Seven Tips for Qualifying
Your goal in professional selling is straightforward: determine the customer’s needs, offer solutions, and successfully conclude the transaction as soon as possible. This necessitates qualifying prospects. Here are seven reasons why it is essential to qualify your customers: Qualifying determines wants, needs, and desires. Once you discover there is a distinct need that can be fulfilled […]
Accentuate the Positive
Consultant Joyce Weiss advises unmotivated salespeople to get out of their comfort zones and reevaluate the way they do business. “When things aren’t going well, it’s easy to blame the marketplace or the economy,” she says, “But you have to stop whining, look in the mirror, and force yourself to address the problem squarely and […]
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 […]
