Most companies think they have a solid business and marketing strategy. In fact, it may be a good or even great strategy, but the reality is many strategies can be a gamble if not properly approached and developed. Common reasons include: Basing strategies on wrong assumptions and gut feelings versus having a clear understanding of […]
Some salespeople view themselves as victims of the economy. They listen to all the pessimistic economic forecasts and blame declining sales on terrorists’ acts and other issues. Top salespeople accept no excuses for poor performance. They recognize that customers depend on them to perform tasks that need to be done. They view themselves as completely […]
Successful salespeople are better listeners than talkers. Instead of talking about how valuable they are, they carefully listen for how they can be of value. Here are three steps to help salespeople develop “20/20” hearing: 1. Tune in totally. Before meeting, decide to listen 80% of the time and talk only 20% of the time. […]
There’s a difference between lost customers and dead customers. When looking for new business, we ignore lost business. A New Jersey-based consulting firm estimates that the closing ratio for new prospects is 5% to 20%, but the potential to regain lost customers is 20% to 40%. Here are five ways to create your own customer […]
Your sales force can speed through negotiations painlessly by keeping these pointers in mind. FOCUS ON THE OUTCOME. Let your customer know that your goal is to help him at a fair price for both of you. Keep the atmosphere friendly and calm. DO YOUR HOMEWORK. Gather as much information as you can ahead of time. Study […]
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