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 descriptions of four particularly difficult types of meeting disrupters and how to handle them. The repeaters.These people bring up the same issues and points over and over […]
There are four detrimental, but easy-to-correct, sales mistakes: 1. Thinking like a salesperson rather than a customer. Thinking like a salesperson places the focus on what you want […]
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 sales opportunities: 1. Pay attention. The only thing customers care about is what you can do for them. Don’t limit your research to face-to-face meetings. Read the […]
Do you ask enough questions? Here are six reasons questions are your most important selling tool: Questions get the right person talking. That’s the customer. Questions focus the call on the customer, not the salesperson. Questions show you’re interested in your prospects, which flatters them. Questions help identify customers’ needs and desires so you can […]
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 Express customer service representative spending the day playing last-minute Santa. She held in her hand a package she thought could be a gift. Though the package […]
