Get On Track
From the very beginning of sales careers, reps learn that if they play the numbers game, eventually they’ll make the sales. It’s true, and the most successful people – no matter what they’re selling – live, sleep, and eat prospecting. But they should also know it’s the quality of the time they spend prospecting that makes […]
Write A Thank-You Note When You Lose the Sale
Anybody can remember to write a thank-you letter to a customer after a successful sale or referral. When else should you say thanks? After a final refusal, or when the customer decides to buy from a competitor. A brief, polite, handwritten note thanking a prospect for his or her time and consideration is one of […]
Banish These Hackneyed Lines From Your Sales Talk
We’ve all heard them – the sales clichés that turn off customers. You may even be guilty of some yourself. These trite approaches sound persuasive, but they’re so obvious that most prospects feel you’re insulting their intelligence. Pay attention to your conversations, and strike anything that sounds like this: “What’s it gonna take?” You sound like […]
QUICK Steps to Better Sales
Here are some QUICK and easy steps to help you become better at sales. Quiet quiet, quiet. Know when to be quiet. Let your customer do most of the talking. They will tell you how to sell to them. Understand you customer’s needs. In oder to sell to a customer, you have to know what […]
Powerful Telephone Skills
Be precise with clients. Avoid these murky statements when talking with customers: “I’ll rush the order.” Better: “I’ll overnight it today.” “We’re working on it.” Better: “I’ve asked our delivery manager to schedule it for…” “I’ll call you back.” Better: “I’ll call you by…” “You’ll have it soon.” Better: “You’ll have it by…”
