let them know you are interested in their well-being. Set up a
Move Over, Rambo
Looking to inspire your coworkers? Try this suggestion at your next team building session: View a popular movie that promotes some value or skill pertinent to your job. Some possib
Sales Killers You Must Avoid
Most salespeople concentrate on learning how to make sales. But they also need to learn how to avoid some common ways of killing sales. Sales trainer John Graham has identifi
