Boosting Revenues, Not Cutting Costs, Is Way to Succeed in Downturn
Contrary to what cost-cutting beancounters contend, the slashing approach during economic downturns may do more harm than good to profits. Now, new research shows that progra
Be a Better Seller
Even experienced sellers need a refresher course every now and then. Here are five things for salespeople to remember to improve their persuasiveness during sales calls. Selling
Get to Know Your Nasty Customers
There are tough customers, and then there are nasty customers – the ones who are rude, sarcastic, intimidating, mean, and vulgar. Nasty customers are the curse of new salespe
Don’t Chase Your Prospects. Let Them Chase You!
Tired of the constant follow-up with your prospects that seems to be going nowhere? You’ve made a presentation, but how do you close the sale? Suggest that without your produ
Winning Negotiation Tactics
Good negotiators walk out winners, getting the best of the deal. But when you negotiate, make sure your clients feel like winners, too. If not, they may not do business with you ag
Talk with Team Members Before New Hires Arrive
Experts say that the first 90 days determine how long a new person will stay with an organization. Discuss the new worker’s role with the team. Explore the ways in which some
Create a High-Performance Environment
High-performance organizations focus strongly on providing superior customer service and developing employee potential. You can create your own high-performance department that exc
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
Get “ROI”-ligion
After you get your website up to date, make sure your staff members are up to date on all the new improvements to the website, your updated approach to ROI, and the basics of your
QUICK Steps to Better Sales
Here are some QUICK and easy steps to help you become better at sales. Quiet quiet, quiet. Know when to be quiet. Let your customer do most of the talking. They will tell you