Seven Tips for Qualifying
Your goal in professional selling is straightforward: determine the customer’s needs, offer solutions, and successfully conclude the transaction as soon as possible. This nec
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
Listen to Clients
To learn your clients’ needs so you can serve them well, L-I-S-T-E-N! L – Look at the other person. If you are on the phone, visualize yourself in direct conversa
Why Ask Questions? Six Reasons
Do you ask enough questions? Here are six reasons questions are your most important selling tool: Questions get the right person talking. That’s the customer. Questions foc
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
Get Your Price
For those times you work hard finding the product that will suit your customer’s needs only to face getting beat up on the price, here are a few helpful ideas to preserve you
Don’t “Sell” People. Let Them Buy.
It’s very interesting to study what motivates people. For example, nobody wants to be “sold” anything, yet everybody likes to “buy,” Buying is an invi
How to Make the Most of the ‘Send Me Some Material’ Request
Too often, a customer who says, “Send me some information on your product,” really means “Go away and stop bothering me.” To get the most value from the lit
How to Work a Customer in One Minute
You’re at a networking event or riding the elevator. Standing next to you is the ideal prospect, but this is no time to launch into a sales presentation. You’ve got one
Words That Kill the Sale
Despite the popular saying to the contrary, words can sometimes be stronger than actions. An example is when you’re presenting to a prospect, and you’ve covered all th
