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. Be
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 ar
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 compan
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 th
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 nec
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
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 bef
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
Four Detrimental Sales Mistakes
There are four detrimental, but easy-to-correct, sales mistakes: 1. Thinking like a salesperson rather than a customer.
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 sale