Selling the Quick Payback
One of the tricks of closing the sale, especially when selling to CFOs and other financial executives, is demonstrating return on investment. Prospects want to know that if they sp
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
Send a Travel Postcard to Increase Your business
Here’s a simple way to use postcards to attract new customers. The next time you’re at an industry convention, buy 25 postcards that represent the place you’re vi
Close Without Being Pushy
A common theme among salespeople is the fear of coming off as pushy. Some salespeople won’t even ask for the sale because of this fear. They want to build a solid relationshi
Sales Strategies for Superstars
Want to reach the top of your profession? Don’t rely on luck. It takes hard work, dedication, a constant willingness to learn, and more hard work. Don’t just be a pro
Enhancing Customer Loyalty During Change
We are living in an age of incredible change and some instability. Organizations are undergoing massive changes including reorganizations, re-engineering, downsizing, mergers, acqu
Customer Satisfaction Is Up When Wait Is Down
Before you put a great amount of time and money into a plan to improve customer satisfaction, consider this: A recent survey found that the most important factor affecting sa
Give Your Customer a Toy!
We often limit corporate gifts to food, pens, and clothing items. Doesn’t everyone have enough coffee cups and mouse pads? What if we lightened up and gave customers desk to
The Best Response to ‘No’
You went all-out to get the sale. You prospected, cold-called, followed up, presented, and modified – but the prospect still went with someone else. Losing a big one is tou
Your Customers’ Perception Is Your Reality: Look at the Marketplace Through Their Eyes
If your customers do not perceive the value in what you are selling, they will most likely buy from your competitors. Focusing on the “drivers” that influence your cust