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
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 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