If You Talkamileaminute, No One Will Listen!
Your choice of words is always important when you are conducting business. The right choice can help you soothe an angry customer, close a sale, or earn a raise. But also important is the speed at which you speak. If you talk too quickly, listeners may not be able to keep up with you. If you speak […]
Value-Added Selling is a Four-Step Process
Value-added selling is an ongoing process and, as such, contains four steps that repeat themselves constantly. 1st – Preparation. Commit to the value-added attitude. Become a student of sales and study. Focus strategically on the types of customers from whom you think you can get the return you need. 2nd – Planning. Planning is call […]
How to Sell a Price Increase
No customer ever likes to hear about price increases. But, if you handle the situation correctly, you can keep your biggest customers happy and still increase your profits. Here are some tips: Be selective. You may not want to announce an across-the-board price increase. Rather, increase prices only for new clients or for new products […]
The 5 R’s of Sales Success
Here’s how the five R’s – Relevance, Receptivity, Recognition, Responsiveness, and Relationship – can help you differentiate your company’s product and services: Make your message more relevant. Top marketers are using their customer information to find better ways to make their messages and communications more relevant to the customer. By knowing customers’ needs, behaviors, and perceptions, marketers can target specific […]
Don’t Forget the Powerful Sales Letter
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 […]
