Do You Have “ROOF”?
Next time you’re having a problem selling or communicating, ask yourself these four things.
Communicate Your Way to a Successful Close
You may be saying one thing, but your prospect is hearing something completely different. This could cause problems during the close. To communicate more effectively, consider the following for a successful close: Language. Speak in terms your prospect understands. Vague terminology and unclear jargon won’t close the sale. Avoid backtracking and longer-than-necessary explanations of what you […]
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 […]
Those Little Extras Make A Big Difference
Highly successful salespeople take a few extra steps to ensure their travel pays dividends: Meet a new person every time you call on an important customer. Network with all the key contacts at each customer. The more people who know you, your company, and your merchandise, the better chance you have of making the sale from […]
The Right Way to Write a Thank-You Note
1. Keep it short. Customers won’t read long notes. 2. Make it personal. Print the note yourself. Add your own stamp instead of company postage marks. 3. Don’t overdo it. If you send notes a lot, the gesture will lose its appeal. Generally a note every three months is reasonable. 4. Don’t always try to sell them something. The […]
