Polish Your Negotiation Skills
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
Those Little Extras Make A Big Difference
Highly successful salespeople take a few extra steps to ensure their travel pays dividends: Meet a new person every time you call on an important customer. Network with all the
10 Sales Mistakes You Don’t Ever Want To Make
1. Not preparing for the call. You must know your customers, the marketplace, and the customers’ competition, and you must read one or two business periodicals per week. 2. Usi
Recognize the Stages of Customers’ Decision-Making to Sell More Effectively
If your complaint is that it takes customers forever to make up their minds, maybe you don’t fully understand the decision-making process. Recognizing which stage a customer is i
How to CAPTURE Business
C – Customize: Create an individually targeted presentation and solution for each potential customer. A – Analogies: Find a sales situation in previous sale
Ten Steps to Closing Every Sale
Closing sales doesn’t take magic. Just follow this simple 10-step plan: Get your prospect to say “yes” right away. As you talk to a customer, ask questions
Study Reveals Crucial Sales Tips
If you want to sell executives on a proposal, service, or project, your presentation must be organized – and it should also be informal, relaxed, and conversational. That
Continuous Learning Increases Territory Sales
Do you approach every sales call as a learning opportunity? Do the customers in your territory view you as a resource for new information? The best approach is to use a continuous
Be a Better Seller
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
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 rest
