In spite of the multitude of communication options available today, the sales letter remains a viable vehicle for reaching your prospects. Here are a few tips to help you revive this “ancient” art to your advantage: Use an arresting headline. Your prospects will continue reading if the first line they see is something like “Outsmart your […]
The world is one big school, and sometimes our lessons come from unlikely places. For instance, if salespeople were more like kids, they might be more successful. Consider these examples. Kids don’t pay attention to the word “no.” They ignore it and keep right on going. Maybe they are not always successful, but “no” doesn’t stop […]
Your goal in professional selling is straightforward: determine the customer’s needs, offer solutions, and successfully conclude the transaction as soon as possible. This necessitates qualifying prospects. Here are seven reasons why it is essential to qualify your customers: Qualifying determines wants, needs, and desires. Once you discover there is a distinct need that can be fulfilled […]
Do you routinely offer your customers little extras that give you the edge in customer retention? If you do, don’t be afraid to call attention to the fact. Promote your value-added services. If you offer a free service, put it on your invoice at the hourly rate – and then mark it FREE so that […]
Consultant Joyce Weiss advises unmotivated salespeople to get out of their comfort zones and reevaluate the way they do business. “When things aren’t going well, it’s easy to blame the marketplace or the economy,” she says, “But you have to stop whining, look in the mirror, and force yourself to address the problem squarely and […]
