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 invigorating activity. Buying is acting on
The next time you're trying to identify a customer's needs, remember the acronym SPIN. S. Situation. What is the customer's general background? This is important to know, as long as you
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 literature you
At many companies, people are looking for financial corners to cut. Whether it's supplies or salaries, many managers have to protect their departments from the budget knife. For sales managers,
You’re feeling great. The buyer says he will accept your offer, and the deal appears to be all but closed. At this point, you want to finish the sale, reap the
If you use direct mail to market your products or services, you already know that a postscript at the end of your sales letter is a must. Most people will
(Rocky Mount & Jamestown, NC) – CarneyCo, the strategic marketing agency, welcomes Shelby Dzialo as a Junior Graphic Designer/Video Editor. Originally from New Jersey, Shelby graduated magna cum laude from
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
This is what some marketing experts call the "Law of 29." Whether or not you agree with the number of exposures it takes through the sales cycle is not important.
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 the bases, but the
