It’s What You Say and How You Say It

An ancient king once dreamed that all his teeth had fallen out. He was naturally concerned about his dream, so the next morning sent for a soothsayer to interpret his dream. The soothsayer listened to the king’s dream, thought for a moment, and then said, “Your Highness, the dream means that all your relatives will […]

Too Busy to Say Thank You?

Your intentions are good, and you know it’s important, but somehow you never have time to send that all-important thank-you note after closing a sale.  Get a roll of stamps and a supply of attractive-yet-businesslike thank-you notecards. Put the notes, the stamps, and a couple of pens in a box or manila envelope, and keep […]

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 […]

You Can’t Afford Not to Prospect

The jury is out about whether good salespeople like to prospect or can do it well. But the bottom line is that without new business, salespeople are gambling. Here are some ways to go about prospecting successfully.  Allow time to prospect. Set aside a fixed number of hours for making cold calls, and stick to this […]

Ready to Think Big?