balancing creativity and roi
Let the heart rule the head - because this is true with 90 percent of your customers. We all like to think that we make our purchasing decisions in a
best response to no
You went all-out to get the sale. You prospected, cold-called, followed up, presented, and modified - but the prospect still went with someone else.  Losing a big one is tough,
A professional conference or seminar can be well worth the time away from the office if you take the right approach. Here's how to turn your next professional meeting into
Perception
If your customers do not perceive the value in what you are selling, they will most likely buy from your competitors. Focusing on the "drivers" that influence your customers' perceptions
A guarantee isn't a gimmick; it's the portal to improving customer relations. When your company has the courage to promise absolute satisfaction or give customers their money back, you differentiate
Mistake City
If you fear mistakes, you’re bound to make them. Why? Because instead of playing to win, you’re playing not to lose. Taking the safe path can lead you down the
Kepp the pizzazz
Don't dilute the impact of your message. Instead, help your audience follow along: minimize words and statistics on slides; use contrasting colors and varied type fonts to increase readability; don't
In order for you to win the majority of the time, you need a selling system that is more powerful than your prospects' objections. Here are some tips from the
The 10 most important words: "I apologize for our mistake. Let me make it right." The 9 most important words: "Thank you for your business. Please come back again." The 8 most important words: "I'm not
A seasoned professional salesman once said to some new recruits, "No customer will leave you as long as it is to his or her advantage to stay. Your job is
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