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 […]
Tackling High-Priority Projects
Identify your top priorities. All jobs aren’t equally important, no matter how urgent they may appear. Due date alone is not always an indication of priority. Make a list. Putting all your jobs and their deadlines into chart form helps you weigh one against another when setting priorities. Know how much you have to do […]
Ten Steps to Closing Every Sale
Closing sales doesn’t take magic. Just follow this simple 10-step plan: Get your prospect to say “yes” right away. As you talk to a customer, ask questions to which he or she will answer yes. This helps to establish the right frame of mind. Keep digging for the reasons behind the prospect’s objections. To every objection, […]
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 programs aimed at building revenues through customer retention and loyalty are far more successful at generating profits than any other approach. Researchers say cutting costs is not the best way to go […]
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 isn’t about salespeople and their products. Selling is about customers and their problems. You’ll close more sales by being customer-centered, not self-centered. Prospects who haven’t developed trust in you […]
