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 programs aimed at building revenues through customer retention and loyalty are far more successful at generating profits than any other approach.  Researchers say cutting costs is not the best way to go […]

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 salespeople and veterans alike, and although you think you can handle any type of customer, there are some myths that need to be rectified when dealing with […]

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 restate your key point, emphasize a deadline, and/or pique the customer’s curiosity enough to read the entire letter. 

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, develop a checklist. Every time you make a sales call on that customer, review the list together. See how many things you have accomplished, discuss […]

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 again.  Follow these four tactics for successful negotiations.