Top Salespeople Sell in Every Economy
Some salespeople view themselves as victims of the economy. They listen to all the pessimistic economic forecasts and blame declining sales on terrorists’ acts and other issues. Top salespeople accept no excuses for poor performance. They recognize that customers depend on them to perform tasks that need to be done. They view themselves as completely […]
Everyone Can Use Cross – Promotion
Believe it or not, some other business has already spent the time, effort, and advertising dollars to attract a ton of customers for you – customers who can be yours for little more than the asking. We’re not talking about stealing anyone’s customers away but about gaining access to new customers or clients with the […]
The Dos and Don’ts of Price
The presentation has gone well. The prospect has asked many good questions, seems satisfied with your responses, and agrees there is a need for your product or service. Now it’s time to talk price. What do you do? If the buyer mentions price first and you’re not yet ready to talk about it, you can […]
Developing 20/20 Hearing: A Skill That Can Boost Sales
Successful salespeople are better listeners than talkers. Instead of talking about how valuable they are, they carefully listen for how they can be of value. Here are three steps to help salespeople develop “20/20” hearing: 1. Tune in totally. Before meeting, decide to listen 80% of the time and talk only 20% of the time. […]
Polish Your Negotiation Skills
Your sales force can speed through negotiations painlessly by keeping these pointers in mind. FOCUS ON THE OUTCOME. Let your customer know that your goal is to help him at a fair price for both of you. Keep the atmosphere friendly and calm. DO YOUR HOMEWORK. Gather as much information as you can ahead of time. Study […]
