Ten Commandments for Better Sales
When he was named Xerox’s district manager for Cleveland, Frank Pacetta vowed to turn his district into number one in the region even though it had finished last the year before. He did it. Here is his Top Ten List on customer service: 1. Prepare customer proposals on weekends and evenings. 2. Never say no […]
Ten Commandments of Prospecting
Without prospects, you are unable to succeed at your job. To keep your prospect list fresh, follow these 10 commandments of prospecting: I. Make an appointment with yourself each day to prospect. Prospecting requires discipline. II. Make as many calls as possible. Define your target market and call only the best prospects, but make as many calls […]
Four Detrimental Sales Mistakes
There are four detrimental, but easy-to-correct, sales mistakes: 1. Thinking like a salesperson rather than a customer. Thinking like a salesperson places the focus on what you want […]
Uncover Opportunities
When working with customers, don’t get so caught up in the selling process that you forget to look for other opportunities. Here are four basic components to discovering sales opportunities: 1. Pay attention. The only thing customers care about is what you can do for them. Don’t limit your research to face-to-face meetings. Read the […]
Make ‘Em Laugh
If, during a cold call, you get an “I’m not interested” from a prospect as soon as you state your name, simply smile and respond, “Well, I’d be very surprised if you were at this point!” Your humor may catch the prospect off guard and buy enough time for you to launch your presentation.
