Top Nine Telephone Basics
Phone skills are an important part of the job. The way you handle your phone is as important as a face-to-face meeting. So take the time to go over some of these basics. Here is a phone skills list from Step Hyken, a professional speaker and author specializing in customer service and customer relations. 1. […]
Handling Price Shoppers Who Play Games
Some buyers raise legitimate questions about price while others object because it seems the thing to do. These gamespeople are the most difficult to deal with. Some love to play and win. For them, the game can be as important as the win. IDENTIFYING THE GAMESPEOPLELearning to identify gamespeople. Most of them fall into one […]
Get On Track
From the very beginning of sales careers, reps learn that if they play the numbers game, eventually they’ll make the sales. It’s true, and the most successful people – no matter what they’re selling – live, sleep, and eat prospecting. But they should also know it’s the quality of the time they spend prospecting that makes […]
Write A Thank-You Note When You Lose the Sale
Anybody can remember to write a thank-you letter to a customer after a successful sale or referral. When else should you say thanks? After a final refusal, or when the customer decides to buy from a competitor. A brief, polite, handwritten note thanking a prospect for his or her time and consideration is one of […]
Banish These Hackneyed Lines From Your Sales Talk
We’ve all heard them – the sales clichés that turn off customers. You may even be guilty of some yourself. These trite approaches sound persuasive, but they’re so obvious that most prospects feel you’re insulting their intelligence. Pay attention to your conversations, and strike anything that sounds like this: “What’s it gonna take?” You sound like […]
