Even experienced sellers need a refresher course every now and then. Here are five things for salespeople to remember to improve their persuasiveness during sales calls. Selling isn’t about salespeople and their products. Selling is about customers and their problems. You’ll close more sales by being customer-centered, not self-centered. Prospects who haven’t developed trust in you […]
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 […]
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.
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 […]
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.
